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- [00:00]
A
Just give me a minute. There's one mistake worth making. It's when you make a mistake from a calculated risk. Not just a risk, but a calculated one. I had a business fail many, many years ago. It cost me right around $2 million. Now, it wasn't that, that was a lot of money. It's just it was all I had at the time. I was feeling pretty down, pretty defeated, pretty defensive. And I had a mentor of mine, the great Gene Kuhlman, come alongside me. And he said, brian, you've just been to a $2 million seminar. What are you going to do with the information? And I realized I needed to learn from this experience. Now, this was an expensive one. It took six hours to make a bad deal and six years to recover from it. But that 2 million dollar loss has made me a fortune because I learned a lot about myself. I learned a lot about research in a business. I learned a lot. And I learned a lot about making a mistake, taking a calculated risk. Top of the morning to you. I'm Brian Buffini. We have a great show lined up for you today. You know, we all make mistakes. Some are bigger than others. Some come with bigger risk than others. But it's all in what we learn and how we bounce back from failure. What if this setback is just information and not something that defines us? What is it teaching me as opposed to It's a verdict of who I am. Did I actually fail or was just my original plan failed? We're going to explore these thoughts and much more in today's edition of Brian's Blueprint. My old mentor, the great Zig Ziglar, he used to say, failure is an event, not a person. You know, I have the great privilege this year of speaking at Zig Ziglar's hundredth birthday party. And that man helped me enormously. We would listen to his programming throughout our home. Our kids grew up with how to Raise Positive Kids in a Negative World. And I listened to Zig and went to all of his events, read all his books, See youe at the Top. And we became friends till the end of his life. But the first time I really connected with Zig was this quote right here. You know, I've owned 47 businesses in my life and 46 of them made money. I had one that didn't. I had one that was a failure. And I will say this, it took me six hours to put the deal together that ultimately took me six years to dig out of the hole. What happened was it wasn't just the cost the money cost, the real cost of a failure is you can often tie your identity into success or experience. So, for example, with that situation, when Zig said failure was an event, not a person, at that time, I had come to believe that it was a person. I had had all these successes. In fact, I probably got carried away with my successes. I probably got a little prideful about my success. I started to take it for granted, started to think I couldn't make a mistake. Sometimes I had made decisions. One time I bought a piece of land and I developed 13 houses. I really didn't know what I was doing, but I developed the land, built the homes, and it happened to be at a time in the market where there was such demand. When I released the development for sale, people were sleeping in sleeping bags outside the gates to the property to be able to put in a bid. Every single one of these homes sold over what I was asking. Well, after a while, you start thinking it's you. You start thinking I'm the reason for the success. Then you stop being perhaps as disciplined in your research a little more. I would say I became numb to risk. And I kept winning. I kept winning, I kept winning. So I cavalierly walked into a business environment when it didn't go right right away, well, I can overpower this. I've always wanted everything. So I doubled down. I spent more money, more time, more effort. Eventually it turned out it was a bad business decision. It turned out it wasn't properly researched. It turned out I had not listened to feedback. Even my wife, she was like, brian, I don't really love this. And I just said, no, no, this is all going to work out. So what happened is I rushed into this deal. I didn't do the calculation. I had become a little, maybe a little full of my own self. And I paid a huge price. It wasn't all the money I lost. What I lost from having experienced a large failure was a loss of confidence. I started to doubt myself. I started to be overly cautious. You know, OG Bandino would say, you know, what happened to the cat who jumped on a hot stove? Well, he never jumped on a hot stove again. The problem, he never jumped on anything again. And that's what was starting to happen to me. Failure is an event, not a person. That quote, it had to rattle around in my brain a lot to ultimately I said, what is it I'm going to learn from this? You know, the great C.S. lewis said this. Hardships often prepare ordinary people for an extraordinary destiny. I can tell you today, we built and invented the coaching business. Thirty years ago, there were no coaching companies. Just not the case. And so we kind of developed the whole coaching business. We've done over 2 million coaching sessions as a company, Done it far longer and more in depth than any other business ever in the coaching space. That business that's changed the lives of millions of people worldwide ultimately came from the failure I had, the experience I had, and the lessons I learned from that and your motivation during those times, you really find out when you're down who you have. I had so many friends and associates and people who wanted to play golf with me. And I was very popular at my church and everywhere I went because everything I did turned to gold. Well, when I had this failure, it was amazing who suddenly wasn't returning my phone calls, the parties we were no longer invited to. People didn't want to be associated with failure. You find out who you have in your life at that time, and you find out what's important to you. So a gentleman that I've never really referred to in all my years of speaking his name was Tom Kelly. He was an enlisted guy in The Navy, spent 26 years, became a chief. He was a golfing buddy. We never really talked about much other than golf and sports. He was just a great dude, and we had a good time playing golf. After I had this experience where I had this failure, Tom Kelly came by my house one day. We just had a beer, sitting down, hanging out. He knew I'd been through a tough time, and he said, you know, it isn't how far you fall, it's how high you bounce. Now, the reason that was so powerful to me is Tom Kelly was not a motivational speaker. He was not reading the 7 Habits of Highly effective people. But he knew he had a friend in need, and that galvanized our friendship. But it was also a word I needed to hear at that time. Maya Angelou said, I can be changed by what happens to me, but I refuse to be reduced by it. And that's ultimately what happened to me, going through a failure of my own. If you've experienced a failure, the key is to get back on the horse. Now, this is important. You don't want to get back on the exact horse you just fell off. Okay, you need to get back on the horse, which means you're willing to take risk again. You're willing to go for something again. Better to have loved and lost than never loved at all. It can apply to every area of your life. What the human brain is looking for is A thing called homeostasis, which is, this is what's normal, this is, this is what I can accept. And when we go through a major change in life, sometimes change is imposed upon us. Sometimes we make the changes ourselves. The human being is always looking for that homeostasis. It's kind of like a homing pigeon returning home. And so that's what happens is people are always trying to get back to where they were. I would say when you go through a failure, a setback, a difficulty, a life altering circumstance, the goal is not to go back to what you know, but take what you know and take it into something new. In fact, that's what we're doing right here with the Brian Buffini Show. We're taking something we've done well for over a decade and now applying it to something new. A great quote says, do not judge me by my successes. Judge me by how many times I fell down and got back up again. Nelson Mandela. 27 years on Robben island might teach somebody something. So here's my encouragement to all of you. Everyone in life is going to make mistakes. Everyone who ever dares to do anything of any significance is going to fail. Failure is an event, it's not a person. It's part of the feedback mechanism that gives you information about yourself on how you process things and how you need to process things differently going forward. Don't doubt your instincts, don't doubt your sense that you can achieve and belief in yourself. But get more information. Get not everything in consensus, but be willing to listen to people who will argue against your positions. When I went to start this coaching company, I had very, very important people in my life try to talk me out of it. But I took their information on board. I took their information on board and I analyzed what it is that their concern was and where were the valid concerns. And some of them were very valid and some of them I hadn't thought through. And it helped me prepare more, it helped me prepare better. And ultimately I had to come to the point that I believed in myself and go for it again. Failure is an event, not a person. You're the person you need to keep risking. You need to keep growing, you need to keep daring to win. Failure, all it is is feedback. And if you take it as such, man, you will step into your future destiny. You'll achieve what it is you're capable of. That's my blueprint for you today.
- [10:16]
B
People talk about failing fast all the time, but what does that actually look like to you and how do you work through the pain of it.
- [10:23]
A
I think you can make mistakes fast. I don't think you can recover fast. You know, we live in an insta world, but you don't recover fast. You know, it takes a second to cut your finger with a knife. It doesn't take a second for the wound to heal. It's just not the way nature works. It's not the way human beings work. I've shared the story. I've owned 47 businesses, 46 of them made money. That's a pretty good record. But the one that was a screw up, and it was a royal screw up, was when you were a kid, it took six hours to negotiate that deal, and it took six years for me to recover.
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B
Wow.
- [11:02]
A
And I lost not just my money, which was big. I lost momentum, which was big. The biggest thing I lost was my confidence.
- [11:10]
B
Yeah.
- [11:11]
A
And then I started to doubt everything I was doing. And so then it was like, okay, dig in. What am I supposed to learn? And because of that, the failing was fast, the recovery was slow. But in that recovery, I went to the school of Brian Buffini and I said, okay, what is it in my nature that that led to that? Well, it was a rapid decision. I like doing things fast. So I made a very rapid decision. I had had success after success. So I didn't have a plan. I had an idea. And an idea is not a strategy. The problem is I'd had ideas before executed on them and I'd won. Well, that reinforces bad behavior. And then the third thing, there was a couple of red lights. Whether it be your mom was like, eh, I'm not feeling this one. And I'm like, oh, no, no, let me show you the P and L. This will work. I had a couple other people who asked me questions and I went, yeah, yeah, I'm fine. And it was a combination of my own arrogance, past history of winning, and then also I just wanted to do something because as an entrepreneur, sometimes starting something new is the juice. I did it at the peak of my career. I did it when everything was crushing. I did it when I was printing money. I had a great name, I had my customers flowing in the door, and I almost got bored with success. So I made a fast decision, quick deal, and it took me years to recover. It was very painful. But I'll say this, without that decision, Buffinian company, no way it exists and no way it survives. If it had worked, I'd be the chairman of the largest misting company worldwide. I'd be providing cool misting at theme Parks and ballparks and all over the world. Yeah, it would have been. Yeah, we were at Sea World, we were in nascar, we were at major league baseball arenas, and we were at every county fair in America. And that's cool. That's what it was. It was a cooling system. But I wouldn't be impacted improving the lives of 4 million people in 47 countries.
- [13:16]
B
Yeah.
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A
And I wouldn't have built a sustainable business, a legacy business that'll live on after I do. So I failed fast, for sure. I didn't recover fast. And I think that's the reason why most people don't risk is because it does take just a few seconds to cut the finger. It does take a while to recover. And I think the fear of that is what makes people not take a risk in the first place.
- [13:39]
B
So a lot of people are dealing with fear of failure while trying to provide for families. You had a family during this time too. So how do you work through that while providing for a family?
- [13:50]
A
Well, it was very helpful to have a supportive wife. And I don't know if I've shared this about your mom, but your mom was vehemently opposed to this idea. We have always been in agreement with things and so on and so forth, but at the end of the day, she is. I want to trust you. I severely upended our finances, and I did it at a time right when we were at the end of this business mistake, the market went upside down. So all of the real estate holdings we had all of a sudden went from being a positive equity to kind of break even or you couldn't get your money out of them. So the thing about your mom, and this is really the success story you should be ask Mrs. B. Is she never crucified me for it. She never brought it back up over and over again. And what. What she did was she didn't kill my spirit. And what a lot of people don't realize is that you have a spouse that makes a mistake and you grind them and grind them and grind. You break their spirit. And what happened for me is it made a guy who was already driven, already ambitious. I am going to take care of this woman the rest of my natural born life. It made me more driven. I was almost like, I wish you would kind of give me a hard time, you know, because the silence was almost more deafening. But I was like, I am going to. I doubled my efforts. And that's why I said, from that point on, your mama, whatever she wants, she gets.
- [15:14]
B
That's awesome. What encouragement do you have to. Someone who's a spouse of someone who's working towards something to not kill their spirit and encourage them through the. Through the hard time.
- [15:27]
A
I think the key is to not to speak to one another out of one another's fears. You know, if you're trying to do something, I think you can attest to this. The one thing you guys can say about me and your mom was we were always on the same team.
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B
Yeah, always.
- [15:41]
A
Always on the same team. And whether it was when it came to raising kids, when it came to she. She decided to homeschool you guys, I certainly wasn't on board with that, but I trusted her. And it got to the point later in life where if anything ever happened to your mom, I would have homeschooled you guys. Now it would have been chaotic. Oh, that was, man. We'd have had the smoke machine going in class every day. We'd have had the mastermin. You guys would have hated life. But we're a team and I think shared goals, shared vision, on board together. And then you got to be willing to sacrifice for one another. And if there's a failure, it's a joint failure. And then you learn together. And then if you do it together, the recovery is twice as fast. The recovery is twice as fast, and the results will be you squared. So when we got on the other side, that's what you look at the life your mom and I lead. There's no way we thought we'd be where we are today and doing the things we're doing and in the position we were at. But we were on the same team. We had a shared vision and we, we just got after it. We said, okay, this is the mistake. We made it. It was harder on me because I, I knew I had led us into that. Humble pie is the pastry that's never tasty, but it's probably the most nutrient filled meal in the world.
- [16:54]
B
Yeah. Do you see failure different now? So, like, before, it would be crushing and humiliating, maybe, but now you realize it's closer to your goal. Like how you're closer to Buffco after mistymate.
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A
Yeah. Yes and no. So yes, 100%. You've got to be willing to try stuff. Here I am. I'm 58 years of age. We just, we had 10 years of a super successful Brian Buffini show and we've just started a brand new format. It'll rattle some people's cages, but I think ultimately people are going to love what we're doing. I, I'm pretty confident in that because we got a lot of feedback. As you get older, you do get a little more risk averse. And you should. When you're younger, you should be taking more risks and you should be buying the growth stocks and doing those kinds of things. When you get a little older, you gotta be a little wiser. Why? Because you don't have as much time to recover from the mistake. Now, I'm 58. I'm not heading for the Happy Acres here anytime soon. But I'd say people in their 70s should be very risk adverse for the most part, except personal risk, which is okay. I'm going to learn a new language. I'm going to learn to play an instrument. I'm going to take those kind of risks as opposed to risking their finances and risking their business in their 70s. So I think when you're young, you should go for it. Middle age, middle age in the grinder with the kids, boy, it's hard to go for it. But shared vision works. And then as you start to really find your footing, find your gifts, find your place in the world, then execute experience, mastery. And then at that stage of the game, you know, take far more calculated risk and put more, more calculation into it the older you get because you got less time to recover.
- [18:24]
B
Yeah. Well, this is pretty awesome. I got to ask all my questions now. It's time for someone else to ask theirs. Great job.
- [18:31]
A
All right, Top of the morning. You're on Coach Em up at the Brian Buffini show. Logan, tell everybody who you are and where you're calling in from.
- [18:44]
C
Logan Henry. And I'm calling in from Gorgeous. San Diego.
- [18:47]
A
Now we know it. Well, what part of San Diego are you, Logan?
- [18:50]
C
Actually, Mission Valley.
- [18:52]
A
Yep, that's where I got my start. Sold real estate there for a lot of years. Good stuff. How you doing, bud? What can I do for you today?
- [19:00]
C
Yeah, so I've been part of your program ever since I started. I'm in. I'm in leadership coaching with Kelly. I've been in coaching for over 10 years. You know, I guess my question to you is you approach every day with a sense of gratitude. You talk about that a lot as I try to do the same. But when you have a season, as we all do, and you can't see the forest for the trees, what do you do to keep yourself positive and refocus your perspective?
- [19:31]
A
Great. And here's the thing. You've been operating at the top of the profession here for a long time. And we've just endured what I believe is the three hardest years we've had in real estate in a hundred years. It doesn't make the news because the giant recession of 2008 was driven around the consumer, right? When 37% of people's value goes down, that's a crisis. Right. When mortgage companies foreclose and we have this giant credit crunch, that's a crisis. This last three years has not been a crisis because it's only really been a crisis in the real estate business. Okay. Which is we have the same volume of sales that we had in 1995 when we. 80 million less people. So the only thing that I could do. And you can. And by the way, it's affected our business too, right? So we're the largest coaching company. So you have that many people leave the business this much turmoil, it's affected our company as well. What I do is, number one is, is keep perspective. And I keep perspective by putting myself out there, you know, and what it allows me to do is when I go talk to strangers, it makes me very, very thankful for my members. Does that make sense? So I'll go do. I'll go do a meet and greet at an event, and then I'll go do a meet and greet at one of our events. And it comes and I say, oh, my goodness, my people are the best. Right? And it's kind of the difficulty, gives you perspective. The second thing, I remember the good days, and I remember what got me to where I am today. And then the third day is this. I can't control but two things in my life, my attitude and my effort. And so what I have to do to control my attitude is I'm voracious about my routine. And even with that, I've traveled a bit more in the last six months than I have in the last few years. And very hard when you're traveling to keep your routine. But I am more fanatical about my routine than I've ever been because I keep going. If I can win the morning, I've won the day. So I really am focused on. I have some quiet time in the morning. I have some reading time, I have some worship time, I have some workout time. I take a sauna and I jump in a cold pool. And when I do that, I'm like, hey, you know, I've won the day already. And it sustains me. The other piece to the puzzle is you can only focus on your activities. Like, what can you control? You can't control. What if there's a war? You can't control the price of gas. You can't control interest rates. You can't control the last four years of inflation and prices in San Diego going up sky high. But what you can control is how many people can I go see today? How many people can I go invest into their lives today? What can I do for my team today? And so just like, I have a routine that's highly disciplined in the morning, I then have an. And I have a list of things I'm going to get accomplished in the day. And I focus on that. It's one of the reasons I brought back the blitz, Logan, was to help people get back to, hey, I'm just going to have this little book. I'm going to put my head and rear down. And if I can just do that, because here's what I know. If I just do these activities over time, I will win. Over time. You know, when people ask me about raising kids, I go, if you do the right things in the long haul, you will win in the long haul. You'll produce great people. They might not do the things right the first time. They might not be respectful today. You know, all those things, they might not listen right away. They might not clean up their room. You might have to tell them the same thing a hundred times. But if you keep doing the right things, eventually you will win. So I just think that it's my attitude, my effort, and my daily routines. Those three things, my attitude. And I have to have my morning to have my attitude, my effort. I'm still going to apply myself, not force it, just going to apply myself and then my daily routines. And again, you know, you're part of a system. You think about this, Logan. You know, you've done very well in the past when you follow the system and you got results. A lot of your competition have no system at all. What are they doing? What are they clinging onto? And if you're using this system, you're building relationships, making deposits, and when the market turns and circumstance turn, you're right there. You're right there. And so I love the question you just asked. And I promise you this question is going to be heard by an awful lot of people on this show, and an awful lot of people are going to be nodding their head, going, I'm right there with you. So hopefully that's helpful to you. Let me ask you, do you have a distinct morning routine? Well, that's. That's the thing.
- [24:09]
C
I mean, like last year, I did my best year ever. Kelly's helped me out. I have my routine, but I have two small kids Yep. I know that. You know how that, I mean, two and eight months. So my routine is. Is not a routine.
- [24:21]
A
Yeah. Yeah.
- [24:22]
C
So I. I try to do what I can. My journal is non negotiable, so.
- [24:27]
A
Yeah. Well, I'll give you an example. I did my morning routine at 8 o' clock last night. You follow me? I did my morning routine. My day got blown up by at 5:30. There was, you know, all hell was breaking loose and it went out the window and I did my morning routine. I was tired, I wanted to go to sleep. I had a long day. But I did my morning routine at 8 o' clock last night. That's a fact. And so do the best you can. You know, I've raised those kids. I'm now in the grandkids phase. And here's what I'm going to tell you. You know, it's the best investment. It's what makes a man. I'm proud of you as I can be. You built a great business and you got those little crumb snatchers and they don't care what your routine or your schedule is. Okay. But you know, you just got to make sure you have a little time for you, a little time for mom. You'll be just fine.
- [25:19]
C
Well, thank you, Brian. I appreciate it. And thank you for all you guys do for everybody.
- [25:22]
A
Yeah, it's a pleasure. It's a pleasure. It's a joy when I get to work with people like you, pal.
- [25:26]
C
Well, thanks a lot. I appreciate it.
- [25:28]
A
Yep. Keep chipping along.
- [25:29]
C
All right. Have a good one.
- [25:31]
D
Hi, Brian.
- [25:32]
A
Oh my gosh, David. It's great to see you, my friend. How are you?
- [25:36]
D
I'm doing well, but we've had some challenges this last month. I was here at home and I had a heart attack while I was shoveling snow.
- [25:44]
A
I follow you on social media. I didn't see anything on there.
- [25:47]
D
Yeah, we went dark. I just turned 54 this past weekend. And this past month, of course, has been a real. It's really forced me to slow down and reflect. So now my wife and I have been blessed, as you know. We've built a good life following the principles you teach. But right now it feels like I'm navigating a difficult season inside the good life. So I'm right. I'm still loving serving my clients and I want to keep working, but there's some fear about jumping back in. I was into the office actually this morning. I got the all clear to drive and. But my dad also had a heart attack at this age, so it Feels like life is echoing us a bit here. So.
- [26:25]
A
Wow, that's a, that's a shocker, buddy. And, and you know, I, I don't know how, why it is in the colder climates, the number one activity where people have a heart attack is shoveling snow. And so that's kind of a wild deal. How long did your dad live? Let me ask you that question.
- [26:41]
D
My dad lived to 75 and this was in the 80s and great. Yeah, he had a good life after that. So as a farmer, he did.
- [26:49]
A
So that, that's encouraging. On the other side, this is the wake up call, right? So this is the wake up call. And so right now, number one, two and three goal is your health. And how many times would you have set goals with me over the years, David?
- [27:05]
D
Oh my gosh, so many. 18 years worth, Brian, it's been great.
- [27:10]
A
And you've achieved so many of those goals, haven't you? I mean, there's so many times you wrote down a goal and I remember you've shared this with me. There's many times you said what you thought were unrealistic goals, right? Yes. And they came about.
- [27:21]
D
Yes.
- [27:23]
A
So right now we need to set some goals. This is the key. And you know, you and I have, you know, obviously you're in our coaching program 18 years because we have similar personalities, similar type values. And I love to serve, I love to help. And, and many times I serve and help beyond serving and helping myself. And I'm 58 and this is not that long ago for me where I realized, Brian, you are burning it at three ends and you're trying to save the world. And it's hard for me to say, to make myself a priority. And when I go to do it, I have the world and all chasing me because If I do 100 seminars, people will be disappointed I didn't do 150. You follow me? Yes. That's the world I live in. If I write 100 notes in a month, people will write and say I didn't get one. So I live in that constant dynamic of enough is never enough. However, I got to the place here very recently that I have to make myself a priority and I have to use even different language of myself because I don't even like saying that, what I just said to you. So I'm just going to share this with you because now what's going on is when you have a shock to your system like that.
- [28:38]
D
Yes.
- [28:39]
A
The next thing you have is, oh my gosh, do I have a ticking time bomb inside me? Right. I'm sure you feel that way. So I would say this, every one of your goals right now need to be around your health, your well being. And here's the third part, a vision for yourself in the future. Now thankfully you go, okay. My dad lived another 20 plus years so you have that encouragement. But technology is better, medicine is better and you probably have a higher standard of living than even your dad did. So there's some things that you can do to make this the case. So my encouragement to you is this, number one, make, make a series of goals about your well being. 10 days, 10 months and five years. And let's say you're going to set a goal that at 59 I'm healthier than I was at 49. What does that look like? What's that going to take? Maybe next year instead of shoveling snow, you're somewhere warm because you're taking three weeks off and you have maybe you have a situation where you now you have someone who's handling some of your business and some of your leads and you have great leads and great referrals and people who trust you enormously. Now tell me about the makeup of the business. Do you have any buyer's agents or anybody like that?
- [29:57]
D
No, it's just myself. I'm a one guy operation.
- [30:01]
A
Great. So maybe the next step is even a part time assistant to start to shoulder some of this responsibility. And what I think actually you'll end up doing better and more. But I actually think what you need to do right now is better. And even if you have to pay a few bucks to someone to do to help you part time. And I will say this, a part time assistant with the help of AI today is a very powerful person. There's so much is able to be done and that's why we have Michael Thorne teaching the AI course. We have people who are, you know, taking the paperwork and all the chasing around and, and minimizing that. So what you need to do right now is to write yourself into the center of your script, David. You and your family, your health, your psychological health, your physical well being. And it's time. You've been doing this a long time. How long you been in the business?
- [30:50]
D
I'm entering my 20th year in business.
- [30:53]
A
20 years. And real estate is, it's no joke. And real estate in Canada right now is no joke. My encouragement to you is all of your goals and remember all the power of all the expertise of all those goals you set with me in the past. You reached so many, David. Now you're going to set some new goals. And the goals are about creating a visual picture in your mind of this healthy, vibrant, enjoying his life and his business. David Irwin. And then what is the kind of help you need to make that happen? You might, you might be making 70 or 80% of what you're making, but you might be working 70% of the time. You might end up making 110% more of what you're making and doing it in 70% of your time. We have many people in the network who've done that, but right now it's time you need a little bit of help. And you know, you just went through a bang. Your business went through a bang, you went back to the office. And because you're the sole, you know, chief dog and bottle washer, all that stuff you've been working on just backed up.
- [31:53]
B
Yes.
- [31:54]
A
So I would say first three goals are about getting yourself as healthy as possible, including a big picture. Secondly, you need to get an assistant. Okay. Even if they're part time, you need to get an assistant. You need to have somebody holding down the fort. Do you have a partner? Real estate agent. So if you go out of town, this agent handles your business and you go to town, they, they you handle there.
- [32:17]
D
Yes. I've got a wonderful gentleman that's taking care of my business through this right now, actually.
- [32:21]
A
Great. Well, that's brilliant. That's brilliant. I think you need to look at that on a more permanent, ongoing basis and find a way to do that. I'm also encourage you to kind of plug into the network a little bit more because we have a bunch of people who've done this. We have a bunch of people who are doing even what we call the active retirement.
- [32:38]
D
Okay.
- [32:40]
A
And I'm going to think of some names because I'm thinking of one gal in San Diego and she had a heart scare and decided to build a kind of a lifestyle business. She ended up doing more business, but none of the detail.
- [32:52]
D
Okay. Okay.
- [32:53]
A
But you know, increased her travel, her time off, her workouts. You've got to build your life around you now, David. You've built your life around serving your customers.
- [33:03]
D
Excellent. Thank you, Brian.
- [33:04]
A
You know, you're a special guy. I've known you a long, long time. You have a great energy. You always bring a smile to my face. I'd like to see that continue on for you for a very long time. Very sorry to hear this. Use this as a cabinet. Thank God this wasn't a more serious lesson. Right? Thank God you got the major red light on the dashboard, and now you got to go get the engine fixed. So set your goals. You've done it before, you can do it again. Get some help, and then build that bridge so that you can work towards the life you really want to live. Okay, my friend.
- [33:38]
D
Lovely. Thank you, Brian. I always appreciate your perspective.
- [33:41]
A
Pay some kid in the neighborhood to shovel the snow, he'll never do that again. Thanks so much, bud. Yeah, well, God bless you. You take care of yourself.
- [33:50]
D
Thank you very much.