869. Q&AF: Building Foundations Of Success, First 90 Days Of Business & How To Pivot

Summary

REAL AF with Andy Frisella

Episode 869: Q&AF: Building Foundations Of Success, First 90 Days Of Business & How To Pivot

Release Date: April 21, 2025

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Introduction to Q&AF and Show Structure

At the outset of the episode, Andy Frisella introduces the segment Q&AF (Questions & Answers Forum), where listeners submit their questions through various channels such as email at Andy4Seller.com, YouTube comments, or direct calls. Andy emphasizes the interactive nature of the show, encouraging audience participation and promising personalized responses.

Andy also outlines the diverse content within the show, including:

• CTI (Cruise the Internet): Speculating on trending topics and societal issues.
• Real Talk: Short segments where Andy imparts motivational insights.
• 75 Hard Verses: Featuring individuals who have completed the 75 Hard program, sharing their transformation stories.

Andy highlights the Live Hard program as the foundation for mental toughness, directing listeners to episode 208 for the full program and promoting his book on mental toughness available at andyforcella.com. Notably, Andy mentions that his show does not run advertisements, instead relying on listener support to sustain and grow the content.

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Engaging Banter Between Hosts

The episode features light-hearted and humorous interactions between Andy Frisella and his co-host, DJ. They discuss their personal routines, reminiscing about past habits and joking about synchronizing their daily activities. This segment serves to humanize the hosts and create a relatable atmosphere for listeners.

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Caller Segment: Discipline as the Foundation of Success

Caller: Coleman
Timestamp: [05:54] - [12:32]

Topic: Developing Essential Habits for Success Beyond Academic Learning

Coleman's Question: "I am 21, almost out of college, and what is the best or most important habit that I can develop right now to develop real success, you know, not the stuff they teach me in school."

Andy’s Response: Andy emphasizes discipline as the cornerstone of success across all facets of life, including fitness, business, and relationships. He articulates that discipline enables individuals to make conscious decisions aligned with long-term goals, especially when faced with inconvenience or challenges.

Notable Quotes:

• Andy Frisella [06:10]:

  "Discipline is the foundation of every single area of your life. Whether it be your fitness, whether it be your business, whether it be your relationships."

• Andy Frisella [06:10]:

  "If you have high discipline and you're able to cultivate discipline and then keep it sharp, you are at a tremendous advantage over everybody else, bro."

Andy further explains that discipline is a skill that must be developed and maintained, akin to playing an instrument or mastering a sport. He cautions against viewing discipline as an innate trait, stressing its perishable nature—without consistent practice, discipline wanes, leading to compromised decisions.

Additional Insights: Andy shares his personal journey, admitting he didn’t fully grasp the power of discipline until his late 30s. He underscores the importance of controlling the controllables and making decisions that support one's vision, thereby setting oneself apart from those who succumb to immediate temptations or difficulties.

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Caller Segment: Navigating the First 90 Days of a New Business

Caller: Jackson
Timestamp: [15:58] - [29:54]

Caller Profile:

• Age: Not specified
• Background: Combat veteran, father of eight with one on the way, former congressional staffer.
• Current Endeavor: Launching a solo cleaning business, "Stars and Stripes Cleaning Company."
• Question:

  "If you were me, how would you attack the first 90 days to gain traction, dominate my area and scale to something meaningful?"

Andy’s Response: Andy advises leveraging community influence by offering cleaning services to prestigious and active social media figures in exchange for honest testimonials. He suggests that building a strong reputation through high-quality service can significantly enhance visibility and credibility.

Notable Quotes:

• Andy Frisella [16:29]:

  "Find the most prestigious, most active voices on social media in your community. I would go and clean for them for free in exchange for an honest testimonial on social media."

Andy also touches on the importance of sustaining income during the transition from a stable career to a new business. He recommends cutting unnecessary expenses and maintaining a lean budget to ensure financial stability while establishing the new venture.

Discussion on Overcoming Paralysis by Analysis: DJ raises concerns about paralysis by analysis, especially for individuals with high standards who may struggle with initiating action. Andy counters this by advocating for a mentality of "go and adjust", emphasizing that perfection should not hinder the launch and that continuous improvement is key.

Notable Quotes:

• Andy Frisella [20:36]:

  "Sometimes no matter how seasoned you are, no matter how many times you've done this, you have to remind yourself that you have to go and then make the adjustments as you go."

Andy highlights that the fear of imperfection can prevent entrepreneurs from launching their ventures, urging them to prioritize action over perfection and to remain agile in their approach.

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Caller Segment: Overcoming Complacency After Initial Success

Caller: Coleman
Timestamp: [23:22] - [29:54]

Topic: Dealing with Complacency Following Early Successes

Coleman's Question: "Was there a point early on when the first taste of success, money, recognition, or any of that stuff almost made you slow down? And if so, what snapped you out of it and made you double down instead?"

Andy’s Response: Andy reflects on his early struggles, highlighting that prolonged periods of hardship instilled a sense of urgency and a fear of reverting to past difficulties. He mentions that his initial years were marked by minimal income, which fueled his determination to succeed.

Notable Quotes:

• Andy Frisella [24:05]:

  "I spent so much time struggling and so much time broke that it sort of traumatized me, which I think is a good thing, because I don't ever feel that way. I'm always urgent. I'm always on the go."

Andy acknowledges moments of complacency, typically after achieving significant personal income. In such instances, he redirects his focus towards his responsibilities to his team and loved ones, using this external pressure as motivation to maintain momentum.

• Andy Frisella [27:18]:

  "When I feel complacent, I very simply remember that at this point in my life, this is not about me anymore. This is about everybody around me."

He also emphasizes the role of systematic routines and fundamental principles in reigniting his drive, comparing his approach to that of elite athletes who adhere to strict training regimens regardless of past successes.

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Caller Segment: Recognizing When to Pivot in Business

Caller: Unnamed Caller
Timestamp: [32:55] - [46:16]

Question: "What are some true warning signs for a business that would suggest a pivot needs to be made? I'm four years in, and I just started my company about two months ago. We launched a new service, but it's not meeting expectations. When should I consider pivoting?"

Andy’s Response: Andy advises that 60 days is insufficient to judge the success of a new product or service. He encourages entrepreneurs to conduct a thorough analysis of why the offering isn't performing as expected. This involves assessing the product's quality, marketing strategies, target audience alignment, and presentation.

Notable Quotes:

• Andy Frisella [33:10]:

  "60 days is not enough for fucking anything. It’s not enough, okay?"

Andy underscores the importance of messaging and presentation, suggesting that even excellent products can fail if not marketed correctly. He advocates for micro-pivots—small, incremental adjustments—to refine the offering based on feedback and performance data.

• Andy Frisella [37:12]:

  "If you can't create a product that actually delivers tremendous value to one's life, then maybe it's time to develop something else."

He shares his experience with his first product, Level One Light, which failed due to poor market reception. This led him to iterate and improve subsequent offerings, reinforcing the necessity of perseverance and adaptability.

Additional Insights: Andy highlights the shift from traditional advertising to modern, feedback-driven marketing. He advises entrepreneurs to focus on creating products that genuinely benefit consumers, as this fosters organic growth through word-of-mouth and social sharing.

• Andy Frisella [42:48]:

  "Nobody cares about how much work you put into shit. They care about if the product's good."

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Concluding Insights: The Primacy of Value and Excellence

In wrapping up the episode, Andy reiterates the central theme that excellence and genuine value are non-negotiable for business success. He dismisses the importance of external accolades or personal sacrifices, emphasizing that customers prioritize the quality and utility of a product or service over the creator's personal narrative or effort.

Notable Quotes:

• Andy Frisella [45:50]:

  "The things you care about are not the things that your customers care about, bro. It's your own egos."

• Andy Frisella [46:16]:

  "There’s only one way to win, bro, and it's being undeniably great at what you do."

Andy calls for entrepreneurs to focus on continuous improvement, humility, and a customer-centric approach. He encourages listeners to strive for uncompromising quality and to let go of personal biases or emotional attachments that may cloud objective judgment.

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Key Takeaways:

1. Discipline is Fundamental: Success across various life domains is rooted in disciplined decision-making and habit formation.
2. Strategic First 90 Days: Building credibility through community engagement and testimonials can significantly impact a new business's trajectory.
3. Avoiding Complacency: Sustained success requires ongoing motivation, often fueled by a sense of responsibility to others.
4. Informed Pivoting: Early setbacks in business should be analyzed meticulously, with strategic adjustments rather than premature abandonment.
5. Value Over Effort: Delivering genuine value and maintaining high standards are paramount, as these are what truly resonate with customers.

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This episode of REAL AF with Andy Frisella serves as a comprehensive guide for aspiring entrepreneurs and individuals seeking personal growth. Through practical advice, real-life experiences, and candid discussions, Andy imparts invaluable lessons on building a solid foundation for success, navigating the challenges of entrepreneurship, and maintaining excellence in all endeavors.

Transcript

[Unknown Rapper]

Yeah, went from sleeping on the floor now my jury parks froze up pole stove counted millions in a cold bad bitch booted swole got her own bank roll can't fold Just a no head shot case Close, close, close.

[Andy Frisella]

What is up, guys, it's Andy Prisella. And this is the show for the realists. Say goodbye to the lies, the fakeness and delusions of modern society, and welcome to reality, guys. Today we have Q&AF. That's where you submit the questions and we give you the answers. Now, you can submit your questions a few different ways. The first way is, guys, you can.

[DJ]

Still email these questions in to ask.

[Andy Frisella]

Andy4Seller.Com or you can go on YouTube, drop your question in the comments. We'll choose some from there as well. If you want to call in, you go right down in the link in the YouTube description. Is that right?

[DJ]

Yeah, you're on it, man.

[Andy Frisella]

Click it and fill it out.

[DJ]

That's it.

[Andy Frisella]

And maybe we'll put you on the.

[DJ]

Show and Andy will call you personally.

[Andy Frisella]

Yep. All right. That's what Q&AF's about. Now, if you're new, we have shows within the show. We're going to have CTI tomorrow. That stands for Cruise the Internet. That's where we put topics on the screen. We speculate on what's going on in the world and we talk about how we the people have to solve these problems going on. Other times, we're going to have real talk. Real talk is just five to 20 minutes of me giving you some real talk. And then we're going to have 75 hard verses. That's where people who have completed the 75 hard program come in. They talk about how their life was before, how they use 75 hard to get their life back in order, and how you can do the same. Now, if you're unfamiliar with 75 hard, it is the initial phase of the Live Hard program, which is the world's most popular mental transformation program. And it is free. You can find the entire program at episode 208 on the audio feed. Again, that's 2,08 on the audio feed is not on YouTube. All right. With that being said, there is also a book you can buy on andyforcella.com called the book on Mental Toughness, which goes through all the ins and outs of a live hard program, plus a whole bunch of extra content on mental toughness. Why it's important, how to develop it and how to use it in your life. Okay. Something that we do different on this show is we do not Run ads on the show. We're the biggest show in the world that does not run ads. We ask very simply that you make us a little deal. I won't talk about a whole bunch of stuff that I don't use. And you help us grow the show. All right? I finance this show out of my own pocket. And I do that because I'm here to provide value. All right? So just do a little solid for us and help us grow the show. If it brings you value. We have a little thing that we say around here, says, don't be a hoe. Share the show. All right. What's up? What's going on, man?

[DJ]

You got clean line up there, huh?

[Andy Frisella]

Yeah.

[DJ]

You got freshened up?

[Andy Frisella]

Oh, yeah, just now. I just came right out of there.

[DJ]

See? It looks nice.

[Andy Frisella]

Yeah, that's good. Got everything cleaned up? Yeah.

[DJ]

How you doing?

[Andy Frisella]

Yeah, that's right. That's right.

[DJ]

What's new for you, man?

[Andy Frisella]

60% of the time it works all the time.

[DJ]

60% of the time, it works all the time. Like that, man. That's technically 100%. No? Technically, yeah. What's new with you, man?

[Andy Frisella]

Nothing.

[DJ]

You know.

[Andy Frisella]

Yeah. Here to those days.

[DJ]

You get busy, I don't really see you that. That much, man.

[Andy Frisella]

Well, you know, I was on the toilet. Yeah, that's where I was. I pulled one of your moves where I was, like, hiding.

[DJ]

Listen, sometimes it's necessary.

[Andy Frisella]

I know. You go for like, three hours.

[DJ]

Well, I mean, yeah.

[Andy Frisella]

Where's dj?

[DJ]

You don't rush it. You can't rush those things.

[Andy Frisella]

Yeah.

[DJ]

You know what I'm saying? It is funny, though. Cause I was reminiscing the other day, and, like, when. When. When we first got around each other. Got together. I didn't want that to sound, you know, homo sapien. But when we first got together, bro, we were, like, synced up on everything, you know what I'm saying? Like, we, like, timed our poops up. We worked out. You know what I'm saying? Like, everything was insane.

[Andy Frisella]

And then we grew apart. Then we grew apart. You know, it's natural. It happens in relationships.

[DJ]

Happens. Yeah. We gotta rekindle this, man.

[Andy Frisella]

Yeah, I agree.

[DJ]

I mean, I already did my poop.

[Andy Frisella]

Well, I don't know. It didn't work the first time, you know?

[DJ]

What do you mean?

[Andy Frisella]

We grew apart. So, like, how are we gonna. Is it really gonna work?

[DJ]

I think we do a poop tomorrow together.

[Andy Frisella]

Okay.

[DJ]

We start there.

[Andy Frisella]

All right.

[DJ]

I'll go right.

[Andy Frisella]

Start small.

[DJ]

Yep. Play Battle. We used to play Battleships.

[Andy Frisella]

Yeah, that's True.

[DJ]

Yeah, man. All right. Just a little reminiscent there.

[Andy Frisella]

Yeah, yeah. So what we got today, we're gonna make some. Yeah.

[DJ]

As we always try to do here on Mondays. We got a young buck for you.

[Andy Frisella]

Yeah. Oh, before we get into this.

[DJ]

Yeah.

[Andy Frisella]

We are within probably a week or two of launching the MF CEO project. Just letting you guys know. You guys are asking me about when that's going to launch. I'm really excited about getting that going. We have a lot of cool stuff that goes along with it that you guys are going to be thrilled about. So I just wanted to put that out there. Being asked a lot about.

[DJ]

No, dude, it's going to be some killer content.

[Andy Frisella]

It's going to. Dude, the whole thing is awesome.

[DJ]

Yeah, yeah. Excited for. But yeah, we got a young buck here. Got a question about early. Early on decisions and habits. So let's. Let's get Coleman on the line.

[Andy Frisella]

Who?

[DJ]

Coleman.

[Andy Frisella]

Coleman.

[DJ]

Coleman.

[Andy Frisella]

All right.

[DJ]

It's a nice, strong name.

[Andy Frisella]

Yeah, that's good.

[DJ]

Let's get Coleman and call here.

[Coleman]

Hey.

[Andy Frisella]

Hello, Coleman.

[DJ]

What's up, dude?

[Andy Frisella]

Hey, dj, how's it going, man?

[DJ]

I got. I got Andy here you are live on the show.

[Andy Frisella]

Coleman. What's up, bro? How are you, dude?

[Jackson]

What's up? Good. How are you guys?

[Andy Frisella]

Good, good. Just. Just trying to figure out how we can help you today, brother.

[Jackson]

Yeah, so my question was, I am 21, I'm almost out of college, and what is the best or most important habit that I can develop right now to develop real success, you know, not the stuff they teach me in school.

[Andy Frisella]

Yeah, look, dude, that's a good question, but at the end of the day, it's very simple. Discipline is the foundation of every single area of your life, okay? Whether it be your fitness, whether it be your business, whether it be your relationships. If you have high discipline and you're able to cultivate discipline and then keep it sharp, you are at a tremendous advantage over everybody else, bro. Because most people will go through their lives and they will wonder why they can do things sometimes and why they can't seem to do things other times, which makes them reactive to the environment. And if you really want to be successful, you have to learn how to control the controllables. And that is only done through developing the skill of discipline. Meaning if you can make conscious choices that align with your long term outcomes when it is highly inconvenient or seemingly impossible, you are at a tremendous advantage over everybody else. Because when everybody else has to make these hard decisions, they're going to flake or they're going to falter or they're going to make an easier decision, or they're going to compromise or they're going to cut a corner. That's what our culture has become. Our culture has become. Everybody's figuring out how to do it the quick, easy way, not realizing that the quick, easy way is actually the hard way. And if you could figure that out at 21 years old, brother, you are going to be at a tremendous advantage over everybody else. I didn't figure this out until I was in my late 30s, and I can tell you this. It's made a massive difference in my life. So If I was 21 again, what I would do is I would recognize that the foundation of all my success in every area of life is going to come down to me making decisions that align with the outcome that I have set forth for myself. And if I could cultivate the ability to adhere to a plan when I'm 21 years old, then I can set any plan because I have really unlimited time or as much time as any human's going to have at 21 to create the outcome I want. So, dude, this is all about understanding. Discipline is a skill. It is not a trait. It's not something you're born with. It's something you have to develop. It's no different than playing guitar. It's no different than shooting pistols. It's no different than any other skill. It's no different than taking a shower, okay? It's perishable. If you don't take a shower every day, you're gonna stink, all right? And that's the reality of discipline, too. If you don't practice your discipline day in and day out in an intentional manner, it's going to get rounded off and it's going to get weak. And that's going to put you back amongst your peers. If you want to excel amongst your peers, which is what you're asking, okay, you have to be able to make these decisions when it's inconvenient. And if you can figure out how to do that, which, by the way, I don't know, somebody that, you know, has developed, you don't know the most famous program for that in the history of Earth. If you could develop that and keep it consistent and accept that that's what it is, and it's in your control right now, bro, you're going to be so far ahead of the game, I would trade places with you in one second. Real talk. So.

[Jackson]

All right. Thank you.

[Andy Frisella]

Yeah, bro. I mean, is that good? Or what do you. What, you got anything else? Yeah.

[DJ]

What are you going to school for? What were you about to graduate with?

[Jackson]

Studying computer science and math.

[DJ]

That's cool.

[Andy Frisella]

Yeah. Yeah.

[DJ]

I mean, like, what are you gonna do with that, though? What do you want to do with that?

[Jackson]

I don't know yet. That's the problem.

[DJ]

I feel like that's, like, that's a lot of young people.

[Andy Frisella]

Well, dude, that's why I'm saying so. That's why I'm saying this is such a fundamental foundational skill. Because, bro, like, look, when you're in business, you've got to make decisions that are inconvenient, that are correct when you're choosing to be fit. It's the same thing in relationships. It's the same thing in any area that you want to excel at in your life. The foundation, brother, is always going to be your ability to make the decisions that align with the long term vision of your life. In the short term, it's. That's just what it is. And if you can accept that reality, bro, and really work on that right now, whatever path you choose is going to be obtainable and easier because you have. You have the understanding of, of how to make the right decision in. In the short term. So. Most people lack this ability, dude. And I know, I know you know, you're 21 and you're kind of just getting out there in the world, but, dude, I could tell you as someone who's double your age, most people don't have this, bro. They just don't have it even now. Oh, no. They don't have it at 40. They don't have. They don't have it. They don't live their life with that. They live their life on the ebbs and flows of the momentum that they happen to catch. Because as humans, we all catch momentum sometimes, and it's usually when times have gotten pretty bad and we're desperate against the wall and we start to act with urgency. Well, if you can act with urgency all the time, you could make a lot more progress. But if you just make the proper decisions as you go, you don't really even need that much urgency. It'll just be. The progress will be steady.

[DJ]

It's just the way it is.

[Andy Frisella]

Yeah. So, bro, if I was you, that's what I focus in on, man.

[Jackson]

All right.

[Andy Frisella]

All right, brother. Well, I appreciate it, Coleman. Thanks, dude.

[Jackson]

Hey, make sure you bring a Ford GT next Sunday. I'll be there.

[Andy Frisella]

All right, I will. Which one?

[Jackson]

All of them.

[Andy Frisella]

We'll see what we can do, bro. I appreciate you.

[Jackson]

All right. Thank you, guys.

[Andy Frisella]

All right. See, Coleman.

[DJ]

Yeah. That's such a. I feel like that's probably one of the hardest things for. For the young, younger generation to do. It's like they just spen years, you know, in school, and it's like, all right, what now? You know what I'm saying? It's like, you gotta go.

[Andy Frisella]

But, like, well, I mean, look, dude. Yeah, what now? But whatever you choose, you want to be able to execute it on, like, dude, the problem most people have is not knowing what to do. It's being able to do what they actually want to do. And so they don't pick things that they actually want to do because they don't believe they have the skill set to follow through and make it happen. So they end up choosing something that they believe they are capable of, which ultimately makes their life turn out in a way that they don't want. And that's what we hear from all of our friends and our parents and our teachers. Hey, you need to be a little bit more realistic. At least that's what I was told. I think we're all told that. And if we were able to realize that if we could just develop the skill set to adhere to a plan, nothing's impossible, man. Especially when you're 21 years old and you have all this time to do it. You see what I'm saying?

[DJ]

100, man. I love it. Well, Coleman, appreciate the question. Let's get to question number two. This is a right.

[Andy Frisella]

I love hearing those questions from young guys, dude. Like, I love talking to the young bucks. That's my bro. If I was. If I was. If I was 21 years old and I could develop what I just told him, Holy, bro, I'd murder everyone. I mean, it would be like, you know what I'm saying? Like, just thinking of the progress I've made in the last, you know, six to eight years living this way. You know, it's just. My only regret is I wish I had figured it out when I was younger. You know, no one ever told me that discipline was something you could develop. I thought it was something people were.

[DJ]

Born with or Is that important? Yeah.

[Andy Frisella]

Yeah, that's right, dude. And it's the. It's the foundation of everything. It's the foundation of being a good parent. It's the foundation of being a good. A good husband or wife. It's the foundation of making money. It's the foundation of fitness. It's the found. It's the core principle of achievement and fulfillment and success in every area of your life. And the people who don't have it, they make up all these excuses as to why their life ended up the way that it ended up. When in reality they just couldn't make the decisions in the short term that they needed to make to get where they wanted to go. And so they didn't. And that's that.

[DJ]

It's real, man. Well guys, any question number two. This might be a little older bug maybe. Let's get, let's get question number two, guys. Andy. I am a combat veteran, father of eight with one on the way. Former congressional staffer, went to night school after the military, earned an MBA while working full time. Not a flex because higher education is a joke, but I. But to prove to myself and to prove that I could see something to completion, I am thinking about walking away from a 10 year insurance career where I handled high net worth clients, including being responsible for coverage on your car collection. At one point. I am in the process of launching a solo cleaning business, Stars and Stripes Cleaning company to take control of my future and build real freedom for my family.

[Andy Frisella]

Wait, this guy, he say handle insurance on my collection.

[DJ]

Well, I didn't know it was just an example like oh, got it. Big car collections. I was going to say no, but he says I, I've got grit, I got discipline and a service first mindset. If you were me, how would you attack the first 90 days to gain traction, dominate my area and scale to something meaningful? First 90 day checklist. I guess for a brand new business.

[Andy Frisella]

It'S a cleaning business. What I would do is I would find the most prestigious, most active voices on social media in your community. I would go and clean for them for free in exchange for an honest testimonial on social media. And I would say, hey, I will come clean your office or I will come clean your home or whatever. Did he say he's like home or off? Whatever, Whatever they got, Whatever. You need me to clean your shoes? I clean your shoes. You need me to clean your dog's butthole after it takes a. I'll make sure it's sparkly. Okay, Whatever the you gotta do to make sure that those people say holy. I have never ever, ever had someone clean my office this way or clean my home this way or clean my car this way and do it for free to the loudest, most known people in your community that you can and you know, tell them to give me an honest review on social media. That's all. An honest one. Not Hey, a positive review or a five star review or no, hey, if I do a shitty job, say that. Say I did a shitty job.

[DJ]

Yeah.

[Andy Frisella]

Okay? And if you make an honest offer in good faith, one, people are going to take it. Two, if you do the job to the level that I know you're going to do, you don't raise eight kids, go to night school, become all this without high levels of discipline. So when this man says, hey, I have high levels of discipline and grit, I believe it, okay? Because the record shows that what he's talking about is hard.

[DJ]

Take some okay work. Yeah.

[Andy Frisella]

So let's be real. You have the skills and that, that's what I would do for the first, you know, couple months. I wouldn't quit my career. I would not quit your job. I would transition over. I. Because like, dude, look, that one.

[DJ]

Most people up at, well, look, you.

[Andy Frisella]

Got to make enough money to pay your bills, okay? When you're transitioning from a career to a new business, you've got to do it in a way where you are covered, which means for most people, that means decreasing their lifestyle, cutting all the waste. And this is what I'm recommending for this gentleman. Cut all the waste out that you can get real tight on your budget, start to do these cleanings to the point where you're starting to get paid and transition over. When you start to make enough money to survive doing the cleaning, not saying enough money to buy a Rolls Royce, when you can transfer your life from the previous career to the new career and support it, that's when you'd make the jump. Okay? And so I would, you know, give the first 90 days as a crossover period to create testimonials and word of mouth and. Yeah, and I would make sure I would tell the, the only stipulation of the testimonials that I would be working to create, like I said, would be to. For them not to tell anybody that you did it for free. And that's it. And then you're gonna have, you'll have a bunch of testimonials on your page. You'll have a bunch of good word of mouth going around and you'll be off and running.

[DJ]

Yeah.

[Andy Frisella]

And that's that.

[DJ]

Yeah. What do you think when it comes to, like people just getting going? I guess, I guess, I guess my question is like, how do you. And not to say that this person would get like the paralysis by analysis thing, right? But like, you know, somebody that has, you know, high standards and wants the best, how do you make sure I Guess like self audit to make sure you're not getting stuck in the, in the actual going piece of that.

[Andy Frisella]

Well, look, entrepreneurship has a very common theme amongst it and amongst high level entrepreneurs. It's, it's the mentality of going and then adjusting. Okay. You want to launch when you're not ready and then make it better as you go.

[DJ]

As you go.

[Andy Frisella]

Which, by the way, I've been working on this thing with MF CEO guys for two years. I could have launched it a year ago, but guess what? I wanted to make it better and I wanted to make it perfect and I want to do this thing and when I should have just put the out and did it as we go. And I know all of you guys would be like, all right, cool. But we. My point saying this is that sometimes no matter how seasoned you are, no matter how many times you've done this, you have to remind yourself that you have to go and then make the adjustments as you go. You don't, it doesn't become perfect. And then you launch. You launch before it's ready. And then you listen to what people say, you make the adjustments and then you continue to improve. And you know, everybody falls back in that trap. Because as entrepreneurs, when we represent and people don't think about this, a company that we create represents our fucking name. Okay, what do you want your name to say? Do you want it to say you do things half ass or do you want to say, I do things perfectly? I'm of that camp. So when you are a person who wants a high level of reputation, success built around you, your name and your brand, stalling until it's perfect becomes perfectly natural. But the problem is, is sometimes those people never launch anything.

[DJ]

Right?

[Andy Frisella]

Right. And then the market passes them by and then the opportunity goes by and then all of a sudden they're saying, I coulda, woulda, shoulda. And that's where courage comes in. That's where the courage aspect of becoming courage is one of the biggest things that people got to have to be successful. Dude, it's you. You got to be willing to go and then build it as you go.

[DJ]

Yeah, well, I think, like, I think the key difference here too, I guess what I was getting towards is more people who are just now starting, I think, your situations, I think we could safely say it's a little bit different. Like, no, it's a reputation.

[Andy Frisella]

My point, dj, is that we all do this. It doesn't matter if you're at day one or if you're at 26 years in we all struggle with paralysis by analysis. And you have to figure. You have to recognize that that's going on, and then you have to force yourself to go do something about it. Yeah.

[DJ]

Yeah. I love it, man. I love it. Well, guys, let's get to our third question.

[Andy Frisella]

We got another.

[DJ]

We got another caller here. This is Jackson, who has a question about complacency when it comes to success. Yeah, so let's give Jackson a call.

[Andy Frisella]

Hello, Jackson.

[DJ]

What's up, dude? This is dj. You're live on the relief show with Andy.

[Andy Frisella]

What's up, Jackson?

[Coleman]

What's up, guys? How are you?

[Andy Frisella]

Good, bro. How are you?

[Coleman]

I'm doing fantastic. I appreciate you guys taking my question.

[Andy Frisella]

Yeah, so. So what can we do for you, brother?

[Coleman]

So I. I guess, let me. Let me pull it up because to be completely honest with you, I don't remember what the fuck I submitted to you guys. It was two weeks ago, but there it is. Was there a point early on when the first taste of success, money, recognition, or any of that stuff almost made you slow down? And if so, what snapped you out of it and made you double down instead?

[Andy Frisella]

You know, if I'm being completely honest, dude, I spent so much time struggling and so much time broke that it sort of traumatized me, which I think is a good thing, because I don't ever feel that way. I'm always urgent. I'm always on the go. I always want to go. And the minute that I start feeling like I'm not moving, I get very anxious and I. I have to start moving. In fact, I would say the people around me probably get super annoyed about it because I'll come in out of nowhere and be hyped up. And all it is is me, me getting afraid that I'm going to go back to being where I was. And so, you know, my first 10 years, bro, and I'm sure, you know, you've heard me say this. I. I didn't make any money. You know, I didn't make any money the first three years. The next seven years, I made sixty $695 a month for a total of $58,380 the first ten years I was in business. So for me, dude, it's. That was such a long time to spend grinding. And then when I started getting some money, I. I appreciated it so much that I never want to go back. So for the most part, that's how I've always operated. Now, have there been times where I felt myself get a little bit complacent? Absolutely. And those usually came after the times where I had a big level up in personal income. And in those times when I started to feel that way, usually how it came across to me was I started to feel like it was. What I was doing was pointless past the point of what I was doing it at. So, for example, you know, like, I made a lot of money and enough money for me to be happy for a long time. But when that started, when I start to feel that way, I look around at all the people who have helped me get in this position, and I start to put my responsibility to take care of them and their families. And I create external pressure based upon my responsibilities to my employees and the people around me. So when I have gotten complacent, I very simply remember that at this point in my life, this is not about me anymore. This is about everybody around me. And that when I look at it like that and I. I view it as, you know, I'm just a member of the team and I have to do my part no different than, you know, Tom Brady has to show up for his guys to get paid, right? Like, if Tom Brady doesn't show up and play his football game, his offensive lineman don't get paid, his, the rest of the team, the coaches, everybody. So when I. When I feel complacent, I just remember the position I'm in and how much I love the people around me and how much I care about them and what I want for them. And that snaps me out of it and gets me going again.

[Coleman]

I got you. So, you know, I hear Ed talk about this all the time, too, in terms of, you know, falling back on. It seems like. And correct me if I'm wrong, but it seems like you have a set of habits and rituals, you know, that are important to you. He talks about that all the time and that same thing. And that gives you something to fall back on in times of stress and maybe complacency. Is that kind of what you're saying there too?

[Andy Frisella]

Yeah, for sure, dude. And. And when I do get in that place where I have to go back, I always go back to the fundamental systems. You know, I'm a systems guy. I create production systems. That's what I'm good at. That's what I'm good at in business. I create systems, and I'll go back to the fundamentals. You know, this, the live hard program, the power list, these types of things. My. My visualization routines. Those things help snap me right back into that productive. The best productive. Andy, that, that I can be. So when I do get a little off track, bro, I just go back to the fundamentals, you know, It's. It's. It's no different than Michael Jordan, dude. He stopped. He started every practice with chess passes, you know, and then he moves to dribbling, and then he moves to free throws. And it didn't matter if he had five rings, he still started that way. So what I found is that when I just find myself, you know, straying a little bit or getting a little bit complacent or a little bit off course, I just go back to the foundational systems that have gotten me here. And I've never failed to lose that way. Once I get back into those. Those habits and those belief systems and that accountability system for myself, the progress starts right back. So, you know that. That's definitely how I do it, brother.

[Coleman]

Absolutely. Yeah. And I appreciate everything you guys do. I'm on day 29 of 75 hard right now. Definitely changed my life. Done it every year for the past five years, and it's awesome. So I feel the same way about that, trying to create systems, and it's just awesome to hear that that's how you view it as well.

[Andy Frisella]

Yeah, bro. Bro.

[Coleman]

I really appreciate everything you guys do well.

[Andy Frisella]

I appreciate you, man. We wouldn't be here without you. So thank you for all the support. And trust me, bro, I gotta work at this just like you and just like everybody else. So it's, you know, we're all doing it together, brother.

[Coleman]

Absolutely. Yeah. Well, thank you guys so much. I appreciate you guys taking the question. It's awesome to get to talk to you and, you know, you guys have a great weekend.

[Andy Frisella]

All right, brother. You too. Thank you so much for everything.

[Coleman]

Absolutely. Yeah. Thank you. Awesome. Thanks, Andy. Thanks, D.J.

[DJ]

See you, brother. I think. I think that's a. It's a. It's a lesson of, like, the delayed gratification. Like, you almost went through it unintentionally, you know what I'm saying? Because you had to go through the struggle. Like, you didn't struggle by choice, you know? And so, like, that. That gratification was delayed for so long.

[Andy Frisella]

Yeah, yeah, dude. For me, you know, I'm just being real. Like, I. I was so embarrassed. Like, dude, when I. When I didn't have any money, man, like, you know, I. I just never. I never saw myself in the frame of someone who didn't have money. Like, even when I was younger or when I was, like, in high school or even when I was a kid, like, I always saw myself as, like, I'm gonna be successful. Like, that's how I saw myself. Yeah. So, like, when. When. When we were running the business in the early days, you know, 99 to, let's say, you know, 2,013 or so, that first 10 years of that time frame were really, really hard for me because it was embarrassing. It was, like, embarrassing. Like, all my friends were getting degrees and they were getting jobs, and, you know, they were making remarks to me, and they were going on vacations that I couldn't go on or buying cars I couldn't afford. And. And it started to, like, it started to really wear on me because I'm like, dude, I'm like the one person out of all these people that once that really wanted to be successful, and it looks like I'm gonna get passed by and I'm gonna end up being the opposite of that, you know? Yeah, bro. But you know what was crazy is when I humbled myself and. And I said, okay, maybe I'm not gonna be wealthy, but I do enjoy helping people, and I focused on helping people. I got wealthy. You know what I'm saying?

[DJ]

Magic.

[Andy Frisella]

Well, it's just humbling yourself and realizing it's not about you, it's about them.

[DJ]

Yeah.

[Andy Frisella]

You know, so that's real.

[DJ]

We got our final question. We got one more for you, Andy. This is another write in, guys. Andy, question number four. Andy, what are some true warning signs for a business that would suggest a pivot needs to be made? I'm four years in, and I just. Like you just went and started my company about two months ago. We brought a new service to market. This is our second true offering for standalone service. We put a lot of effort and energy into launching this, and nothing happened. Nothing happened compared to our expectations. At what point and what criteria should conversations and plans start happening to change the course? When do you make the pit? When do you know to make the pivot or that a pivot needs.

[Andy Frisella]

How long do you say he's been.

[DJ]

Doing it, the new product? Two months. Been in business for you and what's the product? I didn't really clarify. This is a new service he brought to market about two months ago. And they're not. It's not getting the expectations.

[Andy Frisella]

Well, nothing gets the expectations when we first launch it. Like, dude, you think I didn't want to be Jeff Bezos the fucking year after I launched my. Like, dude, that's welcome to business doesn't go the way you want it to go. Sometimes things take longer than you think. And I can guarantee you this. If you give up on every idea after two months, bro, you're going to be broke as your entire life, okay? So I don't know what the fuck this motherfucker should have called in. I don't know what the product is, okay? So I have limited. But here's the thing. I don't care what the pro. I do not care what the product. I don't care. I don't care what the. You could be selling the coolest product ever. And if you're presenting it wrong or you're advertising it wrong or you don't have a market or you don't have people that are listening to you, they. Nobody can know that it's a great product. Nobody knows about it. So my point here is that like, 60 days is not enough for fucking anything. It's not enough, okay? So you have to ask yourself, why is this product not hitting? Is it because the product's not good? You got to be honest with yourself, too, dude. This is a big problem with entrepreneurs. They really good entrepreneurs are very, very honest with the quality of their product. And I actually think they lean towards thinking their product's not as good as it is because the mentality that you have to have is to always improve. All right? So true kickass entrepreneurs. You know, everybody thinks that they walk around and they just let their dick swing and they think they're. Bro, most of them guys are like, running scared and they're like, I don't know if my shit's good enough. I got to make it better. But that's what makes it better, because you always feel that way. But, bro, you can't give up on something that you haven't explored the reason as to why it's not moving after 60 days. Unless, like, you're, you know, like, for me, I have millions of people on my email list. I have millions and millions of customers on my businesses emails, list. I could figure out instantly if there's a demand for it. But, dude, if you're just starting, there's no way to know that. You know what I mean? So why is it not hitting? Is it the product? Is it how you're presenting it? Is it the. The ad copy? Is it. You know what it. What the. Is it? Yeah, what is it? What's. No, he sounds like he has a attention problem, you know? And you. You have to go through point by point by point by point and figure out why it is that you're not getting what it is. And I. I would bet that you probably don't have the messaging right. I bet it's a little bit of everything. I bet your messaging is off. I bet your product's a little bit off. I bet the way you're presenting it is probably a little off. I bet who you're presenting it to is a little bit off. And these things, these are not big switches to flip. These are little bitty, tiny turns of the dial that you need to dial in to see. And, and by the way, you might find out no one gives a. You might find out that it's, it's, it's not a good product. And, you know, if that's the case, you know, you, you, you could pivot, but micro pivots along the way are what actually create great. You know what I'm saying? Like, dude, when we first launched first form, the first product we came out with was called Level One Light, all right? It was a low calorie, low carb protein powder designed for women. And you know how? You know what happened?

[DJ]

I haven't, I haven't even heard of.

[Andy Frisella]

That's right. You know why? You know why? You know why nobody's heard of it? Because it didn't sell, okay? So that was the first product of First Form. It did not sell. Product did not sell. If I had said, well, dude, nobody wants first form, where would I be?

[DJ]

Yeah.

[Andy Frisella]

You see what I'm saying? So what I did was I, you be light. Yeah, yeah, no shit. So, so this is a common trait amongst entrepreneurs and people in general in business. Guys, you gotta understand, this is the concept that we talk about, about aggressive patience, okay? You have to give enough time for the cake to bake before you start with the, the, the, the temperature or the recipe or the this or the that. You, you can't do it. Time is a factor, okay? Like, we have to understand, and I use the analogy of baking a cake, all right? You get the best cake recipe from Martha Stewart, her award winning cake recipe that's won every award across the world and across the universe. It's the best cake ever. And she gives you the exact ingredients, okay? And she tells you every single input that needs to be made. What, how, what the temperature of the oven is, how long you put it in there, what the ingredients are and what amounts and what order to mix them in. And you have every single thing lined out. Here's the mistakes that entrepreneurs like to do. One, they think that they are the chef and they think that they can change the ingredients even though they have no experience baking a fucking Cake.

[DJ]

He's gluten free.

[Andy Frisella]

I'm going to do this. I'm going to add a little more of this. I'm going to take a little of this out. Okay. When you have a recipe for success and you have no experience in success, you do not have the understanding of what the change in the recipe. Okay? So that's first thing they fuck up. That's the first thing. The second thing is what they do is they think like this. Well, if it takes 40 minutes at 400 degrees, if I turn it up to 800, I'll get in 20 minutes. Okay? So they think they can out hustle the time. All right? You can't out hustle time. What happens if you throw the in there at 800 degrees for 20 minutes? What do you get back? Oh, you get a crusty piece of. Okay. And that's what, that's what you're gonna get in your business too?

[DJ]

Yeah. Yeah.

[Andy Frisella]

Okay. You're going to get. You're going to get burned out. You're going to get frustrated. You're going to get a product that does not resemble anything of what you set out because you lack the patience. Okay. This is, this is very common amongst entrepreneurs. We try to manipulate things that cannot be manipulated. Okay? You can't take the struggle out of the recipe. You can't speed it up by going twice as hard. So you. Now you can make a maximum speed by going as hard as you can, but you can't go any faster than that because there's time aspect and product adoption. Customers had to become familiar. They have to see it nine, ten times before they ever want to buy it. Like, there's all kinds of things that you just can't get around. And I'm going to tell you right now, there's nothing that you can make working 60 days like that. Nothing. So my advice to you would be very simple. Tell yourself the truth. Is the product actually good? Is it a product that you made that's trying to like sort of trick people into buying it? Or is it a product that delivers tremendous value to one's life? If it's not a product that delivers tremendous value, how do you pivot it and turn the knob a little bit to make it become that so that people will be more likely to use it? If you can't do that, then maybe it's time to develop something else. But a lot of the reason that products don't work for entrepreneurs is because they try to do this. Like, they think of it like this. It's a Fundamental difference in the way you think. If you ask 98% of. And you observe 98% of entrepreneurs, they try to operate from this place of I'm going to make a product and I'm going to try to make the value, the perceived value as high as I possibly can without actually making the product as valuable as it could be, okay? And it's almost like they're trying to trick the consumer, all right? And this comes from old advertising, big business, old, old days of doing. Can't do shit like this anymore because the feedback loop is instant. So the entrepreneurs that are winning today are saying and have one for the last 10, 15 years, since social media came about, when that, when the feedback loop became instant, are people who say, how do I develop something that actually delivers tremendous value? How do I make something that when people use or consume or share or, you know, talk about, it's going to be something that they're, they're saying, holy, this is the best thing I've ever done. This is the best app I've ever used. This is the best food I ever ate. This is the. This is the best service I ever had. This, this helps me tremendously. If you create products that do that, you. You really can't lose, okay? You can't. You can lose because you're stupid and you quit on things in 60 fucking days. But if you develop a product that is along the lines of actually contributing to someone's life, it's really hard to fuck up.

[DJ]

Yeah. So it sounds like there's an emotional investment here because, I mean, even talk like I put a lot of effort.

[Andy Frisella]

And energy, of course that's un. Matter.

[DJ]

Yeah.

[Andy Frisella]

Doesn't matter.

[DJ]

Yeah. Did you have a lot of emotion, I guess, tied to that?

[Andy Frisella]

Listen, no one gives a. How much work you put into shit, okay? No one cares. Did you see the clip from Wallow talking to black entrepreneurs? Wallow, who is a smart.

[DJ]

The rapper.

[Andy Frisella]

He's a social media guy, okay? He's, I think he's a. He's a rapper and entrepreneur and all this. And he was, he was going, this, this clip went viral this week about him. Talk. He was talking to a bunch of black entrepreneurs. He goes, nobody gives a. That your business is black owned. You know what they care about. They care about if the product's good. They care about if the service is good. They care about if it's actually something worth, you know, buying or using or consuming. I'm paraphrasing what he said, but he's right, okay? No one gives a About you. No one cares who made it. No one cares what race they are. No one cares if it's a man or a woman. No one gives a. About anything other than then how good is the product and how much does it benefit me? How much do I enjoy it? How good is the service that goes with it? How does it make me feel? It's. There's no other way to sustain yourself in business other than being great. And everybody wants to hack their way around that. Everybody wants to make it easier. Everybody wants to trick the system. And then they look at the people who have built the craziest, who live these big lives, and they're like, how they trick this. They trick the system by creating a great product with a great service that people enjoy and are proud to share with their friends. And when you do that, it doesn't matter what the product is. People will talk about it. Okay? So we have to get this focus off of how much effort we put in or who we are or what group we belong to. And we have to realize no one gives a. About that. They care about what points you put on the board, bro. They care about what you create, what you build, who you become, and how they can do the same. So let's know, like, you know, when people. I. I agree with you. He's emotionally attached.

[DJ]

It's emotionally.

[Andy Frisella]

I put a lot of work. Yeah, that's what the. You're supposed to do, you know, like, you have to let go of that.

[DJ]

Yeah, that's real, man.

[Andy Frisella]

The things you care about are not the things that your customers care about, bro. It's our own egos. We all have egos. You know, I don't. I don't have an ego. The. You don't. Everybody has one. And you need a big one to be successful in business, too, because you need to believe in yourself more than other people believe in you. So. Yeah, I love it. But you also got to balance that with humility.

[DJ]

Yeah.

[Andy Frisella]

How do I improve? How do I get better? Right. You got to have the balls to put the product out there, but you also have to have the wherewithal to question, is the product actually what it could be and should be? You know what I'm saying?

[DJ]

Absolutely, man. Absolutely. Well, guys, Andy, that's a hell of a way to start a Monday.

[Andy Frisella]

Yeah, guys, hey, there's only one way to win, bro, and it's being undeniably great at what you do. I could answer 50,000 questions. It's going to come down to that same principle every single time. So go out there, do the best you can, become the best you can, Create the best that you can. And things are gonna work out for you.

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