REAL AF with Andy Frisella - April 08, 2024


682. Q&AF： Mindset Shift, Scarcity Products & Feeling Behind In Life


Episode Stats


Length

32 minutes

Words per minute

195.27666

Word count

6,342

Sentence count

451

Harmful content

Misogyny

8

sentences flagged

Hate speech

19

sentences flagged


Summary

Summaries generated with gmurro/bart-large-finetuned-filtered-spotify-podcast-summ .

On this episode of Q&A we have a special guest on the show this week, a man who has been through hell and high water and is now on his way to becoming a better version of himself. We talk about the importance of mental toughness and how to get your life back on track.

Transcript

Transcript generated with Whisper (turbo).
Misogyny classifications generated with MilaNLProc/bert-base-uncased-ear-misogyny .
Hate speech classifications generated with facebook/roberta-hate-speech-dynabench-r4-target .
00:00:00.000 What is up guys, it's Andy Purcell and this is the show for the realists say goodbye to
00:00:20.700 the lies, the fakeness and delusions of modern society and welcome to motherfucking reality.
00:00:25.840 Guys, today we have Q&AF, that's where you submit the questions and we give you the answers.
00:00:31.660 You can submit your questions a couple different ways, the first way is, guys you can email
00:00:35.540 those questions in to askandy at andyfricella.com or you go on YouTube on the Q&AF episodes and
00:00:41.820 drop your question in the comments there and we will pick some from there as well.
00:00:46.140 This week we're going to have CTI, that stands for Cruise the Internet, that's where we put
00:00:51.820 topics up on the screen, we talk about what's going on, we speculate on what's true, we speculate
00:00:56.720 on what's not true and then we talk about how we the people need to solve these problems
00:01:00.580 going on in society.
00:01:02.340 Later on in the week we're going to have some real talk, real talk is 5 to 20 minutes of
00:01:07.120 me just giving you some real talk and then sometimes we have 75 hard verses, 75 hard verses is where
00:01:13.940 someone who has completed the 75 hard program, whose life was a dumpster fire and then they
00:01:20.780 corrected their life path using the 75 hard program.
00:01:24.040 They come on, we interview them, we talk about what they did and what you can do to get your
00:01:28.060 life on track as well.
00:01:29.160 If you're unfamiliar with 75 hard, it is the initial phase of the live hard program which
00:01:34.200 is available for free at episode 208 on the audio feed only.
00:01:38.420 Now there is a book, it's called The Book on Mental Toughness, it outlines the entire
00:01:43.680 live hard program, top to bottom, plus 10 chapters on mental toughness, plus case studies on famous
00:01:49.920 individuals that you know and how they use mental toughness to become who they are today.
00:01:54.820 You can get that book at andyfrusella.com.
00:01:57.120 We do have a fee for the show, the fee is very simple, share the show, okay, you're going
00:02:02.520 to notice that's a big difference between this show and every other podcast is I don't run
00:02:07.700 ads and the reason I don't run ads is because I talk about controversial things and I don't
00:02:12.560 want to hear any bitching about it from sponsors. 0.98
00:02:14.960 I've done very well in business, I fund the show myself, I don't need their money so they
00:02:19.820 can fuck off and I ask very simply that you share the show for us, we're constantly facing
00:02:25.720 shadow bans, traffic throttles, censorship and we need you guys to share the show.
00:02:31.900 So if the message is good, if you believe the message, you stand behind the message, if it
00:02:35.460 makes you think, if it makes you laugh, gives you a new perspective, teach you a new skill
00:02:38.860 set, which you will learn on Q and AF every single time, please share the show.
00:02:44.820 So don't be a hoe. 1.00
00:02:45.900 Share the show.
00:02:46.780 All right.
00:02:47.240 What's up going on, man?
00:02:48.040 What's up, dude?
00:02:48.560 Happy Monday.
00:02:49.260 Yeah.
00:02:49.740 It'll be a good week.
00:02:50.580 Yeah.
00:02:51.020 We got a special guest coming back on this week.
00:02:54.380 Yeah.
00:02:55.080 2.0.
00:02:57.600 Yeah, I'm excited.
00:02:58.640 Yeah, that's going to be a good show.
00:02:59.720 Yeah.
00:02:59.980 A lot of good things, man.
00:03:01.260 Everything's good.
00:03:02.000 Yeah.
00:03:02.500 Everything's good.
00:03:03.240 Cool.
00:03:03.560 Anything new with you?
00:03:04.800 Nope.
00:03:05.280 Like the hat?
00:03:06.400 Oh, yeah.
00:03:06.680 You like that?
00:03:07.180 I like the hat.
00:03:07.800 Yeah, I like it too.
00:03:08.900 That's why I'm wearing it.
00:03:09.860 Yeah.
00:03:10.200 It's giving like some, some, uh, Tom Hanks.
00:03:12.920 I'm the captain now.
00:03:13.880 Mm-hmm.
00:03:14.320 Yeah.
00:03:14.900 Yep.
00:03:15.500 Somebody told me I look like that guy.
00:03:18.460 I don't think they did.
00:03:19.580 Yeah, they did.
00:03:20.300 They told me that.
00:03:21.200 Who told you that?
00:03:22.320 The guys out there.
00:03:24.120 Fucking assholes out there.
00:03:25.700 I used to call, I had a nickname back.
00:03:27.180 Who called, nobody called you that.
00:03:28.620 Nobody said that.
00:03:29.660 Sweet, man.
00:03:33.880 Well, you want to get into some, uh, some Qs?
00:03:35.860 Yeah, let's do it.
00:03:36.720 You got some A's?
00:03:37.580 Let's get into it.
00:03:38.600 Uh, guys, Andy, question number one.
00:03:41.320 Uh, Andy, you don't know me from a can of paint, but I just want to say thank you and
00:03:45.300 that I appreciate everything you have done for me and my family.
00:03:47.940 Uh, you are truly doing the Lord's work, brother.
00:03:50.120 Uh, so you've talked about how when faced with decisions, uh, weighing out something, when
00:03:56.500 you have to act, you don't look at it as, uh, what happens if I do this, but rather what
00:04:02.120 happens if I don't?
00:04:03.760 And I love that.
00:04:04.500 And I've been shifting my mindset towards that more lately.
00:04:07.260 My question is with this mindset, have you found, uh, that you have taken on more risk
00:04:13.660 over time and have become more risk tolerant?
00:04:16.420 Um, I'm sure you don't say, fuck it.
00:04:18.120 Let me get into anything that comes my way.
00:04:19.840 But is there such a thing, um, as taking on too much for one risk or too many risks all
00:04:26.280 at once?
00:04:26.980 Would love your feedback on this.
00:04:29.480 Yeah, dude.
00:04:30.260 Of course, that doesn't mean just go roll the dice on every single thing that comes
00:04:35.720 your way.
00:04:36.940 Um, but when you train yourself to look at things as what happens if I don't versus what
00:04:44.060 happens if I do and these things go wrong, you remove a fear barrier that most people
00:04:49.940 can never get through because most people will say, well, what if I do this?
00:04:54.220 What if I do all this work?
00:04:55.500 What if I try this and it doesn't work?
00:04:57.300 And they convince themselves that they're going to work very hard.
00:05:00.700 They're going to try all these things.
00:05:02.400 It's not going to work out anyway.
00:05:03.720 So it's not worth the path to go down.
00:05:05.860 And what they don't realize is that you can't really lose if you decide to go because you're
00:05:11.440 going to go down the path and you're going to face obstacles.
00:05:14.080 And that obstacle is going to teach you a lesson.
00:05:16.360 And when you get through that first obstacle, you're equipped with a new lesson.
00:05:20.880 You get through the second obstacle, you get equipped with new lesson, third, fourth,
00:05:24.680 fifth, sixth, seventh, eighth, ninth, 10th.
00:05:26.800 You start to get all these lessons and you accumulate new skill sets, which allow you
00:05:31.280 to escalate the path much more effectively.
00:05:35.340 So by not going and talking yourself out, it becomes a self-fulfilling prophecy of never
00:05:42.040 gaining any skills and never making any progress.
00:05:44.880 And so I think that's one of the biggest things that holds people back.
00:05:48.120 What if I do all this shit?
00:05:49.800 What if I sacrifice all this effort, time, energy, money, money into this project or into
00:05:58.780 this career, into this business or into this organization that I'm trying to build and it
00:06:03.860 doesn't work out?
00:06:04.920 And so they don't go.
00:06:05.780 And so, yeah, while there's, there's for sure, you know, you could take on too much risk for
00:06:12.940 sure.
00:06:13.380 You could take on too many things that are risky at once for sure.
00:06:17.140 Those are real concerns, but they're not prevalent enough to concern yourself with what you should
00:06:24.540 be concerned with is what is my life going to look like if I do not do what it is I know
00:06:32.320 I need to do.
00:06:33.340 And the answer is going to be frustration, disappointment, regret, and bitterness over
00:06:41.920 the course of your life.
00:06:43.000 So you have to understand if you don't go do what it is that you know you're supposed to
00:06:48.700 do and you don't become what it is you know you can become.
00:06:51.560 Eventually, you're going to come to a point in life where you're pissed off and you won't
00:06:55.840 have the time back to go back and redo it.
00:06:58.760 So, yes, of course, you can do too much, but I don't think you should be concerned with
00:07:03.820 that.
00:07:04.000 I think you should be concerned with not doing enough because that's where most people
00:07:09.060 err.
00:07:09.620 Yeah, I love that.
00:07:10.500 Let's flip this a little bit, right?
00:07:11.880 Because you also talk about this ladder of success, right?
00:07:14.720 And everybody's goal should be, you know, moving up those rungs.
00:07:18.320 Is it easier or harder for you to say no now than it was, say, 20 years ago, 25 years
00:07:24.700 ago?
00:07:25.540 In terms of when it comes to these decisions or offerings or opportunities, is it easier
00:07:30.400 or harder now to say no to things than it was 20 years ago?
00:07:35.020 Well, it's easier because one, I can identify the opportunities as if they're going to work
00:07:40.700 or not work a lot more effectively.
00:07:42.200 Two, I have less time for opportunities, so if they don't have an equal upside to what
00:07:49.600 I'm already doing, I can't say yes.
00:07:51.360 It doesn't make sense mathematically.
00:07:53.460 So, yes, it's easier to say no now because I have limited time, limited energy, limited
00:07:58.580 resources because what I have going on.
00:08:01.000 And I'm also able to recognize when things are a good opportunity and a bad opportunity
00:08:06.720 much better than I could in the beginning.
00:08:08.800 But that lends itself to what I was saying a minute ago, right?
00:08:13.200 So, if you never go and you never go down the paths ever, how can you ever learn to recognize
00:08:19.400 what is good and what is bad?
00:08:21.140 And so, what people end up doing is they end up just falling into the trap of being like
00:08:25.640 their high school or their college buddies and just kind of letting life float by.
00:08:29.880 And eventually, that catches up with them.
00:08:31.880 You know, they get to be in their 40s and their 50s.
00:08:34.100 And that's when they totally give up.
00:08:37.460 You know, they're fat.
00:08:38.700 They're out of shape.
00:08:39.660 They're like, fuck, I've wasted too much time.
00:08:42.180 And a lot of those people never recover.
00:08:44.140 You know what I'm saying?
00:08:44.860 And they kind of just waste their whole life away.
00:08:46.700 And it's sad because that's not how we're supposed to live as human beings.
00:08:50.520 Yeah.
00:08:50.800 I love that, man.
00:08:52.060 I love it.
00:08:52.500 This second question.
00:08:54.280 This is a little windy, but it's a really, really good question.
00:08:59.240 Let's switch focus here.
00:09:00.840 Guys, Andy, question number two.
00:09:02.720 Andy, congratulations on selling out your American Freedom gear so quickly.
00:09:06.640 I tried jumping on it and everything got wiped right from under me, which leads me to my question
00:09:11.500 as obviously you have experience with this very topic and it's fresh in my mind.
00:09:16.440 How do you give the best customer service to potential buyers if your product sells off
00:09:22.120 the shelves as fast as you put it up for sale online and the restock won't be available
00:09:27.600 for months?
00:09:28.320 For context, my husband and I run a direct-to-consumer Black Angus beef business in Southern California.
00:09:35.280 Yes, your favorite state.
00:09:37.100 And we have limited amounts of bulk freezer beef available throughout the year.
00:09:41.000 Our business has grown slow and steady and it takes about two years from start to finish
00:09:45.180 to have beef done correctly to fill the freezers.
00:09:48.680 And because of this slower growth, I've had time to share our story as ranchers and share
00:09:52.720 a lot about the beef and cattle industry.
00:09:54.320 And people love that on social media, have a great email list that connects potential
00:09:59.120 buyers with our business.
00:10:00.480 And they love to seem to get to know us as ranchers and having that presence online and
00:10:05.600 within the community.
00:10:07.000 People are more focused about their food and where it's coming from.
00:10:09.660 So we're getting a lot of good, I guess, spark, you can call it.
00:10:15.200 And it's great because we have a large audience to sell our beef to.
00:10:18.660 It's a blessing and a curse, though.
00:10:20.140 So when I send out an email that we're about to get ready to sell our beef, we sell out in
00:10:24.740 a few hours.
00:10:26.160 And this past week, we sold 11 whole beef in under four hours.
00:10:29.100 And we received many phone calls, texts and emails from frustrated people who have been
00:10:34.920 waiting to purchase our beef for six months to a year almost.
00:10:38.080 And they are in disbelief and discouraged, mentioning that they're going to be shopping
00:10:42.320 elsewhere if they cannot get their hands on our products.
00:10:45.580 So how do we unpack this?
00:10:48.480 Like, so how, I guess, go back to the question.
00:10:50.900 How do you maintain those potential buyers when you have such an exclusive product that moves
00:10:57.160 so fast?
00:10:57.760 How do you, how do you maintain?
00:10:59.400 Well, first of all, you got to do a great job with the people that are buying.
00:11:03.180 Okay.
00:11:03.640 And what it sounds like to me is you have a really good opportunity that you're not recognizing,
00:11:07.900 which is to build your brand equity around the scarcity of your product.
00:11:12.380 So ideally, right now in this position, you should be working on how to scale your, your
00:11:17.940 supply so that you can meet demands.
00:11:20.100 But in the meantime, it's not a bad thing that you have such demand because it creates more
00:11:24.960 demand and more demand and more demand.
00:11:26.580 And, um, you know, while people might be frustrated and while they might be angry, it only creates
00:11:35.240 a scenario where people want your product more and it drives the value higher in the consumer's
00:11:41.600 brain.
00:11:42.100 So because you don't have the capacity to serve those customers right now, you should be leaning
00:11:47.820 into the, uh, scarcity of your product to build the brand equity while you're working
00:11:54.280 on the ability to scale up operations to fulfill the demand that you have.
00:12:00.000 And so how would you create goodwill between you and the customers that can't get the products?
00:12:06.260 There would be things that you could do to get those people engaged.
00:12:13.160 And you, I'm not going to do this for you right now, but you would have to be creative
00:12:17.900 and come up with a way to keep these customers engaged into your brand over the course of time.
00:12:24.580 A company that does this very well is Maker's Mark.
00:12:27.880 I love Maker's Mark, even though I haven't had a drink of whiskey since 2018 because I get wild
00:12:33.880 as fuck.
00:12:34.420 All right.
00:12:35.200 And, uh, it's not good for me or anybody else.
00:12:40.000 And, uh, but I love Maker's Mark.
00:12:43.500 And if I drink whiskey, that's what I always drink.
00:12:45.280 And if you sign up for their email list, um, they have a really cool email list process
00:12:51.040 where over the course of the year, they send you newsletters and little gifts, like just
00:12:57.340 goofy shit, like socks or a stocking or just stickers or cool shit.
00:13:03.180 That is like low cost to keep people engaged with the brand.
00:13:06.620 So if I were running your company, I would create some really strong branding.
00:13:11.640 Like you said, it sounds like you're doing around the ranch, around what you do, around
00:13:15.920 why you do it and how you do it, uh, with a strong logo presence.
00:13:20.420 Um, I would come up with, you know, six times a year where you either send out a, um, a newsletter
00:13:27.740 or some sticker packs or some sort of reminder, like, Hey, we're still here.
00:13:31.460 Uh, I would, I would create a preference program right now based around, uh, your, your regular
00:13:38.140 customers where they can like get preference when the, when the product comes available.
00:13:42.560 Um, these are all things that you can do to make this a little bit better for your brand,
00:13:47.420 but ultimately at the end of the day, not being able to fulfill the demand for your product
00:13:53.780 isn't the worst problem in the world if you leverage it properly.
00:13:57.360 Right.
00:13:58.120 So when you, when you continue to sell out and you continue to sell out and you continue
00:14:02.600 to sell out, yes, people get mad, but when they eventually get it, how much extra happy
00:14:08.120 are they?
00:14:08.820 You see what I'm saying?
00:14:09.800 Right.
00:14:10.020 So this is, this is a way that you can leverage in situations where you can't fulfill the,
00:14:16.080 the demand, uh, that will actually help your company's image in the eyes of the customer.
00:14:20.900 Yeah.
00:14:21.080 See, I've never, you know, and it's funny cause when I was reading this question, like fuck
00:14:23.980 like, but, but you, you given this answer, it kind of mind fucked me because you would think, 0.93
00:14:28.840 man, like you're getting all these emails and texts and it's like, but on the same side,
00:14:32.300 we see this stuff too.
00:14:33.400 Like even with the, yeah, I mean, dude, people get pissed, but like, but what you're saying
00:14:37.980 is that that's not necessarily a bad thing.
00:14:40.900 I mean, it's not a great thing, but it's not the worst thing in the world if you handle
00:14:45.640 it properly.
00:14:46.160 Right.
00:14:46.580 You know what I'm saying?
00:14:47.260 Like sometimes when people are upset, dude, like people are vocal.
00:14:51.180 Okay.
00:14:51.660 And people that are vocal are also vocal when you do the right thing by them.
00:14:55.720 So if they're pissed off, you can usually switch that around into a positive situation by
00:15:01.580 over-correcting it to where they're singing your praises out in public.
00:15:05.360 So how could you do that?
00:15:07.380 And that's what you need to think about.
00:15:08.580 How could you take these customers who want to be customers, but can't be because you can't
00:15:13.460 fulfill them and make them bigger fanatics of the brand, right?
00:15:16.940 How could you create more demand?
00:15:18.840 How can you create more excitement?
00:15:20.640 And that just takes some creative thinking.
00:15:22.280 If I was able to sit down with you for a few hours, I'm very confident we would come
00:15:26.840 up with an effective strategy to do this.
00:15:28.660 Yeah.
00:15:29.180 It's funny too, because I think too, like scarcity, there's a lot of businesses or companies
00:15:34.060 that operate on just solely off of scarcity, right?
00:15:37.000 You look at like Ferrari, right?
00:15:38.980 Like the fucking brand new car that's coming out.
00:15:41.000 There's only going to be so many of them.
00:15:42.180 Yeah.
00:15:42.540 That's right.
00:15:43.000 And there's a lot of people that can afford it.
00:15:44.640 Yeah.
00:15:44.660 And they categorize their customers into three categories.
00:15:47.260 They have top VIP and then regular.
00:15:50.240 And for you to be able to get the, the bad-ass releases, like the new SF, uh, XX, you know,
00:15:57.500 90 that's coming out like, bro, you got to be a VIP or a top customer.
00:16:01.500 And that means you have to have history and it means you have to have been loyal.
00:16:04.740 And that's a way they control demand around their cars.
00:16:07.360 And you can do the same thing with your meat.
00:16:09.240 Yeah.
00:16:09.440 You know, I, I, I've actually think you're in a really good position, um, to leverage that
00:16:14.660 if you're, you know, you've just got to figure out a way to, you know, um,
00:16:20.240 connect with those people who aren't getting so that that way, whenever you scale up your
00:16:24.640 ability to fulfill the demand, uh, they're still wanting your product.
00:16:28.640 Yeah.
00:16:29.100 I think it's important too.
00:16:30.180 I'm going to, I'm going to ask you this because we've got to be very, very clear.
00:16:32.500 Ferrari can do that.
00:16:34.080 You don't see Prius doing that.
00:16:36.380 And so the difference in the quality of that product, it has to be fun.
00:16:40.820 Yeah.
00:16:40.960 This typically only work.
00:16:42.320 This typically only works for premium products.
00:16:44.940 Yeah.
00:16:45.320 You know, like, like it can work for gimmicky products, like things that get trendy.
00:16:50.700 Um, but typically this really only works for in demand premium products.
00:16:56.140 Um, you know, there's things in history that I can think of like fucking beanie babies,
00:17:01.780 like these little stuffed animals people used to collect and shit that were like bullshit. 0.90
00:17:05.960 Right.
00:17:06.400 But people will get fanatical and there's always cases like that where there's there,
00:17:11.280 but still dude, that's limited release shit. 0.59
00:17:14.100 You know what I mean?
00:17:14.580 And anytime you have limited release shit, there's, it's an opportunity to create a scarcity
00:17:20.100 demand.
00:17:20.480 Yeah.
00:17:21.020 I love that.
00:17:21.960 And that's, that's something, that's something that we go more in depth on in RTA syndicate
00:17:26.420 too.
00:17:26.800 If you're looking for like more in depth information on things like that, um, RTA syndicate is
00:17:32.720 something that you guys should look at.
00:17:33.880 It's RTA syndicate.com.
00:17:35.480 I love it.
00:17:35.940 Uh, let's get to our third and final question guys.
00:17:38.880 Uh, Andy question number three, dear Andy, I'm a 27 year old that is basically fucked
00:17:44.780 off their entire life with drugs and partying last year.
00:17:48.900 I had some near death experiences and have completely changed my life since then, uh, with
00:17:54.300 working out and eating healthy and staying sober.
00:17:56.400 My question to you is what advice do you have to someone that has the anxiety of starting
00:18:02.560 too late?
00:18:04.000 I know this is a sunk cost fallacy in a way, and I still show up to the fight every day.
00:18:08.060 I'm in the best place mentally and physically, but I still find myself with the anxiety that
00:18:13.460 I am behind.
00:18:15.020 I feel like I know the answer, but would really like to hear it from you.
00:18:18.620 You are behind.
00:18:21.120 You are behind.
00:18:22.120 You fucked off for seven years.
00:18:23.980 You are behind.
00:18:24.560 You should have anxiety and you should have urgency and you should want to go and you
00:18:28.080 shouldn't try to run from that anxiety because that anxiety is telling you, Hey bro, it's
00:18:32.040 time to get your fucking ass in gear. 0.98
00:18:33.820 So yeah, you are behind because you fucked off.
00:18:36.340 Happy that you recognize that I'd stay sober.
00:18:39.000 I get your fucking ass in shape and I'd get focused.
00:18:41.700 Otherwise, by the time you're 40, you're going to be broke as fuck working at Wendy's.
00:18:44.820 So that's, that's the truth.
00:18:47.200 Um, and that anxiety that you feel is a great driver for ambition, success, and creation.
00:18:54.060 And so many people want to eliminate every single feeling that's uncomfortable and every
00:18:58.860 single feeling that, you know, that they don't want to live with.
00:19:03.800 And they ignore the fact that these things are trying to tell them something.
00:19:06.960 We live in a totally fucking pussified society where every single motherfucker wants to be
00:19:12.400 in Zen state all the time.
00:19:14.020 Well, I'm going to tell you what, bro.
00:19:15.340 These Zen state motherfuckers don't create anything. 1.00
00:19:17.540 They don't build anything.
00:19:18.880 They don't become anything.
00:19:20.120 And eventually they have to come to terms with, they fucked off their whole lives.
00:19:24.380 You're lucky that you've only fucked off to your 27.
00:19:27.460 And a lot of people will say, Oh, well, it's not too late.
00:19:30.980 It's, it's not too late.
00:19:32.180 It's not too late, but you are behind.
00:19:35.220 Okay.
00:19:35.760 So it's time to get your ass in gear.
00:19:38.120 It's time to get going.
00:19:39.160 It's time to make whatever it is that you want out of your life, make that start happening.
00:19:43.700 And that's going to require you to become the best version of you, which means staying
00:19:48.200 sober, which means getting fit, which means getting educated, which means stopping, filling
00:19:52.400 your mind with mindless bullshit and start filling your mind with shit. 0.88
00:19:55.760 That's going to make you better.
00:19:56.780 And if you do these things and you go out every single day and you check off win after
00:20:00.740 win after win after win, you'll be able to catch up to everybody else pretty quick because
00:20:05.580 while everybody else may not have been fucking off the way that you have been, uh, they still 0.92
00:20:11.540 only go half speed.
00:20:12.680 So if they're going half speed and you can pick it up to, to actually execute at full
00:20:16.480 speed, you'll catch him past those people.
00:20:18.860 But, uh, you should have anxiety.
00:20:21.680 Uh, you are behind and you need to get shit together.
00:20:25.520 That's what I would say.
00:20:26.520 I love it.
00:20:27.220 Yeah.
00:20:27.660 Let's do it one more.
00:20:29.100 Yeah.
00:20:29.440 Guys, Andy question number four.
00:20:30.960 Yeah.
00:20:31.460 Uh, hi Andy.
00:20:32.360 I'm a 24 year old who recently joined my family business one year ago.
00:20:36.560 Uh, we are a contract manufacturer doing about five to 10 million in revenue per year.
00:20:41.260 Uh, the company has been around for 40 years to 10 million.
00:20:44.740 That's a pretty big disparity.
00:20:46.220 Is it five or is it 10?
00:20:48.660 It's like double the amount.
00:20:50.060 It's like seven.
00:20:50.940 Yeah.
00:20:51.540 I'm doing one to 50 million a year.
00:20:58.460 Yeah.
00:20:59.060 Oh, COVID bro.
00:21:00.400 I mean, by dynamics, I don't know.
00:21:02.320 Um, but growing up, uh, I worked in the business from the age of 12 to 18, uh, on the weekends
00:21:13.020 and summers.
00:21:13.620 So I have a very intricate knowledge about how we function and our products, uh, during
00:21:18.600 COVID the business had staffing issues and wasn't able to meet customer expectations
00:21:22.460 for quality.
00:21:23.260 Uh, so our reputation has suffered since I joined the team.
00:21:27.240 My main task has been helping to organize our production, improve quality and improve
00:21:31.960 communication within the company between different departments.
00:21:34.980 And we have really stepped up our game in a short amount of time.
00:21:37.920 Uh, now that we have finally gotten to a better place, what is the best way to rebuild our
00:21:43.900 reputation with old customers who stopped working with us because of previous negative experiences?
00:21:49.640 Also, what is the best way to facilitate new business to business relationships?
00:21:54.240 I do a lot of cold calling and emailing, but I have little, uh, little success and usually
00:21:59.200 don't get a reply.
00:21:59.980 Is there any strategy in the way I can present the company to potential partners?
00:22:04.080 So two part question here.
00:22:05.120 Well, first of all, yeah, you should call those people up on the phone and say, Hey, I'm
00:22:10.060 Steve.
00:22:10.980 I'm the C I'm the president of the company.
00:22:14.820 I wanted to apologize for how we handle business during COVID.
00:22:19.240 We had this issue, this issue, this issue.
00:22:21.700 We were battling these things.
00:22:23.120 And I wanted to talk to you to earn a chance at getting your business back.
00:22:29.440 Please let's have a meeting or let me call you or let's have a discussion.
00:22:34.560 But I want to, at the very least, no matter if you come back to us or not, I wanted you
00:22:39.420 to know that we're better than that and we're going to do better than that moving forward.
00:22:43.360 And you own what you did and you tell the truth and you try to earn the business back
00:22:48.260 one by one.
00:22:49.220 There's no fucking big, uh, there's no one big move you can make to correct that.
00:22:55.880 You have to correct those relationships one by one by one.
00:22:59.000 It takes effort.
00:23:00.240 It takes authenticity.
00:23:01.460 And unless you're willing to call these people and genuinely own and apologize, I wouldn't
00:23:06.020 even do it because if you do it half-assed, they're going to think even worse of you.
00:23:09.820 So that's the first thing.
00:23:11.760 The second thing is, is that typically B2B business is referral business.
00:23:18.000 So what that means is however you're servicing your other B2B customers, you're going to
00:23:24.680 need to do so in a way that completely exceeds their expectations so that the service is so
00:23:31.800 good, whatever it is, what did he say he did?
00:23:34.080 Did he even say?
00:23:34.660 Contract manufacturing.
00:23:35.860 Okay.
00:23:36.440 That you do such a great job with those companies that they are willing to either talk about you
00:23:44.240 or share a story or do a testimonial about you, um, to, to help your business.
00:23:50.260 So stories sell bro.
00:23:52.880 And the best stories that sell to bring business or stories of exceeding expectation and go in
00:23:57.340 the extra mile and doing things that a company typically wouldn't do.
00:24:00.520 And if you're not willing to do those things, you're going to lose to someone who is.
00:24:05.100 So that would be my answer on those things.
00:24:08.040 Uh, you know, make sure that you call those people, get them on the phone.
00:24:12.560 Don't just send them some mass email.
00:24:15.260 Don't send them some mass texts.
00:24:17.060 Don't send them some mass mailer.
00:24:19.000 This is how a lot of people fuck this up, dude.
00:24:21.360 I bought my first Rolls Royce in 2014 and they sent me a pre-printed thank you card with
00:24:27.060 a fucking signature stamp on it. 0.93
00:24:28.720 And it was a $450,000 car.
00:24:31.440 All right.
00:24:32.540 And had they not sent the postcard, I wouldn't have thought anything.
00:24:38.380 I was just like, cool.
00:24:39.600 I got a Rolls.
00:24:40.540 Right.
00:24:40.840 But because they sent a postcard to me and it was such a fucking like, we don't give 0.54
00:24:45.800 a fuck thing. 0.74
00:24:46.680 It actually made me angry.
00:24:48.380 You see what I'm saying?
00:24:49.520 And now I love Rolls and I still own a couple, but it gave me the perception that they didn't
00:24:56.140 give a fuck. 0.77
00:24:56.940 Yeah.
00:24:57.200 And it was, it was, it was kind of like a letdown because I had worked very hard to
00:25:02.720 get to that point to be able to buy that.
00:25:04.440 You see what I'm saying?
00:25:05.080 And I would have been better off had they just not sent me anything or acknowledge anything
00:25:09.740 because I was happy in the first place.
00:25:11.420 So if you mass email these people or mass text, these people or mass mail these people and
00:25:18.260 do so in a way that shows like you're trying to basically just fucking half asset, you're 0.96
00:25:24.520 not going to get those people back.
00:25:26.020 Okay.
00:25:26.280 Remember value comes from inefficient action.
00:25:29.760 And when you take inefficient action, people value it because they understand it takes
00:25:34.380 time, energy, and resources to make that happen.
00:25:37.040 So I would sit my ass down in my fucking chair and I would call every single one of those
00:25:42.300 people and say exactly what I just said you should say.
00:25:45.560 And that's what I would do.
00:25:46.660 And you're going to get some nose.
00:25:48.160 You're probably going to get some fuck yous, but I bet you're going to get some yeses too. 1.00
00:25:52.380 And that's going to be important for the business.
00:25:54.140 I bet you're going to get way more yeses than you think.
00:25:56.500 People do not take ownership.
00:25:58.340 People do not do these kinds of things anymore in business.
00:26:01.900 And when you do them, people will value them and appreciate them.
00:26:04.960 And that's how you do business long-term.
00:26:06.860 You build relationships.
00:26:08.500 Now that's a lot easier to do in a business to business situation like these guys are
00:26:13.120 in than it is in a direct to consumer situation like my companies are.
00:26:17.600 But we still do things like that in our direct to consumer business when we fuck up.
00:26:22.300 If we fuck up and we have a situation where five, 600 customers are affected, which happens
00:26:27.480 by the way, that happens.
00:26:29.340 Okay.
00:26:29.600 Because we're putting out thousands and thousands and thousands and thousands and thousands of
00:26:33.400 orders.
00:26:33.800 And sometimes there's like sections like within those order streams that get fucked up. 0.82
00:26:39.540 Okay.
00:26:40.040 Then we get the wrong tickets or we get something happens or, and that happens.
00:26:43.880 And you know what we do?
00:26:45.200 We call those people up and we say, Hey man, your shit got fucked up.
00:26:48.240 We're sorry.
00:26:48.780 We apologize.
00:26:49.800 Here's what we're going to do to make it right.
00:26:51.320 And we do that one by one.
00:26:52.800 And we do that.
00:26:53.760 We, I promise you, if you're in B2B, we're doing tens of thousands more transactions than
00:26:59.240 you on a daily basis.
00:27:00.700 And we can do that.
00:27:01.680 So I know you can do it too.
00:27:03.340 Yeah.
00:27:03.780 So you, you touched on something, you know, with the Rolls Royce story.
00:27:07.760 Is that because I've never really thought about it like that, but I guess there is like
00:27:11.640 this preconceived like expectation of the cut, like of the company that the customer will
00:27:17.820 have depending on the quality, I guess.
00:27:19.600 That's right.
00:27:20.260 And like, I never even, I never was.
00:27:22.200 Yeah.
00:27:22.340 If you're a premium product, you better back this up with premium relationship building.
00:27:26.600 Start to finish.
00:27:27.000 Everything has to be premium.
00:27:28.540 Yeah.
00:27:28.720 Okay.
00:27:29.440 And that's, that's a big deal for you to think about with your business.
00:27:35.280 Do you have a premium product and shitty service like most people do?
00:27:39.020 And they think that their product's so good that they can have shitty service.
00:27:43.200 Well, that's a pretty fucking weak ass way to think about your business.
00:27:46.280 Because what if you had great service?
00:27:48.280 What if you had great relationship building?
00:27:49.860 How much better would your company actually be?
00:27:52.740 But a lot of motherfuckers are just lazy. 1.00
00:27:54.740 They're just lazy operators or their second generation or third generation operators.
00:27:58.720 That don't know what the fuck they're doing.
00:28:00.820 They don't value what they have.
00:28:02.240 They don't feel personal responsibility for their employees.
00:28:05.600 So they're, they'll say, well, you know, our products are so good.
00:28:09.060 You know, you can just fucking wait.
00:28:10.640 And bro, eventually that sizzles out.
00:28:12.720 Like eventually people get sick of that shit, which is why in the first question with the
00:28:17.140 state people, you guys need to be fucking making sure that you could scale up to meet 0.79
00:28:21.420 that demand.
00:28:22.400 That scarcity thing that will not work forever.
00:28:25.540 Eventually people will go somewhere else because food is a commodity, bro.
00:28:30.220 Like I don't give a fuck if I'm eating Western sizzler or fucking, you know, Debraga's from 0.99
00:28:36.420 fucking, I mean, right.
00:28:37.840 I'm going to eat either way.
00:28:39.120 And if I can't get you shit, I'm going to eat something else.
00:28:42.140 All right.
00:28:42.760 So the scarcity thing will only work to propel your brand to a certain level.
00:28:47.160 And then you better scale it up to fill that or you will lose the opportunity.
00:28:50.840 Does that make sense?
00:28:51.840 Absolutely.
00:28:52.640 Absolutely.
00:28:53.500 Let me ask you this too on the B2B side, you know, cause I feel like every single city
00:28:57.940 has that group, right.
00:29:01.220 Of like the entrepreneur business groups, right.
00:29:03.420 Like all the guys that go to the same bar together, they all know each other's business
00:29:06.940 and what companies they run.
00:29:08.420 But is this something that you, you know, I mean, is that, would that be a recommendation
00:29:11.800 to like maybe try to get into those, those fucking patio bars?
00:29:15.640 Well, it's always good when people know who you are because their friends might need a
00:29:20.180 contract manufacturer or somebody they know.
00:29:22.540 So yeah, getting to know the local entrepreneurs or the competitive entrepreneurs across the country
00:29:31.420 or across the world is a good idea because dude, there's always opportunities for collaboration
00:29:38.280 or, uh, emergency situations where people need help.
00:29:42.560 Um, you know, in our situation, like we do manufacturing, but we can't always take manufacturing.
00:29:48.220 So we can, we can, you know, we have to fucking say no a lot.
00:29:52.700 Right.
00:29:52.980 But we'll say, Hey, what about, you can go over here to this guy or you can go over there
00:29:56.200 to that guy.
00:29:56.780 You can go over there to this guy and you can correct.
00:29:59.640 Yeah.
00:29:59.900 Yeah.
00:30:00.140 And so it's always a good idea to have good relationships with your competition because eventually
00:30:06.020 you'll be doing business together.
00:30:08.240 Now, I mean, I'm sure some of those circles though, like I know, uh, I don't know about
00:30:12.600 every city, but like, I feel like, I feel like for me that would be difficult because
00:30:15.740 I feel like, you know, with this city, there's some like, I'm not going to call it snob mentality,
00:30:20.020 but like it's the khaki pants with the fucking, like, I just don't know if I could fit that 0.76
00:30:24.640 crowd.
00:30:25.360 What do you mean?
00:30:26.240 Like, like you couldn't fit a crowd.
00:30:28.100 It's going to make you millions of dollars.
00:30:30.000 Okay.
00:30:30.640 Yeah.
00:30:30.840 No shit.
00:30:31.420 Right.
00:30:31.740 And you start thinking different.
00:30:32.840 Yeah.
00:30:33.760 Right.
00:30:34.080 And by the way, you don't have to fit in with the crowd, bro.
00:30:37.740 When you walk into the fucking crowd, they should be asking how they're going to fit
00:30:41.440 in with you.
00:30:42.740 Okay.
00:30:43.100 You shouldn't be trying to be like them.
00:30:44.680 You should be who the fuck you are and let them wonder why the fuck you're so different.
00:30:48.600 That's the whole thing.
00:30:49.640 That's the whole play.
00:30:50.500 That's why your social media sucks.
00:30:52.180 That's why you suck.
00:30:53.300 That's why nobody knows who you are.
00:30:54.700 No one gives a fuck who you are.
00:30:55.960 Not you, but anybody in general, like you guys are too afraid to be authentic and you want
00:31:01.060 to be like everyone else.
00:31:02.120 So like what you're saying is, oh, the khaki pants and fucking polo.
00:31:06.540 You know the khaki clothes.
00:31:07.520 I do.
00:31:07.900 Yeah.
00:31:08.160 But the point is, is that, yeah, I don't give a fuck.
00:31:11.940 I'll show up wearing whatever the fuck I want.
00:31:14.380 And if they don't like it, I don't give a shit.
00:31:16.680 You see what I'm saying?
00:31:17.420 And then that makes them say, why does this guy like that?
00:31:19.920 Why is he like that?
00:31:21.080 He's not wearing his dickies.
00:31:22.220 He doesn't give a fuck.
00:31:23.200 Right.
00:31:23.540 That guy's cool.
00:31:24.420 Right.
00:31:24.720 Well, how can he not give a shit?
00:31:26.140 How can he not care?
00:31:27.160 I want to be like that.
00:31:28.440 Right.
00:31:28.900 It's an authenticity is an attractive trait.
00:31:31.860 And so like, you shouldn't be looking at these groups.
00:31:34.060 Like, how do I be like them?
00:31:36.700 You should be looking at it like, Hey, I could build relationships with these people and build
00:31:40.560 friendships with these people, but it doesn't define who I am or what I wear or how I behave.
00:31:45.020 I'm still me.
00:31:46.280 You know, I think one of the things that makes me me is that people come in here and they
00:31:50.140 hear me talk in plain language and they see me wear plain clothes and they're like, how
00:31:53.620 the fuck did this moron fucking do this?
00:31:56.300 Well, maybe I'm not a moron.
00:31:58.100 Maybe you're just making preconceived judgments based upon my appearance and my vocabulary,
00:32:02.180 which is quite high.
00:32:03.480 I just choose to dumb it down so everybody can understand me.
00:32:06.600 I love that.
00:32:07.620 Yeah.
00:32:07.980 I love it, man.
00:32:09.240 I love it.
00:32:09.840 Well, guys, Andy, that was three.
00:32:12.100 Yeah, that was four.
00:32:12.880 That was four.
00:32:13.420 Don't be a whore. 0.83
00:32:14.780 Yeah.
00:32:15.440 Went from sleeping on the floor.
00:32:17.080 Now my jewelry box froze.
00:32:18.780 Fuck a pole.
00:32:19.580 Fuck a stove. 0.96
00:32:20.440 Counted millions in the code.
00:32:22.120 Bad bitch. 1.00
00:32:22.940 Booty swole. 1.00
00:32:23.780 Got her on bankroll.
00:32:25.420 Can't fold.
00:32:26.300 Doesn't know.
00:32:27.100 Headshot.
00:32:27.940 Case closed.