REAL AF with Andy Frisella - September 15, 2025


938. Q&AF： Ownership Without Guilt, Tough Leadership Decisions & Balancing Team Commitment

Topics
75 hard program MICDS games leadership skills winning culture development leading people
Hosted by
Andy Frisella
Mentioned
Andy Frisilla Marty Bailey Chris Jake Cody Lexi Johnson Cape Cod Headshot Rittner Cruise Annie Carl Dude Nate
937. Andy & DJ CTI： Charlie Kirk's Alleged Assassin Tyler Robinson In Custody, France Arrests Hundreds & Hellfire Missile Bounces Off Mysterious Orb 940. Andy & DJ CTI： Jimmy Kimmel Goes Nuclear Over ABC Cancelling Him, Kash Patel Doubles Down On Handling Of Epstein Files & Brigitte Macron To Present Evidence To Prove She's A Woman

Episode Stats


Length

57 minutes

Words per minute

178.3

Word count

10,266

Sentence count

1,202

Harmful content

Misogyny

18

sentences flagged

Toxicity

273

sentences flagged

Hate speech

11

sentences flagged


Summary

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

On this episode of Q&A, we have a guest on the show who has completed the 75 Hard Program, which is the world's most popular mental toughness program. We talk about the program, how it changed his life, and how he is using it to improve his life.

Transcript

Transcript generated with Whisper (turbo).
Misogyny classifications generated with MilaNLProc/bert-base-uncased-ear-misogyny .
Toxicity classifications generated with s-nlp/roberta_toxicity_classifier .
Hate speech classifications generated with facebook/roberta-hate-speech-dynabench-r4-target .
Topics generated with Qwen2.5-3B-Instruct.
Hosts, guests, and mentioned names generated with spaCy (en_core_web_sm), reconciled against Wikidata.
00:00:00.000 What is up guys, it's Andy Fursella and this is the show for the realists to say goodbye 0.99
00:00:21.080 to the lies, the fakeness and delusions of modern society and welcome to motherfucking 0.99
00:00:26.700 reality. 0.97
00:00:27.280 Guys, today we have Q and AF, that's where you submit the questions and we give you the
00:00:32.920 answers.
00:00:33.660 You can submit your questions a couple different ways.
00:00:35.840 The first way is?
00:00:36.900 Guys, email your questions in to askandy at andyfursella.com.
00:00:40.560 And what's the second way?
00:00:41.760 You can also drop your questions in the Q and AF episodes on YouTube.
00:00:45.380 And what's the big way?
00:00:46.860 Big way guys is you can click that link in the description and submit your questions for
00:00:50.760 live call-ins.
00:00:51.580 Yeah.
00:00:52.160 I think we're going to start doing the live chat on the Q and A and just pick you right
00:00:56.380 out of the chat.
00:00:57.000 No, that'd be sick.
00:00:57.760 Yeah, let's do that.
00:00:58.520 That'd be sick. 0.91
00:00:59.580 We're doing that from now on, executive decision.
00:01:01.480 Executive decision.
00:01:02.420 Yeah.
00:01:02.900 So look out for that.
00:01:05.620 Let's see.
00:01:06.700 Throughout the week, we're going to have shows within the show.
00:01:09.760 It's not always going to be Q and AF.
00:01:12.240 Sometimes we're going to have real talk.
00:01:13.600 Real talk is just 520 minutes of me giving you some real talk.
00:01:16.480 Tomorrow, we're going to have CTI.
00:01:20.200 That stands for Cruise the Internet.
00:01:21.800 That's where we talk about what's going on in the world.
00:01:23.500 We speculate on what's true, what's not true.
00:01:26.100 And then we talk about how we, the people, have to solve these problems going on in the
00:01:29.540 world.
00:01:29.740 And there are a lot of them.
00:01:33.560 Then we have 75 hard versus.
00:01:35.800 We just had an awesome 75 hard versus.
00:01:38.440 If you didn't get to check that out, it was 75 hard versus Lexi Johnson.
00:01:42.480 But that's where someone who has completed the 75 hard program comes on the show.
00:01:47.720 They talk about how they were before, how they are now, and how they use the 75 hard 0.97
00:01:52.820 program to fix their shit. 0.93
00:01:56.200 If you're unfamiliar with 75 hard is the initial phase of the live hard program, which is the 1.00
00:02:02.120 world's most popular mental toughness program ever created.
00:02:07.100 And it is available for free at episode 208.
00:02:13.140 Get the whole program for free episode 208 on the audio feed only.
00:02:18.180 There's also a book on my website, Andy for salad.com called the book on mental toughness. 0.98
00:02:24.680 Go fucking buy it. 0.92
00:02:26.040 It has the entire program in there, plus a whole bunch of other chapters on mental toughness, 0.99
00:02:32.760 how to, how to use it, how to build your life the way you want and why it's important.
00:02:39.020 All right.
00:02:39.620 So for you nerds out there that like dig deep, get the book.
00:02:44.720 Yeah.
00:02:45.120 What else?
00:02:46.440 We got a fee.
00:02:47.220 We do have a fee.
00:02:47.840 Fee is very simple.
00:02:49.500 Please share the show. 0.97
00:02:53.340 We're always dealing with throttling and bands and all that bullshit.
00:02:58.420 We need your help sharing the show.
00:02:59.820 So if the show makes you think, if it makes you laugh, gives you new perspective, if you
00:03:03.680 think it's information that needs to be heard, do us a favor and don't be a hoe. 1.00
00:03:09.580 Share the show.
00:03:10.740 All right.
00:03:12.000 What's up?
00:03:12.600 What's going on, man?
00:03:13.480 Nothing.
00:03:13.980 Yeah.
00:03:14.600 Yeah.
00:03:16.340 Beautiful day.
00:03:17.180 It is.
00:03:17.620 Yeah.
00:03:17.860 It's a beautiful day. 0.93
00:03:18.920 Dude, it's been fucking hot. 0.96
00:03:20.860 It's been hot. 0.98
00:03:21.760 Yeah.
00:03:21.900 How long is it supposed to stay hot?
00:03:23.200 Like, I don't know, but I don't like it.
00:03:25.160 Dude.
00:03:25.320 So, uh, you know, it was nice for like a week.
00:03:28.320 Yeah.
00:03:28.540 It was beautiful.
00:03:29.160 70 degrees.
00:03:29.660 Now it's hot again.
00:03:30.480 Yeah.
00:03:30.620 It's back hot.
00:03:31.280 You know, it was crazy.
00:03:33.140 Um, so, you know, one of my passions for those that don't know is I like, I love football.
00:03:39.840 You love food, football.
00:03:43.620 Do you say food ball?
00:03:45.600 I said football.
00:03:46.280 Oh, football.
00:03:48.000 Oh, got it.
00:03:49.700 I thought you said food ball.
00:03:51.560 What's up?
00:03:52.580 It's supposed to be better at like Thursday.
00:03:55.360 Oh, is it?
00:03:55.880 Yeah.
00:03:56.120 Yeah.
00:03:56.340 That's nice.
00:03:57.160 Yeah.
00:03:57.320 Anyway, so, yeah, no, I love football.
00:03:59.620 It's a big passion of mine.
00:04:00.980 Uh, I played it for years, coached it for years.
00:04:03.480 And so recently I'm like, I want to, I want to ref, right?
00:04:06.060 Like I'm going to be a referee.
00:04:07.100 And so I went through the whole process. 0.99
00:04:08.540 I'm doing like low league junior high games and shit now. 0.96
00:04:11.580 And yesterday, uh, I caught two cramps in my quads on the first play. 0.99
00:04:18.020 Trying to scoot across field, bro. 0.99
00:04:20.240 Listen, first of all, they have to call the fucking, uh, the traders out, bro. 1.00
00:04:24.400 I started running like fucking, like I had something up my ass, bro. 0.99
00:04:27.300 Like it was so bad. 1.00
00:04:29.620 Crazy thing is though.
00:04:30.680 Like, uh, one of the coaches recognized me and, uh, he's like, like, wait, you said
00:04:37.800 your name was DJ, you're DJ, right?
00:04:39.300 I'm like, yep.
00:04:40.140 That's me.
00:04:41.220 Flag.
00:04:41.760 Yeah.
00:04:42.100 Off.
00:04:42.340 You know what I'm saying?
00:04:42.840 It was great though, man.
00:04:44.260 It's, it's been cool.
00:04:45.060 Where's the games at?
00:04:45.860 Uh, they're all over.
00:04:46.700 I've been doing, uh, like I said, I'm doing junior high right now.
00:04:49.380 Cause do the, the, the J they want me to do some JV games, but like, those are on Mondays
00:04:53.520 at like five o'clock.
00:04:54.260 I can't do those.
00:04:54.960 Yeah.
00:04:55.460 Um, now I can do like some of the varsity stuff.
00:04:57.180 I just haven't got a sign.
00:04:58.060 It's the first year.
00:04:58.740 So yeah, but I'll do the, uh, junior high game.
00:05:01.180 So six, seventh and eighth grade.
00:05:02.500 Uh, yesterday it was at Marquette.
00:05:04.640 Yeah.
00:05:05.160 And, uh, they got, they got swept.
00:05:07.560 Who'd they play?
00:05:08.280 Rittner.
00:05:08.940 Oh, really?
00:05:09.480 Yeah. 0.99
00:05:09.620 They got fucking swept, bro. 0.99
00:05:11.480 Those kids are good. 0.99
00:05:12.220 You ref, uh, you're going to ref MICDS?
00:05:14.440 Probably.
00:05:15.180 Yeah.
00:05:15.640 Yeah.
00:05:15.800 Probably.
00:05:16.000 We played them in junior high. 0.94
00:05:17.220 They beat the shit out of us. 0.92
00:05:18.520 They've always, yeah. 0.94
00:05:18.540 They've, we played them in high school too. 1.00
00:05:21.040 They, fuck, they're good. 1.00
00:05:21.640 Yeah. 1.00
00:05:21.900 They've always had a program.
00:05:23.040 Yeah.
00:05:23.240 Yeah.
00:05:23.380 It's been cool, man.
00:05:24.960 Yep.
00:05:26.160 It's been fun. 0.99
00:05:26.840 But yeah, I caught two fucking cramps on the first play, man. 0.99
00:05:28.960 I was fucking dying the whole game, man. 0.99
00:05:31.200 I'm like, y'all niggas got some diabetes water here for me or something. 0.99
00:05:34.960 I, I dude, I just wanted something, man.
00:05:36.580 The diabetes, diabetes, diabetes water, the diabetes water, pickle juice. 1.00
00:05:40.960 Fuck. 1.00
00:05:41.280 I don't do that. 1.00
00:05:41.640 I would have, I would have drank anything.
00:05:42.900 Yeah.
00:05:43.220 Speaking of drinking anything.
00:05:44.800 That's right. 1.00
00:05:45.700 How about that fucking plug? 0.99
00:05:47.480 Now we may not run ads on the show, but if I were, it would be for this amazing form 0.99
00:05:56.120 energy. 1.00
00:05:56.680 Fuck man. 1.00
00:05:57.340 That was good. 1.00
00:05:57.980 Energy drink.
00:05:58.780 That's right.
00:05:59.180 The greatest energy drink in the history of earth.
00:06:02.100 And just so you know, there's more because we also have.
00:06:08.400 Look at you.
00:06:09.380 The form first form snack stack.
00:06:11.940 That's right.
00:06:12.720 I just picked this up on my way over here.
00:06:15.040 Oh yeah.
00:06:15.560 At Wally's.
00:06:16.220 Yeah.
00:06:16.960 Not really.
00:06:17.620 Okay.
00:06:18.000 But if I did, I actually got this out of my office, but I could have bought it at Wally's
00:06:21.680 or seven 11 or pretty much anywhere else.
00:06:24.140 Yeah.
00:06:24.540 And you should too.
00:06:25.440 Mm-hmm.
00:06:25.960 I needed those yesterday.
00:06:27.160 Yeah.
00:06:27.820 That's right.
00:06:28.180 So this is definitely not an ad because I'm not getting paid, but this is a personal
00:06:33.840 recommendation.
00:06:34.860 Mm-hmm.
00:06:37.020 I like it. 1.00
00:06:42.660 Damn. 1.00
00:06:43.060 That is fucking good, bro. 1.00
00:06:44.400 The orange is good. 1.00
00:06:45.700 Bro.
00:06:46.100 They're all good.
00:06:47.500 I can't wait for the new flavors, bro.
00:06:50.200 Because there's some special.
00:06:50.660 I know which one you're waiting for.
00:06:51.560 You know which one I'm waiting for.
00:06:52.520 Yeah.
00:06:52.540 That's right.
00:06:53.040 Yeah.
00:06:53.400 Can you guys guess?
00:06:56.180 Can you guys guess which flavor is coming that DJ is really going to like?
00:06:59.700 Yep.
00:07:00.480 I'll send you guys a case if you guess it right.
00:07:02.720 Yeah.
00:07:04.500 All right.
00:07:08.060 Case will be stolen too.
00:07:09.280 Yes. 1.00
00:07:09.620 I was waiting for that shit. 1.00
00:07:13.840 Yep. 1.00
00:07:14.220 Let's.
00:07:14.800 Yeah.
00:07:15.120 But dude.
00:07:15.480 Hey, listen.
00:07:16.140 It's our Monday morning.
00:07:17.580 So let's make some people better today.
00:07:19.260 I got some good ones for you.
00:07:20.260 I've got some callers ready too.
00:07:22.500 So let's get this first one going.
00:07:24.280 We got.
00:07:25.000 Let's give Cody a call.
00:07:26.560 Cody.
00:07:27.080 Cody with a C.
00:07:28.560 Cool.
00:07:29.100 Because there are other ways.
00:07:30.420 Yeah.
00:07:31.500 The K. 0.97
00:07:32.840 Cody.
00:07:33.620 Yeah. 1.00
00:07:34.320 You guys do that shit all the time. 1.00
00:07:35.580 No, we do not. 1.00
00:07:36.820 Yeah.
00:07:37.380 We do not.
00:07:40.980 Yeah.
00:07:41.720 Now.
00:07:43.120 That's Carl.
00:07:43.960 You know, 28 year old.
00:07:46.580 25, 28 year old new moms.
00:07:49.100 Yeah.
00:07:49.920 And they're trying to be unique.
00:07:51.260 Yep.
00:07:51.440 That's right.
00:07:52.060 Yeah. 1.00
00:07:52.240 They'll do that shit. 1.00
00:07:53.020 Yeah. 1.00
00:07:53.580 We.
00:07:54.260 We.
00:07:54.720 Normal people do not. 0.85
00:07:57.620 People don't realize like how bad that like fucks up their kids life.
00:08:00.960 Like every class you're in, you got to spell your name out.
00:08:04.320 You know what I'm saying?
00:08:04.880 Like people that have like a regular name don't know that, but like, I know that, you
00:08:09.080 know that.
00:08:09.560 I know that.
00:08:10.360 Yeah. 0.97
00:08:10.540 I just spelled my last name and everybody always says it so many fucking different ways. 0.99
00:08:14.800 For silly. 0.99
00:08:15.480 Frizilla. 0.97
00:08:16.080 Yeah.
00:08:16.780 Frizilla.
00:08:17.540 Yeah. 0.98
00:08:18.120 It's how hard is it to fucking pronounce, bro? 0.99
00:08:20.780 It's for seller like fry seller. 0.99
00:08:24.120 Fry seller.
00:08:24.980 See?
00:08:25.300 And that's, that's my calling is sell fries.
00:08:27.380 Is that what it is?
00:08:27.980 Yeah.
00:08:28.260 I got this whole plan, bro.
00:08:30.900 Oh yeah.
00:08:31.380 Yeah.
00:08:31.580 I'm going to transition into a fry.
00:08:33.200 No barbecue, bro.
00:08:34.260 Tycoon.
00:08:34.780 No, we got to do the smoked meats.
00:08:36.740 Both.
00:08:37.420 Okay.
00:08:37.780 We'll do both there.
00:08:38.600 Yeah.
00:08:39.100 We'll put smoked meat on the fries. 1.00
00:08:41.800 Fuck. 1.00
00:08:42.360 Talk about fucking diabetes. 1.00
00:08:45.040 And then we'll sell them weight loss. 1.00
00:08:49.460 Yeah.
00:08:49.680 That's right.
00:08:50.720 It's perfect.
00:08:51.540 It's called vertical integration.
00:08:52.780 That's right.
00:08:53.120 We'll put a gym right next door.
00:08:54.260 Yeah.
00:08:54.460 All right.
00:08:57.360 Let's give a, let's get a calling going.
00:08:59.580 We got a, we got Jake.
00:09:01.460 Let's give Jake a call.
00:09:07.140 Oh, Jake.
00:09:08.540 What's up, dude?
00:09:09.940 What's up?
00:09:10.480 Big dog.
00:09:11.180 That's cool.
00:09:12.300 How'd you know I was a big dog?
00:09:14.240 I don't know.
00:09:14.980 I'm a little dog.
00:09:15.880 I'm a little dog, bro.
00:09:17.080 You know, you're a big dog.
00:09:19.400 Jake. 0.95
00:09:19.840 What's up, dude?
00:09:21.480 What's up, Andy?
00:09:22.440 How are you?
00:09:23.100 I'm doing great, brother.
00:09:24.080 How are you?
00:09:25.520 I can't complain.
00:09:26.960 Another day, another quarter.
00:09:28.520 Yeah.
00:09:28.760 Where are you calling in from?
00:09:30.700 Long Island, New York.
00:09:32.420 Ooh.
00:09:34.580 Nice.
00:09:36.100 Yeah.
00:09:36.580 So what do you, what do you do up there, bro?
00:09:38.960 So I run a gourmet seafood market.
00:09:42.060 Okay.
00:09:43.320 Yeah.
00:09:43.760 So you sell to all the, you sell to individuals or also restaurants?
00:09:48.880 Individuals.
00:09:49.320 Mostly individuals.
00:09:50.440 Okay.
00:09:50.760 A lot of hedge fund guys and housewives.
00:09:53.400 All right.
00:09:54.200 So they went in between, you know, I got everything from hedge fund guys to, uh, you know, people
00:09:59.520 who clean houses.
00:10:00.360 So it's a really, really good job.
00:10:02.180 That's awesome, dude.
00:10:03.200 So what, how'd you get into that?
00:10:05.580 Uh, I was a, uh, pretty troubled, uh, team always, uh, fighting and, uh, getting into problems,
00:10:12.880 you know, running the streets and doing stuff like that.
00:10:15.120 And I, uh, turned 18 and I said, well, it was either I'm going to go to work or I'm going
00:10:20.060 to go to war.
00:10:20.900 And there really wasn't much of a war at the time.
00:10:23.240 So I walked into this little seafood market in my town and, um, I actually had a black
00:10:28.280 eye at the time.
00:10:29.040 Um, I didn't think I was going to get hired.
00:10:30.460 I got stung by a bee a couple of days before and the woman at the time, she really needed 0.99
00:10:34.820 help.
00:10:35.400 Um, so I just walked in and asked for a job and that was 10 years ago.
00:10:40.460 And I've been here five, six days a week, blood, sweat, tears.
00:10:44.800 Um, I've, my first year here, I boosted sales 30%, um, really just knuckled down and did
00:10:51.840 my best.
00:10:52.380 And it's taken me, taken me pretty far.
00:10:54.580 That's awesome, bro.
00:10:55.680 So, so do you own this place now?
00:10:59.220 No, I don't.
00:11:00.640 And that's part of my question.
00:11:03.400 Um, so I, like I said, I've been here 10 years and it was always a plan to either buy
00:11:09.640 into this one or me and the owner.
00:11:12.160 Now we're going to open a new market together.
00:11:15.520 Uh, in the past couple of years, she's taken, uh, like a one 80, uh, she got divorced, bought 0.97
00:11:22.740 a house and then got remarried and she's in nursing school right now.
00:11:26.060 But she kind of, she wants out of the business.
00:11:28.780 Um, but me, I have my foot on the gas.
00:11:30.940 I want to grow the business.
00:11:31.760 I have a lot of things, um, I want to do with the business, um, do things with community.
00:11:36.200 I have a whole lot of ideas.
00:11:38.120 Um, so I'm looking to buy the business within the next six to nine months.
00:11:43.400 Okay.
00:11:45.200 And my question is, is I'm going to be getting a loan from my father-in-law for the business.
00:11:53.120 And like I said, I've done everything by myself, my entire life, phone bill, car bill, everything.
00:11:59.920 I've never, you know, gotten a hand out and getting the money from my father-in-law to
00:12:06.820 me, it feels like almost like a hand out, not a hand up.
00:12:10.380 Um, so I'm kind of just like struggling with that a little bit, how I can feel like I'm
00:12:14.520 getting a hand up and not a hand out.
00:12:17.520 Okay.
00:12:18.440 This is very easy.
00:12:20.000 Um, the one way, dude, the real, the real way that you make what you're trying to do
00:12:26.800 happen is to make it successful and make it worth his while.
00:12:30.820 Um, yeah.
00:12:32.460 I mean, that's it, dude.
00:12:33.600 You know, like take the loan, understand that, you know, this is something that you're not
00:12:39.140 really comfortable with, but have the intention, which I can tell you already do of not just
00:12:46.480 paying the loan back, but also making it a strong financial investment for him. 0.88
00:12:51.680 You know, it sounds to me like you're trying to scale this bitch out and you know, who 1.00
00:12:56.940 knows? 0.97
00:12:57.300 This could be one of the greatest investments since he's ever made.
00:13:00.440 And I would make it my personal goal to make it that way.
00:13:03.700 Um, and it sounds like you, you understand the business you've been doing it a long time.
00:13:08.540 Uh, you sound confident.
00:13:10.060 You sound like, dude, I, I, I, I think you're thinking about it exactly how you should, you
00:13:15.200 know, anytime you take money, you should feel a little hesitant about it.
00:13:19.640 I think that awareness is like, yeah, that's a healthy thing, dude.
00:13:23.300 Um, yeah.
00:13:24.640 And then figuring out how to make it worth as well.
00:13:26.860 What are the terms that you guys figured out?
00:13:28.720 Or did you do that yet?
00:13:30.380 Um, so right now I have, uh, we're getting contracts and everything, um, written out.
00:13:35.240 Um, I know I, I do everything here.
00:13:38.400 So taking over really wouldn't be that much of a problem.
00:13:41.500 I write the checks.
00:13:42.500 I do the ordering.
00:13:43.680 Um, you know, it's not really like a job to me.
00:13:47.480 I love it so much.
00:13:48.700 I talked to all different people and stuff like that.
00:13:51.060 Um, the terms would be basically, um, we haven't really talked about like a payback situation.
00:13:58.120 Yeah.
00:13:58.820 Um, cause he's one of those guys that I just got the contract from the lawyer and everything.
00:14:04.180 He's one of those guys that nothing happens until that contract is written and signed.
00:14:08.920 And then we move forward.
00:14:10.240 Um, but it would probably be kind of like a traditional SBA loan, um, where I have a 10
00:14:16.540 year period to pay it back.
00:14:17.960 It would be my mission to pay that back in four years.
00:14:22.160 Um, and I believe that I can do that with the revenue of the business.
00:14:26.700 Um, cause for the first couple of years, I really, um, I'm going to take the salary I
00:14:32.000 take now, which isn't great.
00:14:33.980 Um, and then I'm going to take whatever else from the business, reinvest back into the business
00:14:38.800 and pay back my loan.
00:14:40.800 Um, like I tell all my customers all the time, like I'm prepared to open a cooler, put a blanket
00:14:45.220 in there and a pillow and sleep in that thing if I have to.
00:14:48.120 Um, so I really, you know, I really think I could pay back the loan, but the loan isn't,
00:14:53.280 um, in terms of like, you know, it's a couple hundred thousand dollars.
00:14:56.720 So I really think that just grinding it out for a couple of years, I can pay back that
00:15:01.100 loan in full.
00:15:01.920 Um, and it would probably be my mission to do it with under four years.
00:15:05.000 Yeah.
00:15:05.540 Do you, do you, uh, do you ship your product or is it walking?
00:15:10.180 We don't ship.
00:15:11.140 So that's, um, that's one of the next steps, um, that I, I want to look into, um, once I
00:15:17.680 get everything situated and start going to business and doing things my way is, um, we make a couple
00:15:22.760 of niche products here, um, that I look at the seafood, the frozen seafood selection in, you know, 0.88
00:15:29.820 supermarkets and things like that are pretty trash. 0.81
00:15:32.060 It's fish sticks. 0.97
00:15:33.060 It's, you know, I'm aware of fish mix.
00:15:35.160 Yeah. 0.96
00:15:35.500 It's, it's trash.
00:15:36.580 Um, so I really want to look into, um, we make swordfish meatballs. 0.77
00:15:40.400 I make swordfish meatballs.
00:15:41.920 Um, I make these really nice, uh, salmon burgers that I think in the long run, um, you know, I would
00:15:48.120 try to get into a frozen space in supermarkets, Walmart, uh, BJ's, Costco, things like that.
00:15:55.980 Um, you know, I know, uh, a Walmart customer is not gonna be the same as a target customer.
00:15:59.900 Um, so you have branch out and have different things that I could put, um, in these, these
00:16:06.040 shelves and stuff like that, that I can do different products.
00:16:09.560 And that would be the ultimate goal.
00:16:11.700 Um, I have another, uh, idea that I want to do is I want to take, um, like a 10 to 13 foot
00:16:18.020 Chris craft, a wood grain Chris craft boat.
00:16:20.640 Yep.
00:16:21.160 Um, and I want to hollow it out with a metal fabricator and I'm going to cut the engine,
00:16:26.940 gut it out and have a metal fabricator come.
00:16:29.200 And we're going to install a metal bin inside the boat that I can bring to beaches, parties,
00:16:36.240 people's mansions over here.
00:16:37.660 People have funny money.
00:16:38.820 The average house over here is like a million dollars, um, that I could bring to these people's
00:16:43.340 houses and it could be a shucking boat, uh, put clams on it, oysters, Kingcraft.
00:16:48.020 But lobster and things like that.
00:16:50.140 Um, and they're really, there's, they have canoes and things like that, but a real wood
00:16:54.600 grain actual boat has not been done.
00:16:58.040 Um, and I look at that as like a business inside of the business.
00:17:01.580 Yes.
00:17:02.100 Um, that I can grow and I can even get one boat, two boats, three boats, have a separate
00:17:07.120 Instagram for it, post things, you know, run it as a business inside of the business,
00:17:11.360 not taking my attention away from my bread and butter, which is retail seafood for sure.
00:17:17.940 Um, but something like that could easily bring me an extra 20 to 30 grand of summertime season,
00:17:24.460 just renting it out, um, on the daily.
00:17:26.860 Yeah, brother.
00:17:27.640 Look, can I, can I tell you what I do?
00:17:30.580 Yeah.
00:17:31.100 All right.
00:17:31.740 Cause it sounds like you got it all figured out and I'm going to play big brother here.
00:17:35.680 How old are you?
00:17:37.040 I'm 27.
00:17:37.900 All right.
00:17:38.180 I'm big brother.
00:17:38.960 All right.
00:17:39.400 I'm not dad yet.
00:17:40.780 Uh, here's the deal, bro. 0.99
00:17:43.760 You got a fucking great thing going. 0.99
00:17:46.420 Okay. 0.99
00:17:47.000 And it's, and it's niche too.
00:17:48.980 It's gourmet seafood.
00:17:51.580 Here's what I would do if I was your partner.
00:17:54.280 All right.
00:17:56.280 I would take the loan.
00:18:00.140 I would, well, first of all, before I take the loan, I would sit down today and I would 0.98
00:18:04.700 make a concrete plan of how we're going to scale this motherfucker out and how I would 0.66
00:18:10.100 do it if I were you is I like the Chris craft idea a lot, by the way, I would, are you on 0.96
00:18:19.300 social media yet with your fish market?
00:18:21.840 Um, so there is a social media for it.
00:18:24.240 I, um, I tried to take it over about a year and a half ago.
00:18:27.800 The owner, the woman, she was like, no, I'm doing it.
00:18:30.520 The social media is trashed.
00:18:31.780 So that's number one thing when I take over is I'm going to re delete everything and revamp
00:18:36.240 the entire social media.
00:18:37.500 Um, that's my number one, my number one goal.
00:18:39.800 Okay.
00:18:40.100 When I take over.
00:18:40.940 Okay.
00:18:42.920 Here's what I would do, dude.
00:18:45.780 I would make a plan and it would look something like this.
00:18:53.300 We're going to go out and get the loan.
00:18:55.020 We're going to pay this thing back within five years.
00:18:59.000 Here's how we're going to do it.
00:19:01.280 We're going to take over the ownership of the retail location.
00:19:04.660 We're going to continue to run that.
00:19:06.360 We're going to continue to make it better.
00:19:08.720 The product is going to continue to get better, not worse.
00:19:12.360 We are never going to compromise the product.
00:19:14.420 We are only going to move it in the direction of better because you're playing in a premium
00:19:19.220 market space.
00:19:20.020 So the price of what you sell is less relevant than any of the other spaces.
00:19:24.800 It's about quality.
00:19:26.520 Then what I'm going to do and what, well, what we're going to do is we're going to get that 0.96
00:19:32.100 fucking Chris craft boat, but we're not going to get five of them. 0.98
00:19:34.500 We're going to get one. 0.98
00:19:35.800 And what we're going to do is we're going to shoot content around the brand story.
00:19:41.580 All right.
00:19:42.180 This is how Jake makes the meatballs.
00:19:45.280 This is where we get the fish.
00:19:46.780 This is what I do.
00:19:47.920 It follows you around.
00:19:49.560 It shows, it shows that you're a blue collar, small fishing expert who loves his product. 0.99
00:19:57.760 And by the way, you do fucking love it. 0.96
00:19:59.520 I can hear it who loves what he does and loves this, this whole thing. 0.98
00:20:06.300 And the content that we make is going to be very, um, Cape Cod ish feeling.
00:20:14.340 All right.
00:20:15.280 Premium, uh, you know, the Northeastern feel.
00:20:20.580 Um, and then what we're going to do is we're going to create an amazing social, social, uh,
00:20:25.800 strategy.
00:20:26.580 That's going to tell this amazing story.
00:20:28.560 What's your, what's the name of the business?
00:20:31.120 Uh, it's Marty's gourmet seafood.
00:20:33.140 What is it?
00:20:35.080 Marty's.
00:20:35.680 Marty's.
00:20:36.280 Gourmet seafood.
00:20:37.260 All right. 0.99
00:20:37.740 That's fucking great, dude. 0.98
00:20:38.860 That's highly merchandisable. 0.98
00:20:40.260 That sounds like a place. 0.99
00:20:41.140 That sounds like a place I want to get my fucking fish from. 0.99
00:20:43.960 Yeah. 0.99
00:20:44.260 Real talk.
00:20:44.900 Yeah.
00:20:45.220 So, so then we're going to create this, um, we're going to create a direct to consumer
00:20:50.300 model.
00:20:51.020 Okay.
00:20:51.380 That's the first thing we're going to do.
00:20:53.140 So we're going to have the walk-in.
00:20:55.120 We're going to create the content.
00:20:56.660 Then we're going to create a direct consumer model, uh, fueled by advertising, you know,
00:21:02.280 on digital spaces.
00:21:03.280 And we can, we'll start to create an operation where you can sell to individuals, wealthy,
00:21:10.380 high class, uh, high demand, high standard individuals at a high price point throughout
00:21:18.640 the country.
00:21:19.300 All right.
00:21:19.860 And that's going to create, that's going to create a high margin that you're going
00:21:24.180 to be able to scale the business off of, you know, most of the problem that most of
00:21:29.300 the reason that most people can't scale their business is because they don't make enough
00:21:32.180 margin and they race to the bottom.
00:21:34.280 And the, the reason I like the premium category is because when you're dealing with a customer
00:21:40.620 that just wants the best, it allows room for margins to be fair.
00:21:44.280 And, and, uh, so this, this is basically what I would do with, you know, with what Marty's
00:21:53.400 gourmet seafood, Marty's gourmet seafood.
00:21:56.660 Is that it?
00:21:57.560 Yeah.
00:21:58.060 Okay.
00:21:58.420 Yeah.
00:21:58.920 And then I would create some cool old school feeling shirts.
00:22:02.640 Uh, I would have those available and I would go branding war on, on the product dude.
00:22:07.940 And, uh, great product, great branding, digital ads, direct to consumer model, keep the retail
00:22:14.620 to where it is.
00:22:15.260 And then what happens is dude, is the retail will eventually become this, like this landmark
00:22:21.900 where people who come to long Island, they got to go to Marty's because, because this
00:22:28.280 is where I get all my fish for my program or for my parties and my events.
00:22:32.960 And I, and I gotta meet Jake, dude, you see what I'm saying?
00:22:36.900 Like this is, yeah.
00:22:38.900 So this is how I would scale that business out in a very general way.
00:22:44.660 Uh, but here's the thing, bro.
00:22:46.400 And I'm like, I'm getting excited about it.
00:22:48.540 You have a, you have a highly scalable situation here.
00:22:52.140 And a lot of people don't, a lot of people have things that can't be scaled properly.
00:22:57.260 This could be a massive brand dude.
00:23:00.020 And yeah, that's the goal.
00:23:01.920 The old, you know, you, you originally asked, how do I make, how do I not feel guilty?
00:23:07.100 Make the brand so fucking big that you can afford to give your father-in-law an equity 0.99
00:23:12.120 position of five, 10% that pays out for the rest of his fucking life. 0.99
00:23:17.040 And then when he says, it's undeniable. 0.99
00:23:19.180 Yeah.
00:23:19.360 Right.
00:23:19.660 Then when he says, well, you already paid the loan, you say, yeah, but now I'm doing the
00:23:23.520 right thing because you believe, you believe that's right. 0.95
00:23:27.100 And that's how we fucking do things here, bro. 1.00
00:23:29.300 And that's, that's, that's how I've always done shit. 0.99
00:23:33.620 And while it's cost me money and you know, it's not really, it's an investment in the 0.98
00:23:38.440 right thing.
00:23:38.960 And when you do good things, good things come back.
00:23:41.720 And, uh, exactly.
00:23:42.960 You know, I believe that I I've seen it a hundred percent, a hundred percent.
00:23:47.440 You know, I would tell people, I'm like, yo, give the homeless guy $5, tip the guy at
00:23:51.500 the gas station pumping your gas, a couple bucks, buy somebody coffee and like a junked
00:23:55.260 doughnuts.
00:23:55.860 Those things compound.
00:23:57.300 Yes.
00:23:57.600 Even if you might not see them like originally a day, a day or two later, it's just, it's
00:24:02.340 karmic.
00:24:03.080 It's good karmic relief. 0.55
00:24:04.860 There's karmic debt and there's karmic relief. 0.90
00:24:06.680 And you put, you put good out there.
00:24:08.160 You, you will get good back.
00:24:09.360 Dude, a thousand percent. 0.99
00:24:11.440 And people with bad karma will look at that guy on the fucking corner and they'll say, 0.99
00:24:15.640 you just gave that guy a hundred bucks and he's just going to go drink with it. 1.00
00:24:19.760 Look, motherfucker, this ain't about what he does. 1.00
00:24:21.660 It's about what I did. 1.00
00:24:22.600 Exactly.
00:24:23.600 Exactly.
00:24:24.320 And if he wants to go party, let him.
00:24:25.980 He's happy.
00:24:26.780 You know, that's right, bro.
00:24:28.400 I'm with you, bro.
00:24:29.420 In fact, man, like this is an exciting, if we were a few years down the road, bro, I'd 0.95
00:24:35.000 be like, say I'd be calling you back on and be like, Hey, let's fucking do this 0.92
00:24:38.980 together. 0.67
00:24:39.500 Like this, this is awesome, dude.
00:24:41.140 Let's go, man.
00:24:41.540 Let's go.
00:24:42.080 I'm with it, man.
00:24:42.820 I'm with it.
00:24:43.440 You know, it's crazy.
00:24:44.440 I found you in like 2020 and you were talking about like chopping heads off and putting
00:24:49.260 them on the white house lawn.
00:24:50.320 I was like, yo, this is my guy.
00:24:52.180 Yeah.
00:24:52.540 And then you started talking about business and everything. 0.96
00:24:54.480 And I was like, holy shit, this is really my guy. 0.96
00:24:57.700 Hey, we can make a business out of that too. 0.98
00:24:59.400 Yeah, by the way, we can make some, we can make some thrones with the skulls on the corner,
00:25:05.440 you know?
00:25:06.620 Hey, look, dude, you're in a good spot.
00:25:08.340 And, uh, I like the whole idea.
00:25:10.840 I love, I do.
00:25:12.740 I really do, bro.
00:25:13.720 And, uh, I'm excited for you and you're young enough to do it. 0.91
00:25:18.580 And I, I fucking hope one day.
00:25:20.740 Oh, and by the way, after you've built the direct to consumer business, then you, then 0.86
00:25:26.020 you have an opportunity to, to fill in that retail play that you're talking about.
00:25:29.640 All right.
00:25:30.600 Yeah.
00:25:30.760 So then you can go to the, the, you know, the, you could start with the high end groceries
00:25:36.060 and then you can go to the, um, you know, you can go to the big chains and then, and
00:25:41.820 then the box and you can, you can scale this out.
00:25:44.280 But here's the thing I want you to remember because a few years from now, when this is 0.99
00:25:49.760 a real conversation, this is what the fuck they're going to tell you. 0.99
00:25:52.560 They're going to say, Jake, your product's too expensive. 0.99
00:25:55.460 Jake, you need to make the product cheaper. 0.97
00:25:57.740 Never fucking do that. 0.96
00:25:59.080 Because the whole, the whole magic of your brand is the quality of your product. 0.98
00:26:03.960 That's right.
00:26:05.020 And if you're going to, if you're going to play in a premium space, you cannot ever, ever,
00:26:10.520 ever cut corners on quality, no matter what it does to the price.
00:26:14.240 Definitely.
00:26:14.980 Beautiful.
00:26:15.720 So hopefully that's helpful, bro.
00:26:18.340 Oh, it's a, it's a hundred percent helpful, Annie.
00:26:20.640 And you know, if you're ever in Long Island, hit me up.
00:26:22.820 I'd love to take care of you.
00:26:23.880 Give you some, you know, whatever, whatever you need, you know, if you're ever, if you're
00:26:27.920 ever over here, you know, I'll take care of you, man.
00:26:30.040 I, I really appreciate everything you guys do.
00:26:32.300 And, you know, you just give free game, you get free game, free game, free game.
00:26:35.860 And that's really appreciated to, you know, a younger generation of entrepreneurs like
00:26:39.520 myself.
00:26:39.960 I really appreciate it.
00:26:41.320 I listen to your podcast every morning.
00:26:42.700 It just gets me fired up to just, you know, go out and conquer brother. 0.97
00:26:46.120 There's nothing that I have that, you know, fucking have. 0.99
00:26:49.140 All you got to do is just, all you got to do is show the fuck up and keep doing it, 0.99
00:26:53.660 dude. 0.96
00:26:54.820 That's it.
00:26:55.440 I appreciate it.
00:26:56.300 Thank you.
00:26:56.920 All right, Jake.
00:26:57.420 Appreciate you, bro.
00:26:59.280 Appreciate you guys.
00:27:00.240 Thank you for everything.
00:27:01.220 All right.
00:27:01.560 See you, dude.
00:27:01.920 See you, brother. 1.00
00:27:04.100 Now, see, that's a fucking entrepreneur. 1.00
00:27:07.040 Yeah. 1.00
00:27:07.660 That's a young dude. 0.99
00:27:09.080 That's why the fuck I do this. 1.00
00:27:12.260 That right there. 0.99
00:27:13.380 You got a young dude who sees an opportunity.
00:27:16.480 You can hear the hunger.
00:27:17.540 Bro, bro, it reminds me of how I feel, dude.
00:27:21.120 I feel that way every day.
00:27:22.740 Yeah.
00:27:23.040 I still feel that way.
00:27:24.660 You know what I'm saying?
00:27:25.260 Like, a lot of people are like, why do you still do this and this and that? 0.95
00:27:29.080 Because I fucking love the game, dude. 0.83
00:27:31.160 You're still Jake. 0.98
00:27:32.020 Yes.
00:27:32.440 Yeah.
00:27:32.720 Still.
00:27:33.220 Because my goals are so big.
00:27:35.080 You know what I mean?
00:27:35.920 Like, and it's not greed.
00:27:38.480 It's just the game.
00:27:39.500 It's the game.
00:27:40.320 I love the game.
00:27:41.480 And he loves the game.
00:27:42.920 Yeah. 0.99
00:27:43.080 You can fucking hear it. 0.99
00:27:43.880 I feel like we got to stay in touch with him. 1.00
00:27:46.120 Bro, I want to see Marty's gourmet seafood fucking everywhere, bro. 0.98
00:27:51.080 Yeah, bro. 0.98
00:27:51.640 I want to see Marty's gourmet seafood restaurants. 1.00
00:27:55.700 Fuck. 1.00
00:27:56.240 Bro, I'm about to call him back and give him that money myself. 1.00
00:27:58.540 I love it, man.
00:28:01.880 I absolutely love it.
00:28:03.820 I love it.
00:28:04.500 Well, let's keep going.
00:28:05.380 Let's keep doing it.
00:28:06.680 All right, guys.
00:28:07.140 Andy, here's another question for you.
00:28:09.880 Hey, Andy and DJ.
00:28:12.200 Hey.
00:28:13.060 That's right.
00:28:14.040 That's right.
00:28:15.500 Andy, how do I move forward when I caught a coworker stealing time, clocking in at 4 a.m.
00:28:22.200 when she wasn't there, which also manipulates our tip pool, gave my boss proof.
00:28:28.220 My boss staked out the place to gather her proof for herself. 0.99
00:28:32.160 My boss confronted her.
00:28:33.480 But instead of firing her, my boss let her apologize and is keeping her on because she's deemed irreplaceable. 0.99
00:28:40.260 Mind you, this has been going on for months and months, and I had suspicion and have known.
00:28:45.620 It's not just one time thing.
00:28:47.540 And my boss knew that, and I can see the proof in the POS system.
00:28:52.240 It feels like this sets a bad precedent for the rest of us, and honestly just shows we don't align on the same rules.
00:28:58.880 Theft is theft.
00:28:59.980 What should I do?
00:29:02.300 Oh, man.
00:29:03.560 Doing the right thing.
00:29:04.380 Listen, here's the lesson here for anybody who is a manager, a leader, an operator who's in charge of hiring, firing, and running a team.
00:29:13.700 When you have someone who is doing something that is outside the realm of what is supposed to be allowed to do,
00:29:22.620 and you allow them to continue doing that, you demoralize the rest of the team.
00:29:29.440 The rest of the team loses belief.
00:29:31.720 They don't believe in you.
00:29:32.960 They don't believe in the mission.
00:29:34.540 They don't believe in the company. 0.97
00:29:35.760 And eventually, all your good people leave because they recognize that all the standards and all the things that you say you stand for don't mean shit. 0.71
00:29:49.100 And they also recognize that there is no accountability for doing good or bad. 0.98
00:29:57.800 So you as a leader and a manager need to understand that when your team understands that someone's fucking off and you don't handle it, it ruins the team. 0.88
00:30:08.400 It tells the team you don't need to try that hard. 0.91
00:30:11.040 It tells the team that even if you break the rules, there's no repercussion.
00:30:15.480 It literally makes it impossible for you to grow and build the company.
00:30:20.580 So I'm going to say that first.
00:30:22.100 That's terrible leadership.
00:30:24.820 I don't know why he would do that.
00:30:27.020 Maybe he has a friendship or a history or he's known this girl's family. 0.99
00:30:31.920 I don't fucking know. 0.98
00:30:32.900 But at the end of the day, it doesn't matter. 0.99
00:30:35.060 I agree with you.
00:30:36.760 That is a character flaw that will end up biting him again and again and again until he he does it, because that same person is just going to find another way to cheat.
00:30:50.640 And by the way, what are you training that person to believe about their job there and also their job anywhere?
00:31:00.260 You see, this isn't just about holding someone accountable for the behavior on the job.
00:31:06.820 It's about teaching them a lesson that they will carry with them for life.
00:31:09.960 And what this leader just did was teach this person that it's OK to do these things and there won't be any repercussions.
00:31:20.580 And because they now have witnessed this, they are much more likely to continue that pattern through their life everywhere they go.
00:31:28.440 And this guy thinks he's cutting her a break when in reality he's probably handicapping her for life.
00:31:34.700 And so, you know, that's something that no one talks about or believes.
00:31:40.160 That's a real thing. 1.00
00:31:41.320 Fuck yeah. 1.00
00:31:42.140 Dude, that guy just ruined that girl's life. 1.00
00:31:44.300 She's going to go to the next thing, to the next thing, to the next thing. 0.96
00:31:47.320 And eventually the thing will get her arrested and it'll fuck her whole life up. 0.99
00:31:50.580 So what should you do? 0.99
00:31:54.460 You know, I'd probably have one more conversation with the fucking boss and I'd probably say something like I'm saying. 0.98
00:32:00.740 And I'd say, hey, man, I know you think you're doing the right thing, but here's the problem. 1.00
00:32:04.340 The rest of the team fucking hates you for it. 0.99
00:32:06.720 And the rest of the team doesn't want to work here because that you're allowing her to fucking get away with special shit. 1.00
00:32:13.340 What's that tell us? 0.99
00:32:14.660 That tells us that it doesn't matter what we do or not do.
00:32:17.680 And by the way, if I do the same thing and you fire me, I could just sue you for discrimination.
00:32:22.820 So he's creating all sorts of holes and liabilities for himself that I'm sure he's not aware of.
00:32:29.120 And I would have a conversation with him about it and I would be okay walking out of the room not working there.
00:32:37.000 You know, like I would already decide personally when I walk in the room that I might walk out of the room and not work here anymore.
00:32:45.120 But I'm going to say what I think.
00:32:46.680 I'm going to say the truth and hopefully they respect it.
00:32:49.640 And if they don't, then I'm going to move on to something different that.
00:32:54.340 You know, is more representative of a place that I believe in and want to work at.
00:32:59.000 Yeah.
00:32:59.520 Yeah.
00:32:59.940 It's hard to have the courage.
00:33:03.040 It's easy to have morals and values.
00:33:04.820 It's hard to be able to stand on.
00:33:07.120 That's a tough thing for a lot of people.
00:33:08.920 Yeah.
00:33:09.540 You know?
00:33:09.880 Yeah.
00:33:10.260 But I mean, that's also called being an adult.
00:33:12.920 You know?
00:33:13.640 Like, yeah, I understand that that's tough for people.
00:33:17.640 But if they never learn the skill of confrontation or standing up for themselves, then you're going to get walked on your whole life.
00:33:24.520 Yeah.
00:33:24.740 So, you know, if this is making you nervous to handle, instead of letting it make you nervous, maybe you should look at it as an opportunity to grow and say, all right, this is something that's holding me back.
00:33:35.400 Like, my inability to have a direct conversation about things that are wrong is something that's holding me back and I need to conquer that.
00:33:42.080 And I'm going to invest in that right now by handling this situation the best way.
00:33:46.520 And regardless of what happens, whether he gets rid of her or whether he, you know, says, well, hey, maybe this isn't the place for you, you're going to be proud of yourself.
00:33:54.880 And that's going to build integrity and confidence in yourself to where actually what will happen is you'll become less afraid to have those conversations and then you'll get into a place where that direct feedback is very valuable.
00:34:07.520 Because I'm going to be real with you, dude. 0.83
00:34:09.100 Direct feedback that is not biased to either way is some of the most valuable shit that you can have inside of a company. 0.87
00:34:17.000 There are people who will tell you you're wrong because they think like, well, nobody stands up to him. 0.87
00:34:22.520 And Nate, you know, I got to, it's my role to tell him the truth. 1.00
00:34:25.860 Those motherfuckers are annoying as fuck. 1.00
00:34:28.420 Everybody sees through them. 1.00
00:34:30.240 They're not valuable because they take contrarian viewpoints no matter what.
00:34:34.960 And then you have the other extreme, which is, oh, that's a great idea.
00:34:38.820 It's great. 0.97
00:34:39.220 We should fucking do that. 0.97
00:34:40.100 That's not valuable either. 0.96
00:34:41.540 So when we think about like, who's the most valuable, it's the people who can objectively tell you the facts of the matter
00:34:50.560 without exaggerating them one way or the other so that you can make the proper decision.
00:34:55.580 And the most valuable people in my organizations are those people, the people who come to me and they say, hey, here's what's going on.
00:35:05.540 And it's the truth and the facts.
00:35:06.920 And then if they want to be even more valuable, you know what, you know what happens?
00:35:10.040 They come to me and they say, here's what's going on.
00:35:13.420 Here's how I handled it. 0.99
00:35:15.500 And I don't even have to fucking touch it. 0.95
00:35:17.560 Those are the most valuable things that you can do. 0.99
00:35:19.940 And you're in a position now to invest into that skill set by having that sort of conversation, not a conversation that is extra contrarian or abrasive and not a conversation that sucks balls. 0.99
00:35:34.680 Right. 0.99
00:35:35.280 Like the truth.
00:35:36.760 Here's what it is.
00:35:38.340 Here's what's going on.
00:35:39.900 I want you to know because this is real.
00:35:42.700 And this guy doesn't sound like he might value that. 0.95
00:35:45.920 But, dude, I'm going to tell you, most competent operators, that's like some of the most valuable shit that you can look for.
00:35:53.760 And I would I would further this discussion to say that the reason that most people don't succeed and get capped out in their careers is not effort or hard work or even skill set.
00:36:08.980 But it's their inability to communicate honestly and directly.
00:36:14.560 Yeah.
00:36:14.920 They're afraid.
00:36:17.040 And if you're in the right place, what would you be afraid of in regards to telling the leader something that's going to benefit the overall mission?
00:36:30.660 Yeah.
00:36:30.940 They might get upset. 0.99
00:36:32.460 They might fucking bark and make some noise. 0.99
00:36:34.800 But that's not at you. 0.99
00:36:36.320 Yeah.
00:36:36.700 That's at the situation.
00:36:38.360 You see what I'm saying?
00:36:39.620 Yeah.
00:36:39.820 I was just he may not value it because he's never had it.
00:36:43.200 Maybe never had anybody come tell him.
00:36:45.280 Yeah.
00:36:45.600 Because it is rare.
00:36:46.660 It is rare.
00:36:47.300 You know what I'm saying?
00:36:47.900 Does it say where he works?
00:36:49.220 No.
00:36:50.020 No.
00:36:50.200 So, yeah.
00:36:50.680 I mean, it's rare, dude.
00:36:51.640 In my career of 26 years, I have probably 10 people that I would say have developed that skill set.
00:37:01.720 Yeah.
00:37:02.720 All 10 of those people are either making a lot of money or they've gone somewhere else and made a lot of money.
00:37:10.100 Mm-hmm.
00:37:11.160 So.
00:37:11.740 It's a hell of a skill to have, man.
00:37:13.220 It's one of the best skills.
00:37:14.920 And, you know, I truly think that from my experience, when I look back, there's not much difference between skill set.
00:37:25.640 You know, there's people that have high-performing skill sets that put up numbers. 0.98
00:37:29.700 And then there's people that have high-performing skill sets to put up numbers that tell you how to make shit better. 0.99
00:37:34.660 Mm-hmm. 0.97
00:37:36.220 Who's more valuable?
00:37:37.360 Yeah.
00:37:37.820 The second guy's way more valuable.
00:37:40.580 Yeah.
00:37:40.940 Yeah.
00:37:41.240 That's real, man.
00:37:41.820 Yeah.
00:37:42.080 And it can't.
00:37:42.920 It's got to be real, though.
00:37:43.860 It can't be bitching. 1.00
00:37:45.260 It can't be complaining.
00:37:46.940 It can't be, you know, some.
00:37:49.760 False information either. 0.99
00:37:50.520 It can't be bullshit. 0.99
00:37:51.680 Yeah. 1.00
00:37:52.100 It's got to be real shit. 1.00
00:37:54.400 All right? 1.00
00:37:55.320 The bullshit is your job to handle. 1.00
00:37:58.340 The real shit has to be communicated honestly, directly, without bias, in a factual manner so that your leadership can make correct decisions. 1.00
00:38:06.480 And when you develop that skill set, and you don't put emphasis on one way or the other way, and you're just telling the way it is, that's fucking valuable, bro. 0.99
00:38:15.020 I love it, man. 0.86
00:38:16.220 I love it.
00:38:16.760 We got another call.
00:38:18.460 Let's get a call in.
00:38:19.360 This is Bailey.
00:38:22.320 Who?
00:38:22.800 Bailey.
00:38:23.340 Bailey.
00:38:23.980 I don't know which way.
00:38:25.300 All right.
00:38:25.520 I don't know which way.
00:38:26.000 So let's check it out.
00:38:27.460 Let's give Bailey a call. 1.00
00:38:28.220 Hello?
00:38:36.660 Bailey.
00:38:37.080 What's up, dude?
00:38:38.720 What's up, DJ?
00:38:39.720 How are you, brother?
00:38:40.440 I'm good, man.
00:38:41.080 I'm doing much better now.
00:38:41.900 I'm talking to you.
00:38:42.540 How are you doing?
00:38:44.320 I'm just living the dream, man.
00:38:45.980 You know.
00:38:47.020 Bailey, what's up, bro?
00:38:49.520 What's going on, Andy?
00:38:50.700 How are you, man?
00:38:51.560 I'm doing real good.
00:38:52.700 Real good.
00:38:53.060 Where are you calling from?
00:38:55.320 Charlotte, North Carolina.
00:38:56.740 All right.
00:38:57.640 All right.
00:38:58.160 Good spot.
00:39:01.200 What are you doing out there, man?
00:39:02.540 What do you do?
00:39:05.200 I do sales for a flooring company, and we sell exclusively to the apartment business.
00:39:13.300 Okay.
00:39:14.080 All right. 0.95
00:39:14.680 Sick. 0.81
00:39:15.580 So how'd you get into this? 0.91
00:39:18.800 I kind of fell into it, man.
00:39:21.240 After the Air Force, I left active duty to do the Air National Guard, and one of my
00:39:28.020 guys in my squadron was working here and referred me, and here we are coming up on four years,
00:39:34.620 man.
00:39:34.860 And it's been an absolute blessing for sure.
00:39:38.460 That's awesome, dude.
00:39:39.800 That's awesome.
00:39:40.520 So what are you struggling with, bro?
00:39:43.540 How can I help you today?
00:39:45.420 Yeah, man.
00:39:46.000 So it seems like I'm about to take my first jump into leadership here.
00:39:52.660 I've got an interview Thursday, and that's kind of the last step, and it looks like it's kind of a formality, but I don't want to count my chickens before my eggs hatch.
00:40:05.560 But in preparation for that, you know, just doing some thinking, and my question is, you know, I'm struggling with, like, not everybody's going to be committed to excellence the way I am.
00:40:19.760 And, like, how do I reconcile that, you know?
00:40:22.520 Well, if I knew that answer to get 100% compliance, I'd be worth a trillion dollars, you know?
00:40:32.420 Yeah.
00:40:35.120 Look, you know, here's the reality of being successful in life.
00:40:40.360 If you are going to be successful, leadership is a required skill.
00:40:46.320 There are basically two avenues, and you're in both of them, of getting paid real money.
00:40:54.260 One is the ability to sell.
00:40:56.400 Two is the ability to lead and manage a team.
00:40:59.520 And if you have those two skills, you're extremely valuable anywhere in any industry.
00:41:04.920 And the fact that you are aware that this is a different skill and it's one that you need to pay attention to is a huge deal because a lot of people think that leadership is just like a promotion or you get a title and you just show up and continue to do the same thing, when in reality, it's a completely different thing.
00:41:25.480 So, obviously, the biggest thing that you need to do as a leader is to operate at the standard that you expect from your team.
00:41:38.000 And you are going to have some fall off, okay?
00:41:42.220 If you operate at 100%, your team's going to operate at 85%.
00:41:47.400 They're not going to ever truly hit the standard that the leadership is operating at. 0.99
00:41:54.100 Now, you will have some people that do, and you'll have some people that exceed that standard even, but you shouldn't allow them to exceed it because your shit should be so high. 0.89
00:42:04.740 So, the first thing is, you know, you got to live the standard, which the fact that you asked, I'm worried that they don't have the same level of commitment to personal excellence that I do. 0.96
00:42:14.520 You know, that shows me that you're probably already living a pretty high standard.
00:42:18.800 The second thing that you have to do is you have to realize that leadership is not just about the job at hand.
00:42:27.680 It's about the character development of the people underneath.
00:42:31.400 And I think the difference between a leader who struggles and a leader who thrives is the amount of interest that they take in developing the individual.
00:42:41.140 A lot of people who do claim to lead people will basically set a standard inside the workplace and then let that standard be and then never really teach them or coach them or make them understand.
00:43:02.560 And, Bailey, the truth is, man, a lot of people do not understand.
00:43:06.280 They just don't.
00:43:07.440 You know, they've never read a personal development book.
00:43:09.880 They've never listened to a podcast on success.
00:43:13.300 They've never tried because they've never had anybody that has been successful within their realm of observation.
00:43:21.960 And if people have never seen or touched success, it's very hard for them to understand that they can also have those things.
00:43:31.060 And so your job as a leader is to make sure that, one, you're holding the standard, two, you know, you're setting the standard for the job, three, you are becoming their personal mentor in terms of how you're going to help them improve in all of their areas.
00:43:51.840 So what you should be doing on a consistent basis when you get your team is to sit down and paint out the big mission.
00:44:09.520 Okay.
00:44:09.960 This is what we're trying to achieve.
00:44:11.980 This is what we're going to do.
00:44:13.980 And this is what it means to you.
00:44:17.120 All right.
00:44:17.900 And then always tie the mission back to what it means to them, their development, their career and their family.
00:44:25.420 And then you have to make good on those, on those situations when they earn them.
00:44:32.140 So doing those things, bro, you'd be surprised at who will step up and want to be led and want to be coached.
00:44:41.360 A lot of people have never had anybody taken interest in them at all.
00:44:45.080 Not at home, not in school, not at their job, never.
00:44:49.560 And so when we have people who sort of, you know, I have this saying that you got to be brave enough to go after what you really want and you got to be strong enough to pull people with you and pulling people with you is draining, dude.
00:45:07.240 It's a hard thing because you're basically trying to unfuck their brains from a lifetime of bad information and discouragement and bad experiences and bad belief systems.
00:45:22.100 But the truth of the matter is, man, is that we're all human.
00:45:25.220 We're all capable and what one man can do, another can do.
00:45:28.100 And so to be an effective leader, you have to embody these things that we just laid out.
00:45:34.300 And at the end of the day, man, you know, you're going to have people that are going to step up.
00:45:39.060 You're going to have people that are there that are not.
00:45:42.020 And the people that are not, you're going to have to move on from and replace with people who, you know, are going to fit the culture that you're developing.
00:45:52.100 And here's the cool thing.
00:45:54.400 When you start to develop this culture of winning, when you get rid of the people who won't buy in and you bring new people in, the culture will vet those people.
00:46:04.440 But your team, your winners, your ass kickers, they get this new guy in and within, you know, two weeks, they're going to know if this guy is going to fit or not.
00:46:15.700 So it weeds them out real quick. 0.95
00:46:18.960 And yeah, man, I mean, that's I mean, that's pretty much it, dude.
00:46:22.480 Like leadership is is its own skill set.
00:46:26.460 And I think the reason that most people fail at it is they don't think that it is.
00:46:30.040 They think that it's just something they earn by putting up numbers on the board.
00:46:35.740 You know, I scored a bunch of touchdowns, so I'm a leader.
00:46:38.480 That's not that's not it.
00:46:40.260 It has nothing to do with it, actually.
00:46:42.620 It's more about like, how'd you train?
00:46:45.060 How'd you eat?
00:46:45.880 What's your work ethic like?
00:46:47.420 What's your what's your influence on your other teammates?
00:46:50.600 Is it good?
00:46:51.340 Is it bad? 1.00
00:46:51.920 Do you bitch? 1.00
00:46:52.480 Do you moan? 1.00
00:46:53.060 Are you positive and empowering?
00:46:55.240 You know, these are the things that make up leadership.
00:46:58.080 Do you make the people around you better?
00:47:01.940 And it's far less to do with the title and far more to do with with your behavior.
00:47:07.940 So.
00:47:09.360 I think you're going to be fine, though, bro.
00:47:11.080 The fact that you're aware of it already.
00:47:13.800 You know, most people aren't like that. 0.98
00:47:15.580 Most people will get a promotion into a leadership position and they'll just say, well, I'm the leader now and like continue to do the same shit they were doing. 0.80
00:47:24.460 And then you'll say, well, why isn't this person or that person getting any better? 1.00
00:47:28.440 Well, fuck, I don't know. 1.00
00:47:30.020 They just they're not any good. 1.00
00:47:31.320 Well, your job is to make them fucking good, you know, and it's a skill, bro. 0.98
00:47:37.020 And I'm going to tell you this, too. 0.98
00:47:38.580 The other thing is, is it's a skill you never master.
00:47:41.240 You'll go your whole life.
00:47:43.800 Continuing to learn, continuing to develop, continuing to be better.
00:47:47.820 And it's a full time commitment, man.
00:47:49.660 It's, you know, there I've been doing this for a long time in business and there's still things that I mess up and there's still things I need to improve on.
00:47:58.560 And it never ends.
00:48:00.620 So and I like that.
00:48:01.980 I like skill sets that we can continue to get better at over and over and over again through the course of our life.
00:48:07.780 So I think you're going to be fine, bro.
00:48:12.800 Is that gotcha?
00:48:13.860 Yeah.
00:48:14.380 And I'm fortunate enough, too.
00:48:16.160 It's like I'm stepping into a good situation.
00:48:18.540 There you go.
00:48:19.340 Culture here is great and everything is just we want to expand, capture more market share and all the good stuff.
00:48:26.180 And I guess I'm very wary of trying to, like, not hire myself, I guess, because success comes in different forms.
00:48:33.380 You know, like some some people, a lot of people out there in the world, you know, don't have to wake up at 4 a.m., hit the gym and do all this stuff to be successful.
00:48:41.960 But I do.
00:48:44.360 And I just I don't know.
00:48:45.900 I'm very conscious of that, you know.
00:48:48.420 Yeah.
00:48:49.320 Well, I mean, look, man, you're holding you're holding a high standard and that's a great thing to be a leader.
00:48:55.020 You know, I have to do those things, too, bro. 0.99
00:48:58.840 Like, I have to do all the extra shit. 0.99
00:49:00.580 Like, I'm not gifted. 1.00
00:49:01.700 I'm not fucking nothing was given to me. 0.99
00:49:04.900 Like, I have to fucking do these things like. 0.98
00:49:08.500 Same. 0.99
00:49:09.100 Yeah.
00:49:09.480 And, you know, I it's it's funny, bro, because.
00:49:14.580 I know I'm a lot better than most people, like I'm a lot more skilled and a lot better and a lot harder worker and and fucking way more intense and care way more than most people. 0.96
00:49:24.040 And I still have to do those things to fucking win, bro. 0.79
00:49:28.120 And then some of these people are like, oh, I have to do those things. 1.00
00:49:31.040 I'm like, fuck you talking about. 1.00
00:49:32.660 You're special. 1.00
00:49:33.320 Yeah, right.
00:49:34.300 That's right.
00:49:36.020 Yeah.
00:49:36.460 I forgot.
00:49:37.000 You're super special.
00:49:37.640 If I get myself an inch, I will take a mile.
00:49:39.500 Yeah, dude.
00:49:40.040 Me, too, bro.
00:49:41.140 And you got to know yourself for that.
00:49:42.680 You know what I'm saying? 0.96
00:49:43.260 Like, I have to stay focused because the minute I start sliding, I fucking slide fast. 0.93
00:49:51.440 Yeah. 0.59
00:49:51.800 So that's, you know, I make this joke, bro.
00:49:56.340 I've never done cocaine in my whole life because I know what will happen.
00:49:59.380 Yeah.
00:49:59.740 I'll spend all my money and end up in a ditch in about 48 hours.
00:50:05.000 Zero or 100 with me.
00:50:06.620 Yeah. 1.00
00:50:06.840 I watch these motherfuckers like how they behave when they start doing drugs. 1.00
00:50:10.880 I'm like, that's why you never start. 1.00
00:50:12.200 Don't do it. 1.00
00:50:12.780 Fuck, man. 1.00
00:50:14.260 Don't do it. 1.00
00:50:15.100 So, yeah, brother, I get it, dude.
00:50:18.120 And I think if people are being honest with themselves, you know, real talk, they all have
00:50:23.960 to operate that standard if they want to win.
00:50:25.960 But, you know, some people haven't figured themselves out yet.
00:50:29.520 So.
00:50:30.760 Love it.
00:50:31.400 Yeah.
00:50:31.940 Love it.
00:50:32.440 For sure.
00:50:32.820 I think you're in a good spot, though, bro.
00:50:34.480 What are you most concerned about?
00:50:35.660 Just the added pressure, right?
00:50:39.580 So, yeah, I fully understand all these awesome sales numbers I've put up and all this, you
00:50:45.340 know, cool shit I've done over the past four years.
00:50:47.820 All that goes to zero. 0.91
00:50:49.580 Yep.
00:50:49.880 Right.
00:50:50.720 This next chapter, it's another mountain.
00:50:53.480 It's another climb.
00:50:54.420 And I'm ready for that.
00:50:55.780 I'm excited for it.
00:50:56.780 But at the same time, you know, it's it's a bigger deal, you know, and I'm still relatively
00:51:02.720 young.
00:51:03.280 Like, I just turned 33 like a.
00:51:05.660 A week ago.
00:51:06.740 Yeah.
00:51:06.880 At this point.
00:51:08.460 So, yeah, it's just the next big jump.
00:51:10.560 You know, I mean, it's what you want to see.
00:51:12.100 Right.
00:51:12.400 That's what we all after.
00:51:13.640 I'm just trying to be, you know, prepared for it.
00:51:16.800 Yeah.
00:51:17.160 For the sake of my, you know, the team, because they deserve that.
00:51:20.440 Remember this, bro. 0.99
00:51:22.160 The people that founded this country were fucking 20 years old. 0.99
00:51:26.080 Fair enough. 1.00
00:51:27.100 You know, you can you can lead these motherfuckers. 1.00
00:51:29.220 I promise you that. 1.00
00:51:32.040 Yes, sir.
00:51:32.620 I appreciate that.
00:51:33.480 Yeah.
00:51:33.680 I could tell from talking to you, bro.
00:51:35.240 I mean, you're going to be fine. 0.98
00:51:37.100 You're going to fucking do great. 0.97
00:51:40.200 Appreciate it, man. 0.98
00:51:41.180 I'm excited.
00:51:42.260 I'm excited for you, brother.
00:51:44.940 Do work, man.
00:51:45.740 Baby, appreciate you calling in, brother.
00:51:48.340 I appreciate y'all, man.
00:51:49.640 Keep up the good work.
00:51:51.460 Yeah, man.
00:51:52.180 You guys are killing it.
00:51:53.140 Keep going.
00:51:54.040 Yeah.
00:51:54.280 You too, bro.
00:51:54.840 I appreciate all the support and go out there and do it, bro.
00:51:58.580 You're going to be fine.
00:51:59.440 Lots and lots and lots of people that don't have your mental acuity have become great leaders.
00:52:03.700 I can tell you that.
00:52:04.680 So you'll be good.
00:52:06.620 Copy.
00:52:07.940 All right.
00:52:08.640 Yeah.
00:52:09.080 Yeah.
00:52:09.280 I mean, I think that's the other thing, too.
00:52:11.800 It's like when it comes to leadership specifically, when people get those positions, it's like,
00:52:15.660 well, I was a great salesman.
00:52:18.520 I mean, I know I'll be a great leader.
00:52:20.280 He understands it.
00:52:21.240 You heard what he said.
00:52:21.920 I'm starting a zero.
00:52:23.120 Yeah.
00:52:23.400 It's a different scoreboard.
00:52:24.200 Totally different.
00:52:25.060 Yeah.
00:52:25.220 Your score is not the numbers you put up.
00:52:27.500 Your score is the numbers they put up.
00:52:29.660 And a lot of leaders don't understand that.
00:52:31.740 Right?
00:52:32.220 It doesn't matter how good you were at selling.
00:52:34.180 It doesn't matter how good you are at selling.
00:52:37.540 What matters is, is are you good at transferring that skill into your people and helping them
00:52:42.260 develop?
00:52:43.200 And a lot of people can't connect those dots.
00:52:45.760 It's very hard to adjust from being someone who's only responsible for themselves and their 0.99
00:52:54.460 performance to then putting your life and your performance in other motherfuckers' hands. 0.99
00:53:01.640 Like, dude, that's a hard thing. 0.99
00:53:03.860 And, you know, as an entrepreneur, you got to do it every day.
00:53:07.900 You know, everything depends on how well everybody else performs.
00:53:13.140 And you have to care about those people.
00:53:16.280 You got to care about their lives.
00:53:17.520 You got to care about their families.
00:53:19.000 You got to care about, you know, their development.
00:53:22.000 You got to care about them.
00:53:24.180 And the best leaders care the most.
00:53:26.600 That's the truth.
00:53:27.420 And the best leaders have the ability to understand the difference between nuance. 0.99
00:53:34.140 You know, cutting someone slack versus teaching them a lesson that they need to fucking learn 0.98
00:53:38.260 or it's going to cost them later. 0.98
00:53:39.820 You know, I used to be someone who protected my people, meaning like I would, they would
00:53:47.680 make a mistake and I would say I would kind of stand in the way of, of them.
00:53:51.480 And what I realized is, dude, I was costing them time later down the road.
00:53:55.080 You know what I'm saying?
00:53:55.980 Like I was doing them a disservice.
00:53:57.680 And if I really cared about those people, I would let the results of their actions affect
00:54:05.060 them so that they felt that pain and didn't allow it to happen again.
00:54:08.460 They got to touch the stove.
00:54:09.580 Absolutely, bro.
00:54:10.280 And you got to allow that to happen.
00:54:11.580 It's probably, it's kind of, it's probably kind of like being a parent.
00:54:14.100 Yeah.
00:54:14.420 You know what I'm saying?
00:54:15.080 You got to let them learn.
00:54:16.840 Otherwise, you're, you're hurts.
00:54:18.820 Yeah.
00:54:19.060 Otherwise you're creating a situation that get really hurt later.
00:54:21.960 And when you really care about people, bro, you know, it's hard because, you know,
00:54:30.580 90% of the time people value very heavily that you care about them.
00:54:39.100 But then there's 10% of the people who see that as an opportunity to take advantage of
00:54:43.480 you.
00:54:43.700 Yep.
00:54:43.840 And so you're always, when you really truly lead the right way, you are always going to
00:54:49.720 have people that take advantage.
00:54:53.460 And you've just got to deal with that.
00:54:54.980 It's heartbreaking. 0.98
00:54:55.840 It fucking really hurts. 0.98
00:54:57.700 But, you know, you got to, you cut those people out and you, you, you take the good 0.99
00:55:02.200 with the bad and the good far outweighs the bad.
00:55:04.700 So that's my take on it, man. 0.99
00:55:09.380 I think leading people is the hardest fucking job. 0.99
00:55:12.080 Managing people is the hardest fucking job you will ever fucking have. 0.99
00:55:15.240 And if you can master it, it's worth big money, big, big money. 0.98
00:55:20.340 If you can run a fucking team effectively, dude, you become invaluable, not just to your 0.98
00:55:25.080 organization, but any, because it's so fucking rare. 0.99
00:55:28.740 So to all the guys out there and girls out there, you know, moving into a leadership position,
00:55:34.960 I would take the responsibility seriously.
00:55:39.120 I would take the opportunity seriously.
00:55:41.780 I would understand that it's no longer about you.
00:55:44.840 It's about them.
00:55:45.840 And if you help them win, you win.
00:55:49.220 And it's not just about them, dude. 1.00
00:55:50.780 It's about their kids, about their family, about their fucking bills. 0.99
00:55:53.720 It's like, there's a responsibility that we have as leaders in the workplace to help 1.00
00:55:59.820 people win if you actually care, man.
00:56:03.060 Yeah, full circle.
00:56:03.860 Yeah, that's it, dude.
00:56:04.700 Not just in the office.
00:56:05.540 Yeah, and a lot of people, a lot of people will say things like, well, how do you build
00:56:10.700 a great culture? 0.97
00:56:11.520 Well, you can't build a great culture when you don't give a fuck about the people that 0.98
00:56:15.180 work for you, bro. 0.96
00:56:16.160 And like, that's most places.
00:56:18.000 You know, they're like, how do you get all these people to care?
00:56:20.440 And dude, well, I mean, bro, listen, let's be real. 0.99
00:56:22.700 You don't give a fuck about them. 0.98
00:56:25.120 You don't teach them. 0.99
00:56:26.660 You don't sit with them.
00:56:27.660 You don't help coach them. 1.00
00:56:29.420 You don't give a fuck. 1.00
00:56:31.340 And they're not going to give a fuck. 1.00
00:56:32.920 You give what you get. 0.99
00:56:34.640 You know, and that's reality.
00:56:35.760 It's in life and business.
00:56:36.940 And I think it's a universal biblical truth.
00:56:39.680 Yeah.
00:56:40.180 So that's real, bro.
00:56:41.740 That's real.
00:56:42.800 Well, guys, Andy, that was three, man.
00:56:45.240 All right, guys.
00:56:45.920 Well, let's try to Monday.
00:56:46.860 Yeah.
00:56:47.040 Let's get out there. 1.00
00:56:48.580 Let's make some shit happen. 0.99
00:56:49.780 And we'll see you tomorrow. 1.00
00:56:50.960 Went from sleeping on the floor.
00:56:53.040 Now my jewelry box froze. 1.00
00:56:54.760 Fuck a pole. 1.00
00:56:55.540 Fuck a stove. 1.00
00:56:56.420 Counted millions in the cold. 1.00
00:56:58.080 Bad bitch. 1.00
00:56:58.920 Booted swole. 1.00
00:56:59.760 Got her on bankroll.
00:57:01.380 Can't fold.
00:57:02.260 Doesn't know.
00:57:03.080 Headshot.
00:57:03.900 Case closed.
00:57:04.580 Calcouncil to hold.
00:57:05.360 air hybrid.
00:57:06.340 Cool.
00:57:07.460 Cool.
00:57:07.600 Cool.
00:57:07.900 Cool.
00:57:08.040 Cool.
00:57:12.080 Cool.
00:57:17.880 Cool.
00:57:19.320 Cool.
00:57:19.780 Cool.
00:57:19.980 Cool.
00:57:21.340 Cool.
00:57:21.860 Cool.
00:57:22.300 Cool.
00:57:23.800 Cool.
00:57:28.100 Wow.
00:57:28.440 Cool.
00:57:30.080 Cool.
00:57:30.480 Cool.
00:57:31.440 Cool.
00:57:31.480 Cool.
00:57:31.520 Cool.
00:57:31.820 Cool.
00:57:32.080 Cool.
00:57:32.520 Cool.
00:57:34.420 Cool.
00:57:34.520 Cool.