REAL AF with Andy Frisella - 806. Q&AF： Competing On Price, Scaling Your Company To The Next Level & Pushing Through Setbacks

00:00:00.000 what is up guys it's andy for selling this is the show for the realists say goodbye to the lies the

00:00:20.980 fakeness and delusions of modern society and welcome to motherfucking reality guys today

00:00:25.000 we have q and af that's where you submit the questions and we give you the answers if you

00:00:30.680 want to submit a question the answer on the show which can be about anything business life how to

00:00:34.580 kick ass entrepreneurship what's going on in the world uh you can submit your questions a couple

00:00:39.480 different ways the first way is guys you can email these questions into ask andy at andy for

00:00:44.500 seller.com or you go on youtube on the uh q and af episodes drop your question in the comments we'll

00:00:49.660 choose some from there as well now if this is your first time listening we have shows within the show

00:00:53.880 tomorrow you're going to hear cruise the internet we call that cti that's we put topics on the screen

00:00:59.320 we speculate on what's going on in the world we talk about what's true what's not true and then

00:01:04.620 finally how we the people have to solve these problems going on in the world sometimes we're

00:01:08.880 going to have real talk real talk is just 5 to 20 minutes of me giving you some real talk and then

00:01:13.660 we have what's called 75 hard verses that's where someone who has completed the 75 hard program

00:01:19.080 comes on the show talks about how their life was before how their life is now and how you can do

00:01:24.860 the same thing they've done using the 75 hard program if you're unfamiliar with the 75 hard program

00:01:30.760 it is the world's most famous mental transformation program in history and it's available for free it's

00:01:38.280 also the initial phase of the sustainable lifestyle called live hard all right you get that for free on

00:01:44.540 episode 208 on the audio feed only it's not on youtube it's on the audio feed only there is a

00:01:51.040 book available the book is available at andy frisella.com it's called the book on mental toughness

00:01:56.280 it outlines the entire live hard program top to bottom it's much more detailed than the free podcast

00:02:01.480 plus it has a whole bunch of chapters on mental toughness how you can use it to transform your life

00:02:06.160 along with a bunch of case studies on people that you will recognize who have used it to transform

00:02:10.540 their lives all right don't have to buy it very popular book we're almost always sold out of it

00:02:15.960 i'd highly recommend it all right now we do things a little bit different on this show uh we don't run

00:02:21.800 ads on the show you're going to notice that we're probably the biggest show in the world in fact i know

00:02:26.220 we are that doesn't run ads all right and i ask very simply that you trade us something for that all

00:02:31.080 right trade us helping us grow the show okay we've been at this messaging for four and a half years

00:02:37.060 and had we grown the show to a proper place we wouldn't be in the situation society and the

00:02:42.540 reason that the show hasn't grown the way that it should is because a lot of people listen to the

00:02:46.560 show and don't necessarily abide by the fee okay so since i don't pump your ears full of advertising

00:02:53.080 for 40 fucking minutes i ask very simply that you help us share the show we're constantly dealing

00:02:57.920 with censorship shadow bans traffic throttling and uh it's up to you to help us grow the show

00:03:03.700 all right so don't be a hoe show the show all right what's up man oh man you sound a little

00:03:08.020 bit better a little bit it's fucking taking forever yeah what do you think it was like was

00:03:13.400 it just like weather or like bioweapons from this one yeah from the fucking chemtrails

00:03:21.060 i don't know dude it's i get this like twice a year man yeah get it in the spring and i get it in

00:03:26.320 the fall and it fucks me up every time every time you hear it on the show twice a year i'll go

00:03:30.600 horse for you know golden fucking pipes stop working everybody stops getting paid yeah you

00:03:36.620 know it is an art form though the whole like even the speaking thing the what like just speaking in

00:03:42.600 general it's an art form man ah it's just practice dude yeah you know people that want to be good

00:03:47.100 speakers they go out there and you know they recite in front of a mirror they join like toastmasters

00:03:52.180 i don't know if you know what toastmasters is and then where like you learn how to yeah you go in

00:03:55.800 front of a bunch of people and you give speeches and all that shit's effective but dude really if you

00:03:59.100 want to learn how to be an effective speaker it's reps you know starting a podcast even if nobody

00:04:03.460 listens to it and just do an episode after episode after episode you're going to learn how to speak

00:04:08.000 a lot better yeah um you know get in front of people one of the best things i ever did was you

00:04:14.040 know obviously hold meetings in my companies i got another one to hold tonight you know i hold

00:04:19.540 multiple meetings a week where i have to and i have for 20 years where i have to speak in front of

00:04:24.020 people so like you know the more of that stuff you do bro the the less anxious you're going to be

00:04:29.440 about it and the more effective you are and let me teach you a little secret because i know there's

00:04:32.700 a lot of people out here that want to become more effective speakers the number one most effective

00:04:36.960 tip that i can give one of you guys see we're going to get some extra sauce we're just going to give it

00:04:40.540 in the beginning i love the extra sauce but the number one tip that i can give you guys about

00:04:45.500 becoming a better speaker is to have the right intent if your intent is to go up there and be

00:04:50.620 celebrated as a speaker you're not going to do very well if your intent is to go up there and

00:04:55.380 recite a bunch of shit that you know you planned out to say perfectly you're not going to do well

00:05:01.340 if you go up there with the intent to deliver value and help people it really doesn't matter what you say

00:05:07.620 or how you say it because they're going to feel it and they're going to remember it so if you're

00:05:11.960 worried about giving a speech or you're worried about giving a meeting or you're worried about giving a

00:05:15.520 talk or you're worried about a piece of content that you made simply ask yourself did i make this

00:05:20.260 for me or did i make it for them did i make it for me to get celebrated i make it for them to get

00:05:24.440 benefit and if you make it for them to get benefit it's always going to be received well it's the

00:05:29.220 number one tip you could ever get about public speaking that's fucking awesome yeah that's that's

00:05:32.860 what i love it it's true try it you know there's a lot of you guys out there that run little meetings

00:05:37.600 and do your do speaking just try it dude i promise you it'll work yeah because i mean i've seen you

00:05:43.180 speak and i don't think i've ever seen a speech or a talk you've given that was like planned and rehearsed and

00:05:49.260 i don't prep anything you just know i gotta fucking fix some shit the only thing i might know

00:05:53.680 before i go up is i might have one or two stories i want to tell yeah and and those stories will help

00:05:58.500 me guide the rest of the speech but i don't ever plan a speech um outside of just two one or two

00:06:04.340 stories i'm trying to tell yeah that's crazy yeah and i can give and then if it's a tactical lesson

00:06:10.060 i mean i can talk for eight hours without notes but if it's like a speech it's just what's the stories

00:06:15.900 i want to tell what's the intent and yeah i might not be the most eloquent i might not have no i'm

00:06:20.640 serious yeah i might not have the best vocabulary of anybody but because my intent is so real people

00:06:27.420 feel it and it's it is real that's why they feel it through the podcast bro yeah this shit's contagious

00:06:32.640 too bro i love it a little extra sauce to get started yeah i got some good i mean i got i do got

00:06:38.580 some good ones for you okay well i mean we just end there because like that's probably the best tip

00:06:42.140 you're ever gonna get a special sauce share the show yeah all right see you guys any question

00:06:45.560 number one uh hey andy i own a landscape business and in the off season we install christmas lights

00:06:52.420 these are not your average christmas lights uh bought from a big box store we use professional

00:06:57.500 grade products and hold a certification in installing these lights my question is other installers in our

00:07:04.160 area are pricing the install so cheap it's hard to be competitive this is a luxury service that isn't

00:07:10.940 for everyone but other companies are so cheap i can't uh even cover my supplies for what they are

00:07:15.840 charging i refuse to lower my prices and i feel like my work shows my worth do you have any

00:07:21.120 recommendations this is very frustrating to me as i take pride in my work um what's your thoughts on

00:07:26.440 this well listen first of all you don't determine your worth the market does and just because you feel

00:07:34.600 that you're worth more doesn't mean that you're actually worth more it depends on what the market's

00:07:39.220 willing to pay okay i think my house is worth a hundred million dollars but the market won't pay

00:07:44.860 that yeah okay so all day long i could say how much it's worth but uh when i go to sell it it ain't

00:07:50.700 gonna sell for that that's reality so we could talk about how good we are what job we do but the reality

00:07:56.660 is with the internet today all of our jobs almost all of our jobs are commodity jobs meaning we can

00:08:03.440 easily find someone else to do the exact same thing that you do probably for as much money or

00:08:09.260 less so what does that mean for you selling a product that is superior all right what that means

00:08:15.500 is and by the way i'm putting superior in quotes for you guys on the audio we don't know if it's

00:08:21.900 superior how the fuck do i know if your christmas lights are superior to everybody else's lights what is

00:08:27.000 the difference to me i go i come home it's got pretty lights all over it i come home and i see your

00:08:32.460 lights do they look prettier right okay i'm not saying maybe they do but you need to educate

00:08:37.420 around that point and that's the point i'm trying to make any product that you serve that is a superior

00:08:43.300 product that you know is superior it is on you to display how it's superior and why it's worth more

00:08:50.720 money and just because you say well i'm worth it that's not a good enough reason so what is it that

00:08:57.440 makes your lights better why would i pay more for those lights okay so you have to craft stories

00:09:03.360 around that you know listen everybody in the neighborhood's got these little twinkle twinkle

00:09:08.020 little star lights they get at fucking lows bro and everybody knows they look like shit you want to be

00:09:12.740 the best in your in your neighborhood right i know you do look at the car you drive look how you keep

00:09:18.400 your lawn look how you dress bro you are clearly someone who cares about appearances these lights are

00:09:24.320 going to look like this here let me show you a picture of our lights versus their lights and yeah

00:09:29.280 i understand it's a little bit more but like i said dude you're not skimping over here over here over

00:09:33.780 here you're someone that appreciates quality see what i'm saying so we develop a story and a pitch around

00:09:39.600 why our shit is better we educate on why it's better and you're going to have less customers than the

00:09:46.220 cheaper guy because most people when they deal with good better best categories the good has the most

00:09:52.260 customers the better has less customers than that and the best has less customers than that and that's the

00:09:57.240 way it goes so you're going to have a specific customer you're not going to have as much customers as

00:10:04.200 maybe the the good guy the guy who uses the shit from lows but if you could charge a premium to make

00:10:10.300 up for the difference in the amount of customers which is the math that you should be trying to figure out

00:10:14.100 you can figure out where you need to be priced at to make it worth your while but ultimately this comes down

00:10:19.580 to you educating and by the way this goes for anybody who sells a quote-unquote commodity product

00:10:25.860 okay if you sell uh car washing soap you're going to have to explain the difference between using

00:10:33.140 don in your bucket or using turtle wax 5000 right like that one cost nothing one cost 50 bucks a bottle

00:10:41.700 i'm making the shit up you see what i'm saying though we have to make a story we have to display the

00:10:48.040 value and we have to educate around why we would use this versus that and just because you say oh

00:10:54.740 well i'm not lowering my price well that's fine but you're missing the link that you need to show to

00:11:01.260 the customer to get the sale yeah i want to ask you this because this is actually something i've always

00:11:05.980 wondered and i feel like most people see this in action like on the consumer side of things we see

00:11:10.920 this right where uh you know the big box store is able to charge less for a product of similar

00:11:16.840 quality right then you know the smaller mom and pop shops right what is it like what what's happening

00:11:23.300 there is that more of a relationship thing that like you know that maybe that's something why they

00:11:26.900 can charge cheaper because they have a better relationship with the suppliers like i mean yeah

00:11:31.220 if the products are the same i mean if you buy in quantity you're going to get a cheaper price

00:11:36.120 okay so you're always going to have a disadvantage against a bigger company however you can make that

00:11:40.980 up with little bonus extras you know things that create the customer experience you can always

00:11:46.260 compete with a cheaper price if you make a great experience and over deliver on the value all right

00:11:52.440 so if you're the little guy you got to figure out how to make your christmas light business something

00:11:59.260 that people look forward to to you coming every year how how we make like if you were sitting in front

00:12:05.240 of me i'd ask you and we would get on a whiteboard and figure this out how do we make our christmas

00:12:11.340 light customers so excited that they look forward to you coming and doing their christmas lights every

00:12:16.360 year maybe it's a gift maybe it's something else you do maybe maybe you take a professional

00:12:23.400 photograph every year and have it framed for them at their house during christmas time maybe you offer to

00:12:28.980 take a family picture dude there's all kinds of things and no limitations if you just open the

00:12:34.440 boundaries up of what you can do and this goes back to what i said in the beginning of the show

00:12:38.500 if you open up your mind with the proper intent you'll find solutions that will allow people to look

00:12:45.560 forward to the experience which will then help you grow your business because if you can create

00:12:51.440 that kind of presence what do you think they're telling their friends and then all of a sudden you're

00:12:56.680 doing more business than the guy with the cheapest lights you see what i'm saying really kicking

00:13:00.700 ass yes so like dude you guys have to think outside the box man everything we deal with

00:13:05.700 nowadays is a commodity it doesn't matter what you do bro if you do concrete if you do retail sales if

00:13:11.660 you uh are a fucking marketer whatever you do there's a 50 there's 50 million other people that do it just

00:13:17.300 as good protein powder there's fucking millions of protein powders okay all of these things have to be

00:13:23.620 educated around why they are better and we have to figure out how can we make the experience good

00:13:31.420 enough to where they spread the word for us and that's what this game's about dude people are tired

00:13:37.080 of automation they're tired of fucking you know not dealing with someone or getting an answering

00:13:41.900 machine or getting treated like another number so if you can humanize the process of giving people

00:13:47.240 christmas lights which by the way should be pretty easy because that's a very emotional time for people

00:13:52.620 where they have a lot of nostalgia and a lot of care and emotion and they want to they want to

00:13:57.580 you know create a good thing for their kids and memories and this this is this is an easy thing to

00:14:03.220 build a nicer experience off of because their emotions are already involved okay so what can you

00:14:09.300 do and you have to think about that what can i do some of you guys out there are going to hear that

00:14:13.900 and you're going to come up with all kinds of amazing ideas and by the way it's not just christmas

00:14:17.720 likes it's any kind of service some of you are going to hear that and say well fuck dude you know

00:14:23.100 i don't know and you're going to continue to get your ass kicked i'm just telling you if you listen

00:14:27.220 to what i'm saying you're going to do great if you don't you'll continue to lose so what can you do

00:14:32.600 extra that's low cost that makes people say holy shit i'm never doing business with anybody else

00:14:37.600 that's the bottom line what can you do and you can do a lot because nobody's willing to do anything

00:14:41.860 anymore look at the restaurant service that we get now after covid look at the customer service

00:14:46.380 we get from everybody after covid i mean you got fucking amazon running over people's mailboxes

00:14:51.020 and shit you know what i'm saying throwing throwing fucking shit on people's porch from 10 feet away

00:14:56.520 right that's the level of service that we're dealing with now and if you can come up on the polar opposite

00:15:01.640 of that you're going to get the business 100 times out of 100 yeah i love it man i love it guys andy

00:15:07.880 question number two uh andy what was what was the most important thing you learned when you started

00:15:16.060 scaling s2 i'm about to put my company in a new phase of growth and i'm seeing that a few of my

00:15:22.560 key people who i thought were my guys they just can't handle the adjustment and new workload uh did

00:15:29.400 you have this issue uh and if so how did you handle it i love these guys and i wouldn't be here without

00:15:34.580 them well loving guys and them being effective is two different things okay and i can appreciate

00:15:40.880 because when you spend a lot of time with people you develop friendships and i understand all that

00:15:46.240 but the reality is is we have to remember we're here to do a fucking job we're here to do a job at a

00:15:51.640 high level and if we don't do a job at a high level there is no friendship because there is no money to

00:15:55.500 pay anybody with all right so sometimes when you scale there's going to be people that do not level

00:16:02.660 up their own skill set which will unfortunately find their way out of the program uh when you have high

00:16:08.020 standards and you want to grow you have to have people that also have high standards and they

00:16:12.300 have to want to grow i can't walk in and download information into people's heads i can't download

00:16:18.040 discipline into people's heads i can't download knowledge or skill set into people's heads they

00:16:23.980 have to go do that on their own and if they're not hungry enough to do that on their own as the system

00:16:28.780 scales they will naturally wash out and you will replace with people who do this is a natural part of

00:16:33.720 scaling a business um and unfortunately it's very tough part because if you're an ethical operator

00:16:40.060 bro you do care about people you care about people you care about their fucking families you care about

00:16:44.360 everything and that becomes very hard when you start to move up and the people aren't following along

00:16:50.620 because now you got to make hard decisions and that's not cool that's one of the worst things about

00:16:54.940 being uh in charge or being a manager or being the ceo or whatever and unfortunately you have to over

00:17:01.820 time sort of detach yourself from the emotional aspect of it and realize that that's their

00:17:06.460 responsibility not yours and uh if people aren't willing to scale up and if people aren't willing

00:17:11.060 to do the personal development on their end and they aren't willing to raise their standards on their

00:17:15.520 end then there's going to be a limit to how far they go with you and that's just the reality uh you

00:17:20.360 know unfortunately a lot of people think that once they're in a good situation the good situation

00:17:24.640 is guaranteed and it's just not so if you want to scale just like when we've scaled there's been

00:17:30.160 people who have who have leveled up and those people who have leveled up are still here and

00:17:35.260 are making a fuck ton of money and then there's people who didn't level up and who went other

00:17:39.500 places which by the way is totally fine it doesn't mean i don't like them it doesn't mean i don't care

00:17:44.500 about them still it just means they couldn't operate and row the boat the way we needed it road

00:17:48.660 and we're going where the fuck we're going like there's no gonna there's not gonna be any hostage

00:17:54.220 holding in terms of where we're taking the business and that should go for you too you know

00:17:58.800 and what i mean by hostage holding is you know people who think that you're just gonna fucking

00:18:03.760 go at their pace instead of you go at your pace so i would highly recommend that too i would recommend

00:18:09.040 realizing that uh there's going to be people that you care about that don't swim as hard

00:18:13.480 that don't want to fucking level up and uh you know if you don't make the proper decision around

00:18:18.360 those people then you're going to hurt everybody else on the team and that's how you figure out what

00:18:22.440 the fuck is is what if you got a person who's not leveling up and the rest of the team is leveling up

00:18:27.680 remember you lose the respect of everybody else on the team by not doing something about it because

00:18:31.740 you're costing them so that makes it a little easier to make those moves um but you know at the

00:18:37.220 end of the day you set a standard the standard has to be high if you don't set a high standard you'll

00:18:42.680 lose period because nobody's going to come and push you along down the path to grow the business

00:18:49.360 so uh the answer is very simple some people are going to go some people aren't some people will

00:18:55.740 surprise you some people will surprise you both ways some people will step up and just level up

00:19:00.840 some people you think will step up won't step up and you'll have to make decisions and it's it's

00:19:06.280 it's part of business man yeah let me ask you this because with s2 if you went from the one store to

00:19:13.000 like six stores right and so that's new employees new people you've never worked that was in 2006 yeah

00:19:18.480 we went from two to six two to six stores right now and you didn't like you didn't personally hire

00:19:23.760 those employees that kind of they came in right so let me ask you this when it when it comes to this

00:19:27.700 scaling because that was a big scale growth for you how important is it to make sure that you have

00:19:33.820 a good like foundation culture in place because like if this guy's scaling he's about to get new

00:19:39.340 people in like how important is it to set it then did you set it then no i didn't it's super important

00:19:44.660 but i didn't okay and i only have two people that i inherited out of that out of that uh five stores

00:19:50.420 that we took over um because what happened was we had two stores we purchased quote unquote basically

00:19:56.900 we took over yeah five failing stores we closed one then we had six and then we started opening our

00:20:03.120 own locations so out of those employees um still got friends that were there like good friends that

00:20:10.640 were there that yeah but they're off to other things yeah um you know and uh we have two guys

00:20:16.800 who were still there from that day and both of them are on major parts of first form um and you know

00:20:23.800 it's it's just part of the business but ideally if you could set a cultural standard before you have

00:20:30.000 to scale it's going to be that much easier to scale because if you can create a living breathing culture

00:20:34.340 inside of your company before you scale then what happens is is the people that you bring in while

00:20:40.020 you're scaling will be monitored and coached by the existing employees not just you so what i mean by

00:20:50.000 that is this how many of you guys have joined a team or joined a company or joined an organization

00:20:56.220 you go in and the the guy to your left or the guy to your right not your manager they're like yeah

00:21:01.520 they're saying this but that's not really how we do shit here okay that's poor culture all right that

00:21:06.900 will kill you it's toxic that will kill you okay what you want is the opposite of that what you

00:21:12.740 want to create a situation where the person comes in they fuck the standard and the person to the left

00:21:17.840 or the right hey bro that's not how we do shit here because you're fucking hurting me now okay now think

00:21:22.940 how much it easier it is to scale a company when you have the second kind of culture versus the first

00:21:28.100 and that comes from you setting it up intentionally from the beginning or right now where you are i did not

00:21:34.640 do that because i was not informed about how to intentionally create culture it took me many

00:21:38.880 years past that to figure it out it took me five more years past what you're actually asking to figure

00:21:44.460 that out um so if you can do that it's best that you do it now if you if you can't do it if you

00:21:52.840 haven't done it yet you should still do it now um that involves setting core values that involves

00:21:58.640 communicating core values that involves having a literal mission statement a big vision the the

00:22:04.860 how we're going to get there this is what we teach in our taste syndicate okay so like this is we could

00:22:10.300 do a fucking two week long podcast on all this shit but at the end of the day you have to establish

00:22:15.920 culture before you scale if you want your your company to be strong um and manageable if if you if

00:22:22.100 you try to scale without culture i'm not saying you can't succeed but the customer experience is going

00:22:26.880 to suffer you might be able to hold it together for a while you're going to constantly be dealing

00:22:30.600 with employee issues and if you do it right the employees will wash out the other employees on

00:22:35.740 their own so you won't deal with shit except good things so you know that's my take on that if i would

00:22:41.960 have known to do that in 2006 probably more of those people would still be here um i didn't figure it

00:22:48.180 out till 2011 and we have a number of people who are still here from 2011 so uh it's a huge deal in

00:22:54.840 terms of longevity it's a huge deal in terms of commitment it's a huge deal in terms of uh stability

00:23:00.080 and you know it's a huge deal in terms of how you feel about other people because there's a number of

00:23:05.760 people who have been here since that time that i'm very proud of who have built nice careers and built

00:23:10.420 nice lives and and dude that feels good you know i sleep good at night because of that and and that's

00:23:15.060 why i come in here and why i do any any of the things i do now is because i want those people to

00:23:20.780 continue to progress because it's one of the most rewarding things that you could experience

00:23:24.240 and i realize it comes down the road for a lot of you guys but you know it's it it's it's a lot more

00:23:30.360 valuable than getting a cool car or a fucking nice house i can tell you that yeah i know you said like

00:23:35.120 this definitely probably could be like a fucking two-week course or talk just on this can we dispel

00:23:40.400 a quick myth though about culture is there a number of employees required to have a culture set oh you

00:23:48.000 can do it with yourself if you're the only person you could do it with yourself it's the standards

00:23:52.240 you set for yourself and the standards you hold for yourself it's about saying i'm gonna i'm gonna

00:23:56.440 stand for this this this this i'm gonna do things this fight this way i'm not gonna compromise on

00:24:01.480 those things and then when someone joins you you're already living that they adopt the culture

00:24:05.400 so it can start with just you even if you're a single operator but you have to live it you have

00:24:09.900 to be it even if and that's called integrity what are you going to do when no one's watching

00:24:13.840 how are you going to operate when no one's watching are you going to operate to your

00:24:16.840 standard you're going to cut corners i can tell you this dude i try very fucking hard to operate

00:24:22.160 at my standard all the time 24 hours a day even when no one's watching especially when no one's

00:24:27.680 watching because that's when you actually gain more of the discipline and strength that you need to

00:24:33.100 uphold those standards so uh you can start it with just yourself and in fact i think every single

00:24:38.460 fucking human should have a set of core values and a mission statement and a vision for their own

00:24:43.420 lives and most people don't most people just go along with the flow they they swing into someone

00:24:48.960 else's vision and they stay there for a little bit and they swing into someone else's for a little

00:24:52.500 bit and then they get to be older in life and they're like why the fuck has nothing worked out

00:24:56.140 for me well the reason nothing's worked out for you is because you don't live what you say you're

00:25:00.860 about you don't have a plan for yourself you don't have a mission statement for yourself you don't think

00:25:05.820 about the culture that you set for yourself you don't you don't you try to cut the corners when no

00:25:09.860 one's watching bro that you'll lose that way that's just it you know and a lot of people in

00:25:14.580 this world fucking think that you can somehow you know what real talk i don't know what's wrong with

00:25:19.640 people i don't know what's wrong with people you know sometimes i think because i've had like two

00:25:25.220 near real near-death experiences where i fucking thought i was for sure gonna die it's installed some

00:25:30.480 sort of insane fucking like driving me because i'll be real dude i don't see it from a lot of people i see

00:25:37.580 a lot of people either they don't believe in themselves they don't believe they can be great

00:25:41.160 so they don't try or um you know they think they got all the time in the world and they think shit's

00:25:48.240 just gonna work out and like dude i know for a fact that's not the case and it's very frustrating

00:25:53.000 dude it's it's like like dude imagine if you saw someone that you care about and you saw them

00:25:59.720 standing in the road and an 18-wheeler was coming and no matter how fucking much you yelled at them

00:26:04.680 no matter how much you screamed they couldn't hear you that's what it's like for me with other people

00:26:09.440 that's why i get so fucking frustrated that's why the internet sees me and they're like what's what's

00:26:14.600 going on with this guy why is he so angry i'm angry because you guys don't understand what you're

00:26:18.820 actually capable of and you're the guy standing in the road and i'm the guy screaming at you and

00:26:23.480 you're not hearing what i'm saying and then they'll say well everybody wants different things yeah

00:26:27.140 everybody does want different things now when you're young and you don't have to worry about real

00:26:31.500 shit but i'm going to tell you when you're older you're going to fucking feel differently and that's

00:26:35.320 real shit and there's a lot of people that i that i've grown up with who have had that attitude of

00:26:39.880 oh it'll all work out and you know what now they're struggling now they're having to do a bunch of shit

00:26:44.680 they don't want to do so when i come on here and i talk to you guys and i get intense and i you know

00:26:50.080 i'm the way i am it's because i fucking know what the fucking road's like and i don't want you to get

00:26:54.580 run over by it i love it man guys andy let's get to our third and final question got a young gun here

00:27:02.140 all right he's 20 years old hey so i'm 20 years old and i've been hustling hard for almost a year

00:27:10.440 and a half um i finished 75 hard this spring and it really benefited my life so thank you kindly

00:27:16.520 uh for creating it recently i've been working almost non-stop and as could be expected i am lucky

00:27:24.020 if i get six hours of sleep in a night one night i was heading home late after a networking event

00:27:29.380 and fell asleep behind the wheel i told him my vehicle and thankfully nobody was seriously injured

00:27:34.380 or killed i am now stuck in a paradox where i both need more money and also need to dial things back a

00:27:41.240 bit um i've seen other people's lives completely derail after this type of situation because they

00:27:48.020 stop caring about making progress what are your suggestions um to ensure that i stay on track

00:27:54.300 as i continue to make progress well um i wouldn't fucking work yourself into exhaustion where you're

00:28:03.060 going to wreck your car i hope you learned a lesson there um look dude there's going to be four or

00:28:12.600 five times in your life where shit is really bad where you feel like you don't have options okay

00:28:18.380 there's going to be times where you feel like no matter what you do you're going to lose i don't

00:28:23.120 know how i'm going to get out of this and that is when people quit all right and you have to become one

00:28:28.480 of the people that realizes very simply that when other people quit and you keep going you're getting

00:28:35.100 a bigger advantage okay if you all start at the same level and you get to level 10 and fucking half the

00:28:42.300 people quit now you're competing with half as many people if you get to level 20 and half of those

00:28:46.680 people quit now you're only competing with a quarter of the people that you started with and that goes on

00:28:50.920 and on and on and on and on and that's the game the game is longevity the game is endurance the game is

00:28:57.020 consistent progression regardless of what's going on so while i don't have an exact answer of what you

00:29:02.440 need to do you got to get your shit back together and you got to keep moving because this is one of those

00:29:07.180 key moments when everybody else will quit and you will continue to move forward and that creates

00:29:13.760 success okay so if i were you i would work through this and i would look at it as a time as a major

00:29:20.380 test that you pass okay and that's going to give you a bunch of other things too besides just an

00:29:25.700 advantage you know people will say oh i'm not competing with anybody no you are there's lots of

00:29:30.480 other people out there that are doing the same shit you're doing and there's a limited amount of

00:29:34.040 places for the fucking winner that's it that is reality okay but when you go through a test like

00:29:40.740 this and not only do you gain a a perspective of uh you know what it takes to win and not only do

00:29:48.040 other people quit and you get a real advantage but you gain the confidence and you gain the belief and

00:29:54.200 you gain the self-esteem and the know that when bad things happen you can push through them all right

00:30:00.720 so the next time one of these bad things happen where all the storms come together at once and

00:30:05.660 create this fucking shitty situation you can look back and say well i got through that i got through

00:30:11.620 this i got through that that one time i'll get through this too okay and that becomes a habit so

00:30:17.660 if we had a guy on the show a couple weeks ago uh about he wanted to quit his football team remember

00:30:23.920 that okay that guy if he doesn't quit he will have another situation just like that where he doesn't

00:30:31.320 feel like it's fair it's not going well and if he works through that he'll gain more confidence he'll

00:30:35.820 gain more belief he'll gain more momentum and the more you go through those the more likely you are to

00:30:40.900 win by the numbers okay and the more confident you're going to be because of what you already know

00:30:46.060 that you over overcame all right so we have to understand that what we overcome not only allows

00:30:53.560 us a higher likelihood that we're going to win but it also teaches us that we can go through the hard

00:31:00.580 things which is where most people quit so the more you go through and don't quit the more likely you are

00:31:06.140 to win in a very real way all right so whatever you got to do to get through this um you get through it

00:31:12.120 you know and by the way uh don't believe all these people online to tell you you don't have to sleep

00:31:17.400 that's bullshit okay uh and that might have got you in this problem in the first place

00:31:22.440 i i i think there's a lot of lies on the internet about how much you got to sleep and you know you

00:31:28.400 got to work 40 hours and 24 hours it's impossible all right um it's not safe no no it's not safe it's

00:31:36.320 not good for you it's not real it's it's it's people who are lying that's it it's people who are

00:31:42.120 lying so that you will glorify them be like oh my god look how great they are and by the way look

00:31:47.220 how shitty i am i i can't work you know i can't get by on two hours of sleep well bro neither do

00:31:53.560 that they're sleeping a four eight just so you know bro half these motherfuckers wake the fuck up

00:31:59.440 act like they're doing something and go back to sleep yeah you know i'm saying so half of them

00:32:03.840 are on drugs like you don't know what the fuck people are doing stop listening to these goofballs

00:32:08.240 yeah uh one thing i want to add on this too or bring in man is like you know like you're 20

00:32:13.860 you think you're having a hard time just wait till you're 21 wait till you're 25 like bad the

00:32:18.480 bad things are always going to happen yeah it's how you choose to look at them yeah right can we

00:32:23.120 i mean just just like i feel like there's a false expectation bro you know people don't get that

00:32:28.560 like they see even like you see someone who's successful and like okay i just use myself okay a lot

00:32:36.360 of people from the outside they look and it's holy shit look at all that bro you don't have any

00:32:40.320 fucking idea what i've gone through bro i got stabbed in the fucking face i had fucking girls

00:32:44.780 tell me i was fucking bullshit i had friends fucking make fun of me i had fucking uh you know

00:32:51.260 car accidents fucking almost being broke literally more than the times that i made money the amount of

00:32:58.360 stress the amount of turmoil i had stores broken into i had fucking i mean bro you could go on and on

00:33:04.440 i could i don't even know how far i could go with that you know what i mean but every time you go

00:33:09.960 through one of these hard things you get better you get stronger and it provides a situation for you

00:33:15.480 to learn from and become mentally tougher and the more mentally tough that you become and the less that

00:33:22.280 they are how can they beat you how can let me ask you this how can you beat someone who cannot

00:33:29.820 fucking quit how can you beat someone who every time they go through a hard time they get better

00:33:36.760 and they get stronger instead of getting weaker and getting demoralized how can you beat someone

00:33:41.580 who looks back on all the tests that they've had and said yeah that wasn't shit dude bring it the fuck

00:33:47.400 on okay as opposed to the person who's like oh my god i can't believe this happened and then fucking

00:33:53.580 two months another thing happens oh my god i can't believe this happened it's going to be the person

00:33:58.300 who has a stoic mentality who looks at it and says this okay all right we'll get through it

00:34:04.780 and then the next thing happens well won't do that again but we'll get through it right not freaking the

00:34:11.260 fuck out like the world's ending every two weeks dude you can't live like that and that's why i tell

00:34:15.820 people you know most people aren't built for entrepreneurship because they make way bigger

00:34:20.840 deals out of things that shouldn't be they they can't handle the ups and downs they can't

00:34:26.260 emotionally take it they can't live with what ifs and unknowns right and your your success is going

00:34:33.740 to be in direct proportion to the amount of uncertainty that you're able to live with

00:34:37.880 all right so if you're not able to live with uncertainty and you're not able to tolerate the

00:34:41.920 ebbs and flows and you can't figure out how to get better you can't do it dude it's impossible

00:34:47.580 because it's such a hard road like the road to building something real i'm not talking about some

00:34:53.520 internet fucking funnel bullshit that you sell some widget i'm talking about building a real company

00:34:58.720 talking about building something that's sustainable talking about building something that has

00:35:02.320 actual valuable equity on the back end that you can retire on or you can sell or you can take care

00:35:08.960 of your family with that's hard and there's a reason why most people can't do it and it's because

00:35:14.580 they don't have the emotional resiliency to deal with it so if you're going to become one of these

00:35:19.480 people i would suggest that you invest a significant amount of time of mentally toughening yourself up

00:35:24.240 intentionally so that you can deal with the inevitable ebbs and flows that are going to happen

00:35:28.680 the inevitable hard times because they're going to come and it's it's not like

00:35:35.000 it's not a surprise like for someone like me when hard times come

00:35:40.600 it's not a surprise like i just understand it's part of the recipe just like you would understand that

00:35:47.280 putting chocolate chips is required into a chocolate chip cookie recipe struggle and hardship and

00:35:52.340 fucking bad times and tests those are all part of the journey so you can't be surprised when you when

00:35:58.700 you get to i mean if you're going to take a fucking trip from here to uh you know uh california

00:36:05.340 you're going to realize that you're probably going to have to go up some hills and then down some hills

00:36:10.080 and there's probably some flat times probably going to hit some rainstorms maybe some snowstorms but

00:36:14.900 if every time the hill went up or every time the hill went down or every time you hit some rain

00:36:19.800 you turned around and went back home how the fuck you get to california you see what i'm saying so you

00:36:24.660 have to be someone who can tolerate these natural ebbs and flows emotionally and in reality um

00:36:33.240 if you're going to build anything so so it's more about building yourself into someone who could tolerate

00:36:38.640 it than it is like finding a path without those obstacles yeah you see what i'm saying i fucking

00:36:45.320 love it making chocolate chip cookies fuck it calls for chocolate chips i didn't know this that's what

00:36:50.180 i'm saying like huh like like bro it's kind of with the territory it's obvious shit dude and we have

00:36:54.840 to understand hard things have a hard path easy things have an easier path hard things are more valuable

00:37:02.560 than easy things so if you want a better life you're going to have to build yourself into someone who can

00:37:08.080 deal with the hard path and if you can't you won't make it and that's that i love it man i love it

00:37:12.680 guys andy let's get on monday started man all right guys we'll see you tomorrow cti

00:37:18.840 went from sleeping on the floor now my jewelry box froze fuck a pole fuck a stole counted millions in

00:37:26.440 the code bad bitch booted swole got her on bankroll can't fold doesn't know headshot case close

00:37:33.580 close

00:37:34.140 close

00:37:34.180 close

REAL AF with Andy Frisella - November 04, 2024

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

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