REAL AF with Andy Frisella

00:00:00.400 I can stack them hunts to the roof. I ain't stopping till they stack to the moon. Without

00:00:05.320 me, my family wouldn't have food. Anybody go against me gotta lose.

00:00:12.540 What is up guys? You're listening to the MSCEO Project. I'm Andy. I'm your host and I am

00:00:18.120 the motherfucking CEO. Guys, today we've got a good podcast, but before we do that, I got

00:00:23.900 some housekeeping issues. We don't charge here. I don't run ads. I don't run 20 fucking minutes of

00:00:33.420 ads so that you have to, you know, I can get paid for that, blah, blah, blah. But I do have a fee

00:00:39.960 from you. My fee is this. I ask that if you get value from this podcast, that you tell a friend.

00:00:46.480 You don't have to tell a hundred friends. You don't have to tell a million friends. You don't

00:00:49.400 have to tell 10 friends. Just tell one friend and do it in a meaningful way. We grow this podcast

00:00:55.120 organically. And I feel like a lot of the people who have been longtime listeners, and while I do

00:01:00.700 greatly, greatly appreciate you, I feel like that, you know, maybe we've gotten a little bit

00:01:07.040 comfortable with just kind of going through and having our own little family here. And I'd like

00:01:12.400 to remind you that the purpose of this podcast is to change the culture of an entire generation of

00:01:21.540 people who have been brought up to believe in things that are idealistic. My goal here is to

00:01:28.240 help you guys understand what it really means to be in control of your life, to be someone who doesn't

00:01:35.920 get dictated to, to be someone who chooses their outcome and how to do that. Uh, and I feel like

00:01:43.640 we've done a really good job at that. And I just asked that if you guys agree with me on that, that

00:01:48.480 you please, uh, spread the word about the podcast. So with that being said, um, I'm joined as always

00:01:54.760 by my co-host Vaughn, the impaler, the pastor of disaster, DJ, DJ, God Vaughn swoller.

00:02:03.560 I'm getting there. Vaughn diesel. What am I missing? Jean-Claude Vaughn. Jean-Claude Vaughn

00:02:09.240 Vaughn. The man of many names. Right. What's up, dude? Vaughn Nelly Ice. Vaughn Nelly Ice. Ooh, I like it.

00:02:16.160 Yeah. Dude. Things are good. I feel like it's been like a century since the last time we were here.

00:02:22.040 Guess who I have on the podcast. I've heard this. I'm pretty excited. Next week. Yeah. Nelly. Yep. Yep.

00:02:30.020 Our hometown Nelly. Yep. I'm excited about that, dude. I'm excited about it too. And you know,

00:02:34.340 I, with two Titanic rappers like Nelly and myself, you knew that it was only a matter of time before

00:02:40.040 we met. Dude, I'm excited because people don't realize that St. Louis, how close and tight-knit

00:02:46.960 it is. It's kind of weird that him and I have not really crossed paths. Yeah. Um, I'm excited to get

00:02:52.320 to hang with him, but I'm excited more so because I feel like he brought, uh, a level of belief to

00:03:00.760 this community. Uh, he was good for the community, man, for so many years and like really gave a whole

00:03:06.860 generation, uh, from this town belief that like, dude, just cause you're from St. Louis doesn't mean

00:03:12.180 that you can't do something big. Right. And, uh, dude, he's, you know, people not from this area

00:03:19.300 don't understand that he's a fucking legend here, like a local legend because of that. Not because

00:03:24.860 of his rap career, not because of, uh, who he is outside of St. Louis, but because the dude has

00:03:30.300 literally empowered so many people here locally to, to, to be something. Um, I'm just excited to

00:03:38.080 hear about that. Yeah, me too. No, I've heard a lot of good things about not just an amazing musician,

00:03:42.560 but an entrepreneur. Oh yeah. Yeah. Hell of an entrepreneur. Well, and wasn't it, uh, Charlie that

00:03:47.620 was telling us that most people don't know that St. Louis is a huge hip hop hub. Yeah. It's a hip hop

00:03:52.120 hub. Yeah. That's a dude, by the way, Charlie's just now finishing his bike ride. 90 days on the

00:03:58.100 bike across America. That's like, it's fucking awesome. It is. Oh, he's crazy. He's in a good

00:04:03.840 way. Uh, if you don't know what we're talking about, we're talking about, uh, Charlie Jabbily

00:04:07.420 was a, uh, a guest on our show. And I believe the name of that podcast is how to create the life

00:04:14.300 you want. Dude, he just got the cover of runner's world magazine. Did you see that? I did see that.

00:04:18.360 That's fucking awesome. Yeah, dude. He's, he's amazing. Yeah. He's awesome. But dude, I am

00:04:22.320 super hyped about getting Nelly on the show. Yeah, that'll be great. Yeah. So, um, anyway, uh,

00:04:30.280 dude, before we get into the topic of what we're going to talk about, do you like, have you noticed

00:04:37.560 how many people fucking keep posting that stupid phrase? Know your worth. Yeah. Like know your worth,

00:04:43.080 know your worth. Do you ever notice that the people who say that are the people who aren't

00:04:46.600 doing shit? Like it's such a pet peeve of mine, that fucking phrase, know your worth. Yeah. Like,

00:04:53.760 and it got me thinking about a lot of things, right? Cause like there's two types of people.

00:04:59.440 There's the type of people who have an inflated ego who think they're more than, than what they

00:05:04.660 are. Right. And those are the motherfuckers posted. Know your worth, right? Those are the people

00:05:09.580 who constantly post that when in regards to relationships, their career, their job, um,

00:05:15.220 all the things that they do. It's like always, you know, it's like whenever they feel like they

00:05:19.720 were slighted. I was talking to my friend, Tony today, um, who's been a friend of mine for a decade

00:05:24.300 at least. And we were talking about how, you know, how like people get, um, like they go to a party,

00:05:33.180 right? And then they, the person that they wanted to talk to didn't go up to them and talk to them.

00:05:40.460 So instead of like going up and talking to that person, they walk out and they, they get offended.

00:05:44.400 They're like, Oh, that person didn't come talk to me. Well, who the fuck do you think you are?

00:05:49.360 That somebody's supposed to go out of their way to kiss your ass and say, hi, how about this? How

00:05:54.300 about if you wanted to talk to someone, you walk your little fucking butt over there and you talk to

00:06:00.340 them. Right. You know what I'm saying? Like, it's just, it's just mind blowing to me how many,

00:06:08.140 how much of society's ego is just totally out of fucking whack. Right. Like they think that

00:06:14.580 they're other people are supposed to come talk to them or, um, you know, other people are sliding

00:06:21.620 them because their worth isn't what they think it is. It's like, dude, how fucking arrogant and

00:06:26.020 egotistical are you? Like, dude, they think they're the center of the universe. Yeah. Because the truth

00:06:29.820 is, is that, and we have a whole generation that thinks that, by the way, the truth of

00:06:33.760 the matter is, is that dude, your worth is your fucking worth. And we have a whole nother

00:06:36.980 podcast that we talk about this on, but the world is very accurate at rewarding you for

00:06:44.020 exactly what you're worth. So when these people are posting, no, you're worth, no, you're worth,

00:06:48.120 no, you're worth. It just makes me roll my eyes. Like, how about this? How about humble

00:06:51.860 yourself, motherfucker? Right. You know what I mean? But dude, this is what's, this is the

00:06:55.680 point I'm trying to make. Like it got me, it got me thinking, right? Because we talked about

00:06:59.420 this earlier today. And this is kind of like weird that this came up as, as a, as something

00:07:04.680 that we talked about earlier today. But, you know, I feel like a lot of people who listen to

00:07:10.200 our delivery on the show, specifically my delivery and the message when they hear me and they hear

00:07:17.200 my tone the first couple of times are like, fuck, this guy's a dick. He's yelling at me, you know,

00:07:21.620 he's mean. But then when they really listen to the words, it's not that I'm being mean or that

00:07:27.480 I'm yelling at someone. It's that I know that you have what it takes. You have the ability

00:07:35.100 and the resources and the tools to be successful. And the reason that I get excited and passionate

00:07:42.500 about it isn't because I'm mad at you because I think you're a piece of shit. It's because

00:07:47.520 I'm mad at you because I know you're not a piece of shit and you need to get up and go

00:07:52.140 do it. And it's, it comes from a place of love and from belief. And so what it got me thinking

00:07:58.200 about was this phrase, know your worth, because just like there's so many people out there that

00:08:03.900 quote unquote have these entitlement issues, right? There's an equal amount of people out there that

00:08:10.260 don't believe in themselves and they don't know their worth. You know what I mean? And that,

00:08:15.160 that part, I think we might miss some of those people. You know what I mean? I like the P it's,

00:08:23.740 it's like the people that should, uh, like get on or buy, buy books about how to be a better

00:08:31.300 dater or something. They're not the people that actually buy those books. It's the people that

00:08:34.820 really don't need it that are the ones that get the resources. Same thing with, you know, just

00:08:38.720 all the, dude, it's the same thing with success, man. Like the most successful people I know are the

00:08:43.220 biggest students of success. Right. You know what I mean? Like when I talked to Dean Graziosi or

00:08:47.720 when I talked to fucking Ed Milet and I'm talking, I'm talking to these dudes, I'm not, and these

00:08:52.880 guys are wealthy. I mean, very, very wealthy. Um, you know, I'm not, they're, they're talking to me

00:09:00.660 about what they're learning. Like I learned this, I learned that I learned this, I learned that

00:09:04.020 they're very, very humble at, at, at what, you know, it is that they're trying to do. And because of

00:09:11.400 that is why they succeed. Right. They're not up there saying, Oh, I'm, I'm making $50 million.

00:09:16.740 I should be making a hundred know my worth. They're fucking saying, Hey, I'm making 50. I want to make

00:09:22.960 a hundred. What skills do I need to learn to make a hundred? Right. Right. And I feel you're basically

00:09:28.880 addressing the people that, uh, don't know their worth, but should. Yeah. Yeah. Right. Exactly. And

00:09:34.460 like, so I feel like there's a lot of you guys listening right now who are, um, you know,

00:09:40.420 you don't believe in yourselves the way that you should. And, and you people should know your worth.

00:09:46.720 Right. And we run into this issue a lot when it comes to specifically business, because one of the

00:09:52.360 most frequently asked questions that we get on the show is people. And I remember this dude. I remember

00:09:57.880 when we first started in business, I felt this exact same way. People feel like they're afraid to charge

00:10:03.480 money for something. Like it feels weird the first time you charge money for something. Like when

00:10:08.920 you're selling a product or like, dude, when you were ghost writing books for people and shit like

00:10:13.900 that, like, dude, I mean, you remember what it felt like. It's funny. You should say that. Cause I

00:10:18.400 literally was just thinking that like the very first time I ever presented a proposal like to Don,

00:10:23.260 you were scared to fucking, I was scared. And I had done all my research and really at the end of the

00:10:27.140 day, what it came down, well, I won't get into it too much, but I thought, you know what?

00:10:30.180 I'm a good writer and I, and I, and I know I'm going to deliver it. I'm going to, I'm going to

00:10:34.560 make sure that he's satisfied. So I dropped a number that, that frankly, to me was kind of in

00:10:39.400 my mind, it was like, wow, that's the biggest number that I personally have ever. And he didn't

00:10:43.380 even blink. I was like, sure. Right. What'd you learn from that? Oh, I learned that, that you need

00:10:47.780 to, you need to trust that. Well, you need to do your homework for one thing. You need to, you need to

00:10:53.880 consider all the relevant factors, like a sober assessment of your ability. Uh, sober, honest,

00:10:59.780 flatline, realist assessment of your abilities. Yeah. Right. And people, for some reason,

00:11:08.760 this is what we're talking about with this know your worth phrase. They either overestimate it

00:11:12.480 greatly or they underestimate it greatly. Right. Right. And, and it's funny because like,

00:11:18.280 you know, as someone who deals with a lot of people who propose things to me and want to do

00:11:24.460 business with me, I, I can see right through which is which instantly. Like I know when someone's

00:11:31.800 greatly underestimating their worth and when someone's greatly overestimating what they can do,

00:11:36.980 you know what I mean? Right. And, uh, just so you guys know, um, the people who greatly

00:11:41.640 underestimate it are the ones that I always want to do business with. You know what I mean? Yeah.

00:11:45.980 So how do you feel about that whole under promise and over deliver? I feel like if you don't over

00:11:53.340 deliver, you're not even delivering what you should. Okay. You know what I mean? Do you believe

00:11:56.880 in the concept of like actually under like, does that, if you actually under promise, I think you

00:12:01.600 should over promise and over deliver. Okay. There you go. Like I think you should fucking tell people

00:12:06.300 what you're going to do and then make sure you do 10 times as much. You know what I mean? Because

00:12:10.240 the problem is, is whenever you under promise, if you got someone who knows how to present properly

00:12:14.660 and they're even halfway confident, you're, you're going to lose to that guy on the presentation.

00:12:19.700 You see what I'm saying? So you have to figure out how to propose and present properly,

00:12:23.940 confidently, and honestly, and then go out and still over deliver on it. Right. You know,

00:12:28.580 um, because dude, unfortunately a modest presentation doesn't get people very excited

00:12:34.600 about doing business with you. Right. You know what I mean? Right. So you've got to be good at that

00:12:39.420 and you've got to understand that. But so we're talking about just to, let me reframe this just to make

00:12:44.020 sure I, so we're talking about when, when, when people are out there, they're selling stuff,

00:12:48.120 they're selling themselves on some level. We're giving them the tips of how not to, how to,

00:12:53.460 how to properly evaluate what you're worth and, and not to not sell yourself short. So the first

00:12:59.340 thing I would say that what, what we're, this really wasn't even going to be the, the, the discussion

00:13:05.040 we were going to have, but it's relevant. It's a good discussion. It's relevant. It's deserving of

00:13:09.040 its own topic. Right. So I think that what we're talking about here truly, um, can apply to both

00:13:19.240 those categories. It can apply to the people who are overestimating and the people who are

00:13:22.380 underestimating. I think it's more relevant to the people who are nervous and afraid and scared and

00:13:28.180 underestimating their value, but they don't think they're underestimating. They just think they're

00:13:32.420 not any good. So you have to fucking look at what you really do, right? If you're going to be in

00:13:37.480 business, guess what part of business is part of business is exchanging goods for money. And I can

00:13:42.820 remember when I first started, when I was, when we first started in business, dude, every time,

00:13:47.880 and like, think how weird this sounds, but every time someone brought an item to the cash register,

00:13:52.480 I felt weird about taking their money. And what I would do like every time, like every fucking time

00:13:58.440 I would do this, they will come up and they would say, they would say, how much is this? And I would,

00:14:03.660 they would say, I would be like 40 bucks. It's 39.99. And then before they fucking said anything,

00:14:08.580 I would go, but I'll give it to you for 37.99. Right. Okay. And that's because I wasn't confident

00:14:14.540 in what I was doing. I was inexperienced. I, I didn't believe I was worthy, even though then all

00:14:21.700 the number, I was charging them a fair price. You know what I mean? Right. Like it was just a,

00:14:26.680 and, and so many, I struggle, like you guys who are beginning to struggle with that.

00:14:30.820 I struggle with that. Okay. That's where I started every fucking time I discount. And you

00:14:35.740 know what ended up happening? Couldn't pay my fucking bills. Right. You know what I mean?

00:14:39.440 And that's not fair to me. It's not fair to my business partner. It's not fair to the people

00:14:43.600 who work there, which nobody worked there at the time, but the people, I learned this lesson on a

00:14:48.640 very small scale when it was just me and Chris, some people don't learn this lesson until they're

00:14:52.880 fucking employing a hundred people and they're cutting their margins so short, they can't afford to pay

00:14:58.220 people what they're fucking worth. Right. What they're truly worth and what they deserve.

00:15:03.180 And dude, you know, that's not right. Well, and I think too, what people need to understand is that

00:15:08.580 it's kind of human nature. You start discounting for people. And even if they're good people,

00:15:13.720 people are sharks. Even if they're good people, they'll be like, Hey, if I'm going to get a discount,

00:15:17.500 I'm going to expect it. Yeah. And if you're going to get me an inch, I'm going to take a yard.

00:15:20.880 You're training your customers to expect certain things. You're doing a lot of negative things. One,

00:15:25.800 you're cutting your margins out to you're training your customers to readjust their perception of the

00:15:32.420 value of the service or product that you provide. So let's say you're a brick layer, right? And you

00:15:38.300 build these beautiful brick houses and these beautiful brick houses cost a million dollars,

00:15:42.540 but you're giving them everybody for 600 grand because you, you can still walk away with 40 grand

00:15:47.920 or 50 grand from the job and you're doing okay. Well, the problem with that is, is you're discounting

00:15:54.500 the perceived value of your product. So no longer are you a million dollar brick builder. Now you're

00:15:59.400 a $600,000 brick builder, which places you below in their mind than the other million dollar brick

00:16:05.640 builders, which means your work is not as good as theirs, even if it's better. Right. And it's all

00:16:10.280 perception. So the, so the, so I guess the first step in making sure you're actually valuing yourself

00:16:17.580 and valuing your worth is number one, very clearly understand, am I really good? Am I good? Am I good?

00:16:24.280 Am I good at what I do? Or is what I'm selling good? And a lot, yes. And do I believe in it?

00:16:28.980 And does it solve a real problem? Am I really a million dollar brick builder or am I really a

00:16:33.760 $600,000 brick builder that's looking to get to a million dollars? What are you, where do you stand

00:16:39.020 in the marketplace? And the other thing about this too, dude, is that, you know, there's consumer

00:16:44.200 trust that comes into play here. If you price yourself as a million dollar brick builder and you're a

00:16:49.000 600,000 brick builder, what's going to happen? You're going to lose the customer's trust quickly after the

00:16:54.220 first few jobs and dude, your reputation is ruined. Right. All right. And then the other

00:16:58.400 thing too, is a lot of people mistake experience for skill. Right. All right. Just because you did

00:17:06.860 something for five years does not mean you're fucking good at it. Right. You could have sucked

00:17:11.280 for five years. You could have been doing all the wrong shit for five fucking years and you could

00:17:15.200 actually not be any good. Yeah. One of the things that I can't stand when people come and present to

00:17:20.240 me on any kind of businesses. I've been doing this for X amount of years. I don't give a fuck.

00:17:25.380 Right. I don't care how long you've been doing it. I don't, I want to see your work. I want to see

00:17:29.340 the price and I want to see it against everybody else's work. And I want it to be better than

00:17:32.940 everybody else's. Right. The first thing I thought of was, uh, how long has Natty Light been around

00:17:36.960 as a company? Yeah. No shit. Yeah. No shit. Although it does have its, it does have its purposes,

00:17:42.840 but you know what, but it doesn't mean it's good. Right. It doesn't mean it's good. Right. Yeah. We're

00:17:47.340 talking about trying to be good here. Yeah. Yeah. You know, is there a market for cheap?

00:17:51.960 Absolutely. But guess what? That ain't my market. I don't play in that fucking pool

00:17:55.600 and anything that I do, I play in the best pool. I'm not playing in the cheap pool. Right. Right.

00:18:00.980 And I would suggest that you think about that because when you play in the cheap pool,

00:18:05.140 you really have no competitive advantage over anybody. You're just, you have no customer loyalty.

00:18:10.620 You have no way to build culture around your brand. You have no way to fucking, um, adjust anything.

00:18:16.700 And you're always playing the price point. So the minute someone comes in five cents cheaper than

00:18:21.940 you, you fucking, you lose them. Right. And that's it. I'm like, dude, that's, that means

00:18:27.080 that you're always going to be chasing a paycheck. Dude, one time I had, I learned this lesson back

00:18:32.560 when I was working in our first store, I had a lady come in and, uh, she was going to buy a product

00:18:38.180 and it was, I remember this fucking specifically. And this is how I cured myself of the problem. I just

00:18:44.540 said, I, where I was discounting everybody, dude, it wore me the fuck out. Right. Cause like, I'm

00:18:49.880 always having to play this price game. We had this other store down the street that was, uh,

00:18:55.680 you know, he was just more established than us and he could price things cheaper than us. No matter

00:19:01.680 what, it was just the way it was. He had more buying power. He had more money. He had more everything.

00:19:05.340 And, um, he, this lady came in and the name of the store was exercise and rehab. It was in

00:19:13.880 Springfield, Missouri. And it was owned by a guy named Cliff. Um, and he, uh, he would always

00:19:20.700 undercut us by like 10 cents. Right. It was like 10 cents cheaper. So, uh, this lady came in and she

00:19:27.740 wanted to buy, I remember the product, dude. It was a Myoplex light 20 pack. All right. They didn't

00:19:32.200 make this fucking EAS ain't even a company. They just went out of business. So, but if you've been

00:19:36.780 in the fitness game for a while, you know what the fucking EAS Myoplex light is, it's old school

00:19:40.860 shit. And it was 20 pack and it was the tropical pack. And I remember this, dude, I remember what

00:19:46.220 the lady looked like. I remember what she said to me. And she's like, she comes in and she's like,

00:19:50.080 what's the price on your Myoplex 20 pack? And I says, 29 99. And she goes, Oh, well,

00:19:54.960 Cliff has it for 29 80. Well, Cliff's store is five, six miles down the road, dude. I don't know what

00:20:01.360 snapped at me. And I just looked at her and I said, well, if Cliff's got it for 29 80,

00:20:06.200 maybe you should go buy it from Cliff. And I just fucking said that. And you know what she did?

00:20:10.580 She left. You know what? And it didn't, it wasn't that bad. I didn't, it was just, I was just like

00:20:15.640 so fucking tired of dealing with that shit. And from that point forward, I have never fucking ran a

00:20:20.980 sale ever again in my life. I've never played the price game. I've always played in the quality game.

00:20:26.440 I've always worked to be the best. So I don't have to deal with that shit. If you want to buy

00:20:30.420 someone else's shit, that's cheaper, go ahead. I don't give a fuck. I'm not the cheapest.

00:20:35.620 We're the fucking best. And that's it. Right. And that's how I would brand myself. If I were you

00:20:39.320 right now, I will be trying to figure out how to be the best. There's always room for the best.

00:20:44.000 There's always room to grow as the best. And you're not going to be slave to price fluctuations or

00:20:51.160 getting in petty arguments with your customers about, about literally 20 fucking cents. Right.

00:20:55.780 Well, two things on that point. Um, when, when I said, you know, I took a sober evaluation of what

00:21:02.420 I was capable of. I mean, this has to be more than just in our mind. You have to have, you have to

00:21:07.760 have some, some objective evidence. And like, for me it was, okay, I am formally trained. I got some

00:21:14.220 awards. I, I was, at that point I was published in some, some, you know, periodicals and magazines and

00:21:19.840 different things. So, so I know objectively that there were other people that recognized that I was a,

00:21:24.100 you know, decent writer. Right. I think it's got to be more than that real validation.

00:21:28.480 Yeah. It's got to be more than just, I believe in myself. And I, I always think of this thing that

00:21:32.560 our, uh, my, one of my seminary professors taught us or told us a story. He said that there was a guy

00:21:37.620 in one of his classes, he told everybody, Oh yeah, I have the spiritual gift of preaching.

00:21:42.100 And apparently he was just horrible. Like literally, literally could not put one,

00:21:46.220 one point in front of the next. And, uh, and people would say like, I think you might consider

00:21:51.200 being something else, like maybe a chaplain or something like that, but not a preacher. Cause

00:21:54.480 you're not very good. And you say, no, no, no, my mom, my mom says I'm an amazing, amazing

00:21:59.260 preacher. And so, all right, let's stop right there. What your mom and your fucking dad say

00:22:03.120 about you don't fucking count. Right. Exactly. Or your wife to some extent, because she's your

00:22:07.040 wife. Yeah. Whatever the people immediately around you say about you, throw that shit out

00:22:11.340 the window. Right. This is like, this is like the fucking bell curve. But this guy literally

00:22:14.940 like persisted. He's like, no, no, no. My mom, I know I have, I know I believe in myself.

00:22:19.000 I know I have the spiritual gift of preaching. And they literally, he's like, all right, well,

00:22:22.420 so the professor's like, well, all right, I'll try to work with him. So he worked with him for

00:22:25.540 the three years that he was in seminary. At the end of the three years, he was still horrible.

00:22:29.280 So he sat him down. He said, I'm telling you, you're not cut out to be a preacher. And he goes,

00:22:32.920 no, no, no. I'm absolutely convinced I have, I know I have the gift of preaching. And so my

00:22:38.100 seminary professor says, okay, well, let me put it this way. No one I know has the gift of being

00:22:43.440 able to listen to you. So, so it just, it has to be more than just some sort of internal

00:22:49.640 commitment to yourself or the people in your life that are already supposed to love you.

00:22:54.200 It's got to be a realist. It's got to be objective evidence.

00:22:56.720 Yes. So a hundred percent. And so many people believe their moms and their dads and their

00:23:01.900 sisters and dude, those motherfuckers just want you to feel good in the moment. Right.

00:23:05.300 That's it. I mean, dude, they love you. You love them. Their opinions don't fucking count.

00:23:10.580 Unless it's your dad. Right. In which, well, my dad's different because my dad will tell

00:23:14.960 you you're a piece of shit. And that's what I love about my dad. Like if I suck at something,

00:23:18.800 he'd be like, Hey, here's what you got to do to get better. You currently suck, but here's

00:23:22.900 what you got to do to get better. Yeah. Yeah. Yeah. Yeah. Dude. I remember one time I was

00:23:25.540 wrestling, dude. I had to wrestle this motherfucker who was literally undefeated for four years in

00:23:30.400 high school. And, uh, dude, I remember him being like me getting off the mat and I lost and I

00:23:39.000 I didn't lose very much. And I lost that match. And I remember getting off the mat and I expected

00:23:42.880 it to be like, I expected him to be like, you know, you fucked up here. He did this, that, this,

00:23:48.160 that. Well, this dude, this dude ended up playing NFL. He was a fucking freak. Yeah. And he looked

00:23:52.760 like he was 60 years old when he was fucking 15 and, uh, 240 pounds, just fucking Jack. I came

00:24:00.520 off the mouth pissed, dude. I expect to fucking win, dude. Right. Right. You know, I, even though this

00:24:04.180 guy was literally built like a 30 year old man, you know what I mean? Wow. So I come

00:24:08.500 off the fucking mat and my dad looks at me and he goes, I wouldn't have got on the mat

00:24:12.480 with that guy. I'm like, I'm like, fuck you, man. Like I was so pissed off cause I didn't

00:24:18.800 want to get on the mat with him either. That's awesome. Side note, uh, hearkening back to what

00:24:23.520 you were saying earlier about, about people thinking you're a dick or something. Uh, I have

00:24:27.360 to admit that it took me about a year before I understood that pay attention, you motherfucker

00:24:32.340 was actually your way of saying, listen, buddy. Yeah. Right. Yeah. Yeah. And people, I think

00:24:37.280 when, when, once people understand that truth, uh, is truth and, and you can't do that shit

00:24:43.680 whenever I go speak live, like, cause when I speak live, I refer to the audience is listen

00:24:47.420 or I'll say you motherfuckers don't blah, blah, blah. Right. And they think I'm like, like half

00:24:52.140 of them are like, Holy shit. Right. Right. The other half are like, Oh, that's Andy. Yeah.

00:24:55.340 Right. Right. Yeah. No, it's great. I just thought of that. But any case. So, okay. So

00:24:58.760 number one, you gotta know if you're fucking good or not. And if you're not good, guess

00:25:02.780 what? You can get better, right? There's very few cases in life that you can't drastically

00:25:08.600 improve your skillset. And like we talked about, uh, in the last podcast, you can't expect

00:25:14.340 to be good at what you want to do the first day. Right. I was fucking terrible. I just told

00:25:18.500 you how I was when I started an entrepreneurship, I was giving shit away for fucking free just so

00:25:22.800 people wouldn't be mad at me. Right. I was the biggest pussy on the face of the earth. So if

00:25:27.560 you don't think that you could become something and I became what I'm doing, you know, which

00:25:31.140 isn't a ton of shit right now, I'm doing something you, you fucking could do it. You know what

00:25:35.980 I mean? And, and so you have to put, you have to put in the work. And I think that's the second

00:25:39.660 point, right? And everybody talks about this shit. You got to fucking work hard. You just

00:25:44.160 got to work hard. Like you've got to fucking work hard because even if you're really good,

00:25:49.000 even if you have, it's just like these guys that play in NFL who have all sorts of fucking

00:25:52.840 talent, but zero work ethic. Yeah. They make it to the NFL, but what happens to them? They

00:25:58.940 end up getting beat out by some rookie or they end up pissing away a hall of fame career,

00:26:03.140 or they end up, you know, turning into something that, you know, is far less than everybody knows

00:26:08.420 they could have been all because they don't have the work ethic. And I mean, dude, we see

00:26:12.280 it in everything. And like, I would personally rather be someone with less skills that has to

00:26:18.320 work harder than someone with super talent because the guys with talent, they start relying

00:26:25.640 on the talent so hard that they don't develop the work ethic. And, and dude, the work ethic

00:26:30.000 is what's going to carry you for the next 70 fucking years of your life, right? The work

00:26:34.560 ethics, what's going to get you what you want, not now, but forever. And like, dude, developing

00:26:41.020 that skill is, is, is a super important part of the, of the deal. And like, dude, everybody

00:26:47.460 likes to claim that they work hard, but do you really work hard? Do you really work

00:26:51.740 hard? Or do you pretend to work hard? Because right now, dude, everybody on the fucking internet

00:26:56.720 works hard, right? Right. Everybody hustles, everybody grinds, everybody does all this.

00:27:02.540 And like, dude, you know, it's bullshit. Right. Okay. It's just bullshit. That's such a good

00:27:08.780 point though. I mean, you know, you, you and I both, but like, dude, you could trick yourself

00:27:12.120 into believing it. Like people, people will post about how hard they work. And then when you

00:27:16.820 ask them if they really work hard, they'll say yes. But then when you ask them what their

00:27:19.940 day's like, they don't do shit. Right. You know what I mean? So like, do you really work

00:27:23.980 hard? Like, are you really doing it? You know? Right. Uh, you know, you and I both like to

00:27:29.900 read a lot and, uh, we both like to read biographies about like these, you know, outliers

00:27:34.020 and overachievers and that stuff like that. And dude, I, I gotta be honest with you. More

00:27:38.220 and more, I mean, it's all over the place. Every time I read about somebody great, who's really

00:27:42.060 made an impact, they really don't. Another phrase that everybody uses is I believe in

00:27:46.340 myself, but I don't feel like, um, the people who are really out making the greatest impact

00:27:52.060 are saying, I believe in myself. What they're saying is I believe that I will do the work

00:27:56.880 and that's where my confidence is. I believe I can get there. Right. I can't like, like,

00:28:03.320 well, what I'm saying is they're not putting there. What I'm saying is they're putting,

00:28:07.640 they're putting their faith in their ability to outwork, not to be like intrinsically smarter or

00:28:14.080 better. But real successful people also, you have to like, you have to like, you have to baseline

00:28:22.100 understand before that statement that they're truly successful people understand that it is a cause

00:28:29.640 and effect relationship. They don't believe in the magic. They're not out there saying, Oh, I got

00:28:34.500 lucky or I fuck. They might say that shit. So you fucking buy their programs, but dude, the successful

00:28:40.500 people I know understand that if they do this, this will happen as a result of that. And you know,

00:28:48.520 they put the faith in the work, right? So they understand that if they do the work, the result

00:28:54.720 will be there and they believe in their work ethic and their ability to do that work. Therefore,

00:28:59.760 they believe it, the result will happen. Right. Right. So you, you know, that's something that

00:29:05.020 people have a hard time grasping because they don't, and their heart truly believe that if they

00:29:11.560 do the work, the result will happen because they haven't had enough experience to see that's what

00:29:16.540 it is. When I was young in entrepreneurship and I'm still young, but when I was young in entrepreneurship,

00:29:21.100 I was 20 fucking years old, 19 years old, you know, even until I was probably like 27, 28 years old,

00:29:27.720 I truly believe that there was a mystical force and how I fucking saw it in my mind. And everybody

00:29:34.140 sees it differently was I used to look at it and I look at a group of people and I would think about

00:29:40.420 it like this. And like, I don't know if everybody thinks about it like this is how I thought about

00:29:43.940 it. I would be like, man, I wonder out of these hundred people who, who, who are the three that

00:29:49.260 are going to be the millionaires? And I'd like, and I would think of it. And the reason people I say

00:29:53.360 success fairy so much is because I envisioned it in my brain as like a little Tinkerbell success

00:29:58.400 fairy that like went around and tapped somebody on the fucking head. And then the universe somehow

00:30:03.760 put the stars in alignment for them to become successful. And that's what I fucking believed.

00:30:10.160 So I, I was doing all this work, but I didn't believe that if I did it, I would still get there.

00:30:16.020 I believe that, you know, if I did the work, um, maybe like, I guess I fully didn't believe in

00:30:22.880 it. You know what I'm saying? I fully didn't believe in the work. Yeah. All right. And until

00:30:27.780 I truly fully believed in the work, um, I struggled, you know, I had a hard time because I was putting

00:30:35.980 some of the responsibility that should have been on my shoulders onto this mystical, unforeseen

00:30:41.140 success fairy force. Right. So like when I say this shit to people, like they think I'm just like

00:30:46.500 yelling at them, dude, I'm really like yelling at all the people who were just like me. Like,

00:30:50.800 dude, don't believe that shit. Cause it's not true. Because once I started having the faith in the work

00:30:54.540 and I started becoming a student of effective work, meaning I didn't work a hundred hours a day.

00:31:02.060 I worked to get shit done. And that might take four hours a day. It didn't matter. I just knew that

00:31:07.520 shit had to get done. And when I, when I realized that work wasn't a badge of honor, it was a process

00:31:12.800 to get what I wanted. And I just dedicated myself becoming effective. A, I had more free time B

00:31:18.940 shit started happening to me in my life. Like the shit just started happening. Like the shit that I

00:31:24.580 wanted to happen, happened. So now I don't have any doubts about it. Like when, you know, Ed and I are

00:31:30.400 talking about the RTA syndicate and we're talking about building a community for the next fucking hundred

00:31:34.240 years or 200 or 300 years. I, I don't, I don't doubt that. Like I don't sit there and think,

00:31:41.320 oh man, we'd have to get really lucky for that to happen. I, I, I look at it like this. Okay. For

00:31:45.100 that to happen, we got to do step one, two, three, four, five, six, seven, eight, nine, 10 to a hundred.

00:31:48.920 And I do that shit and that's it. You know what I mean? So absolutely for, I mean, I think what I've

00:31:54.640 learned the last couple of years is, is when it comes to confidence and believing in yourself,

00:31:58.120 no affirmation on the planet is worth anything compared to execution.

00:32:05.320 It's not even, it's not even comparable. It's like, it's, it's not even the same fucking game.

00:32:09.120 Yeah. Like, and that's what I get so frustrated with all these self-help, you know, and like,

00:32:13.580 dude, people, you, if you listen to the podcast, you know, I go through phases where like I get

00:32:17.660 sick of this shit and that's just the way it is. And the reason I get sick of this shit is because

00:32:22.420 we are a personal development podcast and we are, we do have quote unquote motivation

00:32:29.180 shit, but the field is so fucking polluted with dumb fuck losers who are so full of shit

00:32:35.740 that it makes me disgusted to be a part of it. And then I withdraw into my fucking, I just

00:32:40.260 don't want to do it. Cause I'm like, dude, I don't want to be associated with it. So like,

00:32:43.340 I have this weird balance of like, I feel like I have a duty to fucking do this because no,

00:32:48.100 not many others are doing it the right way. And then I have this balance of like,

00:32:52.420 dude, I don't want to be associated with these fucking people. So I just fucking quit.

00:32:55.980 And I think the fundamental difference in it, I mean, there's so many fundamental differences,

00:32:59.140 but a huge fundamental difference between you and the rest of the guys is that I feel like the,

00:33:03.660 dude, we're the only motherfuckers out there that our main business is, let's just be fucking

00:33:07.120 Frank. Oh, we're, I am the only motherfucker out there that my main business isn't to sell

00:33:12.360 you information about being successful. That's not my business. I've made my millions selling

00:33:17.520 courses about how to make millions. Yes. Something not right with that. And that's the internet

00:33:21.620 right now. Right. And like, dude, I'm sitting here looking at my fucking warehouse. I just went

00:33:25.840 to a meeting this morning where we're building our new fucking headquarters, which is, uh, eight

00:33:31.280 times the size of this building. You know what I mean? Like we're doing real shit here. We're

00:33:35.660 helping real people. We're solving real fucking problems. We're adding years to lives. We're

00:33:40.020 adding quality to lives. I feel good about what I do and I'm proud of what I do. And I love

00:33:45.820 my team. I love what I do. I love the people here and I love helping people be successful.

00:33:52.160 But what I can't stand is being associated with these, this other thing that's going,

00:33:57.160 this, this thing in the internet. I totally agree. That's why I don't post as much anymore.

00:34:01.200 It's just like, I think, I think the other guys out there in the space, they like to harp

00:34:05.860 on it. Cause I'm, I'm sure there's people that say, well, wait a minute, guys, are you saying

00:34:09.000 the affirmations aren't worthwhile? No, we do. Obviously how you use your words is important,

00:34:13.660 but I feel like all the gurus out there are camping out on those things.

00:34:18.000 That's cause that's all they got. Yeah. That's all they got. And it's all there. It's,

00:34:20.680 it's kind of the sexy thing. Oh, do all these affirmations. Fine. Do that. But that's not

00:34:24.680 the potatoes. That's because they're selling products to people who are in love with the

00:34:30.840 idea of success being easy. That's what they're targeting people with. They are telling people

00:34:40.420 that if you just tell yourself you're beautiful, if you tell yourself you're special, if you tell

00:34:44.980 your every day, tell yourself these great things and these things will happen. Bullshit.

00:34:50.320 Right. That's not how it works. Right. You know, and still have to act, but, but do that message

00:34:56.260 is appealing to people who don't really want to do the work. You see what I'm saying? Oh yeah.

00:34:59.840 And that's why, that's why it is what it is right now. Right. Like it's appealing. Like,

00:35:03.960 dude, people truly think right now that being an entrepreneur is posting motivational memes

00:35:08.260 on their fucking Instagram. Right. That's what entrepreneurship has become. I'm an entrepreneur

00:35:13.580 because I post motivational quotes on my fucking internet. Get the fuck out of here. Let me see

00:35:18.680 your headquarters. Let me see your business. Let me see what you do that isn't selling other people

00:35:24.020 information about how to be successful when you never had it. You know what I'm saying? Like,

00:35:29.780 like dude, whatever. I don't know. I hear you. So, so in terms of learning not to discount yourself,

00:35:35.180 number one, are you good at what you do? Is your product good? Number two, are you going to work

00:35:39.360 hard? Are you going to outwork everybody else? What are, what are some other, I think, I think the

00:35:43.340 third one is, is dude, like I said, always over deliver always, always do more than what you think

00:35:50.540 the customer expects. If you just do what the customer expects, you're not going to be, um,

00:35:57.960 remembered. You're not going to be remarked about do Seth Godin has an, Seth Godin, by the way,

00:36:03.360 is my entrepreneur hero. The guy's a fucking genius by the way. He gets far less credit than

00:36:09.040 what he deserves because he doesn't do social, which I actually think he's a genius for not

00:36:12.320 doing social because he's not ruining his life, commenting and posting 30 times a fucking day.

00:36:17.680 Yeah. You know, I respect him, dude. He said, you know what? It's not worth it to me. And he

00:36:20.720 doesn't fucking do it. It's kind of true. He's kind of above the fray. Yeah. He kind of

00:36:24.400 transcends everything. But he's a fucking genius, man. Yeah. But anyway, his book,

00:36:27.520 the purple cow, every single one of you should go on Amazon right now and order the purple cow.

00:36:32.720 The whole book is based around the concept of being remarkable, which means literally remarkable.

00:36:39.040 That means that you do something that makes people say, wow, whoa, that's cool. I like them. Hey,

00:36:46.200 buddy, let me tell you about these guys I did business with. You can't do that. If you only

00:36:50.300 deliver what the customer expects, you can only do that when you over deliver. So over,

00:36:54.580 delivering way above what you promise and whatever creative way that you have to fucking do. It

00:37:01.360 doesn't mean give it to him for cheaper, by the way. That's not what I'm saying. Right. I'm saying

00:37:05.100 make them say fucking wow. All right. Read that book, the purple cow. It'll, it'll clarify that

00:37:10.580 concept. I read that a long time ago. I should reread it. It's one of the best books I ever read.

00:37:14.000 That book changed my life. No bullshit. Um, you would rank that up with selling happiness. Is that what

00:37:19.420 it is? Delivering happiness. Delivering happiness. Yeah. Yeah. Um, I purple cow is definitely,

00:37:23.620 I think the number one most influential book I read. Yeah. Yeah. Cause it made me understand

00:37:27.620 shit instantly. Uh, it was Seth Godin. That's why he's so good because he's, he's so good at making

00:37:32.940 simple concepts be impactful for you to understand. Uh, dude, if I was you right now and you want to

00:37:38.620 improve your, your skillset, I would order every single Seth Godin book and read each one. And I'm not

00:37:44.060 kidding. Five times. That's it. Every single book. He's got like 10 books anyway. Um, you know,

00:37:52.040 and I think, uh, we're talking, you know, we're talking about, you know, are you good at what you

00:37:57.920 do? Realistic. Uh, do you work hard to over deliver on what you promise? And I think the

00:38:03.260 other thing that you, that you have to do, and people, people say this shit all the time.

00:38:07.920 Don't worry about your competition. I agree. Don't worry about your competition, but it is smart

00:38:12.220 to compare yourself financially and skillfully where you rank. Does your product, where does it rank? Is it,

00:38:18.280 is it an A plus product? Is it a B product? Is it a C product? Now there's markets for all of those

00:38:23.160 just because I don't like to play in anything other than a plus space. And I don't think you

00:38:28.300 should either. Doesn't mean there's not a market for all these products. There is, it's just not my

00:38:31.960 game. Um, but where do you want to play? All right. And how much is the price going to correlate to

00:38:36.840 that? And whatever that is, whatever you think that is, and whatever you find that, uh, whatever that

00:38:42.400 is, you shouldn't be proud to fucking charge that price. Right. You know what I mean? Um,

00:38:46.900 but would you say there's also a limit to, like you, you've always said, you know, first form,

00:38:51.340 uh, products, they're more expensive because they're worth it. Right. But I always tell people,

00:38:56.180 dude, you fucking pay 10% more for a hundred percent better results. Right. And that's it.

00:38:59.700 But, but obviously there is a limit to that in the sense of, you know, if the market, if,

00:39:04.120 if the average price of something in a market is $10 and, and your product is a hundred dollars,

00:39:09.740 well, that's going a little overboard, obviously. So what would you say about that?

00:39:13.940 In regards to what should people do that? Like, like if, well, I mean, bro, I don't fucking know

00:39:19.120 if that's true or not, because like I see iPhone cases out there that are a hundred grand.

00:39:23.320 You know what I'm saying? Yeah. I mean, I don't know how much they sell. I mean, dude,

00:39:26.740 you got to remember like every motherfucker you see wearing a G shock down, you know, like just for

00:39:33.540 comparison. Cause I know you don't know this. So everybody in this office and everybody you walk

00:39:38.180 around, where's fucking G shot, what's a G shot cost? A couple hundred bucks, a hundred bucks. I guess.

00:39:41.920 I don't fucking know. I don't know. Right. But everybody's wearing them. I don't even know

00:39:44.700 what a G shot is. It's that fucking watch that everybody wears. Oh, okay. Gotcha. Or the

00:39:50.160 Apple watch. What's the Apple watch cost? Yeah. Oh, uh, what? 600? I don't know. I don't know.

00:39:54.500 I don't fucking wear one. Yeah. You know why? I know why. Why? Cause you wear one that's a lot

00:39:59.420 more expensive. That's fucking right. That's right. A lot more expensive. And you know what?

00:40:02.380 There's a big market for that shit. There's such a market for that shit that one of the watches

00:40:05.760 that I'm, that I've been trying to find right now is a hundred grand that I cannot fucking get

00:40:10.240 anywhere. Cannot even get it because they're all sold out. Okay. So just remember it all

00:40:15.780 depends on where you're going to play. All depends on where you're going to play. That's

00:40:18.380 a good point. Yeah. See what you're, what you just said is reflection of your mindset,

00:40:22.340 not the market's mindset. You get what I'm saying? Yeah, I get it. Cause you're not in

00:40:26.160 the market for a hundred thousand dollar watch. Right. Now one day you're going to be, cause

00:40:29.780 we're going to make it that way. Yeah. But I'm, well, you probably would never do that

00:40:32.140 anyway, but I'm just saying, I'm just saying most people just aren't aware. No, they live

00:40:38.460 in their own brains about what you have to understand. There's all different kinds of

00:40:42.040 consumers. There's consumers that shop for the cheapest. My dad shops for the cheapest

00:40:45.780 fucking shit. It's the most annoying thing ever. When he goes in the store and he looks

00:40:52.060 at a can of beans and there's one can of beans and there's another can of beans and one can

00:40:55.820 of beans is fucking 37 cents and the other one's 38. He's buying a 37 cents every fucking

00:41:00.980 time. Right. Okay. His mindset is I look at the can of beans and say it's just fucking

00:41:07.020 beans. So what difference does it make? Right. Right. Me when I, and this is my, this is

00:41:11.560 how I am. When I go to the store and I see fucking can of beans, 37 cents and I, and I

00:41:16.100 see a can of beans that's 38 cents and I see a can of beans that's 50 cents. And then I

00:41:19.860 see one that's a dollar. Which one do you think I buy? A dollar. I buy the dollar one. You

00:41:23.920 know why? Because it's quality. I assume it might be. Yeah. I'm just saying I, I, well, I'm

00:41:30.360 definitely the same way with food. All right. Well, it depends on the item, but I'm like

00:41:34.020 that with everything. So like, I assume that whatever the most expensive one is, is the

00:41:39.320 best. Cause I don't want to fuck around with it more than once. Right. Or like if I want

00:41:41.980 to eat fucking chili and I want my chili to be great and there's a, the beans are going

00:41:45.140 to be a fucking dollar, not 37. I assume, and it might not be true that the chili is

00:41:49.820 going to be better with the dollar beans, but I'm just using this as a example of different

00:41:54.100 consumer mindsets. So you have to decide where you're going to play. Right. Where are you

00:41:58.940 going to play? If I were you and I was a young entrepreneur trying to start a business, I would

00:42:03.860 try to play in the A plus category and be the best and the most expensive because there's

00:42:11.360 more opportunity for you to create customer loyalty in that situation because you're not

00:42:17.240 having to fight with all the riffraff. Now there are limits to that. Like I could not sell

00:42:23.780 a protein bottle, a bottle of level one for fucking 250 bucks. Right. Right. Like I think

00:42:28.960 that's the point you're trying to make. Yeah. Okay. But you have to be very aware that just

00:42:37.120 because, and I think this is a mistake a lot of people make when they're pricing their products

00:42:39.880 is they think like them, like the market instead of the, what the market they're trying to be

00:42:45.160 in. Right. You see what I'm saying? Well, and I actually, I mean, just to reinforce what

00:42:49.500 you're saying, it's not just you that perceives higher quality on higher price. That's,

00:42:53.520 that's just a established sociological principle. You've probably, that's, that's a whole entire

00:42:59.000 market. Yeah. I'm just an example. Yeah. But I mean, I mean, just, you've probably read

00:43:03.460 the book by Robert Cialdini, The Yes, he, his, he's got all these books on persuasion and

00:43:07.860 he talks about the story about the lady who sold, she had this jewelry shop somewhere in

00:43:12.320 Arizona and she had this, this particular piece that wasn't selling very, very well. And

00:43:17.740 as she was leaving for vacation, she told her assistant, Hey, just mark everything down

00:43:22.920 by 75%. We'll get rid of it over the weekend. She came back, all of it was sold, but her

00:43:29.600 miss, but her, but her assistant had made a mistake. She marked everything up by 75% and

00:43:35.860 it's sold. So there is definitely a perception of price equals quality.

00:43:40.600 Yeah. And most of the time it's fucking true too. Yeah. I mean, most of the time it is true.

00:43:44.620 Yeah. Are there situations like people and see, this is the argument you'll get in with

00:43:48.340 somebody like my dad. My dad will argue that it's never true. It's never true. It's all

00:43:52.060 the same. Yeah. Right. Cause he's a price shopper. I'm a quality shopper. Right. I totally disagree

00:43:57.220 with him. The shit, the shit that I've picked and paid more for. First of all, I appreciate

00:44:01.540 it more. Second of all, I feel better about it. You know what I'm saying? There's a lot to

00:44:05.120 it, man. There's a, there's a whole psychological, which I'm not going to get into cause it would

00:44:08.920 be a whole nother podcast. But the point is, is that you've got to decide where the fuck you're

00:44:14.820 going to be. And by, and to do that, you've got to evaluate, you know, the market, you've got to

00:44:20.480 evaluate, evaluate your competitors and you've got to see, um, and, and whatever place, whether it be

00:44:26.100 the ABCD place that you want to place yourself, um, you've got to be better than the other guys in

00:44:31.820 that category. So you want to be at the top of that. See what I'm saying? Yeah. A hundred percent.

00:44:35.720 Good stuff. So what else? Yeah, man. Um, I think we're running up on like an hour here,

00:44:40.960 but. Oh, that's all right. Basically the thing is, well, I got to call. I got to do an interview

00:44:46.220 for Forbes actually. Okay. Yeah. I'm just bragging about it a little bit. No, that's okay. I have

00:44:50.660 an interview for Playboy. Yeah. Yeah. Play, Playboy or Playgirl? Uh, I, I don't even know. I didn't

00:44:58.160 know, know the other one existed. Yeah. Right. You probably got a subscription. Right. But yeah,

00:45:03.080 I mean, I think we got way off track here, but I think the main thing is, is like, dude,

00:45:07.540 let's start out here. If you're the, know your worth, right? Right. Don't be the guy who thinks

00:45:14.940 he's worth way more than he is, but also don't be the guy that's, that lets people walk all over

00:45:19.400 him and be worth less than what you are. I was that guy. In fact, I've always been that guy. I always,

00:45:25.100 I still, and I think if you're going to be one, be that guy, because at least there's humility there

00:45:29.140 and there's a sense of realism, but you've got to, you've got to self-assure, um, and make sure

00:45:37.080 that, you know, you understand that you are worth something. So what is that? All right. And the way

00:45:43.080 you get worth more is by being better. And your skills, work on your work ethic. Yeah. And be

00:45:48.540 better than your competitors, man. Yeah. But I, I would, I would encourage you guys to think about

00:45:54.420 this concept that we've talked about here in all areas of your life. You know, there's a lot of

00:45:58.820 people who let people walk all over them in their personal relationships because they don't know

00:46:04.040 their worth. Right. And there's a lot of people that do the walking on out everybody in relationships

00:46:08.120 because they're the ones posting that meme, know your worth. Right. Right. So, you know,

00:46:13.580 think about this in every area because you do have a real worth and the world usually is pretty good,

00:46:19.380 especially in business of rewarding your real worth. But you're the person that's going to have

00:46:26.940 to pull the trigger on making that happen. Right. And, and, and, and that's why you see guys who are

00:46:32.380 very underskilled, who are not very good at what they fucking do, getting a lot more out of life

00:46:38.360 than what they should, because at least they're not afraid to fucking ask for it. You see what I'm

00:46:43.240 saying? Yeah, a hundred percent. Right. And there's a lot of great people out there listening right now

00:46:47.900 that, that are getting, that are getting far less than what they should be getting because simply

00:46:53.580 they're just like me, like I was there. You're the guy who's discounting your product before there's

00:46:58.060 even an objection. You see what I mean? And it's just an experience. So guys, you know, follow these

00:47:04.540 steps in all areas of your life, you know, evaluate, you know, where your strengths are, where your

00:47:09.020 weaknesses are, you know, develop a great work, work ethic, uh, work on over delivering, even in your

00:47:14.560 personal relationships, work on over delivering in your friendships, work on over delivering in your

00:47:20.000 community. And guess what's going to happen? You're going to be over delivered back when it comes to

00:47:24.960 business opportunities or it comes to your actual pay, or it comes to your relationships, you'll get

00:47:30.420 that over delivery back. And, and I think the biggest theme here, guys, um, that I'd like to close

00:47:35.180 with is just remember, dude, I was like that too. You know, I was just the same person. I was the guy

00:47:40.000 who, who didn't believe in himself really that much, um, was afraid to ask for, for the sale.

00:47:46.900 Um, and, and, and the guy who didn't believe that the work would produce the result. I was that guy.

00:47:53.180 I was many of you right now. I've just grown out of it. And, uh, I think if anything, if you take

00:47:59.440 anything from this message today is that, you know, I was the worst one, you know, and wherever you guys

00:48:06.780 are on this, on this mission, on this journey, um, there's no reason you can't get exactly what

00:48:12.920 you want. You've just got to understand where you are and, and be willing to put your faith in the

00:48:18.260 work and accept the result that it's going to provide. And I think that was the biggest thing

00:48:22.040 that changed my life, uh, for me was, was understanding a hundred percent belief in the

00:48:28.860 work and stop worrying about the fucking magic shit, you know? Absolutely. So, so guys, that's the

00:48:34.900 show for today. Um, we got, like I said, we got Nelly coming on here. Uh, he's coming in next week.

00:48:40.060 So there'll probably be the next week after that that's on, but that's going to be a cool episode.

00:48:43.800 I'm really looking forward to that. Um, guys, again, thank you for all your support. Thank you

00:48:48.800 for all, all the things that we do and growing this movement, but, but keep in mind, this is a

00:48:53.260 movement. Um, this isn't something that I'm trying to make money off of or monetize or sell a bunch of

00:48:57.820 ads and shit like that. We're trying to make a fucking difference. So if you got value, if you got one

00:49:02.400 sentence, you know, out of this podcast that changed your perspective or is going to help you

00:49:07.000 do me a favor and tell somebody about it, we appreciate it. All right. Talk to you guys next time.

Don't Discount Yourself, with Andy Frisella - MFCEO248

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