763. Q&AF： Winner's Mindset, Rewarding Yourself & Discounts For Family And Friends
Episode Stats
Summary
In this episode of the Real AF Podcast, we talk about mental toughness and how you can use it to your advantage in life and in business. We also talk about racism in the workplace and how to deal with it.
Transcript
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what is up guys it's andy for selling this is the show for the realists say goodbye to the lies
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the figness and delusions of modern society and welcome to motherfucking reality guys today we
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have q and af that's where you submit the q's and we give you the answers now you can submit your
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questions a couple different ways uh the first way is guys you can email these questions in to
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ask andy at andy for selling.com or you go on youtube in the comment section on the q and af
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episode drop your question in the comments we'll pick some from there as well now if you're new to
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listening to the show we have shows within the show okay tomorrow we're going to have cti today
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we're having q a two different kinds of shows cti has cruise the internet that's where we put topics
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on the screen topics of the day we speculate on what's true on what's not true and then we talk
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about how we the people have to solve these problems going on in the world other times throughout the
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week we're going to have real talk real talk is just five to 20 minutes of me giving you some real
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talk all right other people might call it a rant but it's always highly useful information at least
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i think it is and then we have 75 hard versus that's where someone who comes on the program
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who has completed the 75 hard program talks about how they were before how their life is now and how
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they've used the 75 hard program to get their life realigned all right if you're unfamiliar with 75
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hard it is the initial phase of the live hard program which is the world's most popular mental
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realignment program in history and but guess what it's free all right you get that at episode 208
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on the audio feed for free it's not on youtube only on the audio feed there is a book available at
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andyfrusella.com called the book on mental toughness which outlines the entire live hard program top to
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bottom including 75 hard plus 10 chapters on mental toughness why it's important and how you can build it
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to build your best life it also includes uh case studies from some very famous people that talks
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about how they use mental toughness to become the very famous people that you admire all right that's
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andyfrusella.com the book on mental toughness it's not required because you can get the whole program
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for free at episode 208 but if you're someone like me who likes the ins and outs and all the details
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the book is a tremendous resource uh we sell it out almost all the time now with that being said
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we do things a little bit differently here all right we don't run ads on the show you're not
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going to hear me talk about a bunch of shit that i don't use that someone's paying me to say that i
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use uh we talk about things that matter here we talk about things that are important and we talk
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about things that the internet doesn't really like us talking about all right and so i don't run ads
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on the show because i don't want to answer to these knuckleheads and you know about what i say
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and what i don't say all right we keep it real here that's why it's called real af and in exchange for
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that i ask very simply that you support us back buy my shit all right support our companies i
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appreciate that but most of all help us share the show all right we get traffic throttle shadow
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banned we get messed with all the time with all these platforms for saying the stuff that needs to
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be said and so we need your help getting the show out and that means pay the fee it means share the
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show all right if you don't share it the message doesn't get out so if it makes you think if it makes
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you laugh gives you new perspectives information that you think needs to be heard don't be a hoe
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share the show all right what's up dude what's going on brother not much yeah how's everything
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hanging it's fucking long and thick baby oh wrong everything else is going good yeah that's good
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sweet man a little monday a little monday sarserÃa yeah uh yeah to no surprise i have some good ones for
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you oh you do yeah i do okay got some good ones here all right we're just gonna get right into it
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get better this week yeah let's do it man no i always like starting a week off with some personal
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development how to get better stuff you know i like starting my week off with something to eat
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yeah that's how i start my days i was gonna say racism but oh yeah that's tomorrow that's tomorrow
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yeah that's tomorrow show yeah um yeah man let's make some people better today though man all right
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let's uh let's knock these out guys andy question number one uh what's up andy what's up uh andy i
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work for a small blue collar business right now uh and i'm learning the trade and i have some years
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in already i've come a long way uh since the beginning i'm learning on the job reading at home
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and doing all the correct things to progress i will start my own business in less than two years
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the question i have is i use wanting to put my boss out of business as fuel uh to push me and i want
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him to have to sell his beach house his boat pull his kids from private school and go to public school
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i want his wife to have to get a job i want to absolutely dominate in my trade where people in
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the same trade across the surrounding areas um will see me and hate me because i crush it that hard
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am i fucked up for having this mindset you gotta talk about mindset let's do it is that is that a
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a productive mindset to have uh to get going fuck man not the kids bro listen that motherfucker's
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trying to eat that man's dinner off of his table while it's still hot all right i can relate to that
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yeah all right now here's what i'm gonna say i wouldn't make it your boss okay your boss is doing
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you a service your boss is showing you the ins and outs you may not like everything that he says or
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doesn't say but you should value and respect the man for giving you an opportunity to learn what it
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is you're trying to learn with that being said having the motivation that you're talking about is called
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being motivated from the dark side all right i definitely would recommend not making your boss the
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enemy because the truth of the matter is is this dude probably has so much more experience and so much
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money and so much more resources and connections that if you go out on your own you say i'm gonna
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put him out of business this dude's gonna step on you like a fucking cockroach bro and you're gonna be
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gone now let's talk about this for the for the minute all right dark energy is highly underrated it is the
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most powerful the most brutal the most effective form of motivation that you could ever have it's the
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shit that'll get you out of bed when you don't feel like doing anything else and that's something
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that is never really talked about amongst you know the internet feel good gurus or the people out here
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who say oh i'm not in competition with anybody bro the reality is is you are you absolutely are in
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competition there is a competitive nature to the reality and it's okay to be motivated by wanting to step
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on motherfuckers throats to win some people are just motivated that way and i know there's all these
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positive people out here who say well i'm not here to prove them wrong i'm here to prove my supporters
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right well in the beginning you don't have any supporters motherfucker you know why because you
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never did anything you've never shown anybody anything that you can do you've never displayed that
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you're capable of doing anything and so you don't have any supporters so what are you going to do i'm
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going to go out and i'm going to show my mom that i'm exactly who she thought i was that's is that
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is that powerful or is it more powerful to say hey fuck all these motherfuckers i'm going to go out
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and i'm going to become the baddest motherfucking business owner that ever existed and by the way if
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you don't like it i'm going to run you the fuck over and then i'm going to stomp on your dick
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afterwards what's more powerful i'm going to prove my mom right or i'm going to drink from the
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fucking skulls of my enemies what's more powerful what makes you want to go more i can promise
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you a hundred percent of you if you're being honest you're going to say the second one you
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just don't want to say it because it's not culturally approved and it sounds aggressive
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and it sounds toxic no toxic is losing toxic is being broke toxic is being a waste of a human being
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because you lack the courage or the understanding or the skill set of how to get you up get you in
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motion and build the ultimate version that you were meant to be on this planet okay that's toxic
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all right toxic is not i want to fucking score a hundred motherfucking goals and i don't want them
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to score any i get that bro i am offended i am personally fucking offended that anybody wants to
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compete with me now in reality do i understand yeah i get it they're competitors too i'm not the only
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competitor i don't dislike these people that want to compete with me but i am offended that you think
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you could toe the line with me bro and i'm gonna give you everything i got and i'm gonna fucking
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stomp on your fucking face and after i stomp on your fucking face and you realize i've stomped your
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face i'm gonna pick you up i'm gonna say i respect you bro for showing the fuck up and giving me all
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you got you made me better because dude real competition some of the best friends that i have
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are people that i've been competitive with in the past and i push them they push me and if you have a
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true champion mindset and you have the ability to really become a champion in the way that you think
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you will start to value your competition above everybody else because they are pushing you to
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improve so if you have people that you know that are pushing hard to compete with you you can look at
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it one of two ways you could be like fuck that motherfucker i hate him or you could say fuck dude
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steve's doing a good job man i gotta fucking get better i gotta evolve i gotta get my game better
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i gotta do a better product i gotta push harder i gotta this and bro once you start to have the
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the belief and the faith in yourself that you will respond to competition positively because you're a
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competitor you like when other people push you because without that push you wouldn't get where you're
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trying to go so we have to learn how to balance all of these things because the truth of the matter is
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is if you run hot because i run hot naturally bro that's my natural setting my natural setting is
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all the way up bro and when i was younger that would make me angry like it would burn me it would
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burn me like i'd get pissed all the time i'd be fucking furious all the time and it's no way to go
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through life okay as i got older i started to realize that like holy shit bro these are the most
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valuable people in my life these people that push me these people that push me to be better because
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they're pushing themselves and i started to respect my competition in a better way now do i still want
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to smash their faces yeah but i'm not trying to take their fucking house away and they're i want to
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compete at a regular level and i want to i want to see who's fucking smarter and who's more effective
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and who wins and that's what competitiveness is about and i i have massive amounts of love and respect
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for the people that compete with me i'm friends with most of them uh and we're friends because of what
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i've been saying you know they they push you to be better i value that they value that and we all
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get better together you know they say a rising tide raises all ships i think there's a lot of truth
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to that but when you're young it's hard to believe that because none of you have anything nobody has
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shit so you're looking at everybody else and you're like fuck that guy fuck this guy i'm gonna smash
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this person and dude sometimes that's the attitude that's gonna get you through so i don't think it's a
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bad thing to have i think you shouldn't have it towards your boss i think your boss will step on
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your nuts and probably put you out of business before you even get going if you if you make it
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like that um because i've done that plenty of times that's the truth yeah it just sounds like
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like it could be pretty toxic like you just walk through the office your boss is like hey you know
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joe how you doing fuck off like oh wait yeah yeah you shouldn't if that's your attitude towards him
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you shouldn't be there you should go somewhere else but like you know look there's a lot to be said
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for the dark side bro and your your mentality should be i'm gonna take every single thing that
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someone says i'm gonna take every smart ass remark i'm gonna take every eye roll i'm gonna take every
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comment of disbelief and i'm gonna remember who the fuck said it i'm gonna remember where i was when
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they said it and i'm gonna remember how it made me feel when they said it and i'm gonna take all of
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that shit and i'm gonna put it up here in a huge motherfucking chip on my shoulder and when i don't feel like
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going and when i'm having a hard day and when i would rather sit on my ass and do what i'm supposed
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to do i'm gonna think back to what those people said or what they did or them laughing or them
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making fun of me and i'm gonna use that to push me into action and that is where the dark side works
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and people who don't get it don't get it all right but i can tell you this every motherfucking
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champion every single one fucking kobe bryant michael jordan tom brady fucking all the greatest
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achievers fucking steve jobs all of them have tremendous amounts of dark energy and that's what
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they operated on and they might be able to compartmentalize it and say hey i i know to win
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i have to practice this right because a lot of people get wrapped up in this dark energy
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and they get so consumed with it that they forget what it is that makes them great at what they do
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so they forget their skill set they forget they got to put in the reps you have to delineate i'm
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taking energy from here and i'm going to do this productive action over here because it's moving me
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forward you can't just pout and scream and kick your fists and say it's not fucking fair because guess
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what it isn't fucking fair it's never going to be fair it's never been fair and you screaming and
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throwing a tantrum about it is irrelevant no one cares the world doesn't care god doesn't care your
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family doesn't care it's not fucking fair motherfucker get that through your brain okay
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now take all of the negative shit all the shit your parents said all the shit your cousins said all the
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shit your friends and family said all the laughter all the doubts all the eye rolls all the shit your
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girlfriend said and start to fucking remember that shit don't memory hole it in some place and forget
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about it and say oh my trauma no say hey fuck you for not believing me now i'm gonna go out i'm gonna
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use this energy to become so big so successful so powerful so undeniable that when i walk in the room
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you look at the fucking floor that's what you want to be i love it i love it uh guys and andy uh question
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number two uh andy i know it has been asked and answered uh before about when you thought it was the
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right time to reward yourself by buying your first lambo uh but did you ever worry that the
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justification for buying it will lead you to a slippery slope where you would start splurging
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um after being financially responsible for quite a while um i worry about it as a cheat day uh on a
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diet that turns into a 10 month long buffet um i have always been diligent with saving my money which
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my parents always reinforced um but i've started to look at a 10 year ford mustang gt 500s at 35 to
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40 000 but i have a nagging voice in my head that tells me i'm going to start spending everything
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if i pull the trigger on that purchase um totally debt free you know income's fine um and he has a
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nice uh ford f-150 now but did you ever hear the same voice i guess that that same uh like haunting voice i
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guess that you know this yeah yeah look dude it's normal to have those reservations when you first
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get in a place where you could start to afford those things okay when i when i first started being
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able to afford a couple things i didn't go straight into lamborghini i started looking at uh 750 bmw
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because i always loved bmws all right and i love the big body beamers and i sal and i both and my dad
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we all like them and i looked at that and i remember going and looking at that and then calling
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my dad afterwards and i'm like dad pretty much the same thing what this person's saying i'm like dad i
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don't know you know if i should get this like what are people going to think what am i like i started
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agonizing over this whole ordeal and his answer was simply he's like you'll know when it's right when
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it's time and uh and he did and he was right i didn't pull the trigger that time but a year or two
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went down the road and you know it was like things kept getting better because i kept doing better
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and i kept doing more and um and i also didn't look at it as a reward for myself so to speak
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you know cars to me are a passion hobby um when i was younger i'm just being honest i probably spent
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more money on cars than i should have like any true car enthusiast uh but i enjoyed it and it made
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my life it gave me something in my life that i i loved and enjoyed outside of just working all the
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time and i think there's a lot of things to consider about this uh one you have to experience
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these things to attract more of them uh if you work your whole life and save all your money and then buy
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you know a 2014 gt500 which by the way those are great fucking cars a lot of car for the money
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um i could do a podcast just on cars like every day but anyway uh that's a beast of a car i actually
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had one i gave it away that's the same when you i had a super snake but it was uh i gave it to one
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of our guys as a as a reward and uh i still look at it i'm like fuck that thing is awesome but anyway
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you have to touch it you have to feel it you have to experience it you have to taste it for it to become
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reality and at certain points in time during your life you know you also have to ask yourself
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okay am i denying myself this because it's what the the regular people tell me to do and i really
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doesn't make a difference to me or is this something that enhances the quality of my life you know we
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have a lot of guys like dave ramsey who gives a lot of really good advice bro but one of the things he
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talks about is you know you should drive an old beater car right okay well that's cool if you're not
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into cars dude i get it but i am into cars and cars for me enhance my quality of life and while
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you may not understand that any car enthusiast will you know i play with hot wheels my whole life i
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play with fucking micro machines like i am a car enthusiast like half the time when you and i are
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hanging out in the garage i'm walking around looking at the cars right they're my cars i can get
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them and drive them like shit man this is cool right yeah right like dude how many times do i what do i
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say every fucking time every fucking time you get out man that's fucking awesome i'm talking about
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this car it doesn't matter which car every time i pull up to the house i get out of the car i say
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the same thing i'm like fuck i love that car or i'll say fuck i forgot how much i love this car
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all right because it it it it provides and like dude i get it you're not into cars for me it's part
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of my life experience do i want to drive a shitty little beater every day or do i want to drive something
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that i fucking love that makes me happy that makes me smile that when i get out i'm like fuck that is
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awesome or do i want to just do the regular thing and like for car people the second part of it is a
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big part you know we enjoy driving we enjoy cars so my point is is that i could go on and on about
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this but the point to this young person here is that and i think i know the answer because you
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wouldn't want that particular car if you weren't a car person i think you gotta you know you gotta
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look at it as you know it's it's a plus to the quality of my life and what is it going to cost
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me to enjoy that you know and then make sure that's reasonable within your budget and as far
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as like splurging and shit uh i don't know we'll find out bro but like i wouldn't do that because
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then you won't have any cars you know what i'm saying so part of managing you know cars is is
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managing your cash flow and making more money and fucking making sure you know that you can afford
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them and so sometimes for a lot of people when they have a little bit more pressure they're
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actually more productive on their offensive side meaning they'll make more money right so pressure
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is a good thing sometimes especially when it you know drives you to work harder like for me dude
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like real talk man outside of cars my my tastes and hobbies are pretty normal i mean i don't you know
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i don't really care i mean yeah dude like nowadays like i smoke the best cigars and but like i don't
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give a fuck i'd smoke fucking swiss or sweets i don't give a shit you know what i'm saying like
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cars are the only thing i truly cared about for the first you know 10 15 years of my business until i
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figured out that i actually care way more about the people i do it with um but that was a maturity thing
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when i was younger it was about me and as i've gotten older i realized well fuck dude i'm gonna
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be dead and this car shit won't matter i want to help build these i want to help build these families
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i want to help build these these people up i want to help these people get where they need to be
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and that's that's a that's how i see business now which actually made us a lot more effective in
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business in every business right how do we serve the customer that benefits them the most um
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but in the beginning you know whenever we were starving dude and we went years and years and years
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people don't realize you know the internet wasn't a thing social media wasn't a thing
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e-com marketing wasn't a thing so the first 10 years of business like i didn't have i wasn't able
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to like set uh you know uh e-com campaigns to go in this zip code like i had to go door to door bro
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or i had to fucking run super expensive radio ads because super expensive radio ads were the only way
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you get your word out um my first 10 years i made 58,200 or 58,380 for my first 10 years in
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business combined my first three years i made none the next seven years i made 695 a month that was
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my income for my first 10 years of running my business and during that time it was very difficult
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because i didn't have much reinforcement like imagine what it would take for you to show up
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for 10 years straight and not really make any money like you would have to have some serious goals
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and dreams and ambitions for yourself to deal with that much desert right where you're not drinking
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you're not eating you're not it's not going well and for me cars helped me get through that time
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okay so like when every time i wanted to quit or every time i felt like it was time to you know close
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it up and do something else you know i i had goals bro i had i had visions i had cars i wanted to buy
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i had a lifestyle i wanted to live and a lot of guys you know they shit on that because they've been
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outside of that phase of entrepreneurship for so many years that they've forgotten about it
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but like in the beginning bro like all you got is the shit you want for yourself you know very few
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people start off on day one and they say i want to build this huge movement that changes all these
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people's lives i didn't fucking do that now that's what i love now i love it yeah that's where you
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are now bro i could afford any car i could fucking do anything i fucking want to do any fucking thing
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i want to do not without exception boat yes plane yes doesn't matter anything i love coming here
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because i have fallen in love with building for my people and built and us building for our customers
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and that goes for every business i'm involved in it's fun to be good at business by solving people's
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problems and then having them be appreciative for it that really matters especially when we talk about
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like what we do here which is get people in shape help people make money uh you know and and fucking do it
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in a very positive you know productive way that changes people's you know fucking family tree dude if
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we're being honest there's very rewarding uh but in the beginning bro you don't think like that in the
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beginning you're like fuck dude i don't even have fucking 250 bucks i i don't even have a fucking
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house i drive this fucking old piece of shit this is embarrassing no girls like me no fucking blah blah
00:24:18.720
blah i gotta fix this right and so it becomes what can i get for my myself but what was funny for me
00:24:25.360
and the way that this flipped over for me was we got to a point where we were going to close the
00:24:31.500
the stores and kind of get out of trying to do first form and uh i was going to go clean carpets
00:24:39.480
and chris was going to join ocs school and be a pilot in the military and so we made this plan to
00:24:45.120
to close down the business and i went to carpet training and got hurt and i hurt my back and i was
00:24:52.580
in bed for about 30 days and during this time we started having these discussions about you know
00:24:58.120
how we were going to close the store and basically like he we both decided i was like dude i don't
00:25:04.540
want to clean carpets that sucks like because i i fucking did hate it and even though i could make
00:25:10.800
more money you know which i could have made more money working at mcdonald's i just don't want to
00:25:15.000
do that and he's like yeah i don't want to go to officer candidate school and then we started talking
00:25:19.180
about like what we enjoyed about our business and like what i enjoyed and what he enjoyed was we would
00:25:25.200
have someone you know remember back then we didn't have many customers but we would we would have
00:25:29.620
someone come in every once in a while and we would get through to them and they would come back in three
00:25:35.760
months or four months bro down 100 pounds down 70 pounds you know six months down 200 pounds and
00:25:42.000
giving you this huge hug like fucking tears down their face talking about how we changed their whole
00:25:47.460
fucking life and they would go on and on and on about all these things and i loved that you can't get
00:25:52.720
that in any other business hardly at all and that was what we settled on and we settled on we said
00:25:57.520
okay well we'll keep doing this but we're going to focus on creating that and once we did that bro we
00:26:03.800
grew 100 every year the next five years and we've built fucking everything you see and it's not just
00:26:09.820
exclusive to fitness business it's exclusive to any business when you go over the top to serve your
00:26:14.780
customer in the right way they're going to return the loyalty by by telling all their friends and all
00:26:20.660
their family and bro it it just becomes part of a bigger purpose and you know a lot of these guys
00:26:27.680
who have been in business for a long time they don't really connect with that either you know it's
00:26:31.920
just all about the money and all about bro i don't know how else to make money than to be the best and
00:26:36.600
over deliver on the solution i'm not that smart when it comes to how do i but you know like dude i think
00:26:42.360
that's the right way and clearly you know the longevity of our brand speaks for itself so my point in saying
00:26:48.880
all of this is to say this uh it's okay to have material goals material goals are awesome you need
00:26:54.840
to touch feel taste and smell them often and uh don't be afraid to stick your toe in the water and
00:27:01.420
you know kind of ease your way into it and you'll get comfortable and that will become your reality and
00:27:06.280
this is the most important part of it it's my reality now okay every single fucking day i drive a
00:27:14.880
different car to work and i could do that for over a month every single fucking day my my reality is
00:27:22.180
getting in a car every single day that i love that i fucking i mean that i paid major price for but
00:27:30.880
nothing else is accepted anymore like that's the standard and that's where you have to so so how are
00:27:39.400
you going to raise your standard if you never fucking try to live that lifestyle so there's
00:27:44.400
arguments to and against it but uh you know if i'm talking to you i'm saying this don't be afraid to
00:27:50.640
fucking to break off a little coin because if you're truly the right kind of person it'll motivate you
00:27:55.600
more and uh you know people who save and save and save and save and save they never end up
00:28:00.480
they never end up being happy that they saved other than in times of crisis and like bro i believe in
00:28:08.040
myself i if times of crisis come i'm going to be able to hack it so uh that's my two cents and it
00:28:14.120
probably goes against a lot of other people's two cents but you know i i i understand the car thing
00:28:20.380
and i think you should i think you should think about touching it and tasting it and feeling it so
00:28:24.540
that you get more of it yeah and it becomes your standard you know i was thinking about this actually
00:28:28.560
just friday when we got uh got back to your house on friday it was like like the the thought was
00:28:35.280
this like man like you know you could have a really shit day but fuck you get to drive one
00:28:41.140
of these cars home yeah it's not that bad yeah you know what i'm saying compared to you know if i'm
00:28:45.560
being told i gotta drive a fucking beater yeah have a bad day on top of that yeah fucking windows don't
00:28:49.820
roll down right you know by the way bro how do you know how do you know which by the way i've driven
00:28:53.940
those cars so how do you fucking know how how how do you know how bad your beater is if you never test
00:29:00.840
the water something better what makes you raise your standard right right like if you're a young
00:29:05.180
person you need to consistently stretch out what your standard is and not in an irresponsible way
00:29:11.860
but in a in a responsible way right if you don't start stretching bro i'm sure your next goal is to
00:29:18.880
have a fucking ferrari or a lambo or some cool shit that you want and how are you ever going to get
00:29:26.620
there if you don't start inching your way there right you see what i'm saying right like i didn't
00:29:31.020
just go straight out the gate and buy a lamborghini either bro i had i had a seven-year-old aston martin
00:29:36.380
with 30 000 miles on that was my first exotic car i paid 60 fucking grand for it then i had a v8 r8
00:29:43.120
okay which was used i had a bunch of miles on it then i had two 911 turbo s's which were newer and
00:29:50.400
they had less miles on it then i got my lambo see what i'm saying right so i tested it up until that
00:29:56.380
point yeah i love it guys any question number three uh hey andy had a question for you uh about
00:30:04.800
how to be more firm um and assertive um is this something that can be learned i'm a newer real
00:30:11.320
estate agent uh and i've uh given a few discounts to people to get deals done in the beginning of my
00:30:17.300
career but i don't want to do this anymore um my time is valuable and i realized by doing that
00:30:23.520
uh it was worth getting some money but now i'm getting busier and realizing more of my value i
00:30:29.140
want to be firm with people that i work uh hard um and it does take a lot of time and effort to
00:30:34.820
close deals what's your suggestion how do i say no now when someone asks to lower my commission i find
00:30:41.020
especially being a younger female that i've always had a harder time with being assertive but i know that
00:30:46.860
this is something i really need um to succeed in my career and make way more money how do you how do
00:30:52.320
you develop firmness and assertiveness well first of all young people struggle with this okay when you
00:30:58.320
first start in business and i was no different by the way when i was the owner operator of my initial
00:31:04.440
retail store everybody that i knew that everybody that came in i knew okay what do you think they all
00:31:11.140
wanted no discounts they all wanted a discount bro and and it makes no logical sense because we were
00:31:16.580
starving right and people don't get this like people don't understand first of all never ask your friends
00:31:22.260
in business for a fucking discount you have no idea how it is not buy this product for a dollar and sell
00:31:29.460
it for 80 that is not what business is like and we as supporters of our friends in business need to quit
00:31:37.840
expecting to get a deal from those people and we need to start instead flip the script and say you
00:31:44.620
know what i'm gonna pay for every single thing i'm gonna be proud to support my friends that's the
00:31:49.460
right way for small economic growth and support and the community support to happen so stop asking
00:31:56.440
people for discounts you're a douchebag secondly we all have problems with this because in the beginning
00:32:02.840
they know that we're the decision maker like now if someone wants a discount on anything like i'm so
00:32:08.900
far removed that i'm just like bro i don't even i wouldn't even know how to do that using my cold
00:32:13.240
i don't even know how to do that yeah so so but there's this middle time where like people try to get
00:32:20.340
you to do that and uh i was no different man i had a hard time figuring out how to not give discounts
00:32:27.700
and i could tell you the exact fucking moment that that i fucking changed my mind on it i had a lady
00:32:34.480
come into our retail store this is when we only had one store it was probably three or four years into
00:32:39.080
it and we had this product uh that was 29 80 that was the that's what it cost 29 and 80 cents after tax
00:32:49.400
and this woman came in and she was dead serious she's like i can get this for 29 75 down the street
00:32:57.580
shut the fuck up she was dead serious bro she wanted me to bend on 15 fucking cents
00:33:01.620
and i i was like i don't know if i was just in a bad mood or what but like i looked at her and i said
00:33:07.980
well you better go fucking get it yeah and she looked at me her eyes got super big she couldn't believe
00:33:14.200
i was telling her this but i was so fed up with it and so over it i'm like you need to go down there
00:33:18.740
and she fucking left and went down there and i felt good i was like cool fuck that lady because like bro
00:33:25.620
that's crazy yeah this is what people will do if you put blood in the water they'll fucking want to
00:33:29.840
eat and they don't give a shit about you stop thinking that these people care about you they
00:33:33.900
do not care about you they care about themselves otherwise they wouldn't be asking for a fucking
00:33:37.500
discount okay so that was a poor way to handle it but that for the sake of discussion that was when
00:33:44.920
i figured it out it got you to yes after that i said no every single time but there were some tricks
00:33:50.560
that i use to say no to people that i had said yes to before and i'll use my best one this is what
00:33:58.560
i always do people would fucking come to me and they would say andy can i get a you know 20 off or 10
00:34:06.340
off and i'd be like look dude i said you know business is tough and uh it's competitive and we're
00:34:13.560
busy and i can't afford to give my products away i don't even give a discount to my brother and my dad
00:34:17.980
or my mom not at all and when i said that last part people are like oh no dude i totally get it
00:34:22.900
and then they just they'll come in they don't get offended they will come back in and pay full price
00:34:27.800
and be happy about it but and it's the truth i didn't give a discount to those people so it wasn't
00:34:33.380
like i was lying i just told them who i would and once you explain it like hey you know and another
00:34:40.480
another little hack you can use is when people come to your house and they say oh dude can i do your
00:34:45.100
roof or can i do nah man my brother does that no you just put it out yeah right right right no that's
00:34:50.400
what he does that's his job yeah i can't do that and then they're like oh okay cool they fucking leave
00:34:55.040
that makes sense yeah yeah but the point is is that how do we tactfully address this okay
00:34:59.660
you don't always have to do that by the way if you get if you realize this other part of it which is
00:35:05.720
no is a complete sentence right it makes your life a lot fucking easier shit man that's deep yeah
00:35:12.420
it's a complete sentence no like and it takes a long time it took me till i was 40 to fucking be
00:35:17.360
able to say no without this paragraph after after it uh but you know when you deal with enough shit
00:35:24.180
and you have enough people asking you for discounts or this or that eventually you're like no
00:35:28.960
because it pisses you off because that's what you always deal with um but in this situation you know
00:35:35.840
there's plenty of people that you could push this on you could push it on your broker you could push it
00:35:40.420
on the fact that you know hey look i can't do that because that means i'm taking up time from
00:35:46.420
where i get paid on my full commission to do this at half commission i can't do that i'm too busy
00:35:51.260
and people will understand that you could say um you know hey i i just sold my mom's house dude and
00:35:58.500
i didn't give her a fucking discount yeah you know i'm saying like and kind of those kind of things
00:36:04.280
because a lot of people don't realize what they're asking they have this loose interpretation of what
00:36:09.460
it means to be in business they think because you're in business you're rich they think because
00:36:14.740
you're in business you're fucking rolling in the fucking coins like uncle scrooge and ducktails bro
00:36:19.660
uh they they don't they don't understand that it's hard and that the margins are small and that we're
00:36:26.440
highly competitive and that a lot of times as the owner of a business we're not even getting paid
00:36:30.880
because it goes against the social dynamic that they are presented which is business owners are rich
00:36:37.460
look at what they're saying about taxes right now they need to pay their share motherfucker if you go
00:36:42.020
down the line that business owners pay in taxes it's insane it's insane that we even have the economy
00:36:47.740
that we have that's how overbearing it is so when we break this down into uh you know what it's really
00:36:56.600
like to be an entrepreneur for people you know they they see it differently but you know you're dealing
00:37:02.640
with people who you know they want to save two bucks and brag about it you know 15 cents yeah bro
00:37:07.880
dude for real that's a real story bro that's insane yeah she looked me straight in the fucking face bro
00:37:12.220
and she's like i can get it 29 the guys this guy had a store down the street is called uh it was called
00:37:17.540
uh cliff hancock it was called exercise and rehab he ended up being a good dude but we became friends
00:37:24.380
with him later but he sold he was competitive and she said i can get it for 29.75 down at cliffs i said
00:37:30.580
well you better fucking go get it then that was it came out of my mouth it came out of my mouth so
00:37:35.800
fast yeah like fuck man yeah lady dude i she it was the way she fucking looked at me dude yeah like
00:37:44.580
oh you're gonna sell me this for no i'm not i'd rather price match like what the fuck yeah well that's
00:37:50.960
what they used to do because he did that he would price match but it created this like and finally i
00:37:56.220
stopped doing it because the game was insane yeah you know yeah but look man knows a complete sentence
00:38:02.880
you know i gave you some techniques on how to defer responsibility for these decisions because when
00:38:08.340
you are the front-facing business owner and the decision maker it's very hard to say no and still
00:38:13.200
keep the customer unless you do it a tactful way tactful ways would include you know hey uh i can't do
00:38:19.940
that because my broker won't let me hey you know i just sold my aunt's house i didn't give her a
00:38:25.240
discount we're not allowed to do that three i'm so busy if i did that it would take away from the
00:38:30.660
time that i would do this and i can't do that that doesn't make sense and yeah you might have some
00:38:35.240
people walk away in the beginning but the reality is is eventually in a year you won't have to deal
00:38:40.000
with that ever again and that's where it makes sense to make the investment in in uh setting a
00:38:45.260
boundary up front yeah yeah i love it man i love it guys andy happy monday man yeah three let's go get
00:38:51.380
it all right cti tomorrow guys don't forget and uh let's go kick some ass this week
00:38:56.180
went from sleeping on the floor now my jewelry box froze fuck a pole fuck a stole counted millions
00:39:02.860
in the code bad bitch booted swole got her on bankroll can't fold doesn't know headshot case closed