B (2:15)

Like, I'm sore than I've ever been before.

A (2:17)

Well, you haven't lifted in a while.

B (2:18)

It's been a minute.

A (2:19)

Yeah, it's been a couple years since you've been lifting.

B (2:21)

No, it ain't been that long.

A (2:23)

It has been that long, bro.

B (2:24)

Years, even. That long?

A (2:26)

It's been a couple years since you.

B (2:27)

No, I've been off for, like. I've been off legitimately. It's been, like, nine months.

A (2:30)

Okay. But then it was like nine. That was like, once. And it was like nine months before that, Correct. Yeah. Okay. So, yeah, a couple years anyway. But you're looking good, bro. Were you down to under 260, right? At 260?

B (2:42)

Yeah, I'm like 265 now.

A (2:44)

You're trying to get some muscle and get leaned up. Yeah, doing good, bro.

B (2:48)

Yeah. Trying to just keep going, dude. It's just a mind, dude, because, like, I just. I want to get down, down and then build back up. Because I feel like if I'm here now, I'm start building, I'm gonna get back up to 280. No, you know.

A (2:59)

No, that's not how it works.

B (3:00)

Yeah, I know. It's a mind. Yeah, it's a mind.

A (3:02)

Yeah.

B (3:03)

It's a lift.

A (3:04)

Lift. Eat right. Do some cardio, and things will work.

B (3:07)

Yeah, it's a process, dude. I was talking to your dad the other day about it. Like, he's like, yeah, you know, I probably lost £10,000 in my lifetime, you know, because it's that roller coaster, dude. It's.

A (3:17)

It's.

B (3:17)

It's. It's a. It's a process, man. Yeah.

A (3:20)

I mean, look, dude, most people go through that, and. And that is why you have to address the issue at the mental level as opposed to the physical level.

B (3:28)

Yeah.

A (3:29)

You know, it wasn't until that really clicked for me that I was able to take the weight off that I had. For those of you guys that don't know, I was very heavy. I was £350. Not. Not that there's a good 350, but certainly wasn't good on me. And I had done that, too, man. I had struggled with my weight my whole life. You know, I grew up pretty chunky.

B (3:50)

Yeah.

A (3:50)

You know, I. I always got bullied for being fat. And then I went through phases my whole life where I would. I would kind of get in shape. I would get in, like, 80% shape, and then I would get fat again, and then I Would get in, like, 80% shape, and then I would get fat again, and I would go back and forth and back and forth and back and forth. And it wasn't until it clicked for me that, like, this is not a problem with my body. This is a problem with my mental fortitude and my ability to understand that. Discipline is a perishable skill, and if you don't practice it and you don't keep it up, it fades away. And when I finally made that connection, you know, which was right around the time that 75 Hard was born, you know, I haven't. I've been. I've been able to keep off. I lost 110 pounds that first year, and I've kept it off for. It's been 10 years, and this is.

B (4:42)

This is the longest.

A (4:43)

Yeah, it's been 10 years without me gaining, you know, more than three or four pounds on the upside.

B (4:47)

That's crazy. Yeah, it's not crazy. It's. It's. But it's fun.

A (4:50)

Yeah. I mean, the heaviest I've been the last 10 years is probably, you know, 272 or three.

B (4:57)

Yeah.

A (4:57)

You know what I mean?

B (4:58)

Yeah.

A (4:59)

And that's pretty good for me, you know, But I. I. In the last year or two, it's probably been 260, you know what I mean? And it keeps notching down, and. And as I get older, I'm, you know, working my way down to just being more healthy and more. More lean. You don't see a lot of old guys walking around 260.

B (5:17)

No.

A (5:17)

You know what I'm saying?

B (5:18)

And if you do, it's not good.

A (5:19)

Yeah. So, you know, my goal for this year is to try and, you know, make that next step to where. Instead of it being 260, where I hover at, maybe it's like two low 250s, you know, 250.

B (5:30)

Yeah. Yeah. So, yeah, bro.

A (5:32)

That's what I'm working on.

B (5:32)

Well, gas on the right.

A (5:33)

Yep.

B (5:34)

I said to the. The other day.

A (5:36)

So I said.

B (5:37)

I said, gas on the right side. Yeah. Pizza bar on the left. I'm watching you. Yeah.

A (5:43)

Yeah.

B (5:43)

I got you, dog. I got you. Hell yeah, man. Well, guys, it is Monday, A beautiful day to get better. I got three good ones.

A (5:51)

Yep.

B (5:52)

Yeah, let's. Let's. Let's dive into these guys. Andy, question number one, Andy. I'm 34, married with one kid, and I run a small construction company with about 12 employees. Five years ago, my goal was just to get the business stable and make more money than I did working for Someone else now. We're doing pretty well. We're profitable. My family's comfortable life is good. But something weird has happened. The things that used to feel like big wins don't feel like wins anymore. Hitting a revenue goal, buying a new truck, growing the team, it's all great. But after a week, it just feels normal and. And I'm already chasing the next thing. Part of me questions if this is what ambition is supposed to feel like, but another part of me worries I'm setting myself up to never actually feel satisfied. Did you ever struggle with the bar? Constantly moving like that? And how do you keep yourself pushing without feeling like nothing is ever enough?

A (6:50)

Well, look, there's a lot in that question, all right? The reality of ambition, if you are a naturally ambitious human, is always bigger, better, more, you know, and that's the nature. That's how people. That's how people think that are wired that way. When you're not wired that way, you know, you get to a point where you could feel like you're doing something wrong. And. And that doesn't. It doesn't help it that everybody around you is telling you, oh, you need to relax, you need to take a break, you need to chill and, you know, breathe in the air and. Yeah, no shit, man. We all know that, you know, when you. When you first start out and you don't have anything, like you're starting from zero, and you get that first win or that second win or that third win, and you start to climb the ladder of the. Of the levels that you're trying to push down the path. You know, you get used to winning, and it's just like, you know, new shoes or, you know, you go to the store, you order a new pair of Jordans, you're like, fuck, these are awesome. And then a week later, you know, you're like, just shoes.

B (8:09)

Yeah.

A (8:10)

And that's kind of the norm for people that are pursuing a higher level of existence, whether it be their business, their life, or whatever. Once you get a taste of it and once you understand what's possible, it's hard not to want to go right. Most people never discover what they're actually capable of doing, so they don't really go very hard. But once you get a taste, once you understand like, oh, this really is as simple as inputs and outputs. And if I do the right inputs and I allow time to do its job, it produces the output I want. Once you understand that, mentally, it unlocks a whole new level inside of you, because now you understand the rules of the game, it's not mystical anymore. It's not an accident anymore. It's not luck anymore, you understand? And when we spend our whole lives around people who believe that it's luck or circumstance or, you know, it's out of our control, once we figure out that it is in our control, it puts a whole new level of, like, enthusiasm and. And, you know, drive and ambition within us. And that can happen at certain points. Hopefully it happens as young as possible for you. That didn't really happen for me until I was in my 30s. Okay? I worked and worked and worked and worked and work. I never really saw much reward. But then when I started seeing the reward, like we started making a little bit of money, things started going the right way. The. That drove me into, like, overdrive, dude, where I'm like, oh, shit, this is how it works, okay? So you're going through a natural progression of someone who didn't really understand how it worked. You committed anyway, okay? And you did the work, and now you're starting to have belief. We talk about this a lot on the show. The work comes before the belief. You have to go out and be willing to execute over and over and over and over again with nobody clapping, nobody cheering, nobody giving a. And you still showing up and putting in at a high level. And you have to do that for a long time before the winds ever show up. But once they show up even a little bit now, you change. Okay? So you're just someone who's discovering this at 34. Some people figure this out at 25. Some people figure this out when they're 55. You're very young still. You may not feel it, but that's very young, especially in business. And I don't think you should. I know. You should not look at it like that's something wrong. You should look at it like you just got a peek into what your true potential might be. Okay? And once you really understand what success is about, because success isn't about your bank account. It's not about your businesses. It's not about your personal development. It's not about any of that. Because the truth of the matter is everybody starts at a different place. So you can't really measure your result against someone else's result. That's not. You can, but it's not the best way to do it. The best way to measure success is ask yourself, am I committed to the pursuit of my own true potential? And what does that mean? That means that you are working to be the best that you can be. And the better you get and the longer you go, you acquire more skills, okay? Which expands your potential for the future, all right? But because we're human beings and because we end up dying, the reality is what you know when you're 80 years old is way more than what you know at 40. But you don't have the physical capacity to still operate that way. So what happens is you have potential that you can't execute on. All right, so it's never reached. What does that actually mean? Yeah, so what that actually means is that you make a commitment to being the best you can, knowing that you will never actually reach your potential. You will never actually reach it because it's always expanding. This is specifically for business and personal development, right? Like if you're a basketball player, you know, you get to be 45 years old and you're probably going to start going downhill no matter what you do. Right? But when it comes to knowledge and it comes to information and it comes to what we know about the world and what we know about business, and this is what I love about business, is because it's a lifelong game, you actually get better as you get older. So the guy who's 40, that's been doing it for 20 years is going to kick the shit out of the guy who's 20. It doesn't matter how much money that 20 year old pours into it, because he doesn't know. All right? So you have to understand that like, as you progress, you're going to acquire more knowledge and more resources, more skills, more relationships, and that will expand your potential. And when you've truly unlocked the, the awareness that you are capable and that your life is a result of, of your execution, now you're working a different game now. You're, you're un, you're unlimited forward. And that's where you're finding yourself right now. You just now cracked the, the code to where you realize, okay, I could keep winning, but the wins don't mean the same thing. All right, so how do we fix that? Well, we fix that by expanding the. What it is that we're trying to do, all right, and what that, whatever that purpose is, whether it's, you're, you're a missionary, okay? And you, you, you, you, you've served so many people for so long and you're like, man, you know, I'm kind of not used. Well, okay, what's the next level? What's the next level after that? Same thing with business. Same thing with anything. The more you achieve, the more skills you have, which allows you to achieve more. And that cycle repeats over and over and over and over again. And the truth of the matter is there is no end. And you hear this. You hear this all the time, right? It's not about the destination. It's about the journey. That's actually true. It is about the journey. And so the answer for you is going to be you're going to have to adjust what your purpose is. Your purpose by your email, says, I want to provide for my family, I want to have a little extra money, I want to blah, blah, blah. And that's all great. That's like your foundation. That's the shit you have to have, okay? But that's not the win, bro, because now you have all this knowledge. Now you have all these skills, and now you have these relationships. Now you know how to execute. And if you stop now, you're going to feel like a failure your whole life regardless, because you're going to always ask yourself, what could I have been had I actually committed? So the answer for anybody who's in this situation is going to be to expand what it is that you're doing from here. Just like you said. You said the bar is always rising. That's what champions do, bro. Champions don't hit the bar and celebrate. When they get close to the bar, they raise the bar, okay? And they keep going. And this is a fundamental difference between, like, perpetual achievers and. And people who may win once or twice in their life and then end up losing.

B (15:35)

Yeah.

A (15:35)

And what you have to realize, dude, is at 34 years old, man, you don't really have a choice but to go any hard to go harder. Because the truth of the matter is, is the world is continuing to move, okay? It's always progressing forward. And if you're the guy who says, oh, I'm 35 years old and I'm great where I'm at, and you just kind of sit on that, you end up losing it anyway. So we don't have a choice as entrepreneurs but to keep pressing and keep pressing and keep pressing, expanding our purpose, expanding the goals, expanding the horizon. Not just for our own fulfillment, but also it's a necessity of competition. If you don't continue to push, you will lose the shit that you have, okay? So the only way to protect the comfort that you actually have is to stay on offense and keep going, okay? So there's a lot there. But at the end of the day, it comes down to a very simple thing. You have the understanding now that you probably didn't have your whole life that if you execute, results happen. And that's creating a situation where now you're equipped to actually win long term. And it's getting exciting for you. But you're bored. You're bored with the shit. You're bored with the truck, or you're bored with this, or you're bored with that. That is irrelevant. Those are nice things that happen along the way. They're not the purpose of what you're trying to do. Right. Like, when I walk in my garage and I look at all my cars, I don't think, oh, man, I need to go work harder so I can get another car. These are just things that happen along the way because I'm committed to what I'm doing.

B (17:09)

We also got employees too. Right. And like that. That maybe that's the expansion.

A (17:13)

Well, that. That was what it was for me.

B (17:14)

Yeah.

A (17:15)

You know, back in 2014, I caught pneumonia and I wasn't able to go to work for a long time. 7, 17 days in a row. Longest I've ever. The reason I know that is because I've never missed that many days. And, you know, I was sitting at home and I'm watching my bank account, you know, continue to grow. But I'm fucking miserable, bro. I'm miserable. And it dawned on me that, like, oh, shit, this is why. Because I never understood this, like, why. Why does a successful. Why would a dude with all this success and all this good going on, why would they go kill themselves? That doesn't make sense, right? And I started to figure it out. Because once you, like, if you've made your whole identity achievement and then you've achieved everything that you want, especially if you're, like, naturally wired that way, it gets very empty because you don't know what to do. You're like, dude, I've done everything. Is it like, is this it?

B (18:06)

Yeah.

A (18:07)

And then you start, like, looking for a different purpose, but you can't find one because you've been doing this thing forever. And the answer that I found in my little journey with that was that I had to shift my focus from myself into my obligation for others. Okay. And then, you know, obviously continue to evolve the business too. But whenever I went from thinking about just myself to feeling obligated for all the people that helped me build this, that changed my purpose. So now no longer is it. It's not hard for me to show up at 27 years in because I know that if I don't, other people suffer. You see what I'm saying?

B (18:46)

I Want to clarify that, too? Because people will hear that it's like, oh, well, you know, it must be. Saying it was. It was bad to be selfless or selfish in the beginning.

A (18:54)

No.

B (18:55)

You have to be like, that's what got you.

A (18:57)

You have to be necessary. You have to set the foundation.

B (19:00)

Yeah.

A (19:01)

You've got it. You got to take care of home first. First.

B (19:03)

Yeah.

A (19:04)

That's the point.

B (19:04)

Yeah.

A (19:05)

And then you understand, like, all right, I gotta build and build and build and build. Right. So important. It's. You know, being an entrepreneur comes with a lot of mental battles. It just does. And most of the great entrepreneurs I know are somewhat crazy. Like, they're just crazy type of people.

B (19:22)

Yeah.

A (19:22)

And they're wired different. They think different, they act different, they talk different. And none of the conversations that you have with someone who is what you would call, quote unquote, like a regular person, those are not the conversations that those people talk about. Like, they don't talk about the Kardashians. They don't talk about sports. They don't talk about. They're talking about business, bro. It's their whole life. Right. Like, even.

B (19:47)

They're not gossiping in small.

A (19:48)

No. They're not gossiping. Like, it's. It's even when you're having fun.

B (19:52)

Yeah.

A (19:53)

And you're drinking and you're smoking cigars and you're doing. The conversation is always about winning. It's always about like, hey, have you thought about this? You see this guy? They're really doing it. What do you think they're doing? Like that. That's the conversation. And that's the kind of friends you want, by the way, because you don't need this low life of gossip and drama and all this in your life. But, yeah, man, it's. It comes with a lot of mental battles and it's growth, and you're going through it. And I personally believe that because of the way that you frame the question, you're much more aware than maybe you're giving yourself credit for. And the answer to your question is to continue to expand, shift your obligation from yourself to those dozen people that you have. You said okay. And. And work on creating a big enough company where they can have their dreams just like you're having yours. You want to talk a big, big mission.

B (20:45)

Yeah.

A (20:45)

You know how big you got to be for that? It's got to be big.

B (20:49)

Yeah.

A (20:49)

So, like, dude, you got a lot of work to do. If you really. If you really give a fuck about your people, you know, which you should.

B (20:54)

Yeah.

A (20:55)

So that's real, man. So, yeah, man, there's a lot to it. And at the end of the day, man, it's a natural progression of understanding and awareness.

B (21:05)

Dude, I want to ask this too, as a follow up, like, thinking about it this way too, right? Because I've heard you say this before where, you know, you're at a point where winning now is. It's expected. Yeah, right. When did that. When did that shift? Or was it always that way? Because, like, no, I imagine, like, it's like, you know, I won. I'm surprised I won. Oh, all right, cool. So when did that transition?

A (21:28)

So the first 10 years, as you guys know, we made 53 or 58,380 total for the first 10 years. All right, now remember, this is before the Internet. This is before social media. This is before really like any of the new technology. So that sounds like a long time. But you nowadays, you wouldn't have to. There was no way to advertise, bro. Like, now you can run geo targeted, you know, E com shit to your right. I mean, right down to the zip code or neighborhood, Right. That shit didn't exist. So it was just a lot harder and a lot longer. But for me, you know, it's the same thing I'm saying for this guy. Like, once I started winning a little bit and I realized, like, when I first started winning, I was like, oh, dude, it's just. This is working. This is amazing. Right. I dissected what had allowed us to have those wins and I started replicating those in other areas and it translated. So that's what gave me the awareness for me to go from, oh, you know, we had this one thing to work to like, understanding how it works. Okay. And then once you understand how it works, it takes winning from this thing that is like lucky or happenstance or special circumstances to, oh, I'm in control of this. And when you. If you're in control of it, why wouldn't you expect to win? Yeah, that should be the expectation. Right? So, like true, like real, like great level achievers and winners, they're. They. Anything less than a win, it doesn't. It's like. I guess what I'm trying to say is like, the wind stops doing the dopamine because you expect it. But it also makes winning easier. All right. Yeah.

B (23:33)

So you know what goes into it. Yeah, yeah.

A (23:35)

So it's not like there's. It's only magical when you don't understand it. Yeah. And then once you understand it, it's no different than Baking a cake, bro. You know, if I put the ingredients in and I mix it up and I put it in the oven for a certain amount of time, I know what I'm gonna get.

B (23:48)

I'm gonna get a break.

A (23:49)

So once you understand the mechanisms and the process for creating, you know, the winning is expected. The downside of that is you're never going to get the dopamine that you got before. So, like, that's why the purpose is so important, because it's not about, like, just the win. It's about winning big enough for everybody to win. Yeah.

B (24:11)

Has to be, bro.

A (24:12)

Yeah, dude.

B (24:13)

Hell yeah. Guys. Andy, question number two.

A (24:16)

Like, dude, nowadays, like, real talk, I get way more excitement and fulfillment from seeing people on my teams get a new car or. Or get a house or do their thing. Right? Like, that's the. That I like now. So it's different.

B (24:37)

Hell yeah. Guys. Andy, question number two. Andy. I'm 20 and grew up in a house where money was always tight. My parents worked hard, but every conversation about money was stressful. Now that I'm starting my adult life, I noticed I still think about money from that place of fear. I either feel like I need to save every dollar, or I get anxious about taking any kind of risk. For someone like you who's gone on to build real wealth, how did you change your relationship with money if you didn't grow up around it? Got a young buck on this one. Yeah.

A (25:20)

Okay. First of all, you got to realize that as much as you love your parents and as much as they're great parents and all these things, they don't know about money, or they'd have a whole bunch. Okay? So you can't. You have to remove yourself from that. That psychological pattern that you have been brought up with. Right? Money's. Money's bad. Money's evil. Too much money is this. Blah, blah, blah, blah, blah.

B (25:46)

Don't talk about it.

A (25:47)

Yeah. Money is just a tool. It's leverage. Okay? And when you make it, you can decide how you want to leverage that in different ways. You can reward yourself. You can create more things. You can do things for charity. It gives you all kinds of leverage and power that you're going to want. And by the way, as good people, we have an obligation to seek positions of power, because if we don't, bad people will. All right? So we have to understand there's a reason why that narrative exists. Money's bad. You know, it's for greedy people. It's materialism. It's this. It's that it's evil. Nobody with money saying that. It's, it's, it's put down through the system intentionally to make you feel exactly how you feel, which is weird about money.

B (26:40)

Yeah.

A (26:40)

Okay. So you have to change your viewpoint on money. You have to look at it instead of it like a something that you're chasing or something that you're after. You have to understand that money is simply a tool that people use to trade for a solution that they are after. Okay? And when you start to think about it like that, that removes a lot of the guilt and the shame and the things about money because you understand that you're solving this person's problem and they are willing to give you the money. Okay? So money is really a great thing because you're solving a problem, that person is willingly giving you the money. All right. What's wrong with that?

B (27:24)

Yeah, yeah, Nothing.

A (27:25)

Right? Sounds good to me. Money's only bad when people cheat other people out of money. Okay? And the reason that people think that every single person cheats everybody out of money is because for 70 years there was no blow off valve or accountability for the biggest companies in the world that could advertise. They were allowed to sell shitty products because there was no way for customers to complain about it. There was no Internet, there was no way for people to talk. And the only way for bad word of mouth to really spread is if I saw you in person and what are the chances that I'm going to see you in person and we're going to be hanging out drinking beers, I'm going to tell you how shitty this was. So word of mouth did not travel the way that it does now. So now we live in this scenario. And by the way, that's why a lot of old people say that. That's why a lot of parents say that because they grew up in an era where companies could get away with people. They can't do that anymore. All right, now you might have some course sellers and some, some, you know, scammers and things like that on the Internet that. I'm talking about a real company. If you're a real company with a real service, a real product and you do a job half ass and charge people for it, everybody's gonna know. Okay, so what does that mean? That means that the only way to succeed long term is by doing the right thing and solving their problem the best way possible and then them willingly giving you their money. All right, what's what? That's ethical. That's how you're supposed to do It. Okay? And by the way, not only is that how you're supposed to do it, that's the only way it works anymore. So you can't really get wealthy doing the wrong way. It's not possible. Unless you're. And I'm talking about for regular people. Like, unless you're one of these elites that was born with trillions of dollars and all these connect. That's different. I'm talking about you and me and the regular person. All right? So you have to understand, once you start to understand that it removes a lot of the thinking that comes around money, okay. And you do need to change it, because the truth of the matter is, is that when you put your focus on money being scarce, they call it scarcity mindset that it will be harder for you to get money. Okay? And that's because, like, what you're the signals that you're signaling the universe. I know everybody likes to say, well, it's God, not the universe. Well, who the made the universe? If you believe in God, okay? God made it.

B (29:52)

Yeah.

A (29:53)

That means the rules are the same. All right? Is gravity real? Who made gravity?

B (29:58)

That's right.

A (29:59)

You see what I'm saying, right? So we have to understand that our world rewards intention very strongly. And if you have the vibes that money's hard to get, money scarce I got. I better pinch my pennies, you're going to have a really hard time bringing money in. It's not. It's. It's going to be. You're putting up natural resistance. The universe is hearing you say, man, money's got. Money's hard. So it's going to make it hard on you. You know what I mean? So when you can have. When you could switch that into an abundant mindset where you think, you know, money's just a byproduct of the. Of the. Of the quality of the work that I do. You remove that completely, okay. And then money starts to flow easier. Another thing that makes money flow easier, and I don't want to be telling anybody to be irresponsible, but spending it.

B (30:45)

Yeah.

A (30:46)

Okay. Like letting it go.

B (30:47)

Yeah.

A (30:48)

Spending it on some. Making sure that you're not overvaluing what that money is not saying don't be responsible, but money's meant to be spent on things. Okay? There's no award for the dude that dies with the most money.

B (31:00)

That's right. Bury yourself, right?

A (31:02)

Yeah. Yeah. So. So, like, dude, you know, really think about all those things because this works just like when. When. When people hate on other people, it's the same thing, all right? You have to be very careful about how you think when you see other people win. If you see somebody else win, and all of a sudden you're jealous, you're angry, you get upset, you are telling the universe, I don't like winning. And you know what? The universe is going to deliver to you? A bunch of losing, okay? So you got to be very careful. And this is not just what you speak. This is what you think and what you feel. And it takes time for you to really retrain yourself to see people and say, fuck yeah, man, that's awesome. Because if that dude can do it, then I can do it. All right? And that's how you should be looking at other people's achievements. They should be inspirational. You should root for them, even if they're your competitor, because if they can do it, why the fuck can't you do it? Why can't you do it a little bit better? You see what I'm saying? So once you switch that and you. And you do these things that we're talking about here, your mindset about money will slowly shift, and you will become one of the people that, you know, gets it a lot more easily.

B (32:15)

Yeah. Let me ask you this, because, you know, I feel like a lot of people will say this also. It's like, oh, well, money changes people. You start making money, you start, you know, oh, he changed because of the money. Does money change you or does it enhance who you are? What's your. What's your feeling on that statement?

A (32:28)

I think it depends on. I think it depends. I think I know a lot of people who have made money that have changed, but not drastically. Like. Like, people like to say. Yeah, right. I think most of the time when people say that, I. I think it's not about the person with the money changing, it's how that person sees that person. Right?

B (32:51)

Yeah.

A (32:52)

So, like, and by the way, you're supposed to fucking change. You're supposed to change. Like, I don't know where this rule came about that you're supposed to stay in the same circle that you stayed in in high school and. And do, you know, like, you're supposed to evolve, you're supposed to grow, you're supposed to change. And if you see someone that you haven't seen for five years and you haven't changed, you're not doing it right

B (33:14)

now, then you talk about that person.

A (33:16)

Right?

B (33:16)

How does that make sense?

A (33:17)

So. So, like, dude, you know, we have to understand, dude, that regular people are never going to understand they're never going to understand it, dude. They're never going to understand it. So when you go out and you go from, you know, regular dude that hangs out with the boys, you start the thing and, you know, you start doing it and everybody's like, oh, that's cool, you know, and then you start doing a little more and they're like, oh, when you're going to get a real job and then you start doing a little more in 10 years, all of a sudden, you know, you're killing it. And they're in that same spot. Of course they're going to see us change because you did change. Right. But like, I would like to leave you guys with this thought. Why the would you not want to change? Don't you want to be better? Don't you want to be fitter? Don't you want to be more intelligent? Don't you want to make more money? Is that a change?

B (34:08)

Yeah. Okay, Another reason you got going.

A (34:10)

So are they wrong that you changed?

B (34:11)

Right?

A (34:12)

They're not wrong.

B (34:13)

Right.

A (34:14)

That's their perception. Now I have seen some people that, you know, like I said, they've changed a little bit, but mostly, you know, I think it accelerates the, the qualities of the people. It enhances them or it amplifies the, the negative traits about them.

B (34:28)

Yeah, like if you're a bad person with no money, you're going to be a bad person.

A (34:32)

Yeah, but dude, bad people don't keep their money, man. They always end up doing something up. They get into something illegal, they, they try to cut a corner, they, they piss people off. They do, they get their ego like do. Here's one thing you're going to understand in business if you keep going, you're gonna find out that even when you're a quote unquote big dog, you're still a little dog, all right? And there's still a lot of people that are way smarter than you and way better than you. And it's funny to me because, you know, you see a lot of these mid sized business owners and they walk around like they got a ten foot dick, bro. And it's like, bro, like, who do you bezos, who do you hang around? Like, do you hang like, you know what I'm saying? Like you should always be trying to be surrounded by people doing better than you. That's my opinion. I try to, I try to have friends that know more than me, that do better than me, that are kicking ass more than me so that I can learn to be better. Right. And that humility has to stick regardless of what that revenue or your paycheck says. You know what I mean?

B (35:36)

Absolutely, dude.

A (35:39)

But yeah, dude, I, I think it amplifies people. I think good people, like good hearted people, they make money, they do good things with it.

B (35:46)

Do more good things.

A (35:47)

Yeah, very selfish people. You know, they will hoard all the money and their company will go out of business. So like, you know, does it change people? Yeah, it changes people. You're not broke, you're. You're living in a nicer house. You're able to do, you're able to do whatever the you want. That's a pretty big change from where the you were. So they're actually right that you change, but it's not a bad thing.

B (36:10)

Yeah.

A (36:10)

And that's where you got to get your mind around. You're so. It's, it's okay. If, if, if your, if your friends from high school aren't saying, man, he changed, then you did it wrong. Right? You're doing it wrong. That means you're staying in the same spot. And let me ask you something. If the people that you used to be around can still relate to you and you have these big goals, doesn't that mean that you're, you're still understood by the, the base level people? Which means you haven't evolved enough.

B (36:43)

Not good.

A (36:44)

Right. What it actually means is you're so far away from where the fuck you want to go. Like if you're actually on the path to where the fuck you want to go, everybody that ever knew you when you were fucking in high school or 20 or in college is going to be like, damn, that dude fucking changed.

B (37:01)

Yeah.

A (37:01)

If they're not saying that shit, then you're doing something wrong.

B (37:04)

I love it. I got one more thing on this for the young bucks.

A (37:06)

Yeah.

B (37:07)

I want to ask because I know we, we talk a lot about this too, right. And I think you said it somehow to the effect of like, you know, like, because people will say like, oh, more money, you know, less problems or more problems. I mean it said a few different ways where money makes, you know, you won't have any problems if you get rich. Right?

A (37:26)

Yeah.

B (37:26)

And the way you've, you've said this to me at least is like, no, you just. Your ability to solve problems gets faster.

A (37:34)

That's true.

B (37:34)

You know what I'm saying?

A (37:35)

Yeah. But also you have bigger problems.

B (37:37)

Yeah.

A (37:38)

Okay. And also you, you deal with mental problems. Okay. Like, like, like for example, okay, if you. Man, I don't know how to say this. When you make a lot of money, all right? And let's say your friends and family don't, okay? And they come to you for 500 bucks, all right? You know that 500 bucks means a whole fucking lot to that person. Okay? But you also know that if you give them the 500 bucks, you're actually keeping them from learning the lesson of how they got in that position in the first place. So there becomes this, like, moral argument inside of your head that comes with a lot of guilt sometimes. All right? Sometimes you want to really help someone, but you also know that if you help them, you're actually handicapping them. And then those people think that you're a greedy, penny pinching, you know, miser that doesn't want anybody to have any money.

B (38:46)

That's right.

A (38:46)

You know what I'm saying? So they. They. There's all kinds of things that come with it, dude.

B (38:51)

Yeah.

A (38:51)

It does not solve your problems, that's for sure. It takes away the problems that you have now and replaces them with different problems that quite honestly are a lot more emotionally intense to solve than what you had when it was just like, hey, I want to go to the steakhouse, but I can't, so I'm gonna go to Steak and Shake. You know what I mean?

B (39:09)

That's right.

A (39:10)

So it's. It's different, man. It's not. It's. It. It allows you leverage, it allows you to make better decisions, it allows you more freedom, it allows you to help more people. It allows you to live a better life. But at the end of the day, there's more responsibility with being that person. Because, you know, then on top of it, dude, you're gonna have people that come to you and tell you this. Like, bro, I could tell you so many war stories about this, dude. One time I tell one. Okay? One time, I had an employee who, and this is many, many years ago, who came to me and said they weren't doing very good. And I went back and I asked him, I said, hey, what's up? Well, you know, I got medical bills. I've been having all these medical problems. I. I owe, you know, $8,000, and it's making me freak the out. I max out on my credit cards, this, that, the other. So at one point in time, this was a pretty good employee. And so I'm like, fuck. All right, well, let me. Let me handle this. All right? So I gave him a check for eight grand. All right? The next week, the person quits, quits the company. Yeah, yeah. So I call back to the department that they work in. I say, hey, did so and so quit? And they're like, yeah. And I'm like, what's going on with this person? And they were like, well, you know, they, they were. They've been kind of like missing work and they've been kind of, you know, they've been dealing with this medical shit. I'm like, okay, well how many days have they missed? And this was like, may. And I said, well, how many days do they miss this year? 72 fucking days. 72 fucking days. I didn't know this.

B (41:03)

Jesus.

A (41:03)

So then I was like, well, why does this person still have a fucking job anyway?

B (41:06)

How did he quit? Why didn't we fire him?

A (41:08)

Right?

B (41:08)

Ye.

A (41:09)

So, so then I go in and I tell my brother, I said, dude, let me tell you this story. And I tell him this story and he's just like staring at me with like this blank look on his face and I'm like, what? And he goes, dude, that same person, I'm not going to use their name. I should. That same person came to me two weeks ago and I gave him five grand.

B (41:34)

Oh, fuck.

A (41:35)

Yeah, yeah, yeah, yeah. Yep, Totally us. Okay. And so like when you, when you.

B (41:44)

Oh, man.

A (41:45)

When you know someone who can help you and they decide not to, there's a reason. And the reason likely is one, they know that I'm holding them. You. They know. The person with the money knows that if they solve the problem that the person won't learn a lesson. Number two, they know how many times they've been by people. Okay, so. But that's the kind of shit that happens to you when you, when you're a good hearted person. Oh man. People try to take advantage of it. So that's up. Dude, I could tell you 20 never heard this story. I could tell you 20 other stories just like that.

B (42:22)

That's crazy.

A (42:23)

Yeah. Listen, I'll tell you this. I've never helped someone, not one fucking time where they didn't end up fucking me on it. Ever. Fucking ever.

B (42:35)

Crazy.

A (42:36)

So that's crazy.

B (42:39)

Yeah, that's crazy. Fuck, man.

C (42:40)

I have two follow up questions in this. So you said earlier that if somebody solves a problem and earns money for it, that's totally good. That should, we should try for that.

A (42:50)

Yeah.

C (42:51)

What if someone's business is not exactly solving a problem in some. Something selective or elective, like for example, decoration, lights, selling cake, ice cream, things like that, you're still solving a problem for the experience. Well, how, how would you position it?

A (43:07)

Okay, let's Use your, your decoration, lights thing. What's the problem?

B (43:13)

I need lights.

A (43:14)

No, what's the problem?

C (43:17)

I don't have decoration. I don't know how to do it.

A (43:20)

I don't like this room.

C (43:21)

Okay?

A (43:22)

That's a problem for me.

C (43:23)

The design, okay?

A (43:24)

Like I look around here and this doesn't feel right. I don't like this shit. Okay, all right, So I go hire you to come in and do the decoration. And when I walk in, it's awesome. And I'm like, holy, Zeeshan, this is amazing, bro. And you have like a bottle of champagne sitting on the table and you do a little extra kind of little extra things. That person me is going to say, how much is this? And you're going to say, I'm going to say, fuck, that's it. Here, here's some more. You know what I mean?

C (43:55)

That brings me to my second question. Like, for example, when people are offering those kind of services, which are elective, meaning like people don't need them, they choose to have them.

A (44:05)

Yeah.

C (44:05)

So often people are very hesitant to ask for appropriate amount of money because they think, I don't know people want this or not, or they lowball themselves. How do you tackle that?

A (44:14)

The reason most people price incorrectly is because they're pricing emotionally based upon their life experience up until that point. Funny enough, this is what makes most salespeople suck. All right? A salesperson that's selling, let's say $1,000 product, who's making, you know, 20 bucks an hour, all right? Thousand dollar products, fucking a lot of money to them. So they get this natural hesitation based upon what they think is expensive and then they hesitate to ask for the sale even though that person over there, thousand dollars might be like five dollars to them. So there's a psychological barrier that has to be overcome.

C (45:02)

How do you overcome that?

A (45:04)

Well, you have to understand. Why do you think this is what we talk about Multilevel thinking. Okay, I think this. Here's what I think. I think this is too much. Why do I think that? That's where you're going to find the answer. Okay, so you think this. You catch yourself thinking that. Why do I think this? The answer is because you grew up in a situation or you are currently in a situation where money is scarce. Correct. So you are afraid to ask for something that is expensive to you, that may not be to that person. This is a hu. Dude. When I was training our salesforce just in the stores, a big problem that we used to have is that people would judge people based upon what they were wearing or what car they drove up in. And you cannot do that, bro, because some of the most wealthy people, they don't look wealthy, dude. They. They walk around in jorts and a Harley Davidson shirt and, you know, Loaded. Yeah.

C (46:00)

I think they'll have $5,000 in cash in their pocket.

A (46:03)

Yeah. Yeah. Right. So you don't. You don't know. And you have to understand that the reason that you think that's a lot of money is because it's a lot of money to you. But is it a lot of money for what you offer? And you have to be honest. You know, if you're offering a great product and it's, you know, like, you're doing your room decorating, and I walk in and I'm like, fuck, this is awesome. And. And I say, how much is it? And you say, oh, it's two grand. And I say, two grand? Yeah, bro, you're way too low. You're way too low. You need to be at, like, 10 grand to where the person who's buying has been like, this is a lot of money. But, dude, it's really good, too, okay? Like, you have to. They have to pause for a minute to understand if it's, like, worth it. And that's where you start to find out if your pricing is in the right spot or not. If they don't hesitate at all, you're way too low. Way too low. You're not going to make any money, okay? You got to be in that zone, and it's got to be appropriate to the quality that you offer, Right? Like, if I come in and it's pretty good, and you say it's two grand, and I say that might be appropriate for the level of work that you did. Right? But if you're kicking ass and you're undercharging, that creates a problem for you, and that comes from your own inability to understand what your product's actually worth, meaning what the solution is worth to that person. You're not your customer, dude.

C (47:35)

That's right.

A (47:36)

You know what I'm saying? So you have to think about it and separate yourself from the idea that nobody will buy this. No, that's not true. You. You just can't afford it.

B (47:47)

Yeah.

A (47:47)

And by the way. By the way, you guys have no idea how much money is out there, okay? You live in a. If you don't have any money, it's probably. It's a high likelihood that none of your friends have money, too, all right? Which means that you're living in a Scarcity mindset. All the time you're going to dinner and everybody's bitching about, oh, I had two beers, I had one beer. I had nachos. I. And they're divvying up the right. Rich people don't act like that. They. They fucking fight over the bill. They're like, no, I'm fucking paying it. Right? Yeah. It's a different thing. And when you start to remove yourself from the scarcity mindset, it. Because this goes into the question that we were answering, it allows you to price things more appropriately. Okay, got it.

B (48:37)

We got time for one more.

A (48:39)

Yeah. We could do a whole episode on, on pricing, dude.

B (48:41)

Yeah.

A (48:41)

Like, but, but, but, but basic basics of it.

B (48:45)

Yeah, yeah, yeah. Well, the market's gonna tell you too, right?

A (48:48)

The market always tells you.

B (48:49)

Yeah, yeah, yeah. It's too. There's too much. Well, it ain't that good.

A (48:53)

Well. Or you're marketing the wrong customers.

B (48:55)

Yeah, yeah. Oh, bro, that is.

A (48:58)

You can't market a premium product to a regular customer, bro. They're always going to say it's too much. It's not for them. That's right. The biggest, the number one attitude that you could have about your business is really simple. I'm not for everybody. You're not going to get every customer. You're not going to get every single person. No matter how great you think you are, you are not going to have it. You. The best you can do, like we talked about, I think, last week or the week before is you have 50% of the population that might like what you have. They might like it. Your job is to make as much of that 50% love it as you can. Okay? You have to not worry about the people that just aren't for you. That. You know what I'm saying? Like, dude, the dude buying Costco protein ain't buying first form. It ain't happening. I don't even. We don't even market to that person. You see what I'm saying? That's right. It's a different thing. So you just have to understand where you're at. And, and then to add on top of that. Dude, it's math. Okay? Like, does the math math? Like, are you running a profitable business? If you're not, it's probably because you either suck or your prices are too low. It's one of the two. It's probably a combination of both. Yeah.

B (50:15)

I love it, dude. I love it. Guys, we got time for one more. We gotta get this in here, guys. Andy, question number three. Andy, I'm almost 40, and I've been working in corporate finance for about 15 years. It's a good job, good salary, good benefits, stable career path. But for the last few years, I've had this idea for a business in an industry I know really well, and I can't shake the feeling that if I don't try it, I'll regret it later. The problem is. Problem is I've got a mortgage, two kids, and a lot more to lose than. Than I did when I was younger.

A (50:56)

That's the way the system traps you.

B (50:57)

Yeah. Oh. Walking away from stability to take a risk feels irresponsible sometimes. When you were earlier in your career and thinking about making a big move, how did you decide when it was time to actually bet on yourself instead of saying. Instead of staying where it was safe?

A (51:16)

All right, first of all, I didn't have an option. I didn't have a fallback plan. If I didn't do what I. What I did, I would have been digging ditches. All right? Nothing wrong with guys dig ditches, but I didn't want to do that.

B (51:27)

Yeah.

A (51:27)

All right? So I didn't have a fucking option. So I had to go. That was it. I didn't have a choice. One of the things, and this is why I encourage all you young people to get now, get in the game now. All right? And young people doesn't mean 20. It means, like, under 40. Okay? Which you are. But especially for you guys that are 20.

B (51:47)

Yeah.

A (51:48)

All right. Get in the game now. Don't fucking wait. Because here's one of the things that allowed me to be able to continue to press. I didn't have a mortgage. I didn't have kids. I didn't have real bills to pay. I live way below my means for a very long time. I limited the ability, or. I'm sorry, I limited the responsibility that I would have and the financial obligations that I would have, which allowed me to go freer, okay? And I didn't have a problem. I didn't have a problem living below my means because I never had anything. You know what I'm saying? So it was just like, once I started being able to go to dinner and pay for it and not worry about it, like, that was a. That was a big deal, right? So it wasn't like I was, like, living. I didn't feel like I was starving, right? So all of these things contribute to having a lot. A lot less dragon and more momentum moving forward. Now, for someone who does have a mortgage and kids and family, let Me say this. There's lots and lots and lots and lots and lots and lots and lots of people who have done what it is you're trying to do. Okay? And the way that they do it is they think about it. They. They do a couple things tactically, but how they think about it is just like you said. What the. If I don't do it, what's my life going to be like if I don't do it? Am I going to be 60 years old, 70 years old, wishing I had? Which you will. You will. Especially when it's already in you. All right, so how do you do this tactically? Okay. Hey, wife and kids, come here. We're going to make this move. It probably means we're going to have to make some different moves with our life for a little bit. We're going to. We're going to. We're going to sell this house. We're going to move into a smaller house. We're going to get rid of our BMW. We're going to get a fucking Toyota. Okay? And you start to minimize your liabilities, which allow you less drag and more freedom to go where you want to go. The whole system works if you. Why do you think they tell you, go to school, get a degree. Let me ask you this. Why do you think. Let's just stop right there. Let's forget about. Have a family, do this, do that, do this, this, this. Because I do think having a family is very important.

B (54:06)

Yeah.

A (54:07)

Why do they tell you to go to high school, get a college degree?

B (54:12)

To trap.

A (54:13)

They. They want to financially trap you.

B (54:16)

Done.

A (54:17)

So that you have to work inside their system. All right? So the more that you can keep this drag off of you, the better and more free you are to chase your dreams. This is why guys like Warren Buffett, even though he's like the richest dude in the world or one of them, still lives in his fucking $50,000 house in Omaha. Right? So when you think about, like, should I do this or should I not? I would highly recommend that you do it for a bunch of reasons. One, you're going to regret it if you don't. Two, you said you work in the financial industry. How long do you think it is before AI is smart enough to advise people on their finances?

B (55:00)

Yeah, I got a mass scale.

A (55:02)

It's. It ain't that very quickly. It's not happening right now. There's a lot of failures right now with that, but it will come.

B (55:08)

Yeah.

A (55:09)

All right. So I don't think you have the security you think you have. That's real. And you should think about that. If I were you, and I would like, let's say I was your homie and we were, I would say, dude, you need to go do that right now. And that's what I would say to you. You need to go do it. One, you're gonna regret it. Two, you're not as secure as you think you are. Three, you're gonna need a lot more money than you think to be into the upper split that's about to happen, which is between the haves and the have nots. You need to go. And everybody that's listening to that goes for you. Like, if you're not going, you better go hard, because there's going to be a lot of changes. And the. The. The people who are working, like, what would consider to be traditionally a secure job is now in question. Is it really secure? You see what I'm saying? Yeah, man.

B (55:56)

I think I want to follow up on this piece because I think it needs a little bit more clarity, bro. It's like, you know, helping people understand, like, there's gonna be things that you're like, the sacrifices people were like, oh, I gotta get a smaller house. That's a sacrifice.

A (56:11)

It's only a sacrifice if you lose. Yeah, it's only a sacrifice if you lose. Otherwise, it's investment.

B (56:17)

Yeah, yeah. But, like, I mean, you got to make those choices.

A (56:21)

If you.

B (56:21)

If you. If what you say you want is really what you want. Right?

A (56:24)

For sure.

B (56:25)

Like, that's something.

A (56:25)

That's what you got to do. But most people are so afraid to take any step backwards. Maybe it's because, you know, their family or maybe the social pressure. They don't want to. They don't want to be embarrassed. They don't want to look like they're losing. That doesn't matter. And most people waste their whole lives sitting on something that they really want to do because they're trapped scenario and you can get out. It's just going to take some creative thinking and some willingness to look stupid for a minute, which is required for anything that anybody's building. So, you know, these are all. These are all fears that most people have when they start a business, because most people, when they do start their business, they do have other liabilities in their life, quote, unquote, meaning things that they're financially obligated to. Right? Your kids, your family, your house, you got three car payments, whatever. Right. You need to minimize all that. Okay? And nobody's going to remember that when you're when you've built your company into a $20 million company or 50 or $100 million company, no one's going to remember that you went from driving a Denali to a. To a Toyota Corolla, bro. They're not going to. They're not going to remember that because

B (57:33)

you ain't driving it now. That's all it matters.

A (57:35)

And by the way, they don't even care. Yeah, they don't even care. It's a. It's a. It's a. You're afraid of, like, these people gossiping about. They're going to gossip about you anyway. What do you. What do you. If you don't win, they're going to call you a loser. If you win, they're going to say, oh, you did something. Like, these people are going to gossip anyway. So, like, you can't let all of these fears roll around your head and keep you from going after what you really want. That's stupid.

B (58:03)

Yeah.

A (58:03)

Like, how stupid is it to give up all of your hopes, all of your dreams, everything you've ever wanted because people that you once were close to might not like it? That's. That's extremely stupid. Okay, so if I were the. If I were you, I'd go right now, and I would make those decisions. I would do what needs to be done, and I would go. Right. That's what I would do. Right? Yeah. Yeah.

B (58:29)

I love it, man. I love it. Dude. Guys. Andy, that was three.

A (58:33)

Yep. Yep. We will see you guys tonight, 7pm Central on X and YouTube. And let's go out and kick some ass. All right. Don't be a hoe. Share the show.