Ep. 100 - If You Wanna Stay Positive, It's Up To You with Dave Molenda

WEBVTT

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Here we are on episode 100

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of the Trash Talk Business Podcast.

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Welcome to your weekly

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rendition of all things junk removal,

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waste industry,

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how to grow and scale your

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business so that...

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you can ultimately live the

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drunk removal dream and the

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life that you want normally

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this is where I kick it

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over and say hey casey what

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are we talking about this

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week however casey is

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celebrating another

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anniversary uh it's his

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wedding anniversary today

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and apparently uh that

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trumps you know our 100th

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episode anniversary so here we are

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Uh,

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the handful of people that say that I

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talk too much and I don't

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let Casey talk enough during the episodes,

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I guess, you know what,

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I'm going to get my fill this week.

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So then that week's next week,

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Casey can get a few words in.

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All right, I will do the introduction.

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And I actually know Dave, so real simple.

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This is Dave Melinda.

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He's a coach, speaker, writer,

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all the things.

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This year, we talked about it.

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This year,

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we are focusing on the entire person,

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the entire entrepreneur.

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We've graduated from

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tactical to strategic to

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now what does it mean to be

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an entrepreneur?

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And so I'm excited to

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introduce my good friend, Dave Melinda.

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as a speaker and coach and

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all those things onto our podcast.

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Dave, how are you doing today?

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I'm well.

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How are you, my friend?

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Good.

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What did I miss?

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Nothing.

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I'll tell you what, you know,

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it's interesting is like

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I'm honored to be your 100th episode.

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So that's great.

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Obviously,

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your show does not trump the

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guy's marriage.

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So, you know,

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you just got to kind of call it.

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It is what it is, right?

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You know, I pick and choose my battles.

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This one I'm not winning, right?

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Like if, you know, when we pull, you know,

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Family Feud, we pulled 100 Americans,

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right?

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And I don't win this one, right?

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Like I will – and I know his wife.

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She's awesome, Monica's sweetheart.

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She's stuck her head on the

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podcast a few times.

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So she's good people.

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You know, I support it.

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I can't be like, hey, no,

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this is bullshit.

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Anyhow, all right, so let's talk about,

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so Dave,

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let's talk a little bit about

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your journey.

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Our audience is primarily

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individuals and

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owner-operators in home

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service-based businesses.

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And like I said, as we get into,

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we started to jump the gun.

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I guess episode 104 would be

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technically like the end of season two.

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However, we're just looking by the year.

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In 2024,

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we are now focusing more on the

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overall entrepreneur.

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You focus a lot on positive mindset.

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One of the things that we

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combat in our industry,

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And I see, I even saw it today,

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like the pissing matches

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and the YouTube groups and,

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or the YouTube groups and

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the Facebook groups and the

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negativity and the scarcity mindset,

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all these things that

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ultimately don't serve entrepreneurs.

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They take up a lot of time.

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They end up being busy work.

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And that's basically what

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you're on a mission to combat.

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Yeah.

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Yeah.

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I tell you what negative energy is just,

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unfortunately it's a killer in business.

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And, you know,

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we do a lot of work with

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business blind spots.

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And that's a big one for people that,

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you know,

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I think the biggest blind spot

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is thinking others have

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them and we don't.

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That's the biggest blind spot, right?

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But when it comes to yourself,

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like you talked about, Andy,

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the whole entire person

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The cool part is we choose

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what we allow into our head.

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We choose what comes out of our mouth.

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We have a ton of control over that.

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I don't blame the government.

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I don't blame my competitor, the customer.

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Super easy, though,

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in today's world to blame

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everybody and take no responsibility.

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But the reality is,

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is it's our it's on us.

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So if I'm going to be sharing something,

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why not make it positive?

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Why not advance somebody else's life,

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move them forward, you know, bless them,

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so to speak,

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let them have a better day

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than if I wasn't in their life.

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So when that happens for me,

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it's a success.

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Yeah, my brother has a song.

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My brother's an artist,

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and he's got a couple albums out there.

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His name's Tyler J. Wines or

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Tyler Happy Feet Wines,

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however you look him up.

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You can find him on Spotify

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and all the things.

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Anyways,

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he has a song called This Is Eden.

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And it's a song he wrote

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like 10 years ago.

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And he only told me this recently.

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He forgot to record it on his first album.

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So he only recently recorded

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it the last year or so.

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And he has a line towards,

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and he was really

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struggling with the very end of the song.

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Anyways,

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at the end of the song goes

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something to the effect of

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there's 10,000 doors that

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open up and only one door that opens in.

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Or opens out, rather.

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10,000 doors that open out

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and one door that opens in.

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And I asked him what that meant to him.

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And he told me.

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And then I explained to him

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what I thought it meant and

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what it meant to me.

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And we had conflicting ideas.

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And yet he's like, actually,

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I like your idea as much as mine, right?

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Not more or less.

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And the whole idea there was

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there are 10,000 doors opening up, right?

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And I thought that was,

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I also related it to, on average,

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humans will interact with

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10,000 people in their lifetime.

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um which isn't really that

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many right or get to know

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10 000 people by name

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whatever sure and you have

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the opportunity to put out

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whatever you want and you

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have the opportunity to

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choose what comes in that

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that's a you choice and so

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when I see people having

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negative bias or like you

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talked about right your

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competition the government

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the weather all these

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things are uncontrollable

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it's like yeah when you allow that in

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You're allowing them to take control.

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I know me on a very practical level.

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I watched something earlier today,

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an article or a news clip.

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I specifically looked for it

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on Kevin O'Leary and it was on CNN.

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Now I turn off CNN and Fox

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News full spectrum on my YouTube.

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And yet I watched that.

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And of course,

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the next clip is something

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political about Biden.

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And the next thing is about Trump.

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I wanted to watch what Kevin

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O'Leary had to say about the lawsuit,

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not CNN's take on Trump.

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And again,

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it sucks me right back into that.

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Like I get sucked into political bullshit.

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I get, I get fired up about it.

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I fight with people and yet

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I have no control over it.

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So what advice do you have?

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What perspective?

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What methodology, I guess,

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is maybe the best question.

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What do you have for people like me who,

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you know, I make choices.

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They're inconsistent with my

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overall goals or

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entrepreneurs get caught up

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comparing themselves to others.

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What are some tips, tricks,

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methodologies so you can

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stay on a righteous path?

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Well, I tell you though,

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the first step in the 12

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step program anywhere, right.

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Is the acknowledge the fact

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that it's an issue, right?

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Yeah.

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Awareness is the first step,

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not the last step.

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Like I've mastered,

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I've mastered that step.

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And sometimes I, I stay there.

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I live there.

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And most in that you're so

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realistically and you're

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probably farther than most

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because a lot of people

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never get to that spot again.

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It's a blind spot.

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I don't have that problem.

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I'm fine.

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It's you know, it's everyone else's issue.

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So once you identify what

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you're struggling with, then it's like,

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what do I want to do different?

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You know, and like

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Emotional intelligence,

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we do a ton of work with

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that and they talk a lot about triggers.

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Okay, so what triggers you?

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So if CNN or Fox or whatever triggers you,

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I know for myself,

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there are certain stations

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I can't watch because to your point.

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I'll either so disagree with

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them or it'll just be a

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rabbit hole that my life

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doesn't need at this particular moment.

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So I have to see what triggers me.

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And I have to be real about it.

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Again,

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a lot of these triggers are blind

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spots for people.

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What in the world triggers you?

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So find out what that is.

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Ask somebody that's close to you.

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Get somebody in your life that you trust.

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And they can say, hey,

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do you know that you do X, whatever X is.

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But I think that, you know,

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trying to really be

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cognizant of those triggers are really,

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you know, you knew him,

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you tried to find Kevin O'Leary, right?

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And all of a sudden, before you know it,

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everything else kind of is

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vying for your time and your attention.

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So were you successful with it today?

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Uh, yeah, I watched the clip.

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Yep.

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Uh, and, and, and I,

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as I'm getting towards the

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end of the clip,

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I looked at the next recommending clips.

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I was like, Nope, got to go.

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And I even like shut down

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the YouTube app and restarted it.

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So it goes back to like what

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I normally would watch.

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Um, and the clip, I do a live show, uh,

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at three 30, 1530 every Monday.

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And the clip was relative to

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what I was talking about.

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Um, uh,

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And so that's why it was really like,

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so I wanted to have the

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clip on the ready.

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So, so I saw it a week ago,

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whatever somebody else, you know,

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YouTube is where somebody

00:08:50.849 --> 00:08:51.749
else had reposted it.

00:08:51.788 --> 00:08:52.629
So I never watched the full

00:08:52.649 --> 00:08:53.448
thing and I always want to

00:08:53.509 --> 00:08:54.470
watch the full clip.

00:08:54.490 --> 00:08:55.330
So I get the context.

00:08:55.350 --> 00:08:55.789
So I'm not,

00:08:57.571 --> 00:08:58.591
I'm not hearing a one minute

00:08:58.610 --> 00:08:59.931
bite of a 10 minute interview.

00:08:59.971 --> 00:09:00.932
So I wanted to watch,

00:09:01.111 --> 00:09:02.412
I listened to the full interview.

00:09:02.451 --> 00:09:03.993
So I understood contextually

00:09:04.013 --> 00:09:05.472
that I'm not just picking

00:09:05.493 --> 00:09:06.452
and choosing what I want.

00:09:06.513 --> 00:09:07.193
I watched the whole thing.

00:09:07.214 --> 00:09:07.754
And then I'm like, all right,

00:09:08.073 --> 00:09:09.254
after watching the 10 minutes, yep.

00:09:09.313 --> 00:09:10.514
I'm still consistent in my message.

00:09:10.534 --> 00:09:11.115
At least I've done the,

00:09:12.062 --> 00:09:13.484
all of 10 minutes of data research,

00:09:13.644 --> 00:09:14.804
which often people don't do.

00:09:14.845 --> 00:09:16.086
They'll take one sound bite

00:09:16.426 --> 00:09:17.326
and run with it instead of

00:09:17.366 --> 00:09:18.388
listening to the whole podcast,

00:09:18.427 --> 00:09:21.090
the whole interview.

00:09:21.389 --> 00:09:22.551
Because the complete body of

00:09:22.591 --> 00:09:24.331
work takes work versus

00:09:24.351 --> 00:09:25.091
getting the one sound bite

00:09:25.133 --> 00:09:25.732
that triggers you.

00:09:26.293 --> 00:09:28.794
Anybody, you know, anybody can do that.

00:09:28.835 --> 00:09:31.417
So definitely I realize that

00:09:31.456 --> 00:09:32.477
it's an issue in your life

00:09:32.538 --> 00:09:34.219
and then try to find what triggers it.

00:09:34.339 --> 00:09:36.921
And then again, there's times where like,

00:09:37.000 --> 00:09:38.302
if you're struggling with,

00:09:38.842 --> 00:09:41.784
Mentally, because, you know, I know for me,

00:09:42.024 --> 00:09:43.166
you hate to lose a deal.

00:09:43.186 --> 00:09:44.626
Let's say you lost a deal or

00:09:44.647 --> 00:09:46.327
you lost something, you know,

00:09:46.368 --> 00:09:47.149
and then all of a sudden

00:09:47.188 --> 00:09:52.532
you might feel a little more, you know,

00:09:52.611 --> 00:09:53.832
kind of privileged where I

00:09:53.952 --> 00:09:55.594
should get this, you know,

00:09:55.634 --> 00:09:56.554
so I'll screw that.

00:09:56.654 --> 00:09:57.696
I'm going to shut down.

00:09:57.775 --> 00:09:58.375
And if, you know,

00:09:58.697 --> 00:09:59.256
if you're going to

00:09:59.356 --> 00:10:01.118
consciously shut down and do it,

00:10:01.158 --> 00:10:02.219
that's different because

00:10:02.239 --> 00:10:03.840
you consciously know you're doing it.

00:10:04.279 --> 00:10:05.841
It's different if, you know,

00:10:05.881 --> 00:10:06.601
I don't know about you,

00:10:06.682 --> 00:10:08.023
but sometimes on LinkedIn, you

00:10:08.062 --> 00:10:09.985
And boy, I started and all of a sudden,

00:10:09.985 --> 00:10:10.466
30 minutes,

00:10:10.527 --> 00:10:12.089
I was just looking for one

00:10:12.210 --> 00:10:14.472
person's connection information.

00:10:14.913 --> 00:10:16.235
And 30 minutes later,

00:10:16.255 --> 00:10:19.520
I'm down so many rabbit holes.

00:10:19.600 --> 00:10:21.423
It's like, what in the world just happened,

00:10:21.464 --> 00:10:21.745
you know?

00:10:22.691 --> 00:10:24.211
So one thing here, Grant,

00:10:24.272 --> 00:10:26.131
one of our avid listeners, appreciate you,

00:10:26.152 --> 00:10:26.451
Grant.

00:10:27.793 --> 00:10:28.173
You know what?

00:10:28.232 --> 00:10:29.493
Casey knows how to pronounce his name.

00:10:29.513 --> 00:10:32.294
Taylor will hop on here in a

00:10:32.335 --> 00:10:33.495
second and give me the pronunciation.

00:10:33.754 --> 00:10:34.894
I hate slaughtering people's

00:10:35.316 --> 00:10:36.456
names because mine get slaughtered.

00:10:36.716 --> 00:10:37.456
And it's super simple.

00:10:37.515 --> 00:10:38.736
Once you told us what it was,

00:10:38.756 --> 00:10:40.456
and I phonetically have

00:10:40.538 --> 00:10:41.498
struggled to remember it.

00:10:41.518 --> 00:10:42.837
So Grant, we'll say Grant for now.

00:10:43.097 --> 00:10:44.139
One of our avid listeners.

00:10:45.489 --> 00:10:45.908
Govro.

00:10:45.989 --> 00:10:46.350
There it is.

00:10:46.549 --> 00:10:47.471
Yeah, it's Govro.

00:10:47.530 --> 00:10:47.951
Like it is.

00:10:48.951 --> 00:10:50.352
Double G. There you go.

00:10:50.373 --> 00:10:50.653
Govro.

00:10:50.673 --> 00:10:51.254
There you go.

00:10:51.274 --> 00:10:52.134
See, Grant's listening.

00:10:52.335 --> 00:10:52.695
Govro.

00:10:52.715 --> 00:10:52.975
That's it.

00:10:53.216 --> 00:10:54.797
He's got so many extra letters in there.

00:10:55.717 --> 00:10:56.038
Whatever.

00:10:56.097 --> 00:10:56.599
Thank you, Grant.

00:10:57.458 --> 00:10:58.379
So here's the deal, Grant.

00:10:58.440 --> 00:10:59.341
And actually what you were

00:10:59.380 --> 00:11:01.822
saying was right in line

00:11:01.903 --> 00:11:03.544
with what Grant had said here.

00:11:03.585 --> 00:11:06.126
So you had said, you know,

00:11:06.447 --> 00:11:07.528
a deal you should have got, right?

00:11:07.548 --> 00:11:08.509
And oftentimes it's a hard

00:11:08.528 --> 00:11:09.309
to positive aspect.

00:11:09.490 --> 00:11:10.571
I just try to take things one at a time.

00:11:11.250 --> 00:11:11.711
Here's what,

00:11:12.172 --> 00:11:13.552
this is a very classic example.

00:11:13.592 --> 00:11:14.254
We all have this.

00:11:14.333 --> 00:11:15.794
I had this earlier today.

00:11:15.894 --> 00:11:17.155
I looked at a job last week.

00:11:17.495 --> 00:11:18.537
I know I bet it right.

00:11:18.856 --> 00:11:21.599
I knew it was a good, solid number.

00:11:21.719 --> 00:11:22.658
I knew where my number was.

00:11:22.678 --> 00:11:23.860
I also know where my pricing is.

00:11:24.380 --> 00:11:25.321
And then this morning I said, hey,

00:11:25.341 --> 00:11:26.182
what happened with that follow-up?

00:11:26.201 --> 00:11:26.662
And they're like, well,

00:11:26.682 --> 00:11:27.562
they found somebody else to do it.

00:11:27.743 --> 00:11:30.024
So my pricing was right around 4,000.

00:11:30.304 --> 00:11:31.144
They found somebody else to

00:11:31.164 --> 00:11:32.066
do it for 3,000.

00:11:32.066 --> 00:11:34.187
And we recently did a price increase.

00:11:34.587 --> 00:11:36.688
So I said, okay, under my old pricing,

00:11:36.889 --> 00:11:39.130
I'd have still been at 3,750.

00:11:39.130 --> 00:11:39.711
And I look at it.

00:11:39.812 --> 00:11:40.812
OK, let's take a look at it.

00:11:41.192 --> 00:11:42.474
The homeowner that was there

00:11:42.594 --> 00:11:43.894
is not the person paying for it.

00:11:44.195 --> 00:11:45.296
So we didn't have that connection.

00:11:45.535 --> 00:11:46.636
We didn't get an opportunity

00:11:46.716 --> 00:11:47.876
to sell the value to the

00:11:47.917 --> 00:11:48.658
person paying for it.

00:11:48.977 --> 00:11:49.999
The person paying for it was

00:11:50.099 --> 00:11:51.220
only looking at the bottom dollar.

00:11:51.580 --> 00:11:51.700
Right.

00:11:51.720 --> 00:11:52.900
It was transactional to them.

00:11:53.280 --> 00:11:55.123
It was not in one of our target zip codes.

00:11:55.202 --> 00:11:55.942
We've already determined

00:11:55.962 --> 00:11:57.423
that that's not our ideal customer.

00:11:57.705 --> 00:11:57.845
Right.

00:11:58.024 --> 00:11:59.446
So as I start going down the list,

00:11:59.505 --> 00:12:00.586
it's like, well, no, you know what?

00:12:00.706 --> 00:12:01.726
It wasn't our deal when I

00:12:01.767 --> 00:12:02.427
walked in the door.

00:12:02.727 --> 00:12:03.788
It wasn't our deal when we

00:12:03.828 --> 00:12:04.750
walked out the door.

00:12:05.529 --> 00:12:07.030
And had I changed price,

00:12:07.051 --> 00:12:08.192
had I not changed pricing,

00:12:08.552 --> 00:12:09.173
I still would have been

00:12:09.192 --> 00:12:10.033
more than the next guy.

00:12:10.833 --> 00:12:11.754
And in this situation,

00:12:11.913 --> 00:12:12.754
they weren't our customer.

00:12:12.934 --> 00:12:14.255
They were looking for the lowest price.

00:12:14.716 --> 00:12:15.576
We aren't the lowest price.

00:12:15.596 --> 00:12:16.437
We're the highest quality.

00:12:16.697 --> 00:12:19.099
And I rather die on the

00:12:19.119 --> 00:12:20.379
highest quality than the lowest price.

00:12:20.980 --> 00:12:22.000
And so, yes,

00:12:22.061 --> 00:12:23.581
that initial knee-jerk reaction was like,

00:12:23.601 --> 00:12:24.123
oh, that sucks.

00:12:24.523 --> 00:12:25.383
And then I have to remind

00:12:25.423 --> 00:12:27.845
myself who we are, what our values are,

00:12:28.184 --> 00:12:29.985
and what matters to us.

00:12:30.046 --> 00:12:30.527
And ultimately,

00:12:30.866 --> 00:12:32.207
it wasn't the best fit for us.

00:12:32.768 --> 00:12:33.649
And so now I move on.

00:12:34.349 --> 00:12:35.129
In that same breath,

00:12:36.211 --> 00:12:37.831
I'm one phone call away from

00:12:37.871 --> 00:12:40.114
someone saying, yep, I value your time.

00:12:40.673 --> 00:12:41.815
I value the difference that

00:12:41.855 --> 00:12:43.096
you bring by recycling and

00:12:43.135 --> 00:12:44.256
keeping things out of the landfill.

00:12:44.717 --> 00:12:45.457
And because of that,

00:12:45.557 --> 00:12:46.879
I'm willing to pay more.

00:12:47.200 --> 00:12:50.743
I value the efficiency you guys have.

00:12:50.802 --> 00:12:52.423
These are the things I value that I share.

00:12:52.644 --> 00:12:53.684
And then I find my customers.

00:12:54.385 --> 00:12:55.446
And it was interesting,

00:12:55.466 --> 00:12:56.126
we were talking about blind

00:12:56.147 --> 00:12:56.667
spots earlier.

00:12:56.927 --> 00:12:59.009
I recently found out a group

00:12:59.048 --> 00:13:01.051
of CEOs that I'm in a round table with,

00:13:01.311 --> 00:13:02.792
and I have been for the last four years,

00:13:03.890 --> 00:13:04.871
Half of them did not even

00:13:04.912 --> 00:13:06.572
know what I did with the

00:13:06.613 --> 00:13:07.352
stuff when I bring it back

00:13:07.373 --> 00:13:07.894
to my warehouse.

00:13:08.254 --> 00:13:10.615
Had no clue the amount of recycling we do,

00:13:10.816 --> 00:13:13.856
the amount of responsible disposal,

00:13:13.937 --> 00:13:14.638
all the things that we do

00:13:14.677 --> 00:13:15.938
that separate us from the competition.

00:13:16.399 --> 00:13:17.980
And I was pissed.

00:13:18.480 --> 00:13:20.241
I'm like, how do you guys not know?

00:13:21.062 --> 00:13:22.523
i come up here I talk about

00:13:22.543 --> 00:13:24.283
my business I put videos on

00:13:24.344 --> 00:13:25.345
linkedin I put videos on

00:13:25.365 --> 00:13:27.306
youtube and facebook I beat

00:13:27.346 --> 00:13:29.147
the drum I go out and speak

00:13:29.567 --> 00:13:30.307
right I'm going through all

00:13:30.327 --> 00:13:32.269
this in my head and and

00:13:32.288 --> 00:13:33.129
then I have to say well

00:13:33.169 --> 00:13:34.149
hold on we got to answer

00:13:34.169 --> 00:13:35.991
that question how don't they know

00:13:36.851 --> 00:13:37.251
It's like, well,

00:13:37.292 --> 00:13:38.472
maybe they don't watch my content.

00:13:38.793 --> 00:13:40.475
Maybe I wasn't invited.

00:13:40.654 --> 00:13:41.796
And one person said, well,

00:13:41.816 --> 00:13:42.775
I've never been to your building.

00:13:42.917 --> 00:13:43.376
Okay.

00:13:43.917 --> 00:13:44.278
Well,

00:13:44.618 --> 00:13:45.839
how do I get people to come in my

00:13:45.879 --> 00:13:46.099
building?

00:13:46.899 --> 00:13:47.679
And earlier that week,

00:13:47.720 --> 00:13:48.821
I had shot content that

00:13:48.941 --> 00:13:49.761
answered that question.

00:13:50.121 --> 00:13:51.182
But that blind spot is like,

00:13:51.503 --> 00:13:52.964
I just figured everybody knew.

00:13:53.423 --> 00:13:54.605
Everybody knows the things we do.

00:13:54.625 --> 00:13:56.125
And it's like, no,

00:13:56.265 --> 00:13:57.506
here are people that are close to me.

00:13:58.288 --> 00:13:59.948
And yet I haven't got through to them yet.

00:14:00.730 --> 00:14:03.052
Now, I can sit here.

00:14:04.096 --> 00:14:05.015
I think of Action Coach.

00:14:05.115 --> 00:14:06.297
Action Coach uses the

00:14:06.376 --> 00:14:07.976
O-A-R-B-E-D methodology.

00:14:08.216 --> 00:14:09.857
So it's ownership, accountability,

00:14:09.898 --> 00:14:12.019
responsibility, or blame, excuse, denial.

00:14:12.558 --> 00:14:14.099
I can live down here and blame, excuse,

00:14:14.119 --> 00:14:14.379
denial.

00:14:14.678 --> 00:14:15.500
Oh, they should know.

00:14:16.139 --> 00:14:16.299
Well,

00:14:16.620 --> 00:14:17.840
I've done everything I can do to let

00:14:17.860 --> 00:14:18.159
them know.

00:14:18.740 --> 00:14:20.360
Or they know they're just bullshit.

00:14:20.421 --> 00:14:22.562
No, I got to take ownership.

00:14:22.642 --> 00:14:23.861
Okay, what can I do?

00:14:23.961 --> 00:14:24.442
All right, well,

00:14:24.461 --> 00:14:25.582
I need to do more content.

00:14:26.322 --> 00:14:27.423
I need to do more tours.

00:14:28.004 --> 00:14:29.365
I need to speak on more stages.

00:14:29.566 --> 00:14:30.427
These are all the things I

00:14:30.466 --> 00:14:33.269
can do to solve my problem

00:14:33.929 --> 00:14:35.091
when I take ownership of it.

00:14:35.572 --> 00:14:35.792
Yeah.

00:14:35.951 --> 00:14:36.873
Well, and I think it's funny.

00:14:37.298 --> 00:14:37.977
I don't know about you,

00:14:38.038 --> 00:14:39.278
but I've run into plenty of

00:14:39.339 --> 00:14:40.399
people that they're all

00:14:40.440 --> 00:14:42.380
hyped to get a job and then they lose it.

00:14:42.761 --> 00:14:43.461
And they're all like, oh,

00:14:43.481 --> 00:14:45.342
I'm so glad I didn't get that job.

00:14:45.383 --> 00:14:46.864
They saw it.

00:14:47.304 --> 00:14:49.346
It was like this whole denial thing.

00:14:49.426 --> 00:14:50.726
It's like, oh, my God, that's funny.

00:14:50.866 --> 00:14:51.486
It's pure.

00:14:51.847 --> 00:14:52.868
It's pure denial.

00:14:53.048 --> 00:14:54.028
It's like, oh,

00:14:54.048 --> 00:14:55.049
they were a shitty customer.

00:14:55.070 --> 00:14:56.009
It's like, yeah, really?

00:14:56.070 --> 00:14:57.331
Yesterday you were hyped on them.

00:14:57.510 --> 00:14:58.772
Yeah, exactly.

00:14:58.932 --> 00:14:59.393
Yeah.

00:14:59.413 --> 00:15:00.113
They were the best.

00:15:00.452 --> 00:15:00.913
Yeah, I know.

00:15:01.494 --> 00:15:01.754
Well,

00:15:01.854 --> 00:15:03.115
I tell this to our operations guy all

00:15:03.154 --> 00:15:04.254
the time because he'll get

00:15:04.274 --> 00:15:05.514
discouraged just as I will,

00:15:05.554 --> 00:15:06.355
as our estimator will.

00:15:06.755 --> 00:15:07.135
You know what?

00:15:07.375 --> 00:15:08.576
Not everybody's our customer.

00:15:09.216 --> 00:15:10.616
And sometimes we figure it out right away.

00:15:10.756 --> 00:15:12.477
When people call us thinking

00:15:12.498 --> 00:15:13.038
that we're the city of

00:15:13.057 --> 00:15:15.139
Milwaukee Department of

00:15:15.198 --> 00:15:16.359
Sanitation and Public Works,

00:15:16.379 --> 00:15:17.840
and we're like, no, we're a paid service,

00:15:18.080 --> 00:15:18.539
they hang up.

00:15:18.639 --> 00:15:18.840
Okay.

00:15:19.019 --> 00:15:20.080
They found out quickly they

00:15:20.100 --> 00:15:20.860
were not our customer.

00:15:21.360 --> 00:15:23.522
There's other people where we call them,

00:15:23.562 --> 00:15:26.082
we qualify them, we quote them,

00:15:26.143 --> 00:15:26.743
they accept it.

00:15:26.842 --> 00:15:28.523
And we show up to their job the day of,

00:15:28.822 --> 00:15:29.303
and they're like, oh,

00:15:29.323 --> 00:15:30.063
we're not ready for you.

00:15:30.947 --> 00:15:32.248
It's like, okay, well,

00:15:32.347 --> 00:15:33.188
you weren't our customer.

00:15:33.288 --> 00:15:34.828
It took us a lot longer to

00:15:34.869 --> 00:15:35.489
figure that out.

00:15:35.828 --> 00:15:37.149
And yet the fact remained the same.

00:15:37.529 --> 00:15:38.909
And when I look at it historically,

00:15:38.970 --> 00:15:41.610
year over year, our close rate is almost,

00:15:42.150 --> 00:15:43.010
it's within two or three

00:15:43.071 --> 00:15:44.491
points every single year

00:15:45.111 --> 00:15:46.172
when we do our follow-ups,

00:15:46.412 --> 00:15:48.253
when we do our operations correctly.

00:15:48.613 --> 00:15:49.712
When we're not doing operations,

00:15:50.234 --> 00:15:51.854
our number drops.

00:15:52.354 --> 00:15:53.114
And when we do really,

00:15:53.134 --> 00:15:54.495
really good work on follow-up,

00:15:55.014 --> 00:15:56.654
it only goes up by a point or two.

00:15:56.835 --> 00:15:58.096
We're not talking 20, 30 point swings.

00:16:00.066 --> 00:16:01.086
Not everyone's our customer.

00:16:01.427 --> 00:16:01.626
Yes,

00:16:01.667 --> 00:16:02.748
we're going to dial in our marketing

00:16:02.788 --> 00:16:03.368
and our messaging.

00:16:03.607 --> 00:16:03.808
Yes,

00:16:03.849 --> 00:16:05.309
we want the ideal customer to call us.

00:16:05.409 --> 00:16:08.071
And yet, not everybody's our customer.

00:16:08.511 --> 00:16:09.471
And getting discouraged by

00:16:09.511 --> 00:16:10.852
it does you no good.

00:16:11.072 --> 00:16:12.494
Because when people, think about you,

00:16:12.533 --> 00:16:13.455
when you go to the grocery

00:16:13.495 --> 00:16:15.296
store and you buy Trix

00:16:15.677 --> 00:16:17.638
instead of Fruity Pebbles or whatever,

00:16:18.797 --> 00:16:20.076
Does anybody give a shit?

00:16:20.398 --> 00:16:22.238
No, it's an individual buying decision.

00:16:22.618 --> 00:16:23.498
Fruity Pebbles knows they're

00:16:23.518 --> 00:16:24.178
going to get theirs.

00:16:24.479 --> 00:16:25.339
That next customer is a

00:16:25.359 --> 00:16:26.499
Fruity Pebble guy and not a

00:16:26.538 --> 00:16:28.399
Trix guy or girl, right?

00:16:28.980 --> 00:16:29.460
Well, you know,

00:16:29.480 --> 00:16:31.780
but that discouraged piece though, Andy,

00:16:31.880 --> 00:16:33.402
that really problem is,

00:16:33.481 --> 00:16:36.322
is that leads to more negative behavior.

00:16:36.342 --> 00:16:36.322
100%.

00:16:37.403 --> 00:16:38.763
Generally speaking, right?

00:16:38.942 --> 00:16:40.823
Oh man, I got to lower my price.

00:16:41.884 --> 00:16:42.144
You know,

00:16:42.164 --> 00:16:44.166
I have to bad mouth my competition.

00:16:44.265 --> 00:16:46.407
I got to do something rather

00:16:46.447 --> 00:16:47.927
than take that high road of

00:16:48.028 --> 00:16:49.368
where you built your business.

00:16:49.707 --> 00:16:50.928
That discouragement, man,

00:16:50.969 --> 00:16:52.129
how am I going to feed my kids?

00:16:52.168 --> 00:16:53.149
How am I going to pay rent?

00:16:53.188 --> 00:16:54.870
How am I going to make the, you know,

00:16:54.909 --> 00:16:56.051
the payroll?

00:16:56.110 --> 00:16:57.870
Those things are all in our

00:16:57.910 --> 00:16:59.111
head as entrepreneurs.

00:16:59.572 --> 00:17:01.452
So that's a big temptation

00:17:01.493 --> 00:17:04.013
to just jump in and, you know, hey,

00:17:04.314 --> 00:17:05.013
the next job,

00:17:05.193 --> 00:17:06.835
instead of four grand you're at,

00:17:06.894 --> 00:17:08.494
you're going to go to thirty one hundred.

00:17:08.555 --> 00:17:08.795
Right.

00:17:08.855 --> 00:17:10.115
To make it up, you know.

00:17:10.736 --> 00:17:11.876
And no one wins at that.

00:17:12.217 --> 00:17:13.336
And that's the problem is

00:17:13.396 --> 00:17:14.637
nobody wins when when an

00:17:14.837 --> 00:17:16.157
entrepreneur is discouraged.

00:17:16.218 --> 00:17:17.578
So I totally get you.

00:17:18.219 --> 00:17:19.098
So one of the things I talk

00:17:19.118 --> 00:17:20.339
about and I'm guilty of this,

00:17:20.380 --> 00:17:21.039
I've been I've been

00:17:21.059 --> 00:17:21.961
struggling with this lately

00:17:22.000 --> 00:17:23.101
and I've been thankful to

00:17:23.141 --> 00:17:24.961
have my girlfriend and some

00:17:25.001 --> 00:17:26.701
other people get me back on

00:17:26.721 --> 00:17:27.403
the righteous path.

00:17:28.583 --> 00:17:28.823
You know,

00:17:29.222 --> 00:17:30.544
it comes I talk about this in my book.

00:17:31.104 --> 00:17:32.345
Spite is a hell of a drug.

00:17:33.404 --> 00:17:35.006
And success is much more sustainable.

00:17:35.983 --> 00:17:37.263
There are times I have done

00:17:37.284 --> 00:17:38.224
things on a spite because

00:17:38.265 --> 00:17:39.125
people told me I couldn't

00:17:39.545 --> 00:17:41.726
or because I was angry.

00:17:42.006 --> 00:17:43.705
And you know what?

00:17:44.326 --> 00:17:45.027
It's all energy.

00:17:45.247 --> 00:17:46.866
It's a good temporary fix.

00:17:48.428 --> 00:17:48.627
Now,

00:17:49.288 --> 00:17:52.308
are you using that spite drug to go

00:17:52.469 --> 00:17:53.848
against what you're for or

00:17:53.909 --> 00:17:54.930
against the other person?

00:17:55.430 --> 00:17:56.730
Or are you using it as

00:17:56.910 --> 00:17:58.530
energy to propel the system

00:17:58.550 --> 00:17:59.330
you've already built?

00:18:00.230 --> 00:18:02.051
Now, for me, when I use that energy,

00:18:02.092 --> 00:18:02.791
that fuel energy,

00:18:03.532 --> 00:18:05.494
to attack what I love and go

00:18:05.634 --> 00:18:06.695
after what I'm great at,

00:18:07.135 --> 00:18:07.997
then it's successful.

00:18:08.237 --> 00:18:08.738
And eventually,

00:18:08.798 --> 00:18:09.499
I don't need the spite

00:18:09.679 --> 00:18:12.520
because the success is much

00:18:12.580 --> 00:18:13.201
more sustainable.

00:18:13.241 --> 00:18:16.105
The success leads to consistency.

00:18:16.184 --> 00:18:17.226
It leads to discipline

00:18:17.246 --> 00:18:18.247
because I know what works.

00:18:18.507 --> 00:18:19.928
And when I start chasing that spite,

00:18:20.288 --> 00:18:21.589
when I start chasing that drug,

00:18:21.769 --> 00:18:23.290
that short-term dopamine,

00:18:24.291 --> 00:18:25.733
it's like it might work a few times.

00:18:26.034 --> 00:18:27.214
It might work a dozen times.

00:18:27.595 --> 00:18:28.977
Eventually, it will not work.

00:18:29.596 --> 00:18:31.759
Because it's not in your plan.

00:18:31.838 --> 00:18:32.919
It's not discipline.

00:18:32.960 --> 00:18:34.480
It's not part of the process

00:18:34.661 --> 00:18:35.981
that you've already proven works.

00:18:36.662 --> 00:18:37.383
Let's talk about that.

00:18:38.943 --> 00:18:40.984
How do you recover or how do

00:18:41.246 --> 00:18:42.465
you coach people to recover

00:18:42.787 --> 00:18:44.028
when they start getting wayward?

00:18:44.167 --> 00:18:45.288
They know the right answer.

00:18:45.909 --> 00:18:46.669
They're aware of it.

00:18:46.809 --> 00:18:48.830
And yet they're human.

00:18:49.351 --> 00:18:50.432
What's the best solutions there?

00:18:52.144 --> 00:18:53.306
Well, so if you're,

00:18:53.625 --> 00:18:55.667
depending on what wayward means to you,

00:18:55.748 --> 00:18:56.969
if you're doing something

00:18:57.009 --> 00:18:59.471
in your business that isn't successful,

00:18:59.971 --> 00:19:00.833
you know, again,

00:19:00.853 --> 00:19:02.253
let's talk about cutting price.

00:19:02.273 --> 00:19:05.477
Yeah, that's great.

00:19:05.616 --> 00:19:06.837
That's always the simplest answer.

00:19:06.999 --> 00:19:07.699
Oh, it's got to be a price.

00:19:07.719 --> 00:19:08.460
We got to lower our price.

00:19:08.539 --> 00:19:09.921
You know, let's talk about,

00:19:09.941 --> 00:19:10.922
I want to dive into that.

00:19:10.961 --> 00:19:11.583
Let's talk about that.

00:19:12.041 --> 00:19:12.362
Yeah.

00:19:12.442 --> 00:19:16.144
So, I mean, if that's your go-to move,

00:19:16.986 --> 00:19:19.688
I mean, then you're a Walmart, right?

00:19:19.708 --> 00:19:20.008
I mean,

00:19:20.028 --> 00:19:21.509
that's what Walmart does is they

00:19:21.549 --> 00:19:24.071
just shave the price until the value.

00:19:25.272 --> 00:19:26.874
We didn't do a good job in my mind.

00:19:26.913 --> 00:19:28.955
This is my sales training

00:19:28.996 --> 00:19:30.836
and my sales coaching jumping in.

00:19:30.876 --> 00:19:32.238
If we didn't do a good job

00:19:32.317 --> 00:19:33.579
explaining the value,

00:19:34.000 --> 00:19:35.361
the price isn't going to be there.

00:19:36.400 --> 00:19:38.441
Because if I have a $100

00:19:38.441 --> 00:19:41.943
Lamborghini for you, you're buying it,

00:19:42.144 --> 00:19:42.403
right?

00:19:42.523 --> 00:19:42.884
I mean,

00:19:43.164 --> 00:19:44.685
you think it's worth a hundred bucks,

00:19:44.786 --> 00:19:48.989
but if it's a Pinto,

00:19:48.989 --> 00:19:50.028
1972 Pinto with a door

00:19:50.068 --> 00:19:51.950
missing in some parking lot somewhere,

00:19:52.010 --> 00:19:53.511
you don't want that for a hundred bucks.

00:19:54.211 --> 00:19:58.255
So I think that we go immediately to,

00:19:58.315 --> 00:20:00.195
that's our first, hopefully it's not,

00:20:00.215 --> 00:20:01.557
but a lot of people, Andy,

00:20:01.596 --> 00:20:02.837
that's their first thing is

00:20:02.917 --> 00:20:03.939
to chop that price.

00:20:04.941 --> 00:20:07.493
And unfortunately, it's just like you said,

00:20:07.534 --> 00:20:08.357
it doesn't end well.

00:20:09.335 --> 00:20:09.734
Well,

00:20:09.815 --> 00:20:13.057
it's because value is an end state of

00:20:13.096 --> 00:20:13.616
an equation,

00:20:13.636 --> 00:20:16.857
which is product or service

00:20:17.097 --> 00:20:18.618
divided by price, right?

00:20:18.638 --> 00:20:19.358
It is what do you do,

00:20:19.778 --> 00:20:20.559
perceived on how much money

00:20:20.579 --> 00:20:21.140
it's going to cost,

00:20:21.859 --> 00:20:22.700
particularly it's the value.

00:20:23.500 --> 00:20:24.780
It's like you'll have one

00:20:24.820 --> 00:20:26.001
person that complains about

00:20:26.301 --> 00:20:27.382
McDonald's charging 15

00:20:27.382 --> 00:20:28.603
extra cents a hamburger,

00:20:28.982 --> 00:20:31.104
and that same person can go

00:20:31.144 --> 00:20:34.644
buy a steak and a $30 drink

00:20:35.046 --> 00:20:35.905
and not think twice about it.

00:20:36.425 --> 00:20:36.605
Right?

00:20:36.645 --> 00:20:37.467
Because the value of the

00:20:37.487 --> 00:20:38.867
McDonald's hamburger is insignificant.

00:20:39.127 --> 00:20:40.269
And now you go to a nice restaurant.

00:20:40.288 --> 00:20:40.670
It's like, oh, well,

00:20:40.690 --> 00:20:41.770
of course you spent $20 on

00:20:41.790 --> 00:20:42.351
a glass of wine.

00:20:42.371 --> 00:20:42.810
Right?

00:20:42.830 --> 00:20:43.892
Because the ambience and the

00:20:43.932 --> 00:20:45.173
date and the this, the that.

00:20:45.252 --> 00:20:45.513
Right?

00:20:45.874 --> 00:20:46.994
So it's that perceived value.

00:20:47.015 --> 00:20:48.415
You don't value the McDonald's.

00:20:48.435 --> 00:20:49.737
You don't value that cheeseburger.

00:20:49.836 --> 00:20:51.397
It gets you through the next

00:20:51.439 --> 00:20:52.538
three hours of being hungry.

00:20:52.880 --> 00:20:55.501
Who gives a shit if they

00:20:55.521 --> 00:20:57.503
charge you $20 a drink and

00:20:58.443 --> 00:21:00.266
an additional service tax on top of it?

00:21:00.465 --> 00:21:01.666
You're willing to pay for it

00:21:01.727 --> 00:21:03.608
because you have the perceived value.

00:21:04.308 --> 00:21:06.369
So when it comes to who's your primary,

00:21:06.410 --> 00:21:07.351
when you go on and coach,

00:21:07.590 --> 00:21:08.611
who's your primary audience?

00:21:08.631 --> 00:21:09.912
Who are you primarily coaching out there?

00:21:11.732 --> 00:21:12.993
Entrepreneurs that are

00:21:13.034 --> 00:21:14.515
really good at what they do.

00:21:14.535 --> 00:21:15.394
Okay.

00:21:15.434 --> 00:21:16.955
They're great at their craft,

00:21:17.556 --> 00:21:19.856
but they struggle with business growth.

00:21:19.896 --> 00:21:21.498
They struggle with team growth.

00:21:21.577 --> 00:21:23.179
So I think there's three

00:21:23.259 --> 00:21:24.640
parts to every business.

00:21:24.720 --> 00:21:26.520
And I try to go to sixth

00:21:26.601 --> 00:21:27.821
grade education because

00:21:27.842 --> 00:21:28.761
that's about where I'm at.

00:21:29.742 --> 00:21:31.284
I think about there's the

00:21:31.364 --> 00:21:32.884
product or service that you have.

00:21:32.943 --> 00:21:33.204
That's one.

00:21:34.105 --> 00:21:35.286
Then there's the people that

00:21:35.346 --> 00:21:37.105
buy it is two and the team

00:21:37.165 --> 00:21:38.547
that provides it is three.

00:21:38.727 --> 00:21:41.167
So I look at a company as three buckets.

00:21:42.388 --> 00:21:44.009
I personally focus on two,

00:21:44.088 --> 00:21:45.529
the customer's experience

00:21:46.230 --> 00:21:48.550
and the team that provides

00:21:48.631 --> 00:21:49.991
that customer experience.

00:21:50.051 --> 00:21:51.873
So an entrepreneur that's

00:21:51.932 --> 00:21:53.272
got a really great product,

00:21:53.313 --> 00:21:54.834
but he struggles or she

00:21:54.894 --> 00:21:57.335
struggles with how do I grow this thing?

00:21:57.775 --> 00:21:59.036
How do I add team?

00:21:59.155 --> 00:22:00.155
When do I add them?

00:22:00.195 --> 00:22:01.156
What does that look like?

00:22:01.576 --> 00:22:03.038
Those are generally really

00:22:03.179 --> 00:22:04.960
complicated in their mind,

00:22:05.420 --> 00:22:06.682
and it's just like Tiger

00:22:06.721 --> 00:22:07.662
Woods with his swing.

00:22:08.202 --> 00:22:09.884
He couldn't, for the life of him,

00:22:10.003 --> 00:22:11.865
without a coach, a swing coach,

00:22:11.905 --> 00:22:14.448
he could not have been as good as he is,

00:22:16.029 --> 00:22:16.269
right?

00:22:16.670 --> 00:22:18.412
So an outside influence can

00:22:18.432 --> 00:22:20.074
look at a business and go, hey,

00:22:20.094 --> 00:22:21.434
have you tried this?

00:22:21.635 --> 00:22:22.957
Or what do you think about that?

00:22:23.076 --> 00:22:24.798
Just like they do a tiger swing.

00:22:24.919 --> 00:22:27.582
So I love coming alongside

00:22:27.642 --> 00:22:28.563
somebody that's got a

00:22:28.722 --> 00:22:31.946
really dynamite idea, experience, service,

00:22:32.007 --> 00:22:32.467
whatever.

00:22:32.807 --> 00:22:34.189
And they're just struggling

00:22:34.308 --> 00:22:36.151
to push it to that next level,

00:22:36.191 --> 00:22:37.492
whatever that next level is.

00:22:37.553 --> 00:22:38.634
And everybody's different.

00:22:39.910 --> 00:22:40.911
I love that about you.

00:22:40.951 --> 00:22:41.131
You know,

00:22:41.230 --> 00:22:42.511
your three buckets are all people

00:22:42.592 --> 00:22:43.832
oriented, right?

00:22:43.912 --> 00:22:44.772
What problem do you solve?

00:22:45.292 --> 00:22:46.114
Who do you solve it for?

00:22:46.433 --> 00:22:48.015
And who does the, who does the solving?

00:22:48.615 --> 00:22:49.154
Exactly.

00:22:49.655 --> 00:22:50.855
I break down business in six

00:22:50.895 --> 00:22:52.938
buckets and people, people,

00:22:53.077 --> 00:22:54.317
all the people are only in

00:22:54.439 --> 00:22:55.538
one bucket and that's

00:22:55.558 --> 00:22:56.559
called resources that are

00:22:56.579 --> 00:22:58.161
human because I don't,

00:22:58.201 --> 00:22:59.401
I don't even do human resources.

00:23:00.642 --> 00:23:01.462
And I put everybody in there.

00:23:01.482 --> 00:23:02.942
The vendors are in there, right?

00:23:02.962 --> 00:23:03.723
Cause I'm a process.

00:23:03.763 --> 00:23:04.703
I'm like, right.

00:23:04.743 --> 00:23:06.105
I'm one of those with enough process.

00:23:06.144 --> 00:23:06.885
People don't matter.

00:23:07.586 --> 00:23:07.826
Right.

00:23:07.946 --> 00:23:08.067
And I,

00:23:08.186 --> 00:23:09.989
and I say that kind of in jest

00:23:10.429 --> 00:23:11.250
because ultimately I need

00:23:11.289 --> 00:23:12.352
people to give me money, right?

00:23:12.372 --> 00:23:13.573
Like the process can be great.

00:23:13.813 --> 00:23:14.634
And if the people don't know

00:23:14.673 --> 00:23:15.976
about it and the people don't need it,

00:23:16.096 --> 00:23:16.435
right.

00:23:16.656 --> 00:23:17.096
I get that.

00:23:17.397 --> 00:23:17.617
Okay.

00:23:17.637 --> 00:23:18.479
So let's talk about this.

00:23:18.538 --> 00:23:18.699
Right.

00:23:19.279 --> 00:23:20.661
Um, we do junk removal, right.

00:23:20.681 --> 00:23:22.242
That is the majority of, um,

00:23:23.104 --> 00:23:24.023
our listeners are somewhere

00:23:24.065 --> 00:23:24.904
in the junk removal space,

00:23:24.944 --> 00:23:26.945
whether they do a project-based,

00:23:26.965 --> 00:23:27.526
they go into people's

00:23:27.566 --> 00:23:28.567
houses or businesses,

00:23:29.307 --> 00:23:31.627
they do curbside trash pickup.

00:23:31.667 --> 00:23:32.387
So they'll compete with the

00:23:32.407 --> 00:23:33.628
waste management for curbside.

00:23:34.368 --> 00:23:35.210
They'll do roll-offs.

00:23:35.230 --> 00:23:36.990
They drop dumpsters in people's driveways.

00:23:37.329 --> 00:23:38.431
And then we have other guys that are,

00:23:38.451 --> 00:23:39.912
you know, more of the landscaping world,

00:23:39.932 --> 00:23:41.592
you know, arborists and things like that.

00:23:42.133 --> 00:23:43.032
And also cleaners, right?

00:23:43.073 --> 00:23:43.633
I think about like the,

00:23:43.833 --> 00:23:44.773
the one level more

00:23:44.834 --> 00:23:46.255
deviation of junk removal.

00:23:46.714 --> 00:23:46.815
So,

00:23:47.921 --> 00:23:48.821
you're looking for people

00:23:48.862 --> 00:23:50.863
that have a dynamite product or service,

00:23:50.903 --> 00:23:51.022
right?

00:23:51.042 --> 00:23:51.604
They don't have that.

00:23:51.663 --> 00:23:52.564
That's not the issue.

00:23:52.703 --> 00:23:53.224
It is the,

00:23:53.644 --> 00:23:55.445
how do I obtain the best

00:23:55.486 --> 00:23:58.888
customers and how do I hire,

00:23:59.528 --> 00:24:01.550
train and retain the best employees?

00:24:02.171 --> 00:24:02.691
Absolutely.

00:24:03.451 --> 00:24:04.752
So home service businesses,

00:24:05.512 --> 00:24:06.534
where are they falling short?

00:24:08.295 --> 00:24:10.297
Well, so again, if you are,

00:24:11.477 --> 00:24:13.298
everybody has a different reason.

00:24:13.338 --> 00:24:14.700
Like you mentioned before, Andy,

00:24:14.779 --> 00:24:16.300
everybody's success is different.

00:24:17.420 --> 00:24:18.421
So we have to really

00:24:18.480 --> 00:24:19.721
understand what success

00:24:19.781 --> 00:24:20.902
looks like because there

00:24:20.942 --> 00:24:22.103
might be somebody in,

00:24:22.383 --> 00:24:24.444
pick a city and state, San Diego,

00:24:24.484 --> 00:24:25.144
California,

00:24:25.525 --> 00:24:26.546
that has a completely

00:24:26.685 --> 00:24:29.086
different idea of success than you.

00:24:29.827 --> 00:24:31.848
They may have as many people as you.

00:24:31.929 --> 00:24:33.829
They may have the same amount of sales.

00:24:33.910 --> 00:24:34.651
Who knows, you know.

00:24:35.171 --> 00:24:36.953
But they might not fully

00:24:37.054 --> 00:24:38.636
have the same path as you.

00:24:38.957 --> 00:24:41.140
So we have to start with

00:24:41.240 --> 00:24:42.782
what are you trying to accomplish?

00:24:42.823 --> 00:24:44.665
What does the end look like for you?

00:24:44.865 --> 00:24:46.228
Maybe it's work less,

00:24:47.430 --> 00:24:48.592
more life experience.

00:24:48.771 --> 00:24:49.511
you know, balance,

00:24:49.592 --> 00:24:50.553
if that's the right word.

00:24:51.272 --> 00:24:53.594
Maybe it's grow your business to sell it.

00:24:54.034 --> 00:24:55.074
Maybe it's, you know,

00:24:55.114 --> 00:24:56.515
you wanna grow it to turn

00:24:56.555 --> 00:24:57.595
it over to your kids.

00:24:57.734 --> 00:24:59.155
Maybe you wanna be the

00:24:59.195 --> 00:25:00.957
biggest and the best in your industry.

00:25:01.336 --> 00:25:02.057
Whatever it is,

00:25:02.717 --> 00:25:04.498
if we don't have that clarity, I think,

00:25:04.857 --> 00:25:06.019
you know, Simon Sinek said,

00:25:06.038 --> 00:25:07.118
start with why, right?

00:25:07.659 --> 00:25:08.980
So if we don't have a why,

00:25:09.819 --> 00:25:10.721
why are we even here?

00:25:10.921 --> 00:25:11.201
Right.

00:25:11.320 --> 00:25:12.402
So to me, that's where,

00:25:12.461 --> 00:25:13.942
that's where we start is

00:25:14.022 --> 00:25:15.203
why are you doing this?

00:25:15.325 --> 00:25:17.266
And sometimes I don't know about you,

00:25:17.326 --> 00:25:20.428
but it's hard for people to

00:25:20.508 --> 00:25:22.789
really wrap their brain around that.

00:25:22.869 --> 00:25:24.391
Stop long enough to say,

00:25:24.491 --> 00:25:25.732
why am I doing this?

00:25:27.134 --> 00:25:28.094
I was speaking with a guy,

00:25:28.153 --> 00:25:28.875
I was speaking at a

00:25:28.954 --> 00:25:31.757
conference somewhere and a guy after said,

00:25:31.777 --> 00:25:33.498
you know, I, I,

00:25:34.278 --> 00:25:36.221
we were talking about why do you do this?

00:25:36.300 --> 00:25:36.760
And he said,

00:25:36.820 --> 00:25:38.602
I have one word and it's my mortgage.

00:25:38.903 --> 00:25:39.282
And I'm like,

00:25:40.421 --> 00:25:41.642
And like your whole life is

00:25:41.741 --> 00:25:42.803
wrapped up in your mortgage.

00:25:43.002 --> 00:25:45.025
I'm assuming he was jesting about it,

00:25:45.085 --> 00:25:46.266
but I bet you there was

00:25:46.306 --> 00:25:48.146
more truth to it than not where,

00:25:48.626 --> 00:25:49.147
you know what,

00:25:49.228 --> 00:25:50.669
get really clear with your

00:25:50.709 --> 00:25:53.010
why so that you're able to

00:25:53.250 --> 00:25:55.692
really have a great path

00:25:55.752 --> 00:25:56.554
while you're doing this.

00:25:58.469 --> 00:25:59.429
And I'm glad you brought that up.

00:25:59.449 --> 00:26:00.329
We have established that

00:26:00.369 --> 00:26:02.330
several times in this podcast,

00:26:02.371 --> 00:26:03.912
the last two years, two plus years now.

00:26:04.311 --> 00:26:05.272
We've talked about that, right?

00:26:06.273 --> 00:26:07.094
When we start comparing

00:26:07.134 --> 00:26:07.795
ourselves to others,

00:26:08.134 --> 00:26:09.695
we start looking at what others have.

00:26:10.415 --> 00:26:12.337
That has nothing to do with your why.

00:26:12.698 --> 00:26:13.518
That has nothing to do with

00:26:13.577 --> 00:26:14.259
your reasoning.

00:26:14.679 --> 00:26:15.500
They have what they have

00:26:15.539 --> 00:26:17.882
because their why outworks

00:26:19.583 --> 00:26:20.383
what is in front of them,

00:26:20.403 --> 00:26:21.944
their challenge of the day, if you will.

00:26:22.565 --> 00:26:23.925
And when people are not

00:26:24.006 --> 00:26:25.907
specific about their why,

00:26:26.048 --> 00:26:27.409
they will falter when

00:26:27.489 --> 00:26:29.430
conflict and controversy comes to them.

00:26:29.931 --> 00:26:31.192
When you are very clear to

00:26:31.231 --> 00:26:34.433
yourself and your team as to your why,

00:26:34.875 --> 00:26:35.835
you'll be able to move mountains.

00:26:36.736 --> 00:26:39.518
Because all decisions go back to that why.

00:26:40.157 --> 00:26:43.279
So what we see most often is people,

00:26:43.319 --> 00:26:44.381
the why they get into junk

00:26:44.401 --> 00:26:46.241
removal is because they

00:26:46.281 --> 00:26:47.001
want independence.

00:26:47.061 --> 00:26:48.282
They see that, right?

00:26:48.903 --> 00:26:50.984
Often people see a path to

00:26:51.505 --> 00:26:53.185
entrepreneurship and

00:26:53.266 --> 00:26:54.686
business ownership with

00:26:54.747 --> 00:26:55.948
very few barriers to entry.

00:26:56.698 --> 00:26:57.817
I mean, you know,

00:26:58.439 --> 00:26:59.618
a truck and a strong back

00:26:59.638 --> 00:27:00.960
with a good work ethic,

00:27:01.180 --> 00:27:02.940
and you could be in this hustle, right?

00:27:02.960 --> 00:27:03.539
People will say, well,

00:27:03.559 --> 00:27:04.921
how's that different than, you know,

00:27:04.961 --> 00:27:05.560
landscaping?

00:27:05.580 --> 00:27:06.601
I was like, you need a lawnmower.

00:27:06.621 --> 00:27:07.701
How's it different than cleaning gutters?

00:27:07.721 --> 00:27:09.521
You need a ladder, right?

00:27:09.561 --> 00:27:10.563
I mean, the barrier, right?

00:27:10.603 --> 00:27:12.743
The barrier to entry on junk removal is,

00:27:13.364 --> 00:27:15.384
I mean, it is, there ain't a restaurant.

00:27:15.403 --> 00:27:16.384
You don't have to buy an oven, right?

00:27:16.404 --> 00:27:17.184
There's nothing, you know,

00:27:17.365 --> 00:27:18.144
you get in day one.

00:27:18.605 --> 00:27:19.826
And that's where people falter.

00:27:19.986 --> 00:27:20.726
Often what we've seen the

00:27:20.766 --> 00:27:21.366
last couple of years is

00:27:21.406 --> 00:27:22.186
people make good money

00:27:22.886 --> 00:27:23.788
When they first get started,

00:27:23.988 --> 00:27:25.068
because their expenses are low,

00:27:25.288 --> 00:27:26.450
they have no concept of

00:27:26.569 --> 00:27:27.490
what it's going to cost

00:27:27.891 --> 00:27:28.991
once you start hiring employees,

00:27:29.092 --> 00:27:30.952
once you start paying taxes.

00:27:30.972 --> 00:27:32.674
And then that why of, well,

00:27:32.694 --> 00:27:33.816
I wanted to make money doing it,

00:27:33.875 --> 00:27:35.317
and then I stopped making as much money,

00:27:37.538 --> 00:27:38.298
then they get all jacked up.

00:27:39.073 --> 00:27:41.013
Well, but you brought up,

00:27:41.294 --> 00:27:42.493
it's a comparison trap.

00:27:42.574 --> 00:27:43.634
Why in the world are we

00:27:43.693 --> 00:27:46.555
comparing ourselves to somebody?

00:27:46.955 --> 00:27:48.496
How often does something

00:27:48.596 --> 00:27:50.336
positive come out of us

00:27:50.817 --> 00:27:52.277
comparing ourselves to others?

00:27:52.836 --> 00:27:54.438
Either we compare ourselves to...

00:27:54.998 --> 00:27:56.159
somebody that's rich and

00:27:56.259 --> 00:27:57.839
famous and way out of,

00:27:58.039 --> 00:27:59.942
we'll never get there in a million years,

00:28:00.182 --> 00:28:02.103
or we compare it to a

00:28:02.182 --> 00:28:04.065
competitor that's almost out of business.

00:28:04.505 --> 00:28:04.744
You know,

00:28:05.045 --> 00:28:06.625
either we work ourselves to death

00:28:06.806 --> 00:28:09.008
or we take our foot off the gas because,

00:28:09.048 --> 00:28:10.788
Hey, we're doing better than so-and-so.

00:28:11.630 --> 00:28:13.010
And it's just, it's,

00:28:13.270 --> 00:28:14.412
it's easy to look in the

00:28:14.451 --> 00:28:16.373
mirror and look at somebody else.

00:28:16.472 --> 00:28:19.474
It's really hard to study yourself,

00:28:19.875 --> 00:28:21.356
to look at yourself, um,

00:28:21.977 --> 00:28:22.317
you know,

00:28:22.478 --> 00:28:24.480
and really take stock of what's

00:28:24.560 --> 00:28:25.182
in front of you.

00:28:25.281 --> 00:28:27.765
So I think you're 100% right

00:28:27.825 --> 00:28:30.169
that try not to, for anyone listening,

00:28:30.489 --> 00:28:31.971
try not to compare yourself

00:28:32.010 --> 00:28:33.432
to anybody other than maybe

00:28:33.492 --> 00:28:34.414
who you were last year.

00:28:35.224 --> 00:28:36.885
You know, yesterday.

00:28:37.946 --> 00:28:38.307
Yeah.

00:28:38.386 --> 00:28:39.147
I mean, yesterday.

00:28:39.208 --> 00:28:39.347
Right.

00:28:39.387 --> 00:28:40.729
I mean, when I look at our growth,

00:28:40.808 --> 00:28:41.789
it's like I build a pro

00:28:41.829 --> 00:28:43.371
forma on a year over year basis.

00:28:43.411 --> 00:28:45.153
And where are we year over year?

00:28:45.212 --> 00:28:46.634
And how are we today versus yesterday?

00:28:48.214 --> 00:28:50.336
Dave Portnoy, who does Barstool Sports,

00:28:50.356 --> 00:28:51.297
who does pizza reviews.

00:28:51.978 --> 00:28:53.699
There was a pizza he did in New York.

00:28:53.798 --> 00:28:54.440
Really good pie.

00:28:55.019 --> 00:28:55.780
And then he goes down to

00:28:55.800 --> 00:28:58.163
their location in Florida,

00:28:58.542 --> 00:28:59.523
another location in Florida.

00:28:59.923 --> 00:29:01.705
And he went there and it was okay.

00:29:02.185 --> 00:29:03.586
So he went from like a 9-2

00:29:03.787 --> 00:29:05.909
pizza to Florida with like a 7-4.

00:29:06.609 --> 00:29:07.931
And then he called out the owner.

00:29:09.113 --> 00:29:11.333
in person at the pizza fest and the owner,

00:29:11.353 --> 00:29:12.354
I loved his response.

00:29:12.733 --> 00:29:14.374
He goes, man, we saw that review.

00:29:14.574 --> 00:29:15.334
I was pissed.

00:29:15.473 --> 00:29:16.334
I got on a plane.

00:29:16.634 --> 00:29:17.594
I flew down to Florida.

00:29:17.914 --> 00:29:19.095
I spent the next six weeks

00:29:19.454 --> 00:29:20.234
getting that place where it

00:29:20.255 --> 00:29:20.875
needs to be back.

00:29:21.095 --> 00:29:21.295
He goes,

00:29:21.335 --> 00:29:23.214
we're only good as our last slice.

00:29:23.915 --> 00:29:25.016
And I go, that's the,

00:29:25.256 --> 00:29:26.816
that's the mindset of an entrepreneur.

00:29:27.155 --> 00:29:28.316
He didn't make excuses.

00:29:28.655 --> 00:29:29.656
He didn't blame Dave.

00:29:29.717 --> 00:29:31.257
Like, Oh, the wrong guy was on the cook.

00:29:31.297 --> 00:29:33.176
You know, you came on the wrong day.

00:29:33.416 --> 00:29:34.156
He wasn't denial.

00:29:34.277 --> 00:29:35.278
Oh, you're full of shit, Dave.

00:29:35.518 --> 00:29:35.817
He said,

00:29:35.857 --> 00:29:37.897
we're only as good as our last slice.

00:29:38.198 --> 00:29:38.617
slice.

00:29:39.378 --> 00:29:41.220
And that's the mindset of an entrepreneur.

00:29:41.480 --> 00:29:41.980
You got to say,

00:29:42.101 --> 00:29:43.721
am I better today than I was yesterday?

00:29:44.162 --> 00:29:45.563
And you know,

00:29:45.583 --> 00:29:46.743
they have 365 days a year to

00:29:46.784 --> 00:29:47.325
get it right.

00:29:47.704 --> 00:29:48.885
And so long as you're better,

00:29:49.286 --> 00:29:51.327
most days you'll stay in business.

00:29:52.048 --> 00:29:52.848
There are days that I've

00:29:52.888 --> 00:29:53.828
come in here and I go, okay,

00:29:54.109 --> 00:29:55.770
today was not a good day today.

00:29:55.810 --> 00:29:57.912
We did not outperform yesterday.

00:29:58.333 --> 00:29:59.173
And here's a beautiful thing.

00:29:59.794 --> 00:30:01.174
The bar is really low for tomorrow.

00:30:01.949 --> 00:30:02.509
Right, that's it.

00:30:02.548 --> 00:30:04.230
We got a low bar tomorrow.

00:30:04.750 --> 00:30:07.333
Now we have to, right?

00:30:07.353 --> 00:30:08.453
If we come in and we shit

00:30:08.473 --> 00:30:09.934
the bed on a Wednesday, right?

00:30:10.055 --> 00:30:11.455
Thursday, we got to beat Wednesday.

00:30:11.615 --> 00:30:11.915
That's it.

00:30:12.096 --> 00:30:13.017
Let's beat Wednesday.

00:30:13.156 --> 00:30:14.557
And if we're better than Tuesday,

00:30:14.978 --> 00:30:15.519
even better.

00:30:15.959 --> 00:30:17.819
Today, we got to beat Wednesday, right?

00:30:17.839 --> 00:30:18.980
And then when you do that,

00:30:19.701 --> 00:30:20.602
more often than not,

00:30:20.622 --> 00:30:21.303
you're going to be better.

00:30:21.462 --> 00:30:22.663
And you're going to eventually, you peak,

00:30:22.923 --> 00:30:23.364
you fall.

00:30:23.605 --> 00:30:24.664
You peak, you fall.

00:30:25.046 --> 00:30:26.386
We had 1,000 reviews last week.

00:30:28.487 --> 00:30:28.968
On Sunday,

00:30:29.008 --> 00:30:30.430
we had 1,000 reviews with a

00:30:30.470 --> 00:30:31.550
perfect five-star rating.

00:30:31.951 --> 00:30:35.455
And on Tuesday, we got a one-star review.

00:30:36.257 --> 00:30:36.436
Now,

00:30:37.178 --> 00:30:38.058
there was a bunch of contributing

00:30:38.099 --> 00:30:38.740
factors to it.

00:30:40.179 --> 00:30:41.058
The guy that did the job

00:30:41.138 --> 00:30:42.480
called the gentleman.

00:30:43.259 --> 00:30:44.579
I think he since deleted the review.

00:30:44.619 --> 00:30:45.961
I think he was upset.

00:30:46.060 --> 00:30:48.480
It was put down as a one-star review.

00:30:48.540 --> 00:30:49.541
It was written as about like

00:30:49.561 --> 00:30:50.541
a three-star review.

00:30:51.402 --> 00:30:52.662
And most of what he said was

00:30:53.021 --> 00:30:53.823
factually incorrect.

00:30:53.982 --> 00:30:55.423
And when they argue, we're just like, hey,

00:30:55.643 --> 00:30:56.903
let's – how do we – we

00:30:56.923 --> 00:30:58.344
didn't go on Google like, oh,

00:30:58.364 --> 00:30:58.943
you're full of shit.

00:30:58.963 --> 00:30:59.604
Take this down.

00:30:59.784 --> 00:31:00.064
F you.

00:31:00.304 --> 00:31:01.444
No, let's talk it through.

00:31:01.605 --> 00:31:01.984
So it's like –

00:31:02.825 --> 00:31:03.865
we were living high for

00:31:03.885 --> 00:31:05.365
about 24 hours on the,

00:31:05.526 --> 00:31:07.346
on the thousand reviews of

00:31:07.386 --> 00:31:08.827
the perfect size five-star rating.

00:31:09.107 --> 00:31:11.028
And then we get kicked in the,

00:31:11.368 --> 00:31:12.630
kicked in the shin with a

00:31:12.710 --> 00:31:13.329
one-star review.

00:31:13.349 --> 00:31:14.130
And it's like, okay.

00:31:14.770 --> 00:31:16.211
And there was some onus, right?

00:31:16.271 --> 00:31:16.632
I'd say,

00:31:16.632 --> 00:31:20.439
75, 80% of what the guy was talking about,

00:31:20.779 --> 00:31:23.362
there was nothing, no facts behind it.

00:31:23.701 --> 00:31:25.683
And the other 20, 25%, hey,

00:31:26.084 --> 00:31:26.884
there's some onus there.

00:31:27.644 --> 00:31:28.246
There was things,

00:31:29.866 --> 00:31:31.087
there was opportunities missed.

00:31:31.127 --> 00:31:31.568
We'll say that.

00:31:31.608 --> 00:31:32.328
I was about to say there's

00:31:32.348 --> 00:31:33.509
things we should have done or could have.

00:31:33.691 --> 00:31:34.171
It's bullshit.

00:31:34.411 --> 00:31:35.711
There was missed opportunities.

00:31:35.751 --> 00:31:36.032
That's it.

00:31:36.755 --> 00:31:38.336
Like, were we perfect?

00:31:38.435 --> 00:31:38.616
No.

00:31:39.317 --> 00:31:40.097
Was there room to grow?

00:31:40.137 --> 00:31:40.377
Yes.

00:31:40.518 --> 00:31:41.719
Okay, let's talk about that growth.

00:31:42.420 --> 00:31:43.420
Let's not argue the facts of

00:31:43.440 --> 00:31:44.020
the case anymore.

00:31:44.580 --> 00:31:44.862
Sure.

00:31:44.902 --> 00:31:45.862
Yeah, absolutely.

00:31:46.242 --> 00:31:46.403
No,

00:31:46.442 --> 00:31:48.163
and it's funny because you're talking

00:31:48.203 --> 00:31:49.765
about hero to zero, right?

00:31:49.846 --> 00:31:51.886
Every day, you're at the end of the day,

00:31:51.926 --> 00:31:52.607
you're a hero.

00:31:52.667 --> 00:31:53.848
Next morning, you're at zero.

00:31:54.229 --> 00:31:55.589
I have to say that that

00:31:55.670 --> 00:31:58.692
takes a special intuition.

00:31:58.792 --> 00:32:00.473
It takes a special courage

00:32:00.534 --> 00:32:02.115
that not all people have.

00:32:02.275 --> 00:32:04.096
And so some people listening

00:32:04.156 --> 00:32:05.357
might not really understand

00:32:05.538 --> 00:32:06.140
have that.

00:32:06.259 --> 00:32:07.282
And you just have to kind of

00:32:07.502 --> 00:32:09.207
either find a way to get it

00:32:09.287 --> 00:32:10.490
or own up to the fact that

00:32:10.611 --> 00:32:11.993
I don't know if I can handle that.

00:32:12.893 --> 00:32:13.492
up and down.

00:32:13.593 --> 00:32:16.193
If you've had a salary your whole life,

00:32:16.294 --> 00:32:17.434
I know on my podcast,

00:32:17.474 --> 00:32:18.615
we talk a lot about the

00:32:18.674 --> 00:32:20.476
transition from corporate

00:32:20.516 --> 00:32:22.676
America into entrepreneur.

00:32:23.156 --> 00:32:23.596
And it's like,

00:32:23.616 --> 00:32:25.038
there are certain people that just,

00:32:25.458 --> 00:32:26.377
let's be real, Andy,

00:32:26.397 --> 00:32:27.419
they don't have that.

00:32:28.118 --> 00:32:30.259
And it's not good or bad, right or wrong.

00:32:30.279 --> 00:32:31.681
They're great at what they do.

00:32:32.161 --> 00:32:33.280
They just might not have

00:32:33.340 --> 00:32:35.701
that courage to go up and down.

00:32:35.801 --> 00:32:37.363
Like you said, at the end of the day,

00:32:37.383 --> 00:32:38.103
you're a hero.

00:32:38.462 --> 00:32:39.844
Eight o'clock the next morning, man,

00:32:40.124 --> 00:32:41.284
you're back to zero again.

00:32:41.304 --> 00:32:42.204
You know, it's

00:32:42.644 --> 00:32:42.865
You know,

00:32:44.066 --> 00:32:46.167
we have our monthly – we do our

00:32:46.208 --> 00:32:47.067
weekly L10 meetings.

00:32:47.087 --> 00:32:49.569
We do EOS, and we do our weekly meetings,

00:32:49.589 --> 00:32:51.632
and we have our scorecard.

00:32:51.672 --> 00:32:53.373
And then we also do a monthly KPI meeting.

00:32:53.854 --> 00:32:54.794
And I remind the guys,

00:32:55.154 --> 00:32:56.596
Monday morning starts all over.

00:32:57.036 --> 00:32:58.978
So if on Friday we – if on

00:32:59.038 --> 00:33:00.499
Friday we didn't have a great week,

00:33:00.519 --> 00:33:01.098
like last week,

00:33:01.159 --> 00:33:02.500
we didn't have a great week, right?

00:33:02.559 --> 00:33:04.942
And I told my guys on Friday afternoon,

00:33:04.961 --> 00:33:05.422
I said, hey, guys,

00:33:05.462 --> 00:33:07.163
we did not finish strong this week.

00:33:07.463 --> 00:33:08.464
We had a shit week when it

00:33:08.484 --> 00:33:09.506
came to top-line revenue.

00:33:10.105 --> 00:33:11.266
Let's get back at it Monday.

00:33:11.605 --> 00:33:12.567
It does not matter what

00:33:12.606 --> 00:33:13.207
happened this week.

00:33:13.467 --> 00:33:14.487
This week is already over.

00:33:14.727 --> 00:33:15.586
We had this conversation at 4.

00:33:16.007 --> 00:33:17.268
It was like 4.30,

00:33:17.268 --> 00:33:18.307
4.40 on Friday afternoon.

00:33:18.548 --> 00:33:18.887
Hey, guys.

00:33:19.188 --> 00:33:19.948
Yeah.

00:33:20.048 --> 00:33:21.148
We missed goal this week.

00:33:21.189 --> 00:33:22.048
We did not make goal.

00:33:22.409 --> 00:33:24.028
And we have the opportunity

00:33:24.409 --> 00:33:25.430
Monday morning to turn it around.

00:33:25.650 --> 00:33:27.309
And my ops guy, who's phenomenal,

00:33:27.609 --> 00:33:29.711
he was pounding the phones on Saturday.

00:33:29.911 --> 00:33:30.611
He did what he could on

00:33:30.671 --> 00:33:32.010
Saturday and going into Sunday.

00:33:32.371 --> 00:33:32.932
That Monday,

00:33:33.271 --> 00:33:34.352
we started off in a better

00:33:34.392 --> 00:33:37.232
position than we would have

00:33:37.452 --> 00:33:38.813
had he not done the work on Saturday.

00:33:39.153 --> 00:33:39.692
And that's the thing.

00:33:39.952 --> 00:33:40.933
That's the choice you can

00:33:40.973 --> 00:33:42.275
make because when,

00:33:42.375 --> 00:33:44.455
when you have made it or when you failed,

00:33:45.076 --> 00:33:46.596
tomorrow's a new day and

00:33:46.616 --> 00:33:47.317
you gotta be great.

00:33:47.877 --> 00:33:49.378
And that's why it's like, even with me, I,

00:33:49.598 --> 00:33:51.220
I, I struggle to celebrate.

00:33:51.359 --> 00:33:52.759
That's one of my, my challenges,

00:33:52.799 --> 00:33:54.361
like a self-sabotage mode

00:33:54.861 --> 00:33:57.663
is I expect myself to be phenomenal.

00:33:58.242 --> 00:33:59.364
And when I'm phenomenal, it's like,

00:33:59.403 --> 00:34:00.243
that was the ante.

00:34:00.443 --> 00:34:00.825
That was it.

00:34:00.865 --> 00:34:01.184
We, we,

00:34:01.224 --> 00:34:03.726
we covered our bets and when we fail,

00:34:03.786 --> 00:34:04.707
I beat myself up.

00:34:04.767 --> 00:34:06.307
So it's, it's more a, uh,

00:34:07.307 --> 00:34:09.289
How do we celebrate the wins

00:34:10.030 --> 00:34:12.110
and know that the work has

00:34:12.130 --> 00:34:13.170
only started for today?

00:34:13.210 --> 00:34:14.972
It's like, yeah, we got her done.

00:34:15.373 --> 00:34:16.393
Now what's tomorrow look like?

00:34:16.974 --> 00:34:17.653
Yeah.

00:34:18.434 --> 00:34:18.635
Well,

00:34:18.655 --> 00:34:20.034
and it's odd because like we only

00:34:20.074 --> 00:34:22.076
celebrate birthdays once a year, right?

00:34:22.135 --> 00:34:24.418
So you got 364 days of no

00:34:24.438 --> 00:34:25.798
birthday celebration for

00:34:25.918 --> 00:34:26.978
one day of a birthday.

00:34:27.039 --> 00:34:28.840
So it's probably normal for

00:34:28.860 --> 00:34:30.920
you to spend a few minutes

00:34:31.061 --> 00:34:33.362
celebrating before you get back at it.

00:34:34.282 --> 00:34:35.443
What we've done at least in

00:34:35.503 --> 00:34:36.764
our house is we've gone to

00:34:36.804 --> 00:34:38.583
birthday months.

00:34:40.445 --> 00:34:42.306
That's your month and it's

00:34:42.405 --> 00:34:43.646
not like the end of the world,

00:34:44.025 --> 00:34:45.206
tons of things great happen,

00:34:45.246 --> 00:34:47.286
but it's just a different way.

00:34:47.347 --> 00:34:48.867
Rather than try to fit

00:34:48.927 --> 00:34:49.807
everything into 24 hours,

00:34:50.927 --> 00:34:52.168
I mean, like, you know,

00:34:52.289 --> 00:34:53.389
your guy said that your

00:34:53.429 --> 00:34:56.132
podcast just hit 50,000 downloads, right?

00:34:56.552 --> 00:34:57.592
I mean, you stole my,

00:34:57.932 --> 00:34:58.614
you stole my thunder.

00:34:58.653 --> 00:34:59.534
I was about to announce it.

00:34:59.574 --> 00:34:59.954
I like it.

00:34:59.974 --> 00:35:00.635
No, I'm sorry.

00:35:00.655 --> 00:35:03.097
No, no, no, no, no, no.

00:35:03.157 --> 00:35:04.157
Yeah.

00:35:04.257 --> 00:35:08.240
I know there's new shit came to light,

00:35:08.280 --> 00:35:08.460
man.

00:35:08.581 --> 00:35:09.322
No, it's awesome.

00:35:09.342 --> 00:35:10.382
But I mean, that's so,

00:35:10.603 --> 00:35:12.123
but so that's it right there.

00:35:12.284 --> 00:35:12.684
So, and,

00:35:12.824 --> 00:35:14.465
and I'm in the same spot that you're in.

00:35:14.485 --> 00:35:15.766
So you talk about that one,

00:35:16.327 --> 00:35:17.208
one star rating.

00:35:17.248 --> 00:35:19.829
So I'm speaking down in Chicago, I think.

00:35:19.909 --> 00:35:19.969
And,

00:35:21.027 --> 00:35:21.947
You know, at the end,

00:35:22.128 --> 00:35:23.528
the place that I was speaking at,

00:35:23.949 --> 00:35:27.313
they had rate the rate, the speaker.

00:35:27.432 --> 00:35:30.376
So we get the reviews back and fives,

00:35:30.516 --> 00:35:31.177
all fives.

00:35:31.237 --> 00:35:32.418
And there was one four.

00:35:33.579 --> 00:35:35.641
And I'm just like, you know, OK,

00:35:35.701 --> 00:35:37.342
so there again, there's a choice.

00:35:37.402 --> 00:35:39.505
Now I can focus on the fifty

00:35:39.585 --> 00:35:42.728
five fives or I can focus

00:35:42.807 --> 00:35:43.608
on the one five.

00:35:44.010 --> 00:35:44.690
for, right?

00:35:45.030 --> 00:35:46.192
Where do you think I focused?

00:35:46.271 --> 00:35:48.012
I sat and looked at that for and I'm like,

00:35:48.052 --> 00:35:49.092
what the heck, right?

00:35:49.693 --> 00:35:52.293
And, and yet, so I had a choice,

00:35:52.373 --> 00:35:53.394
because they gave some

00:35:53.434 --> 00:35:55.355
constructive criticism on a

00:35:55.414 --> 00:35:57.396
PowerPoint suggestion,

00:35:57.436 --> 00:35:59.496
which I've integrated, and it made sense.

00:36:00.157 --> 00:36:01.177
But I think that's really an

00:36:01.237 --> 00:36:03.199
important aspect that we miss.

00:36:03.378 --> 00:36:05.059
If somebody shares with you

00:36:05.159 --> 00:36:08.219
something you are short at, you know,

00:36:08.239 --> 00:36:10.101
it had the courage to own up for it.

00:36:10.460 --> 00:36:11.922
And rather than again,

00:36:12.461 --> 00:36:12.541
Oh,

00:36:12.601 --> 00:36:14.282
you don't know what you're talking about.

00:36:14.744 --> 00:36:15.364
You suck.

00:36:15.563 --> 00:36:16.065
You know,

00:36:16.425 --> 00:36:17.865
I didn't want to be there anyway.

00:36:17.925 --> 00:36:19.047
I'm not coming back.

00:36:19.186 --> 00:36:19.507
You know,

00:36:19.646 --> 00:36:21.208
all this negative rather than

00:36:21.367 --> 00:36:23.610
thanking people for sharing

00:36:23.650 --> 00:36:24.369
their thoughts,

00:36:24.429 --> 00:36:25.811
because that's what you asked for.

00:36:26.492 --> 00:36:27.052
Don't ask.

00:36:27.192 --> 00:36:30.855
If you don't want to know, don't ask.

00:36:30.875 --> 00:36:31.695
When you get all the answers,

00:36:31.715 --> 00:36:32.775
you don't need to ask questions.

00:36:33.096 --> 00:36:34.657
So one thing I'm going to, I'll push back.

00:36:34.697 --> 00:36:36.097
I'm going to challenge you on this, Dave.

00:36:36.798 --> 00:36:38.159
You know, I wrote a book all about words.

00:36:38.900 --> 00:36:39.400
Yeah.

00:36:39.719 --> 00:36:41.661
One phrase you said that I despise.

00:36:43.063 --> 00:36:44.344
constructive criticism.

00:36:44.903 --> 00:36:45.103
Sure.

00:36:45.164 --> 00:36:45.465
It's, it's,

00:36:45.744 --> 00:36:47.365
it's a garbage phrase because

00:36:47.425 --> 00:36:48.666
it's this weird accent or

00:36:48.706 --> 00:36:49.146
here's the deal.

00:36:49.867 --> 00:36:52.130
You ask for feedback and you got feedback.

00:36:52.309 --> 00:36:52.570
That's it.

00:36:52.650 --> 00:36:53.371
It was only feedback.

00:36:53.650 --> 00:36:55.911
It wasn't because it wasn't constructive.

00:36:56.753 --> 00:36:58.393
It's only constructive to the viewer.

00:36:58.434 --> 00:36:58.634
Right.

00:36:58.954 --> 00:36:59.775
At the end of the day,

00:36:59.815 --> 00:37:00.476
he gave you feedback

00:37:00.496 --> 00:37:02.077
because you know what they might've said,

00:37:02.117 --> 00:37:03.257
Hey, this slide was jacked up.

00:37:03.737 --> 00:37:04.739
And it's like, no, no, that's it.

00:37:04.818 --> 00:37:05.438
It was perfect.

00:37:05.619 --> 00:37:06.320
It's exactly right.

00:37:06.340 --> 00:37:08.621
You didn't understand it or like, Oh yeah,

00:37:08.822 --> 00:37:09.481
that is jacked up.

00:37:09.963 --> 00:37:11.643
And when you start changing feedback,

00:37:12.483 --> 00:37:13.684
Criticism or constructive,

00:37:14.204 --> 00:37:15.583
just it's all feedback.

00:37:15.784 --> 00:37:17.485
Feedback is a neutral term.

00:37:17.505 --> 00:37:18.025
It's like, well,

00:37:18.045 --> 00:37:19.085
what feedback did you get?

00:37:19.405 --> 00:37:21.586
And now you can disagree

00:37:21.606 --> 00:37:22.708
with the four all you want.

00:37:22.748 --> 00:37:23.907
That's insignificant, right?

00:37:24.829 --> 00:37:26.128
Why they gave you the four?

00:37:26.510 --> 00:37:27.949
Okay, now there's something there.

00:37:27.989 --> 00:37:28.670
Oh, it's the slide.

00:37:29.130 --> 00:37:30.331
Or, hey, you stumbled.

00:37:30.851 --> 00:37:32.172
Or, you know what?

00:37:32.371 --> 00:37:32.992
Someone might say,

00:37:33.233 --> 00:37:34.472
I gave you a two because

00:37:34.492 --> 00:37:35.514
the message didn't apply to

00:37:35.554 --> 00:37:36.554
me because I thought you

00:37:36.574 --> 00:37:37.295
were going to talk about...

00:37:38.038 --> 00:37:40.179
entrepreneurship and you

00:37:40.199 --> 00:37:41.719
talked about leadership.

00:37:43.320 --> 00:37:44.219
The speech was great.

00:37:44.280 --> 00:37:46.641
The messaging or the marketing was shit.

00:37:46.721 --> 00:37:47.701
Or the person walked in the

00:37:47.721 --> 00:37:49.282
wrong room because it was

00:37:49.282 --> 00:37:50.641
201 and they thought it was 102.

00:37:50.641 --> 00:37:55.503
It's feedback.

00:37:55.523 --> 00:37:56.664
That's great information.

00:37:56.965 --> 00:37:58.164
I never even thought of that

00:37:58.224 --> 00:37:59.164
until you said that.

00:37:59.525 --> 00:38:01.365
Feedback is a great word to

00:38:01.505 --> 00:38:04.347
cover up your constructive

00:38:04.427 --> 00:38:06.248
criticism comments.

00:38:06.288 --> 00:38:06.768
Thank you for

00:38:07.351 --> 00:38:08.351
I'm going to do my best to

00:38:08.391 --> 00:38:10.472
make that change.

00:38:10.592 --> 00:38:12.074
And you asked for feedback,

00:38:12.134 --> 00:38:13.074
and you got feedback.

00:38:13.494 --> 00:38:13.634
Right.

00:38:13.653 --> 00:38:14.795
So why do we need to label it?

00:38:15.574 --> 00:38:15.775
Right.

00:38:15.875 --> 00:38:16.735
Actually,

00:38:17.496 --> 00:38:18.536
I recently found out that my

00:38:18.596 --> 00:38:22.117
parents now listen to my podcast,

00:38:22.177 --> 00:38:22.938
and my mom and dad are

00:38:23.018 --> 00:38:23.597
listening right now.

00:38:23.617 --> 00:38:24.717
And I know that because my

00:38:24.757 --> 00:38:26.639
mom commented on behalf of my dad.

00:38:27.139 --> 00:38:28.440
And one of the things I – so

00:38:28.699 --> 00:38:30.219
interesting because he's – My mom,

00:38:30.260 --> 00:38:30.701
my dad.

00:38:30.721 --> 00:38:30.981
Yeah.

00:38:31.201 --> 00:38:31.360
Yeah.

00:38:32.201 --> 00:38:33.822
So one thing that came up this weekend,

00:38:33.842 --> 00:38:35.782
we had dinner with them.

00:38:35.822 --> 00:38:36.403
We took them out.

00:38:36.704 --> 00:38:38.264
My parents have been working

00:38:38.284 --> 00:38:39.505
the last year on my house,

00:38:39.545 --> 00:38:40.346
remodeling my house.

00:38:40.385 --> 00:38:42.387
And so we're at the – we can

00:38:42.427 --> 00:38:43.208
see the finish line.

00:38:43.367 --> 00:38:43.827
It's there.

00:38:44.228 --> 00:38:44.809
We're getting close.

00:38:45.329 --> 00:38:46.369
Anyways, we went out for dinner.

00:38:47.452 --> 00:38:48.512
And my girlfriend was there.

00:38:48.592 --> 00:38:49.432
And one of the things that

00:38:50.114 --> 00:38:51.655
got brought up was

00:38:51.675 --> 00:38:53.016
entrepreneurship because

00:38:53.036 --> 00:38:55.097
she is the standard J-O-B person.

00:38:55.518 --> 00:38:56.277
She's got a job.

00:38:56.838 --> 00:38:58.159
All of her friends and family have jobs.

00:38:58.179 --> 00:38:58.639
They have jobs.

00:38:58.659 --> 00:38:59.360
That's what they have, right?

00:38:59.380 --> 00:39:00.260
They are job people.

00:39:00.740 --> 00:39:02.041
And I was raised with

00:39:02.362 --> 00:39:03.302
entrepreneurial people.

00:39:03.603 --> 00:39:05.063
So I was raised by my father,

00:39:05.324 --> 00:39:06.565
who has owned his business for 30 years.

00:39:08.146 --> 00:39:09.226
Both my parents' fathers,

00:39:09.246 --> 00:39:10.266
so both my grandfathers

00:39:10.327 --> 00:39:11.047
owned their businesses.

00:39:11.146 --> 00:39:12.626
One was a farmer, one was a dentist.

00:39:13.007 --> 00:39:14.788
And then of my great-grandfathers,

00:39:15.168 --> 00:39:16.467
two of the four for sure

00:39:16.728 --> 00:39:17.547
had their own businesses.

00:39:17.628 --> 00:39:18.688
One had a scrap operation

00:39:18.969 --> 00:39:19.588
and one had a farm.

00:39:19.608 --> 00:39:21.208
So entrepreneurship is what I do.

00:39:21.648 --> 00:39:21.929
Anyways,

00:39:21.949 --> 00:39:23.110
we were talking this weekend at

00:39:23.170 --> 00:39:24.210
dinner and my dad brought up,

00:39:24.230 --> 00:39:25.389
he puts in doors for a living.

00:39:25.429 --> 00:39:26.309
He's 67 years old.

00:39:26.369 --> 00:39:27.871
He still puts in doors every day.

00:39:28.710 --> 00:39:31.072
And out of five days last week, two days,

00:39:31.532 --> 00:39:32.452
his doors got canceled.

00:39:33.271 --> 00:39:36.072
One, because the sill was wrong,

00:39:36.893 --> 00:39:37.333
or the jam.

00:39:37.353 --> 00:39:37.972
The jam was wrong.

00:39:38.032 --> 00:39:38.813
It's off by like three

00:39:38.853 --> 00:39:41.974
quarters of an inch on an $8,000 door.

00:39:42.333 --> 00:39:42.914
We're not going to just

00:39:42.954 --> 00:39:43.793
cover this up with a little

00:39:44.233 --> 00:39:45.335
piece of wood.

00:39:45.554 --> 00:39:47.175
And the other one was like an $800 door.

00:39:47.574 --> 00:39:48.614
And I can't, oh, there was a dent.

00:39:48.655 --> 00:39:49.556
There was a ding or a dent.

00:39:49.675 --> 00:39:50.456
Something wrong with it, right?

00:39:50.936 --> 00:39:51.815
So in his world,

00:39:51.936 --> 00:39:53.235
he had two full days of

00:39:53.315 --> 00:39:56.637
work canceled by no fault of his own,

00:39:57.336 --> 00:39:57.556
right?

00:39:58.077 --> 00:39:59.878
And now he went, we have a hobby farm.

00:40:00.788 --> 00:40:01.329
in Mequon.

00:40:01.550 --> 00:40:02.972
And he was like, Hey, the sun's shining.

00:40:02.992 --> 00:40:03.934
It's an opportunity for me

00:40:03.974 --> 00:40:04.956
to work on other projects.

00:40:05.378 --> 00:40:06.099
It's like, you, you,

00:40:06.780 --> 00:40:08.864
you can sit there and dwell on, well,

00:40:08.925 --> 00:40:10.068
who screwed it up, uh,

00:40:10.713 --> 00:40:11.373
How do we fix it?

00:40:11.655 --> 00:40:12.875
Or you just say, you know what?

00:40:12.914 --> 00:40:13.596
Door's not right.

00:40:13.675 --> 00:40:14.596
I'm going to bring it back.

00:40:14.916 --> 00:40:15.097
Yep.

00:40:15.536 --> 00:40:16.797
Two hours of the day are gone,

00:40:16.998 --> 00:40:18.759
invested with zero return

00:40:18.838 --> 00:40:19.539
on my investment.

00:40:19.858 --> 00:40:20.960
And now I move on.

00:40:21.320 --> 00:40:22.400
And now what I'm going to do

00:40:22.561 --> 00:40:24.342
today with this weather, hell,

00:40:24.362 --> 00:40:25.041
take the day off,

00:40:25.101 --> 00:40:26.023
work on another project.

00:40:26.362 --> 00:40:27.443
It's that mindset of

00:40:27.523 --> 00:40:29.244
entrepreneurship that I was raised on.

00:40:29.565 --> 00:40:30.666
And so when shit doesn't go

00:40:30.726 --> 00:40:31.565
the way I plan on it,

00:40:31.686 --> 00:40:32.746
it's not a question of right or wrong.

00:40:33.067 --> 00:40:34.568
I plan for things and then

00:40:34.608 --> 00:40:36.168
it doesn't go the way I plan on it.

00:40:36.409 --> 00:40:37.509
And then what do I do?

00:40:37.809 --> 00:40:38.789
How do I respond?

00:40:39.010 --> 00:40:39.510
That's a choice.

00:40:40.231 --> 00:40:41.692
And that's what ultimately

00:40:41.711 --> 00:40:43.853
makes a good entrepreneur.

00:40:44.112 --> 00:40:44.693
That's what makes a

00:40:44.713 --> 00:40:45.574
successful entrepreneur.

00:40:45.974 --> 00:40:46.253
Yeah.

00:40:46.454 --> 00:40:48.135
You get to decide on,

00:40:48.494 --> 00:40:49.695
do I want to dwell on the

00:40:49.775 --> 00:40:51.175
two hours that I didn't get

00:40:51.237 --> 00:40:52.976
work done or the six hours

00:40:53.016 --> 00:40:54.217
that I did get stuff done?

00:40:54.775 --> 00:40:55.576
I mean, think about it.

00:40:55.876 --> 00:40:58.018
Your dad could have called up the vendor.

00:40:58.137 --> 00:40:59.500
He could have bitched them out.

00:40:59.579 --> 00:41:01.021
I mean, he could have just, you know,

00:41:01.481 --> 00:41:03.724
he could have just ruined his whole day,

00:41:03.804 --> 00:41:05.965
ruined other people's day as well,

00:41:06.027 --> 00:41:06.646
which again,

00:41:07.108 --> 00:41:08.688
sometimes we want to do that.

00:41:08.748 --> 00:41:10.610
I don't know why people are like that,

00:41:10.650 --> 00:41:12.612
but misery loves company, I guess.

00:41:13.173 --> 00:41:14.936
And it's like, if I'm having a bad day,

00:41:15.476 --> 00:41:15.695
Dude,

00:41:15.735 --> 00:41:17.117
you're going to have a bad day along

00:41:17.197 --> 00:41:17.737
with me,

00:41:17.757 --> 00:41:19.179
even though you have nothing to

00:41:19.219 --> 00:41:19.739
do with it.

00:41:20.740 --> 00:41:22.902
And let's look at root cause, right?

00:41:23.043 --> 00:41:24.724
The door was manufactured incorrectly.

00:41:25.744 --> 00:41:27.365
Yelling, screaming, getting shitty,

00:41:27.626 --> 00:41:29.987
throwing a fit does not fix the door.

00:41:30.148 --> 00:41:31.590
The door is still wrong, right?

00:41:31.889 --> 00:41:32.090
Nope.

00:41:32.389 --> 00:41:32.610
Yep.

00:41:32.851 --> 00:41:33.411
Absolutely.

00:41:34.152 --> 00:41:35.972
And that's no different when

00:41:36.012 --> 00:41:37.614
people lose bids on jobs.

00:41:37.655 --> 00:41:39.215
It's like, you can get shitty about it.

00:41:39.596 --> 00:41:40.297
Is the customer going to

00:41:40.336 --> 00:41:41.077
change their behavior?

00:41:41.117 --> 00:41:42.998
Is that one customer going to hire you?

00:41:43.340 --> 00:41:43.460
No.

00:41:45.103 --> 00:41:45.804
let's drive on.

00:41:46.603 --> 00:41:46.864
Yeah.

00:41:47.565 --> 00:41:47.804
Yeah.

00:41:47.885 --> 00:41:48.585
It's hard though.

00:41:48.626 --> 00:41:49.606
Let's be real, right?

00:41:49.746 --> 00:41:51.568
It's hard to drive on.

00:41:51.588 --> 00:41:52.389
I don't know about you,

00:41:52.829 --> 00:41:55.471
but it's hard to not go down that hole.

00:41:55.570 --> 00:41:57.052
It's, it takes practice.

00:41:57.612 --> 00:41:59.114
It takes intentionality.

00:41:59.655 --> 00:42:02.657
It takes the ability to be like, no more,

00:42:02.737 --> 00:42:04.719
I'm not going down this road.

00:42:04.898 --> 00:42:04.978
And

00:42:05.454 --> 00:42:05.614
You know,

00:42:05.635 --> 00:42:07.036
I'll never forget years ago when

00:42:07.056 --> 00:42:09.777
I owned my construction supply company,

00:42:10.237 --> 00:42:12.199
I was going to the NBA show

00:42:12.378 --> 00:42:15.001
in like early January on a weekend.

00:42:15.061 --> 00:42:16.762
And it was like, I don't know,

00:42:16.762 --> 00:42:18.443
15 below zero in Milwaukee.

00:42:18.902 --> 00:42:20.264
And I'm driving on a Sunday

00:42:20.324 --> 00:42:21.405
morning and I'm like, man,

00:42:21.425 --> 00:42:22.784
this is like the last thing

00:42:22.826 --> 00:42:23.585
I want to do right now.

00:42:24.500 --> 00:42:27.702
You know, this just sucks, right?

00:42:28.161 --> 00:42:29.563
And then it was right there

00:42:29.623 --> 00:42:31.425
that I was like, I'm like, well, dude,

00:42:31.525 --> 00:42:32.804
why don't you change your

00:42:32.985 --> 00:42:34.547
attitude from I have to go

00:42:34.606 --> 00:42:36.628
to work to I get to go to work?

00:42:37.288 --> 00:42:39.110
And something just so slightly,

00:42:39.130 --> 00:42:40.831
it was a small course correction.

00:42:41.351 --> 00:42:42.451
But it made such a huge

00:42:42.550 --> 00:42:43.891
difference in that whole

00:42:43.972 --> 00:42:46.351
day because we've all met

00:42:46.411 --> 00:42:48.032
people at Taco Bell or

00:42:48.211 --> 00:42:50.213
anywhere that they hate

00:42:50.253 --> 00:42:51.652
their life and they want to

00:42:51.693 --> 00:42:53.213
make sure we hate ours too.

00:42:53.634 --> 00:42:55.373
And it's just like, man, I don't get it.

00:42:55.514 --> 00:42:57.693
But we have that ability at

00:42:57.733 --> 00:42:59.414
that point to say I have to

00:42:59.454 --> 00:43:00.934
go to work or I can say I

00:43:00.994 --> 00:43:02.936
get to go to work and watch

00:43:03.016 --> 00:43:04.916
the changes occur throughout the day.

00:43:06.175 --> 00:43:07.596
It's interesting you bring it up.

00:43:07.655 --> 00:43:08.416
I'm actually bringing up my

00:43:08.456 --> 00:43:11.396
PowerPoint for my workshop I do.

00:43:11.777 --> 00:43:13.978
And this is a no shit.

00:43:14.557 --> 00:43:15.938
I talk about it regularly.

00:43:16.199 --> 00:43:20.980
That exact instance.

00:43:21.599 --> 00:43:22.980
Of course, now I can't figure out how to.

00:43:23.000 --> 00:43:24.061
Let me figure out how I can

00:43:24.920 --> 00:43:25.440
screen share it.

00:43:25.460 --> 00:43:26.201
No, it doesn't want to go there.

00:43:26.221 --> 00:43:26.900
It doesn't want to go there.

00:43:26.920 --> 00:43:28.342
I got to move my screens around.

00:43:29.081 --> 00:43:29.981
This is why I have a producer.

00:43:30.021 --> 00:43:31.103
Normally Taylor does all this stuff.

00:43:31.242 --> 00:43:32.463
When I know I'm going to use something,

00:43:32.903 --> 00:43:35.085
then Taylor does it ahead of time.

00:43:36.545 --> 00:43:36.846
We got it.

00:43:36.905 --> 00:43:37.726
I think I got her dialed in.

00:43:37.746 --> 00:43:38.025
Let's see.

00:43:38.166 --> 00:43:38.666
Oh, yeah.

00:43:38.887 --> 00:43:39.246
Oh, my God.

00:43:39.447 --> 00:43:39.686
Look at me.

00:43:39.706 --> 00:43:40.146
I'm killing it.

00:43:40.606 --> 00:43:41.047
I'm doing it.

00:43:41.108 --> 00:43:41.728
I'm doing the thing.

00:43:41.748 --> 00:43:43.869
Now I got to figure out

00:43:43.889 --> 00:43:44.809
which tab I want to.

00:43:44.869 --> 00:43:45.449
Oh, there it is.

00:43:45.530 --> 00:43:46.110
I'm sharing.

00:43:46.170 --> 00:43:46.789
I'm clicking.

00:43:46.829 --> 00:43:47.391
We're doing.

00:43:47.411 --> 00:43:47.490
Boom.

00:43:47.851 --> 00:43:48.130
Boom.

00:43:50.474 --> 00:43:51.293
There it is.

00:43:51.554 --> 00:43:53.155
I talk myself through that.

00:43:53.175 --> 00:43:55.635
We almost filibustered.

00:43:55.655 --> 00:43:56.416
Here's the difference.

00:43:56.436 --> 00:43:58.856
This is exactly what you talked about.

00:43:59.396 --> 00:44:00.496
This is the difference.

00:44:00.617 --> 00:44:03.077
Neutral of something you need to do.

00:44:03.277 --> 00:44:04.838
I use for the neutral words,

00:44:05.277 --> 00:44:06.338
I use the need.

00:44:06.358 --> 00:44:07.538
There's something you need to do.

00:44:07.617 --> 00:44:08.898
That's no shit.

00:44:08.918 --> 00:44:09.818
That is a neutral word.

00:44:10.018 --> 00:44:10.818
This needs to get done.

00:44:11.139 --> 00:44:13.219
You need to drive the MBA to

00:44:13.980 --> 00:44:14.981
Because actually this year,

00:44:15.501 --> 00:44:17.021
NBA Home Show was the 12th

00:44:17.063 --> 00:44:18.384
of January through the 14th.

00:44:18.684 --> 00:44:20.355
That was that day we got like those 15,

00:44:20.355 --> 00:44:23.047
17 inches dumped on.

00:44:23.567 --> 00:44:24.128
And here's the deal.

00:44:24.248 --> 00:44:25.728
We chose not to go on that

00:44:25.789 --> 00:44:26.610
Friday and ended up

00:44:26.630 --> 00:44:27.530
shutting it down that day

00:44:27.550 --> 00:44:28.630
because it wasn't safe.

00:44:28.992 --> 00:44:30.913
And then by that Sunday, to your point,

00:44:31.012 --> 00:44:32.054
it froze over.

00:44:32.313 --> 00:44:33.675
Like everything was negative

00:44:33.675 --> 00:44:34.115
10 that morning.

00:44:34.135 --> 00:44:34.356
Anyways,

00:44:34.655 --> 00:44:35.597
so what you're talking about is this,

00:44:35.657 --> 00:44:35.817
right?

00:44:35.896 --> 00:44:36.737
Neutral as you need.

00:44:37.614 --> 00:44:37.773
Right.

00:44:37.813 --> 00:44:38.594
And you have two choices.

00:44:38.936 --> 00:44:40.878
Are you a victim of your circumstance?

00:44:40.958 --> 00:44:41.918
I have to go to this.

00:44:42.219 --> 00:44:42.940
Woe is me.

00:44:43.239 --> 00:44:43.780
Bullshit.

00:44:44.400 --> 00:44:45.443
Or are you a victor?

00:44:45.623 --> 00:44:47.304
Do you focus on I have to go

00:44:47.324 --> 00:44:49.025
to the NBA show or I get to

00:44:49.146 --> 00:44:50.367
go to the NBA show because

00:44:50.447 --> 00:44:51.449
I'm an entrepreneur and

00:44:51.648 --> 00:44:52.871
being an entrepreneur is fucking awesome.

00:44:53.371 --> 00:44:53.510
Right.

00:44:53.670 --> 00:44:55.634
That's a complete mindset.

00:44:56.034 --> 00:44:56.675
So there you go.

00:44:56.695 --> 00:44:58.556
That's a, this is,

00:44:58.617 --> 00:44:59.577
this is why I love doing

00:44:59.617 --> 00:45:01.340
workshops and talking to other coaches.

00:45:01.539 --> 00:45:02.521
I talk about, Oh,

00:45:02.541 --> 00:45:03.983
here I moved on the next slide.

00:45:04.063 --> 00:45:05.184
Shit words that do not serve.

00:45:05.704 --> 00:45:07.047
I got to get this off the stage.

00:45:07.266 --> 00:45:07.927
That's the next slide.

00:45:08.708 --> 00:45:10.108
Shit words that do not serve love.

00:45:10.188 --> 00:45:11.070
We can have a whole episode

00:45:11.090 --> 00:45:11.931
on my book sometime.

00:45:12.771 --> 00:45:14.612
I go over that on my show at 1530.

00:45:14.652 --> 00:45:15.813
This is why.

00:45:17.034 --> 00:45:18.074
When you surround yourself

00:45:18.094 --> 00:45:19.315
with growth-minded people,

00:45:20.036 --> 00:45:22.737
the ideas are really not that innovative.

00:45:23.139 --> 00:45:24.679
When I talk to people like you, it's like,

00:45:24.900 --> 00:45:27.282
oh, yeah, we're already doing the thing.

00:45:28.735 --> 00:45:29.717
And there's feedback you can

00:45:29.757 --> 00:45:30.858
give me and feedback I can give you.

00:45:30.878 --> 00:45:32.378
It's like, this isn't a pissing match.

00:45:32.760 --> 00:45:33.539
We're not going to argue.

00:45:33.860 --> 00:45:34.960
We're going to both learn

00:45:35.181 --> 00:45:36.402
because we have this growth mindset.

00:45:36.943 --> 00:45:38.364
When you have people that argue with you,

00:45:38.384 --> 00:45:39.405
it's because they're not in

00:45:39.425 --> 00:45:40.025
growth mindset.

00:45:40.746 --> 00:45:41.987
And when you're not in growth mindset,

00:45:42.126 --> 00:45:42.286
right,

00:45:42.327 --> 00:45:43.547
it's either growing or you're dying.

00:45:43.628 --> 00:45:44.728
Those are the only two options.

00:45:45.108 --> 00:45:46.309
You're going up or you're going down.

00:45:46.329 --> 00:45:47.210
Because staying still,

00:45:47.570 --> 00:45:48.831
inflation is going to catch up with you.

00:45:49.472 --> 00:45:49.733
You know,

00:45:49.873 --> 00:45:51.655
the depreciation of your body is

00:45:51.675 --> 00:45:52.494
going to catch up with you.

00:45:53.096 --> 00:45:54.277
You know?

00:45:55.097 --> 00:45:55.217
Yep.

00:45:55.257 --> 00:45:55.697
Absolutely.

00:45:55.797 --> 00:45:56.998
No, I mean...

00:45:58.065 --> 00:45:59.547
The cool part is I go back

00:45:59.586 --> 00:46:00.567
to what we said before.

00:46:00.586 --> 00:46:01.487
This is on us.

00:46:01.867 --> 00:46:03.768
So I think it's empowering

00:46:03.849 --> 00:46:05.869
to think that it's not up

00:46:05.949 --> 00:46:06.909
to anybody else.

00:46:07.010 --> 00:46:07.630
It's up to me.

00:46:07.771 --> 00:46:09.472
So I get to decide what goes

00:46:09.532 --> 00:46:10.291
into my brain.

00:46:10.351 --> 00:46:12.452
I get to decide what goes out of my mouth.

00:46:12.572 --> 00:46:14.893
So hopefully you take that

00:46:14.954 --> 00:46:16.994
to heart today because it's, you know,

00:46:17.456 --> 00:46:19.036
it sure helps when you have

00:46:19.117 --> 00:46:20.516
a positive mindset.

00:46:21.438 --> 00:46:21.757
You know,

00:46:21.797 --> 00:46:23.918
my company name is Positive Polarity.

00:46:24.351 --> 00:46:25.652
And I laugh and joke about

00:46:25.693 --> 00:46:27.074
it every time I get a chance.

00:46:27.134 --> 00:46:27.833
I say to people,

00:46:27.893 --> 00:46:29.175
would you call me if it was

00:46:29.235 --> 00:46:30.454
called negative polarity?

00:46:31.056 --> 00:46:32.777
You know, I mean, most people are like,

00:46:32.836 --> 00:46:33.197
yeah,

00:46:33.277 --> 00:46:34.737
who wants to hang around negative

00:46:34.777 --> 00:46:36.259
people are negative people.

00:46:36.478 --> 00:46:36.739
Well,

00:46:37.239 --> 00:46:39.740
let them go in a room and be themselves.

00:46:39.880 --> 00:46:41.802
I have no interest in that at all.

00:46:42.590 --> 00:46:42.731
No,

00:46:42.811 --> 00:46:46.014
that's – when you take the time to use

00:46:46.054 --> 00:46:48.054
your confident, creative, clear mind,

00:46:48.074 --> 00:46:49.757
you're going to choose positive.

00:46:50.396 --> 00:46:51.538
Why would you choose negative, right?

00:46:51.677 --> 00:46:52.679
That's a genuine question.

00:46:53.119 --> 00:46:55.440
It's when – and again, I'll raise my hand.

00:46:55.481 --> 00:46:56.202
I am guilty of this.

00:46:56.242 --> 00:46:57.322
When I have a fear-based

00:46:57.382 --> 00:47:02.306
mind or a hate-based mind,

00:47:02.666 --> 00:47:03.748
a mind of scarcity,

00:47:04.088 --> 00:47:05.088
then I choose the negative.

00:47:05.869 --> 00:47:07.550
And as humans, we're conditioned.

00:47:07.610 --> 00:47:10.193
Negative comparison is why we're white.

00:47:10.233 --> 00:47:11.072
That's how we're wired.

00:47:11.434 --> 00:47:13.534
That stops us from walking into lava pits,

00:47:13.795 --> 00:47:13.916
right?

00:47:13.936 --> 00:47:14.376
Because we're like, oh,

00:47:14.396 --> 00:47:15.836
that looks hot and probably dangerous.

00:47:16.117 --> 00:47:16.958
Let me stay out of that.

00:47:17.559 --> 00:47:18.920
And yet in today's society,

00:47:19.659 --> 00:47:21.041
we don't have cyber tooth

00:47:21.061 --> 00:47:22.141
taggers waiting around

00:47:22.181 --> 00:47:23.143
every corner trying to kill us.

00:47:23.603 --> 00:47:24.744
And yet we have to

00:47:24.824 --> 00:47:26.365
consciously choose to have

00:47:26.405 --> 00:47:28.206
a positive mindset.

00:47:28.246 --> 00:47:29.268
Look for the positive.

00:47:29.588 --> 00:47:30.708
And it takes training.

00:47:30.748 --> 00:47:31.570
It takes discipline.

00:47:31.849 --> 00:47:32.190
It takes...

00:47:35.273 --> 00:47:35.972
Consistency.

00:47:35.992 --> 00:47:38.054
I was struggling to find that word.

00:47:38.074 --> 00:47:39.695
It takes consistency to be

00:47:39.755 --> 00:47:40.617
positive like that.

00:47:40.896 --> 00:47:41.838
So what are some of the tips

00:47:41.878 --> 00:47:42.739
or tricks that you share

00:47:42.778 --> 00:47:45.360
with people so that they do have,

00:47:46.041 --> 00:47:47.163
they live on the polarity

00:47:47.182 --> 00:47:48.963
of positivity versus the

00:47:49.003 --> 00:47:50.025
negativity on the other end?

00:47:51.121 --> 00:47:54.083
Well, I'll tell you what,

00:47:54.103 --> 00:47:55.324
the research shows that you

00:47:55.364 --> 00:47:57.266
live longer if you're positive.

00:47:57.585 --> 00:47:58.867
It shows you make more money.

00:47:59.728 --> 00:48:00.509
It shows that you have a

00:48:00.568 --> 00:48:02.030
better overall lifestyle.

00:48:02.110 --> 00:48:03.510
So you start with that.

00:48:03.931 --> 00:48:04.831
And then people,

00:48:05.233 --> 00:48:06.333
I can't really look at

00:48:06.393 --> 00:48:07.735
somebody's life and start

00:48:07.755 --> 00:48:09.556
picking it apart because generally,

00:48:09.576 --> 00:48:12.599
if you and I were sitting at a bar and

00:48:14.639 --> 00:48:16.221
And you said something and I'm like, dude,

00:48:16.422 --> 00:48:17.422
did you really, you know,

00:48:17.882 --> 00:48:20.143
if I like took exception to something,

00:48:20.744 --> 00:48:22.326
generally speaking, people,

00:48:22.445 --> 00:48:24.547
they start to kind of justify themselves.

00:48:24.608 --> 00:48:26.688
You know, he deserved it.

00:48:27.188 --> 00:48:29.791
You know, you're way worse than me.

00:48:29.911 --> 00:48:30.132
You know,

00:48:30.152 --> 00:48:31.592
there's all this stuff in our brain.

00:48:31.992 --> 00:48:33.474
So I'm not here to try to

00:48:33.534 --> 00:48:35.536
help people with their own life.

00:48:35.695 --> 00:48:37.137
I just try to say, hey,

00:48:37.297 --> 00:48:39.559
get with get real with yourself.

00:48:40.338 --> 00:48:42.699
and see where's your negativity.

00:48:42.840 --> 00:48:44.420
And if you really have a blind spot,

00:48:44.440 --> 00:48:45.742
which a lot of people do,

00:48:46.141 --> 00:48:47.003
about negativity,

00:48:47.402 --> 00:48:49.264
this is where you get to ask your family.

00:48:49.344 --> 00:48:50.164
Hey, you know,

00:48:50.244 --> 00:48:51.284
my wife and I talk about

00:48:51.324 --> 00:48:52.626
this all the time because I

00:48:52.666 --> 00:48:53.925
struggle with being negative.

00:48:54.387 --> 00:48:56.248
And it's like, it's going to snow tomorrow,

00:48:56.307 --> 00:48:56.568
right?

00:48:56.628 --> 00:48:57.869
So, or whatever.

00:48:58.268 --> 00:49:00.150
And then I look at it and go, oh my gosh.

00:49:00.190 --> 00:49:01.931
And I go down this negative

00:49:02.030 --> 00:49:03.831
spot right away from snow.

00:49:03.851 --> 00:49:04.251
Yeah.

00:49:04.550 --> 00:49:05.731
And so, you know,

00:49:05.811 --> 00:49:06.692
that's why we have a house

00:49:06.751 --> 00:49:08.112
in San Diego and a house here,

00:49:08.193 --> 00:49:09.612
or a house in Milwaukee.

00:49:09.672 --> 00:49:11.733
So I can just bail when I

00:49:11.773 --> 00:49:12.994
don't want to have snow.

00:49:13.074 --> 00:49:15.195
But it becomes a negativity.

00:49:15.235 --> 00:49:16.657
And sometimes I don't even

00:49:16.677 --> 00:49:17.336
know I'm doing it.

00:49:17.476 --> 00:49:18.358
So, again,

00:49:18.757 --> 00:49:20.639
have somebody in your close

00:49:20.699 --> 00:49:24.059
circle to be able to respectfully ask you,

00:49:24.380 --> 00:49:25.021
you know, hey,

00:49:25.101 --> 00:49:26.300
do you want to be being

00:49:26.360 --> 00:49:27.181
negative right now?

00:49:27.922 --> 00:49:29.121
And then you just have to

00:49:29.222 --> 00:49:32.324
find what's the positive thing, right?

00:49:32.364 --> 00:49:33.983
I mean, we talk about it all the time.

00:49:34.603 --> 00:49:40.106
If you win three out of 10 deals, you know,

00:49:40.206 --> 00:49:42.206
your kill rate's 30%.

00:49:42.206 --> 00:49:43.447
Are you looking at the 30

00:49:43.447 --> 00:49:46.387
that you won or the 70 that you lost?

00:49:46.887 --> 00:49:48.909
You know, and that's where, again,

00:49:49.568 --> 00:49:51.070
it's crazy to me to think, Andy,

00:49:51.110 --> 00:49:53.731
how many times major league

00:49:53.771 --> 00:49:55.030
baseball players strike out.

00:49:55.807 --> 00:49:56.927
I mean, it's crazy.

00:49:57.307 --> 00:49:59.628
But I would be like when I

00:49:59.748 --> 00:50:01.349
if I struck out on TV, man,

00:50:02.329 --> 00:50:04.130
and or I got screwed over on a bad pitch,

00:50:04.170 --> 00:50:06.329
whatever, man, I'd be breaking stuff.

00:50:06.550 --> 00:50:07.630
And I watch these guys.

00:50:07.670 --> 00:50:09.510
They go back to the dugout, put their,

00:50:09.751 --> 00:50:11.931
you know, their hard hat down.

00:50:11.971 --> 00:50:13.132
They put their, you know,

00:50:13.632 --> 00:50:14.871
bat down and they sit down.

00:50:14.931 --> 00:50:17.092
I'd be like, what the heck?

00:50:17.411 --> 00:50:18.773
Oh, that's right.

00:50:19.072 --> 00:50:19.932
That's how we got to do it.

00:50:20.577 --> 00:50:20.737
Oh, no,

00:50:20.757 --> 00:50:22.820
that's why I struggled in sales

00:50:22.840 --> 00:50:25.362
because I do not like hearing no, right?

00:50:25.762 --> 00:50:26.382
I struggle.

00:50:26.422 --> 00:50:26.623
Yeah.

00:50:26.903 --> 00:50:28.085
I mean, I think about, yeah,

00:50:28.945 --> 00:50:29.885
that's a great analogy, right?

00:50:29.905 --> 00:50:31.047
Like in basketball,

00:50:31.067 --> 00:50:32.909
you hit two out of three shots, right?

00:50:33.028 --> 00:50:35.791
If you're a lifetime 66% shooter,

00:50:35.811 --> 00:50:37.092
you go to the Hall of Fame.

00:50:37.672 --> 00:50:39.434
Baseball, if you're a lifetime 300 guy,

00:50:39.914 --> 00:50:41.056
Hall of Fame, right?

00:50:41.076 --> 00:50:41.996
Absolutely.

00:50:42.077 --> 00:50:42.876
I play volleyball.

00:50:43.677 --> 00:50:44.217
And I count,

00:50:44.257 --> 00:50:45.117
I play volleyball two nights a

00:50:45.139 --> 00:50:45.498
week still.

00:50:45.898 --> 00:50:48.159
And I'll count on an average or whatever.

00:50:48.900 --> 00:50:49.960
When you play a volleyball game,

00:50:50.000 --> 00:50:52.041
three matches to 25, right?

00:50:52.061 --> 00:50:54.360
There's 150 available points theoretically,

00:50:54.842 --> 00:50:55.041
right?

00:50:55.302 --> 00:50:56.742
I count how many unforced

00:50:56.842 --> 00:50:58.143
errors did I have, right?

00:50:58.182 --> 00:50:59.782
If I missed three serves, right?

00:50:59.802 --> 00:51:00.963
That's three points I gave them.

00:51:01.164 --> 00:51:02.864
So out of 150 total points

00:51:02.884 --> 00:51:04.505
between the two teams, right?

00:51:04.545 --> 00:51:06.344
They can win three games with 75 points,

00:51:06.364 --> 00:51:06.545
right?

00:51:06.565 --> 00:51:06.545
25, 25, 25.

00:51:08.945 --> 00:51:11.206
How many unforced errors did I give them?

00:51:11.266 --> 00:51:12.588
How many times did I serve out of bounds?

00:51:12.608 --> 00:51:13.188
That's the first one.

00:51:13.547 --> 00:51:14.889
How many times I hit out of

00:51:14.929 --> 00:51:16.088
bounds or hit in the net?

00:51:16.108 --> 00:51:17.530
Cause that's a very obvious, right?

00:51:17.550 --> 00:51:18.210
The set was there.

00:51:18.471 --> 00:51:19.911
I didn't, as I'm a strong side hitter.

00:51:20.351 --> 00:51:20.512
Right.

00:51:20.532 --> 00:51:21.112
And then it's how many

00:51:21.192 --> 00:51:22.492
passes did I not make?

00:51:22.972 --> 00:51:24.313
And when I start adding that up,

00:51:24.353 --> 00:51:24.914
then I can say, okay,

00:51:25.114 --> 00:51:26.134
how much did I contribute

00:51:26.594 --> 00:51:27.494
to the other teams winning?

00:51:27.635 --> 00:51:28.514
Not even us losing.

00:51:28.795 --> 00:51:29.876
I gave them points.

00:51:30.615 --> 00:51:30.797
Right?

00:51:31.016 --> 00:51:33.860
And then I think, okay,

00:51:33.900 --> 00:51:34.860
I started the season this year,

00:51:35.101 --> 00:51:35.621
and I said, okay,

00:51:35.661 --> 00:51:37.164
my goal is to not miss serves.

00:51:37.304 --> 00:51:38.364
That's the goal, right?

00:51:38.385 --> 00:51:38.606
Sure.

00:51:38.706 --> 00:51:40.007
So I gave myself a buffer of

00:51:40.166 --> 00:51:41.188
one miss serve a game.

00:51:41.208 --> 00:51:43.130
Because sometimes on better teams,

00:51:43.170 --> 00:51:43.771
I'll get a little more

00:51:43.791 --> 00:51:44.672
aggressive on serving.

00:51:44.692 --> 00:51:45.213
Sure.

00:51:45.413 --> 00:51:47.273
And, and I choose, it's like, okay,

00:51:47.333 --> 00:51:48.134
I'd rather, you know,

00:51:48.173 --> 00:51:50.574
would I rather put the ball in bounds,

00:51:50.835 --> 00:51:51.054
right.

00:51:51.114 --> 00:51:52.416
And get a win,

00:51:52.496 --> 00:51:54.016
win on a rally or get

00:51:54.036 --> 00:51:54.996
aggressive on my serve.

00:51:55.356 --> 00:51:56.697
And then I'm better teams.

00:51:57.018 --> 00:51:58.018
It's like, I use the mindset.

00:51:58.418 --> 00:51:59.159
Oh, they were better than us.

00:51:59.259 --> 00:52:00.018
They were better than us.

00:52:00.219 --> 00:52:01.300
They, they, they,

00:52:02.481 --> 00:52:03.603
More likely they're going to beat us.

00:52:03.943 --> 00:52:06.326
I'd rather go high risk and

00:52:06.445 --> 00:52:07.266
steal a few points.

00:52:07.646 --> 00:52:09.088
And then on the crumbier teams,

00:52:09.389 --> 00:52:11.271
then that's my time to keep my serves in.

00:52:11.891 --> 00:52:12.092
Right?

00:52:12.132 --> 00:52:13.773
And it's that mindset of, okay,

00:52:13.893 --> 00:52:14.894
what am I willing to risk?

00:52:15.175 --> 00:52:15.976
What am I willing to lose?

00:52:16.336 --> 00:52:16.516
You know,

00:52:16.536 --> 00:52:19.019
if you look at some of the best hitters,

00:52:19.039 --> 00:52:20.641
home run balls, home run hitters,

00:52:20.981 --> 00:52:22.282
they also have the most strikeouts.

00:52:22.963 --> 00:52:24.985
Because it's either it's out

00:52:25.284 --> 00:52:28.186
or it's up and out, right?

00:52:28.206 --> 00:52:28.505
That's it.

00:52:29.085 --> 00:52:29.965
And that was the risk.

00:52:30.326 --> 00:52:31.306
And their teams were like,

00:52:31.527 --> 00:52:33.126
we don't care if you bat 250,

00:52:33.126 --> 00:52:35.708
so long as the 250 that you

00:52:35.748 --> 00:52:37.307
hit goes somewhere.

00:52:37.789 --> 00:52:40.148
Yeah, exactly.

00:52:41.469 --> 00:52:41.909
Same with me.

00:52:42.010 --> 00:52:43.489
I know that on our business.

00:52:43.750 --> 00:52:45.431
Our commercial close rate is

00:52:45.530 --> 00:52:47.271
lower than our residential close rate,

00:52:48.012 --> 00:52:48.771
historically speaking.

00:52:49.244 --> 00:52:49.384
Well,

00:52:49.443 --> 00:52:50.485
I can tell you the commercial jobs

00:52:50.505 --> 00:52:51.226
are a lot of higher.

00:52:51.266 --> 00:52:51.967
So it's not like I'm not

00:52:51.987 --> 00:52:52.947
going to stop doing them.

00:52:53.349 --> 00:52:55.130
I know it's a higher risk.

00:52:55.652 --> 00:52:58.054
I know that the more hours on a job,

00:52:58.074 --> 00:52:59.556
the higher likelihood that

00:52:59.576 --> 00:53:00.317
we're not going to close.

00:53:00.858 --> 00:53:01.818
And then we close the

00:53:01.958 --> 00:53:04.402
monster jobs without batting an eye.

00:53:04.422 --> 00:53:05.503
And it's like, okay, well-

00:53:06.164 --> 00:53:07.905
The math, the math, maths, right?

00:53:07.925 --> 00:53:09.327
The math works out because

00:53:09.347 --> 00:53:10.748
I'm looking at the entire forest.

00:53:10.987 --> 00:53:12.590
We can focus on the tree or

00:53:12.610 --> 00:53:13.670
we can focus on the forest

00:53:14.090 --> 00:53:15.431
and an entrepreneurship in life.

00:53:16.012 --> 00:53:17.614
It's the forest that matters.

00:53:17.653 --> 00:53:18.655
That's what you build over time.

00:53:18.954 --> 00:53:20.255
When you start focus on the tree,

00:53:20.456 --> 00:53:22.237
when you focus on one branch or one leaf,

00:53:22.617 --> 00:53:23.418
you will go down this

00:53:23.619 --> 00:53:24.860
rabbit hole of bullshit

00:53:25.099 --> 00:53:26.702
that ultimately does not serve you.

00:53:27.481 --> 00:53:28.603
Understand where the leaf comes,

00:53:28.643 --> 00:53:29.403
understand the branch,

00:53:29.443 --> 00:53:30.063
understand the tree.

00:53:30.945 --> 00:53:31.164
And then,

00:53:31.365 --> 00:53:32.586
and then tend to the whole forest.

00:53:33.148 --> 00:53:33.367
Yeah.

00:53:33.507 --> 00:53:33.688
Right.

00:53:33.708 --> 00:53:34.728
And that goes with people.

00:53:34.748 --> 00:53:35.510
It goes with customers.

00:53:35.570 --> 00:53:35.849
It goes,

00:53:36.050 --> 00:53:38.393
it goes across all spectrums of life.

00:53:39.253 --> 00:53:39.693
Well, we,

00:53:39.855 --> 00:53:41.576
on our 200th episode of the

00:53:41.615 --> 00:53:42.958
positive polarity podcast,

00:53:42.998 --> 00:53:44.840
we had Monte ball jr.

00:53:45.159 --> 00:53:46.822
On as a guest who, uh,

00:53:47.420 --> 00:53:48.481
Played for the Badgers and

00:53:48.541 --> 00:53:50.782
ended up playing for Denver Broncos.

00:53:50.983 --> 00:53:51.543
Yep, I remember that.

00:53:51.563 --> 00:53:53.804
And he started his freshman

00:53:53.844 --> 00:53:56.485
year at UW-Madison as a no-name.

00:53:56.525 --> 00:53:57.626
He was third string.

00:53:57.786 --> 00:54:01.427
And then his second year as a sophomore,

00:54:01.527 --> 00:54:02.568
he was third string.

00:54:02.648 --> 00:54:04.329
And in one game against Iowa,

00:54:04.389 --> 00:54:06.130
he said both the first

00:54:06.170 --> 00:54:07.110
string and the second

00:54:07.150 --> 00:54:08.472
string guys went down.

00:54:09.012 --> 00:54:11.233
And he went in and he never looked back.

00:54:11.293 --> 00:54:13.034
Scored the most touchdowns ever.

00:54:13.153 --> 00:54:14.974
I mean, just had a great college career.

00:54:15.695 --> 00:54:16.576
if he wouldn't have been

00:54:16.715 --> 00:54:19.318
mentally ready for that or

00:54:19.539 --> 00:54:20.480
emotionally ready,

00:54:20.559 --> 00:54:22.440
he would have hurt himself as well.

00:54:22.581 --> 00:54:24.342
So he showed up every day.

00:54:24.443 --> 00:54:26.204
This is today's the day that

00:54:26.264 --> 00:54:27.706
I might be getting that ball.

00:54:28.427 --> 00:54:30.329
And that's what I think is so powerful.

00:54:30.349 --> 00:54:31.710
And it's hard as entrepreneurs.

00:54:31.730 --> 00:54:32.391
Let's be real.

00:54:32.431 --> 00:54:33.190
We get busy.

00:54:33.672 --> 00:54:35.233
We get caught up in stuff.

00:54:35.313 --> 00:54:38.576
It's hard to always have that, you know,

00:54:38.615 --> 00:54:39.757
heads up approach.

00:54:39.876 --> 00:54:40.297
And, and,

00:54:40.677 --> 00:54:42.960
whether you do a group like

00:54:43.039 --> 00:54:44.021
you guys you know

00:54:44.061 --> 00:54:45.101
accountability group

00:54:45.141 --> 00:54:45.961
whether you have a coach

00:54:46.242 --> 00:54:47.784
whether you have a somebody

00:54:47.824 --> 00:54:49.385
in your life to help you

00:54:50.085 --> 00:54:51.487
raise your head at times I

00:54:51.527 --> 00:54:52.447
think is just really

00:54:52.527 --> 00:54:54.548
valuable well that's what

00:54:54.588 --> 00:54:55.389
comes down to you you get

00:54:55.429 --> 00:54:56.791
to choose every day how you

00:54:56.831 --> 00:54:58.012
show up to every situation

00:54:58.711 --> 00:54:59.733
you get to choose what you

00:54:59.773 --> 00:55:00.853
put in your body what you

00:55:00.934 --> 00:55:01.974
put in your brain or the

00:55:02.034 --> 00:55:02.815
area you breathe you get to

00:55:02.835 --> 00:55:03.675
make all these choices

00:55:04.277 --> 00:55:05.677
right and and then when

00:55:05.737 --> 00:55:06.699
faced with controversy

00:55:07.704 --> 00:55:08.264
How do you show up?

00:55:08.565 --> 00:55:10.706
And when you've put in the work,

00:55:11.146 --> 00:55:11.925
when you've rehearsed,

00:55:12.346 --> 00:55:13.527
when you're mentally prepared,

00:55:14.086 --> 00:55:15.467
you're going to show up the way you want,

00:55:15.487 --> 00:55:17.547
not the way that you are.

00:55:17.947 --> 00:55:20.369
And your sports analogy is, I mean,

00:55:20.829 --> 00:55:21.949
there's 100 sports

00:55:21.969 --> 00:55:22.989
analogies that can be just

00:55:24.650 --> 00:55:25.449
as similar as that.

00:55:25.469 --> 00:55:26.030
I mean,

00:55:26.190 --> 00:55:27.590
Tom Brady went in for Drew Bledsoe

00:55:27.630 --> 00:55:28.411
and then went on to be the

00:55:28.471 --> 00:55:30.070
greatest quarterback of all time, right?

00:55:30.090 --> 00:55:30.891
Because Drew Bledsoe got

00:55:30.931 --> 00:55:31.672
knocked out on the sideline.

00:55:31.692 --> 00:55:32.012
That was it.

00:55:32.152 --> 00:55:32.532
He went in.

00:55:33.666 --> 00:55:34.967
The rest is history.

00:55:35.547 --> 00:55:36.228
And he walked in,

00:55:36.748 --> 00:55:37.728
the famous story of Tom Brady.

00:55:37.869 --> 00:55:39.650
And now I, when Tom Brady played,

00:55:39.829 --> 00:55:40.351
couldn't stand him.

00:55:40.570 --> 00:55:41.650
Tom Brady and Kobe are two

00:55:41.690 --> 00:55:42.972
guys that when they played,

00:55:43.012 --> 00:55:43.773
I couldn't stand them.

00:55:44.713 --> 00:55:46.954
Because sports, right, the term fan from,

00:55:47.094 --> 00:55:49.115
you know, sports fan is fanatical, right?

00:55:49.137 --> 00:55:50.177
You're not logically thinking.

00:55:50.436 --> 00:55:53.179
Anyways, Kobe and Tom Brady in post,

00:55:53.358 --> 00:55:56.240
you know, career, utmost respect for him.

00:55:56.280 --> 00:55:57.822
Anyways, when Tom Brady got drafted,

00:55:58.103 --> 00:55:58.623
he went into Bill

00:55:58.663 --> 00:55:59.784
Belichick's office and said,

00:56:00.804 --> 00:56:02.005
I'm the best choice this

00:56:02.085 --> 00:56:03.025
organization's ever made.

00:56:03.585 --> 00:56:04.925
You drafted me as the best decision.

00:56:04.945 --> 00:56:05.586
And it's like,

00:56:08.126 --> 00:56:09.887
he was a senior starter at Michigan,

00:56:09.907 --> 00:56:10.788
right?

00:56:11.208 --> 00:56:12.188
And yet he said,

00:56:12.507 --> 00:56:13.487
you drafted me as the best

00:56:13.528 --> 00:56:14.449
decision that the New

00:56:14.489 --> 00:56:15.469
England Patriots have ever made.

00:56:15.489 --> 00:56:16.409
And you know what?

00:56:17.028 --> 00:56:18.210
He wasn't wrong.

00:56:18.230 --> 00:56:19.989
No, I know.

00:56:20.250 --> 00:56:20.969
Here's the deal.

00:56:21.090 --> 00:56:22.891
If he says that,

00:56:23.630 --> 00:56:24.731
Drew Bledsoe never gets hurt.

00:56:25.090 --> 00:56:26.052
Tom Brady never goes in.

00:56:26.291 --> 00:56:27.751
Tom Brady never becomes the starter.

00:56:29.282 --> 00:56:30.722
No one knows that story

00:56:30.742 --> 00:56:32.364
because people say a lot of things.

00:56:32.724 --> 00:56:34.806
And the fact that he had the

00:56:34.905 --> 00:56:36.726
gumption to say it, the balls to say it,

00:56:37.047 --> 00:56:38.068
and then he backed it up,

00:56:39.769 --> 00:56:40.911
Oh, yeah.

00:56:40.931 --> 00:56:42.431
But you know as well as I do, right?

00:56:42.452 --> 00:56:43.791
There's a fine line between

00:56:43.952 --> 00:56:46.454
ego and confidence there, you know?

00:56:46.954 --> 00:56:48.715
Absolutely.

00:56:48.735 --> 00:56:48.856
Yeah,

00:56:48.876 --> 00:56:50.016
the difference between ego and

00:56:50.056 --> 00:56:52.657
confidence is how did it work out, right?

00:56:52.677 --> 00:56:53.318
Yeah, exactly.

00:56:53.358 --> 00:56:56.440
You know, I mean, because what's his face?

00:56:56.500 --> 00:56:57.079
Johnny Football,

00:56:57.101 --> 00:56:58.521
Johnny Menzel said the same thing.

00:56:58.541 --> 00:56:59.141
I'm going to be the greatest

00:56:59.161 --> 00:57:00.061
thing that ever happened.

00:57:00.483 --> 00:57:03.123
And, well, that didn't work out, you know?

00:57:03.164 --> 00:57:04.204
Yeah, absolutely.

00:57:06.445 --> 00:57:08.547
Yeah, maybe that's – I love math.

00:57:08.806 --> 00:57:09.786
I'm a math guy, right?

00:57:10.487 --> 00:57:10.788
That's it.

00:57:10.827 --> 00:57:11.909
I guess the difference

00:57:11.949 --> 00:57:13.329
between ego and confidence

00:57:14.150 --> 00:57:15.291
will be told over time.

00:57:15.632 --> 00:57:17.652
The other – here's – I said

00:57:17.672 --> 00:57:18.293
this the other day.

00:57:18.534 --> 00:57:19.974
I spoke at Carroll University.

00:57:20.554 --> 00:57:22.255
It's a small private college

00:57:22.295 --> 00:57:23.597
here in Waukesha County for

00:57:23.757 --> 00:57:24.838
our listeners nationwide.

00:57:25.278 --> 00:57:27.380
Anyways, I spoke at Carroll University.

00:57:27.420 --> 00:57:28.641
I came into an introduction

00:57:28.661 --> 00:57:31.043
of business class, mixed group of degrees,

00:57:31.722 --> 00:57:33.525
and –

00:57:33.525 --> 00:57:35.429
I had a good buddy, my Dan Freshie,

00:57:35.489 --> 00:57:36.853
another army vet said, Hey,

00:57:36.893 --> 00:57:37.835
come and speak to our class

00:57:37.855 --> 00:57:38.916
about entrepreneurship for an hour.

00:57:39.117 --> 00:57:39.318
Right.

00:57:40.059 --> 00:57:41.842
And about 10, 15 minutes into the

00:57:44.983 --> 00:57:45.782
workshops, speech.

00:57:46.003 --> 00:57:47.123
It's basically me on stage

00:57:47.164 --> 00:57:49.005
bullshitting for an hour, you know,

00:57:49.065 --> 00:57:49.827
throwing out ideas.

00:57:49.887 --> 00:57:51.007
I came up with a new idea,

00:57:51.307 --> 00:57:52.548
not novel by any means.

00:57:52.588 --> 00:57:53.550
And yet I came out to a

00:57:53.590 --> 00:57:54.550
mathematical equation.

00:57:54.931 --> 00:57:56.532
I found out the secret sauce

00:57:56.552 --> 00:57:57.913
to entrepreneurship because everyone says,

00:57:57.992 --> 00:57:58.954
what is the secret sauce?

00:57:59.034 --> 00:58:00.054
What is the, right?

00:58:00.074 --> 00:58:00.414
And this is,

00:58:00.474 --> 00:58:02.817
I figured it out and it's nothing novel.

00:58:02.856 --> 00:58:03.818
And yet I just put it into a

00:58:03.858 --> 00:58:04.717
mathematical equation.

00:58:05.438 --> 00:58:05.798
Here it is.

00:58:06.760 --> 00:58:08.380
What is it you are willing

00:58:08.420 --> 00:58:10.342
to do for free that

00:58:10.382 --> 00:58:11.463
someone's willing to pay you for?

00:58:13.735 --> 00:58:15.936
When you can figure out that equation.

00:58:16.436 --> 00:58:16.677
Sure.

00:58:17.317 --> 00:58:17.498
Right.

00:58:17.597 --> 00:58:18.757
And now the solution is

00:58:18.797 --> 00:58:19.458
different for everybody.

00:58:19.659 --> 00:58:23.300
Like with you, for example, look at this.

00:58:23.481 --> 00:58:24.561
I am not paying you right

00:58:24.581 --> 00:58:25.463
now to be on this podcast.

00:58:25.483 --> 00:58:27.103
There are no money exchange.

00:58:27.224 --> 00:58:27.804
Wait a minute.

00:58:27.844 --> 00:58:28.644
Wait a minute.

00:58:28.684 --> 00:58:28.885
Yeah.

00:58:28.985 --> 00:58:29.625
I don't know.

00:58:30.005 --> 00:58:31.806
I mean, you're 59 minutes into the show.

00:58:31.947 --> 00:58:33.367
I think I read something wrong.

00:58:34.231 --> 00:58:36.094
Yeah, terms and conditions apply here.

00:58:39.760 --> 00:58:40.682
You're willing to come on

00:58:40.702 --> 00:58:42.907
here and share your ideas and expertise,

00:58:43.007 --> 00:58:43.226
right?

00:58:43.788 --> 00:58:45.050
And some people are willing

00:58:45.090 --> 00:58:45.791
to pay you for it.

00:58:46.916 --> 00:58:48.018
That is the definition of

00:58:48.097 --> 00:58:48.697
entrepreneurship.

00:58:48.978 --> 00:58:49.938
You know, my, my father,

00:58:49.958 --> 00:58:51.798
it was obviously a mentor in my life.

00:58:51.838 --> 00:58:53.519
He always talked about how he never,

00:58:53.619 --> 00:58:53.840
you know,

00:58:53.880 --> 00:58:54.840
feels like he has to work a day

00:58:54.880 --> 00:58:55.280
in his life.

00:58:55.320 --> 00:58:55.960
And I, and I don't,

00:58:56.181 --> 00:58:58.041
I do not like that adage, right?

00:58:58.081 --> 00:58:59.121
The, the whole, you know,

00:58:59.583 --> 00:59:00.143
if you love what you do,

00:59:00.163 --> 00:59:00.782
you're not going to work a

00:59:00.802 --> 00:59:01.202
day in your life.

00:59:01.242 --> 00:59:02.224
No work is a beautiful thing.

00:59:02.264 --> 00:59:04.025
It's my favorite four letter word, right?

00:59:04.445 --> 00:59:05.644
You have the freedom and

00:59:05.684 --> 00:59:07.425
ability to make the choices you make.

00:59:07.465 --> 00:59:08.766
My dad at 67 years old

00:59:09.166 --> 00:59:10.827
chooses to put doors in

00:59:10.947 --> 00:59:13.648
every day and he gets to do that.

00:59:14.369 --> 00:59:15.030
And he didn't have to read

00:59:15.070 --> 00:59:16.490
my book or go through any other paces.

00:59:16.711 --> 00:59:17.652
He gets to that and he

00:59:17.672 --> 00:59:19.014
understood that early on

00:59:19.353 --> 00:59:20.536
because he would be willing

00:59:20.576 --> 00:59:21.476
to go to people's houses

00:59:21.536 --> 00:59:22.757
and support them and work

00:59:22.797 --> 00:59:24.199
on their houses and help them out.

00:59:25.001 --> 00:59:26.121
And they're willing to pay

00:59:26.161 --> 00:59:27.543
him because of his level of expertise.

00:59:28.443 --> 00:59:29.885
So that is for all you

00:59:29.945 --> 00:59:30.666
entrepreneurs out there,

00:59:31.286 --> 00:59:32.588
getting back to junk removal.

00:59:33.889 --> 00:59:35.251
When you're not willing to do it for free.

00:59:37.610 --> 00:59:39.831
And right, either A, that's a problem,

00:59:40.172 --> 00:59:40.311
right?

00:59:40.351 --> 00:59:41.052
That's the why.

00:59:41.452 --> 00:59:42.112
Like you talked about that

00:59:42.152 --> 00:59:43.494
guy you met at the seminar that says,

00:59:43.514 --> 00:59:44.715
I'm doing this to pay my mortgage.

00:59:44.934 --> 00:59:45.894
He clearly is not willing to

00:59:45.934 --> 00:59:46.755
do what he does for free.

00:59:47.456 --> 00:59:48.135
Right.

00:59:48.195 --> 00:59:49.496
When you're willing to do it

00:59:49.516 --> 00:59:51.338
for free and when someone's

00:59:51.358 --> 00:59:52.097
willing to pay you for it,

00:59:52.739 --> 00:59:55.059
that is the start of entrepreneurship.

00:59:55.380 --> 00:59:56.800
There are a million more steps.

00:59:56.860 --> 00:59:58.802
And yet that I would argue

00:59:58.842 --> 00:59:59.422
is the first step.

00:59:59.722 --> 01:00:01.202
And when people struggle or fail,

01:00:01.483 --> 01:00:02.182
it's because they don't

01:00:02.242 --> 01:00:04.425
solve that equation first.

01:00:05.204 --> 01:00:05.385
Yep.

01:00:05.784 --> 01:00:06.105
Anyways.

01:00:06.264 --> 01:00:06.505
All right.

01:00:08.699 --> 01:00:09.400
Yeah, announcement.

01:00:09.440 --> 01:00:11.422
Dave hit it already.

01:00:11.481 --> 01:00:12.402
Celebrate the victories.

01:00:13.282 --> 01:00:14.103
As of this morning,

01:00:14.123 --> 01:00:16.684
we had 50,000 downloads in

01:00:16.704 --> 01:00:19.266
the podcast on episode 100

01:00:19.266 --> 01:00:21.528
with listeners from 38

01:00:21.528 --> 01:00:22.628
different countries.

01:00:23.210 --> 01:00:24.891
So that's exciting, right?

01:00:24.951 --> 01:00:27.012
That is something I want to celebrate.

01:00:27.291 --> 01:00:28.273
Thank you to all the listeners.

01:00:28.313 --> 01:00:28.994
Thank you for the people

01:00:29.014 --> 01:00:30.134
that come on live every

01:00:30.173 --> 01:00:31.735
week celebrating with us.

01:00:32.856 --> 01:00:33.076
Dave,

01:00:33.096 --> 01:00:34.177
I will ask you to stick around a

01:00:34.197 --> 01:00:35.057
little bit after the show

01:00:35.117 --> 01:00:37.358
here to get the upload speeds.

01:00:37.639 --> 01:00:38.599
So I can cash my check?

01:00:39.360 --> 01:00:40.101
Yeah, cash your check.

01:00:40.141 --> 01:00:41.501
Where do I cash my check?

01:00:42.041 --> 01:00:43.543
I will write you a check now.

01:00:45.324 --> 01:00:46.405
You know what?

01:00:46.505 --> 01:00:47.565
One of my favorite lines is,

01:00:47.606 --> 01:00:48.487
my mouth writes a lot of

01:00:48.527 --> 01:00:49.987
checks and my ass has to cash them.

01:00:50.007 --> 01:00:51.128
Especially being on episode 100, Andy.

01:00:51.148 --> 01:00:51.668
Episode 100.

01:00:52.108 --> 01:00:52.989
Positive clarity, episode 100.

01:00:53.030 --> 01:00:54.371
This is a notorious event here.

01:01:00.735 --> 01:01:02.076
Maybe Taylor in the

01:01:02.275 --> 01:01:03.217
post-production can get

01:01:03.237 --> 01:01:06.320
some fireworks or some shit raining down.

01:01:07.159 --> 01:01:08.061
You know, my co-host,

01:01:08.280 --> 01:01:09.762
my co-host couldn't be bothered.

01:01:09.782 --> 01:01:11.724
He's out on his wedding anniversary.

01:01:11.824 --> 01:01:12.784
Fair, fair.

01:01:13.784 --> 01:01:14.585
So, hey, that's, you know,

01:01:14.626 --> 01:01:15.706
that's the way we drew it up today.

01:01:16.206 --> 01:01:18.528
All right, Dave, as we wrap up the episode,

01:01:18.608 --> 01:01:19.710
let's talk about what is

01:01:19.730 --> 01:01:21.130
your top takeaway from

01:01:21.190 --> 01:01:22.172
today's conversation?

01:01:22.431 --> 01:01:22.771
Something,

01:01:23.172 --> 01:01:25.054
if the listeners get one thing

01:01:25.074 --> 01:01:25.914
out of today, what is it?

01:01:27.434 --> 01:01:27.635
Well,

01:01:27.675 --> 01:01:28.956
first I wanted to say thank you for

01:01:28.996 --> 01:01:29.577
your service.

01:01:30.117 --> 01:01:31.577
I always want to make sure

01:01:31.637 --> 01:01:33.559
and give kudos where it's due.

01:01:33.619 --> 01:01:34.860
So thank you for doing that.

01:01:35.521 --> 01:01:36.581
And, you know,

01:01:36.601 --> 01:01:38.003
I think it's out of

01:01:38.143 --> 01:01:39.204
everything we talked about,

01:01:39.224 --> 01:01:41.025
I think I've been drawn to

01:01:41.045 --> 01:01:42.286
that comparison trap

01:01:42.346 --> 01:01:44.047
because it sucks me in once

01:01:44.088 --> 01:01:45.768
in a while where I start

01:01:45.809 --> 01:01:46.809
looking around at what

01:01:46.909 --> 01:01:48.670
other people have or how

01:01:48.911 --> 01:01:50.713
even how other people are.

01:01:51.471 --> 01:01:52.452
know if you're not a

01:01:52.492 --> 01:01:54.072
materialistic person but

01:01:54.112 --> 01:01:55.775
maybe you envy their

01:01:56.514 --> 01:01:57.976
relationship that they have

01:01:58.056 --> 01:01:59.157
with their spouse or

01:01:59.197 --> 01:02:01.099
whatever right so I really

01:02:01.139 --> 01:02:02.760
want to just get back to

01:02:02.860 --> 01:02:04.440
where I want to look at

01:02:04.501 --> 01:02:05.842
myself like you said and

01:02:05.882 --> 01:02:07.684
just focus on hopefully I'm

01:02:08.003 --> 01:02:09.565
better than I was this time

01:02:09.625 --> 01:02:11.166
yesterday so that that's

01:02:11.266 --> 01:02:13.407
good stuff for me I like

01:02:13.427 --> 01:02:14.309
that you know what I i

01:02:14.349 --> 01:02:15.110
heard years ago and it's

01:02:15.130 --> 01:02:16.570
true here comparison kills

01:02:17.931 --> 01:02:19.452
It gets you nowhere, comparison kills.

01:02:19.492 --> 01:02:21.014
So yep, absolutely, comparison kills.

01:02:23.114 --> 01:02:25.376
Top takeaway for me is when

01:02:25.416 --> 01:02:26.458
I spend time with people like you,

01:02:26.938 --> 01:02:27.878
growth-minded people,

01:02:30.001 --> 01:02:31.681
we're having a consulting conversation.

01:02:31.902 --> 01:02:32.922
We're not in a conversation

01:02:32.943 --> 01:02:33.804
where we're looking to

01:02:33.844 --> 01:02:35.125
convince the other person, right?

01:02:35.184 --> 01:02:35.905
And that's when you know

01:02:35.925 --> 01:02:37.186
you're in a growth-minded conversation.

01:02:37.646 --> 01:02:39.268
When you meet people that are resistant,

01:02:39.307 --> 01:02:40.009
when you meet people that

01:02:40.048 --> 01:02:41.349
are going to argue with you, right?

01:02:42.150 --> 01:02:43.371
I gave you feedback as to

01:02:43.411 --> 01:02:44.811
the word feedback versus, you know, like,

01:02:44.871 --> 01:02:45.913
oh man, I like that.

01:02:45.932 --> 01:02:46.713
Let me write that down.

01:02:47.193 --> 01:02:47.375
Right.

01:02:47.414 --> 01:02:48.356
You brought up comparison

01:02:48.376 --> 01:02:49.498
and I'm sitting here quietly like,

01:02:49.518 --> 01:02:50.539
oh yeah, I'm guilty of that shit.

01:02:50.860 --> 01:02:53.043
You know, I didn't argue like, well, Dave,

01:02:53.063 --> 01:02:54.485
let me explain to you when it's okay.

01:02:54.585 --> 01:02:54.905
Or let me,

01:02:55.166 --> 01:02:56.407
let me tell you why that doesn't

01:02:56.447 --> 01:02:57.028
apply to me.

01:02:57.128 --> 01:02:57.389
Right.

01:02:57.889 --> 01:02:58.771
You know, you said from the,

01:02:58.972 --> 01:02:59.572
you said the other thing

01:02:59.592 --> 01:03:01.414
you said from the top was, um,

01:03:03.393 --> 01:03:05.114
you'll think other people have blind spots,

01:03:05.134 --> 01:03:05.875
but you don't have any.

01:03:05.974 --> 01:03:07.775
And I am.

01:03:08.376 --> 01:03:09.297
Blame, excuse, denial.

01:03:09.338 --> 01:03:10.958
We talked about Action Coach.

01:03:11.840 --> 01:03:13.081
Just like fight, flight, or freeze,

01:03:13.360 --> 01:03:15.302
people have a predisposition to one.

01:03:15.802 --> 01:03:17.164
And when I spend enough time with people,

01:03:17.724 --> 01:03:19.365
I can call it out.

01:03:20.146 --> 01:03:22.108
And me, my predisposition is blame.

01:03:22.507 --> 01:03:24.690
I will blame everybody for my problems.

01:03:24.949 --> 01:03:25.490
I won't deny.

01:03:25.510 --> 01:03:26.251
Yep, it's a problem.

01:03:26.471 --> 01:03:27.452
I won't provide excuses

01:03:27.472 --> 01:03:29.434
because I think that's lazy and bullshit.

01:03:29.934 --> 01:03:30.775
It makes me look bad.

01:03:31.155 --> 01:03:32.576
I will be the first person

01:03:32.615 --> 01:03:33.795
to blame another person.

01:03:33.856 --> 01:03:35.597
And so that's something I

01:03:35.617 --> 01:03:36.896
need to be conscious of, right?

01:03:36.976 --> 01:03:38.257
Because growth-minded people

01:03:38.597 --> 01:03:39.257
do not do that.

01:03:39.277 --> 01:03:39.777
They don't blame.

01:03:39.797 --> 01:03:40.998
They take ownership, accountability,

01:03:41.038 --> 01:03:41.699
responsibility.

01:03:42.239 --> 01:03:43.318
Growth-minded people do not

01:03:43.378 --> 01:03:44.739
compare themselves to other people.

01:03:45.139 --> 01:03:46.000
I talk about in my book,

01:03:46.059 --> 01:03:47.300
Admire Desire Required.

01:03:47.581 --> 01:03:48.101
Admire,

01:03:48.440 --> 01:03:49.840
when you start liking other things

01:03:49.860 --> 01:03:50.822
that other people have,

01:03:51.501 --> 01:03:53.364
That is a slippery slope.

01:03:53.885 --> 01:03:55.286
When you desire things that

01:03:55.306 --> 01:03:56.708
you want that other people have,

01:03:57.148 --> 01:03:57.789
slippery slope.

01:03:58.010 --> 01:03:59.672
When you start focusing on what you need,

01:03:59.952 --> 01:04:00.753
what do you require,

01:04:00.773 --> 01:04:02.215
then you get the good stuff.

01:04:03.277 --> 01:04:03.436
Right?

01:04:03.637 --> 01:04:04.577
That's the good stuff in life.

01:04:04.619 --> 01:04:06.621
Positive polarity.

01:04:06.661 --> 01:04:07.822
Where can people find you, Dave?

01:04:07.862 --> 01:04:08.784
What is the best way to get

01:04:09.664 --> 01:04:10.525
in contact with you?

01:04:11.172 --> 01:04:11.492
Yeah,

01:04:11.572 --> 01:04:13.972
positivepolarity.com is where it all

01:04:13.992 --> 01:04:14.452
happens.

01:04:14.552 --> 01:04:16.414
So love to hang out there

01:04:17.153 --> 01:04:18.554
and do a ton on LinkedIn,

01:04:18.594 --> 01:04:19.494
like we said before.

01:04:20.175 --> 01:04:22.436
So out on LinkedIn as well.

01:04:22.556 --> 01:04:25.438
So yeah, just hang out where you hang out.

01:04:25.458 --> 01:04:26.478
Wherever Andy goes,

01:04:26.538 --> 01:04:27.539
that's where I want to go.

01:04:27.639 --> 01:04:28.278
So, you know.

01:04:29.612 --> 01:04:30.932
I'll pick up whatever scraps

01:04:30.992 --> 01:04:33.594
he leaves behind, no pun intended.

01:04:33.675 --> 01:04:34.315
Hey, I'll take it.

01:04:34.414 --> 01:04:35.115
I will also say,

01:04:35.135 --> 01:04:36.416
I told this to Dave a couple weeks ago.

01:04:36.476 --> 01:04:36.916
I called him.

01:04:37.637 --> 01:04:38.498
We were talking about doing

01:04:38.539 --> 01:04:39.438
a project for him,

01:04:39.518 --> 01:04:41.880
and he got himself back on my radar,

01:04:41.920 --> 01:04:42.442
and I was like, oh,

01:04:42.461 --> 01:04:43.742
this is – and you were on

01:04:43.762 --> 01:04:44.483
my – I told you that.

01:04:44.623 --> 01:04:45.423
You were on my list to have

01:04:45.443 --> 01:04:46.465
on the podcast this year,

01:04:46.605 --> 01:04:47.525
and then you called me, and I was like,

01:04:47.545 --> 01:04:48.487
that was super convenient.

01:04:49.947 --> 01:04:53.130
I had – this is where – there's my caveat.

01:04:53.170 --> 01:04:56.233
This is where comparison works.

01:04:57.643 --> 01:05:00.085
I had email signature envy of Dave.

01:05:00.786 --> 01:05:01.567
Dave sent me an email.

01:05:02.447 --> 01:05:04.009
And I saw his email signature.

01:05:04.028 --> 01:05:06.411
And I was like, oh, that's good.

01:05:06.530 --> 01:05:07.472
Because he has a link right

01:05:07.492 --> 01:05:08.132
to his speaker reel.

01:05:08.273 --> 01:05:09.134
Hire me to speak.

01:05:09.293 --> 01:05:10.394
And then click here.

01:05:10.414 --> 01:05:11.155
And I was like, oh.

01:05:11.936 --> 01:05:14.778
And I figured out today from our producer,

01:05:15.219 --> 01:05:15.500
Taylor,

01:05:15.579 --> 01:05:16.681
I don't have my speaker reel

01:05:16.701 --> 01:05:17.601
available on YouTube.

01:05:17.681 --> 01:05:18.121
It wasn't there.

01:05:18.161 --> 01:05:18.422
Whatever.

01:05:18.623 --> 01:05:18.762
Right?

01:05:18.922 --> 01:05:20.764
So I had speaker reel envy of Dave.

01:05:21.045 --> 01:05:21.925
I told him that.

01:05:22.445 --> 01:05:23.326
right because I showed some

01:05:23.425 --> 01:05:24.606
I showed some gratitude

01:05:25.027 --> 01:05:26.447
very specific not like dave

01:05:26.487 --> 01:05:27.407
I think you're great no

01:05:27.447 --> 01:05:28.527
dave you have a really good

01:05:28.588 --> 01:05:29.907
email signature and I want

01:05:29.947 --> 01:05:31.248
some of that right and

01:05:31.289 --> 01:05:32.469
instead of sitting back be

01:05:32.509 --> 01:05:34.369
like no I was like how do I

01:05:34.429 --> 01:05:35.309
do that and he gave me the

01:05:35.349 --> 01:05:36.289
website or I got the

01:05:36.309 --> 01:05:37.289
website and now I'm

01:05:37.349 --> 01:05:38.510
updating my email signature

01:05:38.570 --> 01:05:39.951
why because you have

01:05:40.010 --> 01:05:41.391
something that also applies

01:05:41.411 --> 01:05:43.612
to me and it's tangible and

01:05:43.632 --> 01:05:44.851
I'm not jealous of you I'm

01:05:44.893 --> 01:05:46.213
like no how do I step up my game

01:05:46.753 --> 01:05:47.733
When I surround myself with

01:05:47.753 --> 01:05:48.653
growth-minded people,

01:05:48.934 --> 01:05:50.355
my game naturally steps up.

01:05:50.394 --> 01:05:51.835
And that's my challenge to you this week,

01:05:51.875 --> 01:05:52.456
this audience.

01:05:53.775 --> 01:05:56.036
Negative comparison gets you nowhere.

01:05:58.018 --> 01:05:59.719
Get on the track of righteousness.

01:05:59.958 --> 01:06:02.019
Get on the track of growth-minded.

01:06:02.199 --> 01:06:03.081
When you surround yourself

01:06:03.121 --> 01:06:04.121
with growth-minded individuals,

01:06:04.460 --> 01:06:05.922
when you start reading and

01:06:06.041 --> 01:06:08.603
watching and seeing the success of others,

01:06:08.862 --> 01:06:11.144
you'll start to organically

01:06:11.264 --> 01:06:12.925
build success within your own life.

01:06:12.945 --> 01:06:13.965
So that's my challenge to you.

01:06:14.505 --> 01:06:15.927
is in a world full of negativity,

01:06:15.947 --> 01:06:17.369
in a world full of uncontrollables,

01:06:17.650 --> 01:06:20.353
in a world that is overwhelming at times,

01:06:20.373 --> 01:06:21.375
what are the simple things

01:06:21.414 --> 01:06:22.615
you can do day in and day

01:06:22.697 --> 01:06:24.998
out to maintain a positive mindset,

01:06:25.300 --> 01:06:26.581
focusing on your strengths,

01:06:27.061 --> 01:06:28.983
not the weaknesses of yourself or others?

01:06:29.545 --> 01:06:30.585
I'd love to have you on the show.

01:06:31.065 --> 01:06:32.347
Reach out to myself, Taylor,

01:06:32.367 --> 01:06:33.108
or anybody else on the show

01:06:33.148 --> 01:06:34.829
if you want to be a guest on the podcast.

01:06:34.869 --> 01:06:35.068
Again,

01:06:35.369 --> 01:06:36.630
this year we want to focus on the

01:06:36.670 --> 01:06:38.010
complete and whole person,

01:06:38.050 --> 01:06:38.952
whether it's you or

01:06:39.032 --> 01:06:40.092
somebody else that you know

01:06:40.353 --> 01:06:42.034
would be a great addition to the show.

01:06:42.074 --> 01:06:43.414
We'd love to have them on.

01:06:43.695 --> 01:06:44.516
So please reach out to

01:06:44.556 --> 01:06:46.257
myself or Taylor or Casey,

01:06:46.277 --> 01:06:47.737
for that matter, to get on the show.

01:06:48.199 --> 01:06:48.518
Dave,

01:06:48.599 --> 01:06:50.280
any last words before we wrap up the

01:06:50.300 --> 01:06:50.480
show?

01:06:51.380 --> 01:06:53.322
Hey, if you want to stay positive,

01:06:53.382 --> 01:06:54.182
it's up to you, buddy.

01:06:55.139 --> 01:06:55.460
I love it.

01:06:56.201 --> 01:06:57.541
Positivity is a choice.

01:06:58.463 --> 01:06:59.543
So is watching next week,

01:06:59.583 --> 01:07:00.644
where we will see you next

01:07:00.684 --> 01:07:02.965
week on the Trash Talk Business Podcast.

01:07:07.210 --> 01:07:07.969
Thanks for listening.

01:07:08.431 --> 01:07:09.972
Tap subscribe or follow to

01:07:09.992 --> 01:07:11.092
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01:07:11.413 --> 01:07:12.873
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01:07:13.034 --> 01:07:13.855
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01:07:13.875 --> 01:07:15.556
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01:07:16.016 --> 01:07:17.177
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