REAL AF with Andy Frisella - Coaching Up the Winners： An MFCEO Q&A, with Andy Frisella

00:00:00.420 I can stack them hundreds to the roof. I ain't stopping till they stack to the moon.

00:00:04.900 Without me, my family wouldn't have food. Anybody go against me gotta lose.

00:00:12.340 What is up guys? You're listening to the MFCEO Project. I'm Andy. I'm your host.

00:00:20.000 And I am the motherfucking CEO. I bet you thought we cut out there for a second because I'm trying

00:00:24.420 to throw up the cadence. I realized that I can only do that the right way when the show starts. If

00:00:31.500 you asked me to do it again right now, I would totally screw it up, which is really weird. But

00:00:36.660 it shows you how easily and quickly you can get into patterns about the way you do things and not

00:00:43.460 even notice it. I don't know what the fuck that has to do with anything. Do you practice that at

00:00:48.500 home in front of the crew? No, I don't practice that at home. No, come on. Dude. You're committed to

00:00:52.320 perfection, man. Bro. You're committed to perfection. Listen, when your name is Andy

00:00:56.440 Frisella, you don't even have to fucking practice. Okay. Now, Von Kohler, that guy might have to

00:01:01.540 practice. I do. Clearly. I practice my dad jokes at home all the time. That's why I'm so good at

00:01:06.700 them. Dude, to tell such terrible jokes, I believe that you would have to practice. I do believe that.

00:01:11.880 I know you practice being corny as fuck. I do. You have to. I do. Because nobody is that corny for

00:01:18.260 real. Well, I don't know. It comes naturally. Well, I mean, to be great at anything, you

00:01:23.740 definitely have to have a natural proficiency. I've got some DNA proficiency. Like Tyler,

00:01:29.300 he's definitely, he's naturally something, that's for sure. So, before we get into today's

00:01:36.920 show, which I think today's show is going to be really cool, because we have not one guest,

00:01:41.360 not two guests, not three guests, but I can't count how many guests we have here. A lot of

00:01:46.440 fucking guests. We have them right here. Yeah. But before we get into that, guys, as always,

00:01:52.260 this is a movement, okay? And I like to clarify this at the beginning of the show, because a lot

00:01:56.980 of people will listen and they hear entrepreneurship and they think they have to own a business.

00:02:03.160 This is an entrepreneurship slash personal development podcast that is geared towards

00:02:09.360 getting you to the point of taking responsibility and understanding how to control the outcome

00:02:16.440 of your life. Okay? So, you don't have to own a business. You don't have to be a CEO. If you are

00:02:23.380 those things, great. This shit will apply to you directly. But if you're not, you need to understand

00:02:29.260 that you are the CEO of you. You are a person and you are somebody who is in control of your entire

00:02:38.260 life. And that is the most important CEO there is. And the reason most people can't get shit going

00:02:45.380 for themselves in their life is because they don't take control. They don't assert themselves

00:02:50.920 to lead themselves. And what we talk about on this show, while it may sound like we're talking about

00:02:58.020 business and it may sound like we're talking about things that will make you more money, the concepts

00:03:04.000 are universal for you to improve your life. So, guys, don't hesitate to recommend this podcast to

00:03:12.040 people who don't own businesses. I get this question all the time. Well, how do I get somebody

00:03:17.360 to listen who doesn't own a business? Motherfucker, we talk about all kinds of shit here. Okay? So,

00:03:22.760 do me a favor. If you like the content, if you get something from the content, if it's helped you in

00:03:27.700 some form or another, which I know it has if you fucking listen, because we're that fucking good.

00:03:32.880 Humble brag, but not really that humble. Please tell somebody. All right? Now, with that being

00:03:40.280 said, bless us with a dad joke, DJ God. Oh, you know, it's like you were saying, you know how you

00:03:49.040 were telling one of our guests earlier, you can't just come up with like, today, I just want a great

00:03:53.680 rap song. It's got to come from your soul. It's got to come from just like the conflict of your life

00:03:57.980 at the moment. And that's how a good dad joke erupts out of my soul. Really? Yeah. It just

00:04:03.240 comes from the corniest corners of on? It does. You just got to wait for that time where it just

00:04:08.320 happens organically. So, dude, what are we doing today? We have seven winners. And I guess we have,

00:04:16.660 yeah, well, everybody in this room is a winner. But we had a testimonial contest. What the fuck,

00:04:20.260 dude? No, they're not. You're only winning if you're winning. Oh, it's true. It's true. So,

00:04:26.020 we had a testimonial contest, as most of you know, and we selected seven people from different walks

00:04:31.420 of life and age groups and geographical locations. And so they're here. And this afternoon, we actually

00:04:38.220 had a thing called Hot Seat. Do you want to explain to people what the hot seat is? No. Okay. Well,

00:04:43.420 the hot seat basically is where somebody sits on a seat and they tell Andy what's going on,

00:04:49.980 what's going on with their life, what they want to go on with their life. And then he pokes and prods

00:04:54.160 them and helps them to get to where they want to be, answering their questions and giving them

00:04:59.280 lots of great insight. So, that's what we did this afternoon for everybody. And it was a great time.

00:05:03.440 So, we had a lot of questions asked and answered. But we're going to add another round of questions

00:05:08.280 so that everybody can- It's basically going to be a Q&A show.

00:05:10.040 Yeah. So, it's been real good. And we're actually going to start with Dina Gad. Dina is a college

00:05:16.000 student at Virginia Commonwealth University in Richmond, right, Dina?

00:05:19.560 Yeah, that's right. I am an undergraduate. It's my last year. And I'm on the pre-medical track.

00:05:26.620 And obviously, the journey to medical school is extremely difficult. I've had my fair share of

00:05:33.360 ups and downs. And I've struggled a lot with school. And I've made a lot of mistakes, not just

00:05:39.980 with school, but in my life over the past four years. Just last year, I failed a course twice.

00:05:46.600 And luckily, I was able to withdraw so that it wouldn't affect my GPA. But failure hits me hard.

00:05:51.720 And it's really easy to get discouraged, especially if you're in a community where there's so much

00:05:55.900 pressure on you. And so, my question to you, Andy, is how do you embrace failure? And what was one

00:06:03.300 of your biggest failures? And how have you been able to cultivate grit?

00:06:07.720 Well, I think most people, obviously, we've heard this a million times. Like, dude, you learn from

00:06:14.300 your mistakes. Or you win. What's the fucking meme that's out there now? I don't lose. I win or I

00:06:19.840 learn. It's the way it is. Ever since we're little kids, if you touch the hot stove, it fucking burns

00:06:27.640 you. You're not going to touch it again. A lot of people can't embrace failure. A lot of people

00:06:34.520 have such rigid expectations on themselves. And it's sad, too, because I feel like a lot of people

00:06:41.800 who have very high standards are some of the people that can't deal with failing. And for you to truly

00:06:47.620 move forward down the path of being successful, you're going to have to understand that failing

00:06:53.660 is part of the process of you improving. And I think when you could shift your perspective of failing

00:07:00.340 from a terrible thing to something that is eventually going to get you where you want to go,

00:07:07.520 it becomes a lot, the pressure that you talk about becomes a lot less. Now, as far as like my biggest

00:07:15.420 failure, uh, I mean, fuck, I think, I mean, it's hard for like people, this is like the question

00:07:26.960 when I say, Andy, if you go back and change anything, what would you change? I wouldn't

00:07:30.060 change anything because it's where it's got me where I am now. So I don't, it's hard for me to

00:07:34.100 like, remember what, uh, if we're talking about like financial failure, I mean, I can think of a

00:07:41.240 million times where, um, I've lost crazy amounts of money, but I think, I think my biggest failure,

00:07:49.440 um, is that for the time between 2007 and the time between 2012, I struggled as a leader. I went

00:08:04.980 from a two person operation to overnight, like a 14 person operation to then in a four year time to

00:08:12.940 like a 70 person operation. And I didn't know what the fuck I was doing. And so I consider my biggest

00:08:20.080 failure, not something that cost me money, but I actually consider it to be, uh, my poor leadership

00:08:28.300 in our company in certain ways during that time period. I could think back to a lot of employees

00:08:36.080 that I had that I did a, not a good job with. Um, and that definitely probably didn't think that

00:08:44.680 they left in a better spot than, than, than what they came into our companies. And, uh, I regret that.

00:08:51.140 Like, if you say what's your regret, that's a regret. Like, dude, I, I didn't, I can't really fault

00:08:55.600 myself because like anything, you know, you're, you're learning as you go and you learn, but I

00:09:00.940 would say that, you know, the few people that, uh, that I feel like maybe I didn't, I didn't connect

00:09:07.920 with or, um, have leave our company in a better spot than when they came in is probably my, what I

00:09:15.560 would consider my biggest failure. Um, it's also been my biggest lesson to where I've committed myself

00:09:21.780 over the last five years or so, five, six years since that happened to making sure that every

00:09:28.680 single person that would move on or leave here would look back and see it as a, a huge learning,

00:09:36.120 uh, a skill-based learning opportunity for them and it'll affect their lives in a positive way.

00:09:40.900 So, I mean, uh, a lot of people, when you ask like what their biggest failure was, they say,

00:09:45.480 oh, I fucking lost this much money or I lost that much money. But like, I feel like maybe some of the

00:09:50.200 decisions I made cost some people potential in a way that like, you just can't put a dollar sign

00:09:55.500 on. So, um, you know, that's also what's got me to the point where I take leadership very seriously.

00:10:03.960 Andy, in terms of cultivating grit, I think this is relevant. You recently posted

00:10:07.700 on Instagram, a post that frankly, I was reading all the comments. Some people were hailing as like

00:10:13.040 the best post you ever posted. And it had to do with learning to get punched in the face.

00:10:17.720 Yeah. And, and so give people cliff notes if they haven't seen it. Cause I think this is super

00:10:22.180 relevant. Yeah. It was just post we made yesterday. Um, the truth of it is, you know, people will look

00:10:28.240 at successful people and they say, oh, that guy, like a comment I got on the post was the, okay.

00:10:36.460 The point of the post was the difference between people who are great and people who aren't is

00:10:41.500 their willingness to go out and get punched in the fucking mouth. Okay. And I had to do right back

00:10:46.820 bullshit. The reason I'm not making the money you're making is because I don't have the knowledge,

00:10:51.280 the education or the connections. Well, let me address that shit right now. When I first started,

00:10:56.160 I had no fucking knowledge. I had no fucking connections and I don't have a fucking real

00:11:00.220 education. I got all those things by putting myself in a situation to get fucking beat up over

00:11:06.980 and over and over again. Every time that I had a situation that other people would have quit,

00:11:11.660 I didn't fucking quit. Every time I had a situation where I wanted to quit, guess what?

00:11:16.240 I didn't fucking quit. Okay. So to that guy who wrote that comment, you're fucking retarded

00:11:21.720 because the situation is this, you would be in a similar situation. If you hadn't quit every

00:11:27.540 fucking time you did every fucking thing that hurts your feelings or hurt major fucking, uh,

00:11:34.160 you know, you question yourself or made you feel like you weren't good at something

00:11:38.180 because that's the reality. When you're 40 something years old and you're not fucking

00:11:43.040 having any traction, you know why you don't have any traction because you've quit every time it got

00:11:47.360 fucking hard. So the difference between success and failure in terms of financial success is many

00:11:53.440 times more than not having to do with the ability to tolerate fucking pain. And dude, people don't like

00:12:01.960 to hear that because it takes away the mystique and it takes away the excuses as to why they're not

00:12:06.180 where they are. And it puts the onus on themselves, but that's the truth. Okay. Every fucking guy we

00:12:12.700 have on this show, that's worth 50, 60, a hundred million dollars, $200 million. Those motherfuckers

00:12:18.920 have had a million times where they could have quit. They've had a million situations where shit has

00:12:25.360 pummeled them, but guess what? They show up the next day and they might not be excited about it.

00:12:31.960 It might take them a week to get re-excited. It might take them a month to get re-excited,

00:12:35.340 but they show the fuck up. And that's the difference. You know, people don't have fucking

00:12:40.820 grit anymore. People don't have resilience. They have excuses. They have stories as to why they're

00:12:48.160 not going to be where they are. They fucking love attention from people by telling these fucking

00:12:53.940 pussified stories. And they all love to get together and fucking drown themselves in their fucking sorrow.

00:13:00.840 And you know what? I just don't buy into that shit. You know what I mean? You're not going to

00:13:05.780 get anywhere by saying, Oh, you know, fuck back in the day, my boss, he fucked me over. Well,

00:13:12.720 you know what? If that's fucking true, then you should have fucking switched jobs.

00:13:17.760 You know what I'm saying? I don't know, dude. Like I just, I'm getting real tired of hearing the

00:13:23.840 fucking, you know, Oh, I would be there. I could do that. If I would have had the same thing as you,

00:13:29.260 well, then why fucking didn't you? Cause I didn't have anything either.

00:13:33.160 Right. You know what I mean? Right. Dina, thanks for the question. And actually,

00:13:36.860 while we're on this subject of, of, um, you know, going through tough times, uh, going through

00:13:44.160 getting your, you know, face beat in, getting pummeled as you put it, our second winner.

00:13:48.960 Being a real entrepreneur has everything to fucking do with the willingness to sacrifice

00:13:55.900 and the willingness to suffer. People don't understand that they see the cars, they see

00:14:02.360 money, they see freedom and all this other shit. But what they don't realize is that you

00:14:07.680 willingly got yourself back into situations that would, you knew were going to hurt you

00:14:13.960 in the short term because you knew that they were going to teach you skills that will benefit

00:14:17.920 you in the longterm. Entrepreneurship is not for everyone. It is for people that love to

00:14:23.560 fucking bleed. It's not for people that think it's a fairy tale or people who, who think

00:14:28.900 it's all about, you know, the, the shiny shit. It's not about that. It's almost, you know,

00:14:35.600 about loving the punishment because you know what the result's going to be. It's just not

00:14:40.380 for everybody. That's why 8% of the people are entrepreneurs and that's it.

00:14:44.060 Right. And it's exactly what you're saying is counter the narrative right now where it's

00:14:48.040 so cool to be an entrepreneur. So sexy, playing business, dude, take this picture of me in front

00:14:54.320 of this jet for the gram, bro. You know, like dude, whatever. Right. So our, so our next

00:14:59.680 winner, a guy named John Stahl. John is, uh, from Columbia, Missouri. And I started talking

00:15:05.240 about how you had some, had some stuff going on in your life that was kind of getting punched

00:15:09.200 in the face, a little bit self-inflicted as you'll explain, but you got a question for Andy

00:15:13.580 about your story and how that fits into your, your personal brand or your, your business

00:15:17.760 brand. Yeah. Um, so Andy, you've been, you've really set a trend on being transparent and

00:15:28.880 sharing your own struggles and sharing some things that might be kind of embarrassing, especially

00:15:34.280 with your weight loss transformation and, you know, sharing those stories is what really

00:15:39.480 inspired me to take a lot of action and to start getting my own story and own vulnerabilities

00:15:45.000 out there. Um, you know, what, what really got you inspired to share your story, started

00:15:50.040 being more transparent and, you know, getting more vulnerable, you know, because on the surface,

00:15:56.080 you're a man's man, you know, but on the inside you struggle just like everybody else and you

00:16:01.520 overcome those struggles. So John, do you feel comfortable sharing some, some of the details

00:16:05.340 of your story that you shared earlier? Yeah, absolutely. Um, you know, I, I started

00:16:10.280 out with, you know, same disadvantages that a lot of people in the world do. You know, I

00:16:15.000 didn't, you know, have a father growing up and my family was very poor and, you know, I developed

00:16:20.400 a lot of bad habits and it was around a lot of bad things growing up and that led me to substance

00:16:25.880 addiction. And, you know, I lost my football scholarship and ended up spending a couple of years

00:16:31.540 in prison. Um, you know, but today that story is really fueled me. And, you know, like Andy

00:16:37.480 said earlier, I don't look at that as a big failure in my life. I look at that as something

00:16:41.760 that's propelled me forward that, you know, I was destined to kind of experience that so

00:16:46.580 I could be stronger for a better catalyst for change today to help people. Um, and I really

00:16:54.500 would like to get, you know, a little bit better at you using my story and incorporating

00:17:00.760 that into your brand. Yeah. So, so basically you, you want some specific ways of, of knowing

00:17:08.340 how to, to, to feel better about, you know, some of the wreckage that you've had in your

00:17:12.500 life and how to redeem that. And I think the thing is, is that, you know, there's a couple

00:17:18.600 key points that need to be made about this. One, everybody fucks up. Okay. Like everybody

00:17:25.740 does dumb shit. You know what the truth is? Most people just don't get fucking caught. So,

00:17:29.900 um, I've done shit that I'm embarrassed of and I'm ashamed of. I know that everybody

00:17:35.300 else in this room has as well. It doesn't matter to the, what degree those things are.

00:17:42.100 We all have shit that we don't, we aren't proud of. And I think that I've realized over

00:17:48.340 the course of time that, you know, everybody, I think that, I think when you're asking me,

00:17:59.360 like, how did I figure this out? This is how I look at it. We have all these people in the

00:18:04.760 fucking world that, that appear to be perfect. You know, they have the perfect life. They

00:18:09.680 have the perfect job. They have perfect fucking spouse and perfect family and all this shit.

00:18:14.040 And they put in a ton of fucking effort to look perfect all the time for everybody.

00:18:18.960 I'm not, I've never been someone that's inspired by that. I've never been someone that looks at

00:18:23.120 that and believes that it's real. I've always looked at that and been like, dude, you're

00:18:26.760 fucking lying. You know, I am way more inspired by people like you who are willing to, you

00:18:35.480 know, own their mistakes, use it as a positive in terms of helping educate other people, um,

00:18:45.520 and who have come through dark places and then come out and made positive change. You know,

00:18:51.900 most of the people who had, who had been through what you've been through where you made a few

00:18:55.980 mistakes and you ended up going to the clinker for a while, they're going to come out and

00:18:59.680 they're going to fucking be like the whole, the whole rest of their life. I can't get

00:19:03.520 a job. I can't do this. I can't do that. You know what? I'm a felon. I fucking, the world

00:19:09.220 hates me, blah, blah, blah. And they would, they would put blame on everybody else. And dude,

00:19:13.620 they would waste their whole entire life over something they did that probably lasted like,

00:19:19.620 you know, three hours of their whole life. And they, it doesn't make fucking sense. And, um,

00:19:26.580 you know, I, I just feel like to truly connect with people. And I know this is true. You have

00:19:33.140 to be your authentic self. You can't hide shit and you can't pretend to be perfect. For example,

00:19:38.660 I got told this when I went to agent 2021, uh, by a guy named Tyler Harris, who actually just started

00:19:44.960 a podcast that I was just on called the daily bread. There's your plug, bro. But Tyler's a

00:19:51.380 good dude. He's, he's come and seen Gary. And I speak a couple of times. Uh, he keeps up with me

00:19:55.440 on social. I love what, I love what he's doing because he's in the midst of the process. Okay.

00:20:02.040 And so what, and he brought this to my attention, which I thought was actually really genius.

00:20:06.940 We have online in entrepreneur world. We have a lot of people who are,

00:20:11.940 who are very wealthy. Okay. And the guy who, who is at the beginning stages of entrepreneurship

00:20:21.160 looks at that person and says, man, that'd be cool to be like that one day,

00:20:25.720 but they cannot connect the dots to get from, from where they are to where that is. It's unfathomable.

00:20:31.500 It's like, it's like standing at the bottom of Mount Everest and never climbing a mountain in your whole

00:20:35.880 entire life and being like, fuck, how am I going to get up there? And most of the entrepreneurs,

00:20:41.940 entrepreneurs on the internet are either like that. They're either genuinely successful to the

00:20:47.280 point where the average dude who's just starting out or the average girl who's just starting out

00:20:51.440 cannot relate. Or there are people who pretend to be like that and you still can't fucking relate.

00:20:58.000 Okay. And he said, you know, the best thing about you and Gary is that you guys are like regular

00:21:04.320 dudes who are also at that level. And that made me think about like how people are inspired because

00:21:13.040 when I drive one of my nice cars versus when I drive my, my, uh, dually, which is also a nice car,

00:21:20.700 dude, way more people come up and they're like, Holy fuck, dude, that's awesome. Blah, blah, blah.

00:21:24.840 And it's because they can, they can relate to that. They can inspire to that. They believe that

00:21:28.620 one day that's obtainable. And I guess my point in saying all this is that

00:21:33.560 telling the truth about who you are should not be something you try to hide from people.

00:21:39.380 You know, you might see me giving a motivational talk in front of, you know, thousands of people

00:21:44.720 on my fucking Instagram. One day, the next day, you might see me fucking drunk as shit at Billy G's

00:21:50.240 with a whiskey in my hand, making an ass out of myself. You know what? That's the fucking,

00:21:55.060 that's me. That's what I do. You know, and I'm not trying to hide it because I know other people

00:22:00.200 are just like that. Like, dude, everybody has their human side and everybody has their human

00:22:05.620 moments. And if you can't show people what that, what that's about, you're never going to truly

00:22:10.800 connect with anybody. So I think being authentic with the story just has always made sense to me.

00:22:16.360 You know what I mean? I know like when I was fucking 350 pounds and I'm like, fuck dude,

00:22:21.000 you're fat. I didn't see it as like this thing, like, oh dude, you know, my fucking life is over,

00:22:26.820 blah, blah, blah. I say, you know what? This fucking sucks, bro. You're fat as shit. But this is also

00:22:32.060 a great opportunity to show people how the fuck it's done. And that's how I chose to see it. And

00:22:36.240 so that's why I put it out there. Cause I knew that once my mind was made up, I was going to get

00:22:40.060 back in shape. I didn't have any doubts about that. So, um, I just feel like it makes sense to be

00:22:47.500 authentic. I feel like I connect with that, you know? Um, and I feel like everybody connects with

00:22:52.960 that. You know, who, who, who connects with perfection? I fucking don't. I mean, maybe I

00:22:58.520 guess if you're perfect too, and you're like, ah, or, or you're like most people pretend to be perfect.

00:23:03.320 You know, I don't know. I, it just makes sense, bro. So I know, I know people really love it when

00:23:08.800 you make specific connections. So I know John has a, we, I don't think we said it before now,

00:23:12.620 but he has a CrossFit business. So if you're, you know, Andy for selling, you're starting a

00:23:18.760 CrossFit gym, how would you give me a specific way that you would leverage, you know, for lack

00:23:24.340 of a better way of putting it, leverage the skeleton in the closet to really make your brand even more

00:23:29.500 compelling than other people who don't have John's background. Dude, I think you're at a

00:23:34.240 tremendous advantage because you have a story that's going to get people's attention. And we were

00:23:39.600 talking, uh, we were talking, uh, off camera earlier and he was telling me about a workout

00:23:44.600 that he developed in his jail cell. Okay. And he's telling me how he did the workout in his

00:23:50.440 hotel room this morning, but he developed it in the jail cell. And then he wrote this

00:23:53.680 caption about how this is today's workout. This is what I did, but he left out the part

00:23:59.040 about how he developed it in the jail cell. But that's the fucking part that gets, that's

00:24:03.140 going to hook people, right? That's real shit. So like you have to understand that

00:24:09.600 you have, you have an opportunity to stand out from everybody else because of what you've

00:24:16.220 been through. And you could turn this into a positive, you know, like, like you said,

00:24:21.120 you said earlier, it was on the news in your town. Everybody knows what happened. It's, you

00:24:25.500 know, you're, you're from that town. Everybody knows what you did in this. But now because of

00:24:30.840 that, you set the expectation to where you can break it, which is better than, than having

00:24:36.020 no expectations at all. You see what I'm saying? So it's like, it's like when you walk down

00:24:40.880 the street and you see a fucking four dudes walking to look rough and tough and they look

00:24:44.980 like they're in a fucking gang. And you're thinking like, Oh shit, these guys are going

00:24:49.040 to fuck with me. Okay. And then when you get up to them, they like move out of the way and

00:24:54.300 they're like, Oh, excuse me, sir. And they're really super overly polite. Okay. They just exceeded

00:24:59.480 their expectation by much further than what it would have been. Had those guys look normal

00:25:04.620 and not scared you in the first place. So I think the negative things have to be looked

00:25:08.860 at as an opportunity to go so far the other way in the positive direction that people are

00:25:14.600 like, wow, that's fucking awesome. Because the reality is, is everybody, everybody roots

00:25:19.120 for an underdog. So any situation that you can get yourself as a true underdog and tell your

00:25:24.940 story that way is a good situation. And I think it's a competitive advantage if you communicate

00:25:28.700 it properly. I like what you said off camera when you told John that like what John, when

00:25:32.800 you said that you had a bunch of people showing up to like a grand opening or something and

00:25:36.780 you were kind of overwhelmed by, wow, all these people. And Andy, you said, cause they're

00:25:41.000 proud of you. And I think something you've said before in the podcast, it gets people

00:25:44.080 fucking excited. And, and that while there are people out there that are just not good

00:25:49.600 people, the vast majority of people, like you said, they celebrate the underdog. They

00:25:52.880 celebrate when you overcome. So, so many people, social media is completely vanilla

00:25:58.020 when they have these incredible stories to share. And you know, people like stories. That's

00:26:04.000 why the movies make so much money. You know, that's why books are still one of the biggest

00:26:09.780 thing out there. That's why people watch fucking YouTube. They want to be entertained through

00:26:14.060 stories. And so many people have great stories. They could share it. They just don't know how

00:26:18.500 to articulate them or they're afraid to share them at all, which is silly because that's the

00:26:25.280 greatest asset you're going to have. You're going to be able to tell a story and be a tied

00:26:28.800 into what you learn. And dude, people, you know, people are going to relate to that.

00:26:31.800 They're going to say, wow, yeah, you know what? I get that. That makes sense. That's just like

00:26:35.520 when I did and whatever they were going to fill in the blank with might not be the same thing

00:26:39.260 that you, that you are communicating, but the same parallel lesson was learned and they relate

00:26:45.800 to it. It connects with it. It makes you human. It makes them like you.

00:26:48.680 Awesome. Hey, John, thanks so much. So, um, our next winner is from Boston and we're, uh, we're,

00:26:55.980 uh, we're not too sympathetic with his, his morning right now. Uh, the Patriots of course

00:27:01.720 went down last Sunday. So, uh, around here, we're kind of excited about that, but yeah,

00:27:07.940 yeah, yeah. So I'm actually going to let you introduce yourself so that people can hear your,

00:27:12.920 your, your Bostonian accent.

00:27:14.960 All right. Um, I'm James Testa. I'm from Boston, Mass. Um, what do you want me to?

00:27:21.940 Yeah. You can just tell, tell a few things about yourself and then, and then you go right into

00:27:26.140 your question.

00:27:26.780 All right. Um, so I come from a family of construction workers, so I'm real new to

00:27:32.060 entrepreneurship. I just graduated college last May. Um, I just dove right into this. I'm learning

00:27:37.220 as I go. Um, and I developed a product that I came up with the idea through my recovery from

00:27:44.420 a motorcycle accident. Uh, so about six months ago, I launched my brand warmup nutrition and I've just

00:27:49.760 been dealing with a lot of struggles fighting cashflow, obviously, cause the budget's tight.

00:27:54.020 Um, but I've been doing a lot of things like hitting up gyms, going as many events as I can

00:27:58.000 trying to grow my email list. What would you really suggest for someone in my situation,

00:28:02.620 just doing it ground up and trying to grow their brand, grow their message and get the word out there.

00:28:06.720 I, first of all, guys like you are the majority of entrepreneurs right now. People who don't have

00:28:13.860 a lot of funds, people who see everybody, everybody that starts out like you're starting out with,

00:28:19.060 with, with no financing, no bank, no people to help. Just like I started out, they tend to look

00:28:24.580 at themselves as the abnormal abnormality. They look at all these other people doing it and they're

00:28:28.600 like, fuck, they had advantages. No, they didn't. They're just like you. That's the majority of

00:28:33.240 entrepreneurs, people who start out at the fucking bare bones minimum. And you have to get really

00:28:38.260 fucking creative. And one day you're going to be thankful for starting out with nothing because

00:28:42.140 you're going to go up against competition who didn't start with anything. And they started with

00:28:45.860 advantages and they started with that. And you're going to be able to creatively out think them and

00:28:49.520 out strategize them to beat them. I know that you're not bitter about starting out with nothing

00:28:54.980 because we talked, but there's a lot of people listening that are, they're like, Oh,

00:28:58.920 fucking situation is no, no, you're not. You're that's how it fucking starts. Okay.

00:29:03.240 So when I first started in business, I had to, like you guys have heard before, go literally

00:29:09.900 door to door. That means I had to go outside and I had to put my fucking heel and my toes

00:29:14.980 together over and over again and meet people in fucking person. The thing that you guys have

00:29:21.320 that I didn't have, which would have accelerated everything I was doing tremendously is social

00:29:26.960 media. Okay. We have the ability to connect with people that we can target specifically as

00:29:32.800 interested, which is a huge thing. Think about going out and talking to the general population

00:29:37.340 about your product, which is a great product, by the way. Um, nine out of 10 people aren't going

00:29:44.720 to give a shit. You know what I mean? So now we have this ability on social media to go through

00:29:49.960 and target people, not just through ads, but through communication where you're engaging in people's

00:29:56.420 posts and you're commenting, you're liking, you're talking to them. You know, you don't go in and go

00:30:02.820 for the kill or try to get them to buy your shit from day one. You go and build a rapport, right? So

00:30:08.080 what I would do if I was you is I would spend a lot of time, not like Gary says, DM and people to

00:30:14.360 fucking collab, but I would spend time interacting with people, build a rapport, build a relationship

00:30:21.800 through comments, dude. I said, I get 500 to a thousand to 2000 comments per post.

00:30:27.100 I recognize the names who are consistently commenting. I might not always talk to them,

00:30:32.480 but I recognize their names. And sometimes when they send DMS and I actually catch you,

00:30:37.000 I will reply because I'm appreciative of that interaction. That's to the place where you want

00:30:41.480 to get to with people. You want to go out, you want to create relationships. Guess what? This takes

00:30:46.200 fucking sweat equity. It's time, but really dude, is it that hard? You're going to be on your

00:30:49.960 fucking phone. You might get a little, you know, thumb blisters or whatever, but it's not like

00:30:53.880 you're out digging ditches, right? It's better than that. So you got to spend time. You got to,

00:30:59.140 you've got to build that. And what will happen is you'll build, you'll start to build strategic,

00:31:02.600 you know, relationships. You'll get one thing or another thing or some kind of, you know,

00:31:06.940 somebody will repost your shit and it'll, it'll give you a boost. And like people think that they're

00:31:12.160 going to hit this massive home run. They're not. It's going to take a bunch of little singles,

00:31:16.860 not, not fucking a bunch of grand slams, you know? And eventually you'll get over a hump where

00:31:22.900 people start to recognize your brand and recognize your name. That could take fucking years. You know

00:31:27.600 what I mean? And it probably will take years, but it's possible. And it's probable if you put in the

00:31:34.000 time, most people will put in the time for a year or six months or eight months, especially of your

00:31:41.300 guys's age, the millennials, which we talked about lack patience. And they'll say, Oh man,

00:31:46.100 I fucking tried that. Well, it takes longer than what you think. It's always going to take longer

00:31:51.760 than what you think. And when you don't have resources like money, you're going to have to

00:31:57.460 get creative. And so what I would do is do what I said, right? I would also perfect my product. I

00:32:04.160 would perfect the backend retention aspect, customer experience aspect of my business, because that

00:32:10.800 doesn't take much money to do. So that way, when you do get a little traction and you are able to

00:32:15.460 go run Facebook ads or Instagram ads that are targeted towards people and people buy your shit

00:32:20.720 and you have a funnel, you know, and you have all the emails lined up and you're doing everything the

00:32:25.020 right way. That way, when people come in and they see your product, you catch them forever. So

00:32:31.640 that's the part where most businesses screw up is they don't put any thought or any time into their

00:32:37.260 retention or into their follow-up or into their experience so that we can maximize the word of

00:32:44.400 mouth that is generated off one purpose purchase. So it could bring us more customers. And also the

00:32:48.700 customers that, that are, you know, sneezing our ideas as Seth Godin likes to say, are not going

00:32:54.460 anywhere, which is going to exponentially grow the company. Most people fucking ignore retention and go

00:32:59.980 all in on acquisition. And then all they're doing is processing one-time orders. And eventually you run

00:33:04.840 out of customers, you know, and you're dead in the water. And that can happen really quick in social

00:33:08.820 media because just as somebody can tell people good shit about you, if they don't have a great

00:33:14.000 experience or the product isn't good, guess what? They're going to tell everybody that too. So it

00:33:17.460 can speed your death. So creating a situation of experience is of the utmost important and it

00:33:24.040 doesn't take a lot of money to do. Yeah. That's definitely one of the things I've been focusing on a lot

00:33:28.020 too. Like the customers I do have, like I have like relationships with all of them personally,

00:33:31.940 like they reach out like, Hey James, can you help me with this? Or Hey James. And like you're saying,

00:33:37.540 that's the most cost efficient thing you can do. Where can people find your product right now?

00:33:41.900 On Amazon, warmupproteincoffee. Warmupproteincoffee. Yep. It's available on Amazon,

00:33:47.260 warmupnutrition.com. Now you told me this shit tastes just like coffee. Yeah. It tastes just like

00:33:51.440 coffee as opposed to a protein shake. You could drink it black. You could add it to protein shakes

00:33:56.200 already to give it some flavor. You could add sweetener. Now you realize that if it doesn't taste just like

00:34:01.740 coffee, they can blast me. They're going to blast me too. I'm giving them permission right now. So

00:34:05.940 don't be bullshitting. Does it taste just like coffee? It does. I'm the biggest coffee drink

00:34:10.280 I go in and I use it every day. Is it like QT coffee? Is it like gas coffee or is it good coffee?

00:34:16.340 No, it's good coffee. Yeah. From what I understand, QT's got good coffee. Really? Yeah. The coffee in it,

00:34:23.020 it comes from espresso. So it has a little higher caffeine content in it as well. And so it's a strong

00:34:28.200 coffee taste. So warmup coffee. Warmup coffee. Yeah. All right. It's on Amazon. Amazon and my

00:34:34.580 website. Order on there because I have a high margin. There you go. There you go. I'm glad he's

00:34:40.040 asking this question because it's such a universally asked question about, you know, generating more

00:34:46.060 customers. And obviously, you know that as thorough as we can be on a podcast, there's details and

00:34:51.400 there's components of this whole creating a customer experience that we can't go into at length

00:34:57.340 on even multiple podcasts, which is why I'm excited about one of the main courses of the

00:35:02.780 new Entrepreneur Academy is exactly this thing, right? It is? I don't even understand. What do

00:35:10.880 you mean? Yeah. Well, it's the cornerstone. It's one of the cornerstones of the Entrepreneur

00:35:14.860 Academy. I won't actually say what it's called because I don't want to reveal secrets yet, but

00:35:20.680 you've certainly invested quite a few hours of your life in recording this wonderful information

00:35:27.120 to give to people. Yeah. And about 20 years experience. Yeah. Yeah. A lot of people are

00:35:33.020 asking what the Academy is about. I'll just cover that right now. This is an entrepreneurship

00:35:37.420 slash personal development Academy. It is invite only. You have to apply. It is not a system selling

00:35:46.620 like, Hey, I've got this system. Come buy my course and I'll teach you how to do this. That's

00:35:51.140 not what the fuck we do. I am teaching you how to think, how to act. I'm teaching specific

00:35:57.160 skills that are designed to make you a fucking weapon of entrepreneurship. Okay. This is not

00:36:05.040 about come do this and I'll teach you how to be a digital marketing expert. No, but I will

00:36:11.620 teach you how to take your product and how to market it and how to brand it and how to hire

00:36:15.980 people and how to fire people and how to create loyalty and how to run Facebook ads and how

00:36:22.380 to create a funnel and how to do all the fucking shit that technically you need to do to sell

00:36:27.280 fucking anything. I will teach you how to sell. I will teach you how to think. I will teach

00:36:30.960 you how to train employees. I will teach you how to build culture. I will teach you how to

00:36:35.560 fucking dominate. That's what the Academy is about. So if you're looking for a solution to

00:36:41.940 of a business that you need to run, Hey, you could join a Legionnaire program. You could

00:36:46.600 buy a supplement superstore franchise, but I'm not pitching that shit in there. It has

00:36:49.700 nothing to do with anything. I'm teaching you how to maximize you. That's what the Academy

00:36:54.840 is about. So I'm not, I'm not allowing everybody in. I don't want to deal with fucking the average

00:37:02.820 person who tries to think that they're going to get rich in one fucking day. It's not worth

00:37:07.340 my time. It's not why I do this. And I, I don't need the money. Um, so I had a guy asking

00:37:14.820 about the mastermind. He's like, dude, how do I get in the mastermind? Guess what? The

00:37:18.420 mastermind is a 25 person group that I'm going to put together that is going to be fucking

00:37:22.260 expensive. Why is it expensive? Because I want the highest quality people in it that are already

00:37:27.860 at a different point in their entrepreneurial careers than what let's say the Academy would be

00:37:34.560 for. Okay. Um, so like when you say, when you DM me and say, how do I get into the mastermind?

00:37:42.680 You're gonna have to apply for that too, but I'm going to let you know right now that shit's

00:37:45.480 going to be fucking super expensive. So it's probably going to be for a million dollar plus

00:37:50.580 year earners. And it's going to be for people who are serious about networking, want one-on-one

00:37:55.920 attention and want to work together to make all this shit happen for themselves. So it's a totally

00:38:00.520 different thing. The Academy, you could take someone who is at ground zero and knows nothing.

00:38:06.880 Like you just said, I jumped all in. That would be fucking good for you. You would learn all the

00:38:11.140 tools that I know. I would tell you how to get everything that you need and show you how to do

00:38:16.200 everything you need, everything from how to create a product to fucking whatever. It's all covered in it.

00:38:23.680 Um, there's really nothing left, uh, unturned. You know, the, the podcast, we do a lot of

00:38:30.600 motivational thought, um, how to think things. We actually go into specifics on those things in

00:38:37.340 the course. It's just a much more in-depth overall experience. So, um, I hope that answers any

00:38:43.160 questions because I'm getting a lot of questions about it. Love for you to apply. Love for you to be

00:38:47.440 in it. Um, but it's, it's definitely going to be highly selective. James, thanks for your

00:38:53.720 question, man. So next up we have, uh, K slick who, uh, actually we first got to know this guy

00:39:00.800 because he put together a, a pretty awesome rap. That's one of the reasons that he, he won a spot

00:39:06.600 on the testimonial, uh, contest. So you, I'm just going to let you, I feel like trying to scare

00:39:12.560 people from applying. I just, I don't want the fucking young kids that are trying to get rich

00:39:17.220 in fucking two weeks. Like that shit does not appeal to me. If you've got your shit together,

00:39:22.820 if you're serious about learning, if you're serious about making a commitment to bring

00:39:25.780 yourself up to speed and your entrepreneurial skills and becoming a fucking weapon of

00:39:29.940 entrepreneurship, this is perfect for you. If you're looking to get rich in fucking one

00:39:34.060 day, go play the lottery. I don't fucking know what to tell you. Right. You know? Right.

00:39:39.260 Case, like you are, uh, we, I don't know if we have a tradition here, but we, we have at

00:39:43.480 least one winner who's from Canada. We, we, at least we've done that in the last couple

00:39:48.280 of times. So you're, you're our Canadian. So go ahead and introduce yourself and then

00:39:51.940 ask your question.

00:39:53.040 All right. Well, my name's Case, like I'm a hip hop artist from Toronto, Canada. Um,

00:39:57.800 basically a question I have for Andy is like recently, um, with my brand that I, I have,

00:40:04.380 um, that we started, yeah, with my brand I have that we started, I started with, um, another

00:40:10.120 person who basically is not, I recently found out he, he's not in for the longterm. Basically

00:40:17.160 it's been four years since we started and he's just basically flaked in and out until

00:40:21.280 he just flaked out where I stopped calling. Yeah. Just different commitment levels. I

00:40:24.980 got it. Exactly. So what I'm doing now is that brand was built around us, both of us.

00:40:30.800 So what I'm doing now is, um, you guys are both artists on the, on the late, on your brand

00:40:35.060 or, um, well, yes, yes. But I mean like he wasn't putting out content, so it's hard for

00:40:40.200 me to even classify it. Okay. You know, um, so this guy was your friend. Yes. Okay. Yes.

00:40:45.300 That's how, that's how we entered it. And in the beginning I didn't understand the seriousness

00:40:49.360 of, um, you know, bringing a friend in and their commitment. No, no, no, dude, everybody

00:40:53.820 does this shit. Like they think, like they get this idea, they're like, fuck yeah, we're

00:40:57.220 going to kill it. And they want to bring their friends along. That's natural. I understand

00:41:01.320 that. I'm one of the few people that's been able to make that work that I know of. Um,

00:41:07.420 so my recommendation on those situations from here on out is if they don't bring something

00:41:11.480 that you're not good at, you don't need them. Yeah. That's why I already caught it. So basically

00:41:15.940 since that brand was built around like both of us, um, right now I'm in, I built a decent

00:41:22.320 fan base on that brand, but what I'm doing right now is I'm, I want to rebrand like as far

00:41:28.540 as change the logo, just, um, start everything back from scratch because it was kind of built

00:41:33.760 around us and our sound. And now that my sound has evolved and it's different. And so is,

00:41:40.180 um, just the look of everything. Like I could see a more professional vision as far as like

00:41:44.600 the logo and everything. So the question I have for you is, um, is rebranding a, a good

00:41:50.760 step and B isn't an important thing. Absolutely. Dude, you're going to evolve as a brand. It

00:41:56.660 doesn't matter if you're selling fucking supplements or you're selling records or you're

00:41:59.800 selling fucking socks. It doesn't matter. You you're going to evolve. Your brand is going

00:42:04.720 to evolve. And the thing that people that you and other people listening need to understand

00:42:09.200 about brands right now is that for our whole entire life and our parents' life, people bought

00:42:14.900 from companies. They bought from logos. Okay. Now people want to buy from people's face.

00:42:21.700 So the big giant brands, and you see this all the time, you see it with beer, you see it with soda,

00:42:27.360 all big shit. You see losing sales to, to little niche brands that are becoming more and more, um,

00:42:35.820 familiar with, with customers because they're, they have a face and they have a person. So

00:42:41.400 understand that if you have a brand right now, it needs to be relatable from a human element and

00:42:47.440 that's you. Okay. In this situation. Um, but with that being said, you're going to evolve,

00:42:55.700 dude, you're going to, you're, you're going to constantly be evolving, constantly be evolving

00:42:59.620 and constantly be evolving. Dude, there's going to be a day where, where the MFCEO is not the

00:43:05.500 fucking MFCEO. It's Andy Fursella. You know what I'm saying? Like, it's always going to evolve.

00:43:10.480 It's always going to change. And dude, being fluid about that is in transparent about it is what's

00:43:16.180 going to continue to bring your fans along for the journey. So where you're probably concerned,

00:43:20.160 well, who am I going to lose? Or am I going to lose? Or is it going to help me grow? No, dude,

00:43:24.080 the people who are with you are going to respect what you're doing. If you're transparent about it

00:43:28.340 and you explain to them what you're doing, why you're doing it and what you're doing,

00:43:31.800 they're going to even root for you more because they're like, dude, you have balls,

00:43:34.620 you have fucking grit. You're, you're making a change. You have courage because they admire that in

00:43:39.260 people. And not everybody has the courage to, to make steps once they've got a little bit of

00:43:44.120 momentum going. You've got a little momentum going. You're doing really good. You've got

00:43:47.240 18,000 followers, I think, right? Yes. Okay. That's fucking really good. Thank you. You,

00:43:52.540 you know, I could see why you're, you've worked really hard to get those followers, right?

00:43:56.240 So you're like, okay, if I rebrand, fuck, am I going to, how many am I going to lose? Or how

00:44:00.320 many, that's not the question. The question is how many are you going to lose if you don't rebrand?

00:44:04.560 Yeah. You see what I'm saying? They're going to get bored with you. They're going to get tired of

00:44:07.940 you. They're going to see this as an old news, especially as an artist, dude, the only artists that last

00:44:13.780 test time are the ones that constantly reinvent. You know what I mean? Yeah. They're not people

00:44:18.380 who stay the same. You look at somebody like Madonna, who's been relevant for a thousand

00:44:24.040 fucking years, literally every fucking two years. She's somebody else, you know? Yeah. Um, dude,

00:44:31.840 Prince was the same way. The greatest artists in history, they fucking reinvent themselves over and

00:44:36.640 over and over and over again. That's true. You know, they're not make, they're not singing the same

00:44:40.180 songs. That's why I like people make fun of me when I say about, I love old school hip hop.

00:44:44.540 And you know, I personally prefer that hip hop over the new shit. I get, I'm getting with the new

00:44:50.400 shit a little bit, but, uh, but it would be weird, right? If like, if let's say Snoop Dogg came out and,

00:44:56.420 and started an album or you went to see him, uh, in concert and he didn't have anything new. It was the

00:45:01.620 same old shit from 19 fucking 90. And that's why, you know, you don't hear his names. You don't hear his

00:45:07.960 name in the fucking, you know, on XM, uh, hip hop station or fucking whatever. You know what I

00:45:13.760 mean? Dude, you've got to evolve to stay relevant, you know? So rebranding consistently to suit where

00:45:20.420 you are is going to be appropriate. Yeah. You know what I mean? Okay. Yeah. So, so I wouldn't be

00:45:27.420 afraid of it. I would embrace it. Okay, cool. Yeah. That was just my biggest worry. Some people like

00:45:32.520 they, they have the logo and stuff like tatted on them. So that's, that's what I was worried about.

00:45:37.560 Even if you did, dude, even if you did, that's a representation of who you were then. Cool.

00:45:42.920 You know what I'm saying? Yeah. So like, it's not, nothing is ever set in stone in business

00:45:47.920 or in life. You know, you're, you're in a shitty fucking marriage right now, or you're

00:45:52.700 in a shitty relationship or you're, you're somewhere you don't want to be. That doesn't

00:45:57.120 fucking, that script is not written for the rest of your life. You know what I mean? So

00:46:01.380 changing shit is necessary to stay fresh, to stay focused, to stay relevant in business

00:46:08.460 and in life. I think we think, uh, well, I agree. Oh Jesus. That's all. That's all I got

00:46:17.340 to say about that. But, um, that was fucking enlightening, bro. It was, it was deep. I'm

00:46:22.080 actually, thank you. Uh, case like for the, for the question. So our next people find you

00:46:25.940 on Instagram, uh, Instagram is the real case slick, the real, the real case. Even though

00:46:32.180 Andy doesn't like people with the real, I just don't like Bradley, the real Bradley. I'm just

00:46:39.940 kidding. I like Bradley, but when I say I don't like him, I'm just making fun of him. Bradley's

00:46:44.360 one of the funniest guys I've ever met. He's he is. There's no question. He almost got us

00:46:48.580 kicked out of dinner because he had us laughing so hard. Yeah. That dude's a fucking riot, man.

00:46:52.880 Well, I mean, he had you talking about wiping your butt. So, well, dude, you want to do the

00:46:57.760 job right. You get it done the right way. That's all I'm saying. All right. All right.

00:47:02.740 Thank you, sir. Next up is Ashley Gossman. Ashley, uh, just moving away from Seattle back

00:47:09.980 to Cali cause you're a Cali girl, but why don't you tell us a little bit about yourself

00:47:13.000 and then ask your question? Um, yeah, I'm Cali born and raised. I, uh, definitely feel like

00:47:19.440 it was great to get away from California and I learned a lot of things in business. I've been

00:47:24.020 a business woman since I was 16. I've been involved in a bunch of different aspects of

00:47:28.380 business. Um, I think my biggest question is as a millennial, I stress about constantly,

00:47:34.060 am I moving too quickly? Am I being patient enough? How long do I wait for a decision or

00:47:40.260 for a choice? Give me specifics.

00:47:43.080 So when I decided to pull the plug on my job in Seattle, right? I had heard you say multiple

00:47:49.920 times, millennials are not patient enough. We're not sitting here, you know, you're not

00:47:54.700 giving it time. You're not, you're not investing in yourself. You're not investing in the career.

00:47:58.660 And so for me, I'm sitting here stressing about my life. Am I making the right life choice? Am

00:48:04.620 I, I'm giving up a good job to go home, to be with my family? Because for me, family's

00:48:09.480 first, no matter what I'll figure it out. But family's going to always be first. So it was a

00:48:14.340 little bit stressful because I'm a believer, to be honest, I'm drinking your Kool-Aid and it's,

00:48:19.160 it's stressful.

00:48:20.140 It's good Kool-Aid.

00:48:20.800 Yeah, it really is.

00:48:22.260 But I didn't want you to call me out and say, look, you're not fucking listening to me.

00:48:27.140 I'm telling you.

00:48:27.760 I think you are listening to me. You just don't realize it because what I say is how do you

00:48:31.300 evaluate risk? It's not about, you know, uh, thinking about what's going to happen if you do,

00:48:37.100 it's about what's going to happen if you don't. And you realize that like, dude, if I don't move

00:48:40.440 home, I'm going to have this, I'm, I'm doing the right thing. You know what I'm saying?

00:48:44.280 So in your situation, you know, it's a little bit different because your priority is for your

00:48:52.080 family. And I think it's important that you, you do that. Otherwise you're going to be miserable

00:48:55.520 no matter what. Right.

00:48:57.020 Yeah. I think, but in my, in my career, I want to be the best, you know, I, I don't know how to say

00:49:03.940 this as a business woman, I'm always striving to be the better than the next person. I need to stand

00:49:07.840 out in front of other people. My resume has to look better. I have to be better. And so I made

00:49:13.820 the sacrifice to get away and it worked out in my favor. And you know, it's like how many,

00:49:18.780 how many lives does a cat have? That's my biggest worry and stress. And I know a lot of the most

00:49:23.780 successful people in my life have been very methodical and it, it, you know, you stress out if

00:49:28.940 you're just moving too quickly. I run on my emotions and I don't think very much sometimes

00:49:34.120 on some of my decisions. I try to, but that's not the way I'm built. I like to go and just kind of

00:49:38.880 get a running start.

00:49:41.220 Well, I, I think that that's natural for most people. I think most people are impulsive when

00:49:49.400 it comes to decision-making. Um, even when they agonize over it for a long time, that's not

00:49:55.540 patience. They're agonizing. And then what they'll do is they'll impulsively make the decision.

00:50:00.200 Um, dude, it becomes down to awareness, right? Like you need to be able to see where you are

00:50:05.480 and look down the road 10 years, five years from now and say, okay, where is this path going to lead?

00:50:11.960 And if you can honestly look at that path in a, in a very, um, unbiased way and say,

00:50:18.260 this is not going to get me where I want to go. If I put five years, if I put 10 years into it,

00:50:24.420 then it's time to move on to something, right? Cause the last thing I want you to do is to sit

00:50:28.920 there and, and, and stay in something for 10 years that isn't going to get you where you want

00:50:34.460 to be. So you've got to be able to, uh, put a little vision out there in the world and can kind

00:50:38.500 of try to anticipate where things. And I realized that's not easy for everybody. Um, but it's

00:50:44.420 necessary. So you have to be able to say, okay, am I going to be here? Am I, where is this going to

00:50:49.660 leave me? If I give everything I have to this, where am I going to end up in five years? And if the

00:50:53.320 answer is not where I want to be, then it's time to get somewhere that you can plant down and grow

00:51:00.160 into where you want to be in five to 10 years. You know what I'm saying? No, thank you. Just

00:51:04.120 that just solidifies my comfort confirmation on the decision. Because you don't want to be living

00:51:08.860 up in Seattle. If your family's in LA and you put 10 years in, and now you're in a situation

00:51:14.180 where you can't leave because it's too good of a situation. You know what I'm saying? Dude,

00:51:18.520 opportunities everywhere. Opportunity is everywhere. It's all about, it's about finding the right soil

00:51:24.500 to plant your fucking seed into. You know what I mean? I do. But when it comes to looking for a job,

00:51:29.780 I mean, firsthand experience, it's intimidating as fuck. You get no's, no's, no's. And I guess

00:51:34.580 no's are better to hear than yeses at some point, because then you realize, okay, I'm not going to be

00:51:39.720 in this business. I'm not going to do this. I applied for Starbucks. They said, no, I fucking applied

00:51:43.940 at In-N-Out for their real estate division. They told me no. And I was bummed because I'm like,

00:51:48.400 Jesus, if I can't get a job in-N-Out, who's going to hire me? In-N-Out's a prestigious place to work,

00:51:52.260 to be honest. Oh, and they fucking pay well. They pay really well. They hire from within,

00:51:56.560 similar to first form, and they pay very well. I've still never eaten there, though.

00:51:59.860 Yeah. I don't know if we could be friends. No, man, I'm from Missouri. We don't have that shit here.

00:52:03.980 I haven't either. Andy is lucky we do not have In-N-Out here. No shit. I'd be 400 fucking pounds.

00:52:09.340 But it's a little bit scary when you were applying, and I had this situation when I

00:52:15.200 graduated from college, because I submitted hundreds of resumes, and that was my biggest

00:52:19.820 fear. I mean, forget about worrying about dating guys. Submitting a resume is more intimidating,

00:52:24.440 because it's like, fuck, am I going to get a job? I have bills to pay. I don't want to let anybody

00:52:29.140 down, and I don't want to have somebody come pick up my truck. Dude, the thing is, is that what you're

00:52:35.020 talking, I, like I told you earlier today, I think that is a fucking asset to you. That sense of

00:52:42.780 urgency that you have, that you're thinking about all these things. Like, you call it anxiety, I call

00:52:46.740 it a fucking asset. All right? Most people are passive. Most people don't have urgency. Most

00:52:52.620 people practice something that I just talked about on Thursday Thunder, which is selective urgency.

00:52:59.420 They only care about shit when the fucking sky is falling down. You care about shit when shit's good.

00:53:04.280 That's an asset. Like, it might make you nervous. It might make you feel weird. You might have

00:53:09.260 anxiety, but if you're looking around where you are, and you're constantly trying to prove,

00:53:12.660 and constantly trying to see where I'm going to go, and what I'm going to be, and how I'm going to

00:53:16.080 end up, yes, you could drive yourself crazy, but that's also better than ending up fucking

00:53:20.400 unemployed, because you don't give a fuck. So, I don't think you're going to have an issue. You've

00:53:24.100 got a level of intensity. You've got a level of passion. You've got a level of urgency that

00:53:29.100 really, to be completely honest, more people can fucking benefit from having. So,

00:53:33.260 I would encourage you to stop looking at it as, like, a worry, and start looking at it as, like,

00:53:39.920 dude, it's good. I'm like this, because it's going to push me. That's what I would do.

00:53:43.360 A hundred percent, yeah. Well, thank you for that, because I do feel like people have been

00:53:47.060 telling me that, and it's been a few, you know, there's been multiple people that have recently

00:53:50.780 said that, and it's given me confidence as far as just the way I approach situations.

00:53:54.600 Fuck, dude. I come in here every day, and I'm fucking scared shitless. That's the truth.

00:53:58.400 Like, people think I'm joking when I say that, because they think, oh, dude, whatever, you got

00:54:01.900 it made. That's why I get offended, like, a little bit, not offended, but, like, upset when people say,

00:54:06.200 oh, congratulations to all the success. Dude, I feel like I'm fucking beginning. Like, I feel like

00:54:10.780 I could lose this shit in one fucking minute, and I could. I could think of, like, 10 things that

00:54:15.300 could, believe me, I'm a warrior, too. So, like, I could think of, like, 10 things that will burn the

00:54:18.920 fucking place down in five fucking seconds. And, like, dude, that keeps me focused. It keeps me sharp.

00:54:24.740 It keeps me wanting to fucking move forward and push forward. And I've just learned, like, dude,

00:54:29.020 I've learned to channel that nervous energy into productive action. And I think that's been my

00:54:34.020 biggest key, you know? Like, dude, I go through heavy anxiety. It's no secret that I've had depression

00:54:40.720 for over 20 fucking years. I'm always going to have it. It's just part of my personality. And it's

00:54:45.780 part of the way my body chemically works. But I think the key, right, is to be resourceful with what

00:54:52.740 you have as a person and make it work for you. You know what I mean? And so, stop thinking of it.

00:55:03.080 I have anxiety. And start thinking of it as, I have this drive. You know what I'm saying?

00:55:08.700 No, I get it 100%.

00:55:09.520 Yeah. Like, because when you have a high drive and you're not getting where you want to go,

00:55:14.480 it feels like anxiety.

00:55:16.120 Well, I just, I've always said it, I just got to keep fighting.

00:55:18.700 That's my mantra as far as just the way I approach business. Because to me, it's a fight. It's

00:55:23.640 between me and you and whoever does better.

00:55:25.820 Dude, I look at that, that's how I see it the same way. I see it as a fucking battle. Like,

00:55:30.080 I look at business as, like you said, I got to be better than everybody. I'm going to be better

00:55:35.680 than everybody. I don't give a fuck what I have to do. That's why people will never fucking beat me

00:55:39.600 in this business. Because I will, I am willing to suffer and go back. I will go back to living on a

00:55:45.340 piss stained fucking mattress. I don't give two fucks to win. I don't care if I've got to eat a

00:55:49.440 fucking 100 pounds of dog shit. Like, I'll do whatever the fuck it takes to win. And I'll do

00:55:54.320 more than the next guy to win. And that's just, that's just me having fucking high standards and

00:56:02.020 having a high drive. And dude, I see it in you too, just for spending the day here. Like, I could see

00:56:06.360 it. When we were talking, I even pointed to Vaughn. I'm like, who the fuck does that sound like?

00:56:10.660 Like, dude, people think I'm fucking insane. And half the time, I think I'm insane too.

00:56:14.080 I've just learned to use the shit. You know what I mean? So I don't think you're insane. I'm like,

00:56:20.500 damn, dude, she's got it together just like me. Thank you. So I like it. Yeah.

00:56:26.920 Andy, just to emphasize another point, when her question made me think of two episodes that

00:56:30.800 you've done, one is successful people know how to commit. But the other one that I don't think

00:56:34.460 many people know as well is plant your butt on the right rocket ship or whatever, where I don't

00:56:40.340 think when, like when people hear you say commit, I don't think they often understand that you're not

00:56:45.460 saying commit just for the sake of committing. Don't stick with something just to stick with it.

00:56:50.140 Cause on that other, on that other podcast, you talk about evaluating your situation, figuring out

00:56:54.820 if it's the best for you. Look, um, Gary, who is a dear friend of mine. Okay. Uh, a lot of people

00:57:02.340 think I don't like him because I will occasionally say some shit like that insinuates. I don't agree.

00:57:06.780 Cause I don't fucking agree with everything he says. We're still fucking friends. He's very good

00:57:10.820 to me and I'm very good back. He brought the term self-awareness to the masses. Okay.

00:57:20.500 People will use that fucking term over and over and over again. And I can tell that they have no

00:57:27.980 fucking idea what it means. Okay. Being aware goes hand in hand with having vision about where

00:57:36.760 you are, what opportunity you're currently in, where that opportunity is going to lead.

00:57:41.560 And if you're not thinking about where you are, what you're doing, what your actions are going to

00:57:47.660 result in, in the next five, 10 years, you're not self-aware. It's just part of it. You know,

00:57:54.100 and the other part of it is how people perceive me and what are my strengths and what are my weaknesses

00:57:58.100 without being biased, without building myself up or tearing myself down. What am I genuinely good at?

00:58:04.160 What am I genuinely bad at? And being aware of those things and using them. And I wish people

00:58:11.300 understood how that matters and affects opportunities that they're in as well, because I feel like most

00:58:20.240 people lack vision awareness. They don't, they, they hear somebody like me say, dude, you got to

00:58:26.120 fucking grind it out for 10 years. That doesn't mean keep cooking fucking French fries for 10 years

00:58:31.680 and then move to the burgers. Like, that's not what that means. You've got to find yourself in

00:58:37.260 the right situation where that 10 years is going to pay off or that 15 years is going to pay off.

00:58:45.020 I don't know. I can only give you the framework because I'm not sitting in front of you where I

00:58:49.180 can hear your current situation. So you have to develop the vision and the vision awareness and

00:58:54.520 the self-awareness to evaluate what path you're on. And nobody can do that, but you,

00:59:00.100 you know, yes, you can find somebody who's 15 years down the road and they can help you create

00:59:05.400 your little path or tell you if you're on the wrong or right path. But dude, to me, that's the

00:59:12.000 equivalent of somebody catching fish for you as opposed to you teaching yourself how to fish.

00:59:17.780 You see what I'm saying? Like it's going to serve you a lot greater if you can figure out how to,

00:59:23.540 how to develop the skill versus you having to look at somebody all the time and say,

00:59:27.520 what do you think? Where am I at? Am I doing good? How am I doing this, that, the other, if that's you,

00:59:34.040 you're always going to be dependent on that. And that's not good. You know, being able to do that

00:59:39.640 to yourself is where, where the true value comes. Good question, Ashley. All right. So next up,

00:59:46.200 we have Judy Cochran who is currently living in Dallas and Judy, I'm just going to actually let

00:59:54.100 you tell a little bit about yourself and what your question is. Hey, thanks for having me. So I wrote

01:00:04.840 a memoir and it's titled 11 days. And the tagline is from 35 million of food stamps. What a family gains

01:00:14.600 when losing the American dream. So, um, you know, not a typical memoir, um, like the eat, pray, love

01:00:23.860 thing. It's a little like that, but it's also, you know, it's about, uh, a woman, a marriage, a

01:00:30.340 business, a family. It's, I think it's why it's taken off because it really resonates. So what's

01:00:36.840 happening is, um, I'm getting asked to speak and get in front of people. And, um, what I found

01:00:45.900 interesting about you is that when you, when you started the whole, when you built first form,

01:00:52.520 you differentiated yourself from the negative stereotypes of the motivational industry.

01:00:58.120 And there's some of those stereotypes in the self-help and inspirational world as well. And

01:01:06.040 I'm thinking, do you have any suggestions of how to do that? I think there's stereotypes in anything

01:01:11.940 like that are going to be cheesy or corny or, or fucking stupid. You know, like how many bad doctors

01:01:18.200 are there? How many bad lawyers are there? You know what I'm saying? Like there's a lot of speakers

01:01:23.580 out there that fucking suck. They give a, that give good ones that bring real value, a negative,

01:01:27.720 uh, stereotype. I wouldn't, and I don't personally let that affect how I do shit. I choose to look at

01:01:35.940 it as an opportunity to stand so far on the other side of the room that it's, that it's an advantage

01:01:40.440 for me. So again, you know, just like I said a minute ago, it's, it's perspective. It's how do you

01:01:45.500 look at it? You know? Yes. I don't want to be cheesy motivational speaker, but I'm not right. You

01:01:52.000 know what I'm saying? So, uh, I use, I use what everybody else is doing to, to, to be a measuring

01:01:59.220 stick of how far away I am from that, you know? And I don't let what other people are doing affect

01:02:06.320 how I feel about what I'm doing when I'm doing it. Uh, cause believe me, the last thing I want

01:02:11.640 to be is some cheesy fucking motivational speaker that tells everybody their special little fucking

01:02:15.740 rainbows. You know what I mean? Cause I know better. So, um, I wouldn't let that

01:02:22.000 hold me back or, or slow down what your message is because in the truth is, dude, I've had people

01:02:29.760 say I was fucking cheesy or I was fucking whatever. And like, you know what? Fuck those people.

01:02:35.360 Yeah. You know, I know what I am and I know I resonate with people and those are the people

01:02:38.620 I'm worried about. I'm not worried about the 50% of the people that don't like me using the F word.

01:02:43.780 I had a guy yesterday right on my page. Oh, I'd have a lot more respect for you if you didn't use

01:02:49.020 the F word. Well, guess what? Motherfucker, your respect isn't worth my authenticity.

01:02:53.080 Yeah. Well, Vaughn originally said to me, you need to do a podcast after he read the book. He's like,

01:02:58.440 you got to have a podcast. And I'm like, all right. Um, except I really liked the F word. He goes,

01:03:03.720 well then use it. Look at Andy. And I'm like, well, in that industry, I don't know how accepted

01:03:09.200 that would be, but I guess I don't care. Yeah. I'm doing okay in it. You know, like, yeah, I look,

01:03:18.540 man, if somebody is not going to listen to you because they don't like the word fuck,

01:03:25.500 then they don't have what it takes anyway. Cause like anybody who, who is able to filter through

01:03:32.140 what good content is and this and that it's not your cup of tea, right? You're still learning a ton

01:03:37.520 of shit. Right. So I, you know, well, and I have fair warning in that book. There's a lot of,

01:03:43.660 a lot of F words in there. Good. I might read it. I got them ready. Yeah. Judy, I think when you

01:03:48.620 asked your question and you said when Andy started first form, you, he intentionally distinguished it.

01:03:56.320 And then you said motivational. I think you started to mean how did he distinguish first form from

01:04:01.060 the fitness industry, some of the negative stereotypes of the fitness industry. And then you started,

01:04:06.100 and then you, and then you went into motivational. Uh, but that, that brings up something we were

01:04:10.760 talking about earlier, which is Andy, when you did create first form and the brand, and you did

01:04:16.720 distinguish yourself from the common lot of the, of the fitness industry and sort of the association

01:04:22.860 that people who were into fitness look down on people who are over shape or out of shape or, uh,

01:04:28.460 whatever. Um, my question is for the purpose of branding, did you actually say, okay, I'm going

01:04:37.220 to put my finger on a negative stereotype of the fitness industry and consciously overcome that? Or

01:04:42.580 were you just being yourself? Dude, I was being myself. Yeah. Like I was just sick. The first video

01:04:49.440 we did about that went viral and, uh, and people were like, Oh, well you got fucking lucky. Cause it went

01:04:53.840 viral. No, it was just me fucking ranting about what I hated about the industry. And, uh, it's

01:05:02.600 what we've always been about. That was just the time that everybody heard about it. You know what

01:05:07.280 I mean? So no, it wasn't by design. It was just being who the fuck I am. And that's where I learned

01:05:12.000 the authenticity, uh, always wins. You know, you're going to piss some people off the way I explained it

01:05:18.980 when I spoke at, at, uh, at Gary's event a couple of weeks ago was that dude, it's just like election.

01:05:25.140 You got 50% Republicans, you got 50% Democrats and no fucking Democrat or Republican is going to win

01:05:31.300 a hundred percent of the vote. What you're battling over is the 6% that's the six, the four to 6%

01:05:36.200 that's actually listening and voting based on issues, not based, based on preconceived notions.

01:05:41.820 And, um, I would argue that those are the fucking smartest people, but, uh, you're, you can't win

01:05:50.700 everybody. And so when you try to win everybody, what happens? You try to pander over here to the

01:05:55.220 right. You try to pander over here to the left and both sides end up hating you. So, or ignoring you,

01:05:59.900 which is worse. Um, and I think that, you know, people don't understand that, you know, so they try

01:06:06.700 to create this product that is appeasing and appealing and fun and happy and good for everybody

01:06:14.800 when it's literally fucking impossible to do. So like you have to let go of that, of that 48%

01:06:20.960 that is not going to like you no matter what. And you've got to appeal to that 52% that is,

01:06:26.280 that is going to, uh, like you and you have to make them love you. And that's going to be the key,

01:06:31.300 you know, uh, that guy that you're worried about or that woman you're worried about making this

01:06:36.120 comment or that comment. Those aren't your fucking people. Yeah. You know what I mean?

01:06:39.980 So, and along your journey, you're going to have people that are going to reach out to you and

01:06:44.520 they're going to say, Andy, you're a fucking piece of shit. You're, I hate your content because of

01:06:50.820 this, this, and this. I don't take that fucking personal because one, that could be, they're having

01:06:57.040 a terrible day and I've had people come back and apologize. I said that before two, I'm just not

01:07:03.040 their cup of tea, man. And I take pride in that, you know, like I don't want to be everybody's

01:07:07.120 thing. I want to be the people who resonate with my shits thing. Yeah. You know what I mean? I want

01:07:12.680 to do that better than everybody else. Yeah. I got to work a little bit on that. Yeah. Cause it goes

01:07:17.080 against our nature, right? We want everybody to be happy and we want everybody to like us. And you

01:07:21.020 know, what's funny is people will pretend to fucking like you to your face and then they'll say

01:07:24.640 behind your back, you know what? I don't like that motherfucker. It's just on social media. We

01:07:28.080 actually get to see it, you know? So, um, all right. And that does, that is weird how people

01:07:34.360 will say shit on social media and they would never fucking say to your face. Right. Unbelievable.

01:07:38.420 Yeah. So, and that shit hurts, man. Like, cause you're like, you're not used to it, but the truth

01:07:43.740 of the matter is the more they do it, the more you get used to it. And now like to me, like when people

01:07:48.220 send me these fiery fucking comments, like I'll just write back some logical response and they're

01:07:53.380 usually like, Oh, you know what I mean? Like, Oh, you know? So I don't know, man. Like I, I just

01:08:00.800 think that if anything, if you own a product, if you're trying to sell a product, if you own a

01:08:05.280 company, um, you know, unless you're like literally fucking water, not everybody's going to fucking

01:08:12.280 need you or like you. So, uh, I think making people love you versus just making everybody feel

01:08:18.660 medium about you. It's far more valuable. Okay. Your, your political analogy is such a good one.

01:08:25.020 I remember the night of the election. Um, somebody said, one of the commentators said that Hillary

01:08:30.140 Clinton had more money in her campaign, uh, fund than any candidate in recent history, maybe ever.

01:08:37.560 But the statement that they said is all the money in the world cannot overcome a candidate who people

01:08:43.260 just don't know who she is. And yet, you know, people, you know, as an illustration of what

01:08:49.760 you're talking about. Dude, look, I'll fucking say it. I don't care. Dude, she's not a likable

01:08:55.660 person. And the people that picked her as the candidate are fucking stupid. They picked her

01:08:59.900 on being a woman and even women didn't like her. Right. So, you know, it is what it is.

01:09:05.340 She had a serious authenticity problem. Dude, you gotta, you gotta pick somebody that is likable.

01:09:08.680 Right. If you pick somebody that's likable, I don't care if it's fucking black dude, white dude,

01:09:13.700 woman, man, gay, straight, doesn't matter if it's, they're not a likable person. They shouldn't even

01:09:18.640 be the fucking candidate if you're, if it's that party. Yeah. You know, if you don't want a chance

01:09:22.440 at winning, you know, Donald, people say, Oh, Donald Trump's not likable. I think he's likable.

01:09:27.540 He seems like a regular fucking dude to me. He seems like a dude I'd like to have a fucking beer

01:09:31.360 with. You know what? Bill Clinton was the same way. He was Democrat. So let's say the same thing

01:09:36.080 about him. He had a regular fucking dude thing about him. A ring of authenticity. Yes. And you

01:09:41.740 know what? Dude, he, he, people fucking love that dude. Even, even people who are Republicans loved

01:09:47.660 him because they're like, dude, that guy's a fucking real dude. I might not agree with everything he

01:09:51.900 says, but the dude eats fucking McDonald's and he eats a fucking hash brown when he's running through

01:09:57.280 Central Park. Like, you know, like that sounds like something I want to do. You know, it's so true

01:10:02.620 though. I mean, how many people, I remember years ago, how many people said exactly what

01:10:07.880 you just said? Yeah. I'd have a beer with Bill Clinton. Right. I don't like him. Who

01:10:11.080 the fuck would it? Yeah. Right. Which, which makes the fact that Hillary is his wife even

01:10:16.040 more fucking bizarre. Yeah. Yeah. Yeah. He's kind of odd. Yeah. Cause she's like the opposite

01:10:19.140 of that. I wouldn't fucking want to drink with her. You know? Yeah. Drink poison, maybe.

01:10:25.380 Oh my God. Where did we go? All right. Well, thanks, Judy. Thank you. So we're going to round

01:10:30.240 things up here with, uh, Drea DeMasa. Drea, come on over and Drea is from California. I

01:10:35.500 think she's our second Cali girl. Um, and Drea, you can tell a little bit about yourself

01:10:41.580 and you'll be the final question tonight. Um, so I own a lash studio called Sugar Bunny

01:10:53.120 Lashes in LA, um, Sugar Bunny Lashes. Sugar Bunny? Yes. All right. Um, and we're actually

01:11:00.440 a hypoallergenic lash studio. Um, so we use hypoallergenic and sensitive based products,

01:11:05.460 but, um, I started this business when I was married to my ex-husband. Um, and he did not

01:11:12.020 support me at all. Um, honestly, like this whole podcasting, I was introduced to it by my

01:11:17.660 buddy, Rich and good job, Rich. Color tech graphics. Um, that's his business. Um, he's

01:11:25.160 at color tech. Yes. I love you, bro. He's fulfilling the obligation. That's right. He's

01:11:31.580 bringing a friend. Yeah, he is. He's super awesome. And, um, this whole podcast has honestly

01:11:37.180 changed my mentality, my business. Um, it honestly gave me the motivation to quit my job as a teacher,

01:11:44.900 um, and to actually bootstrap this business. I was in like a 500 square foot space by myself

01:11:52.360 with a table and a bed and a chair doing lashes. And, um, I, you know, started to get like one

01:11:59.800 client here, one client there. And I was working after school as a teacher. Um, and I just slowly

01:12:06.380 started to get things together. Like I'd buy things here and there. Um, so I basically bootstrapped my

01:12:11.480 entire business. I have no business debt whatsoever. Um, I have employees now. Um, so my business has

01:12:17.180 just grown tenfold since I started listening to the podcast. So my thing right now is I would like

01:12:23.640 to scale my business to include, um, products, classes, um, webinars, and I want to move my

01:12:30.680 business to a storefront. Um, so we're doing, we're thriving, we're doing pretty well. Um, but

01:12:37.880 we're not at a point where we can. So you mean to tell me that you started a business with no

01:12:43.920 investors on your own by yourself and you've turned it in and scaled it into a successful

01:12:52.220 salon that you're currently looking to expand again with no fucking outside help. This is

01:12:58.660 unbelievable. Just the MFCO. It's the MFCO. But I'm being, I'm being sarcastic because people

01:13:05.680 hear this, hear me say that about us. And they're like, that's fucking impossible.

01:13:10.860 Here's real world shit of somebody doing it. Yeah. And a lot of it has to, no, a lot of it has to do

01:13:16.060 with the client retention too, because I would get clients that would come in and they're going to

01:13:22.000 have a service or a product that they're going to come in for every few weeks. Huge. They would

01:13:26.520 come in and see my empty space, but I have treated my clients so well and they just, they just adore me

01:13:33.260 and I just have relationships with all of them. They're so loyal. They've seen my business grow

01:13:37.960 and they're like, it's amazing what you've done in the last, you know, two and a half years.

01:13:42.260 That's awesome. So I've, um, so I wanted to, I wanted to scale, but I want to know how to scale.

01:13:48.480 Um, or what's the best way to scale when you don't have the means to necessarily scale? Like

01:13:53.700 what should be the next? You're already doing it. You started out alone. You, you scaled in,

01:13:58.280 you've added employees, which has added sales and added growth. And you're going to continue to do

01:14:02.000 that. And it's, you're naturally scaling. Like, like when entrepreneurs talk about scaling,

01:14:06.600 it sounds like this fucking official thing that you've got to like figure out you're already doing

01:14:13.480 it. You know what I'm saying? You, you've just got to put the name on it. So, um, but just keep doing

01:14:19.000 what you're doing. Keep letting cashflow come in, roll that cash back into the business, add things

01:14:25.660 that are going to add, you know, revenue. Like if you do a product, you know, you're going to add one

01:14:29.100 product at a time. Like people think that like do with first form where we've got 40 fucking skews

01:14:33.800 or 50 skews or whatever it is that we just like shit those out. No motherfucker. I started with one,

01:14:38.860 one flavor, one protein. You know what I mean? And over the last eight or eight years, you know,

01:14:46.100 we've rolled that into another flavor and another flavor and then another product and then three

01:14:49.980 flavors that are six flavors of that. And then another product. And it's, you know, it takes time,

01:14:55.440 especially when you don't have people that are going to throw money at you and just let you do

01:14:58.920 it. But that's a great thing because you're learning lessons now that somebody who started

01:15:04.100 out with those advantages aren't going to be able to learn. So that if you ever have to compete with

01:15:08.460 them, you're going to be much more equipped to win that battle. You know, um, so many people look

01:15:14.040 at having to bootstrap and having to, to be, um, frugal and be creative as something that's,

01:15:22.220 that's a hindrance when in reality it's developing skills that you're going to use

01:15:25.760 from now until, you know, you're 70 years old. You know what I'm saying? So, uh, realize and be

01:15:33.620 patient that you already are scaling and you are growing and things are moving along quickly. Two

01:15:39.080 and a half years is quick for, for what you've done, especially with no help. That's faster than

01:15:42.980 I fucking scale our stores. I don't, my second store for six years. You see what I'm saying?

01:15:48.300 Well, I have an awesome dad too. He also built a lot of the furniture and stuff in my last studio.

01:15:53.620 So I'm grateful for him. Yeah, that's awesome. I mean, you know, that's the same as me. I had a

01:15:58.780 great dad who gave us, gave us, uh, you know, help with, with shit like that. Like he still does.

01:16:03.820 He's walking around here, like change your fucking light bulbs and shit. You know what I mean? So,

01:16:07.920 uh, in my, in my Priscilla files video, he was up on the forklift changing a fucking light bulb.

01:16:13.220 So, uh, which by the way, if you're not subscribed to the email list, you need to subscribe because

01:16:19.060 we're doing exclusive email content through, uh, the Priscilla files. We just did our first episode

01:16:24.560 every week. There'll be a new one. So if you're not subscribed to the email list, where do they

01:16:29.540 subscribe? Uh, the MFCEO.com forward slash. I want to get the exact one here. Let me give it.

01:16:39.160 It's, uh, I think it's live dash. Hold on. Give me a second. You put me on, you put me on the,

01:16:46.800 it's not a, uh, here we go. Okay. This is what you're supposed to know. I know. I know. Okay.

01:16:51.000 The MFCEO.com forward slash sign S I G N dash go dash 100 dash zero dash, dash, dash, dash, dash.

01:17:01.600 I mean, fuck dude. Could you make that any harder for people? I know. Well, I wanted,

01:17:04.940 I wanted to weed out the low hanging fruit, you know? Yeah, apparently. So

01:17:08.720 yeah, I had to throw that plug in there, but the, the, the reality is, is I think you're already

01:17:16.180 doing what you're setting out to do anyway. I mean, what's your next step? Well, I've already,

01:17:20.880 um, had a lash shampoo developed and it completely cures the lashes, which is not something that's

01:17:26.120 been done in the industry. Um, so like I have a lot of, a lot more ideas for products that I want

01:17:31.760 to do. Um, and start with one, right? Sell some shit. Well, it's, it keeps selling out. So like,

01:17:39.020 that's, that's something that's been really successful. And then, um, wait, so you already

01:17:42.820 have this in, I already have this in. So what are you asking me for? You already fucking know this

01:17:47.060 shit. Well, no, I'm trying to figure out the next step. What's the next step? What's the next

01:17:51.520 product you want? Well, um, I, well, I don't want to tell everyone in the industry because let's just

01:17:56.940 say it's the next product. You're going to keep selling your lash shampoo and, and get your

01:18:01.800 inventory to appropriate levels where you're not selling out all the time. Okay. And by the way,

01:18:06.420 selling out sometimes is good because it creates demand. All right. But, uh, you're going to manage

01:18:11.040 that inventory. So you're gonna have to reinvest some money to the things that are already making

01:18:15.180 you money. All right. And when you get to a point where you've, you've got that, uh, in the right spot,

01:18:20.580 you're going to start taking that money and you're going to roll it into the second product.

01:18:24.120 You see what I'm saying? Yeah. And you're going to repeat that process over and over and over

01:18:27.920 again. Is that, is that what you're asking? Yeah. I didn't, I didn't know what would be the

01:18:31.700 next step. Yeah. No, dude, you've just got to manage what you've already got and maximize

01:18:35.180 that as much as you can, at least to a stable point. You know, like that's how we would do it

01:18:39.180 here. We had a one protein, it was chocolate, right? We sell, we're fucking selling out of chocolate,

01:18:44.240 selling out of chocolate, selling out of chocolate. Then I took the money and kept putting it back

01:18:48.020 in until we got quantities to where we weren't selling out. And then we had strawberry,

01:18:52.080 right? And then we start running out. We have enough chocolate. It's sustaining itself.

01:18:57.980 We're running out of strawberry. So we're running out, running out. We get it to a level of where

01:19:02.300 we need it. Then we start rolling cash into a vanilla. You see what I'm saying? Yeah. So,

01:19:06.780 okay. So I'm going to start putting more money into the, or once I get money from the first product,

01:19:11.220 I start to put it into the second one. Yeah. Okay. You're already doing this. All right. Yeah.

01:19:15.340 You got this. It's not, this isn't, this is basic shit and you already figured it out. So,

01:19:20.120 um, I think you're looking for confirmation, not, not actual answer. No, I, well, I, I thought I

01:19:25.900 needed assistance, but you don't. Thank you so much, Andy. You're doing fine. I appreciate the

01:19:30.620 opportunity to come. Yeah. Before you know it, you're going to be a lash money millionaire.

01:19:34.060 That's what Vaughn keeps calling me. Lash money millionaire. Yeah. You know, you could do,

01:19:38.380 you could do. That's like one of them fucking dad jokes. See, that came from the heart.

01:19:41.720 And you could do prepaid stuff and call it lash advance. A lash advance. Oh my God.

01:19:47.280 Well, I did use this opportunity to teach a class while I was here. Yeah, she did. Did you know that?

01:19:52.760 No. Like she, she, I mean, she's killing it. She brought, she arranged to,

01:19:56.500 she came a day earlier and she taught a whole class. Oh really? Yeah. That's awesome.

01:20:00.600 Took advantage of everything. So there's no good lash artist in

01:20:03.980 St. Louis. So. Really? Yeah. Why everybody's lashes here look all jacked up? Yeah.

01:20:08.660 Everyone's telling me to. Tyler, why are your lashes so fucked up, bro?

01:20:12.480 Everyone here was telling me to open up a lash bar here. So.

01:20:16.080 Dude. A lash bar? I'm going to tell you right now. Lash bar, lash studio.

01:20:18.900 That motherfucker will be your number one customer.

01:20:23.060 Thank you again. Yeah, you're welcome. So guys, you know, I love having people here to ask

01:20:28.940 questions because I know there's other people out there that have similar questions and all that.

01:20:32.860 For those of you who didn't see the first episode of the Frisella Factor YouTube show,

01:20:41.420 that is the reason we started that show so that we could answer questions. And you go to YouTube,

01:20:49.100 Andy Frisella, you subscribe. We just had our first show last week and it's a Q&A show. So I don't care

01:20:56.680 if your question about business, life, relationships, fucking cars. I don't give a shit. Submit your

01:21:01.900 question on a video. It's just askthemfceo.com and we'll answer them there. I mean, we don't do a lot

01:21:07.380 of Q&A on the show, which is why I enjoy having everybody here because it's fun to answer the

01:21:12.520 individual questions. But if, you know, you've got questions that you want answered, that's the way

01:21:17.340 to do it. So. A video is not a suggestion either. You have to submit a video. Yeah. Yeah. And you

01:21:25.460 also need to put your fucking face on it. Yeah. Guys, thanks. Thanks for being on the show. Thanks

01:21:32.780 for submitting your testimonials. And I wanted to say. We had a guy who made a video and if you're

01:21:38.160 listening, dude, listen, I appreciate the question, but he like made the video of his like bathroom.

01:21:44.360 He's like, my face is not relevant to the bro. I'm going to tell you something coming from a dude

01:21:49.180 who got stabbed in the fucking face and it has a fucked up face. I promise you, you ain't that ugly.

01:21:54.560 All right. So point the camera at your fucking dome and ask the question and maybe I'll answer it,

01:21:59.540 but I'm sure as fuck I'll put your bathroom on the show. You sure it wasn't Bradley just goofing

01:22:03.380 around? No, it wasn't. Again, thanks to our winners and a heartfelt thanks to everybody who

01:22:09.980 submitted a testimonial. We had a ton of them and, uh, you know, it was just hard picking

01:22:15.720 winners, but, um, thank you again. We're really supportive or we really appreciate your support.

01:22:19.900 Yep. So guys, we will be back on, uh, Thursday with Thursday thunder. I've got a good one for you.

01:22:27.480 Um, and appreciate you guys telling a friend, if you get, you know, benefit from the show,

01:22:33.500 if you're enjoying the show, if you listen to the show, um, you know, tell a motherfucker about us.

01:22:39.980 Bye.

REAL AF with Andy Frisella - February 13, 2018

Coaching Up the Winners： An MFCEO Q&A, with Andy Frisella - MFCEO214

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