REAL AF with Andy Frisella - Choice + Action = Outcome, with Andy Frisella

00:00:00.000 I want to be a motherfucking hustler. You better ask somebody.

00:00:08.800 What is up guys? You're listening to the MFCEO Project. I'm Andy, I'm your host, and I am

00:00:17.700 the motherfucking CEO. Guys, if this is your first time listening, what is a motherfucking CEO? Well,

00:00:24.800 let me tell you something. You don't have to own a business, you don't have to be an entrepreneur,

00:00:27.880 but you do have to understand that you are always, always, always the CEO of your life. And why do

00:00:34.680 we say motherfucking CEO? Because what fun is going through life without some swagger and some confidence

00:00:40.540 and being a bad motherfucker? It's just a good time. I'm here with my co-host, Vaughn Kohler,

00:00:46.200 the pastor of disaster. What's up my man? What's going on Andy? How you been buddy? I'm doing good

00:00:52.040 man. You know, I was thinking about the MFCEO and being the motherfucking man. And one time I was at

00:00:56.560 this bar and this girl came up to me and asked me, are you Vaughn the Impaler? I said, fuck yeah.

00:01:02.080 And what'd you do?

00:01:03.260 I was like the fucking man. I'm the MFCEO of the Vaughn the Impaler.

00:01:07.960 And what kind of car do you drive?

00:01:09.660 A Toyota Yaris or something. I don't even know. It's so badass.

00:01:14.200 I don't even know, man.

00:01:15.820 All right, guys. So as we know, that's not Vaughn. But a lot of you guys have requested after

00:01:22.460 our sales podcast that we bring back my brother on the podcast. Vaughn is out sick. He's got strep

00:01:27.980 throat. So we have Sal sitting in his chair. I don't know how he's going to contribute.

00:01:33.540 I don't either. I'm sitting here. I'm confused. I'm like, all right, what does Vaughn actually do?

00:01:36.780 Yeah. Vaughn.

00:01:38.020 He sits there and says, Vaughn's going to edit me out of his own podcast. You don't even earned

00:01:42.300 your way into this podcast.

00:01:43.660 I ended him.

00:01:44.780 That's between you and Vaughn.

00:01:45.960 I've also got a very, very, very special guest that I've spoken about many times in

00:01:51.240 the podcast. Pejamin Gadimi, my good friend, PJ from Secret Entourage, also the author of

00:01:57.360 The Third Circle Theory, which you guys know I talk about a lot. What's going on, my man?

00:02:02.400 What's up, man? It's good to be back.

00:02:04.680 Yeah, this is...

00:02:05.240 I'm going to be engaging in a good conversation with you guys today.

00:02:07.780 Yeah, it's going to be awesome. For those of you guys that haven't heard of PJ before,

00:02:12.880 you guys, he is one of the most intelligent people that I personally know in life. Very,

00:02:22.800 very, very critical thinker, very deep thinker. We're going to talk about some things that are

00:02:27.720 very important to entrepreneurship today. You guys know I highly recommend his book,

00:02:32.220 The Third Circle Theory. I feel like it's probably the only book I've read that can get somebody who

00:02:42.300 is thinking inside the box to look outside their box. And you guys have to understand that learning

00:02:51.680 to set new limits or expectations for yourself is always going to be a part of progressing. It's not

00:02:57.040 going to be winning inside the game that you think is the game. There's more game out there.

00:03:05.180 And it's hard to explain exactly what you can get from this book without you reading it,

00:03:12.880 which is why I recommend it so much. And I'm not just saying that because you're sitting here. I

00:03:17.280 say this all the time.

00:03:18.200 I appreciate that.

00:03:18.520 Yeah.

00:03:18.600 So first off, thanks for calling me the smartest of the smartest people you know.

00:03:22.820 Yeah.

00:03:23.080 That's really awesome. But I think you said it best. It's hard to experience without actually

00:03:27.340 reading it.

00:03:28.060 Right.

00:03:28.280 But it's really about creating an environment where you're not only able to not be a byproduct

00:03:34.060 of your environment, but be an actual person controlling the environment to do what you

00:03:39.480 need it to do to get where you need to get in life.

00:03:42.500 Yeah, sure. But what you really, really need to get out of just this idea of the book,

00:03:48.300 The Third Circle Theory, is understanding how little as a human being the world revolves around us

00:03:54.420 and how to make ourselves significant enough to create an impact big enough in life so that we

00:04:01.180 can shift the way things work in the world, right?

00:04:03.580 Right.

00:04:03.820 I think so many people miss the note when they think of business, entrepreneurship, and everything

00:04:07.840 in between. And it's always about what can I do to make some money? Well, I hear you talk about

00:04:12.540 that all the time about people getting confused about losing their focus and just being focused

00:04:18.100 on the money, not on the purpose or the passion. And I think it's such a broad thing to talk about.

00:04:24.020 You know, it's so easy to say, well, you have to do things you love in life. You have to do all

00:04:27.760 that crap.

00:04:28.340 Right. And people hear that and they're like, what the fuck does that mean?

00:04:30.420 Yeah, exactly.

00:04:30.980 Why would I just sit on the couch and watch fucking Game of Thrones?

00:04:33.940 And there's so many things like, you know, who do you surround yourself with in life matters?

00:04:37.740 You've heard all of those quotes, right? Like there's so many things out there that are focused

00:04:42.440 around just like these sayings and these quotes and everything. And there is so much of it out

00:04:48.960 there that people get confused. And with this book, my intention was to lay it out in a manner

00:04:53.620 that is self-reflective so that the book's not about my life, but rather everybody at

00:04:58.360 any stage of the game, regardless that they're like you, super successful, have owned the

00:05:02.320 company, you know, multiple companies growing and are leading many others to successful,

00:05:07.520 you know, businesses themselves, or that they're someone who's just starting up today, confused,

00:05:12.440 or someone that's, you know, built a billion dollar business and is known worldwide.

00:05:15.940 But regardless of where you are, this book allows you to understand either how you've

00:05:20.540 progressed to get there or what's left to get to. So it almost acts as a map into the

00:05:27.080 human psyche of what happens as the evolution of an entrepreneur from the day of birth to

00:05:32.940 the day of finding your purpose. And the funny thing from that is a lot of people that are

00:05:37.840 like, well, you know, you, how do you know what my purpose is? Like, what are you like a

00:05:42.120 psychic? You can't know what I do or like what's going to, and the reality is nobody

00:05:47.040 can ever know your purpose by yourself, right? Like, yeah, like you, you kind of think, you

00:05:51.500 know, your purpose, you find something you want to hang on to and you go kill for it,

00:05:55.220 or you, you believe in it more than yourself. So you keep going forward. And I think the

00:05:59.580 essence here is that if people are purposeful, and I mean, you had this conversation earlier,

00:06:04.180 you know, when we talked about a colleague, a friend, you know, that kind of was doing

00:06:08.080 that. And if you don't have purpose in everything you do, then you're very limited

00:06:13.000 by your environment. You're limited by everything around you all the time and by the rules of

00:06:17.140 the game and how things work, et cetera. But when you get a sense of purpose and you become

00:06:21.660 purposeful, even if there's no validation, if that purpose is real or not, then you become

00:06:27.620 limitless in your nature. And that's when real progress happens. That's when you can really

00:06:32.140 create change in the world out there.

00:06:34.560 Right. Dude, I thought it was really cool. PJ is a huge car fanatic as, as am I, as you

00:06:40.680 guys know. We were talking about cars earlier and every time you drive an exotic car, you're

00:06:47.340 going to get people to come up to you and they're going to say things like, Oh man, that's

00:06:52.460 so awesome. Or, you know, that's so cool. One day I'm going to have a car like that. I guarantee

00:06:56.760 it. And they start trying to like, you know, almost like validate themselves. Like, dude,

00:07:02.380 I'm going to be there one day, which is great. I love the drive. I love the ambition. I love

00:07:06.740 the excitement, but we talked about this earlier and I want you to tell what you asked people

00:07:15.040 whenever they say that, um, in terms of to try to bring the focus out of where their

00:07:20.900 focus should be versus, versus, uh, you know, Hey, I just want this thing. Cause so many people

00:07:26.220 now, especially with the internet, you know, we we're inundated with flash, right? And I'm

00:07:31.100 guilty of it too, man. I post my cars. I post the rewards, but there's nothing wrong with that.

00:07:36.580 No, no, no. There's not. But I, I always try to be very mindful of, to teach a lesson with that

00:07:41.300 post. Um, because I don't want to be the guy who's just saying, Oh, I'm a fucking baller.

00:07:46.680 Look at my shit. I want to be the person that says, Hey, here is what I've earned. What,

00:07:51.600 and what can happen if you follow this lesson or here's a story about this or this and try to

00:07:57.220 teach with, with those tools. But you brought up such a cool point earlier that I thought,

00:08:02.900 I think you should talk about. Yeah, no, I think what you're talking about is when I,

00:08:06.580 when I brought up like the, the thing that happens a lot to me, I'm sure it happens to you, which

00:08:10.780 anyone who owns an exotic car gets approached all the time by other people who want to own an exotic

00:08:15.740 car or own something of similar value to regardless that it's their passion for cars or that they want

00:08:21.580 to show off or a status thing. Everybody wants the good life, right? So everybody has this thing to say,

00:08:27.220 Oh, you know, I'm working towards my Lamborghini. I'm going to have this Ferrari by this age,

00:08:32.480 or I'm going to be super successful. I'm going to be, let's use the more broad one. I want to be a

00:08:36.660 millionaire by 30. I think that one is like every 20 year old is like by 30. Yes. I'm going to be a

00:08:42.320 millionaire. And I think that's like, everybody's like first goal in life is like to be a millionaire

00:08:46.480 because that word resonates with you when you're young. But you know, one of the things that,

00:08:50.020 that happens to me when I'm driving my car and like people come up to me in the car,

00:08:52.840 she's like, mark my words, my next car will be a Lamborghini. And usually I tell them,

00:08:56.140 I'm going to bet everything you, we can put a bet like thousand bucks, five grand that you're

00:09:01.120 never going to get a Lamborghini. And they're like, you're such an asshole. Like what, why?

00:09:05.240 You don't even know me. Like you don't know my dreams. Yeah. Like you're such a dick. Like

00:09:09.100 you're not even trying to help me. Like why, why would you think that? Right. Right. So first off I

00:09:14.020 say, well, first off you didn't believe you would. Cause the first thing you said was mark my words.

00:09:17.740 I don't need to mark your words. I mean, if you believe it, just go do it. Right. Why are you

00:09:21.020 need me to validate what you can do for yourself? Right. So that's, that's contradictory to what you

00:09:25.720 even believe to begin with. But I was like, the reason I'm going to bet against you is because

00:09:29.680 owning a Lamborghini, being a millionaire by 30, having a big house, having a private jet,

00:09:34.780 all of that shit, it's all a byproduct of work. Like it's the reward for the work. So when you're

00:09:41.120 setting a goal to earn a reward, well, it's only as good as your motivation to get that reward,

00:09:46.520 which is going to go to shit real quick. Right. Meaning eventually things are going to come up.

00:09:50.840 Something's going to happen to you and you're going to be like, fuck my life. Like it's done.

00:09:54.300 It doesn't mean anything to me anymore. Yeah, exactly. Like I don't want this. Or like suddenly

00:09:57.340 you get married, you get kids and you're like, Oh my, you know, kid is my earth. And you know,

00:10:01.720 I want a minivan now. Right. Yeah. I don't, I don't want money anymore. Right. Like,

00:10:05.080 so priorities change. And so what happens is I tell people, I'm like the, the day I'll believe

00:10:10.640 someone that comes up to me and says, you know, I'll have a Lamborghini by 30 or I'll be a millionaire

00:10:14.640 is the day when they come up and instead give me a goal that is real. Such as, you know,

00:10:20.640 if they would have said something like, Hey, you know what? By 30, I want to be the number one chef

00:10:25.520 in Chicago by 25. I want to be the number one supplement company in Missouri. But you know,

00:10:32.320 next year I want to have the, I want to be the guy that has 6,000 clients cutting hair in Boca Raton.

00:10:39.080 You know, it doesn't matter. But if the goal is real, meaning if the goal is more than just

00:10:43.940 the reward thing, right? Like it's not just what you're going to attain by doing the goal,

00:10:47.880 because I guarantee you that all three of those people I just mentioned, even though none of them

00:10:51.660 said they would want a Lamborghini or get a Lamborghini, I'm sure at some point they do want

00:10:55.380 one or they want that successful life. Everybody has a Lamborghini. It doesn't have to be.

00:11:00.180 Yeah, exactly. It's just a symbol, right? Yeah, exactly. And so when they get it,

00:11:04.100 when they become that number one chef, you know, in Chicago, when they become the number one

00:11:08.760 supplement company in Missouri, I guarantee you that guy, whoever he is, can afford to buy his

00:11:13.780 so-called Lamborghini, you know, like, whatever it is. So if the goal is real work, and it's based

00:11:20.280 upon just like what you're going to accomplish in the work, and it's focused on the work, then it's

00:11:25.760 very likely that you're going to find a process, have some trial and error, you're going to go through

00:11:29.560 the motion. And even if you don't reach it by the same day you have it in mind, you're still going to

00:11:33.860 be on a path to get there. That's right. So you're more likely, like 80% more likely to actually meet

00:11:39.040 that goal than the guy that says, I just want that and mark my words in eight years without a

00:11:45.440 fucking clue what I'm going to do. Right. I'm just going to have that because it's either going to

00:11:49.500 magically appear or I'm going to win the lottery if all else fails. Exactly. Exactly. So that shit

00:11:53.180 doesn't work. So and that's why I usually tell people like that's why they don't fucking get

00:11:57.780 anywhere because they're so focused on the rewards and they're not so much focused on the

00:12:03.700 actual talent they're building within themselves. Right. The skills, right? The confidence

00:12:08.060 they do themselves, the work they do, which leads the experience, leads to more talent,

00:12:12.480 more skill, more work, and eventually this domino effect, right? Like you're increasing

00:12:17.100 your worth ultimately. Right. So when you increase your worth, it becomes worth enough to be able

00:12:22.340 to take a partial point of that worth and say, I'm going to buy a Lamborghini with that.

00:12:26.420 Exactly. And that is such a huge point, especially for you younger people who are

00:12:33.660 are because guys look, the internet will ruin your fucking mind when it comes to like expectations.

00:12:40.200 Like you, you, you are seeing like the highlight reel of, of people's lives and then they're

00:12:46.820 turning around. A lot of people are turning around and trying to sell you that dream for

00:12:52.760 them to make more money. And you have to be smart enough to see through those things. So many

00:12:59.140 younger people I see. And, and, and if you're older, it's okay too, because the, the amount of

00:13:04.260 time it takes to, to become great at things is far less because of the, our ability to communicate

00:13:09.980 quickly. Now, internet, text, YouTube, all this shit, but you have to be focused like, like this,

00:13:20.020 like people will put a picture of a Lamborghini up on their wall. Like I did. And then they'll say,

00:13:24.320 okay, I'm going to deconstruct that goal for me to deconstruct that goal. I've got to make X amount

00:13:28.420 of dollars and I've got to make X amount of dollars, this amount, this many years in a row

00:13:32.340 to afford this. And they're going to say, yeah, I deconstructed my goals and I have this plan. I

00:13:36.980 got to, but that's not really a fucking plan guys. A plan would be when you started, Sal started

00:13:43.100 working at like J and J you, how much did you know about fucking hernia shit? I didn't know anything.

00:13:48.460 Right. So I'm on the sideline here just watching, right? Observing, but in my head, I, I, my advice

00:13:55.400 are, so you didn't know anything, right? No shit. Okay. So your goal, your goal wasn't like, Hey,

00:14:01.700 I'm going to fucking make a trillion dollars. Your goal was I'm going to go out and I'm going to be

00:14:06.940 the best fucking hernia rep that I can be. And I'm going to meet every doctor I've got to meet.

00:14:11.020 I've got to shake every hand I got to shake. I'm going to connect with every single person. I'm

00:14:14.480 going to build every relationship. And what happened? He became number one in the fucking

00:14:18.860 world. I had a little bit of success in doing that. Right. So like when I look at my driver or

00:14:23.480 where you're referencing this, right? For, for me, you have to focus on being the best in what you

00:14:28.000 want to do. A hundred percent. So instead of like, I don't, and Andrew knows, I don't focus on material

00:14:32.580 things. I just, it's never been me. I'm just not wired that way. I do that. I do enjoy them. And I

00:14:37.340 really do love that part, you know, of, no, but he plays for the win. Dude, I will, I will smash your

00:14:42.240 fucking face in. And that's like, so when I go to the national sales convention on, uh, when I was

00:14:47.740 at J and J and you go and they have hernia rep of the year, I seriously look at that motherfucker in

00:14:51.880 the face that I got you. Yeah. That's what I think. I think that today, I think that I saw that. I saw

00:14:58.820 a quote today by Muhammad Ali that said, I, I know I'm the best. You all just don't know it yet. You

00:15:05.040 haven't figured it out. Yeah. And like, that's the attitude that, you know, you take into things,

00:15:10.200 but the point of the focus is that, you know, so many people get caught up in the prize that

00:15:18.080 they don't realize that that's not, that's just a by-product, man. It's just, it's not,

00:15:22.700 it's not, that's not even the good shit. It's the proverbial prize because the real prize is the win.

00:15:28.080 Yeah. And it's becoming, the real prize is becoming who you are meant to become and fulfilling that

00:15:34.040 potential. And this is what's interesting. And I'll go back and, you know, cause I'm a listener. A lot of

00:15:38.740 times you look at when you talk about your social media and you put that shit on social media, you

00:15:43.060 know, for 1299, you can buy my book and I'll show you how this works. Right. But the reason that you

00:15:47.240 don't get any hatred on your social media and the reason you get a lot of engagement is because you

00:15:50.660 do teach lessons. You know what I mean? You tell the story that, Hey, listen, it's been a long

00:15:54.740 fucking journey. These are prizes. You would sell any one of your cars to keep the business afloat

00:15:59.340 today. You know what I'm saying? Yeah. Like, Hey, where are we going? Let's wipe them off the table

00:16:02.840 because they're in hindsight, when you think small picture, like your book, when you think

00:16:07.200 small picture, those cars are big picture. That's your prize. When in reality, when you're

00:16:12.120 big picture, they don't mean shit because your eyes go through phases. We talked about this

00:16:17.040 earlier. Yeah, exactly. Like, I mean, one of the things, one of the reasons why a lot of

00:16:20.260 people ask me, they're like, do you consider yourself an entrepreneur? And even my own video

00:16:23.300 guy asked me this at lunch. And it's like, I really didn't consider myself an entrepreneur

00:16:27.340 except for the last three years of my life. And they're like, well, you had another business

00:16:30.740 that did 40 million revenue. That's a big deal. You know, that, that to a lot of people

00:16:34.100 that'd be considered an entrepreneur. And I was like, Nope, I was a business owner. My

00:16:37.640 goal was to make money. And I did just that as a business owner, your goals to create revenue

00:16:41.320 and profit. Right. And I did really well. And I did, I was a great business owner. And

00:16:45.180 then they're like, well, but after that you help people with this training and leadership

00:16:48.360 program. I was like, yeah, but that's still a business. Again, I traded that, you know,

00:16:51.840 I traded my programs for money. So again, another aspect of business again, but you

00:16:56.760 know, to me anyways, when, when you think about like the whole scope of

00:17:00.460 entrepreneurship and everything, it's really about creating innovation, change and

00:17:04.660 growth, like changing the way people see things, the way they innovate, not just

00:17:08.120 building a business. It's got to be much more than that. It's got to be innovating

00:17:11.380 an industry, changing the direction of it, like really creating the change you're

00:17:15.620 capable of doing. And, and one of the things that, you know, you have the person

00:17:19.920 you become along the way, like regardless that it's in, in business or in

00:17:24.420 entrepreneurship, you know, is, is a person that starts realizing just like I did,

00:17:28.380 you know, when I accumulated all this money from all these businesses is that even though

00:17:32.500 I had all these cars, I had all these things, you know, to get back to this point was at

00:17:36.480 the end of the day, I was like, what if I died tomorrow? You know, everybody in town,

00:17:39.760 I used to live in Northern Virginia and Washington DC, I had all these exotic cars, nobody else

00:17:43.220 had them. So I was kind of the big deal, you know, people like gave a shit because I showed

00:17:47.140 up. But then I started realizing, I was like, what if I die tomorrow? Then I'm only as good

00:17:51.620 as until the next guy shows up with cooler cars and no one will give a shit, right?

00:17:55.520 You don't even have to die for that. Right, exactly. Like, I mean, someone will, a better

00:17:58.080 car will show up and people will be like, that guy's cooler than fucking PJ. It doesn't matter,

00:18:01.140 right? Like when I go to Jay Gilbert's and then Andrew pulls up behind me. Yeah, exactly.

00:18:04.620 It's the same, they don't look at mine anymore. But, but the reality was I realized that,

00:18:08.740 you know, my greatest strength was always talent management, you know, and it was always

00:18:12.200 growing, fostering talent during my banking days, my earlier years. And so I figured, I said

00:18:17.040 the best way, the, the people that are going to remember me the most are the people whose

00:18:20.560 careers I've built, the people who I gave chances to that nobody else would, the people

00:18:25.460 that I've taught how to be better, you know, in their day-to-day lives. And as a result,

00:18:29.160 now I have more meaningful lives and are able to contribute and do the same for others.

00:18:33.200 So I thought, I told myself that I can't really have been as successful as I can without having

00:18:38.520 created a real legacy that fostered around more than just money. And I mean, think about like

00:18:43.820 the idea of money in essence is a man-made creation, right? Like it is something as simple

00:18:50.540 that they have created in a society. Every society has their own form of money that keeps

00:18:55.480 score of what things are worth to, to make it an even level playing field. It's the scoreboard.

00:19:01.300 Yeah, exactly. It's, it's what it is. And the more of it you have, the more leverage you have,

00:19:04.720 right? But there's, but can our entire existence, even previous to money existing, really be with

00:19:12.780 the purpose of accumulating as much money as we can during this lifetime? Think about it this way.

00:19:18.620 Like, could it be that our entire existence should be focused around the idea of just

00:19:22.940 accumulating money? Like, which is a man-made creation, which previous to money, what were

00:19:28.220 people accumulating? You know, like what was the goal then, right? And what is the goal once you

00:19:32.080 have all this money? Like, is there really purpose behind money? You know, like, is it leverage? Yes,

00:19:37.060 because we live in society and you can't master society without playing by its rules, right? Like

00:19:41.580 you have to learn how to play by the rules. You have to earn your voice. But what happens past that?

00:19:45.600 And this was the essence for me of like, this whole idea of third circle. I was like, it has,

00:19:50.240 there has to be more to life. There has to be this element of limitless possibilities, push,

00:19:55.140 and getting to that next level. But what does that mean? It's so abstract, you know? And so that's

00:19:59.700 when came the idea of like, really breaking down how life works into three circles from my book,

00:20:05.020 which was the mastery of circumstance, which whatever circumstance we're born in, it is what it is.

00:20:09.420 You know, we have to learn to control our environment. The mastery of society, which is a second

00:20:13.200 circle. And then the mastery of life, which is the third circle, you know, like just teaching people

00:20:17.720 that life and society, while they have a lot of similarities and one lives within the other,

00:20:22.500 it's still different things. So having a mastery of just understanding money, business, and everything

00:20:27.000 does not mean you have mastered the essence of living out your fullest potential. And I think so

00:20:32.420 many young people, especially when they're young and they see your Instagram and they, is they see

00:20:36.500 like these cars, they get excited. I do it on my Instagram too. You know, I post like really cool

00:20:40.340 pictures of cars, whatever. I try to create relatable content to people. I don't do it as

00:20:44.820 much as you do. You know, you're really like have your, your story really resonates well with people.

00:20:48.580 But for me, you know, like I, I think of this essence as you can't impact, you can't change

00:20:53.720 people to look past it without showing them these rewards. And I'll tell you, you've got to get their

00:20:58.800 attention. It's a fucking, it's a fucking fishing lure. Yeah, exactly. And the reason I even created

00:21:03.060 a secret entourage was because the cartoon characters are using these like fake rented

00:21:07.820 gallardos and bullshit cars and pretending to have money, right? The cartoon characters.

00:21:11.660 Yeah, yeah, yeah. I fucking love it.

00:21:14.180 At first in my head, I thought, what do you mean cartoon characters?

00:21:16.880 You know what? I knew exactly what he meant. I'm dying, dude. That's funny.

00:21:21.700 The cartoons use that shit, right? Like they get out there and they're like, listen, you know,

00:21:25.640 you want a life like this, you want this and that. And I'm like, okay, like, okay, great.

00:21:29.780 Like now what? You know, like, what the fuck? Like what happens next? Right. And they're showing

00:21:33.280 their shitty garbage, average base stuff that people go crazy for, right? Right. Like who goes

00:21:38.880 crazy for a 2004 Gallardo that costs like 80 grand? People don't know any better. Right. Like

00:21:43.280 they see it and they're like, he's got a Lamborghini. Right. And their own dad has an S-Class in the

00:21:47.380 garage that costs more, you know, and they don't know the difference. So they're like, that's

00:21:50.720 incredible. Like that, that makes sense. Right. So you can't take their attention and say, hey,

00:21:55.120 guys, stop looking at all this. Focus on the work because that's boring as shit. Yeah. And it

00:21:59.780 doesn't sound sexy. Exactly. And he won't make them pay attention to the caption. Right.

00:22:04.220 Like, so in order to make them pay attention to what you're saying, you have to get their

00:22:08.180 attention in that way. And I mean, my whole idea with C-Counts was why don't I bring people

00:22:11.880 like Andy forward? You know, that people that previously were not as known, right? Like

00:22:16.260 and who are growing in the business world. Why don't I bring them together and have them

00:22:20.100 show real success? Right. Not having show like rented cars or old shit that nobody cares about,

00:22:25.480 but like real stuff. And then sell my info program. Exactly. Right. People who have really done

00:22:29.440 stuff that is showing that it is not a means to getting more stuff. It is the byproduct of years

00:22:35.280 of work and tenacity and sacrifice. And you asked me earlier, you know, what I thought the basis of

00:22:43.500 our success has been. And I told you that I thought it was culture. And, you know, you could invent a

00:22:50.040 million products. You could sell a million info products. You could do this, that, whatever, blah,

00:22:53.740 blah, blah, blah, blah. But here at the end of the day, the amount of success you create is going

00:22:58.160 to be in proportion to the amount of value that you provide people, not just your customers,

00:23:03.940 people. And I got asked, uh, and I get asked all the time, how do you get so many great employees?

00:23:10.400 Well, we don't just pick them off the fucking great employee tree and put them in a fucking play.

00:23:14.340 You know, how the fuck do you think we get them? I'm going to use that line. Great employee tree.

00:23:18.260 Yeah. I mean, dude, people do legit. It's right next to the money tree. No,

00:23:22.560 legitimate, successful people will fucking ask me that. And I'm looking at them like, dude,

00:23:28.700 are you fucking brain damaged? Like how the fuck do you think we get them? Well, you think I'm good

00:23:34.020 at like recruiting? No, I'm good at making people perform and caring because I fucking care about

00:23:40.700 them first. And we're talking about legacy here. You know, when you talk about people won't remember

00:23:47.800 you for driving cars, but how, how do I create something that people will remember me for?

00:23:52.100 Well, when, when you create a situation or a job or a career for somebody to where they're going to

00:23:58.720 tell their grandkids, Hey, you know, I had this wonderful mentor. I had this wonderful boss that

00:24:04.740 I used to work for. I work for, I built a career in this company, dude, that's real shit. That's

00:24:10.280 affecting lives beyond, you know, my bank account or beyond, uh, driving a nice car. You're talking

00:24:18.420 about legacy and so many people get caught up in what's in it for them that they forget about the

00:24:24.540 whole basis of business is about what can you do for someone else? Well, we remember for the impact

00:24:30.480 we make on others. That's right. But to make, but, but what I'm trying to tie together here for these

00:24:34.620 guys is cause like, you know, people are like, Oh, well, it's easy to talk about legacy and impact

00:24:39.000 when you fucking have money. Well, how the fuck did you think it came here?

00:24:43.460 Well, it came from, it started from somewhere, right? It didn't always start with money too.

00:24:46.760 No, no, no. But I'm saying it starts with the value you provide other people. It starts with the

00:24:50.680 solutions that you provide people. It starts with the products that you create that help people.

00:24:55.640 It starts with giving them time. It starts with giving them hope. It starts with giving them

00:25:00.920 an idea that they can be greater than what they are or a many different ways that you can. And I,

00:25:09.140 I summarize it as help people, but there's so many ways that you could provide value with people.

00:25:14.860 And when you, you have to give so much of that to get in return. And that's where I think people get

00:25:22.080 their focus screwed up in business. And we see it online all the time. Now, people who call to action

00:25:27.200 30 times a fucking day. Well, dude, it's like the boy who cried wolf. If you, if all you do is call

00:25:33.160 to action and you think you're going to make a lot of money, people are going to ignore you. You're not

00:25:38.800 going to be relevant. And as an entrepreneur, you have to, you have to mold people. You have to help

00:25:43.300 people. You have to make people better. And in return, there will be some, if you're intelligent,

00:25:48.600 you'll be able to connect a way for the money to come back to you.

00:25:51.560 You have to facilitate change, which is the essence of entrepreneurship. And I think, you know,

00:25:55.660 one of the things that I say a lot, and I kind of hinted on this earlier, I think I'm, you can

00:26:01.520 correct me if I'm wrong, but I think a lot of people that listen to this are also younger,

00:26:05.660 you know, and they aspire to be great, right? They look up to you as a leader, like someone who's done

00:26:09.820 something great. And they look up to all your team as individuals who are kind of living a

00:26:14.420 meaningful, passionate life and are all wanting to be successful. And I think that, I think two of

00:26:19.800 the, the biggest things that come up for me is the first one. I'm sure they ask you all the time,

00:26:24.080 where do I start? How do I get started? Right? A hundred percent. Like all the time. Like how do

00:26:28.040 I, I don't have an idea. I'm sure you've heard it too. So, right. Like everybody, all those,

00:26:31.940 dude, I'm an entrepreneur at heart, but I don't know how to start. Well, if you're an entrepreneur at heart,

00:26:35.960 you don't already be fucking doing shit. So first of all, I think the big thing here, and I, you

00:26:40.760 know, I'm, I'm always true to my own brand, which is always about differentiating the difference

00:26:45.200 between business and entrepreneurship for people. Right. And I think it's key to understand that

00:26:49.280 needs, people have needs. And when you provide that need or they have wants and you provide that want

00:26:55.500 to them, you're facilitating a transaction. That's called building a business. Like you're facilitating

00:27:01.380 something people need and wants. That's right. When you're an entrepreneur though, people have

00:27:06.060 problems that have non-existing solutions and you're creating the solutions for them. That journey

00:27:12.580 is a lot easier than, is a lot harder, I'm sorry, than facilitating just a transaction. Right. From

00:27:17.340 a need, want, and then fulfilling it. Now you could be a restaurant that's a business. You're like,

00:27:21.400 yeah, I'm starting a restaurant. There is no fast food restaurant here in this town. I'm facilitating a

00:27:26.260 need or want, you know, I'm bringing it to town. Right. Right. You're not an entrepreneur for that

00:27:29.960 shit. Like that's, that's not entrepreneurial. That's just a dude. No, you're taking a plan that

00:27:33.020 exists and you're following it. Exactly. And you, and you're giving it to people and it has a

00:27:36.060 process. That's right. It's black and white. On the other side though, if you're an entrepreneur,

00:27:39.780 you're solving your real problems that don't have solutions, meaning the journey is going to be

00:27:44.540 longer. It's going to be a lot of trial and error. You're going to go down paths you don't

00:27:47.920 understand. There is no money in the earliest stages of that path. No. But once you do discover the

00:27:53.420 road, obviously you're the first one to the reward, right? So you're the first one there saying,

00:27:57.700 everybody came on this path. I guided them the right place. I created a solution. Now I'm an

00:28:02.680 entrepreneur. You know, I facilitated that change. Right. And a lot of people always tell me, they

00:28:06.620 say, well, I get it. I want to be an entrepreneur or in business, whatever. So how do I get started?

00:28:11.440 What do I do today right now? Like anyone listening to this, what do you do right this moment? If you

00:28:16.440 don't know where to go or what to do, if you want to be like Andy, if you want to be like anyone else

00:28:21.660 out there that's doing big things, changing the world or just facilitating business, where do you get

00:28:26.240 started right now? Real simple because every business idea, like where do ideas come from?

00:28:31.540 That's I think the easiest thing we can kind of break down for people right now on this podcast

00:28:36.320 so they can really take something back, you know, from this and do it right away. Imagine a triangle,

00:28:42.840 right? Imagine a triangle and at the peak of it, put confidence. On the other side, put love. And on the

00:28:49.760 other side, put skill. The byproduct of these three things creates an idea that is sustainable

00:28:55.100 and that can grow and that you are the person to bring to life. So if you identify things you love,

00:29:01.060 you list them out, you identify things you have confidence in, and you identify skills you have,

00:29:06.500 right? Then that is whatever idea falls within the tree. It is a sustainable idea that you are in a

00:29:13.600 right position to take on. Because it's like me saying I want to put space, I want to create another

00:29:18.540 space techs. Well, I'm not the type of entrepreneur or person who has the resources, the skill, the love

00:29:24.100 or anything to be in the space program. So it isn't a fit for me, even though it might be the greatest

00:29:29.000 idea ever, right? So in this little triangle, you have this kind of idea forming, and now you have

00:29:36.340 these three characteristics that can tell you, do I love this? Am I confident about it? And do I have

00:29:41.200 the skills? Or can I attain the skills? Or can I find the skills to bring this idea to life,

00:29:45.940 right? What is the evolution of this idea? Because that gives you an idea that is a business.

00:29:51.920 What is the evolution of that? Where does the entrepreneur come in? What is the evolution of

00:29:56.460 love? Passion. What is the evolution of confidence? Belief. What is the evolution of skill? Talent.

00:30:04.620 So when a skill is practiced enough, and you become really good at it, naturally good at it,

00:30:10.020 that's your competitive advantage. When you've loved something enough that you've taken enough

00:30:14.360 action to these skills, you've grown passion for it. And what happens when you have confidence

00:30:19.820 above and beyond the ordinary state of just knowing something, but without knowing, you just

00:30:24.960 believe beyond anything that that shit is going to happen? That's belief. And when the degree happens,

00:30:30.500 that gives birth to the entrepreneur within the person. That's the fire that comes out,

00:30:35.120 you know, that says like, I don't give a shit, this is going to happen. It doesn't matter what the

00:30:39.340 fuck it takes. It doesn't matter. I'm going to sleep in a car on the floor, get hit by rain. I don't

00:30:43.640 give a shit. But yeah, and I know this is an entrepreneurial podcast, but that doesn't, that's

00:30:47.340 also not just the equation for an entrepreneur. I mean, I'm a, I'm a key piece in a small business

00:30:52.440 that I'm not the entrepreneur of, right? But, but you, an entrepreneur doesn't mean you have to be

00:30:57.580 the star of it, right? You're entrepreneurial within the business. Yeah. But I, but a lot of people-

00:31:01.380 That's right. Entrepreneur, entrepreneur mindset is not, yeah, it's not, you don't just have to own a

00:31:06.780 business to be an entrepreneur. And that's my point. Like when you talk- Dude, entrepreneurial

00:31:10.040 mindset is a lifestyle, man. Right. But I'm saying, when you talk about where these people start,

00:31:14.340 right? Like, where do I start? Well, you need to build a team, you know what I mean? When you,

00:31:18.600 or you could be a puzzle to that team. But those, those skills you speak of, when you talk about

00:31:22.700 talent and you talk about courage and you talk about heart and you talk about possessing and

00:31:26.200 harnessing them, you know, you're, you can have a role inside, inside a business to be able to drive

00:31:31.980 your value. But that's your choice, right? Like that's not, that's not, there's no right or wrong. You see,

00:31:35.860 that's another thing I really believe big time is that everything in life is choice driven. Nothing

00:31:39.560 is right or wrong. So if you look at everything as like, oh, this is the right path or the wrong path,

00:31:44.620 right? That doesn't work. You have to look at everything as, this is a path I'm choosing.

00:31:48.540 So one of the things I say in the book is, you know, if you look at everything, most poor people,

00:31:52.220 or I call them poor people, forgive me for saying that, but I call them unsuccessful people,

00:31:55.980 you know, poor minded people think of life as, you know, a choice equal an outcome. Oh, I made a good

00:32:01.060 choice in my life. It made me a lot of money. Oh, I got married. It was a great choice. I got divorced.

00:32:05.560 It was bad, right? Whatever that is. But successful people look at it as I made a choice.

00:32:11.080 Then let me add actions to that choice. So choice plus action equals outcome. So now they're reverting

00:32:17.380 the choice to themselves, their control, because they're saying their actions after the choice

00:32:22.280 dictated the outcome. So if you take a choice and you add your particular actions behind it,

00:32:28.580 now you control the outcome. But when you just believe that a choice led to an outcome,

00:32:32.820 you know, and you look at it that way, either in either a forward or backward, you're then taking

00:32:37.560 away the control and saying just it was the choice that led to the bad outcome. And so what I'm trying

00:32:42.440 to say here is that no matter when I was saying, how do you get started? You know, like, you can look

00:32:47.560 at something as simple as what we talked about, where you think about skills, you know, you think

00:32:51.300 about confidence, you think about love, and you can list those things. What are what is the one thing

00:32:54.880 that maybe meets the three criterias to get started? The evolution of that, what you talk about,

00:32:59.840 like, you know, you don't have to be the key player, you can be within a business. That's a

00:33:04.100 choice in every way possible. You know, you can say, you have the capacity to start a business,

00:33:09.260 you can still choose to say, I have a lot of weight and things I can do here within this business to

00:33:14.880 really help facilitate this change, which I believe, you know, Andy's doing here with First

00:33:19.420 Form, and I'm part of that. And I'm going to help facilitate it faster, easier and better.

00:33:23.960 There is no such thing as like, again, a right choice or wrong choice. This is based on your

00:33:28.280 triangle, you know, this is where you feel your greatest impact is at the moment. And it's true

00:33:33.920 for now, maybe in the next five years, and maybe in 10 years, another piece of that triangle, right,

00:33:38.720 allows you to, like, evolve as an individual even further. So this is actually a really cool

00:33:44.940 segue, because you actually touched on something that I wanted to talk about, that I get a lot of,

00:33:50.360 okay, and I address this a lot. The mentality difference between people who are successful

00:33:59.720 versus the mentality difference, people who really struggle, in terms of how successful people

00:34:08.780 believe that it is an equation, right? It's work, time, skill, all mashed together. And if I do these

00:34:17.580 things, the outcome will be there. They believe that. Unsuccessful people have this idea where

00:34:23.700 they look at a crowd of people, and they think that some success fairy is going to fly out of the sky.

00:34:28.460 Success. You know what I'm saying? And like, touch you, and then touch you, but not touch this guy,

00:34:34.580 even though he's doing the exact things that need to happen to be successful. What's your opinion on

00:34:40.820 the difference between that mindset? And because I can remember thinking when I was a younger person,

00:34:47.380 like when I was, you know, because I've been an entrepreneur since I was young, eight years old,

00:34:53.120 nine years old, 10 years old, I've just been that kind of mind.

00:35:01.340 As I can remember thinking like, man, I wonder if I'm going to be one of these people who gets to drive

00:35:06.680 a Lamborghini, or I wonder if I'm going to be one of these people who gets to be successful, or I

00:35:10.420 wonder if the universe is going to let me be this, you know, and I can remember thinking that,

00:35:15.300 and then going through the process, and then looking back and being like, dude, it had nothing to do

00:35:20.440 with that. It was just, you do this, you do this, you do this, and then this happens. So what would

00:35:25.960 you say to somebody who's young right now who has doubts that that's the truth?

00:35:31.540 Don't be a victim of anything. I think that's the main thing is a lot of unsuccessful people,

00:35:36.160 or people who want success and haven't reached it yet, typically are a victim of their environment,

00:35:42.020 meaning they look for every reason why they're not being chosen, you know, why that hasn't happened

00:35:48.420 to them, why this isn't something they love to do, right? That moment they're like, oh man,

00:35:53.720 I don't love my job, right? Like, oh my God, I got to quit right now. I don't love school,

00:35:57.420 fuck school, right? Like that's, that's how usually most people-

00:35:59.820 That's the popular shit right now.

00:36:00.860 Yeah, it's like the victim, right?

00:36:02.500 Nobody fucking likes school.

00:36:03.600 You're, you're always a victim of your environment and everything happening around

00:36:07.780 you. Like you, you, you can't be successful because, sorry, you can't be successful because

00:36:14.600 you typically, uh, focus so much on everything going on around you rather than the actions

00:36:23.340 you're taking to bring it to like, to bring whatever you want to do to life. So like people

00:36:28.920 are always like, well, you dropped out of school. And I'm like, yeah, I left school,

00:36:32.200 but it wasn't because I was trying to figure out what I wanted to do. So I left school and

00:36:36.500 then sat on my ass for six months. Right. I had a job that was paying me 60, 70 K a year,

00:36:41.740 you know, so I was already doing well, better than I would have coming out of school. Right.

00:36:45.700 I was willing to spend seven times more time at work to make up for the time I wasn't in school.

00:36:50.720 And I understood that I was going to have to also self-educate myself to make up for what

00:36:56.220 I'm not receiving in school. So I left school with belief, tenacity and the work in place. Right.

00:37:02.180 And then I agreed that I was going to do more work for what I was going to miss. So, you know,

00:37:06.800 I think being just not being a victim of what's going on, like what if you can't be successful

00:37:10.800 because you're in a town that doesn't have, I think Gary V, which is funny, like you brought him

00:37:14.880 up earlier. He said something to a guy that was like, well, I want to sell weed in my town,

00:37:18.900 but it's illegal. And he's like, well, fucking move. Yeah. Go somewhere. That's what you want

00:37:23.720 to do. You know, like you can't just sit on your ass and be like, yeah, my house, this isn't

00:37:27.820 happening. So therefore there's no way I can do anything about it. Right. And I'm just going to

00:37:31.920 sit there, you know, and, and look at my life and be like, fuck. I mean, you know, I, I think of it in

00:37:36.220 a, in a very life driven way as well, which is, you know, even for myself, I'm very driven. I always go

00:37:42.120 after things I want. I never settle for no meaning. Like if I see an, a door's closed, I find a way

00:37:47.980 around it, but I don't look at it as it's not happening. I'm like, maybe it's not happening

00:37:51.480 right now, but that shit's going to happen. Not only do you look at it as not, I mean, and tell

00:37:57.240 me if you, if I'm wrong about this, but when I see a door closed for me, I don't even look at it as a

00:38:02.320 negative at all. I look at it like, Hey dude, I just learned this from that and I'm going to use

00:38:06.000 that now. Right. Exactly. So I turn what other people would say is a, or even use as an excuse to

00:38:13.380 quit into a fucking asset to move forward. You know, exactly. That's exactly what I mean. So if

00:38:19.240 you focus your effort on just on the work and the things you can do, not the things that are not

00:38:25.600 going for you and, and you keep making moves, even if they're not perfect, you know, like even if

00:38:32.020 they're not like the, the best moves that are going to lead to every little thing you want, but it's

00:38:36.760 just a move forward, right? Well, it's better to move forward than to stay stagnant. So if you're

00:38:42.040 making progress, you're eventually going to get through that door. And that's the key. And I

00:38:47.060 think the progress part is, is what a lot of people miss because the progress could be one month, one

00:38:51.480 year, 10 years, but the progress needs to take place in order for the, for the person to advance.

00:38:56.880 That's right. That's right, man. I agree a hundred percent. I think that, I think that people,

00:39:04.220 I think you're, I think you hit a spot on, man. I think people will look for any excuse they could

00:39:10.160 possibly find for it to not be quote unquote for them. You know what I mean? So I can, you

00:39:17.280 know, school, like the popular thing is now, like you said, Oh, I don't love school or I

00:39:22.780 don't love my job. Well, fucking nobody loves school all the time. Nobody certainly loves

00:39:27.440 their job all the time. I don't fucking love this job all the time, but I know where I need

00:39:31.640 to go and I know what I need to do to get where we need to go. So I fucking do it even when

00:39:36.320 I don't feel like it, you know? And I feel like there is a level some now Gary argues

00:39:42.600 with me on this because he believes that there's the millennial thing is always been

00:39:46.420 there. Like it's always been, you know, the young, uh, he calls it old white man

00:39:50.520 talk. Like, uh, you know, I went to school both ways uphill in the snow. Right. And

00:39:55.860 every generation has the, the older generation looks at the younger generation and

00:40:00.600 says they're fucking lazy or they're, they're entitled or they're, they don't

00:40:05.740 appreciate shit. And he's got a point to that at some level. But I do think that we

00:40:12.060 are at a point where technology has become such a huge part of our lives and the

00:40:16.720 messages of this easy success has mixed with also the idea that people are owed

00:40:25.140 something for just being born to create a situation where we do have people who

00:40:31.500 aren't willing to fucking do the work.

00:40:35.400 I mean, there's lazy. I mean, my license plate on my Lamborghini says not lazy.

00:40:40.220 Yeah. Mine says do work.

00:40:42.300 So one way or another, lazy is definitely part of the equation. Like that's part of

00:40:46.840 the problem more than anything else is the work ethic isn't there. Right. That's, I

00:40:50.840 think no matter what you look, how you look at it, which country that there's

00:40:54.740 always that pool of people who just don't want to do anything. Everybody's

00:40:58.760 always worried about the maximum reward for their work. So for the minimum

00:41:03.380 effort. Exactly. So you hear people like really young, they always tell me,

00:41:06.600 they're like, I've, I've saved 10 K. How can I make my money work for me? Like,

00:41:11.320 how can I invest my money to make it make money for me? And I look at them and I'm

00:41:14.200 like, what are you doing to make money right now? And they're like, well, no,

00:41:17.120 that's why I'm asking you. What can my money do to make money for me? I'm like,

00:41:19.940 why are you fucking expecting your money to make money from you when you're not

00:41:23.880 willing to work to make money for yourself? Dude, it's like, I don't

00:41:26.960 understand. Like, how are you thinking of investing money to make money, right?

00:41:30.620 You want your money to work, but you don't want to do the work. What the fuck?

00:41:33.080 Go to work. Like go to work, save more money. Keep doing the shit that made you

00:41:35.940 the 10 grand. Exactly. And be great at it. Eventually you're going to get 20, 30,

00:41:40.220 50 and a hundred grand. Dude. And that's where people get their ass kicked in

00:41:43.520 because they are always looking for that easier way instead of the way that works.

00:41:48.060 Well, people I think want big money quickly. And I think, and I think the problem is they

00:41:52.800 don't understand the idea of compounding knowledge. So this is where people make this mistake where

00:41:58.700 they look at compounding money. You know, they understand this interest, but they don't look

00:42:02.020 at the power of compounding their experiences, their knowledge and everything. And the value

00:42:07.360 that brings back in terms of money on the, in the longterm, you know, so they look at it

00:42:11.040 as I'm doing this and I'm making X amount of money. How can I, what do I need to do to make

00:42:15.940 X amount or, you know, Y amount of money? They don't look at it as who I'm becoming along the

00:42:19.920 way is worth so much more money to everybody else. Right. Because I'm becoming so talented at

00:42:25.200 what I do that everybody's dying to pay me to do it for them. So therefore I want to make a lot

00:42:30.400 more money. Right. They don't look at it that way. They look at it as like today I'm making this.

00:42:33.920 What do I need to make tomorrow? Well, and that's why people, that's why people will leave a job

00:42:38.140 that they make $2 an hour more at, even though there's no upside in the career because they're

00:42:44.660 so short sighted. Exactly. They only see what's a, I always tell people I have a 10 year vision.

00:42:49.080 That's okay. Yes. But have a one year goal because if you have 10 year goals, well the,

00:42:54.340 the playing field you're playing on, like the landscape of the business arena, it's going to

00:42:58.060 be different. That's right. Your, your aspirations, the things that are happening, your competitors

00:43:01.660 in the space, like who's going to be doing what in three years. You can't predict that.

00:43:05.480 Like 10 years ago, man, we fucking internet barely even existed. Like imagine if another

00:43:10.100 social network comes out and it changes. Well, just look at Amazon. Yeah. I mean, 10 years

00:43:13.740 ago it was a, it was not even a conversation. It was a book. It was a book app. Exactly.

00:43:16.960 I mean, you rented books on it and now it's changed the whole playing field. Right. But yeah,

00:43:20.580 for sure. I mean the shit my dad orders on fucking Amazon, you know, but I mean he's 71 years

00:43:25.280 old. He ordered a shower door on Amazon. I mean, put, wrap your head around that, a shower

00:43:28.760 door, you know, but I think the conversation, Andrew, you talked about the belief fairy,

00:43:33.480 right? The success fairy.

00:43:35.360 The success fairy. And you talked about how the, how you have to believe and the success

00:43:38.980 fairy lives next to the money tree and the, and the, and the good employee tree. She's

00:43:43.040 the one that takes care of it and prunes it. Yeah. But I think, and I had this conversation

00:43:46.700 as a company, we had it a couple of weeks back. We were talking about vision boards and

00:43:49.700 talking about tangible items and, and really seeing where your future is going to be and

00:43:53.300 talk about belief. And, and I made a comment and just cause you guys were talking about

00:43:57.560 believing in where you're going to go and really your power of your thinking and how you're

00:44:00.780 going to end up. Um, you know, I, I played professional baseball in the St. Louis Cardinals organization.

00:44:05.140 And I was drafted in 2003. I was like a 900 millionth pick of the draft. But you know,

00:44:11.160 I, I look at when I got drafted and I had a little bit of success and I progressed through

00:44:16.780 the system. I never believed that I would get to the big leagues. Like I never believed

00:44:21.040 that I would get there. I just thought I was lucky and I had the opportunity to get where

00:44:23.640 I was at and I was going to enjoy the fucking ride while I was there. And I look back on what

00:44:27.800 it is now. And it's the only goal that I've ever set for myself that I've never achieved

00:44:31.920 because I didn't believe in it. And I didn't take the components in which you're speaking

00:44:36.560 of utilize and harness my talents to go in and attack that goal. I left it out there

00:44:42.060 for the belief people for the, for the ferry. And I, and I, and it's taught me so many fucking

00:44:46.740 lessons because I know I was as talented. I know I had the work ethic. I know I had all

00:44:51.020 the skills to possess, but I, I, for whatever reason at that time in my life was 21, 22 years

00:44:55.540 old. I just, I didn't possess the mental maturity when you, cause you were just speaking about

00:44:59.700 experience. You think about the time. Well, dude, so you gotta remember, man, that's what

00:45:04.300 fucking you've been taught your whole life. You go to school and what do they teach you?

00:45:08.180 They, they, they say, you say, Oh, I want to be a professional baseball player. And they

00:45:12.180 say what? Well, nine hundred, there's only 900, there's only 990 something professional

00:45:17.700 baseball players. You'll have to get really lucky to get chosen to be a Matt, to be a

00:45:22.220 player. Yeah. Lucky to get chosen. That's what people hear their whole lives. You know

00:45:26.920 what I'm saying? So like to develop belief when you've been coached your whole life to

00:45:31.800 believe that it's, you're getting chosen, not you make it happen is a hard thing to

00:45:36.760 step from. Well, and that's, that's where I was talking, you know, and it resonated with

00:45:40.980 me again when you were talking about experience, right? Like you pay for experience. Like

00:45:44.360 that's part of, you're moving forward and you're progressing. You're going to make

00:45:46.740 mistakes. And honestly, your forward might really be backwards, but you're moving, you

00:45:51.140 know? And so I, I still, and I write about it every once in a while. I keep my helmet

00:45:56.340 in my office from when I played for a reason for, to understand it's the experience I taught

00:46:02.460 that you have to believe that you can fucking do it. You always have to believe. Dude, but

00:46:06.460 let's talk about that for a second because I've never actually talked about belief on this

00:46:10.560 podcast. We've done a hundred episodes or something. Dude, let's talk about what fucking

00:46:15.760 belief really means. Because I'm going to tell you right now, like I tell people my

00:46:20.660 goals, like dude, like my material goals or my business goals. Like, dude, I, I, like

00:46:25.320 I say, dude, I'm going to own a fucking G650. I don't like, or I say, dude, we're going to

00:46:31.000 build a multi-billion dollar company on a first form. I do not. Like when I say that people

00:46:38.560 misunderstand what I'm really fucking saying, what I'm saying is I'm going to fucking own

00:46:44.900 a G650. And I'm saying, I'm going to build a multi-billion dollar company. And there's

00:46:50.900 really nothing that anybody else could fucking do to stop it from happening. And the belief

00:46:56.040 that is behind those statements, there's zero fucking percent doubt. It's not a 1% doubt

00:47:03.300 or 2% doubt. I'm not saying affirmations to myself at night to convince myself. I fucking

00:47:09.980 believe it. You know what I'm saying?

00:47:11.880 And you're backing it up with the actions to actually bring it to life.

00:47:15.140 Yeah. I'm willing to do what it fucking takes. Like no matter what that is.

00:47:18.080 But you see that belief, that belief to you makes sense. But from the outside in, you have

00:47:22.700 to look that, that the common people watching this, right? The only time belief makes sense

00:47:27.160 to someone is if they understand the confidence aspect of why you're saying it. Because remember

00:47:32.040 what I said earlier, confidence is the pre, kind of like the before the belief model. So

00:47:37.280 when confidence evolves, right, it manifests itself in the form of belief internally, like

00:47:41.840 for the human being, for the person. So when you say, I'm going to do this, to you, it's

00:47:46.240 coming from a place of confidence where your confidence, your track record has enabled

00:47:50.060 you to envision 10 years ahead and say, that shit's going to happen. Like we're going to

00:47:54.820 this destination no matter what. I'm just letting you know. But from the outside in, when you

00:47:59.340 look at that and you don't know Andy and you've never talked to Andy and you hear that

00:48:03.580 to that person who's not trained. Yeah. It's no different than the kids saying, I want a

00:48:08.480 Lamborghini, right? Right. But it comes from a place of confidence for you. So it comes

00:48:13.740 with a track record of experience, right?

00:48:15.760 So dude, I agree a hundred percent. You have to do shit. You have to, I talked about this

00:48:20.680 on my fear podcast. You have to attack your fears and overcome your fears to believe that

00:48:26.860 you can actually do shit. And that's where confidence is, is born. It comes from you doing

00:48:32.180 shit and then believing you can do more shit. So you have to do stuff to believe you can do

00:48:35.760 stuff. But I also believe, and I never actually talked to you about this and I'll be interested

00:48:42.300 in what you think. I believe there is some sort of metaphysical or unseen power to true

00:48:48.660 belief. I believe that I believe that we don't, as humans don't know what it is because

00:48:55.780 I can think of so many and I'm talking, you know, we talk, people talk about the law of

00:48:59.700 attraction and they talk about the fucking secret and all this. There's so much more

00:49:03.200 to it than that. If you're looking into the law of attraction, but like, what are your

00:49:07.840 thoughts on that? Like, I really believe that there is a, when you truly, truly, truly believe

00:49:14.760 something without doubt and you're willing to do it, I just feel like it's, it's going to

00:49:20.100 happen. It's almost like the power of alchemy, right? Like making something happen, you know,

00:49:23.960 like coming to life that you're like having your head. And I'm crazy, dude. I think about

00:49:27.660 this shit sometimes. I'm like, all right, look, no, but we have 10% of our brain that

00:49:32.620 people know what, what, what people do, that science knows what it does. There's 90% of

00:49:37.620 the brain that nobody knows what the fuck it's for. And like, dude, I've just seen so many

00:49:41.400 things in my life manifest themselves. Like literally, dude, look, I'll tell you a story.

00:49:47.680 I got to tell you this story because it's almost unbelievable. I would tell you two stories

00:49:53.240 about this. Okay. So our PhD, Chad Kirk sick. Uh, okay. When I was first launching first

00:50:01.780 form, nobody fucking believed in it. Everybody said, Oh, fucking Andy's making that shit in

00:50:07.020 his bathtub, blah, blah, blah, blah, blah. And that was the fucking, that's what everybody

00:50:11.100 said. So nobody believed like, dude. And I was, you know, we were nothing. We were literally

00:50:15.820 nothing. We were literally picking the product up from the manufacturer, putting it in my fucking

00:50:21.220 garage. That's how much product we had. It fit in my fucking garage. So when I would

00:50:28.020 go talk to people about the brand, I would like have a pitch and in my pitch. And I would

00:50:34.360 say, because I, and the only reason I knew this, I knew the university of Oklahoma had

00:50:39.460 a science program for nutritional supplements. And so I would tell people, I would say, and

00:50:45.360 this is going to be an embarrassing story to tell, but I don't give a fuck because it's

00:50:48.220 the truth. So I would bullshit people. And I would say, Oh dude, you know, we're making

00:50:53.240 the best products. We're doing some studies at the university of Oklahoma, which dude,

00:50:57.740 I didn't know anybody at the university of Oklahoma. All I knew was that they did studies

00:51:01.140 on the product. And so I would just fucking say that. And I would say, I said it 20 fucking

00:51:06.180 thousand times to the point where I fucking believed it, even though there was no truth

00:51:10.340 to it. It was total bullshit. So dude, we're at my dad's house for Christmas. Like this is

00:51:14.900 like two years after we started the company and my dad has this big Christmas party. And

00:51:19.180 so I'm sitting down with like a couple of my friends I hadn't seen in a while. They're

00:51:23.200 like, Hey Andy, how's first form going? And I automatically go into my pitch, right? A

00:51:26.920 pitch. Oh dude, it's great. We're getting these products made and we're going to get

00:51:30.740 them tested at the university of Oklahoma, blah, blah, blah. And I hear this voice behind

00:51:35.560 me and it goes, the university of Oklahoma. Well, who do you talk to there? And I'm like,

00:51:42.000 Oh fuck. I'm busted. I'm like, no. So like immediately I'm like, well, you know, I don't

00:51:50.300 know exactly where I'm like fucking, I don't know what. And so this girl, she goes, well,

00:51:56.000 my brother's the head, the head of research there. And I go, Oh really? What's the head

00:51:59.980 of research? And she goes, well, he handles all the research on the, on supplements. And

00:52:04.100 I'm like at the university of Oklahoma. And she's like, yeah, his name's Chad Kirk sick.

00:52:08.120 And I'm like, there's no way. I university of Oklahoma, the one. Oh, you boomer sooner.

00:52:15.660 Yeah. What I'm lying about. Yeah. Your brother's the head of research there. And she's like,

00:52:20.060 yeah. And I'm like, Oh, well I'm dealing with some, so I like go back into bullshit mode

00:52:23.580 and I'm like, Oh, so I'm dealing with somebody who's like way below him. Probably. Why don't

00:52:27.760 you give me his number? So this girl ends up being the fucking girlfriend of my cousin.

00:52:33.040 Who's one of my best friends. He was in my wedding. He's been like a big brother to me

00:52:37.080 my whole life. They're married now. Okay. They have kids. And Chad, her brother is one

00:52:43.540 of our good fucking friends who is our fucking resident PhD at first form. Now tell me fucking

00:52:49.460 that ain't weird shit. No, I mean, it's not coincidence. No, it's the power. It's the power

00:52:53.860 of putting yourself out there. That's what I'm saying. Energy attracts energy. So if you put

00:52:57.820 out energy looking for something, you're going to find it. Just like when you ever notice

00:53:01.740 people find people that are just like them. Like think about the scale of that fucking

00:53:05.880 story. No, I completely understand. Like the stars, like, like, dude, that's not coincidence.

00:53:11.160 There's no fucking way. No, but it's what, it's what you put out there over and over and

00:53:15.120 over that attracted you to people. Yes. Exactly. That were exactly what you were talking to.

00:53:19.820 Exactly. So dude, let me give you another example just real quick. Cause this is, this

00:53:22.880 is a really good one. So I, uh, before I was married, I was in a relationship, uh, that

00:53:28.380 was, it was not good, but it wasn't like anybody's fault. It was just the nature of

00:53:33.200 the relationship. She was somebody and I was somebody else. We didn't have much in

00:53:36.920 common and it just fucking wasn't good. Like we argued a lot. So I would go down

00:53:43.240 to vinyl images, uh, which they did all our graphics for our company. And, uh, they

00:53:49.220 had this girl that worked down there and I would go in there and I would look at, I

00:53:53.600 would look at the girl and I'm like, man, she's pretty hot. You know, she was

00:53:57.160 married. I never thought anything of it. Like I never thought like, Oh, I'm

00:54:00.200 going to try to flirt with her. I had a girlfriend that lived with me. She was

00:54:03.240 married. I never thought anything of it, but I used to always think, I'm like, man,

00:54:06.420 this girl's hot. She's cool. What a prize she is. She's so awesome. You know, man,

00:54:11.520 I really wish I had a relationship like that. And I used to always think that like

00:54:15.660 to the point where I would just like think it and, and I kept going down there,

00:54:19.700 going down there, going down there and, and not to see her because I'm friends with

00:54:22.560 the owner of the company, but I would always think of how cool she was and how

00:54:26.480 nice she was and how polite she was and how, and I used to actually think she was

00:54:29.820 full of shit because it was so like perfect. I'm like, this girl's got to be

00:54:32.860 fucking crazy. I just don't know it. Well, uh, a year later, like a year, three, four

00:54:40.160 years later, uh, she's divorced and I'm, I'm down there at the office and we're

00:54:49.360 talking and shit and I'm, my relationship is over and she fucking asked me out on a

00:54:54.500 date. Now I'm fucking married to her. You see what I'm saying? Like, dude, there

00:54:58.860 was no reason for me to ever fucking like, I didn't pursue it. I didn't, I

00:55:03.020 didn't ask her out. I didn't try. But you thought about it. I fucking obsessed

00:55:06.940 over it. Exactly. Well, that's the thing. So like the energy you put out was

00:55:09.900 reciprocated back to you. But that's what I'm saying about belief though. Like if

00:55:13.140 you can fucking truly believe shit and focus on it, it shit just happens, man.

00:55:19.480 Yeah. But well, it's not just focus. You did something to it. Look, you told a

00:55:23.940 lot of people about that story earlier about the chemist thing. So you were,

00:55:27.820 you were constantly bringing it up. Right. Right. And the same thing, you were

00:55:31.600 constantly going down and seeing not for her, but I'm saying you were engaging in

00:55:36.060 that action. Right. Back and forth, back and forth, back and forth. Right. Until, so you

00:55:40.440 were preparing yourself in the, indirectly not being there and your thought

00:55:45.260 process was there. When the opportunity presented itself, then, then it made sense.

00:55:50.260 Right. Like it became, now if it would have happened earlier, maybe it wouldn't have

00:55:53.480 even worked because one of you had a relationship the other didn't. Exactly. But if you wouldn't

00:55:58.000 have obsessed over it and if you wouldn't have done the showing up. Right. Then, then that

00:56:02.220 connection wouldn't have happened as much. You know what I mean? Like you would have been

00:56:04.820 a forgotten guy. And I agree a hundred percent. Like, dude, I am no way saying like, Hey, if you

00:56:10.740 just fucking believe it, you'll achieve it. But dude, the real fucking heart from your

00:56:15.840 heart belief and follow with fucking action. It holds a lot of weight. It's pretty hard

00:56:19.960 to fucking beat. No, no. It holds a lot of weight. And some amazing shit can come from

00:56:23.600 that. I mean, look at it. I believe that could change the way people look at self

00:56:27.140 education and I could provide a platform that would be better and cheaper than a

00:56:32.880 school. Yeah. Like to, to kind of learn the basics of what you need in life. I believe

00:56:36.520 that. Yeah. I believed I needed to do it via the internet, you know, and not do it in

00:56:41.820 person, building a school and everything. I had zero experience. Although we should

00:56:46.040 do a live event. Yeah, we should. We will. We will. We should do, me, you, a couple other

00:56:51.560 people. We should do like a kick-ass. We'd fucking, it'd be awesome. I agree. A new Vaughn

00:56:56.080 too. But I mean, think about it. If you believe in something bad enough and, and just the same

00:57:01.080 thing that happened to you happened to me, the more I believe that I wanted to do this,

00:57:04.280 right. And the more I put it out there, randomly I started like my, I had a client in banking

00:57:09.960 who had a son who was unmotivated and he just sends him up and he's like, Hey, can you motivate

00:57:15.420 my kid? He knows you've got cars. And I'm like, you want me to motivate the fuck to look

00:57:18.900 like he's like, are you the motivation? And at that time I had a Persian Tony Robbins.

00:57:27.560 I had nothing to do with like motivation. I didn't have secret answer. I had nothing to do

00:57:32.080 with that shit. So it was like, I was like, why are you asking me? He's like, you just

00:57:34.400 look like you're in control. You should help him. You know, he likes your cars. And I think

00:57:38.300 he'd listen to you more than he listens to me. I said, all right, fine. You know, send

00:57:41.140 him over and I'll talk to him. So at this time I have this idea in my head that I'm telling

00:57:44.040 a lot of people about this platform I want to build called, you know, and I didn't call

00:57:47.660 the secret entourage, but that's what it is today. And I was like, I want to build this

00:57:50.600 thing. And people are like, whatever, man, you're like, you know how to make money

00:57:53.260 in this other spaces. Go do that. Why don't you do more of that? And I was like, no, man, I want to do

00:57:56.980 this other thing. They're like, you're going to, it's going to take you 10 years to figure

00:57:59.700 this out. The internet, who knows the internet? I was like, dude, I'll figure this out. Even

00:58:03.120 though I knew nothing about coding, I sucked at everything that was artist-like. And I

00:58:07.100 was like, you know what? I'm going to figure this out. And then this guy's like, yeah,

00:58:09.560 go talk to my son. You know, like, I was like, ah, you know what? Fine, whatever. I'll

00:58:12.600 talk to your son. So he shows up and I start, you know, I start talking to him. I was

00:58:16.820 like, hey, what do you do now? He's like, oh, I love internet marketing, but he's

00:58:20.720 like, I just, you know, I just don't know what to do in life. And I was like, hey, tell

00:58:23.860 me what you think about this idea. Well, and now he's the co-founder of my company

00:58:27.260 and he's, you know, he's, he's been the one that's come true for seven years and

00:58:30.620 has been one of the main reasons why Secret Entourage not only happened, but has been

00:58:34.320 successful. That's awesome, man. And it's just been like, you know, you put it out

00:58:37.340 there. You believe it. You keep talking about it. You bring it up. And it aligns, man.

00:58:41.640 Right. And then things happen. And because you're always thought it's in your head all the

00:58:45.900 time. It's like first thought is there is you're obsessed with it. You identify the

00:58:50.280 opportunities immediately, right? Like you saw an opportunity and then it opened up

00:58:53.840 her way to ask you out the same way that I saw an opportunity. So I brought it up to

00:58:57.120 this kid. Yeah. With not the intention of recruiting him, just like, hey, what do you

00:59:00.420 think about this? And he gave me that reciprocity that was like, oh, I like your

00:59:03.980 enthusiasm. I think this is great. I think I can help. So basically in backwards of 19

00:59:09.300 minutes, if you believe it's the thought process, it's the single common factor in

00:59:13.700 your head that makes each decision you make based on that. The belief is the, what I

00:59:18.700 want, the original point I wanted to make 30 minutes ago is that the belief, the belief

00:59:25.140 has to be a no. It has to be, and I'm not saying N O I'm saying K N O W. Like the level

00:59:33.880 of belief that I'm talking about here is fucking knowing it, like knowing it to the point where

00:59:38.580 you fucking know it. And if you could get yourself in that position, it's very, very, very powerful.

00:59:46.540 You know, I, I, I just personally, my personal beliefs, I don't have any proof

00:59:52.880 other than my own life. I just think that's, that's, I think it's the key. I think it's

00:59:57.740 the key. You don't need any other proof. Yeah. Yeah. You don't need your own validation.

01:00:02.340 But that's, but that's the basis of moving forward when you go back to like progress.

01:00:05.520 But I try to explain that to people and people, and, and it's hard to develop belief that you're

01:00:11.160 going to be a quote unquote millionaire when you have fucking $5 in your account. You know

01:00:16.400 what I'm saying? So you have to go out and have some wins to develop the confidence that

01:00:20.400 we talked about. Yeah. And then to go back to what we said earlier, you know, like just

01:00:24.100 people have to stop being constant victims of everything around them and they have to

01:00:28.560 believe. That's the only, when you talk about the millennial thing and that resonated really

01:00:32.180 well, cause I, I actually would side with Gary V on this in that sense, but the victim

01:00:37.180 card is one that bothers me the most. You know, why did this happen to me? Well, I mean,

01:00:42.720 everybody has a result of your fucking actions. No, I understand that. Look as simple as saying

01:00:46.660 I didn't get funding. Like I can't start cause I don't have money. You know, I can't do anything.

01:00:50.940 So it's either I have a million dollars in my bank account before by someone believing

01:00:55.020 in me, or I'm not even going to take step one in my business. Right? Like, and, and I always

01:00:59.080 tell people like, you know, they're always telling me, they're like, I need support. My family

01:01:02.900 has to support me. My uncle has to give me some money. I have to have this align and this

01:01:07.220 align and this align, and then I'll start a business. And I'm like, listen, first off,

01:01:11.100 you never need support to get results. You need results to get support. That's right. So like

01:01:16.480 this straight up, you got it ass backwards. Yeah, exactly. Like once you do the, once you put out

01:01:22.340 there, once you get traction, somehow you'll see all these people who are first telling you you're

01:01:27.380 retarded, come to you and be like, Hey, I'm all about check. Yeah. How can I play? How can I help

01:01:32.860 you for free? I'll work there 10 years for free. Like, I just want to be part of this, right? Because,

01:01:37.780 because remember, we expect people to know what's in our heads when we have vision,

01:01:41.500 right? We're like, Oh, I see this world where I'm like, I'm going to reinvent the way self

01:01:45.740 education works. And people are like, why are you? Who are you? Like, you know, you did

01:01:49.560 well with this car space. It doesn't mean anything. Like, why would you do it? Well, they don't see

01:01:53.120 what I see. So it would be foolish of me to expect support from people who can't see a vision

01:01:59.140 that I've never shared with them, shown them that they can't see clearly. Right? And yet so many

01:02:04.220 people use that as a fucking excuse. Right? Because they have this victim mentality. You

01:02:08.080 know, I live in the wrong place. I have no money. I don't have this. I don't have that.

01:02:11.940 I don't have that. Well, it's an easy out. Yeah. So basically, it's the reason to be lazy.

01:02:17.620 Quit being a fucking pussy. Well, I mean, okay. So that's right. I mean, I didn't want to drag

01:02:21.080 it on too much, but it's, you met my dad, right? Very briefly. My dad has been such an inspiration

01:02:26.880 to both Andrew and I, because when we were kids, he wouldn't let us be pussies. And I still

01:02:31.520 believe this. Like, that's how, like, when I talk about winning, it's so ingrained in

01:02:35.280 my fucking brain that I don't care who I'm facing. Like, I'm convinced I can win. You

01:02:40.500 know what I mean? And it's the mindset that goes into the approach that makes you, even

01:02:44.800 if you don't win. Dude, I believe that so much that if I don't know I can win, I won't fucking

01:02:49.940 do it. Yeah. Because I know how important that belief is. You know what I mean? Yeah. And

01:02:54.800 I just, I take a different approach because I believe that, but like, even on things that

01:03:01.380 I, even on things that I know, maybe deep down that maybe not my honey hole or not something

01:03:05.980 I'm professional in, like if I give it what I fucking got, you're going to have your fucking

01:03:09.180 hands full. You know what I mean? But I believe, because I believe in myself. You know what I

01:03:13.160 mean? I believe in the powers that I possess in that, in that realm. But we were taught that

01:03:16.880 at a young age, you can fucking do it. I think you want. I think, you know, I think there's

01:03:25.860 so many things that people can pull from your book that are important. And I think one of

01:03:33.880 them that I want to touch on just before we close up on everything is a term that I feel

01:03:41.080 has gotten watered down because it's used so much now. I feel like so many people have

01:03:46.880 used this term. I hate using it. And because I feel like people don't know what the fuck

01:03:53.800 it means because it's overused. Okay. And that term is self-awareness. Yeah. Everybody's

01:04:01.560 talking about self-awareness. It's the fucking buzzword, right? It's the buzzword now. Just

01:04:08.420 like being an entrepreneur is the buzz thing now, you know, being self-aware or self-awareness

01:04:14.140 and blah, blah, blah. And I see all these people fucking repeating it. And Gary Vaynerchuk,

01:04:18.900 it's your fucking fault because you say it so much. Yeah, because he starts bringing it

01:04:22.180 up. But he gets it. He knows what it means. But so many people just keep saying it. And

01:04:27.560 I'm like, bro, you're using it the wrong fuck. You don't even know what the fuck it means.

01:04:30.540 Like, I feel like your book is a manual to self-awareness. It is. Okay. So since you wrote

01:04:41.260 this book, let's talk about self-awareness and what it means to you.

01:04:45.480 So I think most people confuse awareness and self-awareness. And I think that's the biggest

01:04:51.180 problem is they use the word self-awareness. But what they're really trying to say or talk

01:04:55.820 about is awareness. Being alert, being understanding or comprehensive of the environment you're in

01:05:03.080 to most people is self-awareness, which in reality, it's only awareness. It's like understanding

01:05:08.540 the environment, understanding what's happening, understanding everything, you consciously being

01:05:13.060 there, right? Right. That's awareness. Now, self-awareness takes that one step further.

01:05:19.600 It's your ability to understand not just your environment that you're in and how, you know,

01:05:24.540 what's happening in it, but how the environment is responding back to you as a human being within it.

01:05:30.680 Right. So this is the part that most people miss. They don't, they look at their environment and

01:05:36.280 they're quick at like judging people and understanding what's happening in their

01:05:38.940 environment, but they're not understanding how their environment is judging them back based

01:05:42.700 on their behaviors. Right. Based on the symbols they put out, the things they wear, the way they

01:05:46.600 speak, the way they approach an environment, the way they even look at people. Like all of those

01:05:49.800 things are symbols we put out there and that the environment shoots back at us. You know, like as

01:05:54.400 we're like identifying people and really like looking at them and being like, what do I think of this guy?

01:05:59.320 Well, they're looking at us. Right. So do we have enough of that self-awareness to understand

01:06:04.400 how to position into an environment where we control the environment instead of the environment

01:06:10.200 controlling us? Meaning like, are we able to understand or perceive how an environment works

01:06:15.760 before entering it and understanding as a result of our presence there, how does it change the

01:06:20.740 dynamics of that environment? Now that sounds really philosophical and fucking complicated.

01:06:24.180 Some people doesn't, but, but if we understand that most people, most people feel like they

01:06:30.180 are powerless and that they're what they put out or do has no, well, there's something bigger

01:06:35.960 than that. Most people feel that every environment they're in revolves around them. That's the

01:06:41.780 problem. Most people feel that it, once they enter the environment, yeah, they think that

01:06:47.260 once they enter the environment, the environment still responds, you know, it's about them and

01:06:50.960 like how they're interacting with it and everything about it. They're not really identifying or really

01:06:55.300 reflecting on how the environment is because everybody in that environment typically thinks

01:06:58.780 it's about me. Like what's my experience here? What's happening, you know, at that moment for me,

01:07:03.020 but they're not really looking at the environment as a whole. And the reason my book does a really

01:07:07.340 good job at breaking that down is because it teaches people how to remove themselves from the

01:07:10.840 equation. What if you were looking at yourself from a third perspective in an environment and how you,

01:07:15.920 what if you could watch a movie of yourself, right? Like one of the, what would you think of that guy?

01:07:19.420 Right. Exactly. Like, and what's funny is like, this is one of the number one core strategies

01:07:23.120 I used to train salespeople. Like in my, in my old days in banking, I used to videotape them

01:07:28.120 in their environment without them knowing they're being videotaped. And then I was like,

01:07:32.580 watch yourself. And they're like, watch myself. What? I was like, I recorded your entire interaction.

01:07:36.160 They would watch themselves. Like I look retarded. Yeah. They were like, I sound retarded. You know,

01:07:40.620 I do a lot of, um, I play with my pen for like 20 minutes. I had no idea my shoes look so terrible,

01:07:45.820 you know, like, and right. So they're completely confused. Right. But they, they thought they did

01:07:49.620 great. You know, they were like, I killed that interaction. Right. Now I'm like, imagine if you

01:07:53.720 were really alert and really aware of what, of how your clients are perceiving you, not just because

01:07:58.140 right now you're looking at yourself from that client perspective, because you're looking at it

01:08:02.080 from a third party perspective and not how you're impacting the environment, not how your clients

01:08:07.620 impacting the environment, but the entire playing field. Strategically, you can do a lot more if you truly

01:08:13.400 understand not just what's going on around you, but how the, how what's going on around you is not

01:08:18.740 only going to impact you, but the impact you're going to make walking in it too, right? Like

01:08:22.400 both sides of the equation. And by understanding these things, then you're able to position yourself

01:08:28.300 better, both in life and in situations like small situations. You can strategically go at life

01:08:33.680 strategically with purpose and with a plan, not just float through and like, and also gain a lot

01:08:41.700 more traction for life because you're not always focused about what's in it for you. You know,

01:08:46.080 and I think this is going to sound really weird, but you know, you talk about that, but, um,

01:08:52.760 you know, like when I, when, if I, we go to dinner or we have guests in town, like I'll be in the shower

01:08:57.300 and I will play the conversation out in my head of each person that I'm going to have. And I think

01:09:01.720 about what I'm going to wear and how that's going to enter and how I'm going to have that conversation

01:09:06.280 with that person. And I make sure that in my head, I'm mapping a game plan on how that night

01:09:11.600 is. That's for a fucking barbecue, but it's a fucking sales, but I'm saying, but I learned that.

01:09:17.020 And again, I hate, you know, I'm not, and I don't hate, I'd love to give the credit to my dad. Like

01:09:20.660 the reason I was always a successful salesperson, because in that conversation, like I am five

01:09:25.400 steps down the road. Correct. You're ahead of the, what's happening. So it's like chess, right? I'm

01:09:29.340 already out of that conversation. Like I'm asking you questions to move me through that motion,

01:09:33.540 but I'm taking you there, but you already know where you're heading. You know, the interaction

01:09:37.660 you're going to create and how I knew that in the shower, dude. And that's like, and I have a hard

01:09:43.000 time explaining that to people. Like, you know, and I, and I, I know it sounds really, you, you

01:09:46.760 understand it, right? Some people are probably like, yeah, bullshit, but like, that's how my life

01:09:50.280 works. No. Cause I do the same thing. I know I do the exact same thing. Not like in the shower,

01:09:55.220 but no, no, no. But I, I, I play the conversation down and I, and I know that there's okay. 75% that he's

01:10:01.000 going to say yes to this. But if he says no, how am I going to respond? What am I going to say?

01:10:03.980 You know what I mean? It's a map that I, that I pre-map in my head to play that out.

01:10:07.460 Well, you're, you're playing a game with your life, right? You're chess, you're playing chess.

01:10:11.220 Everything I do is a strategic play. Exactly. Literally. And it has either a short-term goal

01:10:15.200 or a long-term goal. And it's a smaller play part of a bigger play. That's why my day is so

01:10:18.780 structured. But, but what you're doing is you're positioning, you're positioning yourself

01:10:23.400 with every interaction for something bigger that's coming and how to actually get to places you

01:10:29.340 need to get. If more people did that, right? If, if not, if more people did that, or we're aware

01:10:34.720 of that enough, then it would end up becoming a world where people are making conscious decisions,

01:10:41.000 understanding why they do what they do. Like the thing in my book about self-awareness is not about

01:10:46.960 just teaching people, you know, just about the idea of being strategic in your day, et cetera.

01:10:50.960 But it's also about saying, you don't want to go to school. Fine. You don't want to, you know,

01:10:56.220 you don't love your job. You don't quit. Fine. No problem. Do you understand why you, you don't

01:11:02.660 want to go to school? Do you understand what you're going to do? Right? Like, like, are you

01:11:06.340 consciously making decisions or are you a constant by-product of the environment?

01:11:10.480 Right. I had this conversation before the podcast started and I was frustrated with an employee,

01:11:14.940 right? The frustration comes from when they ask, when I asked them, why did you do that? And the

01:11:20.680 answer is, I don't know. That is the most, there's nothing that bothers me more. Like,

01:11:25.880 cause when you make a mistake, you should know why you made the decision to make the mistake.

01:11:29.020 Correct. Right. So you can make a corrective action to make the right decision. You made a

01:11:32.440 conscious decision. The I don't know is so fucking frustrating to me because it's somewhere there's

01:11:38.040 a thought process. And if you can fix that, you know, you can fix that thought process,

01:11:41.640 you can resolve the problem. So you don't encounter, you don't encounter that the next time.

01:11:44.680 Yeah. Again and again and again. So that's the frustration piece when we were talking earlier is I have

01:11:49.280 that conversation because you know, every move you make is calculated whether you know it or not,

01:11:54.400 there's a decision making process that happens in order to make a better decision the next time.

01:11:59.600 So you don't make the wrong decision. So you don't make the same mistake twice. Right. Which is

01:12:03.680 moron. You have to understand where you fucked up. And if I don't know, does not answer that question.

01:12:09.960 So make them read their circle theory.

01:12:11.820 No, no, no. I'm with you. No, no, no. And that's the point.

01:12:13.560 So I'm understanding, you know, so that that's the point, right? The point is to take someone

01:12:19.240 who is not self-aware, make them see things outside of their world a different way to the

01:12:28.120 point where they can become more aware and probably self-aware. Hopefully the cool thing

01:12:33.800 about the third circle theory, and I said this to you before, is that when you read it and then you go

01:12:40.160 back and read it a year later and then you go back and read it a year later, it's going to mean

01:12:43.760 different things to you. And it, it's one of the most, it's probably the most unique book that I've

01:12:49.420 ever read. Uh, when I, when I first picked it up, I thought that the book was about entrepreneurship,

01:12:56.160 making money. And as I read it, I felt like it's more of a manual on like how to like become something

01:13:09.060 great. And I, I'm just so appreciative. And do you know, I told you this, I won't plug shit unless

01:13:16.080 it's real. Like I don't, I get people that want to sponsor the show all the time. I get people

01:13:20.960 and that's fine. I'll do sponsorships, but I got to like, what's funny. The first time you even

01:13:25.040 plugged the book, I didn't even know you plugged it. Someone was like, Andy was on his show. I was

01:13:29.200 like, what show? What the fuck? Yeah, man. Well, the thing that I, but here, because we're running

01:13:34.480 long on time here, guys, if you are listening to this podcast and you're wondering what the fuck

01:13:42.260 are we talking about? 50% of the time, a send your hate emails to PJ because his brain works in a

01:13:49.880 different way. B go buy the fucking book because this isn't, this is a project of true passion for

01:13:59.140 this man. He cares about it. He loves doing this just like I love doing this podcast. That's why I

01:14:05.360 do it for free and spend all the time and money that I do producing it. I don't do it because I

01:14:10.360 want to make money. And that's not why PJ does the third circle theory. This is something that he

01:14:15.680 has put a lot of thought, a lot of heart and soul and a lot of passion into doing, which is why I enjoy

01:14:22.400 speaking with you so much because I think our passions align. Um, and it's always a good conversation.

01:14:27.420 Yeah, absolutely, man. It forces you to think. Oh dude, the reason I, there's not many people I've

01:14:31.840 talked to that. There's not many people I talked to that I have to work to keep up with. You know

01:14:36.120 what I mean? And that's a compliment. Well, and it's such a different, well, it's a different

01:14:39.580 perspective, you know, and I want to continue the Lamborghini Audi conversation when we're done.

01:14:43.420 Okay. Yeah. You know, the perspective and that was, that was what I enjoyed most about the book

01:14:47.520 because I'm a, I'm a thinker. Like in most books you read to, I don't want to say take information.

01:14:52.180 Um, no, but that's how most books are formed is they provide, you know, information to where

01:14:58.480 is the, the, how the biggest take home for me for the book was to get me to critically

01:15:02.320 think, which I'm, which I, which I enjoy doing anyhow, but it makes you really dive into that

01:15:09.320 tune in your body, you know, or in your mindset that, that the take home, especially for people

01:15:13.660 who struggle to get to that mindset, it'd be a fucking great stepping stone. You know, I

01:15:17.280 have not read it, but I've not read it twice. I'm gonna go home and read it again.

01:15:19.760 I guarantee you to get the perspective. You get more. Yeah. I'm actually excited to read it to

01:15:24.400 read guys. This is not, it's this book is not like reading Dr. Seuss. I mean, when you're reading

01:15:30.260 this book, it is an active read. And what I mean by that is you were going to have to read and think

01:15:34.640 at the same time. Um, for me, read the same page twice. Yeah. But, but dude, it's so like rich in

01:15:42.580 content, man. It's just, it's just an awesome read. Um, before we close up, dude, if people take

01:15:49.380 away, nothing else from what you would have to teach, let's say a couple sentences, something

01:15:54.240 that you could say to somebody that would be very simple that they should take away to

01:15:59.600 live a successful life. What, what would you say that is?

01:16:04.020 Anytime you believe you're met with an obstacle, you are bound to believe in the victim mentality.

01:16:12.860 And so every time you see an obstacle, prevent yourself from getting there. And instead, you

01:16:18.960 know, find a way around that obstacle, but never allow the obstacle doesn't matter what it is to

01:16:24.740 be the reason why you give up. So if you find a way around it, that's fine. If it takes longer as a

01:16:30.560 result of it, that's fine. But don't, I just, we just need more people to, to, to stop being victims

01:16:37.480 and to start just even, you know what, if you're existing, if you're a cashier somewhere, fine,

01:16:42.780 I get it. It's not a million dollar job, but be the best fucking cashier that place has ever

01:16:47.300 had. Amen. Right. I mean, at the very fucking least do that. You're a car salesman, be the

01:16:51.620 best fucking car salesman. A hundred percent. And you'll open hundreds of doors down the road.

01:16:55.940 I love that. That's it. Like that, that's, that's, that's the, that is the truth because

01:17:00.400 there's people listening right now that are working in a company or are working in a company

01:17:05.720 that they don't see potential in. But what you have to realize is that by you creating value in

01:17:12.540 yourself and becoming the best at what you do, somebody is going to notice and you will have

01:17:18.720 doors open for you. And let me, let me leave you with this. Like, this is really important. Nobody

01:17:22.920 works for anybody but themselves. I think this is the biggest fucking problem this country has is

01:17:28.020 that everybody thinks they, it's like, I want to work for myself. I want to be my own boss.

01:17:31.800 From the day you are born, you are your own boss. What every step you take, every move you make

01:17:38.760 benefits you. And so you have to figure out, right? Like stop saying, I'm going to be my own boss. I

01:17:45.300 want to be my own boss. Like this is, you are your own boss. So be accountable for your own life.

01:17:50.500 Make decisions that are going to not only further yourself, but are going to help those around you.

01:17:54.820 And eventually just provide massive fucking value to anything you touch at any given time.

01:18:00.080 PJ, how can they find you on social media?

01:18:02.480 They can reach me on Instagram and at I create millionaires and the best other places to reach

01:18:08.740 me is on secret entourage at secret entourage.com or to find the book at third circle book.com.

01:18:14.220 Guys go buy the book, buy the book. I, I, I rarely tell people to buy anything. This is a book that you

01:18:22.000 have to have. It's a must have. It's a must read, read the book. Uh, guys, before I close out,

01:18:28.340 you know, we don't ask for anything. I'm not selling anything. The only thing I ask is that

01:18:32.880 if you find somebody that you think will benefit from the content here, please refer me one person.

01:18:38.560 That's your little fee. That's your little project. I appreciate you guys. I love you guys.

01:18:42.720 And we'll catch up with you next time.

REAL AF with Andy Frisella - September 20, 2016

Choice + Action = Outcome, with Andy Frisella - MFCEO95

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