ASK THE MFCEO： Another Q&A Episode, with Andy Frisella - MFCEO259
Episode Stats
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Summary
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
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I can stack them hundreds to the roof. I ain't stopping till they stack to the moon.
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Without me, my family wouldn't have food. Anybody go against me gotta lose.
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What is up, guys? You're listening to the MFCEO Project.
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I'm Andy. I'm your host, and I am the motherfucking CEO.
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Today, we got a Tuesday podcast for you. It's going to be a little different, though.
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Before we get into that, we still have the iTunes Review Contest going.
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If you want to enter, you need to go to iTunes, you need to leave a review,
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you need to screenshot the review, and then you need to send it to...
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Have we had this discussion to... Do you like Vin Diesel?
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I mean, I don't know. I don't think you can pair him.
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I don't know. I didn't know if it would be considered an honor to have the nickname Vaughn
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Oh, I don't know. I mean, dude, he's all right. I like him in the Fast and Furious movies.
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I don't think they like each other, though. I think they got in like a big fight in the
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Yeah. I'm pretty sure the rock would win that fight.
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No, I mean, I think they actually got in a fight.
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Literally, the rock posts something on Instagram about it.
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And I don't know if they ever squashed that or what.
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The rock would definitely fucking smash that dude's face.
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So you mentioned we're doing something different.
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Today, we are going to do a Q&A episode, which we haven't done in like three years.
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We always get lots of good questions from our listeners, and we don't really take the time
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to answer them on our podcast, mostly because if you listen to all the podcasts, you'll find
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But we decided we'll get a little more specific today and answer some actual detailed questions
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And I made a concerted effort to mix these up a little bit, where some of them were specifically
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entrepreneurship and some of them were mindset slash...
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So the first one is, Andy, if you could boil everything down, what's the one quality you
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look for in who you choose to hire, and then why did you choose that quality?
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Look, man, there's a lot of qualities you need to look for, to be completely honest.
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Someone who is willing to do the littlest, the littlest task, no matter what it is.
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Whether that be sweeping the floor, whether it be taking the trash out.
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I mean, you would be surprised how many people will say shit like, oh, that's not my job.
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And, you know, if I could take the fucking trash out or wipe the pee droplets off the seat,
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So I think finding someone who's humble and willing to do anything, whether you're hiring
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them as an executive or whether you're hiring them as a warehouse worker, your executives
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should be willing to do every fucking job that's in the company.
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I'm not saying they should know how, but they should be willing to if the need arises.
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Uh, I think the other thing is, is, um, well, and the other thing that goes with humility
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is the ability to learn people who are humble and they don't think they're that good.
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They're, they're fucking listen when you're teaching them shit.
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So, um, I like people that are moldable in that way because that way, uh, they're willing
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And then when you show them how to do something, they'll do it no matter what it is.
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And, and dude, that's, that's, uh, and obviously the second one would be like, you know, their
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abilities, um, to show that they can work hard.
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Um, if you can learn and you're willing to work, there's really no limit to where you
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Uh, the problem most people is that they don't want to work and they can't be fucking told
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Um, and then, you know, they're not willing to work hard and that's why they can't get a fucking
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So I'm just curious if you came across somebody that you knew that they had a killer work ethic
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and they were teachable, it, that literally would trump somebody who was college educated
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Dude, I don't give a fuck about somebody's college degree.
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I don't really need people to be that smart either.
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Like I'm not, I have my smart people in our company.
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We understand how this works and we understand, I don't need intelligence.
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I need people that can learn how to execute the way that we do so that we could scale
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And most people who are intelligent are not humble about it.
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Dude, I got motherfuckers all the time that like think I'm an idiot still because they
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And I'm like looking at them like, like, how are you?
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You know, people who are academics at heart, like they will fucking look at you like you're
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And the truth is, is like they could be driving a fucking piece of shit, making $40,000 a
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But if you're not fucking educated, they don't give a shit.
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I actually think that academia is also a place where you have a lot of people who can, who
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can memorize a ton of information and process it, but they have no common sense and they
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Brilliant people are people that can take shit that doesn't exist and create it.
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Reading some fucking shit out of a book and being able to recite it or take a test.
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That's people who are being taught by other people, by our culture, how to follow fucking
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Because people need people that can follow fucking directions.
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So there is, I prefer people that don't have degrees.
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If you're going to get, we're going to get real honest because people that have degrees
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And like, that's not the way the world is these days.
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And now for sure, for certain, unless you're going to be a fucking physician or an attorney or
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an architect, getting a college degree is a fucking waste of time.
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And I know everybody out there with a degree just got their feelings fucking hurt, but
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Corporate America where you can go make fucking 40 or $50,000 a year and get a 401k and a fucking
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So if that's what, if that's where you want to be, which isn't probably the people listening
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You know what this reminds me of is goodwill hunting.
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The fucking blonde guy tries to big league him.
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But meanwhile, you know, he doesn't know that Matt Damon is like this fucking genius.
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He's getting offered six figure jobs, you know, and he's a janitor.
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There's a friend of mine who's a deacon who, his dad ran some sort of major aerospace industry
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company and he went away, my friend went away, this, he's a lot older, so this happened like
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in the 60s, but my friend went away to college, came back, graduated from college, was going
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to go work for his dad, was real excited, first day of the job.
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He's like, dad's like, what are you talking about?
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I assume that you're going to install me as like some sort of executive vice president
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He goes, no, you're going to start in the most entry level job and work your way up.
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And I'm not going to give you a job just because you have a degree or you're my son.
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And it made all the difference in the world to him.
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Vaughn, that's one of the biggest lies that's told.
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That if you go get a degree, your life would be cake and you don't have to worry about it
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because you're going to get a, dude, you know how many motherfuckers got a hundred
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grand and college debt, can't get a fucking job, right?
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Let's talk, let's take a 10,000 foot view of society 20 years ago versus today, 20 fucking
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You have to understand that the internet was brand fucking new, okay?
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Nobody, I mean, dude, nobody really knew what it was or how it was going to work or whatever,
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So, and if you take it back 10 more years, okay, to 88, how would people, how, like if
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you didn't go to school, you were literally uneducated because the information wasn't
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So, like, the information was at the university or you would go to the library and read everything.
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I guess you could do that, but it wasn't convenient.
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Now, all the information in the earth, I mean, dude, you can look up literally anything on
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the internet and learn it, either on Google or YouTube, okay?
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It's a completely different way that information is laid out.
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And, dude, the people now who are great at what they do, they're fucking self-taught.
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This motherfucker has a six-figure career sitting here at the table with us because he
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taught himself how to fucking edit video and do creative on fucking YouTube, right?
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How can a university sell information to people right now when the information that they're
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selling is not up to date because the way that our society is growing is at a faster rate
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at what the skills that are being taught in school?
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So, hey, come pay me a hundred grand for shit that's going to be outdated by the time you
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So, the whole, the business of colleges and education, I say business because that's what
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Unless you want to be a physician, unless you want to be, you know, a CPA or some sort of
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But, like, the general business degree and all that shit, that shit's over.
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You know the worst part is, because I've talked, I want to say at least five people out of
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continual school, you know, they've hit me up through DMs or whatever, but most people
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that are in school know they don't need it, but they stay in it.
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They're so afraid to hurt their parents or their relatives, friends, feelings.
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Dude, look, when I started my business, because you got to remember, dude, when I started
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my business, if you didn't have a degree, you were a fucking retard, okay?
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Like, when I started my business, there was only one motherfucker that fucking believed
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Everybody else was like, dude, you quit school to start a fucking vitamin store?
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Now at least you can, now at least there's other examples of people, like a lot of people
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who have self-taught and created careers for themselves.
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Also back whenever, you know, when I was 20 years old or 19, 18 years old, most companies
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were still where, like, if you don't have a degree, you can't even work here, okay?
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Now most companies say bachelor's degree preferred, but I can promise you one thing.
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If you can go in there and demonstrate your skill set being higher and you don't have a
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degree, you're still going to get fucking hired.
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Because companies are starting to get it, right?
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And dude, when companies really fully accept that you don't have to have a degree and you
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can be self-taught, the schools are going to be fucked.
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I mean, the internet has done a lot of things, but not the least of which has made the market
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even more of a meritocracy, where it's, you know, back in the day there was the gatekeepers.
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Like, if you wanted to do something, you had to get somebody's permission.
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But now because of the internet and because of the different, you know, low-cost platforms,
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you don't have to ask anybody's permission anymore.
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So that's another reason why you don't have to go to school.
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So following up another question about hiring, one of our listeners asks, Andy, everybody
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knows it's incredibly difficult to find good help.
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And yet you say that you regularly tell your new hires how hard it's going to be.
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Could you explain your, like how hard the job at first form is going to be?
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Number one, people want to be fucking challenged because it's honorable.
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They want to think, holy shit, dude, I've got this hard job.
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That's how you're going to attract good people.
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Secondly, I want them to expect it to be way fucking harder than it really is.
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So, so like, dude, the lazy motherfuckers will quit.
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So yeah, my philosophy is, A, it instills a sense of pride.
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Just like when you buy a fucking Rolex or a fucking Lamborghini or a BMW, you're proud
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Well, if you make your job seem like it's really hard to get, which ours is here, it's
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But you can, there was a time when I faked that, right?
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Like I made it sound more prestigious than it was.
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And you know, it filters out the shit and keeps you people who are hungry.
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You go through three interviews to work for your retail store.
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Kind of in connected with that is that I know you've heard, you've said before, like when
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people say, yeah, but I'm in a dire situation where I've got so much work and I'm falling
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You've said before that it's always better to be understaffed with quality employees than
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Because dude, if you have, everything's based off word of mouth, every fucking interaction
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that you have with a customer, whether it be in the stores or you're on your retail site
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or through social media, wherever the fuck it is, is all going to result in a story that
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That's, that's what your business, you're, you're in the story creating business, whether
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no matter what it is you sell right now, you're in the story creating business.
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That's helping people solve a problem with your product or your service that makes them
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tell a story about, in a way that makes them tell a story about it.
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So, you know, if you staff your company with a bunch of people who don't give a fuck and
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they suck, their, their ability to create stories for your company is going to be very,
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If you have people that care, um, they're going to be able to do that.
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But the bigger aspect of what we're talking about here is like culture is such a huge part
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If you hire in people just to fill spots because you need bodies, they're going to dilute the
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And that's going to be hard to recover from because when you get one cancerous person and
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they start affecting the second or third or fourth or fifth other guy that you've already
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had there with their negative attitude, you're going to have a real problem, you know?
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So not only will you be short staffed more, you're going to lose your quality people.
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So, uh, yeah, you have to be very, very conscious of the people that you bring in and the people
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So switching gears here a little bit, uh, this girl says, Andy, everybody knows you as
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Can you share a specific example of a time you failed and what do you, did you learn from
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Your massive mistake you made early in life or early in, in the entrepreneur journey.
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I think the biggest, I, I think, so when we were younger, like in the, in the retail store,
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like when I'm talking like 2000, 2001, two, three, four, um, before we really got it together,
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I was all, I was always looking at other things.
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Like they're starting their business, they've got a business up and running, but they're constantly
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looking for other businesses also that might be a quicker, faster way.
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Um, I spent years doing that where I was looking at, you know, other businesses to start that
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could be more lucrative and this and that, instead of focusing my energy on our actual
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And one of those times we actually started a new company, um, and it took us $20,000 to
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And that was all the money we fucking had, like all of our savings between me and Chris.
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And then, uh, the, it ended up failing within 30 days, like it was done and, and dude, and
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then we didn't have any other option, but to focus on what we had.
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Cause we hadn't, it was really a blessing, um, because it made us focus on our retail stores
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You know, if I hadn't spent the four or five years I spent looking for other shit, you
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know, we probably would have been four or five years ahead, but I guess it was necessary
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So I would say the lesson was keep your eyes focused on your own shit and stay dedicated
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to what it is you're working on, figure out how to win with that versus trying to let
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spread your attention around to other different things.
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And this is a dangerous thing because right now everybody's seen the meme that says regular
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entrepreneur millionaires have seven streams of income.
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Now establish entrepreneurs that maybe have been in the game for 30 fucking years.
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That might be true, but in the beginning it's not seven different things.
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It's one thing because dude, who you're competing against is dedicating all their energy into
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And if you have only one sixth of your energy, because you're focusing on trying to run six
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different things, that guy's going to kick your ass.
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You're overestimating, uh, your own skill and underestimating other people's.
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Do you think that coincides with the other thing that you learned?
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Like when you were doing like the multiple different, uh, companies, did that coincide
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And then when you did switch over to wanting to provide value, did that also help you focus
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Yeah, but it took me a long time to have it really connected because like, I didn't really
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figure out how to go all in on helping people and helping them find a solution and making
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them create a happy results and tell stories about our company until like 2010.
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And then, so there were still, I'm a stubborn dude.
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Andy, you've been very vocal about how the most important thing in sales is to align intent
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and that people rely too much on gimmicky quote unquote techniques and formulas.
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Uh, that being said, are there any tried and true sales techniques that you think are actually
00:19:49.980
Um, first off the same reason the education is available everywhere now is, is with all
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information, everything's available everywhere.
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Humans 20 years ago, we're not exposed to the amount of information or people that they
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And humans are incredibly smart, incredibly intuitive, sophisticated beings.
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So 20 years ago, 30 years ago, 40 years ago, all these great salespeople had all these fucking
00:20:21.880
sayings and techniques, how to fucking, you know, prospect and close and all this other
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And the reason it worked was because people were not developed to the point where they are
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Now you have people who are bombarded by the more you see something, the more you recognize
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So now they're bombarded by pitches every single fucking day.
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And all these cheese, dick, old school sales techniques that everybody thinks they still
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They become aware of it and then they, they're able to recognize it.
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And the reason that stuff doesn't work right now is because people are more aware of what
00:21:03.740
Every single one of you guys listening right now knows when someone's going to sell you
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Then, you know, but 30 years ago, it wasn't like that.
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Now people have to trust you first before they're going to buy from you.
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They have to like you and it's got to be genuine.
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To actually be genuine and to actually look out for your customer's interests and to actually
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So the truth of it is, is are there any sales techniques that are still effective?
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But there's no sales techniques out there that you really need to use.
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If you're intense in the right spot, if you're intense in the right spot, you can have a simple
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conversation with someone, figure out what it is they need, show them how to solve their
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problem with your product, educate them and, and build a real relationship with them because
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And that's the danger of using these techniques is that you're worried about today's sale.
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The game is what's this person going to buy from me for the next fucking 30 years or the
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.
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But they're only going to continue to work for a short amount of time.
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And you're really shooting yourself in the foot by not creating that lifetime value that
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
00:23:05.800
But the flip side of that is you could have the other dude who's completely, you can,
00:23:11.680
He's, he's read all the quote unquote pickup lines and, uh, and the girl will know in her
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So it doesn't matter if he has the perfect formula.
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You know, people are highly tuned right now and they're only going to get better.
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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.
00:23:40.800
You're way better off just learning your own style through having conversations.
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And I know there's people out there that will disagree with that, but we'll let the
00:23:51.180
And to your point that you've made before, um, there are also techniques and formulas
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that might work today, but they're not going to work in the longterm as word gets around
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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.
00:24:09.260
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
00:24:17.100
when you yourself do something maybe publicly that is totally inconsistent with your culture?
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And I think they're probably talking about their something that happened in their own
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
00:24:38.360
Oh, dude, you got to hold yourself accountable.
00:24:40.540
You know, and you got to fucking say, Hey, you know what?
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I made a mistake and, uh, I'm sorry to you guys.
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And you know, not many people are willing to do that.
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There's been a number of times where I've made mistakes in our company and I've had to apologize
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.
00:25:16.120
Uh, it was totally not in line with what we're about and you know, I'm going to be better
00:25:22.300
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.
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The problem is, is most people aren't willing to own it or they halfway own it.
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They'll go in and they'll say, Oh, you know, I know I kind of messed up, but, but you know,
00:25:42.080
Like they'll fucking like, it's like some bullshit cop out.
00:25:49.900
You don't, people don't realize that the reason that your company is successful is likely not
00:25:58.160
Now you might've thought of the ideas and the systems and all the shit, but they're still
00:26:03.200
So when you let them down, dude, you've, you've got to correct it right away.
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.
00:26:26.440
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.
00:26:36.720
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.
00:26:53.640
What's my, dude, first of all, I cannot fucking stand when people say that.
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.
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
00:27:20.560
I have huge responsibility and I take it real fucking serious.
00:27:27.100
I want my employees to have lots of fucking money.
00:27:29.560
I want to be recognized as the most influential personal development person in the history
00:27:36.620
Now other people say, Oh, it's my fucking kids and all it's this and all it's that.
00:27:45.920
People think like, Oh, well they, I see this all the time.
00:27:52.680
Well, if this is your, why, why the fuck are you broke?
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.
00:28:14.760
It's a good book, but it's like, everybody reads it, says the same thing.
00:28:23.580
What's your reason for wanting to be, why do you do all this shit?
00:28:31.480
You just, you, you said though, that most people are not honest about their why.
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.
00:28:53.560
It reminds me of when Gene Simmons was asked about his creative drive and he goes, I do
00:29:04.460
No, I think he was totally serious, but it's refreshing.
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
00:29:19.340
I get to transform motherfuckers, whether through my company physically or whether through
00:29:30.860
My employees, my fucking people, my customers at first form, you guys listening.
00:29:35.460
I dedicate my whole life to making people better.
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.
00:29:54.280
You know, I could get that shit now if I wanted it.
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.
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
00:30:31.000
I think I think there's a lot of people that use feel good motivations as an excuse for
00:30:43.220
And those people are the first ones to say it's money isn't everything.
00:30:51.820
Because I feel badass when I drive a Lamborghini and I don't when I drive a Toyota.
00:30:58.900
I do have to say that those people will say, well,
00:31:02.520
Well, whatever, whatever the fuck you want to think.
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.
00:31:23.780
And by the way, that motherfucker has nice shit, too.
00:31:28.320
I'm saying there's a guy shit people never see.
00:31:30.960
There's a guy who who says his family is his motivation.
00:31:39.180
You know, he's making sure, you know, that his kids are fucking provided for and live
00:31:47.360
It's all the shit people talk about, except he's doing it.
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.
00:31:59.300
Why do you why do you the Bible says money is the root of all evil?
00:32:16.220
And then when I drive away, yeah, that guy's got a little dick.
00:32:21.900
They got something to say about fucking everything.
00:32:27.180
Ninety nine percent of them are fucking full of shit, even to themselves.
00:32:31.960
They're lying to themselves more than anybody else.
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,
00:32:42.500
That are going to get you what the fuck it is you really want.
00:32:53.380
Dude, I want to slap motherfuckers and say that every fucking time.
00:33:03.860
I'm just glad that people that listen to this podcast are fucking intelligent humans.
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.
00:33:17.180
You know what's funny is when we started the podcast, like, we used to get a lot more fucking
00:33:21.540
Like, people would be like, dude, fuck you, blah, blah, blah, blah, blah.
00:33:30.440
You know, it's you guys listening who are fucking, you know, savage motherfuckers in your own
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.
00:34:32.680
Almost a thousand people in the group, we did not get a single complaint.
00:34:37.220
Which means we know how to, we know how to cultivate our people.
00:34:42.720
They're just fucking, they're people who think right.
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.
00:34:55.160
So, the point of it is, dude, is you have to remember that, like, there's messages for
00:35:02.780
Just like when you were in church, there's different churches for every single person.
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.
00:35:17.440
Yeah, and I always love meeting them and talking to them because they're, dude, they're all,
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.
00:35:42.900
Well, we'll, we'll, we'll do another Q&A here, maybe in another month or so.
00:35:51.860
And, dude, that wrote that question, I'm not making fun of you, dude.
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.
00:36:07.580
I never heard of it until that fucking book came out, which is, by the way, a pretty good book,
00:36:12.860
Like, it basically talks about how to fucking, it's basic shit.
00:36:19.780
Poor guy's going to go home after listening to this and be like, Andy hates me.