EP814: Patrick Francey - How To Build An Unbeatable Mindset

Nicky Billou

“He believed so strongly in the product that he just couldn’t wrap his mind around anybody saying no. So he just looked at it and took another approach.” — Patrick Francey

Most business owners who struggle with sales aren’t lacking tactics — they’re lacking conviction. Patrick Francey, founder of the Real Estate Investment Network and host of The Everyday Millionaire podcast, makes a case that the details separating mediocre salespeople from exceptional ones are less about technique and more about belief, values, and self-awareness.

The conversation ranges from a deceptively simple story about a dog food company — where a rookie in the back of the room solved a multi-year sales crisis by observing that “the dogs don’t like the food” — to a sharp distinction between mindset work and self-mastery. Patrick argues that mindset, a term he’s largely walked away from, describes how people react to the world outside them, while self-mastery is an inside job: understanding your values, living in integrity with them, and being willing to accept the consequences when you do. Many people want their lives to change, he notes, but aren’t prepared for what that change will actually cost them — the relationships, the careers, the identities that have to go.

The thread running through all of it is a concept he calls “own your need” — the discipline of stating your expectations plainly rather than thinking them loudly and waiting for resentment to follow.

Patrick Francey is a serial entrepreneur whose first business, launched in 1982, is now in its 43rd year of operation — running without him. As CEO of the Real Estate Investment Network, one of Canada’s leading investment education communities, and co-host of the Mindset Matters and Mind Shui Way podcasts alongside his wife Stephanie, an Olympic mental performance coach, Patrick coaches business owners on the intersection of operational excellence and personal leadership.

Learn more & connect:

Real Estate Investment Network: https://www.reincanada.com

The Everyday Millionaire Podcast: https://www.theeverydaymillionaire.ca

Resources mentioned:

Real Estate Investment Network — https://www.reincanada.com

The Everyday Millionaire Podcast — https://www.theeverydaymillionaire.ca

John Wooden — leadership philosophy referenced throughout: https://www.coachwooden.com

Mind Shui Way — podcast co-hosted with Stephanie Francey

Xerox Professional Selling Skills — the sales training methodology referenced in the conversation

Visit https://www.eCircleAcademy.com and book a success call with Nicky to take your practice to the next level.

EP813: TL Nuggets #244 - Leo Messi Retires From International Football

Nicky Billou

“If you never had a chance to see Leo Messi play, I’m sorry. He’s still playing club football, so if you have a chance to see him play now, please continue to see him play — but learn from his example and bring those lessons into your own life.” — Nicky Billou

When one of the greatest to ever play the game steps away from the international stage, it is worth pausing. Not just to mourn the loss of something beautiful, but to ask what his example reveals about your own capacity for greatness.

Nicky has watched Messi play live twice — once when he barely featured, once when he played the full 90 — and the difference was unmistakable. What struck him was not the technical brilliance alone, but the way a player of that calibre makes everyone watching feel something true about themselves. That is what transcendent excellence does. It does not just impress. It reflects.

Messi’s retirement from international football is, for Nicky, an occasion for that kind of reflection. Twenty-plus years of sustained brilliance — a World Cup, three Copa Americas, Champions League titles, and a goal tally that places him among the all-time greats — is not just a sporting record. It is a study in what happens when someone commits fully to their gift and pursues it with humility, curiosity, and relentless dedication over decades.

The invitation here is simple: look at what Messi built with what he had, and ask what you are doing with what you have. Your life is meant to be vibrantly lived — full of growth, wonder, and the kind of pursuit that brings out the best in you and in those around you.

Visit https://www.eCircleAcademy.com and book a success call with Nicky to take your practice to the next level.

EP812: Terry Donnelly - Always Be Hustling!

Nicky Billou

“The thing about being a musician is once you finish your gig, you’re unemployed. So you have to be hustling nonstop to get your next gig.” — Terry Donnelly

Most people think reinvention means starting over. Terry Donnelly has done it six times — and what’s remarkable is that he never actually left his core behind. Whether he was building one of the first digital out-of-home media exchanges, launching the world’s most award-winning alcohol-free craft beer, or turning hotel room tablets into a $220 million advertising platform, the same operating system was running underneath: a creative eye for how disconnected things can be combined into something entirely new, and a musician’s understanding that the gig always ends and the hustle never stops.

Terry’s career arc — from touring musician to HR consultant to venture capital partner to tech founder to CMO of a $1.3 billion agency portfolio — looks chaotic from the outside. From the inside, it’s a masterclass in applied pattern recognition. He sees the same disruption opportunity across wildly different industries: find a fragmented market, find the technology that can unify it, and build the platform that owns the transaction. He did it with digital signage. He did it with cannabis-infused beverages. He’s doing it now with Hotel Communication Network, which is on a trajectory from 8,000 hotel rooms to a million by 2030 — by giving the tablet away for free and monetizing the media on the screen instead.

The insight that threads all of it: knowing what you bring is not about cataloguing what you’ve done. It’s about understanding how your brain works — and having the courage to keep saying yes.

Terry Donnelly is a serial entrepreneur and executive with a career spanning music, HR consulting, venture capital, and digital media. He co-founded Adcentricity, one of the first cloud-based digital out-of-home media exchanges, and served as Chief Marketing Officer of MDC Partners, overseeing a $1.3 billion portfolio of 70 marketing agencies. He founded Hill Street Beverage Company, which produced the world’s most award-winning alcohol-free craft beer and best-selling alcohol-free wine in Canada, and holds over 200 patents in cannabis beverage technology. He is currently Chief Revenue Officer of Hotel Communication Network, the world’s largest in-room hotel tablet media platform.

Learn more & connect:

Terence Donnelly on LinkedIn: https://www.linkedin.com/in/terencedonnelly

Hotel Communication Network: https://www.hcn.com

Resources mentioned:

Hotel Communication Network — https://www.hcn.com

Adcentricity — digital out-of-home media exchange co-founded by Terry Donnelly

Hill Street Beverage Company — world’s most award-winning alcohol-free craft beer and best-selling alcohol-free wine in Canada

The Pyramid of Success — John Wooden’s coaching framework, foundational to Terry and Nicky’s discussion on detail and excellence

Think and Grow Rich by Napoleon Hill — philosophical ancestor of the mindset principles discussed throughout

Visit https://www.eCircleAcademy.com and book a success call with Nicky to take your practice to the next level.

EP811: Dr. Ken Keis - Building Your Thought Leadership

Nicky Billou

"If I'm here 20 years from now doing this exact same thing, is that okay? And I said, absolutely not." — Dr. Ken Keis

Most people don't leave the life they've outgrown because they're bad at it — they leave because they finally get honest about it. Dr. Ken Keis asked himself one question at 5:30 in the morning, standing on the dairy farm he'd built across the street from his parents, and that question changed everything. Not a vision board. Not a coach. Just one honest question about the future he was building by default.

Keis has spent nearly four decades helping people discover what they're actually built for. He overcame dyslexia, nearly failed high school, and was told by a ninth-grade teacher he'd never amount to anything. He went on to deliver more than 3,000 paid presentations, author multiple bestselling books, build 12 proprietary assessments, and lead Consulting Resource Group — a company with close to five decades of accumulated content on human development, leadership, and purpose. His PhD? He pursued it not for credentials but to prove to himself he could push past his own limits.

What comes through in this conversation is something rarer than a success story: a framework for how thought leaders actually build themselves. Keis describes the discipline of consuming two to three hours of ideas daily, the courage to seek coaching before it was fashionable, and why developing your weaknesses is highly overrated. He also draws a sharp line between asking for advice and asking for wisdom — and why most people confuse the two.

Dr. Ken Keis is president and CEO of Consulting Resource Group International. He is the author of The Quest for Purpose, Deliberate Leadership, and Why Aren't You More Like Me?, and has been a featured voice on leadership, personality, and holistic development for nearly four decades.

Learn more & connect:
Dr. Ken Keis — https://www.kenkeis.com
Free e-copy of The Quest for Purpose (exclusive link for TTLR listeners): https://www.kenkeis.com/ecircle
Consulting Resource Group: https://www.crgleader.com

Resources mentioned:
The Quest for Purpose — Dr. Ken Keis: https://www.kenkeis.com/ecircle
The Greatest Salesman in the World — Og Mandino (widely available)
Brain Energy — Dr. Christopher Palmer: https://www.brainenergybook.com
High Performance Habits — Brendon Burchard: https://www.brendon.com
Think and Grow Rich — Napoleon Hill (widely available)

Visit https://www.eCircleAcademy.com and book a success call with Nicky to take your practice to the next level.

EP809: Virginia Prodan - Prayers For My Assassin

Nicky Billou

"When I walked inside that office, so disappointed, face to face with a man who was joyful in a joyless land — and I heard Jesus say, I am the truth. You've been looking in the wrong places." — Virginia Prodan

Growing up in socialist Romania, Virginia Prodan watched her parents whisper their dissent behind closed doors and comply in public. She decided, at six years old, that she would not live that way. That decision sent her to law school — and eventually into a courtroom where she stood, alone, between the Ceaușescu regime and the Christians it was trying to crush.

She found the laws that were supposed to protect human rights buried in a library. She made copies. She handed them to judges who turned red. And behind her, without her knowledge, representatives of Western governments were taking notes and sending her name back across the Berlin Wall. Voice of America broadcast her story while she listened on a contraband radio late at night, stunned to realize she had become the news.

Then the dictator sent a man to kill her. He came dressed as a client, waited until her assistant left, drew his gun, and told her he wasn't there for legal help. In that moment, Virginia heard one instruction: share the gospel. She did. The assassin put the gun down. He accepted Christ. Twenty years later, she walked into her Dallas law office to find him waiting — now a pastor — and he asked to write a chapter in her book.

President Ronald Reagan, informed by the American Embassy of the assassination attempt, called Ceaușescu directly and negotiated Virginia's release from Romania. She rebuilt her life in America as a single mother, earned her law degree from SMU, opened her own firm, and raised three children who went on to graduate from SMU, Harvard Law School, and the United States Air Force Academy respectively.

Virginia Prodan is an international human rights attorney, speaker, and author of the memoir Saving My Assassin. She practiced law under one of the most repressive regimes of the twentieth century, defending persecuted Christians at personal cost — arrested, tortured, and targeted for assassination — before being granted asylum in the United States. Her work directly contributed to Romania's transition from a communist dictatorship to a democratic republic.

Learn more & connect:
Virginia Prodan — https://virginiaprodanbooks.com

Resources mentioned:
Saving My Assassin by Virginia Prodan — https://virginiaprodanbooks.com
Voice of America — https://www.voanews.com
Congressman Christopher Smith — https://chrissmith.house.gov
Frank Wolf (former Congressman, human rights advocate) — https://en.wikipedia.org/wiki/Frank_Wolf_(politician)

Visit https://www.eCircleAcademy.com and book a success call with Nicky to take your practice to the next level.

EP809: TL Nuggets #243 - Details Matter

Nicky Billou

“Success is peace of mind, which is the direct result of self-satisfied action in knowing you did your best to become the best you’re capable of.” — John Wooden, as quoted by Nicky Billou

The greatest coaching dynasty in sports history didn’t start with plays, strategy, or scouting reports. It started with socks.

John Wooden — the only coach to win 10 NCAA national championships, four of them part of a streak where UCLA didn’t lose a single game across an entire season — was obsessed with fundamentals. Not the flashy kind. The invisible kind. The kind most people skip because they seem too small to matter.

When a new player joined Wooden’s team, the first lesson wasn’t shooting or defense. Wooden would sit the player down, hand him a pair of socks, and personally demonstrate how to put them on without folds. Then he’d have trainers measure the player’s feet precisely — length and width — for perfectly fitted shoes. Then he’d show them how to tie their laces so they’d never come undone mid-game. Each detail connected directly to performance: folds cause blisters, blisters slow you down, loose laces make you fall. Wooden didn’t leave those things to chance.

The lesson translates directly to building a coaching or consulting practice. The fundamentals of selling aren’t glamorous either — but they’re where performance lives. Time-block a minimum of 4.5 hours a week for prospecting and protect it absolutely. Spend 15 minutes before each sales block actively raising your energy and enthusiasm — it’s a skill, not a mood. And go into every block with a concrete plan: outreach calls, podcast pitches, stage applications, direct messages to book calls. These are the socks-and-shoelaces of a thought leadership business.

Learn more & connect:
https://www.eCircleAcademy.com

Resources mentioned:
John Wooden’s Pyramid of Success — https://www.coachwooden.com/pyramid-of-success
John Wooden: UCLA Basketball coach, author, and widely regarded as the greatest coach in sports history

Visit https://www.eCircleAcademy.com and book a success call with Nicky to take your practice to the next level.

EP808: Norm Gordon - Out Of The Norm

Nicky Billou

"People have no idea how capable they are. They might think they're good — they might even be right that they're great — but they really have no idea what they're capable of until they start to realize it."

Most people try to earn their way to wealth. Norm Gordon did something different: he learned to plant money the way a farmer plants seeds — and let it grow.

The son of Holocaust survivors who arrived in Canada with nothing, Norm watched his father turn ingenuity and a handshake deal into a real estate portfolio, and filed the lesson away. Decades later, Norm built his own portfolio of over 1,000 apartment units — not by chasing returns, but by applying a single principle with increasing discipline: find the highest-ROI use of whatever capital you have, deploy it, and iterate.

The framework shows up everywhere in his journey. A Sunday drive becomes an $80,000 windfall in distressed computer paper. A $25,000 stake in a 36-unit apartment building becomes $400,000 in 30 months. A behavioral psychologist teaches him not strategies but presence — and six months later, he hits his first million. The through-line isn't luck or brilliance. It's a compounding habit of planting capital, thinking a size bigger, and staying in motion long enough to iterate.

His new book, Out of the Norm, collects the stories behind the moves — not as a how-to manual, but as a way of stoking the reader's own thinking. As Norm puts it, the goal isn't to hand anyone a formula. It's to show what's possible when someone keeps asking: what's the highest use of what I already have?

Norm Gordon is one of Canada's most successful real estate investors, with a portfolio that grew to over 1,000 apartment units over a multi-decade career. He built his foundation while simultaneously running a data processing company, developing a reputation among peers and protégés alike as someone who could spot an unconventional opportunity and move decisively on it.

Learn more & connect:
LinkedIn: https://www.linkedin.com/in/norm-gordon-1b743014/
Montcom Group: http://montcom.com
Out of the Norm by Norm Gordon — search the title on https://www.amazon.ca

Resources mentioned:
The Power of Now by Eckhart Tolle — https://www.eckharttolle.com
Think and Grow Rich by Napoleon Hill — https://www.naphill.org
Entrepreneur Magazine — https://www.entrepreneur.com
Financial Freedom Report — historical publication, no active URL

Visit https://www.eCircleAcademy.com and book a success call with Nicky to take your practice to the next level.

EP807: TL Nuggets #242 - Sales Hesitancy

Nicky Billou

"Are you ready to confront your sales hesitancy head-on so that you can overcome it once and for all and make all the sales you've ever dreamed of making?" — Nicky Billou

Most coaches and consultants who struggle to grow their business will blame their niche, their pricing, or their audience. Rarely do they look at the real culprit: a deep, often unexamined aversion to selling itself.

Sales hesitancy is not a personality quirk — it is a pattern of avoidance with a recognizable fingerprint. It looks like hours spent on social media instead of picking up the phone. It looks like obsessing over content strategies that promise clients without conversations. It looks like denigrating "pushy salespeople" as a way of avoiding the discomfort of asking for money. The result, whatever the rationalization, is the same: no sales, no revenue, no business.

Nicky names the pattern directly and offers a clear path out — one that begins not with tactics but with honesty. Recognizing that your perception of sales is the problem is step one. Deciding to change that perception, committing to develop real selling skill, and getting a coach with a proven track record are the steps that follow. None of it works without going all in. Resourcefulness, as Tony Robbins has said, matters more than resources — and sales is where resourcefulness gets tested most directly.

Visit https://www.eCircleAcademy.com and book a success call with Nicky to take your practice to the next level.

EP806: Keyvan Billou - Building Success In Your Teens

Nicky Billou

"However much discomfort you can tolerate is going to equal how much success you achieve, and there's not really any way around that."

At 20 years old, Keyvan Billou skipped university, skipped the safety net, and went all in on building a fitness coaching business — working 14-hour days not because he had to, but because he genuinely wanted to. What he has to say about discipline, discomfort, and what it actually takes to succeed cuts through the noise in a way most adults twice his age haven't figured out.

Keyvan grew up around fitness from the time he could walk, trained alongside coaches who demanded accountability, and eventually made the uncommon decision to trade a guaranteed university path for real-world mastery. Now two years into running his coaching practice at Hammer Fitness in Toronto — combining in-person and online clients — he has built something that works because he understands the actual job: not writing programs, but figuring out people. The program, he says, is the easy part. Getting someone to follow it is where the coaching actually happens.

His take on why so many young men are adrift is direct and unflinching: comfort was never challenged, and reality was pushed off as long as possible. The antidote, in his view, is progressive exposure to discomfort — building the tolerance slowly until what once felt impossible just feels like a Tuesday.

Keyvan Billou is a Toronto-based fitness coach working with clients in person at Hammer Fitness and online. He began coaching at 18 and works with clients across a range of starting points, designing programs and adjusting delivery until the protocol fits the person — not the other way around.

Learn more & connect:
Instagram: https://www.instagram.com/kvon.bilou

Resources mentioned:
Peterson Academy — https://www.petersonacademy.com
Hammer Fitness — search Hammer Fitness Toronto

Visit https://www.eCircleAcademy.com and book a success call with Nicky to take your practice to the next level.

EP805: Martha Byrne - From Soap Star To Justice Advocate

Nicky Billou

"They put a bullet mark on my husband's head as a traitor to this country. Our Department of Justice put our lives in danger. We're American."

Martha Byrne spent decades as one of daytime television's most recognizable faces. Then the FBI showed up at her door.

In October 2020, her husband — retired NYPD Sergeant and 9/11 first responder Michael McMahon — was arrested for work he had done four years earlier as a licensed private investigator: routine surveillance, documented daily with local police, on a subject who turned out to be a former Wuhan official living in the United States illegally. No police reports from the subject. No video evidence. No photos. Witnesses at trial who could not identify him. And yet a federal conviction, 18 months in a general population prison 600 miles from his family, and five and a half years of legal warfare that cost the McMahons millions of dollars, their safety, and their peace of mind.

What followed was a masterclass in refusing to quit. Martha went to Congress. She secured the support of Congressman Michael Lawler. The GOP Oversight Committee used her husband's case as a central example of DOJ failure in its full investigation of CCP infiltration across federal agencies. And when President Trump was elected, she pressed until a full and unconditional pardon landed — followed by the Second Circuit Appellate Court vacating the entire case and returning their fines. A complete legal victory that less than 0.1% of federal cases ever see.

She also wrote the book. All of it. In six weeks.

Martha Byrne is a two-time Emmy Award-winning actress best known for her long-running role as Lily Walsh on As the World Turns, a television writer and producer, and the author of In the Interest of Justice — a firsthand account of her family's legal ordeal and the federal misconduct behind it. She has become one of the most prominent independent voices on prosecutorial abuse, CCP infiltration of American institutions, and the fight to restore accountability inside the Department of Justice.

Learn more & connect:
In the Interest of Justice — available on Amazon: https://www.amazon.com

Resources mentioned:
In the Interest of Justice by Martha Byrne — https://www.amazon.com
GOP Oversight Committee Report on CCP and DOJ — search via https://www.congress.gov
Congressman Michael Lawler (NY-17) — https://www.lawler.house.gov
Phelim McAleer (filmmaker, Gosnell, My Son Hunter) — https://www.phelimmcaleer.com
Post Hill Press (publisher) — https://www.posthillpress.com

Visit https://www.eCircleAcademy.com and book a success call with Nicky to take your practice to the next level.