#197 - The $100K Trap: Why You’re Stuck (And How to Break Out) | Daniel Linares

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You're talking about elite sales now, Daniel, like this is a class that could be taught.

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How do we lead salespeople become elite?

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The things that we're talking about right now.

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This is how.

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I always love, Hey, you guys welcome back for another episode.

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we should have hit start on the record about 10 minutes ago.

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And what I didn't do as I'm starting to get to know Daniel, I look at this last name and
I'm like, here I go.

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I'm going to try to pronounce the last name without getting confirmation.

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I think it's when Linares Linares.

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It's pronounced Johnson, actually.

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It's, it's Linares.

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be.

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Okay.

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All right.

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So today's guest is Daniel Linares.

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he's an entrepreneur, marketing strategist and founder of D L E event group.

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What do you know after his own initials?

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he started his career as a DJ performing DJ performing at events, but over time turned
that talent into a full scale event production company, producing high end weddings,

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corporate experiences, and live entertainment.

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Along the way he's built a reputation for premium brand positioning.

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immersive experience, and helping entrepreneurs rethink how they design their businesses.

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When the events industry shut down during the pandemic, Daniel pivoted quickly, producing
hundreds of virtual events and graduations that reached audiences in more than 60

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countries.

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Today, he focuses on helping entrepreneurs move beyond what he calls the six-figure
hamster wheel and build companies that create profit, impact, and real freedom.

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Daniel, welcome to The Necessary Entrepreneur.

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excited to be here, Mark.

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We're going to hit the ground running.

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I know it already.

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Ready to dive into wherever the wind may take us.

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So the six figure hamster wheel, it's a big statement.

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So what is it?

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People think that they need to be the one producing forever.

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Like the primary producer forever doing the thing.

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You know, the somebody used this term, the dancing bear.

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We're like, when the, the dare, when the bear is at the circus and the bear is dancing,
the bear is making money, but the bear can't take a break and make money when, when it's

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not dancing.

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And so it's like,

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A lot of people think they need to be the dancing bear forever because their mindset might
say, oh, well, I'm the only one that can do what I can do or nobody does it as good as me.

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And that might be true, but a buddy of mine, Dan Martell says 80 % 80 % as good as you and
fully delegated is 100 % freaking awesome.

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And so I think sometimes people need to realize like, you don't need to do the thing
forever.

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And you can.

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Even, and by the way, that doesn't mean everybody you get is going to be 80 % as good as
you.

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There's going to be people that are equal to, if not even better in certain areas of the
business.

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And so I think the whole operator mindset of like, well, I need to do the thing.

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If I'm a landscaper, I need to be on site with the landscaping crew.

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Or if I run an events company, I need to be on site at every event.

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It's programming and it's been sort of the conditioning that a lot of people have.

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But there's.

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many, many people in just about every industry you can imagine that have said, you know
what, I've gotten this to this point, but I don't need to do everything myself.

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And I think it's that shift that if people could accept and internalize, it is going to be
uncomfortable to make the change, but it's possible.

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That's what I'm passionate about.

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And that's what I've actually been able to do for myself.

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Do you like the word delegation?

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Because that's what we're talking about.

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Is that the 80s and 90s and 2000 word and we're talking about it differently?

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You know, delegate, collaborate, get great people around you, find wonderful who's to help
you do the how is a great book, Who Not How, you know, it talks about that.

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People think that they need to do all the how's or figure out all the how's, but rather
just get the right who's around you.

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Um, so like, think delegation is, um, whatever word you want to, whatever word you want to
use to get things off of your plate at different points, uh, different chapters of your

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life.

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So before we got, before we hit the record button, um, you touched on really quick, like a
B and C players, right?

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So obviously it's hard to get a B and C player to be as 80 % as good and efficient as the
person who was passionate and started it.

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So you must be talking about finding a players to do that with.

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A players is the real unlock.

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think a lot of people say, let me, let me save or pay in this medium range for, let's say
a great person, but maybe they're not the Olympic gold medalists.

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This guy, Chris Johnson, had this really great analogy.

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It's like, you can't make a bronze athlete, a gold player 99.99 % of the time, but could
you pay 50 % more, 25 % more, even a hundred percent more of let's say the normal s-

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or like even incentivize somebody to come on board on your team.

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Um, so that

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It's always an investment and never a cost is what I'm trying to say here.

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People think the high investment in a gold player is a cost and it's going to lower their
rep.

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The unlock for a players is exponential.

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And when you can start think shifting of like, wait, the people thing is not me spending
money on a 75 K salary, a hundred K salary, 250 K salary, whatever that number is.

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It's like that person is going to be able to manage themselves, do things better than me.

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they're like, like there's a, there's an entrepreneur, name's Cameron Harold.

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He worked at 1-800-GOT-JUNK with Brian Scudamore, who was the CEO.

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Cameron was the COO and they got 1-800-GOT-JUNK to about a hundred million in revenue.

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And it got to a certain point where Brian, who's like, he's like best friends with
Cameron.

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had to let Cameron go.

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And he's like, dude, love you, man.

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But the reason why he let him go, it's like the person that got him to a hundred million
is not the same person that's going to get him to a billion.

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And so it's just continuing to find A players and thinking about your future vision and
how can we get the right people that have already done things that we're trying to do,

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plug them in and, um, and aim, like.

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People think that they could train somebody up.

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Let's get somebody on a discount who's got less experience and like, we'll train them up
and I'll.

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I'll babysit them.

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But the real unlock I've been in many entrepreneur rooms where we've had these
conversations is like just aiming for gold from the get-go is where you can build

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self-managing companies that don't even need your oversight on a day-to-day.

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In those rooms has the conversation transcended to a place where, do you attract those A
players?

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Cause it's one thing identifying them, having the skill and the ability to identify, but
then having the right system to attract them.

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You know, what I think, um, Charlie Munger used to always say is it was either trying, I
it was him where he said, show me the incentive.

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I'll show you the performance.

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Right.

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So is it just incentive based?

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Is it selling them on an idea?

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Is it building something special?

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What's the conversation been in the rooms around that?

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You know, the dream and vision of a big brand is going to attract great people that align
with that.

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So if you're the, you're in the commodity zone and you're like, we're just going to keep
chugging along, doing a thing.

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It's probably going be hard to get somebody excited to want to come and work at your
organization.

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But when you could fit an A player's dream and visions and aspirations of what they're
trying to do inside of your dream vision aspirations as a brand.

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And then make it worth their while to say like, look, there's going to be.

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a comp incentive for, like, I know somebody that gave 10 % to one A player and then
eventually 10 % to another A player and he's still 80 % owner, but he's not even involved

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in much of the ops, but he's still more involved in like the strategic pitching.

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He does like high-end landscape design in Arizona, for example.

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And he's like, they have skin in the game.

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And I'm like, wow, ownership, like actually giving ownership to people.

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That sounds so scary.

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Oh my gosh.

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Yeah, but if you get eight players that just love what they're doing and they have skin in
the game, what is the likelihood that they're going to leave if somebody offers them

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something?

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It's much less when it's like, the goal in, in three to five years is we're going to exit.

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I'm going to give you 10%.

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You're going to help us get to these goals.

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And so like ownership is, is one that I've seen.

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I'm like, wow, that's brilliant to have an ownership piece.

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And then there's another, there's another piece.

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There's a, there's a great book called the dream manager.

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fictional fable based off of a semi-true story about a commercial cleaning company that
started to help their employees achieve their dreams inside of their company.

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There was a manager that was in charge of helping people achieve their dreams.

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And they started to ask people like, what are you trying to do?

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What are you trying to achieve?

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Or where's their friction points?

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Why are people leaving?

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Well, we wish we had a shuttle because there are some people that didn't even speak the
language and come from different parts of the world.

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We wish

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There was a shuttle to get to get home.

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So you're telling us if we have a bus, we could get people home.

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we'd love to learn English.

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Wish English was a part of learning.

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great.

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We'll do it.

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We'll do an English program in our school.

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You know, I wish I could bring some of my family to the English lessons.

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And so like that blew up a company, dream manager, really great book.

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Um, and, and really the theme of the book is people are not going to want to leave when
you could.

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care about their dream, their talents, their abilities, and help them achieve it in your
organization.

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Sometimes it's freedom of time.

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Allow them to work remotely.

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Maybe that's the model.

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Sometimes it's freedom of travel.

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Hey, it'd be my dream to have three months off a year.

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And so it's really just asking the question to the A players is what would make this a
world-class collaboration between us?

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If we're looking ahead two years from now, three years from now,

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If you could wave a magic wand, both personally and professionally, what would the ideal
look like for you?

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And helping design that for them, because you're literally just asking them what they want
and giving them what they want and designing things around it.

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The people game is, I think, one of the more challenging ones to your point as far as
attraction.

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How do you do it?

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You sometimes need the right collaborator to just help you figure that game out.

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I've gone through different talent agencies, different recruiters.

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Sometimes they specialize recruiters in different industries, it's different approaches.

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I think the wrong thing that I did is like, we're going to just do it all ourselves.

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Some people do it.

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Eventually, maybe we'll have a person on our team that completely drives, um let's just
say talent acquisition from a performance perspective, but also from a leadership

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perspective.

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Um, yeah, that's a little bit on, you know, my, my thinking around the people game.

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It's like, when people can realize like, you're not that special and you can find great
people that want to do exceptional work in the things that maybe you don't want to do

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anymore as a leader.

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It's possible.

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People love accounting.

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Mark, I don't, but they love it.

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They want to wake up every day and do numbers.

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There must be a cave.

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There must be a group of cave dwellers because they're hard to find every once in They
must hang out together.

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Probably, but I mean, that's the beautiful part.

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It's like the things that we find irritating or, you know, just like we're good and we're
okay at it, but we're still doing it every day.

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It's like, get that stuff off of your plate.

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Find great people that get filled up by the stuff, you know, you as a leader in
particular, first of all, it's not good leverage use of your time.

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and you know, you should be in your zone of genius, your unique ability, your, your
favorite, like,

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What you maybe know your gift is like you should be in that zone and really trying to get
everything else off of your plate as a leader.

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Some leaders are just doing too much.

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Well, most are, but the tough part is, is that's how companies start, right?

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That's how they begin.

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Someone does have to do that.

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I mean, it's very rare that you'll hear, like I just recently heard the CEO of Uber, um,
give an interview and you know, the great thing is, is in this world, especially in this

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country, we have freedom of expression of thought of opinion.

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And he said the most important attribute or characteristic to have

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When you hear people who have done significant things, whether it's a high income, whether
it's build a company, they'll make these definitive statements.

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And think we all do have deep inside, like, this is the thing that really matters.

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But he said, what really matters is hard work.

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That's what he said.

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And if you listen to the guy, there's brilliance in a lot of the things he said, but
there's a lot of the world that would want to argue with that right now.

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Right.

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And so the funny thing is, is to listen to him and listen to people, all these, with these
different opinions and different perspectives and how companies are built.

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And I think you listened to so many examples, just like reading books and we can learn and
grow and form your own opinion.

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But he said, but what I know in listening to him in that interview that he was on the
podcast is that guy got there from probably doing what you said.

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don't want to always have to do.

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Right.

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But in the beginning of the businesses and where he started, that is one of the misnomers
and maybe why entrepreneurship is so difficult.

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You have to wear a lot of hats in the beginning.

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And even if someone would have given me, let's say 5 million bucks and wanted to invest in
my businesses before I had any receipts, it wouldn't have been a good idea because I would

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have probably wasted that money while I was learning the same lessons that I needed to
learn without blowing the money.

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And so.

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You have to wear a lot of hats.

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And then when you start finding great people to your point, and you can sell them on the
idea, the vision of the company, how it's going to impact their life, what you're going to

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do in the industry, then you can start, I guess, delegating or collaborating and starting
to scale.

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The challenge is though, is you have to do this unless you figured it differently.

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That's why we're here to have a conversation.

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As an entrepreneur, I just haven't seen too many people that don't have to give three to
five years of just all in craziness.

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Just madness.

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I haven't seen it.

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I, I, and if so,

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Maybe there's an outlier to, but tell us the example, tell us if there's a different
perspective.

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Cause I personally haven't seen it.

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Yeah.

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mean, so a friend of mine, he runs a aerospace, his name is Darrell Sutherland.

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He was an aerospace parts and sort of a factory around parts for aerospace.

207
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And he's been on a sabbatical for 10 years.

208
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And I'm like, what?

209
00:15:28,567 --> 00:15:31,089
He's like, yeah, I've been on a sabbatical for 10 years.

210
00:15:31,350 --> 00:15:37,184
so like, what he did is he's like, you just need to find your number two.

211
00:15:37,986 --> 00:15:44,992
There's, there's working in the business that's working on the business and there's
working above the business.

212
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Above the business is like, I'll be involved strategically, like board of directors, maybe
once a month, maybe it's once a week cause I enjoy it.

213
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But like working, working on the business is like strategy, CEO, you know, strategic.

214
00:16:01,528 --> 00:16:04,140
and then in the business is like, you know, day to day ops.

215
00:16:04,470 --> 00:16:16,043
I've met a lot of people that have built self-managing and self-multiplying companies
where they've empowered people around them to, again, back to the A players to find really

216
00:16:16,043 --> 00:16:20,610
great A players that have maybe done exactly what they're trying to do in a different
industry.

217
00:16:20,610 --> 00:16:26,870
An example, Alex Hermosy, for example, is a marketer that I, I'm in one of his groups.

218
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He just got a president that has helped with a billion dollar exit in

219
00:16:32,692 --> 00:16:34,113
mergers and acquisitions world.

220
00:16:34,113 --> 00:16:35,243
I forget the exact story.

221
00:16:35,243 --> 00:16:36,364
The guy's name is Sharon.

222
00:16:36,364 --> 00:16:37,364
forgot his last name.

223
00:16:37,364 --> 00:16:39,515
uh Really cool story.

224
00:16:39,515 --> 00:16:43,846
was a custodian back in the day and now he's just doing really cool things.

225
00:16:43,887 --> 00:16:47,998
like, Alex doesn't know how to build a billion dollar company.

226
00:16:47,998 --> 00:16:50,960
has ideas, but it's like, let's get the leader in place.

227
00:16:50,960 --> 00:16:55,111
Let's install somebody that can help us with the confidence around doing it.

228
00:16:55,111 --> 00:16:58,443
So I think like resourcefulness needs to be some of this.

229
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It's like a lot of us are trying to get to where we want to get to.

230
00:17:02,030 --> 00:17:06,574
But we need to be resourceful as like who can be the guide that has probably been there
already.

231
00:17:06,895 --> 00:17:20,086
you know, back to what I said about 1-800-GOT-JUNK, like they pulled in people that have
done those growth in those revenue arenas in other industries or similar industries.

232
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so, um lost my train of thought a little bit there.

233
00:17:23,394 --> 00:17:23,944
I that's right.

234
00:17:23,944 --> 00:17:27,057
So let me keep on, cause I like to have a great conversation.

235
00:17:27,057 --> 00:17:36,215
Like if we were sitting down at a having lunch together and having just a real open
conversation where, where Daniel comes with his opinion and I come with mine and I listen

236
00:17:36,215 --> 00:17:37,786
and I'm like, yeah, well, what about this?

237
00:17:37,786 --> 00:17:38,967
Too many people aren't doing it.

238
00:17:38,967 --> 00:17:43,091
but so here's what I would propose about Hormozi.

239
00:17:43,091 --> 00:17:48,695
If you listen to his story while he was learning, look at what the grind was.

240
00:17:49,676 --> 00:17:49,996
Right.

241
00:17:49,996 --> 00:17:52,376
And so I, it's tough to think.

242
00:17:52,376 --> 00:18:00,010
that he could have the brain and evolve to find those A players without him learning
first.

243
00:18:00,631 --> 00:18:00,921
Right.

244
00:18:00,921 --> 00:18:03,032
He had to have massive failure.

245
00:18:03,032 --> 00:18:09,516
And I just, know, whether, whether Malcolm Gladwell has it right about 10,000 hours, I
don't know.

246
00:18:09,516 --> 00:18:18,341
But usually what I found is yes, we can go get all these traditional education, all the
education, all the degrees we can learn from the people before us.

247
00:18:18,341 --> 00:18:20,310
But until you're in the seat.

248
00:18:20,310 --> 00:18:26,913
until you're making the mistakes until you're the one that has to call the shots until you
have actually executed yourself.

249
00:18:26,913 --> 00:18:34,006
You don't have the right perspective to evaluate to know how can I take a 10 year
sabbatical?

250
00:18:34,006 --> 00:18:43,440
Cause what I'm assuming too on the aerospace guy, I'm assuming he was in the aerospace
business, probably for three to five years, probably working really hard.

251
00:18:43,961 --> 00:18:45,262
That's what I'm speaking to here.

252
00:18:45,262 --> 00:18:46,612
So, so I think.

253
00:18:46,612 --> 00:18:55,017
What, what us as entrepreneurs, what we have to know, it's probably you going back to
DJing the amount of hours and sacrifice that you probably made in your life is

254
00:18:55,017 --> 00:18:56,387
significant.

255
00:18:56,488 --> 00:18:57,088
Yep.

256
00:18:57,088 --> 00:18:58,028
Right.

257
00:18:58,028 --> 00:19:01,490
And so the challenge is where do we go and find that?

258
00:19:01,490 --> 00:19:07,514
Can we find that experience being an employee or being a number two or being a number
three?

259
00:19:07,514 --> 00:19:08,894
Can you find it enough?

260
00:19:08,894 --> 00:19:11,716
There's only very few examples like a Steve Ballmer.

261
00:19:11,876 --> 00:19:12,376
Right.

262
00:19:12,376 --> 00:19:15,734
Who started out as like the 13th or 14th employee in Microsoft.

263
00:19:15,734 --> 00:19:17,575
And then he led the company for a decade.

264
00:19:17,575 --> 00:19:20,118
Now he's like the 13th most wealthy person in the world.

265
00:19:20,118 --> 00:19:22,940
That's a very, very unique story, right?

266
00:19:22,940 --> 00:19:27,183
Where he achieved that level of success without truly being the entrepreneur number one.

267
00:19:27,183 --> 00:19:39,543
so what I propose as we got off track a little bit is have you seen or been around people
that without being in the trenches as the number one for a period of time, two years,

268
00:19:39,543 --> 00:19:41,024
three years, four years.

269
00:19:42,050 --> 00:19:48,629
Do they have the right mindset, the trajectory, the perspective to make these decisions to
build these businesses to call the right shots?

270
00:19:49,102 --> 00:19:53,174
So like one that comes to mind, Dan Sullivan, he's a mentor of mine.

271
00:19:53,174 --> 00:19:57,176
He's sort of the brains behind Who Not How, wrote the book with Dr.

272
00:19:57,176 --> 00:19:58,207
Benjamin Hardy.

273
00:19:58,207 --> 00:20:01,649
He wrote the book Gap and the Gain, wrote the book 10X as Easier Than 2X.

274
00:20:01,649 --> 00:20:05,991
And he's actually written dozens of smaller books that are not mass market in those.

275
00:20:05,991 --> 00:20:10,674
um He's built a really interesting business coaching entrepreneurs.

276
00:20:10,794 --> 00:20:16,417
And they're up, I think something in the 60 to 70 million in revenue range right now.

277
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So they're doing okay.

278
00:20:18,440 --> 00:20:22,594
And I remember asking Dan, so like he is so in his zone.

279
00:20:22,594 --> 00:20:23,975
He's, he's building coaching tools.

280
00:20:23,975 --> 00:20:30,480
He's coaching workshops and he's just living in vision and creation and tinkering land.

281
00:20:30,480 --> 00:20:31,141
That's it.

282
00:20:31,141 --> 00:20:32,902
He said, if I never met.

283
00:20:32,902 --> 00:20:47,438
Babs Smith, his life partner and also business partner, his wife, he would not have built
this, this beautiful business, but his brain is all the creative into how.

284
00:20:47,438 --> 00:20:50,558
He's helped so many entrepreneurs achieve all kinds of things.

285
00:20:50,558 --> 00:20:51,558
I asked Dan a question.

286
00:20:51,558 --> 00:20:54,518
like, Hey, Dan, so it's funny we're talking about people.

287
00:20:54,658 --> 00:20:59,758
Hey, Dan, I'd love to get your thoughts on how to find really good people.

288
00:20:59,758 --> 00:21:02,958
Like what's the strategy within strategic coach?

289
00:21:03,478 --> 00:21:05,198
He's like, I have no idea.

290
00:21:05,478 --> 00:21:06,738
I don't know.

291
00:21:07,198 --> 00:21:08,298
I was like, what?

292
00:21:08,818 --> 00:21:11,598
Like, yeah, like, uh, not really sure.

293
00:21:11,598 --> 00:21:13,578
That's not part of my, my zone.

294
00:21:13,578 --> 00:21:14,342
I'm like,

295
00:21:15,106 --> 00:21:25,890
wow, people get to certain points where they just continue to find great who's around
them, where they stop caring or don't even think about components of the business.

296
00:21:25,890 --> 00:21:30,492
By the way, this, Hormozi and, and Dan Sullivan are really good contrast.

297
00:21:30,492 --> 00:21:34,064
I think Hormozi is the extreme of, he wanted to go deep in everything.

298
00:21:34,064 --> 00:21:38,175
He wanted to learn everything about sales, everything about meta, Google.

299
00:21:38,175 --> 00:21:40,016
That was his method.

300
00:21:40,046 --> 00:21:42,967
I don't know if you saw the conversation you had with Tony Robbins recently.

301
00:21:42,967 --> 00:21:44,558
They,

302
00:21:44,920 --> 00:21:46,750
Alex Hormozi is.

303
00:21:47,311 --> 00:21:47,661
Yeah.

304
00:21:47,661 --> 00:21:48,321
Yeah, me too.

305
00:21:48,321 --> 00:21:48,831
Me too.

306
00:21:48,831 --> 00:21:56,713
Hormozi is not my role model for how I want to show up in the world from a joy and
happiness perspective.

307
00:21:56,833 --> 00:22:04,315
So like for me, I'm building a business so that I could be at home for an intentional
amount of time and also working an intentional amount of time.

308
00:22:04,315 --> 00:22:05,346
Cause I love to work.

309
00:22:05,346 --> 00:22:07,106
love to pour into people.

310
00:22:07,106 --> 00:22:11,317
I love having conversations like this, but Hormozi was just like chasing the dollar.

311
00:22:11,317 --> 00:22:12,398
We've all heard that story.

312
00:22:12,398 --> 00:22:13,848
It's like, okay, you're going to make.

313
00:22:13,848 --> 00:22:18,701
A million, okay, then 10, then 100, and then you're still not happy, you're still chasing
the next thing.

314
00:22:18,701 --> 00:22:23,425
It's like, you never really arrive, you're like always chasing the horizon.

315
00:22:23,425 --> 00:22:26,697
uh Dan Sullivan's book, The Gap and the Gain, they talk about that.

316
00:22:26,697 --> 00:22:34,452
People are constantly in the gap because they're constantly striving for what they feel
like they don't have yet, but the gain is everything you've already achieved.

317
00:22:34,452 --> 00:22:42,616
um But I think the contrast back to my, to try to finish my thoughts here, because my
passion can pull me way off track is,

318
00:22:42,616 --> 00:22:59,896
Hormozzi is really the person who's doing deep consumption, deep immersion, hiring 10
people to learn about sales in a very short amount of time and just rapid transformation

319
00:22:59,896 --> 00:23:00,406
type of learning.

320
00:23:00,406 --> 00:23:01,617
That's been his method.

321
00:23:01,617 --> 00:23:04,038
Dan Sullivan's not a marketer at all.

322
00:23:04,098 --> 00:23:07,580
So this is like, is there a perfect path?

323
00:23:07,820 --> 00:23:11,542
I would say choose your destiny.

324
00:23:11,756 --> 00:23:12,887
You want to be hermosy.

325
00:23:12,887 --> 00:23:22,149
You want to, you want that to be your life, consuming it, showing up every day, recording
a billion pieces of content every month because you want to have a billion and then you'll

326
00:23:22,149 --> 00:23:23,713
probably want to have 5 billion in net worth.

327
00:23:23,713 --> 00:23:26,363
And then you'll probably want to have 10 million in net worth.

328
00:23:26,444 --> 00:23:31,310
The Tony Robbins podcast is like, forgive my

329
00:23:31,310 --> 00:23:32,871
oh It was a contrast.

330
00:23:32,871 --> 00:23:34,983
A lot of people looking at it.

331
00:23:34,983 --> 00:23:38,276
It was a contrast of idea and thought.

332
00:23:38,276 --> 00:23:48,425
And, um, when you have two gorillas in a room coming together from what they've achieved,
Tony doing it a lot longer, but Hormozis there, man.

333
00:23:48,425 --> 00:23:48,795
Right.

334
00:23:48,795 --> 00:23:51,146
And so you get them together.

335
00:23:51,910 --> 00:23:54,770
I think guys like that are used to trying to work it out.

336
00:23:54,770 --> 00:23:56,301
I don't think there's anything to work out.

337
00:23:56,301 --> 00:24:00,194
And that's what was missed there in the conversation after these are just two.

338
00:24:00,418 --> 00:24:01,398
different perspectives.

339
00:24:01,398 --> 00:24:10,583
I don't think Alex needs to feel less than I don't think he needs to necessarily try to
adopt the way Tony was maybe saying, Hey man, maybe you could do this a little bit more

340
00:24:10,583 --> 00:24:10,963
and all that.

341
00:24:10,963 --> 00:24:16,556
It's like, well, maybe these are two human beings that they're just supposed to do it two
different ways.

342
00:24:18,842 --> 00:24:20,764
That's actually a really good perspective.

343
00:24:20,764 --> 00:24:22,045
I saw it a little differently.

344
00:24:22,045 --> 00:24:23,446
I saw it completely from Tony.

345
00:24:23,446 --> 00:24:25,328
I told you I've learned a lot from Tony.

346
00:24:25,328 --> 00:24:35,557
I've been to many Tony events Alex has been on the trek to Endless achievement with zero
purpose.

347
00:24:35,557 --> 00:24:45,576
He came to that podcast vulnerable because he wanted Tony if there's somebody that could
coach Alex Hermosie and Alex to listen without his ego blocking it

348
00:24:46,016 --> 00:24:51,129
Alex showed up to that conversation like I've never seen him show up to any other
conversation ever.

349
00:24:51,129 --> 00:24:55,431
He's like, dude, I've always been like, fuck happiness achievement.

350
00:24:56,812 --> 00:24:59,393
And Tony's like, fuck suffering.

351
00:24:59,433 --> 00:25:02,815
Alex's frame has just been like achieve, achieve, achieve, achieve, achieve.

352
00:25:02,815 --> 00:25:11,560
And I think it's clearly a lot of his, his belief systems growing up, his dad never
thought he was doing the right move, getting into the gym world, et cetera.

353
00:25:11,560 --> 00:25:15,822
So there's this like proving to himself that he's worthy.

354
00:25:16,098 --> 00:25:23,365
But I think people get stuck in this constant achievement where you reach the summit of
this goal, but then there's the next summit and then there's the next summit.

355
00:25:23,425 --> 00:25:31,233
A big thing I learned from Tony, I think this is what Tony was trying to teach Alex is, is
dude, you need to have the love for it right now.

356
00:25:31,233 --> 00:25:34,917
Stop delaying the love for this imaginary future.

357
00:25:34,917 --> 00:25:38,400
Have the love and impact as the now.

358
00:25:38,400 --> 00:25:40,460
And that's really where the joy comes from.

359
00:25:40,460 --> 00:25:41,310
Yeah.

360
00:25:41,330 --> 00:25:44,222
I think there's a big debate on happiness.

361
00:25:44,222 --> 00:25:50,615
Boy, you throw the happiness word out there and highly successful, accomplished people
will have a debate.

362
00:25:50,936 --> 00:25:53,137
That looks like it's totally different.

363
00:25:53,137 --> 00:25:56,039
They're talking about two different words, two different worlds.

364
00:25:56,039 --> 00:25:56,459
Right.

365
00:25:56,459 --> 00:25:58,670
And so some people say screw happiness.

366
00:25:58,670 --> 00:25:59,921
It's about purpose.

367
00:25:59,921 --> 00:26:02,002
And some people would say it is about happiness.

368
00:26:02,002 --> 00:26:03,102
It is about joy.

369
00:26:03,102 --> 00:26:07,705
And what I, what I take a step back and say, you know, I think we're talking about a lot
of the same things.

370
00:26:07,705 --> 00:26:10,236
It's just everybody's journey looks different.

371
00:26:10,638 --> 00:26:15,521
And the place that Alex came from and you hear where Tony came from those stories.

372
00:26:15,881 --> 00:26:17,342
It's a lot of pain.

373
00:26:17,803 --> 00:26:18,543
It's a lot of pain.

374
00:26:18,543 --> 00:26:19,864
It's a lot of pain for both of them.

375
00:26:19,864 --> 00:26:26,468
And I think, I don't know if you take a guy like Alex, if you really sat down, whoever his
best friends are.

376
00:26:26,468 --> 00:26:30,060
Cause he probably has a, he probably has like three or four best friends.

377
00:26:32,054 --> 00:26:34,706
I bet he doesn't have that much struggle with

378
00:26:36,366 --> 00:26:38,046
Betty doesn't, right?

379
00:26:38,046 --> 00:26:42,546
It's just weird to be that vulnerable in public the way that he was, right?

380
00:26:42,546 --> 00:26:44,743
I don't, I don't know if that-

381
00:26:44,743 --> 00:26:48,556
He needed he needs purpose man.

382
00:26:48,556 --> 00:26:49,538
He doesn't have it

383
00:26:49,538 --> 00:26:50,339
I agree.

384
00:26:50,339 --> 00:26:53,510
And so maybe that's a part of it, but, I would dare say, here's what's funny.

385
00:26:53,510 --> 00:27:00,364
mean, when I'm saying those three friends, if they sat down and talked to him, it wouldn't
be very hard for him to get to what his purpose is.

386
00:27:00,604 --> 00:27:01,545
I don't think so.

387
00:27:01,545 --> 00:27:09,953
Maybe, maybe he's trying to achieve more and it, and it is about the chip on his shoulder,
trying to prove to himself in the world that he does belong and he is something.

388
00:27:09,953 --> 00:27:12,011
I mean, look how buff and fit and all that he is.

389
00:27:12,011 --> 00:27:15,373
But if we're honest though, there was a lot of failure in that background.

390
00:27:15,373 --> 00:27:17,154
And here's the struggle for so many people.

391
00:27:17,154 --> 00:27:18,494
A lot of people quit.

392
00:27:20,630 --> 00:27:21,871
Many of them quit.

393
00:27:21,871 --> 00:27:27,986
so whatever the thing was in his brain, he was able to tap into something that did get him
to keep going.

394
00:27:27,986 --> 00:27:32,980
And so maybe he's now in a place in his, maybe he's now in a season to your man, Tony
Robbins phrases.

395
00:27:32,980 --> 00:27:40,766
Maybe he's now in a season where he can come into more contentment without losing the
intensities to succeed.

396
00:27:41,196 --> 00:27:41,526
Yeah.

397
00:27:41,526 --> 00:27:43,337
I mean, think he's realized like he's achieved.

398
00:27:43,337 --> 00:27:47,708
made $105 million in a weekend, launching a book Guinness world record.

399
00:27:47,849 --> 00:27:48,559
And he did it.

400
00:27:48,559 --> 00:27:52,381
And he's like, wait, what now?

401
00:27:52,381 --> 00:27:56,252
Cause I thought I was supposed to, it's like Sean White, the Olympic snowboard player.

402
00:27:56,252 --> 00:28:00,033
was the goldest, the gold medal back to gold medals.

403
00:28:00,054 --> 00:28:02,815
He's won so many golds in his category.

404
00:28:02,815 --> 00:28:06,316
He then gets to an age where he's not going to be snowboarding anymore.

405
00:28:06,316 --> 00:28:08,427
Actually, I saw Sean White at a Tony event.

406
00:28:08,427 --> 00:28:10,848
Funny enough, we didn't talk, but he was there.

407
00:28:11,854 --> 00:28:18,256
people that achieve, that get to this level of what they think is going to be it and they
get it.

408
00:28:18,256 --> 00:28:20,276
It's like, that's it.

409
00:28:20,737 --> 00:28:25,638
So you have to find the joy in the now, the frame.

410
00:28:25,638 --> 00:28:33,781
And I think when you said happiness, or joy, whatever word we want to use here, everybody
has their own definition of what that looks like.

411
00:28:33,781 --> 00:28:34,037
Right?

412
00:28:34,037 --> 00:28:39,116
So if we were to journal on it and I'm like, this is what my definition looks like at my
stage of my life, I'm 38.

413
00:28:39,116 --> 00:28:39,906
Mark, what about you?

414
00:28:39,906 --> 00:28:40,987
You're in your stage of your life.

415
00:28:40,987 --> 00:28:44,928
You guys are doing acquisitions, roll-ups, you're doing expansion.

416
00:28:44,928 --> 00:28:47,109
What does joy look like to you?

417
00:28:47,349 --> 00:28:47,610
Right?

418
00:28:47,610 --> 00:28:50,841
So it's almost like there is no single definition.

419
00:28:50,841 --> 00:28:54,522
And I think, you know, people have this illusion of maybe what they think it is.

420
00:28:54,522 --> 00:29:02,256
And I think living and experiencing and seeing what you like and what you don't like, it
becomes more clear what it really is.

421
00:29:02,256 --> 00:29:06,817
I've met, you know, as a billionaire on stage in an event I was at, I'm like, okay, this
guy's achieved.

422
00:29:06,817 --> 00:29:08,608
He's so unhappy.

423
00:29:08,910 --> 00:29:13,330
His entire family doesn't really get along with him well.

424
00:29:13,330 --> 00:29:18,570
He ruined his relationships with his three or four children and he regrets all of it.

425
00:29:18,570 --> 00:29:20,610
He's like, I was on this road of achievement.

426
00:29:20,610 --> 00:29:21,430
I just wanted more.

427
00:29:21,430 --> 00:29:21,950
I want to grow.

428
00:29:21,950 --> 00:29:26,830
I thought getting that big dollar amount was going to make my family love me.

429
00:29:26,830 --> 00:29:36,630
And I'm so blessed at 38 to have received wisdom that people did not make good decisions
when they were younger and now they're older, you know, compared to me, let's say.

430
00:29:36,630 --> 00:29:38,094
And I'm like, I don't want that.

431
00:29:38,094 --> 00:29:41,616
That's a reference point for me of what I don't want.

432
00:29:41,616 --> 00:29:44,859
And I'm going to make the decisions of what I do want.

433
00:29:44,859 --> 00:29:52,104
And so we all have choice back to what we spoke about earlier of like how to, you know,
how to build a great business.

434
00:29:52,104 --> 00:29:53,314
We could do it however we want.

435
00:29:53,314 --> 00:29:57,727
We want it to be lifestyle and be more, more chill in your thirties and forties.

436
00:29:57,727 --> 00:30:01,780
And you want to, you want to go, go down and scale in your forties and fifties.

437
00:30:01,780 --> 00:30:03,151
So could chill back at this.

438
00:30:03,151 --> 00:30:07,726
Like the beauty of entrepreneurship is we have choice.

439
00:30:07,726 --> 00:30:08,806
whatever you want it to be.

440
00:30:08,806 --> 00:30:12,146
And my favorite question is, if you had a magic wand, Mark, what does it look like?

441
00:30:12,146 --> 00:30:13,518
It's your magic wand.

442
00:30:13,518 --> 00:30:14,178
Yeah.

443
00:30:14,178 --> 00:30:20,938
Maybe so that I was, was listening to another conversation yesterday and it's good to have
this also outside of entrepreneurship.

444
00:30:20,938 --> 00:30:23,098
It was one on one of the top podcasts.

445
00:30:23,098 --> 00:30:30,738
I was coming back from Florida and you know, I download some stuff to listen to on the
plane in case the wifi is not great.

446
00:30:30,738 --> 00:30:38,198
And, and so she said that she was an investment banker and I forget which one that she was
on, but she was an investment banker.

447
00:30:38,198 --> 00:30:41,178
And she said that at an early age, she was high flying.

448
00:30:41,178 --> 00:30:43,342
don't know if it was in England or if it was in New York.

449
00:30:43,342 --> 00:30:51,442
But she had two complete opposite examples of achieving success and what was trying to
make people happy.

450
00:30:51,442 --> 00:30:56,022
said, sitting straight across from me, there was someone who was about the next Ferrari.

451
00:30:56,022 --> 00:31:01,242
It was the next car and he'd come into work and then, and on the weekends he'd fly off to
these crazy.

452
00:31:01,242 --> 00:31:07,962
I don't know if you listen to this podcast and where it was, but he'd fly off to these
crazy vacations and just live life to the fullest.

453
00:31:08,002 --> 00:31:11,448
And then sitting next to her, there was someone that.

454
00:31:11,448 --> 00:31:19,865
brought a brown bag lunch in, and these people are making big money in investment banking,
brown bag lunch, driving a normal car, nothing flashy.

455
00:31:19,865 --> 00:31:21,486
The guy wouldn't stand out.

456
00:31:21,486 --> 00:31:27,510
And she said, that guy who brought in the brown bag lunch, she said, when I came, I think
she actually is from England.

457
00:31:27,510 --> 00:31:30,693
She said, when I came to the country, I just visited him with him two days ago.

458
00:31:30,934 --> 00:31:39,221
And she shared that she went to his home and he's pretty much retired early with his
family, spending extra time with his kids.

459
00:31:39,221 --> 00:31:40,864
And she said, but.

460
00:31:40,864 --> 00:31:50,322
I'm not going to downplay that that guy on his crazy weekends, getting the Ferraris that
that actually didn't make that guy happy because it seems like it did.

461
00:31:50,423 --> 00:31:58,450
And so what you, she said the important thing, the important thing is you need to design,
you need to write down the life you want and then you can design it.

462
00:31:58,771 --> 00:32:00,052
I think, right.

463
00:32:00,052 --> 00:32:02,854
And we can reverse engineer almost anything.

464
00:32:03,470 --> 00:32:04,130
Yes.

465
00:32:04,130 --> 00:32:05,730
And it's okay to change too.

466
00:32:05,730 --> 00:32:15,670
You know, in, in this, in this season of your life, oh my, like Ferrari has been my dream
for a while and, and, maybe I'll get the car and then, and then maybe it's going to look

467
00:32:15,670 --> 00:32:16,330
like something else.

468
00:32:16,330 --> 00:32:16,490
Okay.

469
00:32:16,490 --> 00:32:17,210
I got the car now.

470
00:32:17,210 --> 00:32:20,010
I want to sell the car and now I want to do this.

471
00:32:20,010 --> 00:32:20,870
And that's the beautiful thing.

472
00:32:20,870 --> 00:32:23,010
Like it doesn't need to be permanent decisions.

473
00:32:23,010 --> 00:32:25,062
It's like, what does it look like for you now?

474
00:32:25,554 --> 00:32:34,157
I tell you what, my 20s of what I wanted and what I wanted my life to look like is
completely different to my 30s and I'm sure it's going to continue to change.

475
00:32:34,198 --> 00:32:43,382
But the theme that I've seen that has resonated with me is I want to be like, for me, I
believe life is around connections and love.

476
00:32:43,382 --> 00:32:50,585
I was the best man at my brother's wedding in July and I've been in a lot of weddings
because our business is literally in the weddings world.

477
00:32:50,585 --> 00:32:54,696
But to give a toast at your brother's wedding, I was like, what advice can I give my
brother?

478
00:32:55,064 --> 00:32:56,555
And I was like, what is the meaning of life?

479
00:32:56,555 --> 00:32:58,155
I was reflecting, like, what am going to say?

480
00:32:58,155 --> 00:32:59,456
How am I going to say it?

481
00:32:59,556 --> 00:33:04,238
And it sounds simple to say, the meat for me, again, everybody's got their choice.

482
00:33:04,238 --> 00:33:09,201
Meaning of life might be Ferrari for somebody, but the meaning of life for me is love.

483
00:33:09,501 --> 00:33:11,522
The meaning of life is love.

484
00:33:11,522 --> 00:33:20,246
I had my first born 19 months ago and I was, I'm still an achiever, but I'm not allowing
that to define my, happiness.

485
00:33:20,736 --> 00:33:26,130
I have never had more meaning in my life than I did having this little boy, Luca.

486
00:33:26,350 --> 00:33:31,524
And it is the best feeling ever to be able to love and to pour into him and instill wisdom
and all of those things.

487
00:33:31,524 --> 00:33:34,016
At this stage of my life, that is the most important thing.

488
00:33:34,016 --> 00:33:42,283
So I'm designing everything around the connection and the love of family for me at this
stage of my life.

489
00:33:42,283 --> 00:33:44,644
In my forties, I'll probably still care about it.

490
00:33:44,644 --> 00:33:47,182
Maybe I'll have more A players around me.

491
00:33:47,182 --> 00:33:51,302
And I'll just be, I'll continue to stay in what I love to do.

492
00:33:51,302 --> 00:33:54,042
writing a book later this year, you know, crossing my fingers.

493
00:33:54,042 --> 00:33:55,342
It'll be ready later this year.

494
00:33:55,342 --> 00:33:58,242
I love pouring into people like Tony Robbins.

495
00:33:58,242 --> 00:34:00,022
like maybe a mini Tony.

496
00:34:00,022 --> 00:34:02,282
I feel like I'm on this earth to serve people, Mark.

497
00:34:02,282 --> 00:34:03,362
And I think you are too, man.

498
00:34:03,362 --> 00:34:07,922
Like I feel your passion for, for being able to add value to people.

499
00:34:07,922 --> 00:34:09,582
like, this is not just for us to talk.

500
00:34:09,582 --> 00:34:17,140
It's like, and to listen, but if one person listening to this gets value, gets insight,
it.

501
00:34:17,140 --> 00:34:27,378
sparks them to get clear and to get confident and to take action and whatever that is,
that's another impactful, meaningful part of my life as well.

502
00:34:27,522 --> 00:34:32,233
So talk about, um, Hey, I'd like to know why you named him Luca.

503
00:34:32,233 --> 00:34:36,031
It seems like that name is probably connected to your heritage and your last name.

504
00:34:36,565 --> 00:34:37,945
It isn't actually.

505
00:34:38,386 --> 00:34:39,866
We just liked the Italian name.

506
00:34:39,866 --> 00:34:44,307
I mean, I would say, well, my wife and I went to Italy on our honeymoon, but we just liked
the name.

507
00:34:44,307 --> 00:34:50,029
uh It's obviously a derivative of Luke and Luke means bringer of light.

508
00:34:50,189 --> 00:34:50,919
And we liked it.

509
00:34:50,919 --> 00:34:52,270
We just, we just liked it.

510
00:34:52,270 --> 00:34:57,851
And my wife's, she's from Brazil, but has loved Italian culture.

511
00:34:57,851 --> 00:35:00,552
Grew up around Italians in New York.

512
00:35:00,552 --> 00:35:03,173
Cause we, both were in, I mean, I grew up in Queens.

513
00:35:03,173 --> 00:35:06,774
She was in Brazil, but came to the U S and was around Italians.

514
00:35:06,882 --> 00:35:10,845
So she's a Brazilian who's got an Italian New York kind of way about her.

515
00:35:10,845 --> 00:35:17,173
But no, there's no, so bringer of light felt like the perfect name for our little boy.

516
00:35:17,173 --> 00:35:18,994
And he literally radiates that.

517
00:35:19,124 --> 00:35:20,054
Awesome.

518
00:35:20,274 --> 00:35:20,624
All right.

519
00:35:20,624 --> 00:35:30,147
So you had two ideas love, and then at the end you hit on action because what I was going
to ask before you went into love is your foundation, your purpose, your reason it's,

520
00:35:30,147 --> 00:35:31,677
running through everything you're doing.

521
00:35:32,958 --> 00:35:42,121
was going to say, okay, so what's the silver lining through your twenties, your thirties,
your forties and your fifties to stay focused to designing the life that you want.

522
00:35:42,121 --> 00:35:47,092
Cause I would push back so you can, it can be filled with love, but then I heard you say
action.

523
00:35:47,582 --> 00:35:48,633
And so went, there it is.

524
00:35:48,633 --> 00:35:49,804
So what's that mean?

525
00:35:49,804 --> 00:35:52,866
And if you need to take it in different direction, that's fine.

526
00:35:53,067 --> 00:36:02,484
Cause you, can love all we want, but if we sit around and wait for everyone to come and do
things for us, probably not going to the life view that's ideal.

527
00:36:02,786 --> 00:36:09,272
Yeah, I said to my friend, I'm like, I don't know, we were at an event and I'm like, dude,
I've learned to just fall in love with the now.

528
00:36:09,272 --> 00:36:20,843
Like there's this achievement thing that I've seen, forget who did it, where it's like,
you're here and you're thinking about there and you delay being happy now because you're

529
00:36:20,843 --> 00:36:21,853
waiting to get there.

530
00:36:21,853 --> 00:36:29,460
Achievers are always here and excited and can't wait to get there and they're not happy
until they get there.

531
00:36:30,636 --> 00:36:33,163
What if you just decided you are there?

532
00:36:35,180 --> 00:36:37,331
You're there right now.

533
00:36:37,791 --> 00:36:39,392
That's what I've decided.

534
00:36:39,632 --> 00:36:40,772
I'm there.

535
00:36:42,013 --> 00:36:49,977
Still crazy ambitious, but I am so filled with joy that I have arrived.

536
00:36:49,977 --> 00:36:52,128
Now I'm still, I'm still ambitious.

537
00:36:52,128 --> 00:36:53,378
So how do you...

538
00:36:53,908 --> 00:36:54,691
How does that work?

539
00:36:54,691 --> 00:36:55,494
How do we put it together?

540
00:36:55,494 --> 00:36:56,789
That's what we're sitting here talking about.

541
00:36:56,789 --> 00:36:58,700
Let's make it practical for everyone.

542
00:36:58,700 --> 00:36:59,210
Let's do it.

543
00:36:59,210 --> 00:37:02,192
Make your future more compelling than your past.

544
00:37:02,892 --> 00:37:03,813
Tony has said this.

545
00:37:03,813 --> 00:37:05,514
Dan Sullivan has said versions of this.

546
00:37:05,514 --> 00:37:07,094
Mentors that I follow.

547
00:37:07,115 --> 00:37:11,757
The reason why I wake up every day is my future is more exciting.

548
00:37:11,757 --> 00:37:12,878
It is more compelling.

549
00:37:12,878 --> 00:37:15,259
It is more radiant than my past.

550
00:37:15,399 --> 00:37:16,760
In my business.

551
00:37:17,641 --> 00:37:19,181
In my personal life.

552
00:37:19,662 --> 00:37:20,492
So I'm waking up.

553
00:37:20,492 --> 00:37:21,483
Okay.

554
00:37:21,523 --> 00:37:23,364
What are we excited about three years from now?

555
00:37:23,364 --> 00:37:27,256
Well, we want to build the most incredible entertainment brand.

556
00:37:27,256 --> 00:37:33,881
kind of built a bit of a blue ocean category where there's not a lot of competition in the
way that we're bringing entertainment to the wedding world.

557
00:37:33,881 --> 00:37:34,462
We're not a band.

558
00:37:34,462 --> 00:37:35,042
We're not a DJ.

559
00:37:35,042 --> 00:37:40,136
We're this like blended combination hybrid concept for luxury weddings.

560
00:37:40,697 --> 00:37:42,268
It's like we're doing cool things.

561
00:37:42,268 --> 00:37:44,940
We're continuing to uh innovate.

562
00:37:45,481 --> 00:37:52,386
There's going to be, and this could be for everybody watching, there's going to be the
fear in achieving whatever's to come next.

563
00:37:52,386 --> 00:37:55,389
Territory that you've never done or ever entered.

564
00:37:55,389 --> 00:37:57,282
There's going to be the uncertainty.

565
00:37:57,282 --> 00:38:00,923
And there's going to be the discomfort, the FUD, I like to call it.

566
00:38:00,984 --> 00:38:04,765
The FUD exists at all new levels of growth.

567
00:38:04,765 --> 00:38:06,206
And I love the FUD.

568
00:38:06,206 --> 00:38:07,066
Why?

569
00:38:07,066 --> 00:38:10,307
Because the same feeling of anxiety is the same feeling of excitement.

570
00:38:10,307 --> 00:38:17,710
And every time I feel it, I'm like, oh, that's my body trying to protect me because it's
this new territory, but it's actually excitement.

571
00:38:17,710 --> 00:38:18,861
And I embrace it anyway.

572
00:38:18,861 --> 00:38:22,412
There's a book called Greatness by David Cook.

573
00:38:22,472 --> 00:38:24,303
He coached the San Antonio Spurs.

574
00:38:24,303 --> 00:38:27,150
He helped Tim Duncan get out of that slump and

575
00:38:27,150 --> 00:38:31,311
create the Tim Duncan legend that we know as an NBA player.

576
00:38:31,311 --> 00:38:37,813
He's coached more than 50 professional golfers and he's got a really great acronym in the
book.

577
00:38:37,813 --> 00:38:39,053
Spoiler alert.

578
00:38:39,454 --> 00:38:40,714
SFT.

579
00:38:41,214 --> 00:38:51,777
Seeing the outcome you're trying to produce, feeling you're capable and trusting that it
will happen, trusting through all the fear, through all the uncertainty, through all the

580
00:38:51,777 --> 00:38:52,678
discomfort.

581
00:38:52,678 --> 00:38:54,558
The top performers

582
00:38:54,968 --> 00:39:04,124
People that are not allowing the future to overwhelm them, the past to hold them back or
to overwhelm them and to cause this or to cause that are just present in the now.

583
00:39:04,285 --> 00:39:07,707
And that's how Kobe became Kobe.

584
00:39:07,707 --> 00:39:09,688
That's how Michael became Michael.

585
00:39:09,688 --> 00:39:21,196
Is they're not allowing the what ifs of back then or there or the golf stroke that was not
successful two strokes before affect their current way of thinking.

586
00:39:21,196 --> 00:39:23,958
so to kind of just reel it back.

587
00:39:24,568 --> 00:39:26,880
Make your future more compelling than your past.

588
00:39:26,880 --> 00:39:31,943
For me, I'm building what I'm building now every year or two.

589
00:39:32,483 --> 00:39:35,325
It's changing, it's reorienting and that's okay.

590
00:39:35,325 --> 00:39:36,506
It's continuing to change.

591
00:39:36,506 --> 00:39:38,487
It's continuing to reorient.

592
00:39:38,868 --> 00:39:43,371
I look at things every couple quarters and it's like that personal goal is it's still
relevant.

593
00:39:43,371 --> 00:39:47,773
One of the things I want to become a pilot and I'll be able to fly my family around as we
so wish.

594
00:39:47,934 --> 00:39:49,815
It feels far out of reach.

595
00:39:49,815 --> 00:39:51,056
It feels scary.

596
00:39:51,056 --> 00:39:52,657
Imposter syndrome, all these things.

597
00:39:52,657 --> 00:39:53,398
I shoot it down.

598
00:39:53,398 --> 00:39:54,218
I'm like,

599
00:39:54,294 --> 00:39:56,875
I could literally paint whatever I want.

600
00:39:57,257 --> 00:40:02,620
I've learned that we could, sometimes we have glass ceilings of what we think our deserve
level is.

601
00:40:03,201 --> 00:40:15,401
And, you know, I've been blessed to learn that like imperfect action and trying new things
and all of these emotions are just our own mindset, trying to keep us in the, the safety

602
00:40:15,401 --> 00:40:15,883
zone.

603
00:40:15,883 --> 00:40:24,118
And, and so that's what I would say about it is, is make your future more compelling than
your past.

604
00:40:25,240 --> 00:40:36,460
for people that have gotten to out of survival mode, because I think you can't get to
these points of I've made it until you've built something that is stable from an income

605
00:40:36,460 --> 00:40:37,720
perspective.

606
00:40:37,721 --> 00:40:44,307
And so like, if you're still trying to get beyond paycheck to paycheck, this maybe doesn't
exactly apply.

607
00:40:44,307 --> 00:40:53,494
But if you're an entrepreneur and you're able to get to a point of having confidence of
your cashflow and you're good there, you can then decide.

608
00:40:54,402 --> 00:40:56,390
What do I want it to be at this stage of my life?

609
00:41:01,218 --> 00:41:07,732
someone said they were at one of the first lunches that Warren Buffett and Bill Gates.

610
00:41:08,035 --> 00:41:11,602
think Bill Gates' mom kind of put it together and made him show up.

611
00:41:13,112 --> 00:41:22,747
Sometime later in life, someone sat down to a lunch with both of them and asked them,
what's the most important thing been to you building your business?

612
00:41:22,747 --> 00:41:24,979
And have you heard this almost simultaneously?

613
00:41:24,979 --> 00:41:28,060
They gave the same answer, which was one word.

614
00:41:28,706 --> 00:41:31,986
I think I know what you're gonna say, but I don't think I've heard this story.

615
00:41:32,088 --> 00:41:34,819
They both said focus simultaneously.

616
00:41:36,579 --> 00:41:45,162
And then what this person shared was it's almost mind numbing how many times they
interview and sit down to have conversations with these elite people.

617
00:41:45,162 --> 00:41:50,023
And it's pretty much the same word because you brought up Kobe and Michael.

618
00:41:50,303 --> 00:41:55,165
That's what just flows out of them is just, just linear focus.

619
00:41:57,065 --> 00:41:59,916
So how's that play in your life?

620
00:42:00,366 --> 00:42:02,786
And how do we keep extreme focus?

621
00:42:02,786 --> 00:42:12,046
If these elite folks who have big achievement in all the areas of their life, mean, Warren
Buffett, you know, they say he's still living in the same home.

622
00:42:12,046 --> 00:42:12,306
Yeah.

623
00:42:12,306 --> 00:42:13,986
It has a lot of security, but he does.

624
00:42:13,986 --> 00:42:15,926
He still sleeps there at times.

625
00:42:15,926 --> 00:42:16,806
He still drive.

626
00:42:16,806 --> 00:42:24,346
still drives a Cadillac, a 50 or 60 or $70,000 Cadillac focus.

627
00:42:24,346 --> 00:42:30,506
And what they're talking about, I believe is focusing on just one or two or just a few
linear things.

628
00:42:31,020 --> 00:42:31,470
Yeah.

629
00:42:31,470 --> 00:42:31,830
Yeah.

630
00:42:31,830 --> 00:42:37,932
So Benjamin Hardy, uh, he wrote a book called the science of scaling really great book, by
the way.

631
00:42:38,152 --> 00:42:55,217
And he talks about that, that, that focus, if I was to take that word and sort of transfer
it into Ben's thinking, it's like focus on the biggest needle movers where that everything

632
00:42:55,217 --> 00:42:56,937
else becomes obsolete.

633
00:42:57,638 --> 00:42:59,598
Sometimes people are like, what are the

634
00:42:59,598 --> 00:43:03,079
20 things we could do to grow our business.

635
00:43:04,139 --> 00:43:07,430
Yeah, but what are the main needle movers?

636
00:43:07,430 --> 00:43:08,360
Is it just one?

637
00:43:08,360 --> 00:43:11,501
Is it maybe two areas of focus?

638
00:43:12,181 --> 00:43:14,842
And I think the science of scaling is really good book.

639
00:43:14,842 --> 00:43:16,970
Like there's an example in the book that I really love.

640
00:43:16,970 --> 00:43:18,073
There's a woman who was trying to grow.

641
00:43:18,073 --> 00:43:26,475
She built this like credit repair uh value add to, to, customers, but it was complimentary
to like the traditional software.

642
00:43:26,475 --> 00:43:29,070
She was like, I need to just go and get.

643
00:43:29,070 --> 00:43:30,891
10 customers this month.

644
00:43:31,131 --> 00:43:42,277
And the, the, story in the book is like, stop thinking about just serving one customer,
the next customer, the next customer who already has relationships with hundreds or

645
00:43:42,277 --> 00:43:44,738
thousands of those customers.

646
00:43:45,599 --> 00:43:57,605
And how could you add value and actually may potentially plug in long story short in the
book, she found a software company that already has relationships with all the customers.

647
00:43:57,826 --> 00:43:58,392
She.

648
00:43:58,392 --> 00:44:06,749
presented them an offer that's win-win for both of them, that is going to be hero to their
same customer, and that will also be an added revenue source to that software company.

649
00:44:06,749 --> 00:44:12,874
And she got plugged into seven or 8,000 customers overnight.

650
00:44:13,415 --> 00:44:26,510
And moral of the story is sometimes with focus, we need to focus on the end goal, but also
think about how could we get there in ways that most people are not thinking.

651
00:44:26,510 --> 00:44:30,529
I think to your, to your point, sometimes people are thinking very linearly.

652
00:44:30,529 --> 00:44:32,010
It's like, we grow 10 % this year?

653
00:44:32,010 --> 00:44:34,230
Can we grow 30 % this year?

654
00:44:34,230 --> 00:44:36,630
And I think depending on the size of your business, that's fine.

655
00:44:36,630 --> 00:44:39,950
If you're doing a hundred million, 20 % growth is great.

656
00:44:39,950 --> 00:44:43,550
Um, if you're doing a million, could you potentially do 2 million?

657
00:44:43,550 --> 00:44:47,950
If you're doing three, could you maybe go to six with a new way of thinking?

658
00:44:47,950 --> 00:44:50,550
And that's what's so cool about this book.

659
00:44:50,550 --> 00:44:53,170
It's like, what is the big goal?

660
00:44:53,170 --> 00:44:55,814
What is the main areas of focus that

661
00:44:55,820 --> 00:44:58,315
Maybe you're not even thinking about pull yourself out of it.

662
00:44:58,315 --> 00:44:59,498
Think about it differently.

663
00:44:59,498 --> 00:45:04,058
Um, it's like an Elon Musk's book with Walter Isaacson.

664
00:45:04,058 --> 00:45:05,280
Hey, we need to

665
00:45:07,404 --> 00:45:08,374
It's going to be impossible.

666
00:45:08,374 --> 00:45:09,464
This is his staff set time.

667
00:45:09,464 --> 00:45:12,856
It's going be impossible for us to produce the amount of cars that we need.

668
00:45:12,856 --> 00:45:16,657
We only have two production tracks.

669
00:45:16,657 --> 00:45:20,497
He's like, yeah, but, to build another one's going to take so much time.

670
00:45:21,018 --> 00:45:21,398
Yeah.

671
00:45:21,398 --> 00:45:22,138
Okay.

672
00:45:22,138 --> 00:45:30,580
How about we use the parking lot and we build some tents and we just use the parking lot
as our third production line to catch up to production speed.

673
00:45:30,580 --> 00:45:34,541
Oh, well, actually.

674
00:45:34,974 --> 00:45:36,742
So I love the.

675
00:45:38,062 --> 00:45:41,264
Stop thinking like all the rest approach.

676
00:45:41,726 --> 00:45:43,127
Think out of the box.

677
00:45:43,127 --> 00:45:51,795
What is the completely different path that you can dream up, that you can imagine, that is
so untraditional?

678
00:45:51,955 --> 00:45:54,926
And that's sometimes where massive leaps take place.

679
00:45:54,926 --> 00:45:55,706
Yeah.

680
00:45:55,706 --> 00:45:58,946
So I guess the argument would be that he stayed focused.

681
00:45:59,086 --> 00:46:01,006
He's just thinking of it differently.

682
00:46:01,006 --> 00:46:07,546
Maybe it's because he has such extreme focus on the task, on the goal, on the outcome,
right?

683
00:46:07,546 --> 00:46:11,165
Where everybody else was limited by what they believed or seen in the past.

684
00:46:11,165 --> 00:46:12,466
He said, absolutely not.

685
00:46:12,466 --> 00:46:13,706
Like this is what we're going to achieve.

686
00:46:13,706 --> 00:46:14,546
We're going to get here.

687
00:46:14,546 --> 00:46:16,046
How do we need to, yeah.

688
00:46:16,046 --> 00:46:18,506
So, um, so we can sit here and talk forever, man.

689
00:46:18,506 --> 00:46:19,326
We're wrapping up our time.

690
00:46:19,326 --> 00:46:22,434
I wish we would have started, uh, maybe when you write the book.

691
00:46:22,434 --> 00:46:22,824
Who knows?

692
00:46:22,824 --> 00:46:29,116
Maybe when you go on your grand tour and you have the plane and you're piloting around,
whether you buy a Cirrus or a phenom one, who knows what you're going to buy?

693
00:46:29,116 --> 00:46:32,437
Maybe you're going to be a twin twin engine guy and you're going to buy your own.

694
00:46:32,437 --> 00:46:32,767
don't know.

695
00:46:32,767 --> 00:46:34,707
What's the new one's a Prater 600, right?

696
00:46:34,707 --> 00:46:36,638
Your $25 million check and buy it.

697
00:46:36,638 --> 00:46:43,080
Um, you come and we have a conversation about the book because I know that there's good
stuff inside.

698
00:46:43,420 --> 00:46:44,080
Of you.

699
00:46:44,080 --> 00:46:45,280
I've talked to a lot of people.

700
00:46:45,280 --> 00:46:51,404
You've been in a lot of rooms, but I've talked to a lot of people and been in the rooms,
but, um,

701
00:46:51,404 --> 00:46:53,055
I want to see if you do it.

702
00:46:54,157 --> 00:47:03,606
That's what want to The part that pulls it off on a lives, life that you're determined to
live now while you also achieve at a high level.

703
00:47:04,188 --> 00:47:06,290
Cause it's those examples.

704
00:47:06,290 --> 00:47:09,763
Cause I do believe that's what the world is searching for.

705
00:47:09,763 --> 00:47:10,854
What you're talking.

706
00:47:13,709 --> 00:47:15,142
I don't see too many of

707
00:47:15,158 --> 00:47:26,503
It's a decision mark like I'm there if I told you I was five years ago, you'd be like
you're freaking there, dude and That's why I'm like I'm not delaying gratification to when

708
00:47:26,503 --> 00:47:27,323
I get there.

709
00:47:27,323 --> 00:47:35,887
I'm already here Will I be happier when I get the plane or will I be as happy and an added
layer of?

710
00:47:36,127 --> 00:47:43,074
convenience probably the added layer of convenience, but but I'm with you man, like I'm
excited that's where my

711
00:47:43,074 --> 00:47:44,555
features more compelling to my past.

712
00:47:44,555 --> 00:47:46,037
Like, okay, well, we want to go to Montana.

713
00:47:46,037 --> 00:47:46,778
Haven't been there yet.

714
00:47:46,778 --> 00:47:48,379
My wife and I have it on the list.

715
00:47:48,379 --> 00:47:55,342
The mountains, the beauty of that part of the world, or that country, that uh part of the
country.

716
00:47:55,342 --> 00:47:59,703
I want to go a little bit deeper about you're already living the life.

717
00:47:59,703 --> 00:48:15,408
we talked about, we talked about Hormozi before on, I wonder if 10 years ago, if you would
have given them the exchange, Hey Alex, I will transplant you as if you're in Star Trek to

718
00:48:15,408 --> 00:48:16,288
10 years.

719
00:48:16,288 --> 00:48:19,699
And let me tell you the life that you're going to be living, the success you're going to
have.

720
00:48:19,699 --> 00:48:23,212
Will you exchange it and just be happy there for the rest of your life?

721
00:48:23,212 --> 00:48:28,806
I think he would have probably been absolutely because that's far beyond what we're even
looking at now.

722
00:48:29,087 --> 00:48:41,467
I'm not saying stop, but if Daniel's arrived here now, you're living the life you have,
Luca, you have this life that dreams are made of in the, of what you're feeling in the

723
00:48:41,467 --> 00:48:42,588
current moment.

724
00:48:46,434 --> 00:48:47,378
Why keep going?

725
00:48:47,378 --> 00:48:48,842
Does it get any better?

726
00:48:50,146 --> 00:48:58,140
Because plateauing and not having an exciting future is not...

727
00:48:59,756 --> 00:49:02,807
what ambitious people thrive on.

728
00:49:03,928 --> 00:49:07,249
You know, in three to five years, I might write a book for my son.

729
00:49:07,249 --> 00:49:11,351
The book that I wish I had when I was in elementary school, middle school, whatever.

730
00:49:11,351 --> 00:49:13,212
Like I have a friend, Scott, who's got four kids.

731
00:49:13,212 --> 00:49:16,012
He's building a whole brand about pouring in to the youth.

732
00:49:16,012 --> 00:49:17,093
He's got four kids.

733
00:49:17,093 --> 00:49:20,285
His meaning is bringing value to his kids.

734
00:49:20,285 --> 00:49:21,235
I'm not there yet.

735
00:49:21,235 --> 00:49:28,398
um But I guess what I'm trying to say here is

736
00:49:31,254 --> 00:49:35,097
And in five years, I'm probably going to have an additional two properties.

737
00:49:35,097 --> 00:49:38,189
My wife and I, said, okay, we'd love to maybe get a, we joke about it.

738
00:49:38,189 --> 00:49:39,379
We haven't even been there yet.

739
00:49:39,379 --> 00:49:40,370
A place in Montana.

740
00:49:40,370 --> 00:49:41,621
We have a place in Connecticut.

741
00:49:41,621 --> 00:49:43,782
We have a place in Sarasota, Florida.

742
00:49:44,043 --> 00:49:46,023
We want to get a couple others.

743
00:49:46,964 --> 00:49:52,708
But I'm, I'm, I'm not delaying my joy.

744
00:49:52,788 --> 00:49:55,730
I'm not going to say, you know, I,

745
00:49:56,098 --> 00:50:00,061
Like I stay up late just like all of us ambitious entrepreneurs.

746
00:50:00,061 --> 00:50:01,720
I'm writing, my God, I got an idea.

747
00:50:01,720 --> 00:50:03,684
I ship it off to my team in the morning.

748
00:50:03,684 --> 00:50:12,632
What is changing is what leverage do I now understand that I did not understand many years
ago?

749
00:50:12,632 --> 00:50:22,520
For example, I've learned that based on my wiring, there's something called the Colby A
profile where people could take it and you learn about how you strive as a person.

750
00:50:22,520 --> 00:50:25,002
There's no wrong way to strive.

751
00:50:25,048 --> 00:50:26,589
People are wired in different ways.

752
00:50:26,589 --> 00:50:28,029
This is a very eye-opening thing.

753
00:50:28,029 --> 00:50:31,010
If you haven't done it, I'd love to do it and tell you about yourself.

754
00:50:31,010 --> 00:50:32,741
You'd be like, what?

755
00:50:32,801 --> 00:50:35,542
I could probably guess what you are, but I digress.

756
00:50:35,562 --> 00:50:42,525
The concept of ColB.A is, where are you as, how much facts do you need before you take
action?

757
00:50:42,525 --> 00:50:45,646
What is your likelihood to follow through on something that you start?

758
00:50:46,027 --> 00:50:51,619
How much time do you need to leap into something before you take the step?

759
00:50:51,619 --> 00:50:52,629
They call that quick start.

760
00:50:52,629 --> 00:50:54,136
And then the fourth one is implementer.

761
00:50:54,136 --> 00:50:56,046
How hands-on do you need to be?

762
00:50:56,167 --> 00:50:57,777
Turns out I'm a very high quick start.

763
00:50:57,777 --> 00:50:58,847
What does that mean?

764
00:50:58,847 --> 00:51:00,148
I love risk.

765
00:51:00,788 --> 00:51:04,489
know, sort of the classic risk-taking entrepreneur is usually a high quick start.

766
00:51:04,489 --> 00:51:06,139
Low follow-through, huh?

767
00:51:06,139 --> 00:51:07,950
It's magnetic forces.

768
00:51:07,950 --> 00:51:09,160
Lots of ideas.

769
00:51:09,160 --> 00:51:11,641
I'm gonna guess you're a high quick start and maybe a low follow-through.

770
00:51:11,641 --> 00:51:18,663
That's why you have Dave helping you out in the studio because if you were to do this
yourself and have to upload this to yourself and da-da-da-da-da, there's a low likelihood

771
00:51:18,663 --> 00:51:22,604
that you're probably gonna do all of it because you have other things that you're worried
about or other priorities.

772
00:51:23,138 --> 00:51:29,201
What I've learned with my Colby, the way that I strive is I need finishers around me.

773
00:51:29,481 --> 00:51:30,602
What does that mean?

774
00:51:30,602 --> 00:51:36,304
Back in the day, I used to start things and do all the heavy lifting to bring a project to
the finish line.

775
00:51:36,304 --> 00:51:39,585
Now it's like, what if I got one finisher to help me with this thing?

776
00:51:39,966 --> 00:51:40,946
Huh.

777
00:51:41,427 --> 00:51:43,988
Full-timer, part-timer, freelancer.

778
00:51:43,988 --> 00:51:44,968
Huh.

779
00:51:45,429 --> 00:51:48,990
Okay, we have SEO, we have paid ads, we're doing stuff here, we're doing stuff here.

780
00:51:49,998 --> 00:51:54,841
Could it be one of our team members or could we actually get a specialist to just do that
finisher thing?

781
00:51:55,362 --> 00:52:00,886
So what I'm trying to say is I've learned that the new leverage for me is not me doing
everything.

782
00:52:00,886 --> 00:52:10,133
It's me doing the first 10%, somebody else doing the 80 % and then maybe I'm involved in
the final 10 % to just make sure it gets signed off.

783
00:52:10,554 --> 00:52:16,428
And so I think I'm going to be even more ambitious year after year.

784
00:52:16,888 --> 00:52:25,153
But my way of thinking of collaboration, the way that I'm thinking about leverage, the way
that I'm thinking about growth, the way that I'm thinking about people, this took the

785
00:52:25,153 --> 00:52:33,287
longest for me, which is, oh, well, I'm gonna delay getting the gold medalist.

786
00:52:33,287 --> 00:52:35,048
I'm gonna delay getting the A player.

787
00:52:35,048 --> 00:52:36,579
I'm gonna get the B or C player.

788
00:52:36,579 --> 00:52:39,341
Let me save money and do it this way or do it that way.

789
00:52:39,341 --> 00:52:45,494
The big unlock is get the A player, because oh it's gonna be the biggest exponential.

790
00:52:46,538 --> 00:52:50,340
unlock as leverage that you will ever have in your life.

791
00:52:51,261 --> 00:53:00,136
And so I'm going to be achieving even more year after year, just like many of the
entrepreneurs that I've learned from, but they're just continuing to get great who's

792
00:53:00,136 --> 00:53:03,047
around them to do more of the heavy lifting.

793
00:53:03,047 --> 00:53:04,098
You're doing acquisitions.

794
00:53:04,098 --> 00:53:11,982
Maybe there's, you know, three to five areas that Mark is doing right now where it's like,
could I get somebody to do this part?

795
00:53:11,982 --> 00:53:15,754
Like maybe it's the underwriting or maybe it's this, or maybe you have all those people.

796
00:53:16,930 --> 00:53:31,656
But for me, it's thinking about the ambition with collaboration, not with Daniel being the
dancing bear doing the thing, but Daniel having the, uh bad analogy, but Daniel having the

797
00:53:31,656 --> 00:53:37,859
great circus of performers that love to be in that creative zone because it fills them up.

798
00:53:38,099 --> 00:53:40,110
And so that's the way I'm thinking about it.

799
00:53:40,110 --> 00:53:43,741
More from a leverage perspective, not from lacking ambition.

800
00:53:43,741 --> 00:53:45,814
I love to be in the strategy.

801
00:53:45,814 --> 00:53:50,480
vision world as a person and pouring into people.

802
00:53:50,761 --> 00:53:54,604
And so I know I'm being a little repetitive here, but that's kind of how I'm feeling,
feeling about it.

803
00:53:54,604 --> 00:53:56,958
You're talking about the infrastructure for scaling.

804
00:53:56,958 --> 00:54:02,484
Every everybody talks about the word scaling, but they haven't really constructed what
that looks like.

805
00:54:03,394 --> 00:54:03,684
Yeah.

806
00:54:03,684 --> 00:54:04,515
It's Elon Musk.

807
00:54:04,515 --> 00:54:05,716
It's Elon Musk.

808
00:54:06,237 --> 00:54:07,438
Elon's just like, who's the best?

809
00:54:07,438 --> 00:54:08,198
Who's the best?

810
00:54:08,198 --> 00:54:12,536
He pulls them, he incentivizes them, installs them into the next thing he's doing.

811
00:54:12,536 --> 00:54:16,699
So I've talked, um, I've talked about him a couple of times in the book from Walter
Isaacson.

812
00:54:16,699 --> 00:54:17,319
was a great book.

813
00:54:17,319 --> 00:54:19,731
Those are big, the Steve jobs book and about Elon.

814
00:54:19,731 --> 00:54:23,944
Um, people shouldn't judge judges or they shouldn't do, they shouldn't judge.

815
00:54:23,944 --> 00:54:27,716
They should first understand, understand someone.

816
00:54:27,716 --> 00:54:28,867
And then you can evaluate.

817
00:54:28,867 --> 00:54:30,418
There's no reason for judgment.

818
00:54:30,418 --> 00:54:35,166
Evaluate, learn, grow, but let's go back real quick to the 1-800-GOT-JUNK.

819
00:54:35,166 --> 00:54:35,394
Right.

820
00:54:35,394 --> 00:54:38,143
This is something I think that's tough for people to hear.

821
00:54:38,724 --> 00:54:40,415
Cause we love loyalty.

822
00:54:40,415 --> 00:54:42,190
We love reciprocity.

823
00:54:42,190 --> 00:54:47,790
You know, all the business owners from the past, if we look at past generations, you'd
work at the same place for 30 or 40 years.

824
00:54:47,790 --> 00:54:57,010
There was this understanding that you might start at the bottom, but if you work really
hard and sometimes it was unions, but you would get a pension and retirement would look

825
00:54:57,010 --> 00:54:57,430
good.

826
00:54:57,430 --> 00:55:05,370
I was just sitting at the airport at Tampa, um, yesterday, and there was a couple that was
a generation or two older than me.

827
00:55:05,370 --> 00:55:06,950
And I was sitting right next to him.

828
00:55:06,950 --> 00:55:10,310
know, those restaurants, they pack these, they pack the tables in.

829
00:55:10,310 --> 00:55:10,766
so.

830
00:55:10,766 --> 00:55:15,006
I saw right when I sat down, I said, well, it looks like you two are the lucky ones today.

831
00:55:15,426 --> 00:55:16,386
I sat down.

832
00:55:16,386 --> 00:55:17,846
I first, I listened, I listened.

833
00:55:17,846 --> 00:55:19,646
I was looking at my phone, reading some things.

834
00:55:19,646 --> 00:55:22,706
I ordered something to drink and I was listening.

835
00:55:23,006 --> 00:55:28,546
I don't like to impose myself on people's conversation, but I listened long enough and I
picked up on an accent.

836
00:55:28,546 --> 00:55:31,086
said, you all, I have a really good friend.

837
00:55:31,086 --> 00:55:35,746
Sorry to impose, but I said, I have a really good friend who has an accent similar to
yours.

838
00:55:35,746 --> 00:55:39,286
And I said, he grew, he was born in Texas and grew up in Eastern Kentucky.

839
00:55:39,286 --> 00:55:40,054
And I said,

840
00:55:40,054 --> 00:55:42,416
It sounds like your accent is almost identical.

841
00:55:42,416 --> 00:55:43,056
And she smiled.

842
00:55:43,056 --> 00:55:44,427
said, where do you think you're from?

843
00:55:44,427 --> 00:55:47,719
And I said, well, I must've hit on one of the two since you're smiling.

844
00:55:47,719 --> 00:55:49,500
And she said, we're from Eastern Kentucky.

845
00:55:49,500 --> 00:55:52,282
And so I went in a little bit more and I asked them about them.

846
00:55:52,282 --> 00:55:54,223
That's one of the unlocks to relationships, right?

847
00:55:54,223 --> 00:55:56,225
Make it about people, learn about them.

848
00:55:56,225 --> 00:55:59,566
And he worked in the mining industry for 45 years.

849
00:56:00,327 --> 00:56:01,708
And I asked him about that.

850
00:56:01,708 --> 00:56:04,350
And then he was in upper management and he would move around.

851
00:56:04,350 --> 00:56:05,150
But.

852
00:56:06,990 --> 00:56:14,270
You talked about the guy who started 1-800 got junk and the, CEO, yeah, he helped him.

853
00:56:14,270 --> 00:56:15,710
He helped him and the CEO.

854
00:56:15,710 --> 00:56:17,910
helped him build to a hundred million dollar company.

855
00:56:17,910 --> 00:56:21,450
And you said what got us here is not going to get us there.

856
00:56:22,330 --> 00:56:22,670
Okay.

857
00:56:22,670 --> 00:56:27,310
Not from the CEO perspective or the entrepreneur perspective for everyone else.

858
00:56:27,310 --> 00:56:29,370
What are we supposed to make and do of that?

859
00:56:29,370 --> 00:56:30,214
Do with that.

860
00:56:31,222 --> 00:56:33,548
If you're the CEO, if you're the CEO.

861
00:56:33,548 --> 00:56:41,677
if we're the employee, if we're the employee, if we're the employee and we're working for
the number one, and if we understand the dynamics of the world, if someone's really trying

862
00:56:41,677 --> 00:56:49,325
to grow a business and what got them here, which is a part of me, what's going to, we're
not going to be the one that gets them somewhere else.

863
00:56:49,325 --> 00:56:51,698
And one day he's going to come in and maybe get this pink slip.

864
00:56:51,698 --> 00:56:56,362
What can we do productive that we can actually take valuable away from this?

865
00:56:56,878 --> 00:57:00,418
from that exact scenario of this person being let go.

866
00:57:00,418 --> 00:57:01,178
Yeah.

867
00:57:01,178 --> 00:57:01,598
Yeah.

868
00:57:01,598 --> 00:57:03,148
You know, honestly, I

869
00:57:03,148 --> 00:57:05,702
It's not the world of working at the same place 45 years anymore.

870
00:57:06,446 --> 00:57:06,907
That's right.

871
00:57:06,907 --> 00:57:07,417
That's right.

872
00:57:07,417 --> 00:57:13,474
So in the moment, it's like, it probably feels like a punch in the gut to say, Hey, love
you, man.

873
00:57:13,474 --> 00:57:14,715
I think he was the best man at his wedding.

874
00:57:14,715 --> 00:57:15,856
Like something crazy like that.

875
00:57:15,856 --> 00:57:19,960
uh Love you, But here's the thing.

876
00:57:19,961 --> 00:57:21,699
And we're

877
00:57:23,426 --> 00:57:31,754
We're trying to get to whatever the revenue numbers and we're going to actually pull
somebody in that has done this with other companies multiple times.

878
00:57:31,815 --> 00:57:32,315
I love you.

879
00:57:32,315 --> 00:57:34,558
And at the moment, in the moment he was like, probably crushed.

880
00:57:34,558 --> 00:57:39,042
He was like, my gosh, I built this, helped build this baby up to a hundred million.

881
00:57:41,698 --> 00:57:55,868
I believe the frame in all of life, all of business, as hard as it may seem to say, is
what is the abundance frame of mind that I could take from this circumstance?

882
00:57:55,868 --> 00:57:58,110
Now in the moment, it probably feels like grief.

883
00:57:58,110 --> 00:58:02,053
my gosh, this baby that I helped build is no longer my involvement.

884
00:58:02,053 --> 00:58:06,296
I'm sure he got a pretty, you know, severance and maybe even had ownership.

885
00:58:06,296 --> 00:58:09,570
don't even know what, I'm sure he had some sort of equity in the game.

886
00:58:09,570 --> 00:58:10,272
He's fine.

887
00:58:10,272 --> 00:58:12,950
I guarantee he's not worried about the money.

888
00:58:12,950 --> 00:58:15,881
It was building and scaling this thing.

889
00:58:16,343 --> 00:58:18,196
The abundance frame.

890
00:58:19,926 --> 00:58:22,628
is where you win in life, in my opinion.

891
00:58:22,628 --> 00:58:31,933
The reason why I'm so optimistic on regular basis, maybe I get some of it from my mom,
because that's her wiring, and my dad's a little bit more of the realist and he's the

892
00:58:31,933 --> 00:58:38,116
skeptic, you know, a little bit, a little more scarcity minded, not really scarcity
minded, but more the skeptic.

893
00:58:38,116 --> 00:58:41,078
I think people could sit in the scarcity frame of mind.

894
00:58:41,078 --> 00:58:42,339
So let's just pretend we're Cameron.

895
00:58:42,339 --> 00:58:43,779
I just got let go.

896
00:58:43,840 --> 00:58:45,180
Scarcity frame of mind.

897
00:58:45,180 --> 00:58:46,781
Let me be down on myself.

898
00:58:46,781 --> 00:58:48,418
This was traumatizing.

899
00:58:48,418 --> 00:58:50,319
This was not what I expected.

900
00:58:50,319 --> 00:58:52,201
I can never trust anybody anymore.

901
00:58:52,201 --> 00:58:53,041
I can't do this.

902
00:58:53,041 --> 00:58:55,904
That's all scarcity frame of mind.

903
00:58:55,904 --> 00:59:08,472
And okay, if you want to live there for an hour, a day, a week, because it's a tough thing
to probably be downgraded to not even having a job yet you were on this big journey.

904
00:59:08,753 --> 00:59:16,398
But at a certain point, you need to get back to either baseline or you need to get into an
abundance frame of mind.

905
00:59:16,398 --> 00:59:17,918
to say, what am going to learn from this?

906
00:59:17,918 --> 00:59:19,118
What am I going to do about it?

907
00:59:19,118 --> 00:59:25,298
And how could I actually seek joy from the circumstances that just took place?

908
00:59:25,978 --> 00:59:28,238
Like in the moment I got fired from Apple.

909
00:59:28,238 --> 00:59:30,658
worked from Apple from 2006 to 2009.

910
00:59:30,658 --> 00:59:34,398
I got fired because I believe I was a big fish in a small pond.

911
00:59:34,418 --> 00:59:39,198
I gave a discount to an old man, education discount, and management said, you're not
supposed to do that.

912
00:59:39,198 --> 00:59:40,538
Blah, blah, blah, blah.

913
00:59:40,918 --> 00:59:44,056
My frame was maybe they just.

914
00:59:44,056 --> 00:59:45,197
Felt threatened by me.

915
00:59:45,197 --> 00:59:46,107
I was ambitious.

916
00:59:46,107 --> 00:59:47,208
I loved what I did.

917
00:59:47,208 --> 00:59:48,508
I love people.

918
00:59:48,909 --> 00:59:51,690
In the moment, I was crushed.

919
00:59:51,730 --> 00:59:55,912
Looking back, last job I ever had, best thing that ever happened to me.

920
00:59:56,273 --> 01:00:06,629
And so sometimes in the moment, you don't realize it, but I've learned as I've gotten
older, more mature as an entrepreneur and as a man, it's like, even with anything in

921
01:00:06,629 --> 01:00:10,271
business, and you probably have the same frame, this didn't work.

922
01:00:10,271 --> 01:00:12,182
This was actually a failure.

923
01:00:12,182 --> 01:00:13,032
Okay.

924
01:00:13,430 --> 01:00:17,553
Experienced entrepreneurs are going to be like, what is the learning?

925
01:00:17,553 --> 01:00:18,973
Not the failure.

926
01:00:19,014 --> 01:00:20,595
What is the learning?

927
01:00:20,595 --> 01:00:22,956
What is the readjustment from here?

928
01:00:23,057 --> 01:00:24,918
And now Cameron's doing really great things.

929
01:00:24,918 --> 01:00:27,119
He's got a group called COO Alliance.

930
01:00:27,119 --> 01:00:28,620
He's teaching number twos.

931
01:00:28,620 --> 01:00:29,831
He's built this cool thing.

932
01:00:29,831 --> 01:00:32,673
He's pouring in and helping number twos.

933
01:00:32,673 --> 01:00:42,320
If you're in a, in a season where you just feel like you got the wind knocked out of you
because you were let go or something just happened, how can you look at it in a positive

934
01:00:42,320 --> 01:00:43,190
frame?

935
01:00:43,916 --> 01:00:47,148
Because I believe we're all guided.

936
01:00:47,148 --> 01:00:54,633
And when you fast forward to some of the last years of life and you look back and you're
like, my gosh, life is beautiful.

937
01:00:54,633 --> 01:01:00,317
Even the parts that looked really tough in the moment were just beauty in disguise.

938
01:01:00,317 --> 01:01:01,858
My wife turned me down three times.

939
01:01:01,858 --> 01:01:03,519
What's the abundant frame?

940
01:01:04,080 --> 01:01:05,701
When I first met her, what's the abundant frame?

941
01:01:05,701 --> 01:01:07,402
Well, she wasn't mean about it.

942
01:01:07,862 --> 01:01:08,973
Let me go back a fourth time.

943
01:01:08,973 --> 01:01:11,705
And she said, yes.

944
01:01:12,225 --> 01:01:13,560
And the rest is history.

945
01:01:13,560 --> 01:01:24,299
So like, I've learned that the positive frame, I wasn't a thirsty man walking up to my
wife, but it was just approaching her, hey, would you like to come on over?

946
01:01:24,299 --> 01:01:28,083
And she turned me down three times, but the abundance frame is, well, she didn't say no.

947
01:01:28,083 --> 01:01:30,925
The abundance frame is, what can I learn from this?

948
01:01:30,925 --> 01:01:36,990
How can I pivot from this in a positive way and keep it moving?

949
01:01:37,366 --> 01:01:38,166
Hmm.

950
01:01:39,027 --> 01:01:51,913
So if we go back to, if you ever write a children's book for Luca, um, you said, write the
book that you maybe wish you would have had, or if someone would have written for you,

951
01:01:52,493 --> 01:01:54,344
what would be in that book?

952
01:01:56,440 --> 01:02:04,372
think it would be a lot of the thinking mindsets that I didn't learn until much later in
life.

953
01:02:04,372 --> 01:02:05,563
mean, I was blessed.

954
01:02:05,563 --> 01:02:19,777
My dad was born in Columbia, came to the US, uh very kind of lower to middle, really lower
started and he just was around the wrong people and had a, literally took psychedelics,

955
01:02:19,777 --> 01:02:21,797
which I just learned like five years ago.

956
01:02:21,797 --> 01:02:23,088
And he's like, I'm goofing off.

957
01:02:23,088 --> 01:02:24,608
What the heck is wrong with me?

958
01:02:24,780 --> 01:02:26,632
And he's like, I'm going to get on the straight and narrow.

959
01:02:26,632 --> 01:02:28,003
And he became a dentist.

960
01:02:28,003 --> 01:02:28,914
He worked really hard.

961
01:02:28,914 --> 01:02:36,941
And, and I'm very blessed to have, uh, have had my, an amazing father to be the rock and
foundation of the family.

962
01:02:36,941 --> 01:02:43,886
And my mom's same thing, just grew up, you know, sort of middle-class, but
high-performance mindset, growth, risk-taking.

963
01:02:43,886 --> 01:02:50,372
My dad comes from a poor part of Columbia and he's coming to the U S is my grandmother
works at the Drake's making devil dogs.

964
01:02:50,372 --> 01:02:51,693
She didn't have money.

965
01:02:51,733 --> 01:02:53,036
I didn't come for money.

966
01:02:53,036 --> 01:02:54,547
My family doesn't come from money.

967
01:02:54,547 --> 01:02:56,948
They're not programmed on abundance.

968
01:02:57,449 --> 01:03:00,431
you know, there's not a billion dollars in the bank for us to rely on.

969
01:03:00,431 --> 01:03:08,456
And so like, I think took a liking to entrepreneurship because I was bouncing off the
walls in school and I didn't realize it.

970
01:03:08,456 --> 01:03:19,222
And I'm like, I was just a creative that was being, I was in a cage, which we're thinking
about homeschooling our little boy, Luca, cause I see a lot of daddy in him, but like,

971
01:03:21,230 --> 01:03:25,650
A lot of the mindsets of like repetition.

972
01:03:26,250 --> 01:03:27,810
Oh, that didn't work.

973
01:03:27,930 --> 01:03:29,349
I'm not good at it.

974
01:03:29,349 --> 01:03:33,910
No petition is, is the mother of skill as Tony Robbins would say.

975
01:03:33,910 --> 01:03:35,410
And it's probably not even Tony's line.

976
01:03:35,410 --> 01:03:37,430
Somebody said, Oh, Tony recycles lots of people's lines.

977
01:03:37,430 --> 01:03:38,590
I'm like, I don't care.

978
01:03:38,590 --> 01:03:39,910
Tony's been really helpful.

979
01:03:39,990 --> 01:03:41,030
Like repetition.

980
01:03:41,030 --> 01:03:42,690
If I was to just give you a few.

981
01:03:42,690 --> 01:03:44,490
Imperfect action.

982
01:03:45,790 --> 01:03:46,690
Mark.

983
01:03:47,090 --> 01:03:49,030
Perfect action.

984
01:03:49,030 --> 01:03:50,270
When you feel.

985
01:03:50,734 --> 01:03:55,534
70 80 percent ready do it so don't do on my book

986
01:03:55,534 --> 01:03:57,830
Do I feel ready, worthy, blah blah blah?

987
01:03:57,966 --> 01:04:08,306
Like we're going to talk ourselves out of so much if we wait for the 99 100 % perfect time
to do the thing Stop waiting for the perfect time to do the thing.

988
01:04:08,306 --> 01:04:20,786
Most of us are going to have the perfectionist mindset Ship it at 80 % 85 % ready to go
and get people around you be resourceful Stop thinking you need to know everything I think

989
01:04:20,786 --> 01:04:26,990
her Mosi thought he needs to know everything and look it's worked out and he's gone down
the down the deep

990
01:04:26,990 --> 01:04:31,090
down into the deeps with just about every area of marketing and entrepreneurship.

991
01:04:31,270 --> 01:04:32,530
And I'm not discounting it.

992
01:04:32,530 --> 01:04:37,410
He's probably one of the smartest marketers, entrepreneurs, maybe of all time ever.

993
01:04:37,910 --> 01:04:42,410
But then there's other entrepreneurs that are like, I'm going to stay right here.

994
01:04:42,470 --> 01:04:44,970
Like Warren Buffett, I don't know much about him.

995
01:04:44,970 --> 01:04:51,730
I guarantee you he's only doing 2 % of what he maybe originally did because he just loves
to do this one or 2 % of stuff.

996
01:04:51,730 --> 01:04:54,290
And he's got great people around him.

997
01:04:54,722 --> 01:04:57,373
And so like, that's the contrast as entrepreneurs that'll do all of it.

998
01:04:57,373 --> 01:04:59,004
So imperfect action.

999
01:04:59,225 --> 01:05:02,596
I would say the, fear, the uncertainty, the discomfort.

1000
01:05:02,596 --> 01:05:05,387
Hey buddy, you see that feeling inside of you, Luca?

1001
01:05:06,048 --> 01:05:08,849
Like today we had a swimming class.

1002
01:05:09,230 --> 01:05:11,011
This is pretty funny timing.

1003
01:05:11,691 --> 01:05:13,112
And he's been swimming since six months.

1004
01:05:13,112 --> 01:05:14,913
So about no four months.

1005
01:05:14,913 --> 01:05:17,925
So whatever the math, about 15 months, he's been swimming once a week.

1006
01:05:17,925 --> 01:05:18,775
comes, goes with daddy.

1007
01:05:18,775 --> 01:05:21,636
We go swimming with a couple other parents and their kid.

1008
01:05:22,477 --> 01:05:24,628
And we put the ring at the bottom of the pool.

1009
01:05:26,306 --> 01:05:28,877
He holds onto daddy sometimes he doesn't want, doesn't want to do it.

1010
01:05:28,877 --> 01:05:30,198
Sometimes he'll jump right into it.

1011
01:05:30,198 --> 01:05:36,111
I'm like, I cannot wait where we can start having conversations about it's okay.

1012
01:05:36,111 --> 01:05:39,912
You're going to feel a little uncomfortable and do it, but you got this.

1013
01:05:40,413 --> 01:05:51,618
And so the fear, the uncertainty, the discomfort, I'm going to teach him that those
feelings are growth in disguise amongst other

1014
01:05:51,638 --> 01:05:54,055
Mindsets, I think that would really much be the book now.

1015
01:05:54,055 --> 01:05:55,659
That's probably not a kindergartener book.

1016
01:05:55,659 --> 01:05:57,664
Maybe I could make it a kinder

1017
01:06:02,026 --> 01:06:06,102
one lesson for each small book could totally be something like that.

1018
01:06:06,102 --> 01:06:14,364
I could see the image in a cartoonish way of a dad and a son in the pool with a ring at
the bottom and you don't have to provide too much context around it.

1019
01:06:14,638 --> 01:06:15,698
That's it.

1020
01:06:15,698 --> 01:06:17,538
Oh my gosh, it was easier than I thought.

1021
01:06:17,538 --> 01:06:22,798
Oh my gosh, you know, overwhelm, I believe this too.

1022
01:06:22,798 --> 01:06:24,938
Overwhelm is 90 % self-induced.

1023
01:06:25,164 --> 01:06:25,975
Yeah.

1024
01:06:25,975 --> 01:06:31,057
A lot of the anxiety you're worried about, you're worried about the things that, you know,
are going to happen that eventually never do.

1025
01:06:31,057 --> 01:06:31,858
That's right.

1026
01:06:31,858 --> 01:06:32,126
Yeah.

1027
01:06:32,126 --> 01:06:32,658
That's right.

1028
01:06:32,658 --> 01:06:37,181
What seems like now with AI that you could write this book in about a day.

1029
01:06:37,181 --> 01:06:39,562
So Luca might be getting a book next week.

1030
01:06:39,936 --> 01:06:40,886
A day.

1031
01:06:40,886 --> 01:06:41,466
Yeah.

1032
01:06:41,466 --> 01:06:42,587
I mean, you're right.

1033
01:06:42,587 --> 01:06:48,508
I'm probably going to use AI to help with a little bit of framing of like table of
contents, stuff like that.

1034
01:06:48,508 --> 01:06:52,670
But I believe I write books through communication.

1035
01:06:52,670 --> 01:06:57,778
So I'll probably be talking with somebody who's going to be my kind of brainstorming
partner.

1036
01:06:57,778 --> 01:06:59,771
And we're going to be like, what are we going to say about this?

1037
01:06:59,771 --> 01:07:01,432
What are the lessons in here?

1038
01:07:01,492 --> 01:07:04,323
And somebody's going to just help me bring frame to it.

1039
01:07:04,323 --> 01:07:09,398
And I'm going to just dive in and, and, you know, kind of have the outline and such.

1040
01:07:09,398 --> 01:07:10,880
If you, I don't know how to write a book.

1041
01:07:10,880 --> 01:07:18,894
I'm going to be resourceful and work with people that can help me have the correct runway
where I nail it for the first time.

1042
01:07:18,894 --> 01:07:26,314
What, uh, you know, your great mentor, Tony Robbins, what he said is he talks about, but
it was a couple of years ago when he started getting down the path and sitting down and

1043
01:07:26,314 --> 01:07:29,474
doing other people's podcasts and really starting to rebrand himself.

1044
01:07:29,474 --> 01:07:30,394
I noticed it.

1045
01:07:30,394 --> 01:07:37,574
I haven't read it anywhere, but I noticed he was, he was making a different move and it
was in an interview and he was wearing his, um, clover hat.

1046
01:07:37,574 --> 01:07:39,514
don't know what the significance of that is the Irish.

1047
01:07:39,514 --> 01:07:40,074
I don't know.

1048
01:07:40,074 --> 01:07:45,714
It probably it's something, but he said the tyranny of how.

1049
01:07:47,438 --> 01:07:49,378
I've never heard him talk about that.

1050
01:07:49,378 --> 01:07:55,038
He said the moment that you pause, I'm paraphrasing the moment that you pause.

1051
01:07:56,674 --> 01:07:58,719
Because you don't know how.

1052
01:07:59,946 --> 01:08:01,620
You've pretty much lost.

1053
01:08:02,274 --> 01:08:02,877
Oof.

1054
01:08:02,877 --> 01:08:03,246
It's good.

1055
01:08:03,246 --> 01:08:05,944
I actually never heard him use that term, but so good.

1056
01:08:05,944 --> 01:08:07,844
Google the tyranny of how I just heard it one time.

1057
01:08:07,844 --> 01:08:09,553
I've never heard any body.

1058
01:08:09,553 --> 01:08:10,317
Yeah.

1059
01:08:10,317 --> 01:08:10,775
Yeah.

1060
01:08:10,775 --> 01:08:12,355
I agree with that.

1061
01:08:12,415 --> 01:08:14,686
By the way, I'm wearing a, is this one set?

1062
01:08:14,686 --> 01:08:14,936
Yeah.

1063
01:08:14,936 --> 01:08:19,729
I'm wearing a black clover hat that Tony wears as well.

1064
01:08:19,729 --> 01:08:21,259
What's up with that?

1065
01:08:21,259 --> 01:08:23,220
Live Lucky on the side.

1066
01:08:24,140 --> 01:08:25,301
It's a brand Live Lucky.

1067
01:08:25,301 --> 01:08:27,162
A lot of golfers wear it.

1068
01:08:27,162 --> 01:08:28,862
uh Tony just so happened to wear it.

1069
01:08:28,862 --> 01:08:33,764
I think it's just been a hat that I've worn because it's been a comfortable hat and I like
what it stands for.

1070
01:08:33,764 --> 01:08:37,276
know, Live Lucky, right?

1071
01:08:37,276 --> 01:08:38,006
Like

1072
01:08:38,483 --> 01:08:39,413
Live.

1073
01:08:39,473 --> 01:08:42,594
I mean, I'm just going to put it into my own perception.

1074
01:08:42,694 --> 01:08:49,016
Live with the abundance frame that life is happening for you, not to you.

1075
01:08:49,276 --> 01:08:56,398
Live with the abundance frame that you could pave the path that you want for yourself, as
scary as it sounds.

1076
01:08:56,499 --> 01:09:00,990
And so that's where I, if I was to convert this brand, Live Lucky, it's also known as
Black Clover.

1077
01:09:00,990 --> 01:09:04,901
think that's the brand, but it says Live Lucky on, on the hat.

1078
01:09:04,901 --> 01:09:07,768
It's like Live Lucky.

1079
01:09:07,768 --> 01:09:15,962
Put yourself in environments where figuring out the result, the tyranny of how, I mean,
that's so freaking good.

1080
01:09:16,223 --> 01:09:18,043
It's be resourceful.

1081
01:09:18,124 --> 01:09:22,286
You know, Tony doesn't know everything, but he knows people that know people that know the
thing.

1082
01:09:22,286 --> 01:09:27,729
And I think once you could just have that shift of, wait, I don't need to know how to do
the thing.

1083
01:09:27,729 --> 01:09:31,018
I need to know with clarity what I want to happen.

1084
01:09:31,018 --> 01:09:36,334
And then if I could articulate with clarity what it looks like, then we can go out and
find the.

1085
01:09:36,334 --> 01:09:39,334
person that has experience for the thing.

1086
01:09:39,334 --> 01:09:50,434
And this is where the leverage piece comes in is, is I mean, I'm taking the 50 % good, you
know, ready, 80 % ready mindset when I have no idea how I'm going to do that thing, but

1087
01:09:50,434 --> 01:09:53,154
I'm going to find somebody that does that.

1088
01:09:53,154 --> 01:09:54,894
That's a huge shift for people.

1089
01:09:54,894 --> 01:09:57,078
You don't need to know how to do everything.

1090
01:09:57,078 --> 01:09:57,478
Yeah.

1091
01:09:57,478 --> 01:09:58,189
All right.

1092
01:09:58,189 --> 01:10:03,042
So as we, we actually wrap up here, um, we both have big days ahead of us.

1093
01:10:03,042 --> 01:10:09,336
Um, you went from being a DJ to now having this entertainment company.

1094
01:10:09,336 --> 01:10:13,988
seems like a big part of it is playing these outrageous exclusive weddings.

1095
01:10:14,269 --> 01:10:14,669
Right.

1096
01:10:14,669 --> 01:10:16,130
Um,

1097
01:10:18,158 --> 01:10:23,846
COVID, what showed up in a lot of people's lives is very challenging and shut down a lot
of businesses.

1098
01:10:23,846 --> 01:10:32,197
The ones who thrived through it thought about this the way that Elon thought about, well,
let's use the parking lot as the third manufacturing line, right?

1099
01:10:32,197 --> 01:10:33,638
uh

1100
01:10:36,472 --> 01:10:42,239
Did you see in 2020 at the beginning of 20 when COVID was happening pandemic, it's crazy.

1101
01:10:42,239 --> 01:10:43,570
It's six years ago.

1102
01:10:44,091 --> 01:10:53,542
Did you see yourself here or has this been just grow through it to realize to come to this
moment, how to build this now, how to build the mindset, how to be abundant.

1103
01:10:54,882 --> 01:10:56,843
boy, those are big lessons in my life.

1104
01:10:56,843 --> 01:11:01,826
You know, I look back, it's like, did I have all the tools I have today back then?

1105
01:11:01,826 --> 01:11:07,849
No, but looking back, like in the moment, back to what we said earlier, looking back, it's
like, my gosh.

1106
01:11:08,070 --> 01:11:10,066
It's like, what is the abundance frame?

1107
01:11:10,066 --> 01:11:11,271
I want to get back into it.

1108
01:11:11,271 --> 01:11:19,036
We were in New York city that one of the strictest COVID rules shut down every wedding
venue, shut down all events.

1109
01:11:19,036 --> 01:11:20,776
All events are canceled.

1110
01:11:21,197 --> 01:11:23,308
That is the bread and butter of our business.

1111
01:11:24,172 --> 01:11:25,122
What the heck are we going to do?

1112
01:11:25,122 --> 01:11:27,655
My wife's like, all right, we took like a week or two off.

1113
01:11:27,655 --> 01:11:28,025
chilling.

1114
01:11:28,025 --> 01:11:30,607
Everybody's like, we're going to pause for like a week.

1115
01:11:30,607 --> 01:11:35,782
then bam, was very extended many, many, many months and really years.

1116
01:11:35,782 --> 01:11:38,152
I forget how long it was for schools.

1117
01:11:38,553 --> 01:11:47,018
And we said like, all right, but abundance frame, what value can we bring to people that
need us?

1118
01:11:47,940 --> 01:11:49,621
And I see your shirt says pivot.

1119
01:11:49,621 --> 01:11:51,842
We pivoted to produce.

1120
01:11:52,162 --> 01:11:54,504
virtual graduations for schools.

1121
01:11:54,504 --> 01:11:57,646
And we were relentless with who do we have to speak to?

1122
01:11:57,646 --> 01:11:59,267
Who do we have to have a conversation with?

1123
01:11:59,267 --> 01:12:00,328
Can we do events?

1124
01:12:00,328 --> 01:12:01,669
Can we do graduations?

1125
01:12:01,669 --> 01:12:04,191
We didn't even think about graduations, but those are mandatory.

1126
01:12:04,191 --> 01:12:05,972
People don't need a dance on Zoom.

1127
01:12:05,972 --> 01:12:07,703
They need a graduation.

1128
01:12:07,703 --> 01:12:09,033
That's the truth.

1129
01:12:09,054 --> 01:12:14,648
And so long story short, we found the right decision makers.

1130
01:12:14,648 --> 01:12:20,942
We had an interview with New York City schools and they said, hey, well, if we were to
give you

1131
01:12:21,070 --> 01:12:24,143
20 or 30 graduations, could you do it?

1132
01:12:24,143 --> 01:12:30,178
Oh boy, Mark, this is such a learning lesson in my life story.

1133
01:12:30,178 --> 01:12:31,962
said yes before you knew how.

1134
01:12:32,926 --> 01:12:33,889
That's it, man.

1135
01:12:33,889 --> 01:12:34,862
Absolutely.

1136
01:12:34,862 --> 01:12:36,123
We're going to figure it out.

1137
01:12:36,123 --> 01:12:37,624
The tyranny of how?

1138
01:12:37,624 --> 01:12:39,004
We're going to figure it out.

1139
01:12:39,004 --> 01:12:40,926
We did 54 in 2020.

1140
01:12:40,926 --> 01:12:44,162
We did like 104 events in 2021.

1141
01:12:44,207 --> 01:12:53,393
We had some pretty big, pretty big years and what many people in our industry who maybe
didn't pivot or just sat back on their reserves and just waited for the rebound.

1142
01:12:53,393 --> 01:12:57,025
We had very big growth and we very blessed for it.

1143
01:12:57,025 --> 01:12:59,997
We still have relationships in schools.

1144
01:12:59,997 --> 01:13:02,998
We're creating new value for people in schools.

1145
01:13:05,358 --> 01:13:15,678
But my goodness, that in the moment, I learned about imperfect action or it became part of
who I was in like 2017, 2018.

1146
01:13:15,678 --> 01:13:19,618
And then that moment came in 2020 and I'm like, yes.

1147
01:13:20,558 --> 01:13:22,298
And it was going to be high quality.

1148
01:13:22,298 --> 01:13:24,478
I'm not saying yes for everybody watching.

1149
01:13:24,478 --> 01:13:25,298
Yeah, but you said, yes.

1150
01:13:25,298 --> 01:13:27,358
Did you give them a low quality thing?

1151
01:13:27,658 --> 01:13:32,018
No, I'm going to find the highest quality thing the year after.

1152
01:13:32,018 --> 01:13:35,256
Hey, we're not back in school, but we want to do events outside.

1153
01:13:35,256 --> 01:13:37,647
There's no internet and there's no power.

1154
01:13:37,887 --> 01:13:40,308
Could you do live stream graduations?

1155
01:13:41,049 --> 01:13:42,069
Yes.

1156
01:13:43,030 --> 01:13:51,614
And I remember no power, no internet, phones break up when I'm on zoom out in a field.

1157
01:13:51,614 --> 01:13:53,084
How's this going to work?

1158
01:13:54,978 --> 01:13:56,220
Be resourceful.

1159
01:13:56,220 --> 01:13:56,951
I found a guy.

1160
01:13:56,951 --> 01:14:07,627
He's like, oh, there's these devices that have three modems and it's on a 30 second delay
because if one modem loses some signal, it shifts to the other modem and it's seamless

1161
01:14:07,627 --> 01:14:08,738
streams.

1162
01:14:10,670 --> 01:14:13,592
30 minutes, it was all solved with the right who.

1163
01:14:14,592 --> 01:14:18,946
And so pivot, abundant frame, how are we going to do this?

1164
01:14:18,946 --> 01:14:25,442
Being curious to your point earlier about building relationships, but about figuring
things out.

1165
01:14:25,822 --> 01:14:27,604
What must be true for this to happen?

1166
01:14:27,604 --> 01:14:30,572
Marie Forleo wrote a book called everything is figure out.

1167
01:14:30,572 --> 01:14:32,939
We did a book study on it in one of my companies.

1168
01:14:33,791 --> 01:14:36,014
Everything is figure outable.

1169
01:14:36,014 --> 01:14:37,323
Sure enough, Ramon.

1170
01:14:37,966 --> 01:14:38,886
Yeah.

1171
01:14:39,468 --> 01:14:41,931
And then like the third door, there's a book called the third door.

1172
01:14:41,931 --> 01:14:46,496
Most people wait on, if you're trying to get into a nightclub in New York city or Vegas,
choose your busy city.

1173
01:14:46,496 --> 01:14:48,288
Most people go wait on a general mission line.

1174
01:14:48,288 --> 01:14:50,420
Hopefully you'll get in in two or three hours.

1175
01:14:51,042 --> 01:14:51,963
That's door number one.

1176
01:14:51,963 --> 01:14:53,514
Door number two, the VIPs.

1177
01:14:53,514 --> 01:14:58,219
If you're lucky to be a VIP like Mark, who knows a lot of people to get into a very
specific.

1178
01:14:58,219 --> 01:15:02,046
Sweet I mean lucky to get in I need the third door as well

1179
01:15:02,296 --> 01:15:04,851
Third door is how else can I get in?

1180
01:15:04,851 --> 01:15:07,073
People think there's only two doors.

1181
01:15:07,352 --> 01:15:12,306
There's somebody that works in the kitchen that has the door propped open around the back
that's smoking a cigarette.

1182
01:15:12,770 --> 01:15:14,095
Make friends with

1183
01:15:14,410 --> 01:15:14,971
Absolutely.

1184
01:15:14,971 --> 01:15:16,475
Go hang out with him.

1185
01:15:16,475 --> 01:15:19,020
See if he's smoking a cigarette and say, man, you know what?

1186
01:15:19,020 --> 01:15:20,462
I meant to get me a pack of those earlier.

1187
01:15:20,462 --> 01:15:20,813
Which one?

1188
01:15:20,813 --> 01:15:22,146
I'm going to go get us some.

1189
01:15:22,146 --> 01:15:24,872
And whether you smoke or not, go buy a pack, come back.

1190
01:15:24,872 --> 01:15:26,674
You're going to get in the venue.

1191
01:15:26,766 --> 01:15:35,603
And this commonality, you know, he's got a tattoo and this commonality because of your
tattoo, this commonality of sneakers or the shoes, like, and then you get in the door from

1192
01:15:35,603 --> 01:15:37,214
the back and you...

1193
01:15:37,463 --> 01:15:41,845
You're talking about elite sales now, Daniel, like this is a class that could be taught.

1194
01:15:41,845 --> 01:15:44,797
How do we lead salespeople become elite?

1195
01:15:44,797 --> 01:15:47,069
The things that we're talking about right now.

1196
01:15:48,030 --> 01:15:53,513
This is how, and it's a tough class to teach because you do have to learn.

1197
01:15:53,573 --> 01:15:54,914
It's almost.

1198
01:15:56,600 --> 01:15:58,847
You have to be aware of everything at all times.

1199
01:16:00,546 --> 01:16:05,969
You have to see it all happening, but it, have, you, there has to be calmness in those
moments.

1200
01:16:06,270 --> 01:16:08,952
There has to be intentionality behind it and calmness.

1201
01:16:08,952 --> 01:16:12,494
And you have to be watching and searching for everything and looking at it.

1202
01:16:12,494 --> 01:16:19,218
Not the old Daniel or not the old Mark way, because to your point, it doesn't even occur
to people about the third.

1203
01:16:21,464 --> 01:16:26,740
But even if it did occur to them, there's a lot of people that would convince themselves
not to.

1204
01:16:28,300 --> 01:16:29,772
because of self-talk.

1205
01:16:29,772 --> 01:16:31,095
Yeah, because why would they let me in?

1206
01:16:31,095 --> 01:16:32,381
How could I do that?

1207
01:16:34,286 --> 01:16:35,096
They're not going to let me in.

1208
01:16:35,096 --> 01:16:39,287
They're going to just talk themselves out of it before they even give themselves an
opportunity.

1209
01:16:40,268 --> 01:16:49,330
But the third door is the way for many of you listening to this in many scenarios that
life presents.

1210
01:16:49,830 --> 01:16:53,451
You don't need to be on the first door and think that's the only way in.

1211
01:16:53,451 --> 01:16:55,512
And if you're not the VIP, that's fine.

1212
01:16:55,512 --> 01:16:57,012
Most of us are not.

1213
01:16:57,592 --> 01:16:59,713
There's always another way.

1214
01:16:59,793 --> 01:17:03,576
And if you could be curious and not come off like a

1215
01:17:03,576 --> 01:17:10,469
Like that's the other thing, go into that environment around go searching for a third door
is how can I be a nice human?

1216
01:17:10,830 --> 01:17:12,570
How can I add value?

1217
01:17:12,691 --> 01:17:14,291
How can I be nice?

1218
01:17:14,692 --> 01:17:18,173
I use this term called random authenticity back to sales.

1219
01:17:18,654 --> 01:17:24,597
How can, how can me and Mark bond on something completely unrelated as to why we're, we're
meeting today?

1220
01:17:24,697 --> 01:17:27,118
Well, he had a tattoo of

1221
01:17:27,596 --> 01:17:36,272
I don't know, New York Yankees thing on his arm because that was his dad's favorite team,
but he's from Cincinnati, but his dad's from, that was born in New York.

1222
01:17:36,393 --> 01:17:36,744
my gosh.

1223
01:17:36,744 --> 01:17:38,375
Hey man, I'm from Queens.

1224
01:17:38,776 --> 01:17:45,091
I was actually a Yankees fan, even though the Mets are in, in Queens, but I've rooted for
both teams.

1225
01:17:45,091 --> 01:17:47,743
But in the Subway series, you better believe I was rooting for the Yankees.

1226
01:17:47,743 --> 01:17:48,684
Sorry, grandpa.

1227
01:17:48,684 --> 01:17:49,585
He's a Mets fan.

1228
01:17:49,585 --> 01:17:51,967
Um, but look, random authenticity.

1229
01:17:51,967 --> 01:17:56,110
I'm bonding with that person who had the Yankee tattoo.

1230
01:17:56,110 --> 01:17:57,710
Same thing in the sales capacity.

1231
01:17:57,710 --> 01:17:58,430
I love sales.

1232
01:17:58,430 --> 01:18:02,370
I don't think it's sales because I'm just passionately helping people make a, making a
buying decision.

1233
01:18:02,370 --> 01:18:05,070
That's going to be a big, big benefit for them.

1234
01:18:05,070 --> 01:18:05,970
Random authenticity.

1235
01:18:05,970 --> 01:18:06,990
You bring up Italy.

1236
01:18:06,990 --> 01:18:08,790
Let me riff on my goodness.

1237
01:18:08,790 --> 01:18:10,570
I had the best time ever with my wife on Italy.

1238
01:18:10,570 --> 01:18:11,942
Where did you guys go?

1239
01:18:13,486 --> 01:18:18,349
Ask them about their, everybody can ask, they're so scared, but ask if you see the
cloverleaf, ask about it.

1240
01:18:18,349 --> 01:18:19,560
Say, man, that's an intriguing hat.

1241
01:18:19,560 --> 01:18:20,531
That's really cool.

1242
01:18:20,531 --> 01:18:22,192
Like where would I get one of those?

1243
01:18:22,272 --> 01:18:23,573
And it's not going to be where you would get it.

1244
01:18:23,573 --> 01:18:25,855
It's like, you're going to find out why the guy loves it.

1245
01:18:25,855 --> 01:18:28,857
And then like your last name, you brought it up to Jerdabless Columbian.

1246
01:18:28,857 --> 01:18:31,869
But before that, I would have said, man, I want to know the heritage behind this.

1247
01:18:31,869 --> 01:18:34,161
Ask someone about their last name, where they're from.

1248
01:18:34,161 --> 01:18:35,161
You're going to have a door.

1249
01:18:35,161 --> 01:18:41,804
You're going to have a third and fourth door into a relationship, a friendship that asks
someone about themselves.

1250
01:18:41,804 --> 01:18:43,468
And they're going to walk away from the situation.

1251
01:18:43,468 --> 01:18:44,573
They're going to love you.

1252
01:18:45,806 --> 01:18:46,286
True.

1253
01:18:46,286 --> 01:18:56,402
Because then if they're meeting with others, let's just say before they make that decision
and everybody's sticking to the script and they're only going through the motions and not

1254
01:18:56,402 --> 01:19:00,034
connecting on a human level, they're just going to say,

1255
01:19:01,004 --> 01:19:02,186
Your commodity.

1256
01:19:02,270 --> 01:19:04,251
Everything about, yeah, yeah.

1257
01:19:04,251 --> 01:19:07,372
Everything about meeting with Mark was human.

1258
01:19:07,372 --> 01:19:08,212
I liked him.

1259
01:19:08,212 --> 01:19:09,563
I can't put it into words.

1260
01:19:09,563 --> 01:19:12,434
I love that Marie, the Maya Angelou quote.

1261
01:19:12,434 --> 01:19:16,335
People won't remember everything you said, but they'll remember exactly how you made them
feel.

1262
01:19:16,555 --> 01:19:19,156
And, same re same thing with this podcast, man.

1263
01:19:19,156 --> 01:19:20,896
And I'm not just blowing smoke.

1264
01:19:20,896 --> 01:19:22,997
This is probably my favorite podcast of all time.

1265
01:19:22,997 --> 01:19:25,144
And I've really enjoyed our conversation.

1266
01:19:25,144 --> 01:19:27,935
Cause you're only getting better though.

1267
01:19:27,935 --> 01:19:29,926
And, and, and here's what's funny.

1268
01:19:29,926 --> 01:19:31,067
I have a screen in front of me.

1269
01:19:31,067 --> 01:19:32,117
showed you all the stuff, right?

1270
01:19:32,117 --> 01:19:33,488
You don't, pick this up one time.

1271
01:19:33,488 --> 01:19:34,848
That's what people know.

1272
01:19:34,848 --> 01:19:38,500
Like inform yourself about the human, but just find out what makes them special.

1273
01:19:38,500 --> 01:19:39,670
Find out what makes them tick.

1274
01:19:39,670 --> 01:19:50,885
Find out what's inside of them because, man, the biggest growth moments I've had in my
life are finding out what makes other people great and how they do it.

1275
01:19:51,185 --> 01:19:53,836
Cause I already know, I already know my thing.

1276
01:19:54,030 --> 01:19:55,050
I didn't know my thing.

1277
01:19:55,050 --> 01:19:56,023
if you want to know about that's fine.

1278
01:19:56,023 --> 01:19:59,658
I'll tell you, but I'm going to unlock and go higher by finding out what other people's
things are.

1279
01:19:59,658 --> 01:20:06,346
So, Hey, maybe you fly that plane in here and maybe you're already teaching Luca how to
fly it when he's like four years old.

1280
01:20:06,830 --> 01:20:08,467
100 % he's already driving cars.

1281
01:20:08,467 --> 01:20:09,870
Please don't tell the police that

1282
01:20:09,870 --> 01:20:10,391
Jesus.

1283
01:20:10,391 --> 01:20:10,972
Okay.

1284
01:20:10,972 --> 01:20:12,874
Hey, uh, and you're in Sarasota.

1285
01:20:12,874 --> 01:20:13,895
So maybe I catch you.

1286
01:20:13,895 --> 01:20:15,557
fly down there every couple of weeks.

1287
01:20:17,180 --> 01:20:17,831
awesome, man.

1288
01:20:17,831 --> 01:20:19,562
Hey, thank you for joining us.

1289
01:20:19,763 --> 01:20:20,975
I love the conversation.

1290
01:20:20,975 --> 01:20:24,940
Didn't go too much into your business, but we're going to tag all those things and what
you're building and stuff.

1291
01:20:24,940 --> 01:20:28,234
It's more about the person and the human than the one to do business with us.

1292
01:20:28,558 --> 01:20:34,022
80 % of your success, people watching this right now, is your psychology.

1293
01:20:34,418 --> 01:20:40,928
20 % is the strategy, the mechanics, the doing of the thing.

1294
01:20:41,729 --> 01:20:43,190
People think it's the other way around.

1295
01:20:43,190 --> 01:20:46,513
well, I need to know the perfect strategy to do.

1296
01:20:46,513 --> 01:20:56,281
If you're not thinking about the third door, which by the way, is not a strategy for
marketing, it's a strategy for mindset and perseverance, 80 % of your success, somebody

1297
01:20:56,281 --> 01:20:58,082
who's watching or listening to this.

1298
01:20:58,286 --> 01:20:59,806
is your thinking.

1299
01:21:00,426 --> 01:21:06,146
And the more you can be vulnerable yourself to think about my thinking, is that really
true?

1300
01:21:06,405 --> 01:21:08,066
Can I attempt for that third door?

1301
01:21:08,066 --> 01:21:09,086
I've never been used to that.

1302
01:21:09,086 --> 01:21:13,546
My family never been the third door type of family, but could I be the start of it?

1303
01:21:13,766 --> 01:21:15,086
You 100 % can.

1304
01:21:16,578 --> 01:21:17,950
Daniel, you're the man.

1305
01:21:18,572 --> 01:21:19,418
Mark, pleasure, brother.

1306
01:21:19,418 --> 01:21:20,894
Thank you so much for having me,

1307
01:21:20,942 --> 01:21:23,454
forward to watching it and reconnecting down the road.

1308
01:21:23,715 --> 01:21:24,604
Yes, sir.