The Man Behind Tony Robbins' Business Empire | How To Grow

Jay Abraham has consulted in over 1,000 industries and 7,124 niches, almost all of it on the front lines rather than from a stage. He got married at 18, had two kids at 20, had no education, and nobody in his family had ever made more than $25,000 a year — so the only people who'd hire him were entrepreneurs who paid on results. That's where he found the thing that made him: nobody in any industry has a clue how any other industry actually works.

In this conversation he walks through how that one realization grew Icy Hot 21,000% in a year, pulled $9 million out of Entrepreneur magazine's dead archive, and quintupled a PVC pipe company's sales by giving salespeople 100% of the first sale. He explains the 30 leverage points hiding in a business you already own, why a bottom-line 10X should always come before a top-line one, and why he thinks almost every company is using zero of the 125 referral systems that exist.

Then at 68:49 the interview flips, and Jay spends the second half interviewing Matt — the wrecked car at seventeen, the $100,000 in credit card cash advances that went into four Subway franchises, and what actually happened in the room when he stopped looking for debt and started talking to private equity.