REAL AF with Andy Frisella - August 28, 2018


ASK THE MFCEO： Another Q&A Episode, with Andy Frisella - MFCEO259


Episode Stats


Length

37 minutes

Words per minute

195.83641

Word count

7,256

Sentence count

607

Harmful content

Misogyny

10

sentences flagged

Hate speech

28

sentences flagged


Summary

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

In this episode of the MFCEO Project, CEO Andy Frissell and I answer some of your questions and talk about what we look for in a potential employee and what qualities we are looking for in an executive.

Transcript

Transcript generated with Whisper (turbo).
Misogyny classifications generated with MilaNLProc/bert-base-uncased-ear-misogyny .
Hate speech classifications generated with facebook/roberta-hate-speech-dynabench-r4-target .
00:00:00.420 I can stack them hundreds to the roof. I ain't stopping till they stack to the moon.
00:00:04.880 Without me, my family wouldn't have food. Anybody go against me gotta lose.
00:00:12.880 What is up, guys? You're listening to the MFCEO Project.
00:00:16.240 I'm Andy. I'm your host, and I am the motherfucking CEO.
00:00:20.780 Today, we got a Tuesday podcast for you. It's going to be a little different, though.
00:00:24.620 Before we get into that, we still have the iTunes Review Contest going.
00:00:30.860 If you want to enter, you need to go to iTunes, you need to leave a review,
00:00:36.280 you need to screenshot the review, and then you need to send it to...
00:00:41.620 Contact at andyfrissella.com.
00:00:45.420 All right. Who was that? Was that Vaughn?
00:00:50.920 The Impaler.
00:00:51.760 The Impaler? Was that John Von Jovi?
00:00:56.020 Vaughn Halen.
00:00:56.820 Vaughn Halen?
00:00:57.740 Yep. Vaughn Diesel?
00:00:59.600 DJ DJ God. What's up, dude?
00:01:03.420 Have we had this discussion to... Do you like Vin Diesel?
00:01:07.740 I don't know him.
00:01:11.000 Well, he's kind of a poor man's rock, right?
00:01:13.760 I mean, I don't know. I don't think you can pair him.
00:01:16.780 No, I know.
00:01:18.040 Vin Diesel's like a little dude.
00:01:19.480 Yeah.
00:01:20.120 You know, the rock's like the rock.
00:01:21.760 Yeah, that's true.
00:01:22.880 I don't know. I didn't know if it would be considered an honor to have the nickname Vaughn
00:01:26.720 Diesel.
00:01:27.420 Oh, I don't know. I mean, dude, he's all right. I like him in the Fast and Furious movies.
00:01:31.580 Yeah.
00:01:32.080 You know?
00:01:32.880 Yeah, he's good.
00:01:33.960 I don't think they like each other, though. I think they got in like a big fight in the
00:01:37.060 last movie.
00:01:37.760 Yeah. I'm pretty sure the rock would win that fight.
00:01:39.700 No, I mean, I think they actually got in a fight.
00:01:41.820 Oh, really?
00:01:42.300 Literally, the rock posts something on Instagram about it.
00:01:44.820 Huh.
00:01:45.060 And I don't know if they ever squashed that or what.
00:01:49.100 Interesting.
00:01:49.780 The rock would definitely fucking smash that dude's face.
00:01:52.440 Yeah.
00:01:53.200 Yeah, I think so.
00:01:54.160 Yeah.
00:01:54.480 I think so.
00:01:55.340 So you mentioned we're doing something different.
00:01:57.540 Yeah, we are.
00:01:58.180 Today, we are going to do a Q&A episode, which we haven't done in like three years.
00:02:04.880 So this should be pretty cool.
00:02:06.600 Yeah.
00:02:07.760 We always get lots of good questions from our listeners, and we don't really take the time
00:02:14.440 to answer them on our podcast, mostly because if you listen to all the podcasts, you'll find
00:02:19.240 the fucking answer. 0.91
00:02:19.900 Right.
00:02:20.060 But we decided we'll get a little more specific today and answer some actual detailed questions
00:02:26.860 that some of you guys have had.
00:02:28.920 I think it should be fun.
00:02:30.320 Yeah.
00:02:30.560 And I made a concerted effort to mix these up a little bit, where some of them were specifically
00:02:35.900 entrepreneurship and some of them were mindset slash...
00:02:38.740 Yeah, it all goes together.
00:02:39.440 Yeah.
00:02:39.760 It's like peanut butter and jelly.
00:02:41.060 So the first one is, Andy, if you could boil everything down, what's the one quality you
00:02:46.720 look for in who you choose to hire, and then why did you choose that quality?
00:02:53.860 Look, man, there's a lot of qualities you need to look for, to be completely honest.
00:02:59.120 If I had to boil it down to one, I couldn't.
00:03:05.440 I don't think I could.
00:03:06.760 There's two that I think are super important.
00:03:09.860 One is humility.
00:03:11.000 Okay?
00:03:12.120 Someone who is willing to do the littlest, the littlest task, no matter what it is.
00:03:19.440 Whether that be sweeping the floor, whether it be taking the trash out.
00:03:24.640 I mean, you would be surprised how many people will say shit like, oh, that's not my job.
00:03:30.880 You know, that's not what I'm hired to do.
00:03:32.740 And, you know, if I could take the fucking trash out or wipe the pee droplets off the seat,
00:03:37.880 you can too.
00:03:38.600 So I think finding someone who's humble and willing to do anything, whether you're hiring
00:03:45.240 them as an executive or whether you're hiring them as a warehouse worker, your executives
00:03:51.780 should be willing to do every fucking job that's in the company. 0.85
00:03:56.660 I'm not saying they should know how, but they should be willing to if the need arises.
00:04:00.860 You know what I mean?
00:04:01.480 Right.
00:04:01.600 Um, I think that's a huge deal.
00:04:04.460 Uh, I think the other thing is, is, um, well, and the other thing that goes with humility
00:04:09.300 is the ability to learn people who are humble and they don't think they're that good.
00:04:12.740 They're, they're fucking listen when you're teaching them shit.
00:04:14.820 You know what I mean?
00:04:15.540 So, um, I like people that are moldable in that way because that way, uh, they're willing
00:04:20.460 to learn.
00:04:21.080 And then when you show them how to do something, they'll do it no matter what it is.
00:04:24.880 You know what I mean?
00:04:25.460 And, and dude, that's, that's, uh, and obviously the second one would be like, you know, their
00:04:30.220 abilities, um, to show that they can work hard.
00:04:35.000 Right.
00:04:35.180 Um, if you can learn and you're willing to work, there's really no limit to where you
00:04:39.380 can go.
00:04:40.220 Uh, the problem most people is that they don't want to work and they can't be fucking told 0.92
00:04:44.880 anything.
00:04:45.440 You know, they think they know everything.
00:04:47.420 They, they're too good for certain things.
00:04:49.780 Um, and then, you know, they're not willing to work hard and that's why they can't get a fucking
00:04:53.160 job.
00:04:53.560 So I'm just curious if you came across somebody that you knew that they had a killer work ethic
00:04:58.440 and they were teachable, it, that literally would trump somebody who was college educated
00:05:04.540 and very, very intelligent.
00:05:06.180 Dude, I don't give a fuck about somebody's college degree.
00:05:08.780 What about their intelligence?
00:05:10.640 I don't really need people to be that smart either.
00:05:13.300 You know what I'm saying?
00:05:14.340 Like I'm not, I have my smart people in our company.
00:05:17.860 We know what to create.
00:05:19.380 We understand how this works and we understand, I don't need intelligence.
00:05:23.560 I need people that can learn how to execute the way that we do so that we could scale
00:05:27.700 the company.
00:05:28.640 Right.
00:05:29.360 And most people who are intelligent are not humble about it.
00:05:32.000 They think they're fucking smart.
00:05:33.820 Dude, I got motherfuckers all the time that like think I'm an idiot still because they 0.79
00:05:37.920 have a degree and I don't, you know?
00:05:40.060 And I'm like looking at them like, like, how are you?
00:05:44.200 But dude, academia, they fucking value that.
00:05:47.400 You know, people who are academics at heart, like they will fucking look at you like you're
00:05:51.420 a tub of shit if you don't have a degree.
00:05:53.100 Yep.
00:05:53.540 You know?
00:05:53.920 And the truth is, is like they could be driving a fucking piece of shit, making $40,000 a
00:05:58.520 year.
00:05:59.120 But if you're not fucking educated, they don't give a shit.
00:06:01.980 They think you're a piece of shit.
00:06:03.240 Yeah.
00:06:03.440 I actually think that academia is also a place where you have a lot of people who can, who
00:06:07.760 can memorize a ton of information and process it, but they have no common sense and they
00:06:11.740 don't know how to draw the right conclusions.
00:06:13.300 I call them brilliant fools.
00:06:15.080 Dude, come on.
00:06:15.860 They're brilliant fools.
00:06:16.600 Brilliant people are people that can take shit that doesn't exist and create it.
00:06:20.380 Right.
00:06:20.700 That's brilliant.
00:06:21.640 Yeah.
00:06:22.080 Okay.
00:06:22.300 That's true.
00:06:22.620 Reading some fucking shit out of a book and being able to recite it or take a test.
00:06:27.040 That's robotic.
00:06:28.380 That's sheeple.
00:06:29.380 That's sheep.
00:06:30.380 That's people who are being taught by other people, by our culture, how to follow fucking
00:06:36.620 directions.
00:06:37.360 And you know why that's valuable?
00:06:38.640 Because people need people that can follow fucking directions.
00:06:41.920 Okay.
00:06:42.220 So there is, I prefer people that don't have degrees. 1.00
00:06:46.300 If you're going to get, we're going to get real honest because people that have degrees
00:06:49.660 have entitlement issues.
00:06:50.740 They think they should get paid more.
00:06:52.340 They think they should have to work less.
00:06:54.160 And like, that's not the way the world is these days.
00:06:56.480 The world is, you know, 30 years ago.
00:06:59.340 Yeah.
00:06:59.740 20 years ago, maybe 10 years ago.
00:07:02.960 Not very much.
00:07:03.900 And now for sure, for certain, unless you're going to be a fucking physician or an attorney or
00:07:09.780 an architect, getting a college degree is a fucking waste of time.
00:07:14.040 And I know everybody out there with a degree just got their feelings fucking hurt, but
00:07:18.020 dude, your shit isn't worth anything anymore. 0.98
00:07:20.020 It might be worth it.
00:07:21.100 Corporate America where you can go make fucking 40 or $50,000 a year and get a 401k and a fucking
00:07:27.480 insurance.
00:07:28.760 It might be able to get you that.
00:07:30.280 So if that's what, if that's where you want to be, which isn't probably the people listening
00:07:35.120 to this, great.
00:07:37.360 Okay.
00:07:38.080 But your degree serves value in that way.
00:07:41.240 But to truly excel, it's fucking worthless.
00:07:45.400 That's the truth.
00:07:46.180 You know what this reminds me of is goodwill hunting.
00:07:48.880 You know, the scene where they're in the bar.
00:07:50.600 They're in the bar.
00:07:51.020 The fucking blonde guy tries to big league him. 1.00
00:07:52.940 But meanwhile, you know, he doesn't know that Matt Damon is like this fucking genius.
00:07:56.560 He's getting offered six figure jobs, you know, and he's a janitor.
00:07:59.480 Yeah.
00:08:01.780 There's a friend of mine who's a deacon who, his dad ran some sort of major aerospace industry
00:08:07.720 company and he went away, my friend went away, this, he's a lot older, so this happened like
00:08:13.240 in the 60s, but my friend went away to college, came back, graduated from college, was going
00:08:17.580 to go work for his dad, was real excited, first day of the job.
00:08:21.740 He's like, so dad, where's my office?
00:08:23.860 He's like, dad's like, what are you talking about?
00:08:26.600 He's like, well, I just got a degree.
00:08:28.260 I assume that you're going to install me as like some sort of executive vice president
00:08:31.780 or something.
00:08:32.260 He goes, no, you're going to start in the most entry level job and work your way up.
00:08:37.160 And I'm not going to give you a job just because you have a degree or you're my son.
00:08:41.580 And it made all the difference in the world to him.
00:08:43.620 Vaughn, that's one of the biggest lies that's told.
00:08:45.780 It's one of the biggest lies that's told.
00:08:48.840 That if you go get a degree, your life would be cake and you don't have to worry about it
00:08:52.760 because you're going to get a, dude, you know how many motherfuckers got a hundred 1.00
00:08:54.960 grand and college debt, can't get a fucking job, right? 0.62
00:08:57.860 Dude, you got to think about how this is.
00:08:59.940 Let's talk, let's take a 10,000 foot view of society 20 years ago versus today, 20 fucking
00:09:06.260 years ago in 1998, okay?
00:09:09.640 You have to understand that the internet was brand fucking new, okay?
00:09:15.000 No regular people knew about it.
00:09:17.400 No companies used it.
00:09:19.420 Nobody, I mean, dude, nobody really knew what it was or how it was going to work or whatever,
00:09:24.180 right?
00:09:24.380 So, and if you take it back 10 more years, okay, to 88, how would people, how, like if
00:09:34.520 you didn't go to school, you were literally uneducated because the information wasn't
00:09:39.620 anywhere where someone could go get it, okay?
00:09:42.880 So, like, the information was at the university or you would go to the library and read everything.
00:09:48.620 I guess you could do that, but it wasn't convenient.
00:09:51.380 Now, all the information in the earth, I mean, dude, you can look up literally anything on
00:10:00.380 the internet and learn it, either on Google or YouTube, okay?
00:10:05.120 It's a completely different way that information is laid out.
00:10:09.280 And, dude, the people now who are great at what they do, they're fucking self-taught.
00:10:14.280 This motherfucker has a six-figure career sitting here at the table with us because he
00:10:18.500 taught himself how to fucking edit video and do creative on fucking YouTube, right? 0.89
00:10:23.200 He doesn't have a degree for camera shit.
00:10:26.000 You know what I'm saying?
00:10:27.400 That's the world, dude.
00:10:29.140 Yeah, yeah.
00:10:29.400 So, let me ask you something.
00:10:33.360 How can a university sell information to people right now when the information that they're
00:10:41.820 selling is not up to date because the way that our society is growing is at a faster rate
00:10:49.020 at what the skills that are being taught in school?
00:10:52.920 So, hey, come pay me a hundred grand for shit that's going to be outdated by the time you
00:10:57.440 graduate.
00:10:58.180 Does that sound like a good deal?
00:11:00.100 Nope.
00:11:00.500 No, it's not.
00:11:01.720 So, the whole, the business of colleges and education, I say business because that's what
00:11:07.320 it fucking is, is in big, deep shit right now. 0.89
00:11:10.480 They're in deep shit.
00:11:12.100 Unless you want to be a physician, unless you want to be, you know, a CPA or some sort of
00:11:16.640 professional career.
00:11:17.780 But, like, the general business degree and all that shit, that shit's over.
00:11:20.780 You know the worst part is, because I've talked, I want to say at least five people out of
00:11:25.400 continual school, you know, they've hit me up through DMs or whatever, but most people
00:11:30.300 that are in school know they don't need it, but they stay in it.
00:11:33.940 Because it's what they're supposed to do.
00:11:35.000 It's what they're supposed to do.
00:11:35.580 That's how most people are, bro.
00:11:36.260 They're so afraid to hurt their parents or their relatives, friends, feelings.
00:11:39.860 Dude, look, when I started my business, because you got to remember, dude, when I started
00:11:43.180 my business, if you didn't have a degree, you were a fucking retard, okay? 0.99
00:11:47.540 Like, when I started my business, there was only one motherfucker that fucking believed
00:11:51.100 in me, and that's my dad.
00:11:52.480 That's it.
00:11:53.280 Everybody else was like, dude, you quit school to start a fucking vitamin store?
00:11:56.760 You're a fucking idiot.
00:11:58.740 Now at least you can, now at least there's other examples of people, like a lot of people
00:12:03.940 who have self-taught and created careers for themselves.
00:12:06.180 Also back whenever, you know, when I was 20 years old or 19, 18 years old, most companies
00:12:14.480 were still where, like, if you don't have a degree, you can't even work here, okay?
00:12:20.240 Now most companies say bachelor's degree preferred, but I can promise you one thing.
00:12:25.680 If you can go in there and demonstrate your skill set being higher and you don't have a
00:12:29.360 degree, you're still going to get fucking hired. 0.90
00:12:31.800 Because companies are starting to get it, right?
00:12:33.740 And dude, when companies really fully accept that you don't have to have a degree and you
00:12:37.180 can be self-taught, the schools are going to be fucked.
00:12:41.820 100%.
00:12:42.140 I mean, the internet has done a lot of things, but not the least of which has made the market
00:12:46.380 even more of a meritocracy, where it's, you know, back in the day there was the gatekeepers.
00:12:51.540 Like, if you wanted to do something, you had to get somebody's permission.
00:12:54.000 But now because of the internet and because of the different, you know, low-cost platforms,
00:12:58.260 you don't have to ask anybody's permission anymore.
00:13:00.080 So that's another reason why you don't have to go to school.
00:13:01.920 So following up another question about hiring, one of our listeners asks, Andy, everybody
00:13:09.480 knows it's incredibly difficult to find good help.
00:13:12.860 And yet you say that you regularly tell your new hires how hard it's going to be.
00:13:16.960 Could you explain your, like how hard the job at first form is going to be?
00:13:20.680 Can you explain your philosophy on that?
00:13:23.060 Yeah, there's twofold.
00:13:24.260 Number one, people want to be fucking challenged because it's honorable.
00:13:28.600 People want to be proud of their job.
00:13:30.440 They want to think, holy shit, dude, I've got this hard job.
00:13:34.120 And guess what?
00:13:35.000 I'm good at it.
00:13:36.380 That's how you're going to attract good people.
00:13:38.560 Okay.
00:13:38.800 Secondly, I want them to expect it to be way fucking harder than it really is.
00:13:43.740 So, so like, dude, the lazy motherfuckers will quit. 1.00
00:13:47.260 They won't even take the job.
00:13:48.520 You know what I mean?
00:13:49.080 So yeah, my philosophy is, A, it instills a sense of pride.
00:13:53.440 Okay.
00:13:53.860 Just like when you buy a fucking Rolex or a fucking Lamborghini or a BMW, you're proud
00:13:58.680 of the car because you know it's hard to get.
00:14:00.860 Well, if you make your job seem like it's really hard to get, which ours is here, it's
00:14:05.020 very hard.
00:14:06.340 But you can, there was a time when I faked that, right?
00:14:09.540 Like I made it sound more prestigious than it was.
00:14:12.360 And you know, it filters out the shit and keeps you people who are hungry.
00:14:17.580 You go through three interviews to work for your retail store.
00:14:20.080 Yeah.
00:14:20.280 Three.
00:14:20.920 Yeah.
00:14:21.200 Yeah.
00:14:21.600 Kind of in connected with that is that I know you've heard, you've said before, like when
00:14:25.660 people say, yeah, but I'm in a dire situation where I've got so much work and I'm falling
00:14:30.660 behind.
00:14:31.140 You've said before that it's always better to be understaffed with quality employees than
00:14:35.660 overstaffed with idiots. 0.94
00:14:36.920 I think so.
00:14:37.740 Talk about that.
00:14:38.300 Yeah, I think so.
00:14:39.260 Because dude, if you have, everything's based off word of mouth, every fucking interaction
00:14:44.440 that you have with a customer, whether it be in the stores or you're on your retail site
00:14:49.180 or through social media, wherever the fuck it is, is all going to result in a story that 0.72
00:14:55.560 customers tell.
00:14:56.640 Okay.
00:14:57.160 That's, that's what your business, you're, you're in the story creating business, whether
00:15:01.020 no matter what it is you sell right now, you're in the story creating business.
00:15:06.220 Okay.
00:15:06.700 And what's the story creating business?
00:15:08.340 That's helping people solve a problem with your product or your service that makes them
00:15:15.360 tell a story about, in a way that makes them tell a story about it.
00:15:18.300 So, you know, if you staff your company with a bunch of people who don't give a fuck and
00:15:23.320 they suck, their, their ability to create stories for your company is going to be very,
00:15:29.260 very limited.
00:15:30.280 If you have people that care, um, they're going to be able to do that.
00:15:35.760 But the bigger aspect of what we're talking about here is like culture is such a huge part
00:15:41.360 of your company.
00:15:42.020 If you hire in people just to fill spots because you need bodies, they're going to dilute the
00:15:46.200 culture.
00:15:47.040 Right.
00:15:47.400 And that's going to be hard to recover from because when you get one cancerous person and
00:15:51.240 they start affecting the second or third or fourth or fifth other guy that you've already
00:15:55.440 had there with their negative attitude, you're going to have a real problem, you know?
00:16:00.220 So not only will you be short staffed more, you're going to lose your quality people.
00:16:04.260 So, uh, yeah, you have to be very, very conscious of the people that you bring in and the people
00:16:10.860 that you cultivate and their attitudes.
00:16:14.140 Makes a lot of sense.
00:16:15.160 So switching gears here a little bit, uh, this girl says, Andy, everybody knows you as
00:16:20.000 a successful guy.
00:16:21.160 Can you share a specific example of a time you failed and what do you, did you learn from
00:16:26.120 that?
00:16:28.300 I mean, dude, I fail every week.
00:16:30.300 Like every week I'm learning something new.
00:16:32.300 So, I mean, like, um,
00:16:34.340 Your massive mistake you made early in life or early in, in the entrepreneur journey.
00:16:41.460 Yeah.
00:16:41.940 I think the biggest, I, I think, so when we were younger, like in the, in the retail store,
00:16:47.300 like when I'm talking like 2000, 2001, two, three, four, um, before we really got it together,
00:16:53.560 I was all, I was always looking at other things.
00:16:56.840 And I think a lot of people do this.
00:16:58.080 Like they're starting their business, they've got a business up and running, but they're constantly
00:17:02.800 looking for other businesses also that might be a quicker, faster way.
00:17:07.380 Um, I spent years doing that where I was looking at, you know, other businesses to start that
00:17:13.460 could be more lucrative and this and that, instead of focusing my energy on our actual
00:17:18.720 company.
00:17:19.400 And one of those times we actually started a new company, um, and it took us $20,000 to
00:17:24.740 get it off the ground.
00:17:25.600 And that was all the money we fucking had, like all of our savings between me and Chris.
00:17:29.340 And then, uh, the, it ended up failing within 30 days, like it was done and, and dude, and
00:17:36.340 then we didn't have any other option, but to focus on what we had.
00:17:39.000 Cause we hadn't, it was really a blessing, um, because it made us focus on our retail stores
00:17:44.460 and how to get good there.
00:17:46.080 You know, if I hadn't spent the four or five years I spent looking for other shit, you
00:17:50.880 know, we probably would have been four or five years ahead, but I guess it was necessary
00:17:53.980 to teach me that lesson, you know?
00:17:55.160 So I would say the lesson was keep your eyes focused on your own shit and stay dedicated
00:17:59.260 to what it is you're working on, figure out how to win with that versus trying to let
00:18:03.000 spread your attention around to other different things.
00:18:05.140 And this is a dangerous thing because right now everybody's seen the meme that says regular
00:18:10.020 entrepreneur millionaires have seven streams of income.
00:18:13.580 That's fucking bullshit.
00:18:15.480 Okay.
00:18:15.920 That's a bullshit thing.
00:18:17.240 Now establish entrepreneurs that maybe have been in the game for 30 fucking years.
00:18:21.340 That might be true, but in the beginning it's not seven different things.
00:18:25.440 It's one thing because dude, who you're competing against is dedicating all their energy into
00:18:30.820 their thing.
00:18:31.360 And if you have only one sixth of your energy, because you're focusing on trying to run six
00:18:36.440 different things, that guy's going to kick your ass. 0.98
00:18:39.440 You know, you're not that good.
00:18:40.980 You're overestimating, uh, your own skill and underestimating other people's.
00:18:45.000 Do you think that coincides with the other thing that you learned?
00:18:47.740 Like when you were doing like the multiple different, uh, companies, did that coincide
00:18:53.700 with you just going for the money grab?
00:18:55.320 And then when you did switch over to wanting to provide value, did that also help you focus
00:18:59.680 in on just one thing?
00:19:01.080 Um, like, is that connected?
00:19:03.580 Yeah, but it took me a long time to have it really connected because like, I didn't really
00:19:07.880 figure out how to go all in on helping people and helping them find a solution and making
00:19:12.460 them create a happy results and tell stories about our company until like 2010.
00:19:18.540 So this was probably 2005, four.
00:19:21.280 And then, so there were still, I'm a stubborn dude.
00:19:23.920 It takes me a long time to learn shit.
00:19:25.460 You know what I mean?
00:19:26.440 Um, but that was the beginning of it for sure.
00:19:29.180 Good stuff.
00:19:29.760 Okay.
00:19:30.060 A couple more questions.
00:19:31.080 Andy, you've been very vocal about how the most important thing in sales is to align intent
00:19:35.780 and that people rely too much on gimmicky quote unquote techniques and formulas.
00:19:40.040 Uh, that being said, are there any tried and true sales techniques that you think are actually
00:19:45.100 legit and can be used ethically?
00:19:46.860 Let me, let me explain something to you.
00:19:49.980 Um, first off the same reason the education is available everywhere now is, is with all
00:19:58.380 information, everything's available everywhere.
00:20:00.260 All right.
00:20:00.760 So what does that mean?
00:20:02.420 Humans 20 years ago, we're not exposed to the amount of information or people that they
00:20:07.980 are now.
00:20:08.480 And humans are incredibly smart, incredibly intuitive, sophisticated beings.
00:20:14.640 All right.
00:20:15.940 So 20 years ago, 30 years ago, 40 years ago, all these great salespeople had all these fucking 0.78
00:20:21.880 sayings and techniques, how to fucking, you know, prospect and close and all this other 0.87
00:20:27.240 shit.
00:20:27.960 And the reason it worked was because people were not developed to the point where they are
00:20:31.920 now.
00:20:32.220 Now you have people who are bombarded by the more you see something, the more you recognize
00:20:38.520 it.
00:20:38.800 Right?
00:20:39.180 So now they're bombarded by pitches every single fucking day.
00:20:43.180 And all these cheese, dick, old school sales techniques that everybody thinks they still
00:20:47.600 are still valuable.
00:20:49.120 People are bombarded by that shit every day.
00:20:51.820 So what happens?
00:20:52.880 They become aware of it and then they, they're able to recognize it.
00:20:55.780 And the reason that stuff doesn't work right now is because people are more aware of what
00:21:00.600 it is people are doing.
00:21:02.340 They know when they're being sold.
00:21:03.740 Every single one of you guys listening right now knows when someone's going to sell you
00:21:08.580 by the time they say, Hey, how you doing?
00:21:11.820 Okay.
00:21:12.360 Then, you know, but 30 years ago, it wasn't like that.
00:21:15.740 So that stuff worked back then.
00:21:18.020 Now people have to trust you first before they're going to buy from you.
00:21:24.040 They have to like you and it's got to be genuine.
00:21:26.800 So the quickest way to do that is to do what?
00:21:29.440 To actually be genuine and to actually look out for your customer's interests and to actually
00:21:34.560 help them solve a problem.
00:21:36.300 So the truth of it is, is are there any sales techniques that are still effective?
00:21:42.580 Sure, there are.
00:21:43.380 But there's no sales techniques out there that you really need to use.
00:21:47.260 If you're intense in the right spot, if you're intense in the right spot, you can have a simple
00:21:51.880 conversation with someone, figure out what it is they need, show them how to solve their
00:21:56.760 problem with your product, educate them and, and build a real relationship with them because
00:22:01.500 the game guys, isn't today's sale.
00:22:04.140 And that's the danger of using these techniques is that you're worried about today's sale.
00:22:09.740 Well, that's not the game.
00:22:11.640 The game is what's this person going to buy from me for the next fucking 30 years or the
00:22:16.980 next 40 years?
00:22:18.140 Well, to get them to buy from you for the next 40 years, guess what?
00:22:21.140 You can't fuck up the first one by looking at what you're going to get out of it today.
00:22:25.240 Okay.
00:22:25.820 So yes, there's techniques that probably work.
00:22:30.040 Okay.
00:22:30.420 But they're only going to continue to work for a short amount of time.
00:22:34.680 And you're really shooting yourself in the foot by not creating that lifetime value that
00:22:41.400 you're going to have.
00:22:42.260 You see what I'm saying?
00:22:43.300 Does that make sense?
00:22:44.280 Yeah, it makes total sense.
00:22:45.260 I, uh, we always draw the analogy between sales and relationships.
00:22:48.940 And, you know, it's been said many times that if you have a good dude, who's genuinely a
00:22:54.640 good person and they, and he approaches a girl and, you know, delivers a line, we'll say
00:23:00.340 if the girl knows his heart's in the right place, who cares if the line's not the perfect
00:23:05.500 line.
00:23:05.800 But the flip side of that is you could have the other dude who's completely, you can,
00:23:10.040 you can tell he's a creepster, whatever.
00:23:11.680 He's, he's read all the quote unquote pickup lines and, uh, and the girl will know in her
00:23:18.240 heart.
00:23:18.620 Okay.
00:23:18.820 This guy's a loser.
00:23:19.680 So it doesn't matter if he has the perfect formula.
00:23:21.960 If he's a loser, he's a loser.
00:23:23.580 You know, people are highly tuned right now and they're only going to get better.
00:23:26.920 So they're highly tuned bullshit detectors.
00:23:29.920 So unless you're somebody who's been doing it for 40 fucking years, you're probably not
00:23:35.140 going to be real, have a lot of luck with the lines, the techniques of sales and shit.
00:23:40.400 Right.
00:23:40.800 You're way better off just learning your own style through having conversations.
00:23:45.160 And I know there's people out there that will disagree with that, but we'll let the
00:23:49.060 next 20 years tell the fucking story. 0.78
00:23:51.000 Yeah.
00:23:51.180 And to your point that you've made before, um, there are also techniques and formulas
00:23:55.300 that might work today, but they're not going to work in the longterm as word gets around
00:24:00.780 about you.
00:24:01.320 That's right.
00:24:01.540 You know, that's right.
00:24:02.440 That's why if you just worry about fucking solving their problems the right way and doing
00:24:05.940 the right thing by your customers to take care of itself.
00:24:08.180 Yeah, definitely.
00:24:09.260 So this next question, I, I, I think I understand it.
00:24:12.800 Um, maybe you can help me understand it, but it's Andy, how do you correct your culture 0.98
00:24:17.100 when you yourself do something maybe publicly that is totally inconsistent with your culture?
00:24:22.860 And I think they're probably talking about their something that happened in their own
00:24:25.800 business.
00:24:26.200 But he says, um, like lashing out in unjustified anger at employees and you have to apologize.
00:24:33.420 How do you essentially, how do you get your culture back on track when you're the one
00:24:36.740 who derailed it?
00:24:38.360 Oh, dude, you got to hold yourself accountable.
00:24:40.160 Okay.
00:24:40.540 You know, and you got to fucking say, Hey, you know what?
00:24:43.300 I, I screwed up there.
00:24:44.580 I made a mistake and, uh, I'm sorry to you guys.
00:24:47.680 I let you guys down and you got to eat it.
00:24:49.680 And you know, not many people are willing to do that.
00:24:52.380 They're not willing to do that.
00:24:53.820 Yeah.
00:24:53.920 There's been a number of times where I've made mistakes in our company and I've had to apologize
00:24:57.560 to our team.
00:24:58.700 It's just part of the deal.
00:25:00.200 You know, you're going to make mistakes.
00:25:01.380 You're going to, you're going to do things that you're not proud of.
00:25:03.460 You're going to do things that maybe aren't in line with your culture.
00:25:06.760 And the minute you realize that that wasn't the right thing to do, you got to fucking
00:25:10.100 call the troops together and say, Hey guys, look, this is what I did.
00:25:13.620 Uh, I fucked up.
00:25:16.120 Uh, it was totally not in line with what we're about and you know, I'm going to be better
00:25:20.060 next time.
00:25:20.600 And that's it.
00:25:22.300 I think, I think people don't realize that most people are very forgiving and most people,
00:25:26.540 most people respect someone who admits when they're wrong.
00:25:28.680 Well, what can you do other than that?
00:25:29.780 Yeah.
00:25:30.000 Right.
00:25:30.440 You know, you got to own it.
00:25:31.600 The problem is, is most people aren't willing to own it or they halfway own it.
00:25:35.580 You know what I mean?
00:25:36.580 They'll go in and they'll say, Oh, you know, I know I kind of messed up, but, but you know,
00:25:40.860 it is what it is.
00:25:41.540 I'm the boss.
00:25:42.080 Like they'll fucking like, it's like some bullshit cop out.
00:25:45.700 No, you're in service to your team.
00:25:48.200 You're in service to your employees.
00:25:49.900 You don't, people don't realize that the reason that your company is successful is likely not
00:25:55.980 because of what you do.
00:25:56.960 It's what they do.
00:25:58.160 Now you might've thought of the ideas and the systems and all the shit, but they're still
00:26:02.000 the ones that got to execute it.
00:26:03.200 So when you let them down, dude, you've, you've got to correct it right away.
00:26:06.840 Right.
00:26:07.160 That also goes back to what you're saying about the importance of hiring people who are humble,
00:26:10.940 because hopefully if, if your whole team and your whole culture is one of humility, they
00:26:15.620 understand that even the boss makes mistakes and that we can learn from everybody.
00:26:19.420 You know, most quote unquote bosses are not willing to admit mistakes.
00:26:23.400 Right.
00:26:23.860 That's the problem.
00:26:24.660 They're not humble enough.
00:26:25.940 You know what I mean?
00:26:26.440 They think that if they admit a mistake, that it devalues them with their team.
00:26:32.240 When in, when in reality, it makes their team value them more.
00:26:35.420 Yeah, for sure.
00:26:36.520 Okay.
00:26:36.720 So last question, this has been kind of the rage.
00:26:38.820 Well, not, maybe not for a while, but the rage, the rage.
00:26:42.420 Did I say something?
00:26:43.480 I'm some old people shit right there.
00:26:44.900 Yeah.
00:26:45.040 Yeah.
00:26:45.220 Yeah.
00:26:46.040 Um, this guy just asked Andy, what's your why?
00:26:50.900 What do you mean?
00:26:51.480 I said that a million times on here.
00:26:53.640 What's my, dude, first of all, I cannot fucking stand when people say that.
00:26:57.420 All right.
00:26:57.960 That's like a popular thing to say because fucking, uh, Simon Sinek wrote his start with why book
00:27:04.100 and everybody's like, Oh, start with what's your fucking why. 0.91
00:27:07.780 All right, dude, look, I want to be the best in the fucking world.
00:27:11.760 I want to make sure that all my, my employees, the guys who have been loyal to me, the guys
00:27:15.620 who fucking work here are set up for their fucking lives and they're taking care of their 0.99
00:27:20.180 families.
00:27:20.560 I have huge responsibility and I take it real fucking serious.
00:27:23.760 Okay.
00:27:24.740 Um, I want to have lots of fucking money.
00:27:27.100 I want my employees to have lots of fucking money.
00:27:29.160 Okay.
00:27:29.560 I want to be recognized as the most influential personal development person in the history
00:27:33.420 of the fucking earth.
00:27:34.740 That's my why.
00:27:36.100 Okay.
00:27:36.620 Now other people say, Oh, it's my fucking kids and all it's this and all it's that.
00:27:41.120 That ain't big enough.
00:27:42.240 Motherfuckers. 1.00
00:27:42.960 You ain't doing that.
00:27:44.860 That's a big problem.
00:27:45.920 People think like, Oh, well they, I see this all the time.
00:27:50.020 They post a picture of their fucking kids.
00:27:51.620 So this is my why.
00:27:52.680 Well, if this is your, why, why the fuck are you broke?
00:27:58.080 Why?
00:27:59.040 It's not real.
00:28:00.700 That's what they're supposed to say.
00:28:02.200 People are afraid.
00:28:03.980 People, people are terrified to fucking say what their real why is.
00:28:09.420 And the real why is what's going to get you to success.
00:28:12.760 I just hate that whole fucking book.
00:28:14.760 It's a good book, but it's like, everybody reads it, says the same thing.
00:28:18.940 What's your why?
00:28:20.340 Fucking hate that.
00:28:21.640 What's your motivation?
00:28:22.760 Well, you had a good answer.
00:28:23.580 What's your reason for wanting to be, why do you do all this shit?
00:28:27.720 Like, it's like a trendy thing to say.
00:28:29.220 It just drives me fucking crazy.
00:28:30.680 You know, it is interesting.
00:28:31.480 You just, you, you said though, that most people are not honest about their why.
00:28:34.900 And they're not.
00:28:35.300 Because their why is, their why is what, what, like they formulate this shit in their head
00:28:42.140 that they think would be acceptable to say in their church.
00:28:45.240 And their church would clap for them and say, Oh, you're such a good person, John.
00:28:48.820 I'm so proud of you.
00:28:50.400 Right.
00:28:51.180 They don't get the job done.
00:28:52.680 Right.
00:28:53.560 It reminds me of when Gene Simmons was asked about his creative drive and he goes, I do
00:28:58.360 it for the women. 1.00
00:28:59.380 And he's probably telling the truth.
00:29:00.800 He is telling the truth.
00:29:02.080 Yeah.
00:29:02.380 I mean, but it's refreshing, right?
00:29:03.880 It's not.
00:29:04.460 No, I think he was totally serious, but it's refreshing.
00:29:06.580 The honesty is refreshing.
00:29:07.820 Dude.
00:29:08.120 So.
00:29:08.360 I mean, like people don't like to hear that shit.
00:29:12.340 They don't like to hear that, you know, like, dude, I got fucking, dude, I got the most
00:29:17.300 rewarding job in the world, dude.
00:29:19.340 I get to transform motherfuckers, whether through my company physically or whether through
00:29:24.460 my podcast mentally all day long.
00:29:28.060 That's all I do is make people better.
00:29:29.600 That's all I fucking do.
00:29:30.860 My employees, my fucking people, my customers at first form, you guys listening. 0.78
00:29:35.460 I dedicate my whole life to making people better.
00:29:38.140 It's pretty fucking rewarding.
00:29:40.140 So that's my fucking why.
00:29:42.480 And what I'm going to get out of that is a lot of fucking money and a lot of fucking
00:29:45.620 fun and a jet that nobody else could fly on and fart in my fucking seats. 0.99
00:29:51.100 All right.
00:29:52.300 That's what I'm going to get.
00:29:54.280 You know, I could get that shit now if I wanted it.
00:29:56.500 On's going to try.
00:29:57.940 No.
00:29:58.940 No sharding.
00:30:00.400 But the point is, is like, I just do that.
00:30:03.320 Like, I see all these motherfuckers online talking about that shit and never doing anything.
00:30:08.880 If your why really is your fucking little kids. 0.63
00:30:11.320 Don't you think you owe it to them to be as financially successful as you possibly fucking
00:30:15.380 can instead of like saying like, oh, here's my why.
00:30:18.880 And it's you and your kids sitting on a cooler in your fucking driveway while you're drinking
00:30:22.320 a fucking bush.
00:30:23.360 Right.
00:30:24.100 Because that's what I fucking see.
00:30:25.520 I see bullshit.
00:30:28.180 Absolutely.
00:30:29.420 I mean, what do you think?
00:30:30.180 No, I agree with you.
00:30:31.000 I think I think there's a lot of people that use feel good motivations as an excuse for
00:30:39.920 half assing life. 0.57
00:30:41.360 Yeah, dude, for sure.
00:30:43.220 And those people are the first ones to say it's money isn't everything.
00:30:48.220 Why do you have those nice cars?
00:30:49.640 You could fucking drive a Toyota.
00:30:50.980 You know what, motherfucker?
00:30:51.820 Because I feel badass when I drive a Lamborghini and I don't when I drive a Toyota.
00:30:56.100 Right.
00:30:56.680 And that's the fucking truth.
00:30:58.180 Right now.
00:30:58.900 I do have to say that those people will say, well,
00:31:00.960 you must have a small dick. 0.99
00:31:02.520 Well, whatever, whatever the fuck you want to think.
00:31:05.780 But I'm doing all right.
00:31:07.240 But that is not to say, you know, like a good example of somebody who I think backs it up
00:31:11.600 is I think your your brother has talked about how much he's motivated by his family.
00:31:15.560 But look at Sal.
00:31:16.920 Look at his motivation.
00:31:17.880 Yeah, but Sal also fucking hustles balls. 1.00
00:31:20.460 That's what I'm saying.
00:31:21.180 And makes a lot of fucking money.
00:31:22.500 So I'm not.
00:31:23.020 I'm definitely not.
00:31:23.780 And by the way, that motherfucker has nice shit, too. 0.95
00:31:26.840 Right.
00:31:27.200 You know, that's what I'm saying.
00:31:28.320 I'm saying there's a guy shit people never see.
00:31:30.720 Right.
00:31:30.960 There's a guy who who says his family is his motivation.
00:31:34.960 But then he backs it up.
00:31:36.080 Yeah.
00:31:36.480 With with the hard work.
00:31:37.960 I know.
00:31:38.280 Yeah.
00:31:38.720 For sure.
00:31:39.180 You know, he's making sure, you know, that his kids are fucking provided for and live
00:31:45.400 a proper life and do all that shit. 0.79
00:31:47.360 It's all the shit people talk about, except he's doing it.
00:31:49.780 Yeah.
00:31:50.600 A hundred percent.
00:31:51.380 A hundred percent.
00:31:52.140 Well, honestly, those are all the questions we have for now.
00:31:55.320 We I think we knocked out about 40 minutes of questions.
00:31:57.880 So that's pretty straightforward.
00:31:59.300 Why do you why do you the Bible says money is the root of all evil?
00:32:04.880 I thought you were mocking me at first.
00:32:06.400 Oh, the Bible says it.
00:32:07.660 No.
00:32:07.980 So it's evil.
00:32:08.940 It says the love.
00:32:10.120 But we'll get into that.
00:32:11.120 You know what?
00:32:11.640 Some other.
00:32:12.200 That guy.
00:32:13.080 Hey, I hear this all the time.
00:32:14.540 Andy, those fucking cars are so cool.
00:32:16.220 And then when I drive away, yeah, that guy's got a little dick.
00:32:19.160 You know what I'm saying?
00:32:20.040 Like, dude, that's fucking people, man.
00:32:21.900 They got something to say about fucking everything.
00:32:25.300 They're full of shit.
00:32:27.180 Ninety nine percent of them are fucking full of shit, even to themselves.
00:32:30.160 That's the fucking truth.
00:32:31.200 Well, that's the biggest thing.
00:32:31.960 They're lying to themselves more than anybody else.
00:32:33.640 Yeah.
00:32:33.840 You know, and if you're going to lie to yourself, you're never going to find success because,
00:32:38.020 dude, you're never going to take the actions in real life in front of everybody,
00:32:40.860 in front of God, in front of your family.
00:32:42.500 That are going to get you what the fuck it is you really want.
00:32:45.360 You got to be real, dude.
00:32:46.800 Right.
00:32:47.000 People talk.
00:32:47.640 Yeah.
00:32:47.760 They don't act.
00:32:49.020 Yeah.
00:32:49.340 And, you know, money's the root of all evil.
00:32:53.380 Dude, I want to slap motherfuckers and say that every fucking time. 1.00
00:32:56.940 Right.
00:32:58.280 People who don't have it usually say that.
00:33:01.520 Dude, look.
00:33:03.860 I'm just glad that people that listen to this podcast are fucking intelligent humans.
00:33:07.820 You didn't have to be to listen to it.
00:33:09.480 Because all the fucking sheeple, they would get so mad.
00:33:12.500 Like, we should just invite all the sheeple to come listen to the podcast.
00:33:16.100 Like a live broadcast?
00:33:17.180 You know what's funny is when we started the podcast, like, we used to get a lot more fucking
00:33:21.080 haters.
00:33:21.540 Like, people would be like, dude, fuck you, blah, blah, blah, blah, blah.
00:33:24.140 And now those people have all weeded out.
00:33:26.460 So, like, now it's just.
00:33:27.140 It's true.
00:33:27.440 Yeah.
00:33:27.600 Now it's just like, it's our core group.
00:33:30.440 You know, it's you guys listening who are fucking, you know, savage motherfuckers in your own
00:33:34.520 little ways.
00:33:35.680 You know, and it's cool.
00:33:36.680 It is true.
00:33:37.220 You know what I mean?
00:33:37.840 I had to stop listening because you cuss. 1.00
00:33:40.740 Well, you know what?
00:33:41.740 You probably don't have what it takes, bro.
00:33:43.320 Well, I lost a bet to Drew because I was, you know, I told you this, but guys, if you're
00:33:50.100 not aware, we have this thing that we, that Andy and Ed Milet started called the Arte Accelerator
00:33:57.280 and also started one called the Arte Syndicate.
00:34:01.080 But in the Arte Accelerator, there's really, really exceptional people who are killing it.
00:34:06.120 And last minute, as you might expect, Andy has a lot of moving parts on his schedule.
00:34:13.620 So, we had to make a slight adjustment to the schedule of something.
00:34:16.820 And I told Drew, one of the guys that works in our office, I said, all right, I will buy
00:34:21.120 you a case of beer if less than five people complain about this.
00:34:26.620 Because I thought, you know, we're changing up the schedule.
00:34:29.840 People are going to complain.
00:34:30.800 No, but those are all our people.
00:34:32.680 Almost a thousand people in the group, we did not get a single complaint.
00:34:36.940 Yeah.
00:34:37.220 Which means we know how to, we know how to cultivate our people.
00:34:40.700 No, these are, we didn't cultivate them.
00:34:42.720 They're just fucking, they're people who think right.
00:34:44.560 Yeah.
00:34:44.900 That's it.
00:34:45.320 Yeah.
00:34:45.800 You know?
00:34:46.280 It's amazing.
00:34:46.960 And look, man, there's all kinds of other podcasts.
00:34:48.180 But that's insane, you know, just not have a single complaint about that.
00:34:51.260 I was shocked.
00:34:51.940 Nah, dude, I'm not.
00:34:53.220 I'm not shocked.
00:34:53.960 New Year's Drew, obviously.
00:34:55.020 Yeah.
00:34:55.160 So, the point of it is, dude, is you have to remember that, like, there's messages for
00:35:01.280 everybody.
00:35:02.140 You know what I mean?
00:35:02.780 Just like when you were in church, there's different churches for every single person.
00:35:06.120 You know what I mean?
00:35:06.800 And, you know, all the dumb people go to other churches.
00:35:13.620 I'm just saying, the intelligence of our fucking followers is really good.
00:35:16.780 No, it is really good.
00:35:17.440 Yeah, and I always love meeting them and talking to them because they're, dude, they're all,
00:35:21.640 they get it.
00:35:22.360 They're realists.
00:35:23.280 You know what I mean?
00:35:23.800 It's not like-
00:35:24.460 For sure.
00:35:25.280 You know, these are just people, the people here, like, dude, they get it.
00:35:28.740 They just want to know, you know, they want to know more of how to get there.
00:35:34.220 Right.
00:35:34.380 You know what I mean?
00:35:35.080 For sure.
00:35:36.140 Well, that's, that's all I got.
00:35:38.100 Anything else you want to add before-
00:35:39.660 Any more questions?
00:35:40.260 No.
00:35:40.520 I'm having fun.
00:35:41.160 Well, I know, but-
00:35:42.100 We're having fun yelling at people.
00:35:42.900 Well, we'll, we'll, we'll do another Q&A here, maybe in another month or so.
00:35:47.240 Yeah.
00:35:47.840 Money's root of all evil.
00:35:50.100 What's your why?
00:35:51.860 And, dude, that wrote that question, I'm not making fun of you, dude.
00:35:54.860 Like, I appreciate the question.
00:35:56.820 I just fucking hate that saying.
00:35:59.120 Because I feel like it's a saying, like, fucking losers use.
00:36:02.300 Like, I don't hear any successful motherfuckers saying, this is my why.
00:36:05.900 I just don't hear them saying it.
00:36:07.280 Yeah.
00:36:07.580 I never heard of it until that fucking book came out, which is, by the way, a pretty good book,
00:36:11.460 but it's common sense.
00:36:12.860 Like, it basically talks about how to fucking, it's basic shit.
00:36:18.540 Yeah.
00:36:18.860 Just leave it at that.
00:36:19.780 Poor guy's going to go home after listening to this and be like, Andy hates me.
00:36:23.780 No.
00:36:24.200 I love everybody in here.
00:36:26.680 At least once a month.
00:36:30.640 Thanks, guys.
00:36:31.580 Appreciate it.
00:36:35.480 I love.
00:36:37.940 I love.
00:36:41.600 Bye.
00:36:42.280 Bye.
00:36:42.860 Bye.
00:36:44.560 Bye.
00:36:56.340 Bye.
00:36:57.080 Bye.
00:36:57.380 Bye.
00:36:57.580 Bye.
00:36:57.680 Bye.
00:36:57.940 Bye.
00:36:58.860 Bye.
00:37:00.260 Bye.
00:37:01.020 Bye.
00:37:02.220 Bye.