222: Dave Meltzer | How to Negotiate into the Billions

Dave Meltzer is the CEO of Sports 1 Marketing, Executive Producer and Host of Entrepreneur’s Elevator Pitch and The Playbook. Dave is a two-time number one bestselling author and has been named a top ten keynote speaker by Forbes. He talks to your host Travis Chappell about how to thrive in a down economy and negotiate billions of dollars in contracts during his career.

Here’s what Travis and Dave discuss in this episode:

  • Dave talks about his happy childhood and his desire to be really rich.
  • Why Dave chose sales over oil and gas litigation as a career.
  • How to work through poor money mindset ideals.
  • How Dave sold his company to Thompson-Reuters for $3.4 billion dollars and then lost everything.
  • We need to be consistently in the pursuit of our potential.
  • The three types of learners – the interrupter, the waiter, the true learner.
    • A true learner can accelerate their learning curve without having to experience it themselves.
  • Dave’s practical advice for going through an economic downturn.
    • 1- Study history to understand human nature and how it falls.
    • 2- Just because a market goes down doesn’t mean you can’t make money.
  • What we should be investing in other than hard assets during the recession?
    • 1- Cash up
    • 2- Find a mentor who has made money in the down market
  • How Dave got into the sports industry and succeeded.
  • How Dave was able to bring the air of confidence and likeability to succeed.
  • You have to allow things to happen and don’t limit your point of entry.
  • How you know if you’re opportunity-crazed or open – it takes a process.
  • Dave’s negotiating superpower – the 120 Rule.
  • Being abundant and open allows you to be open to tremendous success.
  • Dave’s top relationship building tips –
    • Provide value.
    • Ask for help.
    • Look at things with the perspective of being kind to your future self.
  • Who you know is more important than what you know because who you know can give you opportunities even if you don’t know what.
  • When people aren’t honest, that rubs you the wrong way.
  • Dave’s number one piece of advice:
    • You need to ask the two critical questions.
    • You need to attract business from the contacts.
    • Build a successful downline for business you can’t take.
  • The four most important skills someone should be focused on developing:
    • Gratitude
    • Forgiveness
    • Accountability
    • Effective Communication

The Random Round:

  • What profession other than your own do you think it would be fun to attempt?
    • Second Base, any team
  • If you could sit on a park bench with anyone for an hour who would it be, and why?
    • Einstein
    • He understands relativity
  • How do you like to consume content?
    • Video
  • Give us a glimpse of your morning routine?
    • Home Routine:
      • Wake up at 4 am
      • Meditate
      • Movement
      • Due diligence work
      • 6:30-7:30 is family time
      • 7:30-8 business calls and drive to work
      • Work until 5-5:30 and then unplug
      • 8:30 pm on be a student of the next day.
  • What is something that you are not very good at?
    • Singer
  • What is your go-to pump up song?
    • This Little Light of Mine
  • What is one place where we can find you the most?
    • @davidmeltzer on Instagram
    • davemeltzer.com

3 Key Points:

  1. Radical humility is the key to maintaining success.
  2. You can get through an economic recession successfully with research and planning.
  3. You need to learn to qualify opportunities.

Tweetable Quotes:

  • “I decided at a young age that I had the capacity and drive to be really rich.” -Dave
  • “Although I had a lot of money I still lived in a world of ‘just enough’ without happiness attached to it.” -Dave
  • “Losing everything is the best thing that ever happened to me.” -Dave
  • “I enjoyed the consistent, persistent pursuit of my desire.” -Dave

Resources Mentioned:


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