REAL AF with Andy Frisella - January 24, 2017


Retention Before Acquisition, with Andy Frisella - MFCEO121

Topics
retention
Hosted by
Andy Frisella
Mentioned
Andy Frisilla Andy Andrew Fursella John Jay
Your Best, with Andy Frisella - MFCEO120 Toot Toot, with Andy Frisella - MFCEO122

Episode Stats


Length

1 hour and 11 minutes

Words per minute

214.89

Word count

15,336

Sentence count

—

Harmful content

Misogyny

6

sentences flagged

Toxicity

314

sentences flagged

Hate speech

165

sentences flagged


Summary

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

In this episode of the Motherfucking CoEo Project, Andy and Vayner are joined by their good friend and long-time MfCEO fan, Pastor of Disaster, Vaughn The Impaler. The guys discuss a variety of topics, including: What's up with the weather in LA, How to build a real business in the middle of winter, and why you should be doing the homework that it takes to actually build a legitimate business in real life other than your info product business.

Transcript

Transcript generated with Whisper (turbo).
Misogyny classifications generated with MilaNLProc/bert-base-uncased-ear-misogyny .
Toxicity classifications generated with s-nlp/roberta_toxicity_classifier .
Hate speech classifications generated with facebook/roberta-hate-speech-dynabench-r4-target .
Topics generated with Qwen2.5-3B-Instruct.
Hosts, guests, and mentioned names generated with spaCy (en_core_web_sm), reconciled against Wikidata.
00:00:00.000 what is up guys you're listening to the mf ceo project i'm andy i'm your host and i am 0.96
00:00:11.520 the mother fucking ceo guys as you know we always focus on business we always talk about 0.98
00:00:18.600 personal development and we usually mix both together and today is going to be that same case 1.00
00:00:23.960 as always i'm joined by my host vaughn the impaler the pastor of disaster what's up i'm still white
00:00:32.280 man you are you are white you're looking a little sunbaked yeah i got a little sun on me man yeah
00:00:36.320 going out to la yeah it was sunny for like two days it rained the rest of the time oh did it really yeah
00:00:40.180 but it was okay because it was just i enjoyed it it was a very productive trip that's awesome yeah
00:00:45.660 mainly worked the whole time i had one day off we went to uh drive up through malibu i took the
00:00:51.140 aventador out there the sb and drove up through malibu the first time i've ever been up there
00:00:56.420 that was awesome yeah i'd be nervous about driving a lamborghini in la traffic nah you get used to it
00:01:01.300 just like any other car yeah yeah let's not forget about our producer mc salmon yeah what's up boys
00:01:07.160 what's up where the salmon shorts today it's actually warm enough now to wear i could wear mine
00:01:13.120 all this week honestly that's a weird weather dude you know what i just relegated myself to
00:01:17.960 shorts year-round unless i gotta dress up then i put on jeans yeah and usually i'm like five phases
00:01:22.940 behind whatever the dress code is so if it's like suit and tie i'm in like jeans and t-shirt you know
00:01:28.480 what i'm saying if it's jeans i'm in like shorts you know like i i'm a couple steps behind i don't 0.75
00:01:33.340 give a fuck either though business partner still wears flip-flops every day every day in the middle 1.00
00:01:37.200 of winter unless there's fucking snow every day does yeah i've never noticed that yeah oh i've 0.99
00:01:42.200 never pretty casual around yeah hey uh before i forget people have been uh relentless in wanting 0.95
00:01:48.100 your take on books and now they can have it yeah the mfceo.com forward slash badass books guys
00:01:55.720 it's andy's reading list yep and you went a little you went a little above and beyond and shared some
00:02:01.020 thoughts about each book yeah and so guys if you want that the mfceo.com forward slash badass books
00:02:07.740 yeah the one thing uh the one thing that i wanted to hit on this before we got going was
00:02:15.900 you know i've been getting attacked on email by people who are like what what else can i buy from
00:02:25.060 you or what else can i do from you and you know do you have programs or this or that and you know
00:02:30.360 if you're a long-time listener you know that i don't do programs for a specific reason um you know
00:02:37.040 and i want to offer this piece of advice right up front because this is something that just makes 0.98
00:02:41.240 no fucking sense to me okay you have all these fucking knuckleheads all over the internet 0.98
00:02:44.940 selling these programs right my thousand dollar course my five thousand dollar course my 250 i don't 1.00
00:02:51.940 care what the price point is but they're being sold by people who haven't actually built a real 0.98
00:02:57.020 fucking business okay and they're being bought by people who want to actually build a real fucking 0.97
00:03:01.740 business and these people who are selling the courses are selling the courses and making money 0.99
00:03:08.220 from selling the courses and then pretending like they're experts on these other things when they
00:03:12.660 haven't actually done those things okay explain to me why that works it doesn't no i know these dudes 0.98
00:03:20.980 are making millions of dollars doing that shit oh why well i see what you're saying you know i'm saying 0.84
00:03:24.400 like why would why if you listen to me if you want to build a legitimate business would you not do 1.00
00:03:30.080 the homework that it takes to vet somebody or edify someone to make sure that they actually built a
00:03:38.940 real business in real life other than their info product business you know what i mean there's guys
00:03:44.020 out there that sell courses that have built tremendous companies but you just have to look and see like are
00:03:49.640 these guys making their money from their info product courses are they making their money because
00:03:53.740 they've been doing real estate for 30 years like grant cardone you know what i'm saying and i love
00:03:58.640 grant i'm by the way i'm speaking at his 10x con uh i'm actually headlining one of the nights so i'm
00:04:05.500 going to be the keynote speaker uh the first night um at 10x con if you guys are interested in that you
00:04:10.440 should go google up 10x con and buy your tickets because i know it's getting close to sold out and
00:04:15.000 i know there's a ton of people coming uh from the mfceo project as far as fans and listeners and all
00:04:21.480 that so it's going to be a real cool i'm thinking about doing like an outside meetup just for us
00:04:25.280 um but i'm actually headlining the first night uh and then they're doing a q a afterwards with
00:04:32.380 myself grant and uh damon john so that's gonna be cool yeah that's awesome so i you know i think i'm
00:04:38.700 gonna speak the first day is business day the second day is motivation day and i think i'm speaking
00:04:43.600 maybe both days but i'm for sure speaking the first day and closing that day so awesome man um hey i
00:04:48.920 totally get what you're saying but on the other hand all the more reason for you to actually offer a
00:04:53.700 product well no i know that that's kind of what i was getting to is like i'm at this point like and
00:04:59.660 for years i've been so frustrated with like why the fuck are these people buying these products 0.83
00:05:03.600 and i ask people and i say things and people say back to me why don't you make a product 0.91
00:05:07.420 well because i just i don't know i never i think the most information i've always taught myself all
00:05:14.560 this information but um it seems like there's a need and a want for something like that and so
00:05:21.660 i don't know i'm considering it it's something that i'm i'm not for sure yes on or no on anymore
00:05:27.520 but it's more like i'm considering it but the one thing i want to say about that is that like dude if
00:05:33.960 you're going to look and invest in somebody's program or their books or their materials or
00:05:37.720 or their mastermind or whatever dude make sure they've done something in real life like like look
00:05:43.100 at what it doesn't matter if they drive lamborghinis or rolls royces or ferraris or whatever the fuck it
00:05:48.120 doesn't matter if they're living in a mansion if they're making that money from selling you info 0.89
00:05:51.300 products but trying to teach you how to do other things how can you be sure they know what the 0.99
00:05:55.780 fuck they're talking about if they read some shit in a book somewhere actually haven't done it you 0.99
00:05:59.720 know find somebody who has actually done it find somebody who's actually done it and then if you 1.00
00:06:04.260 want to go to their seminar if you want to go to their course if you want to you know buy their
00:06:08.460 programs then that's cool but just do your homework you know what i mean like people think i'm
00:06:13.620 anti-course program i'm i'm not i'm anti-course program from the 19 year old life coaches who 0.82
00:06:19.660 haven't fucking done shit i'm anti-course program from the internet celebrities who haven't done 0.97
00:06:25.180 shit but sell people programs and then pretend they're teaching somebody a real skill you know 0.99
00:06:30.200 if you're going to learn a real skill you got to learn from someone who's actually gone through the 1.00
00:06:33.160 battle not someone who has you know read it in a book or fucking saw it on somebody else's seminar 0.95
00:06:39.780 undecided they're going to sell it you know what i mean absolutely so like i wanted to clear that
00:06:43.700 up because people are like oh why are you so against us educating i'm not i'm against you trying
00:06:48.580 to educate yourself from people who aren't educated themselves or who're just selling you some
00:06:53.220 bullshit absolutely and that that actually is an answer to a question that i got the other day 0.80
00:06:57.720 uh from a guy at big nico he said what do you and andy look for when hiring a coach or a mentor or 0.98
00:07:03.280 what would you give the advice and andy just said yeah don't don't hire somebody who hasn't done
00:07:08.180 what you're trying to do right exactly and that's that's what i'm getting at so like i want to
00:07:12.340 clarify that because i don't want people to think like oh well you know he's changing his mind now
00:07:18.300 he's going to come out with a program no if i come out with a program it's going to be a total
00:07:21.160 university where people can go from end to begin or from beginning to end and learn all the shit they 0.99
00:07:25.740 need to learn from fucking you know getting their business registered to you know how to build 100 1.00
00:07:31.780 million dollar business with no fucking advertising which is what we've done right you know what i mean 1.00
00:07:35.640 but um i think you should call it the university of kill yeah no shit man i you know you kill yeah 0.99
00:07:42.860 i just want i just want you kill that'd be funny i kind of like it impale it impale it i kind of like 0.99
00:07:48.600 that that'd be vaughn that'd be vaughn's classes but you know my main thing is like i just hate to see 0.99
00:07:52.980 people i hate this first of all i hate to see people getting rich on on bullshit and i hate to see 0.99
00:07:59.680 people falling for bullshit you know what i mean right don't don't pay attention to the flash do your 0.99
00:08:04.860 homework what is this person built what have they done what are their companies outside of selling 1.00
00:08:09.060 info products you know what i mean like i know grant has fucking you know hundreds of millions of 0.91
00:08:14.380 dollars in real estate assets he's done all kinds of different companies he's also 60 years old 0.94
00:08:19.440 right you know he's not fucking 25 is grant grant's not yeah he is no 59 years old and that what he 0.97
00:08:24.900 said we were there he's definitely high 50s i don't remember the exact age yeah beautiful looking guy 0.78
00:08:29.080 but you know he takes care of himself you know this reminds me of uh i used to work for my
00:08:32.560 grandpa and when every day during lunch we would watch uh you know like uh stocks and stuff like
00:08:38.100 that and he would give me like little assignments like you know which company would you invest in
00:08:42.640 and then he you know i'd have to go home and do homework on it and why i would invest in it you
00:08:47.260 know it's just like me investing in a company just because their logo shiny right right exactly it's a
00:08:52.820 total smoke show you wouldn't just throw money at a company just because it looked cool and like dude
00:08:56.600 they're guys are charging a thousand two thousand five thousand ten thousand dollars for these 0.97
00:09:01.060 fucking things and that could be somebody's last fucking dollar right you know that's not morally 0.98
00:09:05.800 correct right it's not morally right right you know and uh i don't know you know gary and i talked 0.99
00:09:11.580 about this like when he was here for his book launch about him and i doing info products not together but
00:09:16.480 he's like dude people some legit people need to start doing it so that people have a fucking legit 0.96
00:09:21.060 resource to measure against all these fuck sticks out there right you know what i mean right 0.99
00:09:25.760 so i don't know but dude if you're gonna buy somebody's shit or go to somebody else go to 1.00
00:09:30.080 fucking 10x con where every motherfucker that's speaking there has built a hundred million dollar 1.00
00:09:34.200 business or more every single person okay that's where you go to learn you don't go to learn a 1.00
00:09:40.000 fucking johnny joe's fucking fucking info shack off the back page of the fucking internet you know 0.99
00:09:46.100 what i mean so anyway with that being said i wanted to clarify that because it's something that i've 0.99
00:09:51.760 been noticing so much more it's like oh i'm doing so and so's course i'm doing so and so's
00:09:55.540 course well so and so hasn't done a goddamn thing you know what i mean so um you know today 0.72
00:10:03.440 is going to be more of a business focused podcast uh you know as always business entrepreneur 0.78
00:10:09.240 entrepreneurial values everything uh that we talk about that has to do with that also goes
00:10:14.440 with personal development and those things go hand in hand so if you're listening and you're
00:10:18.120 not an actual business and you're just a person you have to understand these values relate because
00:10:22.720 every single person every single one of you everybody listening this podcast you guys all
00:10:27.820 are your own brand right now even if you don't realize it you might be like man i've got a hundred
00:10:32.520 followers on facebook but i'm not my own brand or i've got a you know zero instagram followers i'm not
00:10:38.380 my own brand no you are your own brand because you still have contact with individuals on a daily
00:10:43.060 basis in real life that think and perceive you to be a certain way and you want them to think and
00:10:49.840 perceive you to be a certain way because you're you're doing it intentionally not because you know
00:10:55.120 you're floating through life like you float through life you get what people who float through life get 0.99
00:10:59.240 which is nothing you get a fucking beer and a sob story and a fucking ton of regret and that's what 0.98
00:11:04.640 you end up with you know people who are intentional people who develop their brand on purpose people who 0.98
00:11:09.260 try to become what it is they think they should become in the best version of themselves those are the 0.94
00:11:13.640 people that fucking win and they get everything and everybody else gets nothing and that's the way it 0.98
00:11:17.640 works so as we talk about this guys if you're not in a fucking business don't tune out because you're 0.99
00:11:24.480 going to miss a lot of valuable things that we're going to talk about here um specifically what we're 0.95
00:11:30.480 going to talk about today is has to do with retention of customers follow up and follow through how to
00:11:38.340 turn your your efforts of customer retention into an offensive movement all right people often think
00:11:47.260 of retention as a secondary item but i could tell you right now that retention is the most important
00:11:55.280 thing that you could possibly understand how to do in your business or your life all right if we're
00:12:00.160 talking about personal brand that means keeping every single person you meet in a positive mindset
00:12:05.420 viewing you in a positive light after they walk away forever okay so learn how to tie these two
00:12:11.940 things together but most people focus on quote-unquote acquisition or offense and they don't
00:12:17.340 understand how powerful retention can be retention is the offense if you do it right all right and you
00:12:24.400 can multiply and and get exponential returns by doing customer retention the proper way most people
00:12:32.480 that speak about business they're always speaking about acquisition they're always talking about where to
00:12:37.360 find the customers well let me let me pose this question to you let's say you find the honey
00:12:42.720 hole of customers the holy grail where there's unlimited customers and there's there's so much
00:12:49.360 opportunity to gain new customers and new eyeballs on your business and let's say you you all you find
00:12:54.340 that well first of all it doesn't exist all right because there is no honey hole of unlimited customers
00:13:00.260 anywhere you live there's always going to be a end to the number of customers that are going to be
00:13:06.700 interested in your product and a lot of businesses do not understand or operate this way you have to
00:13:11.980 be of the mindset that there's only so many customers out there not that there's unlimited customers out
00:13:19.180 there because if you are in the mindset that there's unlimited customers out there it makes it hard for
00:13:23.860 you to get everybody in your company fired up to retain every single customer all right so you first
00:13:30.180 things first you have to realize that there's a limited number and your job is to capture that number
00:13:35.100 and keep that number as long as possible all right that's the first step the second step
00:13:41.180 to retaining customers and understanding understanding retention in terms of your because
00:13:47.580 your whole organization has to understand this right now that might just be you but if it's not just you
00:13:52.960 and it's you and 50 other people you've got to get everybody focused on it because if they're
00:13:56.380 not focused on it they won't execute on it properly you have to understand the lifetime value of a
00:14:02.120 customer most people say oh well the lifetime value of a customer is they buy a hundred dollars a year
00:14:07.500 for me for 10 years so you know that's a thousand dollars well no it's not because that person that you
00:14:13.780 talk to has 10 other friends that could potentially buy a hundred dollars from you a year also so with 10
00:14:20.680 other friends times the same math that we just did what is that that's a hundred thousand dollars
00:14:26.280 okay you guys just don't understand that people have exponential potential to spread word of mouth
00:14:33.280 around your business or or your product or your service and so what they're always trying to do is
00:14:40.020 they're trying to acquire acquire acquire acquire when in reality the acquisition is the easy part
00:14:45.980 the retention is the hard part so let's say you don't have good retention model built into your
00:14:50.540 company all right you're going to go find this place where there's let's say a thousand customers
00:14:56.460 you're going to advertise to them send them a compelling message you're going to get that thousand
00:15:00.740 people to come to you all right and what's going to happen they might buy something once but they're
00:15:09.120 not going to buy it a second time and what are they going to say to their 10 friends instead of
00:15:13.500 saying hey go see Andy they're going to say hey yeah I tried Andy's product I tried his service I tried
00:15:18.260 his company guess what I'm not going to go back there so now just because you found that little
00:15:23.760 hole full of customers and you because you don't have your model set up properly on the backside to
00:15:29.280 retain people and understand that's where your offense comes from you just created a situation where you 0.96
00:15:34.540 speed the demise of your company okay now you're accelerating negative word of mouth it's the death
00:15:41.220 rattle of most companies most companies advertise way too early they get aggressive on acquisition way too
00:15:48.160 early before they've developed the proper retention model internally and that's what we're going to
00:15:52.360 talk about a little bit today is how do we retain people that come into our model as opposed to
00:16:01.780 letting people come in and flush out on the back end and not keep them you see what I'm saying yeah
00:16:06.160 that makes total sense we can handle this however you want but can we go way back here and start with
00:16:12.400 like an initial encounter an initial impact excuse me not an impact an initial encounter uh let's say
00:16:18.800 you have a guy that comes and and you know is interested walks into one of your stores is interested
00:16:23.780 seems like they're going to pull the trigger on buying something but they don't but they are committed
00:16:29.140 at least that they give you some they give you some contact info you know like sure let me know if
00:16:33.140 you have any sales or if you have anything that I might be interested in what is your counsel for
00:16:38.800 for first starting where where that customer is like how do you follow up with that customer
00:16:44.760 to turn a lead that's not completely cold that this may be kind of warm how do you bring it then to
00:16:50.640 the full the full uh status of a of a you know a full-fledged customer does that make any sense
00:16:57.700 yeah yeah totally totally um so okay so let me let me let me give you an example okay so because this is
00:17:06.020 what sparked this whole topic that I ran by you okay so we my so my wife and I were we're looking
00:17:11.260 to refinance okay and the and the guy that has contacted us is we're doing a special refinancing
00:17:18.740 for well frankly for physicians because physicians get special right interest rates so anyway he he 0.93
00:17:25.520 so it's that sugar mama shit I was telling you about right right exactly as I told Andy we live on my 0.99
00:17:29.940 I was teasing I was teasing teasing Vaughn about a sugar mama doctor yeah right we live on my income just 0.99
00:17:35.120 so you know because I I draw everything from the life of podcasts and riches but uh but no so so
00:17:40.720 but this was really fascinating lifestyle because between you excuse me between my wife and I we are
00:17:46.320 very busy so this guy initially finds out that we're interested in this this loan right he starts
00:17:52.300 he starts contacting my wife about it because she's the doctor right so there's good but the way that
00:17:58.520 he's following through is just number one he's being a a real pest like he's he's too pushy right
00:18:06.860 he's making her feel guilty when she doesn't have the time to answer all these questions right but then
00:18:12.020 when she finally does get the time he's not responding okay he's almost it's almost like well I gave you your
00:18:18.060 chance and now now now I don't have the time because you're obviously not serious about it so I thought of
00:18:24.120 that and I thought well what would you in your situation I mean what would you do like literally
00:18:28.040 if you had somebody come into the one of the stores they seem like they were really interested in the
00:18:31.920 product well let me stop you right there okay okay first of all that's classic sales all right
00:18:37.740 classic sales is harass the fuck out of someone until they buy from you here's the problem it does 1.00
00:18:43.760 it works okay if you if you never quit and you never say no you never say die and you fucking 0.98
00:18:49.560 harass the shit out of somebody it works a lot of times but why does it work it works because you're 0.99
00:18:55.380 beating someone down so hard that they eventually say yes so you leave them the fuck alone all right 0.99
00:19:00.740 and that works except we're in a different era now now we're in an era where word of mouth and 0.98
00:19:06.200 retention is everything when we were in the tv era in the radio era and the print era for the last
00:19:12.760 you know before the last 15 years where it was 70 years straight no internet all right somebody
00:19:19.400 could sell you like that but you don't have any real way to spread word of mouth like we don't
00:19:24.380 have angie's list we don't have uh amazon reviews we don't have facebook or instagram where we can 1.00
00:19:31.320 fucking tweet out a message and say hey joe blow insurance guy is a piece of shit and here's why 0.94
00:19:38.840 we didn't have that all right now we do so while you might be able to make a sale like that one time 1.00
00:19:46.740 you're cutting yourself short on the retention i call it retention aggression because it is
00:19:54.560 you are cutting the ability for that person to refer their friends and that person for their friends and
00:20:01.320 you to build a network that spiders out with very little acquisition effort that you would naturally
00:20:07.200 have if you just cared about the person and took care of them you see what i'm saying so that's old 0.97
00:20:12.800 school shit and a lot of people still teach that if you listen to some of the older sales programs 0.99
00:20:16.680 it's never give up never stop calling never do this blah blah blah blah blah that's the shit that 1.00
00:20:21.880 you did before anybody could tell on you you know what i'm saying it's like stealing from the cookie 0.99
00:20:26.240 jar but nobody can fucking say anything but now everybody can say everything so like you know you 0.99
00:20:31.220 don't want to do that right right and i still and i'm with you dude that's the most annoying shit 0.99
00:20:35.980 ever like if somebody does that to me i will straight up tell them i'll give them a fucking sales 0.98
00:20:39.180 lessons around the spot right so let me let me let me and i'll tell you a good way to get out of that 0.53
00:20:43.420 too if people do that yeah just for everybody listening this is the best way to get out of
00:20:47.040 that situation when something's in like financial planners are really fucking bad about this because 0.87
00:20:51.240 they'll call you over and over and over and over and over and over and over again like just tell
00:20:56.400 them look bro i got a family member that does that i'm obligated to use them it is what it is
00:21:01.340 and they can't say anything no you know what i'm saying they'll leave you alone but yeah so playing
00:21:05.560 devil's advocate though because i had a buddy who's in a similar business but he's in another 0.95
00:21:09.060 state and if i ever say that to you that means you're being fucking annoying right p.s right so 0.98
00:21:14.900 so my friend said well vaughn in fairness to this guy he may be motivated by the right thing because 0.95
00:21:20.180 the interest rates are going to go up so he may be built be like man i got to get this customer to
00:21:24.300 move because they're going to lose out on this what would you say to that it doesn't matter what his
00:21:28.800 intentions are if he's executing the wrong way is that's how you perceive it it doesn't matter what
00:21:33.100 your intentions are as a salesperson if somebody perceives you to be pushy or angry or or uh doesn't have
00:21:38.800 their best intentions in mind you're communicating it the wrong way you could be aggressive with
00:21:43.120 somebody and still well intentioned to communicate that it's really fucking easy you know what i mean 0.69
00:21:47.960 but they're the way you're perceiving it is probably the the way it is you know like
00:21:53.700 perception is reality and like we just talked about this last night we had a meeting here in the office
00:21:58.320 about uh you know how it doesn't matter like in business like it doesn't matter and i have a guy
00:22:06.780 we have a guy who we're all dealing with and i'm not going to mention his name right now because
00:22:10.400 i'm going to give him a chance to do right but i will fucking mention his name if it doesn't get 0.92
00:22:14.080 done right who we've all been waiting on a certain product for since fucking october when it was promised 0.96
00:22:20.960 at the end of october to us and not one of us has received that product not one and we're talking 0.96
00:22:26.120 about shit we're talking about 20 30 000 worth of product it's been promised over and over and over and 0.76
00:22:31.960 over again and all this every time it's this other person's fault it's it's this guy's fault it's that 1.00
00:22:36.600 guy's fault it's this fault that shit don't matter because what's happening is you it's your fucking 0.99
00:22:41.420 fault to us you see what i'm saying right so like it doesn't matter what someone's intentions are what 0.99
00:22:46.260 matters are are the results and that's it all right so you could be the most well-intentioned salesperson
00:22:51.460 but if someone's perceiving you to be pushy and annoying and and that that's what they're going to
00:22:55.960 tell their friends you see what would you tell your friends about that guy right now
00:22:59.260 you tell him what you just told us yeah right i would say so it doesn't matter if he if he if he
00:23:04.560 has good intentions because if he has good intentions you don't understand that so he's not
00:23:12.180 communicating properly right right you know i'm saying absolutely and if he has intentions he was 0.95
00:23:16.640 still annoying this is what you would say yeah joe bob over at fucking insurance company you know he's 0.99
00:23:22.700 a really good guy i like him a lot he's just a little bit annoying and there's nothing wrong with 0.95
00:23:26.380 that right you know and you would even stick up for him you would stick up for him if you knew that
00:23:30.740 he was trying with your intentions of mine you'd be like yeah he's a little annoying but like i like
00:23:35.140 him because his intentions are good right and it would be good word of mouth right right yeah no it is
00:23:39.700 so so my point in saying this is that like the first step to retaining a customer is to understand
00:23:44.940 what their solution to their problem is and make sure that you understand that is your it's your
00:23:53.220 obligation to communicate that it's not their obligation to understand that right okay you hear
00:23:58.940 a lot of sales people say this oh you know i did what i did but they didn't get it no they didn't get 0.66
00:24:04.460 it because you didn't fucking communicate it right it's your fault it's not their fault always absolutely 0.97
00:24:10.520 okay absolutely so when you are talking to a customer you have to make sure that you're communicating 0.97
00:24:17.800 that their intentions are what you're trying their best intentions are what you're trying to
00:24:24.520 solve okay what what am i trying to solve i've got your best intentions in mind i want to solve this
00:24:28.820 problem for you the most effectively i can that's where sensory acuity comes in all right a lot of
00:24:35.040 people don't know what sensory acuity means but it's your ability to basically read someone's state
00:24:40.440 while they're experiencing the state and a good way to learn this is to have a retail job because in 0.88
00:24:46.480 retail you get to see people's fucking face you get to see their body language you can see the way 0.91
00:24:51.300 they're reacting and most retail jobs on earth are commission-based jobs so you are on commission you 0.99
00:24:57.400 feel the pressure to make a sale but you also have to make sure that you're getting the customer
00:25:02.820 the right thing you're making them happy so that they come back and they tell their friends so 0.99
00:25:06.040 it's a balance right like i don't want to just sell shit because i get paid today i want to sell shit 0.97
00:25:11.420 so this person brings back every single person they know and there's two ways of you know 0.97
00:25:15.800 there's only one way to do it right there's two ways of doing it there's one way of doing it right 0.98
00:25:19.480 you could push hard and get today's sale and then be starving fucking 60 days or you could fucking do 0.95
00:25:24.680 the right thing today and in 60 days you want to worry about starving you see what i mean so you have 0.96
00:25:30.660 to understand and be able to read somebody's face and and you have to be able to sense somebody's
00:25:36.720 vibes and people like what's that mean what's vibes right vibes are a real thing have you ever been in
00:25:41.660 a room with like let's say you've been in a room and somebody walks in and all of a sudden like
00:25:45.840 you get like a like a dark feeling almost like a bad feeling oh yeah okay every time tyler walks in
00:25:52.420 here yeah i get a i get a gay feeling when he walks in nothing there's nothing wrong with that i'm just
00:25:57.520 saying i just can't wait for him to come out and tell us so that we don't have to make fun of him
00:26:01.260 anymore one of these days right i know but so my point is is that that's a real thing right that's not
00:26:08.180 you imagining that that's them putting that vibe out that's why gut react gut feelings are so
00:26:13.060 important and we'll talk about that sometime later but that person's putting that vibration out and
00:26:17.700 you're picking it up and you've just got to be able to pay attention to it a lot of people will feel
00:26:22.080 those vibrations and then they they like trick themselves and thinking oh i'm just imagining that
00:26:26.080 no you're not if you're feeling that way about someone there's something off there so it's the
00:26:30.740 same thing with a customer you're talking to a customer you're showing them this or talking to
00:26:34.700 them about that or you know and all of a sudden it gets kind of weird that's because you just made
00:26:38.960 it fucking weird right you know what i mean right and when that happens and everybody who's listening 0.81
00:26:43.000 if you can't if you don't know what i'm talking about then you need to start paying attention 0.93
00:26:48.420 because this usually most people know this is very obvious feeling right it's like when you're
00:26:54.140 talking to a hot girl and everything's going well and then you say something and like she doesn't 0.92
00:26:58.060 laugh and then all of a sudden it's like oh fuck what do i do you know what i mean and that's when 0.99
00:27:02.540 you make a that's when you make a really dumb joke and call yourself out or you tell her she's got a 0.99
00:27:06.700 booger in her nose and she'll get embarrassed and it breaks the weirdness but anyhow the point is is 0.66
00:27:12.140 that you have to understand when that weirdness comes it's because of something that you did
00:27:16.860 so you have to be able to say that so like let's say i'm talking to you and i start to feel that
00:27:21.640 that's whenever i'm going to want to take a step back and i'm going to say oh hey look i'm not i'm not
00:27:27.200 i'm no i can tell you think i'm being a little aggressive here i'm not trying to be aggressive i'm just
00:27:31.380 excited about getting you this result here's why this is why this is best for you and i don't want
00:27:36.120 you to leave here without that information because if you leave here without that information you're
00:27:40.180 going to go to the competitor down the street they're going to tell you and then i'm going to
00:27:43.860 look like i didn't do my job right so i'm not pressuring you i'm just you know trying to show you
00:27:48.800 what you need to do it's just something as simple as that well what you and then usually what happens
00:27:52.940 is the customer steps back and they're like oh no no no no no no it's cool i get it i get it let's come on
00:27:57.740 let's go on like it's all about acknowledging the moment and not just trying to beat your way
00:28:01.680 through it you get what i'm saying absolutely so like that it's the same it's very similar to what
00:28:05.860 i said about just like a hot chick like if you're a dude you're trying to pick up a hot chick and it 1.00
00:28:08.840 gets awkward make a fucking joke about it about how awkward it is and then it'll break it up and then 0.94
00:28:13.580 all of a sudden it's normal again you know what i mean right like what you're what you're referring 0.98
00:28:18.020 to as sensory acuity to me is the larger issue that that's a part of is just the idea of being able
00:28:23.460 to see things from the perspective of your customer and i told my wife i said you know like
00:28:27.320 in this situation literally the only thing the guy had to do was to call and say hey dr kohler this is
00:28:32.760 so and so from such and such mortgage hey i know i've called a lot of times i don't want you to feel
00:28:37.660 pressured at all i'm trying to do right i'm trying to do my due diligence to make sure that you know
00:28:42.340 that the interest rates are going to go up but i understand that you are very busy if you guys are
00:28:46.520 interested don't feel like you have to call me back right i'm just you know i'm going to keep on going
00:28:50.600 with this right until you tell me that's right that's it that's all he had that so so when i
00:28:54.560 train my guys i call that taking a step back yeah all right so that's that's what that that's what
00:28:59.280 i call it right it's time to take a step back and what i mean by that is say all right you're
00:29:03.020 you're no longer selling you're trying to repair the relationship because you crossed that line
00:29:07.080 that's why i call it taking a step back you stepped over the line of annoying someone or
00:29:11.380 pressuring someone or giving someone a bad feeling about you and you have to fix it okay and you can
00:29:17.620 do that through a phone call you can do that through an email you can do that through a lot
00:29:20.940 of different ways best as in person but it's the best to do exactly what you just said hey look
00:29:25.640 and call out your annoyance hey look i've been i know i've been and whenever that blank is fill it
00:29:31.840 in oh i know i've been annoying i know i've been persistent i know i know i've been this listen i'm
00:29:36.520 not trying to you know bother you guys i just want the best for you guys i'm excited about it
00:29:41.060 and you know if you want call me back if not no big deal either i just want you to know
00:29:46.520 that you know i care about you guys getting the result that you're looking after and you know
00:29:51.220 you have my number so call me and you have to take a step back right you know and if you're good at 0.93
00:29:55.340 sales you'll never have to take a step back because you'll fucking start to feel people that's what 0.96
00:29:59.180 separates master sales people from people who who are are struggling as sales because master sales 0.93
00:30:06.780 people are so good at sensory acuity that they never cross the line a lot of people think a master
00:30:11.160 sales person is somebody who pounds and pounds and pounds and pounds and pounds on somebody until they
00:30:15.560 give in that's not it the master sales person is the person who can sell somebody something
00:30:20.920 and them think it's their idea to buy it from you every time you know what i mean absolutely people
00:30:27.740 people are way more accepting of their ideas than yours so it's your job to present the product and
00:30:32.460 solution in a way that makes them think like yeah this is a great fucking idea i'm all in and you know 0.87
00:30:38.620 it's not pressure man it's about building rapport and building relationship you know so sensory
00:30:43.100 acuity is a huge deal and the reason it's a huge deal is because and the reason why people i know
00:30:49.120 people are listening right now and they're like well you know people sell they sell it doesn't
00:30:52.420 matter no it does fucking matter because the difference is is the person that you pound on 0.95
00:30:55.920 is not going to refer their friends to you and the person that you get to build a relationship with 0.90
00:31:00.360 and actually genuinely care about and the reason i say actually genuinely care about because a lot of 0.50
00:31:04.940 people will hear that and say oh i gotta pretend like i care no i'm fucking telling you to actually care 0.95
00:31:08.840 because when you actually care then you don't pressure people when you actually care about 0.58
00:31:13.500 somebody getting the result they're after you don't cross the line because they're your friend
00:31:18.060 and if you start thinking of them as your friend then you're not going to do things to your friends
00:31:22.900 that you would fucking you know that would be negative to them or have them perceive you as 0.99
00:31:27.140 negative you would take care of them as if they were your fucking grandma you know what i mean 1.00
00:31:31.640 so uh and the reason you do that is because even though you might be able to sell shit both ways 0.99
00:31:37.820 today and get a dollar in your bank account today one of them is going to produce a lot of fruit down 0.77
00:31:42.860 the road and the other one isn't and the other one's actually going to take fruit out of your basket
00:31:46.180 because they're going to be like dude i went in there i didn't have a good experience
00:31:49.200 see what i mean right whether you're talking about sales or customer service or customer retention
00:31:56.340 what keeps on coming back to me again and again and again is you telling people you have to be
00:32:01.360 radically oriented for the customer not yourself it's not about you it's about the other person
00:32:07.820 always always and that that's what's that's what i'm hearing right now right is is maintenance
00:32:12.400 is it's not seeing things about what do i need the biggest thing the biggest problem that people run
00:32:17.300 into with this concept is that they think they can manipulate it all right they can fake it they
00:32:22.620 think they're they're they're they're an actor and they're playing a part every single person
00:32:28.560 listening right now knows when they're getting sold versus when they're getting taken care of 0.96
00:32:33.160 it's two different fucking things you you no matter how and i'm telling you right now you're listening 0.98
00:32:38.740 right now and i will bet anybody listening ten thousand fucking dollars that i will outsell anybody 0.99
00:32:44.420 on any product at any given time no matter what because i'm fucking great at it 1.00
00:32:50.180 okay so if you think you got it fucking take me up because i'll fucking kick your ass 1.00
00:32:55.280 and i'm not that good i can't fake it get it i can't fucking fake somebody that care about them 1.00
00:33:01.720 people know they sense it they know intuitively whether you care or whether you're trying to 0.85
00:33:08.540 pretend to care and a lot of people hear what i say and they think oh i'm gonna pretend to care and 0.99
00:33:12.860 i'll get it no you won't you won't you'll be the cheesy fucking car salesman that everybody you 0.99
00:33:17.880 know that what's that movie true lies where that dude fucking drives around that corvette 1.00
00:33:22.420 pretends like it's his that'd be you yeah with a fucking cheap hairpiece if you actually care you'll 0.97
00:33:27.220 be the dude owning 20 dealerships that's that's the reality so it's not manipulating i'm not 0.97
00:33:33.060 manipulating and pretending and acting to care i really care because when you actually care 0.95
00:33:37.720 you solve the problem you don't just try to sell shit and when you solve the problem without 0.98
00:33:42.140 trying to just sell shit people have a great experience they tell their friends you get more 0.93
00:33:46.180 opportunities solve more problems and so on and so on and so on which is how we built our companies 0.98
00:33:51.340 into 100 plus million dollar company with virtually zero outside advertising comparatively that's how
00:34:00.880 we did it your retention great retention is your best offense not acquisition right and people just
00:34:08.160 you know you don't hear that enough if i don't know anybody that talks about it it's a it's the
00:34:14.240 greatest thing ever we live in a retention era like if you're if you're a good retainer if you have a
00:34:18.860 good enough model if you solve people's problems they'll do the marketing for you they'll do the 0.91
00:34:23.440 the advertising for you they will bring you the customers you won't have to fucking worry about 0.90
00:34:27.120 nothing you know you take one customer you turn them into two it's not complicated it's very it's very
00:34:31.920 simple right right so you and your brother always talk about make a friend make a sale right how does
00:34:40.760 that principle look different before you have established somebody as a customer and after
00:34:48.820 okay for first of all everybody's your customer at some point no matter what product you're selling
00:34:57.580 it's likely that somebody's going to need what you have at some point so you can't just think of
00:35:02.700 them as a customer or a potential customer when you need them to be a customer you need to be thinking
00:35:07.840 about that long before and long after because times are going to come for example fitness products
00:35:13.880 you know people try to lose weight 20 fucking times a year people try to gain you know this is going 0.92
00:35:19.400 to be the week i start this is going to be the monday if i only worried about them on monday 0.96
00:35:23.620 then when am i going to get them the 20 other times that they do it for the year you see what
00:35:28.420 i mean what about what if you only worry about somebody when they need tires versus actually
00:35:32.420 being in front of their face for years until you know they actually do need it and then it's an
00:35:36.920 automatic choice you're not competing with anybody it goes for almost every product people are going
00:35:41.280 to need a product a certain point in time so you have to realize that you have to be on all the
00:35:45.640 time so how you treat somebody before the sale is going to be yeah i'm going to make this person think
00:35:50.940 that's what we went back we're going back to what i said in the beginning of the podcast where if
00:35:55.700 you're a person you're a brand and your brain has to be strong so that when those people have whatever
00:36:01.160 problem it is they need a set of tires let's say they're going to automatically call you you see what
00:36:07.100 i mean and then after the sale it's the same thing you're going to still you're not going to just
00:36:11.700 quit on them and a lot of companies do this too man they just quit on people after the sale not
00:36:16.560 giving any thought to like that person's mom that person's dad that person's friends that person's 0.95
00:36:21.460 brother sister their facebook friends their instagram followers and all the fucking potential 0.99
00:36:26.700 opportunity that one single person holds so why the fuck would you quit after the sale why don't 0.99
00:36:31.540 you follow up with them why don't you call them see how things are going why don't you make sure 0.97
00:36:35.360 they're still doing well on their fitness program why don't you make sure their tires are still working 0.94
00:36:39.400 send them a car there's a million fucking ways to do it you know what i mean you just got to get 0.94
00:36:43.980 creative and do it your own little way but you know that person just because they bought from 0.96
00:36:48.300 you today that doesn't mean that that relationship is over today it's just starting because you're
00:36:54.480 not trying just to sell that person you're trying to sell their whole fucking universe right and the 0.91
00:37:00.800 only way you do that is by making a true friend right i don't even like to say the word sell because
00:37:06.160 i don't even think it's relative i think it should be help right you know you're going to help people
00:37:10.080 solve a problem right if you're really helping people solve a problem are you really selling
00:37:13.620 anything or is it selling itself that's a good point so you've said in other podcasts uh you've
00:37:20.160 talked about this whole concept of being the guy meaning being just like a multi-faceted resource
00:37:26.340 right and you've made the point that you know what don't just think of yourself as providing
00:37:32.220 you know a product like a specific product just think of yourself as really providing anything the
00:37:38.440 person needs right so for those of who uh of our uh listeners who haven't actually i i think that
00:37:44.260 was in solve problems or die trying i forget but for those of you who haven't listened to that
00:37:49.520 episode andy why don't you share that concept of just being the guy well and i'm assuming you think
00:37:54.680 it yeah relates to this wait thinking what i'm assuming you think it relates to this topic it does
00:38:00.680 yeah yeah dude because that's the way you could provide value before the sale before they need your
00:38:05.300 product you could be the guy who connects them with whatever they're looking to solve today
00:38:09.200 just because they're not going to buy your product today and a lot of people neglect that value or
00:38:13.380 that opportunity to provide value because it doesn't serve them immediately but you can't be
00:38:17.860 thinking about what's going to serve me today you have to understand that dude your money and your
00:38:22.140 livelihood and your ability to make a living lies within every single person you come in contact with
00:38:27.940 so if you're only worried about them when you need something from them you're going to struggle in
00:38:32.160 business it's going to be really hard for you to do anything so what you have to do is you have to
00:38:36.300 you know in a great way to provide a lot of people like well if i sell tires and i use tires because
00:38:40.780 it's about as generic as you can get right all right there's nothing more generic than tires i sell
00:38:45.720 tires how do what do i you know how do i bring the you know make a difference to them today well you
00:38:50.440 do all sorts of things how about you know you have a conversation with somebody and they say oh
00:38:54.180 you know my shingles on my roof are getting bad blah blah hey i have a great guy let me connect you
00:38:59.240 to so that you know he'll take care of you and we'll make that happen real real easy or how about
00:39:04.460 um they they mention something like you know anything like anything oh my son my son's soccer
00:39:12.560 team lost our sponsor so you know we've got to buy gatorade for the the kids now like just something 0.98
00:39:18.100 casual and then you show up at the game with a fucking bucket full of gatorade one time you see 0.98
00:39:22.420 what i'm saying yeah like dude but people aren't willing to do those things those are the things that i've 0.99
00:39:26.300 done my entire life those are the things that that we've done as a company our entire existence
00:39:31.060 those have made us because like i said we've spent almost zero dollars on advertising in the big
00:39:36.320 picture to get us where we are you know what i mean it's all about providing value so you have to
00:39:42.000 look outside your specific area to provide that value so when you provide value uh it could be a
00:39:49.240 million different ways you know and that's another term that is overused just like self-awareness we talk 0.79
00:39:53.960 about you know providing value most people don't know what the fuck it means i think it's like 0.69
00:39:57.460 clipping a coupon or offering a discount on their own product no we're talking about helping people 0.97
00:40:01.940 solve a fucking problem that they have and you being the guy to solve it so then whenever they say 0.92
00:40:07.380 oh i solved this problem and steve helped me solve it now all of a sudden they have a positive 0.99
00:40:12.100 image in their mind of you and whenever they need whatever it is that you have they're going to come to 0.95
00:40:17.980 you and guess what the more shit that you have to offer the more times they're going to come to you 0.97
00:40:21.800 which is a whole nother topic about diversifying your businesses but you know we can get into that 0.99
00:40:27.460 some other time yeah can can i be real specific about something here so i used to work very briefly
00:40:31.640 in in development which is basically fundraising i worked for a college and we used a software where
00:40:36.620 basically you know it tracked your interactions with a person over time and it would literally have
00:40:42.720 a place where it would say okay well so you met with so and so on you know february 1st 2003 what
00:40:49.420 happened and you'd write down what happened and you'd make notes like oh uh joe told me that he
00:40:54.980 loved the denver broncos right or joe has two two kids i mean is it a stretch to say tell your guys to 0.99
00:41:02.720 do that right why would you not yeah be fucking stupid not to right why would you not take notes 0.99
00:41:07.220 on people you can only keep you can only track so much shit right right why would you not take notes 1.00
00:41:12.260 right like you'd be stupid not to develop a little system that that you could take notes on people's 0.98
00:41:18.020 conversations so you could bring them up next time you know what i mean right i mean why would 1.00
00:41:22.000 you not think people even think of that no they don't because people are stupid period and that's 1.00
00:41:27.880 our podcast for the day folks no they don't think about listen most these motherfuckers in business 1.00
00:41:32.580 shouldn't even be in business right the questions i get asked and the people that operate businesses 1.00
00:41:36.880 it's a fucking joke right you know what i mean like dude there's fucking google there's fucking all 0.99
00:41:41.160 kinds of books there's all kinds of shit i talk to you about this all the time it's fucking annoying 0.99
00:41:45.180 you know dude look you have to be all invested you have to be invested all the way in it can't 0.99
00:41:51.820 be a fucking half-ass investment you're going to become a multi-millionaire it isn't going to 0.99
00:41:55.700 fucking happen so if you're not thinking about how to retain your customers and you haven't thought 1.00
00:41:59.980 about taking notes on conversations you have with customers then your fucking brain isn't working 1.00
00:42:04.020 properly as an entrepreneur and you're stupid that's it i'm sorry if it hurts your fucking feelings 1.00
00:42:09.780 it hurts your fucking feelings but the reality is is the only way you get a fucking multi-million 1.00
00:42:14.160 dollar fucking uh income not sales personal income is by caring about shit like that right 1.00
00:42:21.200 you know and so yeah it is stupid to me right you know i mean a word that i would use that's very 0.99
00:42:26.640 close to caring too is is just being interested in people you have to be a student of your customer 0.98
00:42:32.660 yeah i mean that's that's similar to caring but it's also a little bit more intentional dude you
00:42:37.920 should be a you should be a student of the sales process like it should be it should be so interesting
00:42:44.140 and so enamoring to you and like that you're you're studying every little detail of what works and what 0.98
00:42:51.320 doesn't like dude i have this issue with my own guys because some of my guys they just don't fucking 0.99
00:42:55.320 get it you know they think it's an accident it's not a fucking accident it's a skill you and and dude you 0.96
00:43:00.960 the good thing about retail is you get a 150 fucking practices a day getting better you know 0.97
00:43:06.680 what i mean right and like dude when i was working the retail floor i fucking loved it i still love it 0.92
00:43:11.340 it's my favorite thing to do like people will come in i would talk to them i would take notes i'd be
00:43:17.140 like all right i did this this this good i did this and this pretty shitty you know what i mean and i 0.60
00:43:21.700 would talk to the guy working with me and i'd say dude i fucking did these streets good i did this too 0.93
00:43:25.800 shitty you know remind me to do this better next time so i would coach him up as we're you see what i mean 0.98
00:43:30.380 right and it becomes a fucking game like it's not about how much i sold it's just about executing 0.98
00:43:34.640 properly every time and if you're not that interested in make like like dude i hear these 0.99
00:43:39.780 people in business they're like i'm fucking terrified of sales well you're gonna suck in business 0.99
00:43:43.240 you know what i mean you gotta sell shit right sales is fun dude it's exciting it's it's it's a game 0.99
00:43:49.960 and that's how you have to think about it like you know hey i went in i talked to this guy he was 0.98
00:43:54.120 hard as fuck but dude i'm gonna get him right you know what i mean like it's got to be a game it can't 0.99
00:43:59.520 be like this thing that crushes your soul and you're like oh i hate it and never want to fucking 0.99
00:44:03.800 you know i'm good at bank i'm good at numbers and low if you're if you're an entrepreneur and you 1.00
00:44:08.540 can't sell fucking shit you're gonna suck as an entrepreneur right but it does go back to what 0.99
00:44:12.520 you said about it's not even really selling it's it's it's helping so if you hate it that's what i'm 1.00
00:44:17.360 saying do you help the reason they're helping people exactly the reason they fucking hate it is 0.98
00:44:22.040 because they're they're trying to be like these old school you know glengarry glengross fucking sales 0.96
00:44:27.660 people where they just pound on people nobody likes that to do that i mean some people like 0.95
00:44:32.320 to do that but nobody likes receiving it so people that actually care have issue with going that way
00:44:38.700 when in reality if they just cared openly and thought of it as caring and helping and solving a 0.80
00:44:44.520 problem they probably be the best sales people on fucking earth right see what i mean right because 0.96
00:44:49.160 those people the reason they have an issue with the push and the hard call and and and you know 0.98
00:44:54.520 making closing and all this shit is because that's all pre fucking internet sales tactics 0.96
00:45:00.680 right you know what i mean right now we're talking about reality we're talking about humanity we're 0.98
00:45:05.260 talking about actually building a relationship those people who have a hard time being that old
00:45:11.120 school sales guy usually excel really strongly at being the new school salesperson which is the
00:45:16.820 person who can actually build a relationship and care about someone but they're just looking at it like
00:45:21.660 they have to do it the old school way and it's making them struggle to a point where they dread 0.97
00:45:26.600 every single moment of having to do that process and you should dread it because it's the wrong fucking 0.94
00:45:31.140 way right right you know i i half jokingly tell people sometimes that i really owe my this whole 0.59
00:45:38.040 mf ceo partnership to your late great bulldog oscar because i i tell them that like the first day that i
00:45:44.400 met andy i went into your office and you had this big picture of oscar there yeah and i was like you know
00:45:50.300 what i i'm genuinely interested in why he has a picture because i'm a dog guy you're a dog guy so
00:45:56.500 i asked you and of course you love talking about oscar yeah and i think we talked about it for like
00:46:01.000 half an hour yeah and and i remember i a couple people have been like oh yeah i gotta use that and
00:46:05.080 i go no no exactly you don't use it exactly you i mean you use it but you use it because you genuinely
00:46:11.320 are interested how can you not find one thing interesting about another human that's a good
00:46:16.520 question it's impossible yeah so your job as a salesperson is to find that thing and have a real
00:46:22.240 conversation about it to build that friendship right you know what i'm saying like hey dude i
00:46:27.100 you know like if tyler were here and i didn't know him and actually this is how i met tyler i would say
00:46:31.880 i would say this is actually really funny really funny analogy so i would say dude because tyler drives 0.97
00:46:37.600 a fucking sick z06 corvette and i'm like i'd be like dude that is fucking sick how do you like it 0.99
00:46:44.000 and i let him talk about it and i'd be like dude this is what i like about it and we would talk about 0.99
00:46:47.500 cars for like an hour which is actually kind of funny because that's how i met him is in a car
00:46:50.620 dealership we were both in there looking at cars that's how we met and then he got he was wearing
00:46:54.740 one of my shirts i said hey nice shirt he goes yeah i applied to hot work for you but you didn't
00:46:58.600 fucking hire me that's great yeah that's awesome so okay so let me back up here just uh so to start 0.63
00:47:06.420 with what we said but that all right look at that yeah let's use that for an example here tyler is 0.98
00:47:11.460 who's built a fucking career here and is going to continue to build an amazing career with our 0.92
00:47:16.580 company and with the ms ceo project and the only way the only way that we would ever connected 0.99
00:47:22.460 is by us both being those kind of people who build a conversation about random shit right so we didn't 0.99
00:47:30.880 do that inside we didn't do it when he was here for an interview the motherfucker would never got an 0.98
00:47:34.800 interview we hadn't done that so you've got to be able to do that everywhere because you never know 0.95
00:47:39.020 who you're going to meet see what i mean absolutely yeah i didn't even know that you owned the company
00:47:44.040 until you said yeah because i remember i was getting ready to change yeah and you go hey nice shirt and
00:47:49.040 i'm like thanks and you're like i own i run supplement super stores and i'm like oh thanks for hiring me
00:47:54.880 yeah yeah that's great yeah so um okay just backtracking and recapping a little bit for our uh
00:48:02.120 our note takers so basically the difference between being a genuinely uh authentic salesperson
00:48:09.740 who is persevering and one who's just being a past is orient yourself to the other person
00:48:14.460 have developed the skills of sensory acuity put yourself in the mind and life of the other person
00:48:20.000 orient yourself to their life and their needs and that's how you need to approach uh don't just be
00:48:26.080 there when you need something be there all the time and then don't just consider yourself a resource
00:48:30.820 for your particular product or service but consider yourself the guy a resource period a resource
00:48:36.080 period right and as you said be genuinely uh caring and interested yeah the person i mean this ain't
00:48:43.380 rocket science this no it's not but the reason it's right the reason is rocket science i was just
00:48:47.660 thinking this as you were talking is because everybody's read all the sales books right like
00:48:53.320 everybody who's ever been a salesman they've read the books right you know you got a cold call these
00:48:57.340 people and you got a prospect this way and you got to do this this way and you got to 0.92
00:49:00.700 got to close with these statements and what happens is while all that shit may work you you get rigid 0.77
00:49:10.180 okay because you're not a natural salesperson and this doesn't come natural to you see like to a 0.98
00:49:16.200 real salesperson someone who has it in their blood it's it's fucking natural like like prospect finding 0.68
00:49:21.360 new customers is easy you know solving a problem for the customer getting the degrees that's a good 0.93
00:49:25.800 idea is easy closing the deal is easy it's not a swagger confidence thing that people think it is
00:49:32.480 they think it's like this magical thing it's just that it's a natural thing that we have conversation
00:49:37.420 with people so whenever we have conversations with people we naturally want to solve their problems
00:49:42.760 but the but here's the reason it gets confusing for people because people like myself who are
00:49:48.160 great salespeople or my brother who's even better salesperson than i am top-notch top-class world-class
00:49:55.000 sales guy tries to break down their method in a step-by-step fashion and it becomes this for the
00:50:02.840 for the person who's not a someone who doesn't come so naturally to they get rigid and they try to think
00:50:09.540 like oh they talk to this guy my process my opening statement's going to be this my middle statement's 0.98
00:50:14.620 going to be this my closing proposition is going to be this and it like they they fucking crash and 0.94
00:50:20.660 burn dude because there's no real connection and they could tell it's like so robotic so i guess like 0.70
00:50:26.200 the the biggest thing that people need to understand is that that's not how this has to be that's the old
00:50:31.240 way and you trying to do it because someone else tells you this is the way to do it might not be the
00:50:36.220 right way for you okay it might not be your quote-unquote style sales is real simple you're there to
00:50:42.880 provide a solution you're there to provide a service you're there to provide a product that
00:50:48.080 solves people's wants or needs it's very simple and if you have that product and they have that
00:50:53.940 problem your job is just to fucking match them together and that's it and if you can do that and 0.94
00:50:59.800 you can comprehend that and you could have a fun conversation in the middle you're going to be a 0.91
00:51:03.740 great salesperson right you know what i mean right but people over complicate it because they think it 0.96
00:51:08.220 needs to be this fucking robotic thing right it's like you said it's not rocket science man it's 0.96
00:51:12.700 fucking simple so here's an interesting parallel or an interesting analogy there are studies upon 0.98
00:51:18.040 studies that prove that when a public speaker gets up in front of a huge crowd and shows some evidence 0.98
00:51:24.720 of being genuinely nervous the audience begins to sympathize and they begin to root for that person
00:51:30.460 and they want them to succeed i think it's interesting that some of the people who have been very
00:51:35.480 successful selling me things in the course of my life are not slick you know nobody likes slick
00:51:40.880 right they're actually people that are maybe a little mousy right but they know their stuff 0.96
00:51:45.640 and they genuinely care right and i'm like that dude is so great i don't care if he's stumbling
00:51:50.900 through his sales presentation i'm gonna buy from this guy is that kind of what you're saying yes 0.90
00:51:55.300 yeah because they're fucking human dude you know what i'm saying that's why having this polished 1.00
00:51:59.600 fucking routine is stupid you don't need to that's what i guess that's the message that you guys 1.00
00:52:03.900 should take from this if you're trying to like better yourself as a salesperson is that dude 1.00
00:52:09.140 polished isn't perfect you know imperfect is perfect right and then it's like dude it's like people like
00:52:16.700 the most attractive people are not the most perfect looking people they're the people who have like
00:52:20.880 little quirks or like things about them but you they still like scars yeah right exactly make you
00:52:26.940 super handsome yeah you know but uh but they they still have the confidence you know what i mean
00:52:33.480 like that's the most attractive kind of people yeah yeah and like uh you know i think with
00:52:38.940 with people's they just take it too serious man they think that every client is like is like the last 0.50
00:52:45.920 client they're ever going to see well if that's the case then you should genuinely try to fucking solve 0.83
00:52:50.320 the problem so they tell people that you're good at solving the problem right you know what i mean
00:52:53.860 right absolutely it's that it's that simple man well i've got one more question to to to follow
00:52:59.500 everything up but let's take a just a break to to share the social media context andy is at
00:53:04.080 andy frisella on pretty much everything except for snapchat which is at mfceo dash one you're also
00:53:10.180 facebook.com forward slash andrew andrew.frisella guys i can't imagine that you don't know where our
00:53:17.340 website is but it's the there's no doubt is andrew frisella on facebook oh isn't there no there's not 0.97
00:53:22.200 okay so just andrew frisella frisella um and then i can't imagine trying to fuck our customers all 0.92
00:53:26.780 i know i'm doing a good job um if you don't know where our website is it's the mfceo.com not mfceo 0.94
00:53:35.200 that'll take you to a japanese site or chinese or something really yeah one of those one of your uh
00:53:40.420 one of your massage parlors yeah i think so i don't know um but it's the mfceo.com tyler is at my
00:53:47.840 tyler m-a-i underscore t-y-l-e-r uh on pretty much everything he doesn't really do anything but snap
00:53:53.800 yeah guys and look you know we don't we don't charge for these podcasts we got a ton of information
00:53:58.780 for free um if you found the information helpful all that i ask is that you please share and spread
00:54:03.880 the word and share with a friend who might also find the information valuable that's how we grow
00:54:08.160 that's how we live that's how we breathe um and you know this is a movement this isn't this has been
00:54:13.540 a little more practical of a podcast but this movement that we're doing is out of necessity
00:54:18.760 because i've recognized a big huge hole in america where the reality has been replaced by idealism
00:54:28.780 okay so a lot of people are being taught how things should be and operate when how things should be an
00:54:33.880 ideal environment as opposed to what reality is in real life and business and personal development
00:54:39.080 and that's what we bring here and we bring like-minded people together who are tired of 0.99
00:54:43.700 the bullshit they're tired of the pussy shit they're tired of the delicate snowflakes and the 1.00
00:54:47.860 politically correct and we just get down to the work and get it fucking done right so if this you 1.00
00:54:52.720 know if you know people like that you know spread the word for us because that's how we that's how 0.69
00:54:56.820 we roll over here absolutely and i'm at vaughn kohler v-a-u-g-h-n-k-o-h-l-e-r and i'll just take a second
00:55:02.800 to do the second official uh vaughn the impaler grandpa's prize which is now going this week to
00:55:11.240 at gj books who is uh this is garrett jones he's a british army infantry officer or was i think it's
00:55:18.700 really cool by the way that we have international listeners especially from uh great britain but
00:55:23.500 garrett jones at gj books uh this guy's a writer he's done a good job building an empire
00:55:28.920 and actually one of his books is just got on usa today bestseller and he's very active he listens
00:55:33.520 to a lot of the mfceo project posts a lot about us um congratulations for uh getting uh usa today 0.59
00:55:40.300 bestseller i think it's called blood forest it's like a damn yeah oh yeah it's it's pretty heavy
00:55:45.820 it's like some sort of i think it's like about roman centurions and stuff that really paints a 0.51
00:55:50.420 picture yeah yeah yeah blood forest so uh so anyway uh garrett you are getting the uh vaughn the
00:55:57.460 impaler prize today i'll probably send you out a uh a uh tyler why are you laughing bro don't
00:56:03.120 i mean blood forest is a pretty aggressive name even for me man it's like what do you want to name 0.93
00:56:07.940 your book kill fucking everyone like dude holy shit just awesome well i believe there's a link to 0.99
00:56:14.940 his book on at everybody go buy blood forest just don't kill yourself afterwards seriously it's got 1.00
00:56:20.640 a pretty cool uh cover though i i can imagine yeah like what are you picturing in your head right
00:56:24.820 now i'm picturing like trees bleeding nope nope i'm if you if you want me to be honest i'm picturing 0.99
00:56:30.660 between a girl's leg very hairy and on her period get the fuck out of here we're gonna i'm gonna move 1.00
00:56:35.900 right on but anyway garrett congratulations you get what the fuck you get the vaughn the impaler 1.00
00:56:40.400 uh grandpa's prize there's something wrong with your fucking brain son yeah i'm not even gonna 1.00
00:56:46.980 there's a reason he's a producer doesn't get to talk too much definitely definitely you know now i'm 1.00
00:56:51.280 gonna have to actually check the little box on itunes that says you know because you're supposed
00:56:55.200 to check the box that says if there's like off color language in it and if they catch you and you
00:56:59.200 don't check it they'll just don't you have to check ours every time no i i just do the explicit
00:57:04.320 language but anyway hey listen thank you guys for all of you guys who are supportive are we doing a q a
00:57:10.040 or something yeah yeah well we can't do a new feature well we just start today yeah all right
00:57:15.160 but you gotta let me do my like i said the the impaler grand pies prize oh what is it is for
00:57:21.900 anybody who's highly engaged in our in our project and is a loyal supporter and is killing it and what
00:57:27.500 they're doing and like i said not just has anybody sent you a pie yet not just killing it but impaling 0.96
00:57:32.740 it oh look at that fucking tagline that's gonna be my tag has anybody sent you a pie yet 0.96
00:57:37.900 is that like a metaphor no like a pie oh no but i did i actually did after our last why are you 1.00
00:57:44.100 guys so perverted man no there's something wrong with you motherfuckers no i'm not perverted i'm 0.99
00:57:48.680 just assuming you are is that why you keep by you quit being a pastor i pretty you can handle the 1.00
00:57:52.540 pressure yeah well it's you know it's hard to have groupies as a pastor oh jesus all right you gotta
00:57:59.680 stop saying that's one thing i don't like you what you say what jesus don't use jesus name in vain 0.95
00:58:03.660 that's not i'm gonna use it in vain it's not like i said god damn it well that's it's the same thing 0.87
00:58:07.480 no it's not say blood force that's literally the only thing that makes my skin crawl oh really 0.66
00:58:12.180 yeah say buddha instead jesus buddha or muhammad well you probably forget it we're gonna move on
00:58:17.880 yeah you're gonna say something totally racially insensitive we're gonna no no we're gonna move on 0.56
00:58:21.400 yeah anyway um i was gonna be asking tyler to edit that shit out don't edit it out i didn't say 0.89
00:58:26.480 anything that needs to be edited yeah yeah you almost anyway no no no i i got a lot of love for 0.90
00:58:31.220 all people all all muhammad's all people i genuinely do i genuinely do uh so what are we
00:58:37.380 what are we doing now oh q a do we have time for q a yeah we got fucking time i say what time we quit 0.98
00:58:43.100 all right i want to do i like q a's they're my favorite thing so guys we got a couple q a's
00:58:47.980 because uh some of you i think we should do like two q a's at the end of every show yeah okay so here's
00:58:54.520 one from h mac three that's henry mac i know who that is you know who that is yeah his deep 0.99
00:59:01.320 meaningful question is what's your favorite candy oh fuck favorite candy damn dude i like raisinets 0.99
00:59:08.420 like i can't stop eating those are you serious oh my god i love them i feel like that's a girl 1.00
00:59:11.960 that's the most random ass no dude what are you talking about raisinets yeah that's weird yeah but 0.86
00:59:16.460 i never would have guessed that tamales anybody would have that as their favorite are you serious 0.99
00:59:20.460 raisinets oh fuck dude come on now raisinet nation it's a thing hey raisinets if you want to 1.00
00:59:27.320 no don't fucking say yeah and don't send me any either because i'll fucking eat them all yeah that's 0.99
00:59:31.700 true okay those things are addicting um okay andy this is at from underscore the null underscore 0.99
00:59:39.760 null i don't what one trait is most admirable for a person to cultivate in themselves
00:59:45.060 what's the context is it like for business or for i think the ability to make friends
00:59:52.100 oh yeah the ability to make friends because it's useful in every aspect you know if you can become
00:59:58.120 good at having random conversation with people and meet people and and i mean dude the world runs it
01:00:02.960 doesn't run on money it runs on people and if you can cultivate the ability to make friends and build
01:00:07.580 genuine relationships you're going to be successful i like it yeah some of these are really interesting
01:00:12.220 questions they're not things i'll do another one because those are short yeah well i'm going to
01:00:15.720 ask you a couple of short ones so this is a question andy given the advance in technology
01:00:20.200 uh what do you think the future of handmade items is do you think people will still appreciate them
01:00:24.860 this is a guy i think people would appreciate them more you think so yes because true craft
01:00:29.320 yeah because the more the more people become automated and the more everything becomes mass produced and the
01:00:35.980 more everything becomes big business the more appreciation and value there is for handmade items
01:00:40.720 and personal connections and everything that is done on a small you know scale so yeah i i think
01:00:47.760 handmade goods is gonna is gonna the value and and the ability to make good profit margins on those
01:00:53.760 kind of items are gonna gonna go up not down nice okay here's a this is a another one to just your
01:01:00.700 personal life at edward van mail i'm not sure how you pronounce that andy you've been very successful
01:01:06.020 getting back into shape what worked for you um i put a tremendous amount of pressure on myself
01:01:11.720 to to follow through on the program you know i don't is he asking like what worked for me like
01:01:18.300 technically in practice in practice like oh like oh like what i actually did yeah well okay so like
01:01:24.220 assuming that's like mentally we did the transformation contest where i made it
01:01:27.580 so if i didn't get in shape it would pretty much ruin my whole entire company yeah okay so like that's 0.83
01:01:32.600 the amount of pressure i put on myself to where i had to fucking do it i didn't have a choice 0.90
01:01:35.740 um and that's that's what i mean when i talk about like putting yourself in a corner where you have 0.90
01:01:41.560 zero option mentality which we have an episode called zero option mentality that you can listen to
01:01:46.080 um but you have to build the proper amount of pressure to follow through it doesn't matter what
01:01:50.920 you do as far as workouts or food or supplements or any of that shit if you're not going to follow 0.61
01:01:55.940 through with it so that's the number one thing the other thing i did was uh you know i bought all 0.97
01:02:00.740 kinds of products from firstform.com are you guys even fucking listening because that was a joke 0.94
01:02:05.460 it just wasn't funny all right so anyway no i'm kidding um i get them for free but uh but uh no i 0.73
01:02:13.860 you know i did cardio every day um five six days a week for like 30 minutes uh before i lifted
01:02:21.280 because i like to do it before i lift then i weight lifted and uh and then that's pretty much
01:02:27.320 all i did the whole time in the last like eight or nine weeks i did cardio at uh night as well so
01:02:32.380 i added in like a second session um and then the last three weeks i haven't done shit because i've 0.77
01:02:37.140 been letting my body like recover because i took i went a year straight without having a day off really
01:02:41.720 unless i was like sick um and then i basically started up again yesterday so i'm trying to make
01:02:47.420 that second jump you know i dropped from two or 330 down to 260 now i'm back up to like 265 right now
01:02:54.580 now i'm trying to get down to 240 yeah so there's no question that making a public commitment commitment
01:02:58.900 to your goals helps yeah it's huge it's huge it's huge yeah that's not enough for some people though
01:03:04.220 like some people need to even do more than that like me i have to come up with a way to actually
01:03:07.640 destroy myself if i don't follow through otherwise i won't do it right you know what i mean but like
01:03:12.780 if you're a young guy and you're single and there should be a lot of motivation there you know what
01:03:16.580 i mean but like you said that the grand cardone when we were down in miami like you
01:03:20.100 you can only you know go forward if your back is up against the wall yeah a lot of people are like
01:03:26.120 that but a lot of people can't figure out how to a lot of people shy away from pressure i love
01:03:30.220 pressure i think it's said you purposely put yourself in that situation always in every every
01:03:34.540 situation like financially uh you know business wise everything i try to do i try to put myself as
01:03:40.240 much pressure as possible right you know right well i have to admit physical stuff's the one thing that
01:03:47.360 i'm just just falling apart like 17 days in i've worked out twice so i gotta get i gotta get with
01:03:53.420 it i gotta figure out a way to motivate myself it's you could join the 2017 first form 2000
01:03:59.300 250 000 transformation challenge i could do we give away 250 000 every year for people who follow
01:04:05.400 through on getting in shape we should have a you know what we should do an mfceo division no we should
01:04:09.720 have a whole campaign like it's a contest you win 50 000 it's called improve the impaler
01:04:14.940 and people people people vie to become my personal trainer and turn me into the rock 0.98
01:04:20.760 they're nobody see here's the thing though nobody's gonna turn you into shit you're gonna turn 0.98
01:04:24.020 yourself into shit i know that's that's the thing it's like people think they're gonna hire a trainer 0.99
01:04:28.020 buy some supplements and do all this and then all of a sudden it's gonna happen you know it just 1.00
01:04:32.920 comes down to controlling what the fuck you eat and actually following through that's probably true 0.98
01:04:36.080 you know it's it's 100 sure all right two more quick questions um is out so ekim knives i assume 0.98
01:04:44.440 that's how you say it asks is outsource is outsourcing a solution or selling out
01:04:49.400 what i don't understand the question i guess like outsourcing to other countries
01:04:54.260 outsourcing different services i'm assuming all right look this is the kind of thing i'm talking 0.99
01:05:00.860 about here this should be a it shouldn't even be a fucking question like what the fuck do you 0.98
01:05:05.140 mean is it selling out if you can outsource something at a cheaper rate than what it would 1.00
01:05:09.140 cost you here to make your family more money and put more food in the fucking table what the fuck do 0.99
01:05:14.000 you think yeah you know what i'm saying like playing devil's advocate outsource doesn't mean go to 1.00
01:05:18.420 fucking japan you can outsource solutions to america okay outsourcing i think he means overseas but 0.92
01:05:24.060 so how do you know he thinks how do you know i don't know but i assume i always think you assume that 0.99
01:05:27.640 because you think when that's because that's common language okay there's plenty outsourcing all that
01:05:32.400 means is taking a problem and putting it onto another company who specializes in that in that
01:05:37.760 field and letting them solve it so it could be customer it could be a fulfillment it could be 0.99
01:05:42.460 packing your boxes it could be answering your fucking phones all that shit's available here in america 0.99
01:05:47.340 and you know i don't think that's what he meant but you know is outsourcing to other countries selling 0.99
01:05:55.020 out your country i don't believe so that's fucking business you know i do everything american 0.99
01:06:00.080 that's what we do here everything we do is american but i don't think anybody's under 0.99
01:06:06.140 specific we have we are in the position to make moral choices and they won't kill us if you're like
01:06:13.400 starving and you're having trouble paying your bills and this is the way you're going to do it 0.98
01:06:16.740 what do you mean selling out you know i'm saying yeah like you're fucking business business is math 1.00
01:06:22.040 it's it's fucking one dollar you make two dollars then you take one dollar and buy some new shit you 1.00
01:06:27.660 take one dollar home it's fucking whatever makes that happen the easiest is what you'd fucking do 1.00
01:06:32.720 yeah yeah all right lighthearted question to finish up this guy's ask asking this is at the dead 0.99
01:06:39.720 underscore lifts go i guess is how you say it basically wants to know your your uh tips for
01:06:46.600 grooming a beard or or recommended products dude i use dollar beer club product i love the guys at
01:06:52.640 dollar beer club i love their product i've got to meet them because i love their product so like when i
01:06:57.600 you know when i talk about their product they don't pay me um i'm i got to be friends with
01:07:02.580 them because i started plugging their product on the fucking show because i liked it and so i use 0.99
01:07:07.980 dollar beer club beard oil i use their brush i use uh their cream that actually helps condition 0.99
01:07:13.800 your skin underneath the beard so you don't give like flakes and shit because i've had a beard i'm 0.98
01:07:17.740 not a fucking hippie hipster 12 you know one year beard where i've had a beard for five years 0.99
01:07:23.020 straight at least right and on and off for probably 10 years but um i like dollar beer club man and 0.99
01:07:29.440 then like as far as like the trim dude the trim is the art like you like sometimes you fuck it up 0.77
01:07:33.600 though and then you got to go extra short and that sucks and then you're like why would i do that 0.97
01:07:37.380 but like the rule number one about beards is you don't ever fucking cut them off so any you 1.00
01:07:42.160 pussies out there that fucking gave into the i'm cutting my beard off shit i feel sorry for you 1.00
01:07:47.720 you're not a no shave november guy you're just a no shave period i'm a no shit yeah i i groom i don't 1.00
01:07:52.580 shave yeah there's a difference yeah i cut with scissors like sculpt make it nice and pointy like 0.95
01:07:57.980 a viking yeah you know what i'm saying oh yeah it gives my face a nice angular shape as opposed to
01:08:03.100 like a round fat face i feel like you're one of those guys who like if you were in if you were cast
01:08:07.440 as an extra in some sort of like viking movie or braveheart you really wouldn't have to do anything 0.63
01:08:11.860 no i would just be all they everybody would be like looking on wikipedia like who's that guy
01:08:16.000 and then i would become fucking famous you'd be like who's the guy and all i need is a break 0.97
01:08:20.420 do you like 300 fuck yeah i like 300 who doesn't like 300 all right you didn't like it no i loved it 0.99
01:08:26.800 i was gonna say you almost got fired from podcast no i i liked it but that isn't that is another one 0.98
01:08:31.100 of the questions which is what what's one of your favorite movies in terms of motivation
01:08:34.460 oh man you know what movie i like walk to remember i've never seen that what is that
01:08:42.820 no what i like is uh remember the titans yeah that's good because i like that movie because
01:08:48.140 it's like a team effort and it shows like like it's a good movie okay like for entertainment but 0.94
01:08:53.100 the story and the lesson of the movie is cool because it's like there's gonna be hard shit 0.51
01:08:58.140 not everybody's gonna get along not everybody's gonna like each other but through the work through
01:09:03.220 the process everybody becomes a team and they become unified you know and it's a great story on
01:09:08.160 culture like when you have a business like i hear a lot of people they cry and moan about like oh my
01:09:13.700 people don't get along the reason your people don't get along is because you're not challenging
01:09:16.660 them to solve problems together because bonds and relationships and culture and teams are built
01:09:22.560 under pressure like dude great team culture like we talked about um a couple weeks ago have you ever 0.88
01:09:27.760 seen a team with great culture fucking or a team that didn't have great culture win a super bowl it 0.85
01:09:32.920 doesn't happen right it's a it's an essential part so the way you create culture is by bringing people 0.83
01:09:38.520 of all different you know genders and races and thought processes together and making them do the
01:09:44.200 fucking work to solve a problem together and that bonds people respect is built then you have a
01:09:48.760 culture you see what i'm saying yeah that's why i like that movie so much because it like the team at 0.99
01:09:52.860 the end of the movie like in the beginning it could be not a worse culture and then they work their
01:09:56.960 asses off work their asses off work their asses off respect's built trust is built loyalty's built 0.98
01:10:02.560 and then all of a sudden they're kicking everybody's ass right you know what i mean 0.98
01:10:05.160 yeah how do you feel about the the part where the guy takes himself out and puts the other guy in 0.98
01:10:08.980 because he's better i mean that's fucking good team it is awesome but would that would that be 0.66
01:10:12.660 consistent with having competitive attitude yes if you're on a team mentality gotcha like dude if i 0.97
01:10:17.280 have a fucking if like what would be a use in me designing some video when i don't know how to 0.97
01:10:22.540 design video or me just so i could say i designed the video versus me going to tyler and saying hey dude 0.99
01:10:28.080 i need you to fucking put together a video because you're better than me at it you see what i'm saying 0.95
01:10:32.080 yeah yeah that's a good point of leadership too like being a great leader you don't have to be 0.98
01:10:35.860 the best at everything your job is not to be the best at everything it's to place the people who
01:10:40.080 are at the best of those things in the right positions right regardless of how good you are
01:10:44.280 at them right see what i mean right so guys once again a lot of what andy is saying is his own
01:10:50.700 experience but some of it has gotten as a result of good study and life experience and if you haven't
01:10:57.100 yet picked up the uh the reading list the mfco reading list check it out the mfco.com forward
01:11:04.020 slash badass books i think that's enough for today yeah all right guys thanks for listening we'll talk
01:11:09.060 to you next time
01:11:09.560 you
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01:11:17.980 you
01:11:19.980 you