806. Q&AF: Competing On Price, Scaling Your Company To The Next Level & Pushing Through Setbacks
37:37 Share

live.

What is that guys? It's you for selling. This is the show for the real thing about the lives, the fairness and delusions of on our society. And welcome the mother fucking in reality. Guys, today we have q and A F. That's where you submit the questions and we give you the answers if you want to submit a question, the answers on the show, which can be about anything, business life, how to kick s aren't prenez erp what's going on in the world? Uh, you can submit your questions a couple different ways.

The first way is god, you can email these questions to ask andy, andy for outcome.

Or you go on youtube on the Q, N, F episodes, drop question. The comments will choose some there as well. Now this your first time listening, we have shows within the show.

Tomorrow you're gone to hear cruise the internet. We call that cti. As we put topics on the screen, we speculate on what's going on in the world.

We talk about what's true, what's not true. And then finally, how we, the people, to solve these problems going on in the world. Sometimes we're going to have a real talk. Real talk is just five, twenty minutes, and me given you some real talk. And then we have what's called seventy five hard verses.

That's where someone who has completed the seventy five hard program comes on the show, talks about how their life was before, how their life is now and how you can do the same thing they've done using the seventy five hard program. If you're unfamiliar with the seventy five hard program, IT is the world's most famous mental transformation program in history and is available for free. It's also the initial phase of the sustainable lifestyle called live hard.

Or are you get that for free on episode two? Await on the audio feet only. It's not on youtube.

It's on the audio feet only. There is a book available. The book is available at andy for salad 点 com。

It's called the book on mental toughness. IT outlines the entire live hard program, tapped the bottom. It's much more detail than the free podcast.

Plus I has a whole bunch of chapters on mental tapster, how you can use IT to transform your life along with a bunch of case studies on people that you recognize who have used IT to transform their lives. All right, don't have to buy a very popular book. We're almost always sold out of IT.

I'd highly recommend IT. All right now we do things a little bit different on the show. Um we don't run ads on the show. You're going to notice that we are the biggest show in the world.

In fact, I know we are that doesn't run ads, right? And I ask very simply that you trade us something for that right? Trade us, help us grow the show.

okay? We've been at this messaging for four and a half years, and had we grown the show to a proper place, we wouldn't be in the situation society. And the reason that the show hasn't grown the way that assured is because a lot of people listening the show and don't necessarily a bye by the fee.

okay. So since I don't pump your ears full of advertising for forty flocking minutes, I asked very simply that you help us share the show where constant do you know with censorship, shadow bands, traffic throttling and it's up to you to help us grow the show, right? So don't be a hope show. Show may sound .

a little bit.

a little bit. What can taken forever?

Yeah do you think that was IT was IT just like .

whether or like .

bioweapons from that .

ah from the fuck and camp trails, I don't know you. I get this like twice a year, man, yeah, in the screen and I get in the fall fucked me up every time here on the show twice a year i'll go horse for going gold fucking and pipes swap organ, airbus staff, skin paid. No, IT is an art form though.

The the whole, like even speaking thing. The let, like just speaking in general, an art form practiced. You know, people, they want to be good speakers. They go out there and, you know, they recite in front of a miro, they join like toast masters.

And if you know what toast masters is, you learn how to, yeah, you go in front of bunch of people who give speeches and that he is effective. But do really, if you want to learn, be an effectives speaker. Its reps, you know, start a podcast even if nobody listens to IT, and just do an episode after episode after episode, you're going to learn how to speak a lot Better.

You know, get in front of people. One of the best things I ever did was, you know, obviously hold meetings in my companies. Got another one to hold tonight.

You know, I hold multiple meetings a week where I have, and I have for twenty years, want to speak in front of people. So like, you know, the more of that stuff you do, bro, the the less anxious you're gonna about IT and the more effective you are. And let me teach you a little secret because I know there's a lot of people are here.

They want to become more effective speakers. The number one most effective tip that I can give one of you guys see we're going to give some extra sauce was given I love the us. But the number one in that I can give you guys about becoming a Better speaker is to have the right intent.

If your intent is to go up there and be celebrated as a speaker, you're not going to do very well. If your intent is to go up there and recite a bunch of shit that you know you planned out to, we're not going to do well. If you go up there with the intent to deliver value and help people, I really doesn't matter what you say or how you say that because they're onna feel IT they are gonna remember IT.

So if you're worried about giving a speech, you worried about giving a meeting, or you worried about giving a talk, or you're worried about a piece of the content that made, simply ask yourself that I make this for me and I make IT for them, that I make IT for me to get celebrated and I make IT for them to get benefit. If you make IT for them to get benefit, it's always going to be received well. So number one tip you could ever .

get about public speaking that's something I love you it's true.

Try know there's a lot of you guys out there that run little meetings and do do speaking, try to do I promise you work ah .

because like i've seen you speak and I don't think i've ever seen a speech what I talked you ve given that was like .

plane and here I don't prep anything and I before I go up I might have two stories I wants to tell yeah and and those stories will help me guide the rest of the speech but I don't ever plan a speech um outside of just two one or two stories i'm trying to tell you yeah and now I can give and then if it's a tactical lesson, I mean, I can talk for eight hours without notes but it's it's like a speech.

It's just once the stories I wanted tell and what's the intent and yeah I might not be the most eloquent. I might not have no, i'm serious. I might not have the best vocabulary of anybody. But because my intent is so real, people feel IT and it's IT is real. That's why they feel .

IT through the pocket contains but I like, although extra sausage I started, yeah, I got some good I mean, I got I do have some girls for okay well.

I mean, read is in there because .

like that the a good and hi, I own a landscape business. And in the off season, we install Christmas lights. These are natural average Christmas lights boat from a big box store.

We use professional grade products and hold a certification in stalling these lights. My question is, other installations in our area are pricing the installed so cheap, it's hard to be competitive. This is a luxury service that isn't for everyone, but other companies are so cheap.

I can, uh, even cover my supplies for what they are charging. I refuse to lower my Prices, and I feel like my work shows my worth. Do you have any recommendations? This is very frustrated to me as I take pride of my work. What's your thoughts on this?

Well, listen, first of all, you don't determine your worth. The market does. And just because you feel that you're worth more doesn't mean they are actually worth more IT depends on what the markets willing to pay.

okay? I think my house is worth a hundred million hours, but the market will pay that. okay. So all day long, I could say how much is worth, but uh, when I go to sell and I gona sell for that, that's reality. So we can talk about how good we are, what job we do.

But the reality is, with the internet today, all of our jobs, almost all of our jobs, our commodity jobs, meaning we can easily find someone else to do the exact same thing that you do, probably for as much money or less. So what does that mean for you selling a product that is superior? Alright, what that means is and by the way, i'm putting superior in quotes for you guys on audio. We don't know if it's superior.

How the fuck do I know if your Christmas lights are superior? D or everybody else's lights? What is the difference to me? I go, I come home.

It's got pretty lights all over IT. I come home and and I see your lights. Do they look pretty right, OK? And I say maybe they do, but you need to educate around that point.

That's the point i'm trying to make. Any product that you serve that is a superior product that you know is superior IT is on you to display how is superior and why it's worth more money. And just because you say, well, i'm worth IT, that's not a good enough reason.

So what is IT to make your lights Better? Why would I pay more for those lights? okay.

So you have the craft stories around that. You know, listen, everybody in the neighborhood. Ds, got these little twinkle, twinkle, little star lights.

They get a fuck and lows, bro, and everybody knows they look like shit. You want to be the best in your neighbor. Od, right? I know you at, look at the car you drive.

Look how you you keep your lawn. Look at you dress well. You are clearly someone who cares about appearances. These lights are going to look like this. Here, let me show you a picture of our lights versus fair lights.

And yeah, I understand it's a little bit more, but like I said, dude, you know skim pit over here or over here or over here you're someone that appreciates quality. See you on saying. So we develop a story in a pitch around why our shit is Better.

We educate on why it's Better. And you're gna have less customers than a cheaper guy because most people, when they deal with good, Better, best categories, the good has the most customers, the Better has less customers the net and the best has less customers the net. That's the way IT goes.

So you're going to have a specific customer. You're not gonna have as much customers as maybe the the good guy, the guy who uses the shift from lows. But if you could charge a premium to makeup for the difference in the amount of customers, which is the math that you should be trying to figure out, you can figure out where you need to be Priced at to make IT work a while.

But ultimately, this comes down to you educating. And by the way, this goes for anybody who sells a quote, quote, commodity product. Okay, if you sell uh, car washing soap, you're going to have to explain the difference between using dawn in your bucket or using turtle wax.

Five thousand, right? That one costs nothing. That one costs fifty box about on making the ship up. You see them saying though, we have to make a story, we have to display the volume. We have to educate around why we would use this versus that. And just because you say, oh, well, i'm not learned my Price well, that's fine, but you're missing the link that you need to show to the customer to get the sale. I I want to actually .

this because this is actually something i've always wondered. And I feel like most people see this in action, like on the consumer side of things. We see this right.

Where are, you know, the big box stores able to charge less for a product of similar quality, right? Then you are the smaller mom pop shops, right? What is like what what's happening there is that more of a relationship thing that like maybe that's something why they can charge sheep because they have a Better relationship with the virus is like.

I mean, yes, if if the products are the same, I mean if you buy in quantity, you're onna get a cheaper Price o so you're always going to have a disadventure ge against the bigger company. However, you can make that up with little bonus. You know, things that create the customer experience.

You can always compete with a cheaper Price if you make a great experience and over deliver on the value. All right? So if you're a little guy, you gotta figure out how to make your Christmas light business something that people look forward to, to you coming every year, how how we make.

Like if you were sitting in front of me, I ask you, and we would get on a White board and figure this out, how do we make our Christmas like customers so excited that they look forward, you coming in doing the Christmas lights every year, maybe it's a gift, maybe it's something else. You do maybe maybe you take a professional photograph every year and have a frame for them at their house during Christmas time. Maybe you offer to um take a family picture.

Do there's all kinds of things and no limitations. If you just open the boundaries up of what you can do, and this goes back to what I send them being in the show, if you open up your mind with the proper intent, you'll find solutions that will allow people to look forward to the experience, which will then help you grow your business. Because if you can create that kind of presence, what do you think they're telling their friends? And then all the sun, you're doing more business than the guy with the cheapest lights, see them saying really good. yes.

So like do you guys have to think outside the box, man? Everything we deal with nowadays is a commodity IT doesn't matter what you do. Well, if you do concrete, if you do retail sales, if you are are a fucked in marketer, whatever you do, there's a there fifty million and other people to do with just is good protein powder. There's locking millions of protein powders.

okay? All of these things have to be educated around why they are Better. And we have to figure out how can we make the experience good enough to where they spread the word for us.

And that's what this games about. Dude, people are tired of automation. They are tired of fucking, you know, not dealing with someone who are getting an answer machine, getting treated like another number.

So if you can humanize the process of giving people Christmas likes, which, by the way, should be pretty easy because that's a very emotional time for people where they have a lot of stalls, a and a lot of care and emotion, and they want to they want to, you know, create a good thing for their kids and memories. And this this is, this is an easy thing to build a nice experience of of, because their emotions are already involved. Okay, so what can you do? And you have to think about that.

What can I do? Some of you guys out are gone to hear that and you're onna come up with all kinds of amazing ideas and by the way, it's nature Christmas like it's any kinds service. Some of you are going to hear that and say, well, folk do you know I don't know do to do and you're going to give you ask.

I'm just telling you, if you listen what i'm saying, you're going to great. If you don't, you continue lose. So what can you do extra that's low cost.

That makes people say, holy shit, i'm never doing business with anybody else. That's the bottom mind. What can you do? And you can do a lot because nobody y's willing to do anything anymore.

Look at the restaurant service that we get in how after cove in. Look at the customer service we get from everybody after covered. I mean, you got fucked in amazon running over people's mailboxes and say through throw fuck and shit on people's porch from ten feet away, right? That's the level of service that we're dealing with now. And if you can come up on the polar opposite of that, you're going to get the business one hundred times out of one hundred.

And I love me. I love you guys. Any question to now any what was what was the most important thing you learned when you started scaling s two?

I'm about to put my company in a new phase of growth, and i'm saying that are a few of my key people who I thought were my guys. I just can't handle the adjustment and new workload. Did you have this issue? And if so, how did you handle IT? I love these guys, and I wouldn't be here without mom.

Well, loving guys. And then be an effective two different things. okay? And I can appreciate because when you spend a lot time with people, you develop friendships.

And I understand all that. But the reality is, is we have to remember, we're here to do a flock and job. We're here to do a job at a high level.

And if we don't do a job at a high level, there is no friendship because there is no money to pay anybody with, right? So sometimes when you scale, there's going to be people that do not level up their own skills set, which will unfortunately find their way out of the program. Uh, when you have high standards and you want to grow, you have to have people that also have high standards, and they have to anna grow.

I can walk in and download information in the people's heads. I can't download discipline into people's heads. I can't download knowledge or skill set into people's heads.

They have to go do that on their own. And if they're not hungry enough to do that on their own as the system scales, they will naturally wash out. And you will replace with people who do.

This is a natural part of scaling a business um and unfortunately, very tough part because if you're an ethical Operator, bro, you do care about people, you care about people, you care about the fuck and families, you care about everything. And that becomes very hard when you start to move up in the people aren't following along because now you've got to make a card decisions and that's not cool. That's worth of the worst things about being uh in charge or being a manager or being the CEO, whatever.

And unfortunately, you have to over time, sort detach yourself from the emotional aspect of IT and realized that that's their responsibility, not yours. And if people aren't willing to scale up, and if people aren't willing to do the personal development on their end, and they arent willing to raise their standards on their end, then there's going to be a limit how far they go with you. And that's just the reality.

You unfortunately, a lot of people think once they're in a good situation, the good situation is guaranteed and is just not so if you want to scale, just like when we've scale, there's been people who have who have leveled up and those people who have level up are still here. You are making a flock time of money. And then there are people who didn't level up and who went other places, which, by the way, is totally fine.

IT doesn't mean I don't like them. IT doesn't mean I know you care about them still. I just means they couldn't irate. Roll the boat the way we needed IT road and we're going on where the fuck we're going.

Like there's no there's not onna be any hasty holding in terms of where we're taking the business, and that should go for you too. You know what I mean, my hostess rodding is, you know people who think that you're just gonna luck and go at their pace instead of you go at your pace. So I would highly recommend that too.

I would recommend realizing that, uh, there's gonna be people that you care about that don't swim as hard, that don't want to flock in a level up. And uh, you know, if you don't make the proper decision around those people, then you're going to hurt everybody else on the team. And that's how you figure out what the flux is.

Is what if you got a person who's not leveling up and the rest of the team is leveling up? Remember, you lose the respect of everybody else on the team by not doing something about IT because you're cost of them. So that makes IT a little easier to make those moves.

Um but you know at the end of the day, you set a standard, the standard has to be high. If you don't set a high standard, you lose period because nobody y's onna come and push you along down the path to grow the business. So, uh, the the answer is very simple.

Some people are onna go. Some people arent. Some people will surprise you. Some people will surprise you both ways.

Some people will step up and just level up some people you think i'll step up, won't step up and you have to make decisions. And it's. A part business man, let me actually .

this because with s two, if I you went from the one store to like six doors, right and so that's new employees, new people. You've never thousand two thousand and two doors right now and you didn't like you didn't personally hire those employees and they came in, right? So let me actually this when IT, when IT comes to this scale link, because I was a big scale goal for you.

How important is IT to make sure that you have a good like foundation culture in place? Because like a fish, gas, coal, he's about to get new people ends. Like how important is is to set IT then? Did you set IT then? No, I did IT.

It's super important, but I didn't. Okay, and I only have two people that I inherit out of that out of that um five stores that we took over because what happened was we had two stores we purchase quoquo on. Well basically we took over five fAiling stores. We close one, then we had six and then we started open in our own locations.

So out of those employees um still got friends that were there like good friends there that yeah but they're off to other things um you know and we have two guys who are still there from that day in both of more on major parts of first form um and you know it's it's just part of the business. But ideally, if you could set a cultural standard before you have to scale, it's gonna that much easier to scale. Because if you create a living, breathing culture inside of your company before you scale, then what happens is, is the people that you bring in while you're scaling will be monitored and coached by the existing employees, not just you.

So what I mean that is this, how many guys have joined a team or join a company or Jordan organization? You go in and the the guy to your laugh, the guy to your right, not your manger. They're like you rather saying in this, but that's not really how we do see here.

Okay, that's poor culture, right? That will kill you. Like, that will kill you. okay? What you want is the opposite of that.

What you want to create situation where the person comes in, they flock the standard and the person left the right and he, bro, that's not how we do so here because you're fucked. Hurt me now. okay.

Now think how much is easier IT is to scale the company when you have the second kind of culture verses the first. And that comes from you setting IT up intentionally from the beginning or right now where you are. I did not do that because I was not informed about how to intentionally create culture.

IT took me many years. Pass that to figure IT out to me five more years past what you're ask asking to figure that out. So if you can do that, it's best that you do IT now. If you if you can do IT, if you haven't done yet, you should still do IT now.

Um that involves setting core values, that involves communicating core values, that invoice having a literal mission statement, a big vision, the how we're going to get there, this is what we teach our case indicate okay, so like this is we can do and fucked in two weekly on podcast on all this shit. But at the end of the day, you have to establish culture before you scale. If you want your your company to be strong um and manageable if if you try to scale without culture.

I'm not saying you can't succeed, but the customer experience is going to suffer. You might be able to hold IT together for a while and a constant be dealing with employee issues. And if you do IT right, the employees will wash out other employees on their own. So you want deal with ship, except good things.

So you know that might take on that if I would have known to do that in two thousand and six are probably more those people still be here um I didn't figured out till two thousand and eleven and we have a number of people who are still here from two thousand and eleven. So it's a huge deal in terms of longevity. It's a huge deal in terms of commitment, is a huge deal in terms of a stable.

And you know, it's a huge new in terms of how you feel about other people because there's a number of people who have been here since that time that i'm very proud of who have built nice careers and built nice lives and and do that, that feels good. You know, I sleep good at night because of that. And and that's why I come in here and why I do any any of the things I do now because I want those people to continue to progress because it's one of the most rewarding things that you could experience. I realized IT comes down the road for a lot of you guys, but you know, it's it's it's a lot more valuable than get a cool car fucked in nice house. I could.

I know you said like this, definitely, probably could be, like, if forgot to be course. Or talk just on this. Can we dispell a quick myth, though, about culture? Is, is there a number of employees required to have not hold set up? You can do with yourself.

If you are an only person, you could do IT with yourself. It's the standard you set for yourself and the staining you hold for yourself. It's about saying i'm i'm going to stand for this, this, this, this i'm going to do things this flight, this way.

I'm not going to compromise on those things. And then when someone joins you, you are you live in that they adopt t the culture. So you can start with just you, even if you are a single Operator, but you have to live IT, you have to be IT, even if that's call integrity.

What are you going to do when no one's watching? How are you going to Operate with no one's watching? Are you Operate to your standard gonna cut corners? I can tell you this too.

I try very fucking hard to Operate my standard all the time, twenty four hours a day, even when no one's is watching, especially when no one ee's watching, because that's when you actually gain more of the discipline and strength that you need to uphold those standards. So you can started with just yourself. And in fact, I think every single fucking human should have a set of core values in a mission statement, any vision for their own lights.

And most people don't. Most people just go along with the flow. They they swing in to someone else's vision and they stay there for a little bit, and they swing into someone else is for a little bit and then they get to be older in life.

They're like, what the fuck is nothing worked out for me? Well, the reason nothing that worked out for you, because you know what you say you're about, you don't have a plan for yourself, you don't have a mission statement for yourself. You don't think about the culture that you set for yourself.

You try to cut the corners when no one's watching, but that you'll lose that way that just did, you know. And a lot of people in this world fuck and think that you can somehow, you know, real talk. I don't know what's wrong with people.

I don't know what's wrong with people. You know, sometimes I think because i've had like two near real near death experiences where I thought in data I was for sure onna die, it's installed some sort of insane fucking like driving me because i'll be real, dude. I don't see you from a lot of people.

I see a lot of people either. They don't believe in themselves. They don't believe they can be great. So they don't try or um you know they think they're got all the time in the world and they think she's just onna work out. And like do I know for a fact that's not the case and it's very frustrating.

Do it's like like due to imagine if you saw someone that you care about and you saw them standing in the road and eighty and we all was common and no matter how fucking much you yelled at them, no matter how much you scream, I can hear you. That's what is like for me with other people. That's why I get so fucked and frustrated.

That's why the internet sees me. And like, what's going on with this guy? Why is he so angry? I'm angry because you guys don't understand what you're actually capable of, and you're the guy standing in the road and i'm the guy screaming at you and you're not hearing what i'm saying and then we'll say, well, everybody wants different things.

Yeah, everybody does want different things. Now when you're Young and you want to worry about real shit, but i'm going to tell you when you're older you're going to fuck and feel differently and that's real shit. There's a lot of people that that i've grown up with who have had that attitude of all and all work out.

And you know what? Now they're struggle in. Now they're haven't do much a ship I don't want to do so when I come on here and I talk to you guys and I get intense and I you am the way I am, it's because I lucky know what the rock and roads like and I don't want to get run over by IT.

I love IT guys. Let's get to a third and final question. Got a Young gun here.

Twenty years old hey so i'm twenty years old and i've been hustling heart for almost a year and a half. Um I finish five heart the spring and I really benefit in my life. So thank you kindly uh, for creating IT.

Recently, i've been working almost nonstop and as could be expected, I am lucky if I get six hours sleep at night. One night I was heading home late after a networking of and fall asleep behind the wheel, I told him my vehicle, and thankfully nobody was serious. Ly injured, killed.

I am now stock in a paradox where I both need more money and also need to double things back a bit. Um I ve seen other people's lives completely derail after this type of situation because they stopped caring about making progress. What are your suggestions to ensure that I stay on track as I continue to make progress?

Well, um I wouldn't fucked in work yourself a new exhaustion where you're gonna your car. I hope you learn a lesson there. bloody.

There's gonna be four, five times in your life where shit is really bad or you feel like you don't have options. Okay, there's gonna times where you feel like no matter what you do, you're going to lose. I don't know how when to get out of this.

That is when people quit, all right? And you have to become one of the people that realizes, very simply, that when other people quit and you keep going, you're getting a bigger advantage. okay?

If you all start at the same level and you get to level ten and fuck in, half the people quit. Now you're competing with half of as many people. If you get to love 2 and half of those people quit now， you're only competing with a quarter of people started with.

And that goes on and on and on and on and on. And that's the game. The game is longevity. The game is in dance. The game is consistent progression regardless of what's going on.

While I don't have an exact answer of what you need to do, you got to get your ship back together and you're got to keep move them because this is one of those key moments when everybody else will quit and you will continue to move forward. And that creates success. okay.

So if I were you, I would work through this and I would look at IT as a time as a major test. You pass, okay? And that's gona give you a butcher of other things too, besides just an advantage. You know people will say, oh, not competing with anybody know you are there's like other people out there, they're doing the same sheet you're doing and there's a limited monoplanes for the lucky winner that's IT. That is reality, okay.

But when you go through a test like this and not only do you gain A A perspective of uh you know what IT takes to win and not only do other people quit and you get a real advantage, but you gain the confidence and you gain the belief and you gain the self of steam and and they know that when bad things happen, you can push through them, all right? So the next time one of these bad things happen, where all the storms come together at once and create this fucking city situation, you can look back and say, well, I got through that. I got through this.

I got through that at one time. I'll get through this too. okay? And that becomes a habit. So if we had a guy on the show a couple of weeks ago, uh, about he wanted to quit football team, no, yes, okay. That guy, if he doesn't quit, he will have another situation just like that where he doesn't feel like it's fair, it's not going well.

And if he worked through that, who gain more confidence, who gain more belief, who gain more momentum, and the more you go through those, the more likely you are to win by the numbers, okay? And the more confident you're gonna be because of what you already know, that you overcame. All right?

So we have to understand that what we overcome not only allows us a higher likelihood we're gona win by IT, also teaches us that we can go through the hard things, which is where most people quit. So the more you go through and don't quit, the more likely you are to win in a very real way. Alright, so whatever you got to do to get through this um you get through IT, you know and by the way, uh, don't believe all these people online to tell you don't have to sleep. That's a bullshit.

okay? And I might have got you in this problem in the first place. I think there's a lot of lives on the internet about how much you've got ta sleep and know you ve got to work forty hours and twenty four hours.

It's impossible, alright. Um it's not safe. No, no, it's not safe.

It's not good for you. It's not real. It's, it's, it's people who are lying that's IT.

It's people who are lying so that you will glorify them. Oh my god, look how great they are. And by the way, look at shady. I M, I, I can't work. You know, I can't get by on two hours of sleep well brought near .

the back there's a beautiful just.

you know half these mother focus, wait to fuck up, act like you're doing something and go back to sleep here, don't say and so half more on drugs like you don't know what the flog people are doing that .

listen these group them one day I want to add on the zoo bring in and is like, you know like you're you think you have in a hard time just wait to you tony twenty twenty five by bad the bad things are always going to happen yeah it's how you choose to look at yeah like, I like this a fast expectation.

You know people don't get that. Like they see even like you see someone who's successful and like, okay, I just use myself. Okay a lot of people from the outside, they look in this only shit.

Look at all well, you don't any flock and idea what i've gone through. Well I stand the fuck in face. I flux and girls tell me I was flock and both shit.

I had friends fucking make one of me. I had fucking um you know car accidents fucking almost being broke literally more than the times that I made money. The amount of stress, the amount of turmoil had stores broken into, i'd fucking I mean broke.

You could go on and on and on. I I don't even know how far I could go with that you want. I mean, but every time you go through one of these hard things, you get Better.

You get stronger. And IT provides a situation for you to learn from and become mentally tougher. And the more mentally tough that you become in, the less that they are. How can they beat you? How let me ask you this, how can you beat someone who cannot fucking quit?

How can you beat someone who, every time they go through a hard time, they get Better and they get stronger, instead of getting weaker and getting to moralized, how can you beat someone who looks back on all the test that you've had and said, yeah, I want shit. Do bring IT the flock g on, okay, as opposed to the person who's like, oh my god, I can't believe this happen and then fuck two months another thing happens oh my god, I can't believe this happen. It's gonna be the person who has a stoate mentality who looks at IT and says this, okay, I will get through IT and then the exactly happens.

Well, won't do that again, but we'll get get through IT, right? Not frequent to fuck out like the world's ding every two weeks here. You can't live like that. And that's why I tell people, you know, most people aren't built for entrepreneur ship because they make way bigger deals out of things that shouldn't be they they can hand the up and downs. They can emotionally take IT.

They can live with what if and unknowns, right? And your success is gonna be direct proportion to the amount of uncertainty that you're able to live with, all right? So if you're not able to live with uncertainty, you're not able to tolerate the absence flows and you can't figure out how to get Better.

You you can't do. I do. It's impossible because it's such a hard road like the road to building something real. Am I talking about some internet fucking fun bullshit that you sell some region about beyond real company?

Talk about building something sustainable, talk about building something that has actual valuable equity on the back end that you can retire on or you can so or you can take care of your family with. That's hard. And there's a reason why most people can't do IT, and it's because they don't have the emotional resiliency to deal with IT.

So if you're onna become one of these people, I would suggest that you invest a significant amount of time of mentally toughening yourself up intentionally so that you can deal with the inevitable ABS inflows that are going to happen, the inevitable hard times because they're gna come. And it's it's not like it's not a surprise like for someone like me, when hard times come, it's not a surprise like I just understand its part of the recipe just like you would understand that put in chocolate chips is required into a chocolate chip cookie recipe. Struggle and hardship and plug in bad times and tests, those are all part of the journey.

So you can't be surprised when you when you get to him mean, if you're going to take a flock and trip from here to, uh, you know, uh, california, you're gonna realize that you're probably gonna to go up some hills and hand down some hills. And there's probably a flat times prior gone to hit some rain storms, maybe some snowstorms. But if every time the hill went up, or every time the hill went down, or every time you hit some rain, you turned around and went back home, how the fuckyou get the california.

You see your own science. So you have to be someone who can tolerate these natural ebs and flows emotionally and in reality um if you're gona build anything so so it's more about building yourself. And as someone who can tolerate IT, then IT is like finding a path without those obstacles. Yeah, you see him and low .

IT make a choice. cook. fuck. He calls .

for chocolate PS. I don't know that. I'm say, bro, it's a shit, dude.

And we have to understand hard things have a hard path. Easy things haven't easier path. Hard things are more valuable than easy things.

So if you want A, A, A Better life, you're gonna have to build yourself. And as someone who can deal with the hard path. And if you can't, you want to making that to that.

Love a man. I love you guys. Add, it's going on monday, started at man guys. See tomorrow. C. T. I.

The low.

Close, close.