REAL AF with Andy Frisella - 869. Q&AF： Building Foundations Of Success, First 90 Days Of Business & How To Pivot

00:00:00.000 What is up guys, it's Andy Priscilla and this is the show for the realists, say goodbye 0.99

00:00:20.780 to the lies, the fakeness and delusions of modern society and welcome to motherfucking 0.99

00:00:25.820 reality. Guys, today we have Q and AF. That's where you submit the questions and we give 0.99

00:00:31.140 you the answers. Now you can submit your questions a few different ways. Uh, the first way is

00:00:37.820 guys, you can still email these questions into ask Andy at Andy for salad.com or you

00:00:42.820 can go on YouTube, drop your question in the comments. We'll choose some from there as

00:00:46.360 well. If you want to call in, you go right down in the link in the YouTube description.

00:00:51.420 Is that right? Yeah. You're on it, man. Click it and fill it out. That's it. And maybe

00:00:56.680 we'll put you on the show and Andy will call you personally. Yep. All right. That's what

00:01:01.900 Q and AF is about. Now, if you're new, we have shows within the show. We're going to

00:01:06.180 have CTI tomorrow. That stands for cruise the internet. That's where we put topics on the

00:01:10.160 screen. We speculate on what's going on in the world. And we talk about how we, the people

00:01:14.540 have to solve these problems going on. Other times we're going to have real talk. Real talk

00:01:18.100 is just five to 20 minutes of me giving you some real talk. And then we're going to have

00:01:21.880 75 hard versus that's where people who have completed the 75 hard program come in. They

00:01:28.020 talk about how their life was before, how they use 75 hard to get their life back in order

00:01:34.580 and how you can do the same. Now, if you're unfamiliar with 75 hard, it is the initial phase

00:01:39.440 of the live hard program, which is the world's most popular mental transformation program. And

00:01:45.420 it is free. You can find the entire program at episode 208 on the audio feed. Again, that's

00:01:52.820 208 on the audio feed is not on YouTube. All right. With that being said, uh, there is also

00:02:00.000 a book you can buy on Andy for seller.com called the book on mental toughness, which goes through

00:02:05.380 all the ins and outs of the live hard program, plus a whole bunch of extra content on mental

00:02:10.040 toughness, why it's important, how to develop it and how to use it in your life. Okay. Uh, something

00:02:15.040 that we do different on this show is we do not run ads on the show. We're the biggest

00:02:18.860 show in the world that does not run ads. We ask very simply that you make us a little

00:02:23.000 deal. I won't talk about a whole bunch of stuff that I don't use. Uh, and you help us

00:02:28.620 grow the show. All right. I financed this show out of my own pocket. Um, and I do that because

00:02:35.060 I'm here to provide value. All right. So just do a little, uh, solid for us and, uh, help

00:02:41.420 us grow the show. If it brings you value. Uh, we have a little thing that we say around

00:02:45.320 here. It says, don't be a hoe show. All right. What's up? What's going on? You got a clean 1.00

00:02:50.000 line up there. Huh? Yeah. You got freshened up. Oh yeah. Just now I just came right out

00:02:53.800 of there. I see. It looks nice. Yeah. Got the, got everything cleaned up. Yeah. How you

00:02:58.800 doing? Good. That's right. That's right. 60% of the time it works all the time. 60% of the

00:03:07.740 time. It works all the time. I like that, man. That's technically a hundred percent.

00:03:12.180 No, technically. Yeah. What's new with you, man? Uh, nothing. You know? Yeah. Here to

00:03:19.020 those days you get busy. I don't really see you that, that much, man. Well, you know, I

00:03:23.740 was on the toilet. Yeah. That's where I was. I just got to pull one of your moves where I

00:03:30.700 was like hiding. I, you know, listen, sometimes it's necessary. I know you go for like three

00:03:35.000 hours. Well, I mean, yeah. Where's DJ? You don't rush it. You can't rush those

00:03:39.340 things. Yeah. You know what I'm saying? It is funny though. Cause I was reminiscing

00:03:42.980 the other day and, uh, like when, when, when we first got around each other, got

00:03:48.420 together, I don't want that to sound, you know, homo sapien, but when we first got

00:03:51.880 together, bro, we were like synced up on everything. You know what I'm saying? Like

00:03:55.340 we, we, we like time to poops up, we worked out, you know what I'm saying? Like

00:03:59.120 Yeah. Everything was insane. Then we grew apart. Then we grew apart. You know, it's

00:04:05.400 natural. It happens in relationships. Yeah. We got rekindled this man. Yeah. I

00:04:09.300 agree. I mean, I already did my poop. Well, I don't know. It didn't work the

00:04:12.560 first time, you know, what do you mean? We grew apart. So like, how are we going to

00:04:17.680 rekindle it? Is it really going to work this time? I think we do a poop tomorrow

00:04:21.200 together. Okay. We start there. All right. I'll go right. Start small. Yep. Play bad. We used

00:04:25.620 to play battle shits. Yeah. That's true. Yeah, man. All right. Just a little 0.99

00:04:29.840 reminiscing there. Yeah. Yeah. So what we got today? We're going to make some people

00:04:34.380 better today. Yeah. As we always try to do here on Mondays. We got a young buck

00:04:39.540 for you. Yeah. Oh, before we get into this, we are within probably a week or two of

00:04:45.340 launching the MFCEO project. Just letting you guys know, you guys are asking me about

00:04:51.000 when that's going to launch. I'm really excited about getting that going. We have a lot of

00:04:54.920 cool stuff that goes along with it that you guys are going to be thrilled

00:04:59.480 about. So I just wanted to put that out there being asked a lot about it. It's

00:05:02.360 going to be some killer content. It's going to do the whole thing is awesome.

00:05:05.100 Yeah. Yeah. Excited for it. But yeah, we got a young buck here. Got a question

00:05:09.360 about early, early on decisions and habits. So let's, let's get Coleman on the

00:05:14.620 line. Who? Coleman. Coleman. Coleman. All right. It's not a strong name. Yeah.

00:05:19.240 That's good. Let's get Coleman to call. Here he is.

00:05:24.920 Hello. Coleman. What's up, dude? Hey, DJ. How's it going, man? I got, I got Andy

00:05:40.220 here. You are live on the show. Coleman. What's up, bro? Hey, Andy. How are you,

00:05:44.440 dude? What's up? Good. How are you guys? Good. Good. Just, uh, just trying to figure

00:05:51.360 out how we can help you today, brother. Yeah. So my question was, I am 21. I'm

00:05:58.360 almost out of college and what is the best or most important habit that I can

00:06:05.440 develop right now to develop real success? You know, not the stuff they teach me in

00:06:09.560 school. Yeah. Look, dude. Um, that's a good question, but at the end of the day,

00:06:15.520 it's very simple. Uh, discipline is the foundation of every single area of your

00:06:22.820 life. Okay. Whether it be your fitness, whether it be your business, whether it be

00:06:28.300 your relationships, if you have high discipline and you're able to cultivate

00:06:32.880 discipline and then keep it sharp, you are at a tremendous advantage over

00:06:37.880 everybody else, bro. Because most people will go through their lives and they

00:06:42.980 will wonder why they can do things sometimes and why they can't seem to do

00:06:49.700 things other times, which makes them reactive to the environment. And if you

00:06:57.280 really want to be successful, you have to learn how to control the controllables.

00:07:02.540 And that is only done through developing the skill of discipline. Meaning if you

00:07:08.420 can make conscious choices that align with your long-term outcomes, when it is

00:07:14.800 highly inconvenient or seemingly impossible, you are at a tremendous

00:07:19.180 advantage over everybody else. Because when everybody else has to make these hard

00:07:23.300 decisions, they're going to flake or they're going to falter, or they're going to

00:07:26.520 make an easier decision, or they're going to compromise, or they're going to cut a

00:07:30.220 corner. That's what our culture has become. Our culture has become, everybody's

00:07:36.320 figuring out how to do it the quick, easy way, not realizing that the quick, easy

00:07:43.260 way is actually the hard way. And if you can figure that out at 21 years old, brother,

00:07:49.540 you are going to be at a tremendous advantage over everybody else. I didn't figure this

00:07:54.560 out until I was in my late 30s. And I can tell you this, it's made a massive

00:07:58.480 difference in my life. So if I was 21 again, what I would do is I would recognize

00:08:06.180 that the foundation of all my success in every area of life is going to come down

00:08:10.920 to me making decisions that align with the outcome that I have set forth for

00:08:17.200 myself. And if I could cultivate the ability to adhere to a plan when I'm 21 years

00:08:24.720 old, then I can set any plan because I have really unlimited time or as much time

00:08:30.100 as any humans going to have at 21 to create the outcome I want. So dude, this

00:08:36.620 is all about understanding discipline is a skill. It is not a trait. It's not

00:08:43.280 something you're born with. It's something you have to develop. It's no

00:08:46.580 different than playing guitar. It's no different than shooting pistols. It's no

00:08:50.980 different than any other skill. It's no different than taking a shower. Okay. It's

00:08:55.680 perishable. If you don't take a shower every day, you're going to fucking stink. All 1.00

00:09:00.720 right. And that's the reality of discipline too. If you don't practice your

00:09:04.360 discipline day in and day out in an intentional manner, it's going to get

00:09:09.140 rounded off and it's going to get weak. And that's going to put you back amongst

00:09:13.540 your peers. If you want to excel amongst your peers, which is what you're asking.

00:09:18.860 Okay. You have to be able to make these decisions when it's inconvenient. And if

00:09:23.040 you can figure out how to do that, which by the way, I don't know, somebody that

00:09:27.280 you know has developed, you don't know, the most famous program for that in the

00:09:30.600 history of earth. If you could develop that and keep it consistent and accept

00:09:36.400 that that's what it is and it's in your control right now, bro, you're going to be

00:09:41.380 so far ahead of the game. I would trade places with you in one second. Real talk.

00:09:46.060 So, all right. Thank you. Yeah, bro. I mean, is that good or what do you, you got

00:09:53.180 anything else? Yeah. What are you going to school for? What were you about to

00:09:56.220 graduate with? I'm studying computer science and math.

00:10:00.620 That's cool. Yeah. Yeah. I mean, like, what are you going to do with that, though?

00:10:10.640 Or what do you want to do with that? I don't know yet. That's the problem. I feel like that's

00:10:15.680 it. Like, that's a lot of young people. Yeah. Well, dude, that's why I'm saying so. That's

00:10:19.860 why I'm saying this is such a fundamental foundational skill because, bro, like, look, when you're

00:10:26.820 in business, you've got to make decisions that are inconvenient, that are correct. When

00:10:33.040 you're choosing to be fit, it's the same thing. In relationships, it's the same thing. In any

00:10:39.480 area that you want to excel at in your life, the foundation, brother, is always going to

00:10:44.400 be your ability to make the decisions that align with the long-term vision of your life

00:10:49.960 in the short term. It's that's just what it is. And if you could accept that reality,

00:10:57.180 bro, and really work on that right now, whatever path you choose is going to be obtainable and

00:11:04.440 easier because you have you have the understanding of how to make the right decision in the short

00:11:10.480 term. So most people lack this ability, dude. And I know I know, you know, you're 21 and you're

00:11:17.680 kind of just getting out there in the world. But dude, I could tell you as someone who's

00:11:21.080 double your age, uh, most people don't have this, bro. They just don't have it even now.

00:11:28.420 Oh, fuck. No, they don't fucking have it at 40. They don't have, they don't have it. They 1.00

00:11:32.260 don't live their life with that. They live their life on the ebbs and flows of the momentum

00:11:36.680 that they happen to catch because as humans, we all catch momentum sometimes. And, uh, it's

00:11:42.560 usually when times have gotten pretty bad and we're desperate against the wall and we start

00:11:46.780 to act with urgency. Well, uh, if you can act with urgency all the time, you can make a

00:11:53.780 lot more progress, but if you just make the proper decisions as you go, you don't really

00:12:00.140 even need that much urgency. It'll just be, the progress will be steady. It's just the

00:12:04.740 way it is. Yeah. So bro, if I was you, that's what I'd focus in on, man.

00:12:09.680 All right. All right, brother. Well, I appreciate it. Coleman. Thanks dude.

00:12:17.260 Hey, make sure you bring a Ford DT next Sunday. I'll be there.

00:12:21.720 All right. I will. Which one?

00:12:25.780 Uh, all of them.

00:12:29.540 We'll see what we can do, bro. I appreciate you.

00:12:31.780 All right. Thank you guys. All right. See you Coleman.

00:12:37.100 Yeah. That's such a, I feel like that's probably one of the hardest things for, for the young,

00:12:41.580 younger generation to do. It's like, they just spent four years, you know, in school and it's

00:12:46.520 like, all right, what now? You know what I'm saying? It's like, you gotta go, but like,

00:12:50.580 well, I mean, look, dude, yeah. What now? But whatever you choose, you want to be able to execute

00:12:55.440 it on. Like, dude, the problem most people have is not knowing what to do. It's being able to do

00:13:01.680 what they actually want to do. And so they don't pick things that they actually want to do because

00:13:07.680 they don't believe they have the skillset to follow through and make it happen. So they end up choosing

00:13:12.980 something that they believe they are capable of, which ultimately makes their life turn out in a way

00:13:17.920 that they don't want. And that's what we hear from all of our friends and our parents and our teachers.

00:13:22.920 Hey, you need to be a little bit more realistic. At least that's what I was told. I think we're all

00:13:27.260 told that. Um, and if we were able to realize that if we could just develop the skillset to adhere to

00:13:37.920 a plan, nothing's impossible, man, especially when you're 21 years old and you have all this time to

00:13:44.960 do it. You see what I'm saying? 100% man. I love it. Well, Coleman, appreciate the question. Uh,

00:13:49.960 let's get to question number two. This is a right. I love hearing those questions from

00:13:52.760 young guys. Yeah. Like I love talking to the young bucks. It's my bro. If I was, if I was,

00:13:59.940 if I was 21 years old and I could develop what I just told him, Holy shit, bro. I'd murder fucking 1.00

00:14:06.780 everybody. I mean, it would be like, you know what I'm saying? Like just thinking of the progress I've 1.00

00:14:12.400 made in the last, you know, six to eight years living this way, you know, it's just my only regret

00:14:20.060 is I wish I had figured it out when I was younger. You know, no one ever told me that discipline was

00:14:24.360 something you could develop. I thought it was something people were born with. Or is that

00:14:28.360 important? Yeah. Yeah, that's right, dude. And it's the, it's the foundation of everything. It's

00:14:33.380 the foundation of being a good parent. It's the foundation of being a good, a good husband or

00:14:38.480 wife. It's the foundation of making money. It's the foundation of fitness. It's the founder. It's 0.68

00:14:44.120 the core principle of achievement and fulfillment and success in every area of your life. And the

00:14:51.640 people who don't have it, they make up all these excuses as to why their life ended up the way

00:14:56.460 that it ended up when in reality, they just couldn't make the decisions in the short term that

00:15:01.260 they needed to make to get where they wanted to go. And so they did it. And that's that.

00:15:06.460 It's real, man. Well, guys, question number two. This might be a little older, Buck, maybe.

00:15:13.240 Let's get, let's get question number two, guys. Andy, I am a combat veteran, father of eight

00:15:19.820 with one on the way, former congressional staffer, went to night school after the military, earned

00:15:26.020 an MBA while working full time, not a flex because higher education is a joke, but I, but to prove

00:15:31.540 to myself and to prove that I could see something to completion. I am thinking about walking away

00:15:38.760 from a 10 year insurance career where I handled high net worth clients, including being responsible

00:15:45.120 for coverage on your car collection. At one point, I am in the process of launching a solo

00:15:51.300 cleaning business, stars and stripes cleaning company to take control of my future and build

00:15:56.600 real freedom for my family. Wait, this guy, he say handle insurance on my collection or

00:16:02.620 I don't know. It was just an example. Like, oh, got it. Big car collections. I was going

00:16:05.660 to say. No. But he says, I've got grit. I got discipline and a service first mindset. If

00:16:15.360 you were me, how would you attack the first 90 days to gain traction, dominate my area and

00:16:23.020 scale to scale to something meaningful? First 90 day checklist, I guess, for a brand new business.

00:16:29.080 It's a cleaning business. What I would do is I would find the most prestigious, most active

00:16:39.900 voices on social media in your community. I would go and clean for them for free in exchange

00:16:48.760 for an honest testimonial on social media. And I would say, hey, I will come clean your office or I

00:16:56.040 will come clean your home or whatever. Did he say is like home or office, whatever, whatever they

00:17:01.560 got. Whatever you need me to clean your shoes. I clean your fucking shoes. You need me to clean 1.00

00:17:06.040 your dog's butthole after it fucking takes a shit. I'll make sure it's sparkly. Okay. Whatever the 1.00

00:17:11.640 fuck you got to do to make sure that those people say, holy shit. I have never, ever, ever had someone 1.00

00:17:21.740 clean my office this way or clean my home this way or clean my car this way and do it for free

00:17:28.120 to the loudest, most known people in your community that you can. And, you know, tell them to give me an

00:17:35.880 honest review on social media. That's an honest one. Not, hey, a positive review or a five-star

00:17:43.100 review or no. Hey, if I do a shitty job, say I did a shitty job. Okay. And if you make an honest 0.96

00:17:51.040 offer in good faith, one, people are going to take it. Two, if you do the job to the level that I know

00:17:58.700 you're going to do, you don't raise eight kids, go to night school, become all this shit without high 1.00

00:18:03.360 levels of fucking discipline. So when this man says, Hey, I have high levels of discipline and 1.00

00:18:07.640 grit. I believe it. Okay. Because the record shows that what he's talking about is hard.

00:18:13.500 Take some work. Yeah. So let's be real. You have the skills and that that's what I would do for the

00:18:20.880 first, you know, couple months. I wouldn't quit my career. I would not quit your job. I would

00:18:26.140 transition over. I cause like, dude, look, that's what most people fuck up at. Well, look, 0.99

00:18:32.960 you got to make enough money to pay your bills. Okay. When you're transitioning from a career to

00:18:37.240 a new business, you've got to do it in a way where you are covered, which means for most people,

00:18:42.660 that means decreasing their lifestyle, cutting all the waste. And this is what I'm recommending

00:18:47.320 for this gentleman. Cut all the waste out that you can get real tight on your budget. Start to

00:18:53.320 do these cleanings to the point where you're starting to get paid and transition over. When

00:19:00.800 you start to make enough money to survive doing the cleaning, not saying enough money to buy a 1.00

00:19:07.720 fucking Rolls Royce. When you can transfer your life from the previous career to the new career and 0.99

00:19:17.080 support it, that's when you'd make the jump. Okay. And so I would, uh, you know, give the first 90

00:19:24.140 days as a crossover period to create testimonials and word of mouth. Um, and, uh, yeah. And I would

00:19:32.700 make sure I would tell the only stipulation of the testimonials that I would be working to create,

00:19:38.660 like I said, would be to, for them not to tell anybody that you did it for free and that's it.

00:19:44.900 And then you're going to have a, you'll have a bunch of testimonials on your page. Uh, you'll

00:19:49.360 have a bunch of good word of mouth going around and you'll be off and running. Yeah. And that's that.

00:19:55.120 Yeah. What do you think when, when it comes to like people just getting going, I guess,

00:20:01.380 I guess my question is like, how do you, and not to say that this person would get like the

00:20:05.660 paralysis by analysis thing. Right. But like, you know, somebody that has, you know, high standards

00:20:10.940 and wants the best, how do you make sure, I guess, like self audit to make sure you're not getting

00:20:15.660 stuck in the, in the actual going piece of that? Well, look, entrepreneurship has a very common,

00:20:22.400 uh, theme amongst it, uh, and amongst high level entrepreneurs. It's, it's the mentality of going

00:20:29.640 and then adjusting. Okay. You want to launch when you're not ready and then make it better

00:20:34.840 as you go, which by the way, I've been working on this fucking thing with MF CEO guys for two 0.99

00:20:41.540 fucking years. I could have launched it a year ago, but guess what? I wanted to make it better 0.98

00:20:47.380 and I wanted to make it perfect. And I want to do this thing. And when I should have just fucking

00:20:52.540 put the motherfucker out and did it as we go. And I know all of you guys would be like, all right, 0.99

00:20:56.560 cool. But we, what my point in saying this is that you, sometimes you, no matter how seasoned you

00:21:02.220 are, no matter how many times you've done this, you have to remind yourself that you have to go

00:21:07.120 and then make the adjustments as you go. You don't, it doesn't become perfect. And then you

00:21:11.800 launch, you launch before it's fucking ready. And then you listen to what people say, you make the 0.98

00:21:16.720 adjustments and then you continue to improve. And you know, everybody falls back in that trap

00:21:22.300 because as entrepreneurs, when we represent, and people don't think about this, a company that we 0.99

00:21:29.120 create represents our fucking name. Okay. What do you want your name to say? Do you want it to say 0.99

00:21:38.460 you do things half-ass or do you want it to say, I do things fucking perfectly? I'm of that camp. 0.99

00:21:44.720 So when you are a person who wants a high level of reputation success built around you, your name

00:21:55.720 and your brand stalling until it's perfect becomes perfectly natural. But the problem is, is sometimes

00:22:02.280 those people never launch anything. Right. And then the market passes them by and then the opportunity

00:22:07.440 goes by. And then all of a sudden they're saying, I could have, would have, should have. And that's

00:22:11.100 where courage comes in. That's where the courage aspect of becoming courage is one of the biggest

00:22:15.720 things that people got to have to be successful, dude. It's you, you got to be willing to go and

00:22:21.360 then build it as you go. Yeah. Well, I think like, I think the key difference here too, I guess what I

00:22:26.700 was getting towards is more people who are just now starting. I think your situations, I think we

00:22:30.740 could safely say it's a little bit different. Like, no, it's have a reputation. My point DJ is that we all

00:22:35.520 do this. It doesn't matter if you're at day one or if you're at 26 years in, we all struggle with

00:22:44.020 paralysis by analysis and you have to fix, you, you have to recognize that that's what's going on.

00:22:50.040 And then you have to force yourself to go to do something. Yeah. Yeah. I love it, man. I love it.

00:22:55.040 Well guys, let's get to our third question. We got another, uh, we got another caller here.

00:22:58.240 Um, uh, this is a Jackson who has a question about complacency when it comes to success.

00:23:06.140 Yeah. So let's give Jackson a call.

00:23:22.180 Hello, Jackson. What's up, dude? This is DJ. You're live on the really have show with Andy.

00:23:26.500 What's up, guys? How are you? Good, bro. How are you? I'm doing fantastic. I appreciate you guys,

00:23:33.680 uh, uh, taking my question. Yeah. So, so what can we do for you, brother?

00:23:39.540 So I, uh, I guess let me, let me pull it up. Cause to be completely honest with you,

00:23:43.680 I don't remember what the fuck I submitted to you guys two weeks ago, but, uh,

00:23:48.060 was there a point early on when the first taste of success, uh, money recognition or any of that, 0.96

00:23:56.280 uh, almost made you slow down. Um, and if so, what snapped you out of it and made you double down

00:24:02.700 instead? You know,

00:24:06.560 if I'm being completely honest, dude, I spent so much time struggling and so much time broke

00:24:16.960 that it sort of traumatized me. Um, which I think is a good thing, uh, because I don't ever feel that

00:24:25.320 way. I'm always urgent. I'm always on the go. I always want to go. And the minute that I start

00:24:31.520 feeling like I'm not moving, I get very anxious and I have to start moving. In fact, I would say

00:24:39.780 the people around me probably get super annoyed about it because I'll come in out of nowhere and 0.95

00:24:45.020 be fucking hyped up. And all it is, is me, me getting afraid that I'm going to go back to being, 0.60

00:24:51.460 uh, where I was. And so, you know, my first 10 years, bro, and I'm sure, you know, you've heard

00:24:57.420 me say this. I didn't make any money. You know, I didn't make any money the first three years,

00:25:01.280 the next seven years. I made 60, uh, $695 a month for a total of $58,380. The first 10 years I was in

00:25:10.440 business. So for me, dude, it's, that was such a long time to spend grinding. And then when I started

00:25:21.200 getting some money, I, I appreciated it so much that I never want to go back. Um, so for the most

00:25:29.180 part, that's how I've always operated now, have there been times where I felt myself get a little

00:25:37.180 bit complacent? Absolutely. And those usually came after the times where I had a big level up

00:25:43.680 in personal income. Um, and in those times when I started to feel that way, usually how it came across

00:25:53.260 to me was I started to feel like it was what I was doing was pointless past the point of what I was

00:26:00.400 doing it at. So, um, for example, you know, like I, I made a lot of money and enough money for me to

00:26:09.700 be happy for a long time. But when that started, when I start to feel that way, I look around at all

00:26:16.920 the people who have helped me get in this position. And I start to put my responsibility

00:26:20.760 to take care of them and their families. And I create external pressure, uh, based upon my

00:26:27.540 responsibilities to my employees and the people around me. So when I have gotten complacent,

00:26:33.320 I very simply remember that at this point in my life, this is not about me anymore. This is about

00:26:39.900 everybody around me. And that when I look at it like that, and I, I view it as, you know, I'm just a

00:26:46.340 member of the team and I have to do my part no different than, you know, Tom Brady has to show

00:26:51.380 up for his guys to get paid, right? Like if Tom Brady doesn't show up and play his fucking football 0.99

00:26:56.080 game, his offensive linemen don't get paid. His, the rest of the team, the coaches, everybody. So 1.00

00:27:01.140 when I, when I feel complacent, I just remember the position I'm in, uh, and, and how much I love the

00:27:08.540 people around me and how much I care about them and, and, and, and what I want for them.

00:27:13.500 And, uh, that snaps me out of it and gets me going again.

00:27:18.620 I got you. So, you know, I hear Ed talk about this all the time too, in terms of, you know,

00:27:22.780 falling back on, it seems like, and correct me if I'm wrong, but it seems like you have a set of,

00:27:26.340 of habits and rituals, you know, that are important to you. He talks about that all the time and,

00:27:31.020 and, and that same thing. And that gives you something to fall back on in times of

00:27:34.600 stress and, and, uh, maybe complacency. Is that kind of what you're saying there too?

00:27:39.880 Yeah, for sure, dude. And, and when I do get in that place where I have to go back,

00:27:44.600 I always go back to the fundamental systems. You know, I'm a systems guy. I create production

00:27:49.540 systems. That's what I'm good at. That's what I'm good at in business. I create systems. Um,

00:27:55.320 and I'll go back to the fundamentals, you know, the, the live hard program, the power list,

00:28:00.080 these types of things, uh, my, my visualization routines, um, those things help snap me right

00:28:08.420 back into that productive, the best productive Andy that, that I can be. So when I do get a little

00:28:15.040 off track, bro, I just go back to the fundamentals, you know, it's, it's, it's no different than

00:28:19.300 Michael Jordan, dude. He stopped, uh, he started every practice with chest passes, you know, and

00:28:23.820 then he moves to dribbling and then he moves to free throws. And it didn't matter if he had five

00:28:28.000 rings. He still started that way. So, um, what I've found is that when I just find myself,

00:28:35.040 you know, straying a little bit or getting a little bit complacent or a little bit off course,

00:28:39.800 I just go back to, to the foundational systems that have gotten me here. And I've never failed

00:28:47.200 to lose that way. Uh, once I get back into those, those habits and those belief systems and that

00:28:55.240 accountability system for myself, the progress starts right back. So, uh, you know, that that's

00:29:02.240 definitely how I do it, brother. Absolutely. Yeah. And I appreciate everything you guys do.

00:29:07.460 I'm, uh, I'm on day 29 to 75 hard right now. Definitely changed my life, done it every year

00:29:13.040 for the past five years. And, uh, it's awesome. So I feel, I feel the same way about that kind of

00:29:17.320 create systems. And it's just awesome to hear that that's how you view it as well.

00:29:21.500 Yeah, bro. I really appreciate everything you guys do. Well, I appreciate you, man. We wouldn't

00:29:25.500 be here without you. So thank you for all the support and trust me, bro. Uh, I got to work

00:29:31.200 at this just like you and just like everybody else. So it's, um, you know, we're all doing

00:29:36.200 it together, brother. Absolutely. Yeah. Well, thank you guys so much. I appreciate you guys,

00:29:42.180 uh, taking the question. It's awesome to get to talk to you and, uh, you know, you guys have

00:29:47.260 a great weekend. All right, brother. You too. Thank you so much for everything.

00:29:51.500 Absolutely. Yeah. Thank you. Awesome. Thanks, Andy. Thanks, DJ. See you, brother.

00:29:56.540 I think, I think that's a, it's a, it's a lesson of like the delayed gratification. Like

00:30:01.380 you almost went through it unintentionally, you know what I'm saying? Because you had to

00:30:05.400 go through the struggle. Like you didn't struggle by fucking choice, you know? And so like that, 0.99

00:30:10.060 that gratification was delayed for so long. Yeah. Yeah, dude. For me, you know, I'm just

00:30:15.400 being real. Like I, I was so embarrassed. Like, dude, when I, when I didn't have any money, man,

00:30:23.120 like, you know, uh, I, I just never, I never saw myself in the frame of someone who didn't have

00:30:34.420 money. Like, even when I was younger or when I was like in high school or even when I was a kid,

00:30:40.140 like, I always fucking saw myself as like, I'm going to be successful. Like, that's how I saw 0.85

00:30:45.680 myself. Yeah. So like when, when, when we were running the business in the early days, you know,

00:30:53.080 99 to let's say, you know, 2013 or so, um, that first 10 years of that timeframe were really,

00:31:04.080 really hard for me because it was embarrassing. It was like embarrassing. Like all my friends

00:31:09.580 were getting degrees and they were getting jobs and, you know, they were making remarks to me and

00:31:15.920 they were going on vacations that I couldn't go on or buying cars I couldn't afford. And,

00:31:21.400 and it, it started to like, it started to really wear on me because I'm like, fuck dude, I'm like the 0.95

00:31:29.000 one person out of all these people that once that really wanted to be successful. And it looks like 0.92

00:31:34.800 I'm going to get passed by and I'm going to end up being the opposite of that. You know? Yeah, bro.

00:31:40.460 But you know, what was crazy is when I humbled myself and, and I said, okay, maybe I'm not going to be

00:31:49.560 wealthy, but I do enjoy helping people. And I focused on helping people. I got wealthy. You know what I'm

00:31:57.280 saying? Well, it's just humbling yourself and realizing it's not about you. It's about them.

00:32:01.420 Yeah. You know? So that's real. We got our final question. We got one more for you, Andy. This is

00:32:07.700 another write in, um, guys, any question number four, Andy, what are some true warning signs for a

00:32:17.860 business that would suggest a pivot needs to be made? Uh, I'm four years in and I just like you,

00:32:26.060 uh, just went and started my company about two months ago. We brought a new service to market.

00:32:31.840 Um, this is our second true offering, uh, for standalone service. We put a lot of effort and

00:32:38.360 energy into launching this and nothing happened. Nothing happened compared to our expectations.

00:32:44.280 At what point and what criteria should conversations and plans start happening to change the course?

00:32:52.160 When do you make the pit? When do you know to make the pivot or that a pivot? How long do you say he's

00:32:55.980 been doing it? Uh, the new product, two months, been in business for you. And what's the product?

00:33:01.940 I didn't really clarify. This is a new service. He brought to market about two months ago and

00:33:06.400 they're not, it's not getting, uh, the expectations. Well, fucking nothing gets the expectations. 0.97

00:33:12.980 When we first launched it motherfucker. Like fuck dude. You think I didn't fucking want to be, 1.00

00:33:17.460 uh, uh, fucking Jeff Bezos to fucking year after I lost my shit. Like fuck dude. That's welcome to 1.00

00:33:25.720 business. Shit doesn't go the way you want it to go. Sometimes things take longer than you think. 1.00

00:33:31.200 And I can guarantee you this. If you give up on every idea after two motherfucking months, bro, 0.97

00:33:36.780 you're going to be broke as fuck your entire life. Okay. So I don't know what the fuck this 1.00

00:33:42.180 month. I should have called in. I don't know what the product is. Okay. So I have limited, uh, but 0.98

00:33:48.220 here's the thing. I don't care what the, I do not care what the product is. I don't care. I don't

00:33:55.140 care what the, you could be selling fucking the coolest product ever. And if you're presenting it 0.99

00:34:04.660 wrong or you're, um, advertising it wrong, or you don't have a market or you don't have people that

00:34:10.900 are listening to you, they, nobody can know that it's a great product. Nobody knows about it. So

00:34:17.100 my point here is that like 60 days is not enough for fucking anything. It's not enough. Okay. So you 0.97

00:34:25.520 have to ask yourself, why is this product not hitting? Is it because the product's not good?

00:34:31.960 You got to be honest with yourself too, dude. This is a big problem with entrepreneurs.

00:34:35.820 They really good entrepreneurs are very, very honest with the quality of their product. And I

00:34:40.720 actually think they lean towards thinking their products, not as good as it is because the

00:34:45.620 mentality that you have to have is to always improve. All right. So true kick-ass entrepreneurs,

00:34:52.060 you know, everybody thinks that they walk around and they just let their dick swing. And they think 0.99

00:34:57.080 they're bro. Most of them guys are like fucking running scared. And they're like, fuck, 0.99

00:35:01.360 I don't know if my shit's good enough. I got to make it better, but that's what makes it better 1.00

00:35:05.140 because you always feel that way. But bro, you can't give up on something that you haven't explored

00:35:11.240 the reason as to why it's not moving after 60 fucking days. Unless like you're, you know, 0.98

00:35:16.480 like for me, I have millions of people on my email list. I have millions and millions of customers on

00:35:23.440 my business's emails list. I could figure out instantly if there's a demand for it, but dude,

00:35:28.240 if you're just starting, there's no way to know that. You know what I mean? So why is it not

00:35:33.500 hitting? Is it the product? Is it how you're presenting it? Is it the, the ad copy? Is it,

00:35:41.480 you know, what, what the fuck is it? Yeah. What is it? What's no, he says he has a fucking attention 0.99

00:35:46.660 problem, you know? And, um, you, you have to go through point by point, by point, by point 0.99

00:35:54.300 and figure out why it is that you're not getting what it is. And I would bet that you probably don't

00:36:00.660 have the messaging, right? I bet it's a little bit of everything. I bet your messaging is off.

00:36:06.380 I bet your products a little bit off. I bet the way you're presenting it is probably a little off.

00:36:11.780 I bet who you're presenting it to is a little bit off. And these things, these are not big switches

00:36:16.400 to flip. These are little bitty tiny turns of the dial that you need to dial in to see. And by the

00:36:22.780 way, you might find out no one gives a shit. You might find out that it's, it's, uh, it's not a good 0.95

00:36:28.240 product. And, um, you know, if that's the case, you know, you, you, you could pivot, but micro pivots

00:36:36.820 along the way are what actually create great shit. You know what I'm saying? Like, dude, when we first 0.99

00:36:41.520 launched first form, the first product we came out with was called level one light. All right. It was

00:36:46.700 a low calorie, low carb protein powder designed for women. And, uh, you know how, you know what

00:36:54.120 happened? I haven't even heard of that's right. You know why, you know why, you know why nobody's

00:36:59.620 heard of it? Cause it didn't fucking sell. Okay. So that was the first product of first form. 0.99

00:37:04.780 It did not sell product did not sell. If I had said, well, fuck dude, nobody wants first form. 0.98

00:37:11.520 Where would I be? You see what I'm saying? So what I did was I, huh? You'd be light. Yeah. Yeah. No 1.00

00:37:18.360 shit. So, so this is a common trait amongst entrepreneurs and people in general and business 0.99

00:37:28.420 guys, you got to understand this is the concept that we talk about, about aggressive patience.

00:37:34.780 Okay. You have to give enough time for the cake to bake before you start fucking with 0.99

00:37:43.500 the, the, the, the temperature or the recipe or the, this or the, that you can't, you can't 0.95

00:37:49.920 do it. Time is a factor. Okay. Like we have to understand. And I use the analogy of baking

00:37:55.220 a cake. All right. You get the best cake recipe from fucking Martha Stewart, her award winning 1.00

00:38:00.420 cake recipe. That's won every award across the world and across the universe. It's the 0.99

00:38:06.000 best cake ever. And she gives you the exact ingredients. Okay. And she tells you every

00:38:14.660 single input that needs to be made. What, what, how, what the temperature of the oven is, how

00:38:19.260 long you put it in there, what the ingredients are and what amounts and what order to mix them

00:38:24.000 in and you have every single thing lined out. Here's the mistakes that entrepreneurs like

00:38:30.420 to do. One, they think that they are the chef and they think that they can change the ingredients

00:38:38.720 even though they have no experience baking a fucking cake. I'm going to use gluten free. 0.99

00:38:43.720 I'm going to do this. I'm going to add a little more of this. I'm going to take a little of this

00:38:47.220 out. Okay. When you have a recipe for success and you have no experience in success, you do

00:38:57.720 not have the understanding of what the change in the recipe. Okay. So that's first thing.

00:39:05.220 That's the first thing. The second thing is what they do is they think like this. Well,

00:39:11.420 if it takes 40 minutes at 400 degrees, if I turn it up to 800, I'll get in 20 minutes. Okay. So

00:39:19.360 they think they can out hustle the time. All right. You can't out hustle time. What happens if you

00:39:25.580 throw the motherfucker in there at 800 degrees for 20 minutes? What do you get back? Oh, you get a 1.00

00:39:29.400 crusty piece of shit. Okay. And that's what, that's what you're going to get in your business too. 1.00

00:39:35.280 Okay. You're going to get, you're going to get burned out. You're going to get frustrated.

00:39:38.940 You're going to get a product that does not resemble anything of what you set out because

00:39:43.080 you lack the patience. Okay. This is, this is very common amongst entrepreneurs. We try

00:39:52.620 to manipulate things that cannot be manipulated. Okay. You can't take the struggle out of the

00:39:57.840 recipe. You can't speed it up by going twice as hard. So you, now you can make a maximum speed

00:40:04.340 by going as hard as you can, but you can't go any faster than that because there's time

00:40:08.640 aspect in product adoption. Customers had to become familiar. They have to see it nine,

00:40:13.840 10 times before they ever want to buy it. Like there's all kinds of things that you just can't

00:40:18.220 get around. And I'm going to tell you right now, there's fucking nothing that you can make 0.98

00:40:24.360 work in 60 days like that. Nothing. So my advice to you would be very simple. Tell yourself 0.99

00:40:30.680 the truth. Is the product actually good? Is it a product that you made? That's trying to

00:40:36.100 like sort of trick people into buying it. Or is it a product that delivers tremendous value to one's

00:40:41.680 life? If it's not a product that delivers tremendous value, how do you pivot it and turn the knob a

00:40:47.580 little bit to make it become that so that people will be more likely to use it? If you can't do that,

00:40:54.460 then maybe it's time to develop something else. But a lot of the reason that products don't work for

00:41:01.840 entrepreneurs is because they try to do this shit. Like they think of it like this. It's a fundamental 0.99

00:41:08.520 difference in the way you think. If you ask 90 fucking 8% of you observe 98% of entrepreneurs, 0.91

00:41:16.640 they try to operate from this place of I'm going to make a product and I'm going to try to make the 0.89

00:41:24.380 value, the perceived value as high as I possibly can without actually making the product as valuable

00:41:35.800 as it could be. Okay. And it's almost like they're trying to trick the consumer. All right. And this

00:41:42.140 comes from old advertising, big business, old, old days of doing, can't do shit like this anymore 0.97

00:41:48.760 because the feedback loop is instant. So the entrepreneurs that are winning today are saying 0.65

00:41:55.160 and have won for the last 10, 15 years since social media came about when the, when the feedback loop

00:42:01.160 became instant are people who say, how do I develop something that actually delivers tremendous value?

00:42:07.660 How do I make something that when people use or consume or, uh, share or, you know, 0.53

00:42:14.480 talk about, it's going to be something that they're, they're saying, holy shit, this is the best 0.92

00:42:21.700 thing I've ever done. This is the best app I've ever used. This is the best food I ever ate. This is 0.82

00:42:26.480 the, this is the best service I ever had. This, this helps me tremendously. If you create products

00:42:32.960 that do that, you really can't lose. Okay. You can't, you can lose because you're stupid and you

00:42:39.400 quit on things in 60 fucking days. But if you develop a product that is along the lines of 1.00

00:42:45.340 actually contributing to someone's life, it's really hard to fuck up. Yeah. So it sounds like 0.99

00:42:50.620 there's an emotional investment here. Cause I mean, even talk about like, I put a lot of effort and

00:42:53.940 energy. Of course, that doesn't fucking matter. Yeah. It doesn't matter. Yeah. Did you have a lot of 0.96

00:42:58.600 emotion, I guess, tied to that first product? No one gives a fuck how much work you put into 0.99

00:43:03.080 shit. Okay. No one cares. Did you see the clip from Wallow talking to black entrepreneurs? Wallow, 1.00

00:43:10.340 who is a fucking smart motherfucker. The rapper? He's a social media guy. Okay. He's, I think he's a, 1.00

00:43:16.720 he's a rapper and entrepreneur and all this shit. And he was, he was going, this, this clip went viral 0.97

00:43:22.720 this week about him talking, he was talking to a bunch of black entrepreneurs. He goes, nobody gives a 0.54

00:43:27.100 fuck that your business is black owned. You know what they care about? They care about if the 1.00

00:43:32.340 product's good. They care about if the service is good. They care about if it's actually something

00:43:38.200 worth, you know, buying or using or consuming. I'm paraphrasing what he said, but he's right.

00:43:45.040 Okay. No one gives a fuck about you. No one cares who made it. No one cares what race they are. 0.99

00:43:51.980 No one cares if it's a man or a woman. No one gives a fuck about anything other than how good 0.94

00:43:58.860 is the product and how much does it benefit me? How much do I enjoy it? How good is the service that 0.93

00:44:06.440 goes with it? How does it make me feel? It's, there's no other way to sustain yourself in business

00:44:14.480 other than being great. And everybody wants to hack their way around that. Everybody wants to make it

00:44:20.820 easier. Everybody wants to trick the system. And then they look at the people who have built the

00:44:25.880 craziest shit, who live these big lives. And they're like how they tricked this. They tricked the system 1.00

00:44:31.420 by creating a great fucking product with a great fucking service that people enjoy and are proud to 1.00

00:44:37.300 share with their friends. And when you do that, it doesn't matter what the product is. People will talk 1.00

00:44:43.460 about it. Okay. So we have to get this focus off of how much effort we put in or who we are or what

00:44:51.180 group we belong to. And we have to realize that no one gives a fuck about that. They care about what 0.98

00:44:55.480 fucking points you put on the board, bro. They care about what you create, what you build, who you 1.00

00:44:59.520 become and how they can do the same. So let's note like the, you know, when people, I agree with

00:45:06.180 you, he's emotionally attached. It's emotionally. I put a lot of work. Yeah. That's what the fuck

00:45:11.260 you're supposed to do. You know, like you have to let go of that shit. That's real, man. The things 1.00

00:45:18.140 you care about are not the things that your customers care about, bro. It's our own egos. We all have

00:45:22.520 egos. You know, I don't, I don't have an ego. The fuck you don't. Everybody has one and you need a big

00:45:28.700 one to be successful in business too, because you need to fucking believe in yourself more than other 0.98

00:45:32.440 people believe in you. So yeah, I love it. But you also got to balance that with humility. How do I 0.96

00:45:39.200 improve? How do I get better? Right. You got to have the balls to put the product out there, but you

00:45:43.920 also have to have the wherewithal to question is the product actually what it could be and should be. 0.95

00:45:49.420 You know what I'm saying? Absolutely, man. Absolutely. Well guys, Andy, that's a hell of a way to start a

00:45:54.080 Monday. Yeah, guys. Hey, there's only one way to win, bro. And it's being undeniably great at what

00:45:59.880 you do. I could answer 50 fucking thousand questions. It's going to come down to that same 0.99

00:46:04.800 principle every single time. So go out there, do the best you can become the best you can create the

00:46:12.500 best that you can. And things are going to work out for you.

00:46:16.180 Went from sleeping on the floor. Now my jewelry box froze. Fuck a pole. Fuck a stove. Counted millions 1.00

00:46:21.900 in the cold. Bad bitch. Booty swole. Got her on bankroll. Can't fold. Doesn't know. Headshot. Case closed. 1.00

REAL AF with Andy Frisella - April 21, 2025

869. Q&AF： Building Foundations Of Success, First 90 Days Of Business & How To Pivot

Episode Stats

Summary

Transcript

REAL AF with Andy Frisella - April 21, 2025

869. Q&#x26;AF： Building Foundations Of Success, First 90 Days Of Business &#x26; How To Pivot

Episode Stats

Summary

Transcript

869. Q&AF： Building Foundations Of Success, First 90 Days Of Business & How To Pivot