John Rowley is thrilled to interview Bedros Keuilian on UX3 Restoration Radio. Bedros shares his story of going from a refugee in a communist country to being a highly successful entrepreneur. Not only entertaining and inspiring, but Bedros gives you tips, tricks and techniques to turn your life around.
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John Rowley: Hi. This is John Rowley with Restoration Radio. I’ve got a really good friend of mine today. In fact, I’ve been dying to do this interview because Bedros Keuilian … “kelian” or “kulian”?
Bedros Keuilian: “Kulian”.
John Rowley: Keuilian, Bedros Keuilian. You can see we don’t edit these things. Bedros Keuilian is not only a friend of mine but he’s been a mentor of mine both afar and up close. I’ve reached out to him in the past to get some information for business and for fitness. He’s got an incredible business mind. His back story is phenomenal which is what I want to talk about today. I want to do this in reverse a little bit. I’d like Bedros to talk a little bit about his businesses and then we’ll get into back story because his businesses are incredible but when you hear the back story, you’re really going to understand how incredible it is. Now, Bedros, thank you so much for being here today.
Bedros Keuilian: Yeah. Thanks for having me, John.
John Rowley: Now, you’ve got several business. You do marketing. You own Fit Body Boot Camp which I want to become part of at one point. Tell us about your business structure and what you do.
Bedros Keuilian: Yeah. my business structure is pretty cut and dry and then I believe in having elegant, simple businesses. I’ve got the whole model of an elegant business from Joe Polish. I’m a big fan of Joe Polish. I’ve been in his 25K Group for a long time. To me, if it’s too complicated, if there’s too many moving parts, if it makes a lot of revenue with a very small amount of profit, I’m not a fan of businesses that way. My accountant who’s also a very dear, near friend of mine because he also happens to by wife’s uncle, he’s a guy who’s not only an accountant but an entrepreneur. He built and sold his accounting firm for $25 million back in the early ’90s.
John Rowley: Really?
Bedros Keuilian: Yeah. He’s got a saying. Then he goes, “Revenue feeds the ego, profit feeds the family.” I remember him telling me that 12 years ago when I first met Di, my wife, and then, of course, meeting him at some party at his house in Fremont. He goes, “Do you see that other house way over there on the hill?” I go, “Yeah.” He goes, “That’s MC Hammer’s house before it got … [02:00] He used to live there before it got repossessed and he owned this hill and he had wild boars and turkeys in his massive mansion.”
It’s almost like rich dad, poor dad. I had two people to look at in my life to model. My father, we came from a communist country and he worked his butt off here in a small, little business to be a tailor and get food on the table, roof over our head. Then I looked at Uncle John who’s my accountant now which is really cool and he just like, man, he can build an empire.
Going this elegant business model, simplicity and high profits, I decided to enter the world of fitness, of personal training. Where else can you get several hundred dollars per month from a client and, in exchange, give them a value of fitness and better health, et cetera, right? I start off personal training. I owned five personal training gyms. Built them up and sold them and right around that time, it was the early 2000s and I knew that the Internet was this new playing field that was going to be the almighty equalizer.
Meaning, anybody can enter and compete against the giants, right? I said, “Man, what if I started teaching personal trainers?” Because at this time that I was building up your five gyms, trainers from around town, around the country start hearing about you and they call you. To me, it was really simple. “Hey, what are you doing opening up location 2 and 3 that we hear about?” “Let me tell you.” Then my only question was, “Are you hearing San Diego?” If they said no, they’re not a competitor, “Great, let me show you what I’m doing.”
In that process of building my facilities, I learned real quickly that I enjoyed helping and coaching and mentoring others. As I had the opportunity to liquidate my five location cell and come up with a nice chunk of change, I said, “All right. Do I still want to do brick and mortar or do I want to do this whole Internet thing that’s so new, so fresh where I can coach and consult?” I went the route of coaching and consulting other trainers. That quickly led to a creating a software called FitPro Newsletter and FitPro Magazine, each of them doing seven figures now independently on their own. [04:00] It’s a recurring software for the fitness industry. It’s a recurring building and helps trainers get more clients and build their e-mail list.
From there, of course, I had information products like most Internet marketers, right? Audio programs, books, DVDs, seminars, live events, et cetera, to, again, coach and consult. It didn’t take long before trainers start asking, “Can I work with you one-on-one, meet you face-to-face?” “Sure, sure.” Then, up came a coaching program, masterminds. Now, today I have five masterminds with a total of 409 paying members in it.
John Rowley: Wow.
Bedros Keuilian: These are just in-person mastermind, not even the online version. Soon, of course, what you start getting, you start getting e-mails. “Hey, I want to join your masterminds. They’re $1,800 a month. It’s a bit out of my budget when you include travel and all that. Can you coach me remotely?” Now, we’re talking like we’re entering towards 2011 and 2012, webinars are getting a lot easier. There’s a lot better way of doing live cast videos, right?
John Rowley: Oh, yeah.
Bedros Keuilian: Facebook is now hitting the scene. It’s got private groups. What can I do? What if I created this coaching program that I could actually have people on the Internet paying me $97 a month, study at home, have access to me live via webinars? All of a sudden we’ve got this pyramid of over a thousand people paying $97 a month for the online coaching programs, over 400 people paying $1,800 a month and then I’ve got the super high level thing, it’s called the Fit Body Boot Camp Franchise where you pay $20,000 to buy in and $600 a month for the franchise fee and we’re currently in 3 continents, 9 countries, over 400 locations worldwide.
John Rowley: Doesn’t a new one open every 40 hours, something like that?
Bedros Keuilian: Up until October. Last month, we hit a new record. You’ll be happy to know that we’re opening one up every 24 hours.
John Rowley: Every 24 hours?
Bedros Keuilian: Yeah. Yes.
John Rowley: Excellent.
Bedros Keuilian: We’ve got 30 locations last month [06:00] and currently we’re on pace at 1 every 18 hours.
John Rowley: We only had dinner 6 weeks ago.
Bedros Keuilian: I know, I know.
John Rowley: Unbelievable.
Bedros Keuilian: I’ve got an amazing team around me who does a wonderful job.
John Rowley: That is amazing.
Bedros Keuilian: Yeah, yeah. While all those businesses and multiple levels of coaching and consulting and franchise, none of that could happen with a team of almost 40 people who help run this giant machine so I’m forever grateful.
John Rowley: Now, you and I are going to be together in Denver. You also do charitable work. We’re doing Toys for Tots in Denver. The one thing I like about you, Bedros, is you’re a very strong businessman but you’re also a very strong family man and you take your responsibility to the community very seriously which, I think, is very, very important.
Bedros Keuilian: Yeah. I think, we all have this obligation to give back. One of my, I guess, co-workers here in our office, his name is [Rob Gager 06:45]. He’s my video guy who’s currently traveling the world or the country filming Fit Body Boot Camp owners. We’re filming one day and he goes, “You know, you’ve got this thing called the immigrant edge.” I go, “Tell me more. What do you mean?” He goes, “Everything is always up and positive. You’re always optimistic.” When the economy crashes, when things go bad, there was a brick that was thrown through one of these windows right here in this room that we’re in, and they came and they stole over $30,000 of video and computer equipments, right? I come in and I go, “Oh, guys. It happened. We’re insured. Go back to work. Let’s stop [inaudible 07:16], right?”
To me, I say, “We needed new computers and it’s about time we go to the 4K cameras. We’re operating with just the 720 dpi cameras, right?” I’m really fortunate that … With the immigrant edge comes this mentality of, “I come from a communist country. I know what it’s like to not have opportunity and freedom.” When your father escapes communism brings you here, you almost have this obligation to show him that, “Dad, I made it. I did it. Your dream came to fruition.” I’ve got a little softer place for helping people in contributions than probably most people.
It’s simply because of me trying to overcompensate for my father. To [08:00] show him that, “Dad, I made it.” He’s a proud father. My mom, they’re both alive and doing well. They’re both proud of me. When you escape communism and you risk going to prison in Russia, you want to see that that chance you took, your kids are doing something about it.
John Rowley: And you are.
Bedros Keuilian: Yeah.
John Rowley: That was where I wanted to go because that was the main reason I wanted besides loving you and being a friend, what you’ve accomplished in your life and where you started from is absolutely tremendous. A lot of times we have inspired. We have inspiration and desperation.
Bedros Keuilian: Sure.
John Rowley: A lot of times, the desperation spurs on the inspiration. I think, that might be your case.
Bedros Keuilian: When I speak from stage, I go, “I’m the only guy in this room that’s probably poor and broke,” because to me it’s 2 different places. Poor is you’re just … you financially have no money. You have to make a decision, your family has to make a decision between power or water for the apartment that you’re living in, right? Broke is a place of a state of mind.
John Rowley: Hopelessness.
Bedros Keuilian: Hopeless. Exactly, hopelessness.
John Rowley: I’ve been both myself.
Bedros Keuilian: Right, exactly. I don’t know, man. It just feel like, like you said, desperation leads to inspiration leads to massive action and when you’ve hit the bottom, all you got is up.
John Rowley: You started at the bottom. If you don’t mind, you came from a communist country. Give us your story. I know your story and it’s inspiring. I like to hear it.
Bedros Keuilian: Sure. In fact, I was 6 years old. My father, who was one of 18% of the population in Armenia. Armenia was this tiny, little country, southern Russia, at the time owned and governed by Russia. In 1980, we escaped Armenia and the Russian government.
John Rowley: That was the same year we had to boycott for the Olympics.
Bedros Keuilian: Yes, yes.
John Rowley: There’s a lot going on at the time.
Bedros Keuilian: Cold War, I mean, everyone just-
John Rowley: Hostages in Iran.
Bedros Keuilian: Hostages in Iran.
John Rowley: There’s a lot going on.
Bedros Keuilian: Exactly. A lot going on at that time. Of course, I’m just [10:00] 6 years old. I don’t know. My dad says, “Hey, whatever, we’re packing up. We’re leaving.” Okay. Little did I know that he spent the last two years from ’78 to ’80 putting together $25,000, in U.S. dollars, to bribe a member of the Russian consul to let us escape to Italy under the paperwork that we’re taking a vacation, a holiday, to an approved country. Because imagine telling the Soviet Union, “Hey, I’m going to the United States on vacation.” You’re not coming back. They’ll know what you’re up to, right?
We got our approval to go to an approved country on vacation. Of course, as soon as we land in Italy, I remember just my parents and so is my brother and sister, they’re older than me. They’re just dragging me along. We went right from the airport, not even to the hotel we were going to stay at for the night, to the American consul and my dad saying, “Hey. I’m a communist. We’re escaping Russia. I’m seeking political asylum.” Of course, it took about 3 or 4 days, if I remember correctly. Before I know it, we were on a plane legally entering the United States. We landed in JFK.
John Rowley: That’s incredible.
Bedros Keuilian: When you come to the United States and you’re dabbing a member of the Communist Party … We lived well there just to give you an idea. While my mom would have to wait in line for butter and cheese and so on over there in that country and I remember her dragging me along, we’d spent hours in line, my dad would come home with fresh churned butter and jars of Russian caviar because, again, he’s a member of the Communist Party. He had a choice but back then when they give you the choice, if you say, “No, I decline,” off to Siberia you go.
I grew up on caviar. Now, we come to the United States and I’m not eating fresh butter and we don’t have caviar. I’m putting on a tantrum. My mom was like, “Look, man, just chill out. Here’s this government cheese called Velveeta. Here’s bologna.” I’m like, “Wait a minute. I’m on caviar.” There’s a real shift in like, “What the hell is going on here?” My mom and dad, [12:00] they’re both working multiple jobs. Brother and sister are trying to go to school and work multiple jobs. In the meantime, I don’t speak English. I keep running out of school. The kindergarten teacher, the principal, the helpers, they’re all trying to keep in class. In that 3-year period, we moved around 14 times. Imagine, dumpster diving for food.
John Rowley: That explain that. Tell me what you did.
Bedros Keuilian: Yeah. Okay. As you fine folks might know, that when a grocery store throws food away, that food might be expired and, therefore, they can’t sell it. However, it’s not necessarily bad or if it’s bad, it might just have a couple of mold spores but if you could just pluck off the mold spores, it’s good to go. My job was my dad would give me a boost into the big dumpsters behind the grocery stores and I had gotten pretty good in finding milk and opening it up. It doesn’t smell sour. Handing it over to my mom and dad. Lettuce, I’d peel a few layers of lettuce and underneath this big, giant rotten head of lettuce is this really tiny, fresh head of lettuce. Bread, it would have green mold spores and I’d look, “Okay. This is fine. Throw it over.” My mom would get home and she’d pluck off the mold spores.
To me, until this day, we can go out and eat at a restaurant that has bad food, the whole group that we ate with will have diarrhea and be vomiting. I’ll just have a little indigestion and I’m good and it’s because, I think, I built that immune system from those days. To me, it was one of those things where I had a whole, new appreciation for life. Little did I know that as we got kicked out of one apartment to the other, to the other, and we’re finding new dumpsters to get food out of and to get our first television set from and the very first mattress that I slept on which is stained. I don’t even want to know what was on there now looking back as an adult but that’s where the 5 of us laid on that one mattress like little hot dogs, just lined up in a package of hot dogs.
As we go to new apartment complexes, I didn’t know how long I was going to be at that complex or that new elementary school [14:00]. I started really quickly building friends. Lo and behold, I look back now, my ability to build rapport and sell people on me comes from me moving around so many times, going to 3 elementary schools, 2 junior highs, 2 high schools over all those years and this ability to build rapport. I later realized that it’s from that time.
I remember when one time my head was [inaudible 14:24]. I didn’t know why. I was probably at this point, maybe 8 years old, a couple of years into being in the country. My mom looks and as it turns out I had lice. She takes me into the little grassy field over the apartment complex, the quad. She has my dad siphon out gasoline from the Ford LTD that we had at the time. He comes with 2 cups of gasoline. My mom has me double over and I remember seeing as I’m doubled over, ankles and feet, I can tell the kids and the parents from the apartment complex, they’re probably looking at my mom going, “What is this crazy woman doing?”
John Rowley: She’s going to light them on fire.
Bedros Keuilian: She’s going to light them on fire, exactly. What was really happening was she just washed my head with gasoline because we couldn’t afford lice treatment. To me, all that became the norm. When all of a sudden the economy is bad but we’re getting by, we have light, we have food. I’m not eating out of the dumpsters. It’s like it’s not that bad but it’s all perspective, right? When you’re eating out of the dumpster and having your hair washed with gasoline, when the economy is horrible but you have a car, you have clothes that are from the area that you live in, it’s not that bad.
That’s really how I got this appreciation for hard work. My dad constantly driving it to my head that you have opportunity. We have freedom that we never had before. You’re the youngest one in the family so there was a lot of pressure but I realized I took that pressure and probably overcompensated and created this entire barrage of businesses and partnerships. We just talked about Craig. He and I are partners in a 7-figure business. I’ve got partnerships. [16:00] I’ve got equity. So many industries now of people who have come to consult with me and, ultimately, say, “Can I give you some equity in my business for continued consultation?”
Today, I look back, I’m like, “Man, I’m 41 years old. I got a hell of a portfolio,” but all because of that pressure my dad put on me and that state of panic that I worked in to make my dad proud. Now, today I’ve got a better balance like we talked about earlier. Maybe in my late 20s, early 30s, it was all work and …
John Rowley: Which is normal.
Bedros Keuilian: … and grind. Yeah.
John Rowley: For guys like us, that’s normal.
Bedros Keuilian: Yeah. Yeah, but today I feel I’m a little more balanced. Do I still overwork and hustle and grind? Absolutely. Two in the morning, if something has to get done, I’m your man. You can count on it but I feel a little more balanced.
John Rowley: My grandmother lived to be 105. They went to the Depression-
Bedros Keuilian: God blessed her.
John Rowley: Yeah, amazing. Went through the Depression. My father and his siblings grew up with really nothing. They had to move usually every 6 or 7 months because of the bed bugs in Brooklyn would get into their apartments. They have to move somewhere else. It was really awful. I asked my grandmother one time. We’re actually talking about a challenge I was going through. I had lost everything at this point. I was at my mid-20s. I had a business venture that went under. Her and her two sisters sat down with me and said, “Listen, John Martin, everybody goes through the wrong Great Depression whether you do it as the country or on your own.”
Now, you and I did it on our own. I think, when you do it on your own, it’s harder but you learn how to cope with challenges in your life. Do you find that like when certain challenges come across, whether it’s business or personal, that you can cope with the challenge a little better because you know it’s going to end one day?
Bedros Keuilian: There’s IQ, there’s EQ, emotional quotient, intelligent quotient but there’s AQ, adversity quotient. Most people … it’s like a muscle. I mean, look at you. You’re a jack, you’re in awesome, amazing shape. Your muscles probably 40 years ago were not as big, [18:00] as full, as strong. The reason is, over time, you kept putting stress on these muscles and what happens, they continue to grow. They adapt. Their adversity quotient gets better and better so keep picking up heavier weight and you do more repetitions more frequently.
I think, this personal great depression that you talked about which I think is brilliant. I wished you’ve told me this like 4 years ago when we met. I think, that’s genius. We’ve all gone through a personal great depression whether as a nation or individually. That great depression that we go through and some of us maybe go through several in our lifetimes. I’m a slow learner.
John Rowley: Me too, yeah.
Bedros Keuilian: It’s like that constant resistance and now my adversity quotient is so much more. The last big business that I started was Fit Body Boot Camp, this international franchise. I remember thinking, “What the hell am I doing?” I’ve got 4 corporations. Many employees. Lots of moving parts. What am I doing? As it turns out, I had upped my adversity quotient so much that I was ready. I actually knew how I can carve out more time in my day, more energy without shunning my family, at the cost of my family. I was able to launch Fit Body Boot Camp and I became even more disciplined with my schedule, with my time, with my personal disciplines of working out and health and so on. I’m in better shape today than I was 6 years ago …
John Rowley: Me too.
Bedros Keuilian: … 7 years ago before Fit Body Boot Camp which only tells me, what, you added a whole other business, more employees, more moving parts, the Federal Trade Commission oversees franchises so 11 audits a year, mandatory, yet I have a better lifestyle. I take better care of myself, my head space is better, and I think it’s because the adversity quotient, as long as you keep letting resistance come into your life and do something about it, our adversity quotient goes higher and higher. We could deal with more shit.
John Rowley: I agree with that. Now, we were just talking a couple of minutes ago. I was telling you what Craig did and I’ll tell the audience. I’m going through a challenging part of my life [20:00] and a friend of ours, mutual friend of ours and a partner of yours, Craig Ballantyne, just out of the blue sent me a beautiful note along with a book to read that would help me with the challenge I’m going through with my life. Now, you and I have a lot of mutual friends. Don’t you find that having loving, compassionate friends that are there for you in time of need really help you through the hard times as well?
Bedros Keuilian: Huge.
John Rowley: I don’t mean to … I’ve a tendency to isolate. I don’t know if everybody does but, me, if I’m going through something challenging, I just put my head down, get to work and isolate and I stay away from people. I don’t know if you do the same thing but do you find deep relationships are important too?
Bedros Keuilian: I’m going to go on a limb and say anybody watching this video is the same way because if you’re watching this video, you’re probably a person who wants a better life, you want to enter a better state of personal income and development, et cetera. Now, with your hard-charging, I think, most hard-charging people, we do tend to isolate when the [inaudible 20:57] hits the fan. Not because we’re compartmentalizing but we isolate and just work on our shit not realizing and this is a chink in our chain, in our armor, not realizing that we’ve got friends who are far better equipped than we could ever imagine if we just ask them.
It’s funny you say that because I see Craig about every 60 days or so when we run our live events or masterminds. I’m like, “Man, you won’t believe what we had to do. We have to stop selling Fit Body Boot Camp locations for 4-1/2 months because of whatever odd that we have to go through with the state of California.” I go, “Man, it was so stressful.” Then he goes, “I’ve seen you twice since then. Why didn’t you say anything?” I go, “I don’t know.” He goes, “Why do you always wait till you’re out of the shit and then you tell me?” “Buddy, I don’t know.” I’m still working on myself on that.
As much as I know like as a friend like you and I, we went out to dinner. Every time you’re in town, I want to hang out with you. I want to do that for you, yet when the shit hits the fan for me, I just go to isolate mode and work and if a friend gets wind of it, they’ll come help me.
John Rowley: Exactly. [22:00]
Bedros Keuilian: I don’t know why that is.
John Rowley: [Crosstalk 22:01] like that. I don’t know why. I’ve got some challenges right now. Not today, because we’re both on tight schedules but I do want to sit down with you personally and go over some of the challenges that I’m going over in business.
Bedros Keuilian: Sure.
John Rowley: Now, a couple of minutes, please, touching on lifestyle and opening up the Fit Body Boot Camp and how you are able to still spend what time your family and work out more. What I would love and, I think, the audience would find very valuable with all the tendency to read books so we see what to do. Do this, do this, do this. Seldom do we have to do it. What is it then in the life of Bedros? How do you do what you do?
Bedros Keuilian: A great team. It starts off with a great team. Now, the question becomes how do you build a great team because, listen, you’re a hard-charger, I’m a hard-charger. We’re a bit of a control freak. No one can do that thing better than I can. One of our businesses, no one can do it better than you. Okay. Try and do it yourself and maybe in your late 20s and 30s, you can. Guess what happen right around 36, 37 for me. I was having … I had my first anxiety attack in my guest house and I’m thinking this is where I die above my garage and my guesthouse and my family is not going to find me till the end of the day just bloated and rigor mortis. That was running through my head. I’m thinking it was a heart attack but it was an anxiety attack. I never had one.
John Rowley: I never had one either until recently.
Bedros Keuilian: A few more hit me so finally I went to the doctor. “Hey, Doc, I’m having these anxiety attacks. What do I do?” He goes, “Reduce stress.” I go, “No, no, no. You don’t understand.” I do everything. I don’t reduce stress so give me a pill, give me a potion, give me a powder. He was, “No, you’ve got to reduce stress.” All right, so we’re hard-charging, that’s what I do. I don’t reduce the stress, I will away my anxiety attacks but guess how it manifest itself. Craig and I would run a seminar in Las Vegas, the first time it happened was at the ARIA Resort & Casino in Las Vegas. We ran a mastermind and I’m thinking, “Man, it’s been a few months I haven’t had an anxiety attack.”
After 3 days of running a mastermind, you’re mentally drained and taxed. [24:00] I went up to my room, start taking off my socks and jeans and as I’m sitting at the edge of my bed, John, I get this freezing sensation. Like I’m just shivering and it’s gets more and more and more. Like my body is turning into ice and I curl up and I want to turn the heater but I can’t reach the button. I fall over into the fetal position and my teeth are chattering and it’s something called an essential tremor.
All I did was will away an anxiety attack and manifested into this thing called an essential tremor where your nervous system shuts down for anywhere from 45 seconds to a minute and a half. Once my body relaxed the muscles, just relaxed again and then start getting warm, I’ve gotten into the covers and I’m just like, “What the hell just happened?” I went back to the doctor when I landed. “Doc, what the hell is going on?” He was like, “I think, it was an essential tremor based on your description.” Sure enough, I looked it up and that’s exactly what it was.
The point of this is, I realized that I had to relinquish control. How do you relinquish control? You read books and we all get information. I remember reading one of the books that really jumped out at me was Jim Collins’ Good to Great.
John Rowley: That’s a great book.
Bedros Keuilian: Remember, like red cover …
John Rowley: Yeah. It got a few things.
Bedros Keuilian: Yeah. One of the things that jumped out at me was yours and my job and your job probably is to be the bus driver. Our business is the bus, you’re the bus driver. Okay. I got that, I got that. There’s all these seats and our job is to let the right people on the bus and then to put them in the right seats in the bus. At that moment, after my doctors tell me that, “You just had an essential tremor,” and my solution once again was, “Give me a pill, give me a potion, give me a powder,” because I’m not going to stop stressing myself out, working so hard, I realized that I can will away the essential tremor but now it is going to manifest into a heart attack.
I knew that was probably the next domino that was going to fall. I said, “What do I do?” That’s when I actually called a coaching client of mine Cabel McElderry out of Red Deer, Canada. He’s a Fit Body Boot Camp owner. I said, “Look, you have 2 Fit Body Boot Camps out there. You have your own gym. You have been a coaching client for 12 years, what’s it going to take [26:00] to get you to move out to California and run our headquarters?” Cabel goes, “You’re joking.” “No, no, no.” Actually, I was in Denver and it was December because I landed for the Toys for Tots thing and I’m calling him now.
Just with a few days after I’ve seen the doctor, I get on the plane and we go to Denver and I’m calling him because it hit me like I need someone to run my office. I can’t run the day to day anymore. Too many bodies. He goes, “I just need a little time.” Talks to the wife, a couple of days later, he calls me. Within 4 weeks, he bought a house down the street. He lives right down the street here from us and he still has his home in Red Deer, Alberta. I was going to relinquish control. I brought someone valuable on to the bus. I put him in the right seat at the bus. He has all the right skill sets to manage all the people that I don’t how, I don’t like to know how.
All of a sudden, I go, “Okay. What is the next seat that I have to fill? Who’s that person going to be?” Man, the more control I let go from the books that I had read, the better I felt. All of a sudden, it’s like I just got another hour in my day. I got another 15 minutes. I got another 40 minutes. Rick Kaselj, who you know, he’s been in our 100K group for, I don’t know, 7 years. He always cracks a joke. Look how slow I am. When I said I’m a slow study, here’s an example of how slow I am.
At the end of every mastermind, he goes, “You know, more than half the people, I knew what the answer was going to be out of your mouth and Craig’s mouth before you guys even answered it. I answered it to my head as they were asking hot seat questions.” Now, he’s been saying this for 2 years. I was too dumb and dense to go, “Why is he not doing coaching calls for us? Why am I still doing coaching calls in between the masterminds?” Now, going back to Jim Collins’ book, who else do I have in my circle? Oh, my gosh. Rick Kaselj. Get on the bus, get on the coaching calls. I was doing coaching calls Tuesdays and Thursdays, John. All of a sudden, 3 hours here, 3 hours there, gone. All went to Rick.
John Rowley: That’s awesome.
Bedros Keuilian: He has a better job than me now because I’m rushed to get off the phone because I’ve got other things to do. He’s not. [28:00] He’s got other things to do but he manages the schedule. To me, I was like, “Okay. How is it that you have a better lifestyle now with more businesses and more moving parts and more employees?” I finally did what the books tell you to do.
See, what we all do is we read Psycho-Cybernetics. We go, “Okay, the theater of the mind.” Then we read the Big Leap and we go, “Okay, I got to operate to my zone of genius.” I got to do this. I’m the bus driver. Reread Jim Collins. We read Vaynerchuk’s Crush It!. We know I got to dominate. Grant Cardone’s 10X Rule, “Okay. I got to 10X everything.” That’s all the information but until you put into action, you got shit.
John Rowley: Exactly right.
Bedros Keuilian: Or, you got a heart attack.
John Rowley: Part of the key is having the right people. I did that. I hired a bunch of people out of need. Their need, not mine.
Bedros Keuilian: Their need, I like that.
John Rowley: Yeah. I help them but what it did is it created more stress for me. The way anxiety started coming in on me. I’ve got some personal issues and business is good but a couple of business challenges we need to overcome as well. I find myself at night and in the morning not being able to breathe. What I do at night is I make sure I breathe deep and I try to do some light cardio and do the same thing in the morning.
I started to have one right before I came here. Before I came here, when I texted you, I went down to the elliptical in the gym and I did 20 minutes of cardio in the elliptical to get me breathing, to get the tension out of my body. The point is with everybody, both being very transparent and I like that because I want everybody to know, even though we’re both successful, we both do very well, we do a lot of different things that are cool, we’re still people. We have problems.
Bedros Keuilian: I’m glad you say that. What is success? How successful are we if at the end of the day, I’m going to leave this office and then go home and curl up on the bed in a fetal position and have the shivers?
John Rowley: Exactly. Exactly.
Bedros Keuilian: What’s all that money going to do? Nothing. I’ve got all this franchise. People are like, “You’re the guy from the fran …” Who cares if I’m curled up in a fetal position?
John Rowley: Exactly right.
Bedros Keuilian: Really, success has actually taken a weird definition to me [30:00] and I have to say it’s not that I’ve evolved any but once you have money and money solve the problem of not having money, then you go, “Okay. Success really wasn’t about money. I just don’t have money problems but now I got to figure out how to manage my life because the money problems are solved but the business problems are eating me up alive.”
John Rowley: Exactly right. Now, that gets to another question. For you personally, not the business Bedros, for the personal Bedros, what does your day look like? What time do you get up? When do to exercise, when do to eat? Not complete detail but the good [inaudible 30:34] people to see how you structure your life.
Bedros Keuilian: Easy enough for me. Craig, for years, has been telling me … We should mail this to Craig and say, “Here’s the commercial [crosstalk 30:43].” A 1-hour infomercial on why Craig’s-
John Rowley: Craig coaches me as well.
Bedros Keuilian: Craig is awesome, right? This really should be a Craig Ballantyne infomercial. I love the guy to pieces.
John Rowley: Me too.
Bedros Keuilian: For years, he’s like, “You got to wake up early. You got to be more disciplined.” In the last year … I used to wake up at 7:30. The last year, I’ve been waking up at 6am. I wake up at 6am just like Craig says because is there anyone more ritualistic and disciplined than him.
John Rowley: He’s the most disciplined guy I know.
Bedros Keuilian: Like a robot. Some people might look at him and say, “He’s a robot.”
John Rowley: He’s a robot with the most caring thought I’ve ever met. He’s like the tin man. I want to say one story about Craig. This is a Craig commercial. I want to put this in. Three years ago when we first got into this business, I was successful. We were doing well. The year and a half, 2 years earlier, my house is on the foreclosure. I had no car for 3 years. I was very, very, very deeply in debt because of the business we lost. Craig called me up. We were successful. Craig calls me up and he goes, “I don’t think you’re giving it a 100%. What is the number one fear you have?” I said, “Okay. Yeah, I’ll tell you. My 50s, my number one fear is losing everything again.”
Bedros Keuilian: Wow.
John Rowley: His answer to me … He made me cry at the time and it’s [32:00] about to make me cry again. His answer to me was, “You’re now surrounded by a group of friends. You’ve got a group of people that are never going to let you fall.” I know it’s true. I sat there. I got off the phone with him. I cried for probably about an hour because my whole life, I’ve just been hard-charging in it and do it myself, do it myself, do it myself without any parachute because I was always on my own. I never had anybody to fall back on. To know that we’ve got friends like that, that we both have friends like that and it means a lot. Anyway, I just got to tell that story about Craig because it means so much to me.
Bedros Keuilian: You know what’s funny is when people start talking about Craig, again, here’s more Craig social proof. I tell you, this has got to be a whole infomercial.
John Rowley: We’ll do another one getting into the Craig [crosstalk 32:55] by the way.
Bedros Keuilian: Unless you start this dialogue with people, you don’t realized how many people Craig’s touched and helped because he’ll be the last person to beat his chest about or talk to anyone, gossip about like [crosstalk 33:06] going through or John’s going through or Jules going through. He just goes and he writes the notes and he sends the profound text messages or e-mails or has a sidebar conversations with you in person. Then you go, “Holy shit.” He’s like the Yoda of our little world.
John Rowley: He really is.
Bedros Keuilian: He taught me how to be more discipled. I wake up at 6am and immediately I do just … it’s not even meditation. I’ll call it what it really is. It’s what Tony Robbins calls Priming, 3 people I’m grateful for and 3 things that I want to accomplish today that are big. It could be for business. It could be for personal growth. It could be for whatever. That’s it. It takes me a whopping 6 minutes because I’ve got the attention of a hummingbird.
John Rowley: Yeah, me too. Hummingbird, me too.
Bedros Keuilian: When Craig was like, man, he meditates like 20, 30 minutes, goes into a deep trance. I tried that and I was just thinking about work, [crosstalk 33:56].
John Rowley: Yeah, me too.
Bedros Keuilian: Yeah. I heard like an audio recording [34:00] actually on ilovemarketing.com, Joe Polish’s audio recording talking about … He was like, “Yeah, I just do mental priming.” I wake up 3 people I’m grateful for and 3 big things I want to accomplish today. Boom. I wake up at 6am. I do that. I take my shower. By about 6:45, I’m on the couch and I’ve already had my protein shake and there’s my coffee next to me and then I go right into again the Craig Ballantyne magic time. Who hasn’t heard about the magic time who’s been around with Craig at all. The magic time is my 2 hours that I’m most productive. 7am to 9am, I get more shit done than I would if I was here at the office from 12 noon to 6.
John Rowley: Without a doubt.
Bedros Keuilian: Yeah. I get my magic time done from 7 to about 9. By 9:30, I’m leaving the house and I’m working out. I work out from about 9:30 to 10:30. By 11:00, I come in here and then I’m ready to take on the day as it relates to the office. I’ve already sent out my broadcast. I’ve already run my Facebook ads and checked my Facebook ads. I’ve done the things that I call the 5%, the things that move my business and my life forward in my magic time so then I can come here and be daddy, be boss, so that when Joan, my personal assistant says, “Hey, we’re having this challenge there and that issue there,” or Cabel comes down and he says, “Hey, our franchise disclosure document needs to be re-modified this way and that way because the state of California and New Jersey and New York changed these laws last night.” “No worries, man. I got it.” I can work on the things that suck out creativity because I’ve already done the things that require creativity from 7am to 9.
John Rowley: Now, I have to ask this question. 99.9% of people listening to this aren’t going to really care because there’s thousands of people are watching but I will get texts and calls from 30 closest friends. What is your 5%? What’s the 5%? What is the most important things you focused on?
Bedros Keuilian: Three letters, delegate, motivate, sell. No one can sell my products and services better than I can. Now, I’m not talking to every potential franchisee owner. We have sales team upstairs but my job is to run the Facebook ads [36:00] to get the leads who fill out our expression of interest form, our EOI form. Once they’re qualified, then they go upstairs. Once they qualify on that form, it’s my job to sell. I send out my sales broadcast. My e-mail broadcast to my list and I make them an offer. Sometimes, I’m just selling a way of thought, a concept, an idea. We’re not always selling … it’s delegate, motivate, sell. I start with the selling first because without money, let’s just be fully transparent here, without money, we can’t do any of that stuff.
John Rowley: Absolutely right.
Bedros Keuilian: You’re going to be in Denver in December. I’m going to be in Denver in December. Last year, we loaded up, I don’t know, 7 or 8 Marine trucks from Walmart over $200,000 worth of toys for the Toys for Tots thing in Denver. I did about 40 shopping carts, man. Without money, those shopping carts are not going to fill themselves up. I do the things that make money first. My 5% is delegate, motivate, sell. I start with sell. I write my sales copies. I write my sales broadcast, my e-mail broadcast. I run my Facebook ads. Then delegate, going to delegation.
I’ll delegate to my team. “Hey, Joan, did you do XYZ? Did you close so and so and so and so on mastermind? Hey, John and Amy. How are you on sales this morning? How many people do you have lined up to talk to to close franchises?” I’m delegating. “Boss, we have 6 people and she has 4 people.” “Oh, my gosh. That’s not enough. You need to be a 10, you need to be a 12. Get on the horn and do more calling.”
Then I’ll motivate my affiliates or my business partners. “Hey, Craigy, what do say we line up another 1-day mastermind?” “Great. What do you want to do?” “Toronto, it is. I want to come to you hometown.” In fact, in March because this text just happened a few days ago. We set up a 1-day mastermind. I’m going to go to his hometown. We’re going to take his mom out for her birthday. We’re going to run a 1-day mastermind. Then off I go to New York because I was going to be in New York anyway.
I want to see my buddy, make money, because what does Craig say in the business we’re in, it’s friends making money with friends. I want to make money with my friend. I’m going to take [38:00] his mom out with Craig and have a good time for her birthday and then go to New York and do my keynote speech. I’ll motivate my friend to mail out to his list so that we can fill up those seats for that mastermind that’s coming up. 5% for me is really simple; delegate, motivate, sell. The other 95%, trivial. It has to get done, checks have to get written, bathrooms have to get cleaned, vacuuming has to get done, painting of the walls. Not me. Someone else does that.
John Rowley: You do your 5% in the morning.
Bedros Keuilian: Yes, sir.
John Rowley: Then you work out. Then you come into the office and you deal with the office things which any business owner has to do. What time do you end your day and then what do you do after that?
Bedros Keuilian: Yeah. The day ends probably about 4:30, 5:00. The office day ends at 5:00. I leave at 4:30, sometimes 5, I’ll leave with the crowd. I don’t even have a key to the office. In fact, I’ll have to show you. I asked Joan because today is Friday. I’ve told you before. Fridays are half-days for us. I go, “Joan, if you guys leave at 12, I’m going to be in the office and I can’t lock up.” She gave me her key and her code to the alarm.
John Rowley: Oh, that’s great.
Bedros Keuilian: Yeah. I’ve got the key like on a goofy, little keychain there. Really, I leave before them. I’ve done my part. I leave before them at 4:30 or 5:00 then I’m at home and now it’s soccer practice time. It’s daddy time. Once a week, me and Chloe, my daughter, will go on a daddy-daughter date. Otherwise, I’m at Andrew’s soccer practice. Then at home, we’ll play guitars together. Chloe plays the piano. Me and Andrew play the guitar. We have a ping pong tournament that we do every night. Just a regular, goofy stuff.
We get up on our bed in our underwears and we wrestle and they go to bed. [Inaudible 39:34] goes to bed, Chloe goes to bed at 8 because she’s 8 years old. Andrew goes to bed at 8:30 because he’s 10 years old now and he’s talked us into an extra 30 minutes. Then from there, we’ll watch actually Orange is the New Black. Have you heard of that show?
John Rowley: No.
Bedros Keuilian: Oh, man.
John Rowley: I don’t even know how to turn my TV on.
Bedros Keuilian: We’ll watch an episode or two of some show that we downloaded from Amazon. Hit the hot tub by 11pm. By 11:30, we’re in bed. [40:00] That’s my boring, regular, average, normal day.
John Rowley: In that boring, average, normal day, you got done.
Bedros Keuilian: I love it.
John Rowley: You got a lot done.
Bedros Keuilian: I get a lot done.
John Rowley: And you touched a lot of lives.
Bedros Keuilian: I’m fortunate enough to, yeah.
John Rowley: I want to end this because I promised you we wouldn’t go too long and I’m trying to keep this in a certain time period. Is there anything that I missed or is there anything that you would like to tell the audience that you feel is important about?
Bedros Keuilian: Oh, man. Oh, man. The last thing that I told one of my coaching clients which was at our 7-figure mastermind in San Diego, [Stacey Kahler 40:34]. She’s watching the show and hear what I’m talking about. Her whole thing was, “I’ve always made about $4,000 to $6,000 a month. I’m afraid to ask for the sale. I’m afraid to go talk to the local business.” She was afraid of criticism, afraid of rejection, afraid of all the what-ifs. “What if I get to $20,000 a month and I don’t know how to handle employees because at $20,000, I need a couple of trainers working for me. At $4,000 to $5,000 a month, I’m a one-person show.” “Stacey, listen. You have to be …” Have you seen the movie Wall-E?
John Rowley: Mm-hmm (negative).
Bedros Keuilian: It’s a Disney movie. It’s this little robot and any parent-
John Rowley: Oh, yes. I just see … yes.
Bedros Keuilian: All right. The earth has gone to shit pretty much, nuclear holocaust. There’s this one little robot putting away … crunching boxes. The humans were like on this cruise ship floating around in outer space getting fatter and then Wall-E has his pet cockroach and they’re insinuating that the only thing that survived is Wall-E, the robot, humans can’t live here on the planet earth anymore, and this little cockroach who was just Wall-E’s little friend. Wall-E just scoops him up in a cup and takes him inside his little place.
My whole thing was like, “Look, kiddo, you have to be cockweed.” She goes, “What’s a cockweed?” “Like a cockroach. You have to be able to survive in any adversity, any challenge, and then you have to be like a weed. Just be everywhere. Be everywhere.” A weed can grow out of asphalt, out of cement, out of ice, out of snow. I’ve seen weeds growing out of telephone poles. Weeds grow out in the desert. Weeds grow out of gravel. Home Depot has yet to sell a product [42:00] that you can spray on weed that will permanently kill it. It’ll kill it temporarily …
John Rowley: It’ll come back.
Bedros Keuilian: … the little fucker comes right back up.
John Rowley: It sure will.
Bedros Keuilian: What do we want to be in life? We want to be a weed and a cockroach. Just survive and thrive any adversity. As I told her that, [inaudible 42:16] it’s been maybe 2-1/2 months, 60-some days maybe since that mastermind and she’s opening up location 2 now. Not only was she got her numbers up, in 30 days, she went from like 5 or 6 grand a month to $20,000 a month. In the next 30 days, she got systems [inaudible 42:36] and now, she’s like, “Hey, by the way, I’m opening up location number 2.”
John Rowley: That’s awesome.
Bedros Keuilian: Nothing changed in her marketing. Nothing changed in her selling abilities. She chose to become the cockweed. That’s it.
John Rowley: That’s all mindset.
Bedros Keuilian: That’s all mindset.
John Rowley: Survive and thrive. That’s what Restoration is about. I think, anybody out there can restore their life the way they wanted to if they just take the tools necessary to do which is the purpose of this podcast. I want to interview so many different people that have different stories and I know with this interview, I know people are going to walk away with at least half a dozen things that they can implement in their own lives and that’s my challenge to you. Take what Bedros has taught you. Take what Bedros has said. Implement it into your life in a meaningful way and see your life restored before your eyes. Now, Bedros, what website or websites can they go to find out more about you?
Bedros Keuilian: Gee, I guess, if you want to learn about what I do to help the fitness industry, you’d go to PT Power, Personal Trainer, ptpower.com. For Fit Body Boot Camp, it’s fitbodybootcamp.com.
John Rowley: Do you have a personal webpage as well?
Bedros Keuilian: No. God forbid, I should be smart enough to have … we are working on one.
John Rowley: You’re working on your brand.
Bedros Keuilian: Yeah. I don’t have a personal webpage and I’m working on it probably in the next 3 to 6 weeks.
John Rowley: I want to thank you for being here.
Bedros Keuilian: Thank you so much.
John Rowley: Thanks so much.
Bedros Keuilian: It’s my pleasure.
John Rowley: I hope you guys enjoyed this. If you want to learn more about us also, you can go to ux3nutrition.com [44:00] and be sure to watch the next episode. We’re looking forward to seeing you there. Thank you so much for joining us today. Thank you, Bedros.