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The Wealth Mindset That Helped Jeff Abraham Build and Exit a $30M Business | Jeff Abraham - The Entrepreneur DNA | Wave AI Podcast Notes

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The Wealth Mindset That Helped Jeff Abraham Build and Exit a $30M Business | Jeff Abraham

The Entrepreneur DNA

Thu Mar 05 2026

Summary

Podcast Summary: The Wealth Mindset That Helped Jeff Abraham Build and Exit a $30M Business

Podcast: The Entrepreneur DNA
Host: Justin Colby, Bleav
Episode: The Wealth Mindset That Helped Jeff Abraham Build and Exit a $30M Business | Jeff Abraham
Release Date: March 5, 2026

Overview

In this compelling episode, Justin Colby interviews Jeff Abraham, a self-made entrepreneur who turned humble beginnings and a modest GPA into multiple eight-figure business exits. The episode delves deeply into Jeff’s wealth-building philosophy, practical strategies for financial independence, and the mindset needed to build and scale successful companies—regardless of background. Listeners learn the importance of delayed gratification, investing for the long term, how to avoid the pitfalls of comparison culture, and actionable lessons in both life and business.

Key Discussion Points & Insights

1. It’s Not How You Start, It’s How You Finish

(02:18–04:00)

Both host and guest share their “late bloomer” educational journeys, agreeing that early shortcomings don’t dictate life outcomes.
Jeff: “If life is a marathon, [at 25], you’re stretching, you haven’t started running yet. Relax.” (03:21)
Strong emphasis on the importance of “finishing acts” over where or how you begin.

2. Wealth Creation: Delayed Gratification vs. Keeping Up with the Joneses

(04:00–11:00)

Jeff details his disciplined approach to wealth: buying investment properties instead of luxury cars in his 20s.
- “I took money between the ages of 24 and 27 and every year I was buying these little condos... instead of putting money into a car, I wouldn’t depreciate it. I was buying these rental properties.” (04:40)
- This $36k in property turned into $20 million after 15 years.
Criticism of instant gratification culture, contrasting it with his focus on generational wealth and financial security.
“I have a neighbor who has 13 cars and makes fun of me... until you can teach me to drive two at the same time, why do I need another one?” (10:50)

3. Pragmatism in Spending and Meaningful Indulgence

(13:57–19:00)

Jeff values spending on experiences and things meaningful to him—like travel, healthy food, or attending sports events with loved ones—over status symbols.
“It has to be something meaningful to me, not anyone else. It’s never image.” (19:05)
Emphasizes value in spending for connection, memory-making, and family.

4. Entrepreneurial Mindset: Betting on Yourself

(24:03–35:00)

Justin and Jeff discuss the draw of entrepreneurship—freedom, self-reliance, and intentional living.
Jeff shares his transition from underappreciated W2 sales jobs to founding his own business:
- Realized at 23: “I’m smarter than my boss. He’s here because he’s 20 years older.”
- Didn’t have a fallback plan: “Contingency plans are for losers. I already know I’ll do whatever it takes to be successful.” (29:45)
“I was tired of making other people wealthy… I need to be owning this shit, okay?” (33:00)

5. Business Growth Blueprint: Customer-Centricity & Adaptability

(35:00–51:26)

Jeff’s pivot into the sexual wellness industry and the turnaround of Promescent from $80K sales to $15M yearly.
- Immediate changes: rebranding, product repositioning, raising prices, fostering medical credibility.
- “I took over the company and I repriced everything at $59.95. …You can’t sell it at $9.95 because you’re signaling people not to try it. It doesn’t work.” (38:37)
A story about learning essential product messaging through direct customer interaction.
- “You have to self analyze and go: what are our weaknesses? Then shore up your weaknesses. A chain is only as strong as its weakest link.” (43:00)
Fundamental principle: listen closely to your customers, continuously adapt offerings, and reinforce trust.

6. Principles for Lasting Business Relationships

(48:41–51:07)

Treat partners, vendors, customers with integrity: “Win-win scenarios are key for your suppliers, your partners, your customers—everybody.”
“I treat my business same way I treat my personal life... great treatment from all of our vendors because I pay on time, every time.” (48:55)

7. The Power of Curiosity and Listening

(59:32–62:00)

Jeff’s openness, curiosity, and willingness to listen are cited as the ultimate drivers of both his resilience and business insight.
“Curiosity, listening, asking questions. That’s what moves the needle. …These threads are common within these individuals.” (59:33)
“Having that curiosity is knowledge. Having knowledge is power. …I control my own destiny. And knowledge is what gives you that ability.” (61:27)

Notable Quotes & Memorable Moments

On patience and long-term thinking:
“If I had the instant gratification...I would have had a car that was worth $30,000; instead, I had assets that were worth tens of millions.” — Jeff Abraham (06:50)
On the meaning of wealth:
“One of the biggest benefits of creating wealth is...to be able to really and truly do what I wanted to do when I wanted to do it.” — Jeff Abraham (09:45)
On entrepreneurship:
“Contingency plans are for losers. I already know I’ll do whatever it takes to be successful.” — Jeff Abraham (29:45)
On listening:
“I need to know what questions people are asking... customer satisfaction...how people are finding us.” — Jeff Abraham (41:01)
On product trust and customer relationships:
“Our repeat business is insane because our products work. …When we first introduced lubes, it was like, ‘I knew it was on this site, it was top quality, you guys would stand behind it 100%.’” — Jeff Abraham (51:41)
On curiosity:
“Curiosity is knowledge. Knowledge is power. …I control my own destiny. And knowledge is what gives you that ability.” — Jeff Abraham (61:27)

Timestamps for Important Segments

[03:21] – The “late bloomer” mindset: why it’s all about how you finish
[04:40] – Building wealth through property, not cars
[08:33] – How childhood money stress shaped Jeff’s outlook
[10:50] – Why Jeff never cared about showing off wealth
[19:05] – Spending with meaning, not for image
[25:24] – The leap from employee to entrepreneur
[29:45] – Why Jeff refused a safety net in business
[35:21] – The pivot to Promescent and learning a new industry
[38:37] – The critical rebranding decision that saved the business
[43:00] – Using customer feedback for product improvement
[48:41] – On integrity in business relationships
[59:33] – The compounding power of curiosity and listening

Final Reflections

Justin Colby and Jeff Abraham deliver a conversation rich with practical advice and hard-won wisdom. Whether you’re starting from behind or simply want financial independence, Jeff’s path—measured, intentional, and built on listening to customers—serves as a model for entrepreneurs in any industry. The episode mixes both actionable strategy (investing, customer focus, business operations) and deep mindset work (delayed gratification, resilience, curiosity), all wrapped in personal anecdotes and humor.

To learn more about Jeff’s products and approach, visit promescent.com.

“Being curious is really important. … You have that youthful vibrance of always being curious. … Jeff has curiosity. Jeff has sold businesses. Curiosity, listening, asking questions. That’s what moves the needle.” — Justin Colby (59:32)

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Transcript

Justin Colby (0:00)

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Jeff Abrams (0:31)

A curve in the road, a change in plans. Well, what do you say with the all new Audi Q3? The answer's always yes. Yes to adventure, yes to escape, yes to performance, yes to comfort.

Justin Colby (0:49)

Yes to right now.

Jeff Abrams (0:51)

Because saying yes without hesitation, that's real luxury. The all new Audi Q3 made for the yes life. For delicious meals, you could go out to eat or you could just make

Justin Colby (1:03)

a Marie Callender's meal. Marie Callender's classic chicken parmigiano bowl is so good. It has marinara sauce that's made from scratch and creamy mozzarella cheese over pasta.

Jeff Abrams (1:14)

It's delicious with no artificial flavors, colors

Justin Colby (1:16)

or preservatives and 30 grams of protein. You can find it in the frozen aisle. Marie Callender's what having it all tastes like. What is up the entrepreneur DNA family. We are back and I have an incredible guest. If you're one of our listeners, that similar to me, you are not a stellar student. You may have been in the 2.0 region of GPA in high school and this individual was right there with us. And in college, he was a 2.5 GPA individual, but he has already had one exit for well over $30 million and is likely about to be on his second exit for about the same value. If you want to build a business that has an exit, you might want to pay attention to this. Jeff Abrams is here. How are you, brother?

Jeff Abrams (2:04)

Great. It's a pleasure to be here. I have to so that I got up to 2.5 by scoring a 3.5 in my senior year to get up. I was actually way down. So I finished strong. I mean, I.

Justin Colby (2:17)

That's right.

Jeff Abrams (2:18)

Tape.

Justin Colby (2:18)

You know that's right. Review the tape. Watch that finish. Watch that finish. Yeah, well, hey, listen, let's lean into that subject. It's not how you start, it's how you finish. I've been told that my entire life. Right. I. I like you barely. I mean, I got out of high school, but like at a 2.2. Right. I was just not a stellar student. Not because I couldn't. Is More, I didn't care college, had to go to a junior college, right? But then understanding this concept, not how you start is how you finish. Worked my tail off, got me almost a 4.0 junior college, went to UCLA, worked my tail off again, right? So I want to lean into just the concept of what you've done now. You, you've had an impressive career and we're going to talk all about your, the first business that you sold for 30 million and, and what you're doing now, which is super, super cool and, and fun to talk about. But talk about your finishing acts, right? Like how important is to realize, like it's not how you get started, but how you finish.

Jeff Abrams (3:39)

It's where you finish. And I also tell people it's not how much money you make, it's what you do with it. I know people literally make a million dollars a year and they're 50 and live hand to mouth. I know people who make a hundred thousand dollars a year and by the time they're 40, 50, they can retire already because they get passive income going. They, they understand generating wealth, you know, those types of things. You have to set yourself up to finish strong, but you can't finish strong without putting in the work along the way to allow yourself to finish strong. Just like in a race, you can't finish strong if you don't have the proper nutrition. If you don't have the proper training and miles under your belts, you're going to have a hard time putting a finishing kick on. It's the same thing with business. It's the same thing financially where there are certain things you put in place early that literally begin to pay off when you're there. You don't have to be a finished product, but you have to start formulating a plan and you have to reach milestones along the way. They get you to where you want to go. I've always been the type of person that I believe in under promising and over delivering. And I believe in, you know, delayed gratification, not instant gratification. Prime example, when I first started making really good money, my first company, I, I broke out Started my own company. Everyone was like, oh, you need to buy this, you need to buy that. And I go, no, I'm buying property, I'm buying stocks, I'm buying bonds. And I know some of my friends that were buying $150,000 Mercedes that, you know, three years later were worth 75. I remember I always had a company car. I never owned an automobile registered by name until I was 32 years old. That's when I kept saying to me, why don't you buy a little, you know, Ferrari or a little this or little that? Because I was making good money. When I worked for other companies before I went on my own. I said, I have a car. They go, you have a Buick Skyline. I go, gets me to where I want to go. You know, it's like, it beats the, the bicycle I had in college. You know, that? True story. And I, at one point, all my friends were, tell me, you need to buy this styling ride. You need to do this. I go, no. So I took money when between the ages of 24 and 27. And every year I was buying these little condos in Huntington beach and the Sea Spray condominium complex, I still know the name of it, and I would. I bought one for 88 one, one for 88 eight, one for 89 and one for 93. And this is, instead of putting money into a car, I wouldn't depreciate it. I was buying these rental properties. I hung onto those for 15 years. I had them on 15 year mortgages and sold them all for about a quarter million dollars each one for between 230 and 250. I took those and then parlayed one into two homes. In Colorado Springs, I took another, parlayed that into a four individual units in Dallas Grapevine, Texas, took another one and started my own company. When I finally went on my own, and I took the other one and I just invested that in stocks and bonds. And when I really look back on those four condos that I bought, I turned, you know, because back then you only had to put 10% down. 88 grand, 9 grand, approximately. So I turned $36,000 into $20 million by not buying a car that was going to depreciate. By literally taking that same amount of money in 36,000 instead of buying a car or whatever, I bought four rental properties that I literally allowed to appreciate. So I control 30, you know, $360,000 worth of property with 10% down, which was 36,000. They started appreciating 10% a year. So I literally started making back my entire investment every single year for 15 years run. And it was insane. And I always tell people if I had the instant gratification, if I would own out and bought a Mercedes for a hundred thousand dollars and put $36,000 down, 10 years later I would had a car that was worth $30,000 instead I had assets that were worth, you know, tens of millions of dollars. It was again that desire not to have instant gratification, that was it. To start creating generational wealth, to start really setting myself up for the future.

Jeff Abrams (8:33)

I grew up in a relatively modest, we'll use that term, modest background. And my parents used to always argue about money. I used to think to myself, if you have a lot of money, you always have a great marriage and great relationship. I later found out you fight over other shit when you have a lot of money. You know that's right. But part of it was the desire to escape that cycle of always having to do without and never having the nicest clothes, never having a nice home, parents always arguing about money. That really, really made an impression on me, that I didn't want that to be part of my life, you know, in my adult life and when I had children that I wanted to be able to do really nice things for them. So I was able to escape that. Plus I've always, I self actualized at an early age and I realized this. Everyone's like, oh, you want to get to hottest chicks, you got to have the hottest ride, you know what I mean? And for me, I guess I'm just practical, you know, I, I went, do I really want someone who's hanging out with me because of the car that I'm driving? And this started early on because you'll laugh when I tell you this. I remember this distinctly. A lot of young men, especially my age, I'm in my late 60s, I'm 68. They grew up wanting to be a professional athlete. They pictured themselves on the COVID of Sports Illustrated, scoring a touchdown at the super bowl, or being on the COVID of People magazine. You know, the sexiest man alive. You know what I mean? It's movie star being on the COVID of Premiere. I looked in the mirror and I went, I don't think being the sexiest man alive is in my future, but I go, I'm not going to be on the COVID of Sports Illustrated. Okay? I remember from being 10, 12, 14 years old, wanting to be a businessman, wanting to start my own company, wanting security, wanting wealth, you know, and. But it wasn't wealth so I could have all this material things. It was wealth so I would have less anxiety and I'd be able to really and truly do what I wanted to do when I wanted to do it. People this, and I mean this with thousand percent sincerity. One of the biggest benefits of creating wealth is not to have 13 cars, 15 cars. I have a neighbor who has 13 cars and makes fun of me, said me one day, you only have one car? I go, yeah. He goes, why do you only have one car? I go, because until you can teach me to drive two at the same time, why do I need another one? He started laughing. He said, it's pretty practical. I go, I'm a pretty practical dude, you know?

Jeff Abrams (14:28)

It's the opposite. I'll tell you, I had the biggest trade up ever in the history of watches. So seven years ago now. Exactly. I the best most expensive watch I'd ever owned was a garment. So when I go out and run I See, run marathons, everything is 99 bucks. I. I don't give a shit. I look at my phone, I want to know what time it is, okay? I'm just not a watch guy. One of my friends, who I have been working out with pretty extensively at the gym, Lifetime Fitness, where I work out, says to me one day, hey, you're pretty stupid, you know? You have any good stocks? Yeah, buy this stock, blah, blah, blah. And then stock went down. What do you think? I go, no, Buy More. You want to go Buy More? So this happened like over a three year period of time. I go, trust me, I know this technology, this thing is really going to run. It ended up going up tenfold. Asked me one day, let's go to dinner. I said, okay, great. So we go to dinner. He goes, hey, let's go browse next to here. We were at Caesar's palace in Las Vegas, you know, because I lived full time in Las Vegas. And someone. And we go in and he's looking at watch and he goes, what do you think of this watch right here? We're just Rolex store. I go, that's real nice. He goes, what's the nicest watch you have? I go, garment. He goes, what? Oh, wait, he's there. What? I go, I swear to God. So he looks at me and he goes, what do you think of this one? That one's nice. I go, but I like this one even better, you know, blah, blah, blah. He goes, would you ever buy that? I go, not in a million years. It wouldn't be worth it to me. I go, it just, it's not my thing. I don't buy watches. And so he picks out a watch, he buys it and he goes, do you really like that one? I go, yeah, if it was 150 rather than 15,000, I'd buy it. He looks at the lane and he goes, I really did well on that stuff. I go, what would you do? He goes, I made a million bucks. I'm like, you made a million bucks? He goes, yeah. I go, you've trusted my recommendation that much? He's like, hell yeah. He goes, I see where you live. I see what you do. You're smart man. And I started laughing. I go, I need one for each hand. If you made a million, we were joking, right?

Jeff Abrams (19:11)

That's where they started Fox Restaurant Group in Scottsdale. So there's one three miles from my home in Newport, there's one four miles from my home here. You will die when I tell you I eat once a day at Truth Foods Kitchen. Either lunch or dinner, every freaking day. Okay? I'm here 51% of the time and 49% in California. You're the same situation, you're in Florida. No state tax. I'm not giving 15% of my hard earned money to any state that you know for any reason whatsoever. Because I try to make almost all of my income to be capital gains. So I'm only 20%, you know, that's right. But I'm not going to then turn around and get 15% to estate. So I do spend money, but it has to be something that's meaningful to me, not anyone else. It's never image, it's that I go to sporting events, I sit on the glass, it's a hockey game I support. Those are things I enjoy. And I don't sit frickin take selfies and not enjoy the game because I'm, I'm busy livestreaming where I'm at. I go to concerts and the people next to me aren't even listening to fucking music. They're over there posting on Snapchat, Instagram and look where I am. I'm not where I am person. You know, the only place that I ever think look where I am is look where I am in my life with my son and my daughter in law, my granddaughter, people that I love. That's what you'll see me posting pictures of my family, not what I drive, where I live, who, where I'm going. That's not relevant. Okay. The amount of joy in my life is directly proportional to the amount of love I have in my life. I'm enjoying where I'm at in the relationships. Let's face it, I'm 68. I'm very well aware. I went to my 50 year high school reunion this year. There's a lot less grains in the hour sand of grain in the hour glass than there was, you know, a decade ago, two decades ago. It's partly about legacy. Now what am I. Okay. Not only in terms of material things and generational wealth, but what am I leaving in terms of legacy and teaching my son and my nephews and nieces how to properly live and how to enjoy your life and how to be a decent person now, do you think

Jeff Abrams (25:24)

I got out of College 22 and I went to work as a regular salesperson for a company called Signote Corporation. They make banning strapping packaging materials. And I guess I was always one of these people that thought that people running companies were geniuses. Oh my God, they were. You know, and the people underneath them were semi geniuses. You know, that kind of stuff. Within a year, year and a Half. I've literally had this light bulb go. Off I go, smarter than my boss, okay? And he's just here and he's just my boss because he's 20 years older. And, you know, it was seniority almost. I felt like I was in a union shop. You know, who's who the longest, okay? He gets an ad. I was like, well. But I was working in central Pennsylvania in Williamsport. I lived and I covered literally like seven counties by car. So I was putting 70,000 miles a year driving around, you know, calling all these strapping brick companies and corrugated manufacturing companies and everything. And I remember after two years, it wasn't expertise, it was raw hunger. It was just I desire. I was one of the best young salespeople entire company. I was about to get a promotion. I was going to move to Annapolis, Maryland. I went down, looked at, you know, the new area and everything, and I was. I was all excited. This was 1981. And I remember I drove back to Williamsport and I was all happy. And I come in, I was opening my mail because back then they didn't have cell phones or Internet or anything. You opened your mail, snail mail. And there was a. Paul Gerhard was the CEO of the company. It was an email from him. This was on a Friday afternoon. I was just getting back from Manhattan, like, hey, due to the fact the economy's really slow because 81, 82, things got really slow. All promotions, everything are on hold and raises for at least the next year. I thought, man, I made it just in time. And it hit me. I go, wait a second, I haven't moved there yet and my promotion doesn't take effect. I go, obviously that's still. I got promoted based on what I did. I'm still covered. I. But I had to wait till Monday morning to call the office to find out, right? And my boss was like, no, unfortunately, it's. I go, what? I go, wait a second. You know, the economy might be down and, you know, the industry's down, but my performance was exemplary. I was up 20%. You know, and I'll never forget this. I was making like 24 grand a year, two years out of school. Back then, I was the highest competent person in my entire family. You know, everyone's like, oh, my God, you got this great job, you have a company car, you have an expense account, blah, blah, blah, you get profit sharing. And. And I remember thinking to myself, this is fucked up. Okay, yeah, I sell. My territory was insanely profitable, but I'm getting penalized because the economy is Down. I'm not down. You know, this seems a bit unfair to me. So I remember carrying that thought and I go, I'm not sure I'm real comfortable in the situation. And I was waiting in the lobby of one of my accounts, Stone Corrugated Container, Williamsport, Pennsylvania. And there was a Forbes magazine or Fortune magazine. I started reading, said the semiconductor industry, this is where you know, they're looking for good young people and you're promoted based on, you know, your aggressiveness and your skills, not just on how long you've been around. That sounds really good. It's how naive I was. I said it, I'm quitting my job, I'm moving. I bought a one way ticket to Southern California. I missed the, the semiconductories in the Bay Area. It's in silicon to me. I'd never been further west in Minnesota, you know, or Detroit. I had never been on a plane, I'd never stayed in a hotel in my whole life. That's how poor we were growing up. So I literally moved out there and go, I missed my 400 miles. I want to get a job in the semiconductor industry and it's centered in the Silicon Valley. I'm on the other side of the state. But I did find one company was based, it's called, called Hunt Chemical Southern California. I went to work for them. So I worked for them for a year. Then my boss there left and went to another company and took me. So he hired me as his re a regular salesperson. He was the district manager. He took another job as a regional person, bought me as a district manager, then took another job as a vp brought me. So he literally took me three separate companies and then he left to form his own company and asked me to come be as VP of sales. And I said, you taught me too well, I'm leaving to start buying a phone. So I literally learned from him. I used him as a mentor. But I also knew very quickly I was as smart as him, you know. And you did real good. And the entire time, I'll be honest with you, I was planning specifically to start my own business. And because I grew up in the semiconductor industry, my first job was only two years and I spent eight years in the semiconductor industry. I knew it really well. I got in when it was young so everyone needed, they were building these new factories, they needed all these semiconductor engineers. I knew them all started the industry. So I literally started my company and it was crazy because by that point now I told you I left, you know, Pennsylvania, moved to California, making 24 grand a year. Now, fast forward nine years, I'm making $200,000 a year with a company car expense account. And I, all my family thought, oh my God, this guy's Warren Buffett, right? I can leave and start my own company. Like, aren't you nuts? Oh, 90% of new businesses fail, you know, And I go, well, I'm in the other 10%. I'm not part of the 90%, you know, and I remember people saying to me, what is your contingency plan? You know, contingency plans are for losers. Okay? I already know I'll do whatever it takes to be successful. The question is what it's going to take. I'll do whatever it takes because to me, if I would have put a contingency plan together and said, oh, if things get bad, then this is my parachute. This is my off ramp. As soon as I had hard times, I'm going to go, oh my gosh, should I back out? Whatever.

Jeff Abrams (32:59)

No problem. I'll be with you every step of the way. One in four was a fraud. Paying American. Not anymore. Save up to 40% your first year. Visit lifelock.com Specialoffer terms apply. Quick. Choose a meal deal with McValue. The five dollar McChicken meal deal, the six dollars McDouble meal deal, or the new seven dollar Daily Double meal deal, each with its own small and four piece of McNuggets. There's actually no rush. I'm just excited. From McDonald's for a limited time only. Presence of participation may vary. Not Valer McD delivery. My very first year, and that was the year my son was born. And I was a single dad raising my son. So my very first year, I came across almost parallel. I made like 200 and some grand a year, which is perfect because that's where I was taking, you know. Then within three years, I was making like 6, 700 grand a year. Then I went over a mill. And then I was like, oh, I think I figured this shit up, you know what I mean? And so it went really, really well. And I never looked back. But I didn't have a contingency plan because I did not want to work. I was tired of making other people wealthy. I was tired of literally being the guy behind the scenes and someone else was getting promoted and everything else. And, you know, one particular example I'm aware of, I took a territory, 2 million a year, and within two years I built it up to 5 million a year. And my base pay went from like 140 to 1 80. And I'm like, wait, I brought in $3 million and I'm 40,000 of that. I go kind of fraction. Is that point zero? You know what I mean? I'm like, wait a second, I need to be owning this shit, okay? I need to be doing that for me. And so I built this thing up and then I got to a point I had lupus and I had diabetes. And I'm like, hey, I don't want to work until I'm 60 and die. You know what I mean? You're not guaranteed of any life span in this world, even if you're healthy, let alone when you have that to deal with. So I always wanted to retire early and relax, you know, Just.

Jeff Abrams (38:39)

People that are trying it are buying it and rebuying it. What you're doing is literally convincing 95% of people. Don't even give it a look because you're positioning it like it's a schlock. So I turned the company on its ear and made it successful because we had value. And I wasn't a visionary, was I'm street smart and I'm very savvy. And I looked at Viagra, Salis, Labitra. The reason they were successful is because they got this medical credibility. Doctors, you know, did clinical studies, clinical trials, looked at the results and I go, this works, okay? And then, let's face it, I want to free dispel one myth. The idea that people that use ED, that seven, $10 billion a year. So to everyone with ED, are you kidding me? And the people that you look at steroid, you know, production. There's a hundred times more steroids produced in the world than there are people that actually have hormone deficiencies. Everybody wants to feel like they were 18. Everyone wants to feel lower body fat, higher muscle tissue. You look at every area of our lives. Most men, when they get to be 45, 50, 60, they lose some percentage of sexual function, is just aging, but they want to perform and feel like they did at their peak, whether it's 22, 25, 30. So I realized there were two different segments to this particular market. There was the people that had hardcore, you know, premature ejaculation was medical. And there were people just go, I want to last longer. I want to, you know, I want to, you know, last longer to satisfy my partner, that type of stuff. So I segmented our advertising. I got really ingrained in the medical community. So we have a lot of doctors who refer people to us. But then at the same time, I wanted to make sure that people just wanted better intimacy, that we were also reaching them. So we have one, you know, campaign that's geared more towards recreational intimacy and one that's geared more towards, you have a physiological issue. And what I tried to do was take the shame. Okay? It was just when talking to people, it was like, so many people were embarrassed because comedians and movies are sold wives tales that, oh, you don't care enough about your partner to satisfy her oath. And it was like, you're not mentally strong enough to last long. What? You know, there are legitimate physiological reasons why a man rapidly or prematurely ejaculates. Hypersensitivity to penile nerves, prostatitis, low testosterone. So I went on this campaign doing podcast and serious radio interviews, and even our advertising said, would it. Would someone with diabetes ever be embarrassed about taking insulin? No. Would somebody that had cancer ever be embarrassed to use chemo? No. Said, why do we have this embarrassment or shame about using something to make you better in bed? The answer is, you should. So it was common sense. It was hard work being receptive and analyzing people that were using our products. We have an interactive feature on our website, it's called Olark, where you can literally have a thing that the friend has a question that pops up, and you can see where they're from, which pages are navigating through, what they use to find us. I would work that function two hours a week, me as a CEO, and people would freak out. They go, you don't have enough people. I go, we have plenty of people. I need to know what questions people are asking. I need to know customer satisfaction. I need to know how people are finding this. If a particular podcast is really successful, I want to know about it. If a particular physician is referring a lot of people to us, I want to send him a thank you, you know, and say, hey. Because nothing rewards and spurs more positive behavior than positive reinforcements. So that if a doctor referred a lot of people, if I say, hey, by the way, go, really? Oh, great. I'm really glad people are matriculating to that site. I can't thank you enough for reaching out. I go, no, I can't thank you enough for helping us. You know, it's like this, our lifeblood. And so the same principles take place. You got to work hard, you got to work smart. More importantly, you have to be in tune to what it is your mission is, what differentiates your product, what makes you better than your competition. And leading to that, you also have to self analyze and go, what are our weaknesses? And then shore up your weaknesses. They have that saying about a chain is only as strong as its weakest link. That's true. And prime example, I'm flying home from Southern Cal back here one time, and you know, I'm really friendly sitting next to somebody on a flight, and dude goes, oh, how you doing? I go, great. He goes, you going home or you're going to visit Vegas? I go, well, it's kind of a little bit of both. I go, have presence in both places, but I'm going back to my. Oh, really? We start talking. He goes, what do you do for a living? I said, well, I'm the CEO of this OTC medical company. And he looks and he says, really? What's the name? But I said, it's called Promescent. We make a treatment for premature ejaculation. And he has this freaking visceral reaction. It's like, oh, what? And I said, oh. I said, sometimes people get a little bit shocked at the nature. He goes, no. He goes, I've been to your website. I'm like, what? He goes, I've been to your website. I go, really? And he goes, yeah. And I said, are you a customer? And he goes, no, I didn't buy the product. They go, just out of curiosity, I go, what made you come to the West? He goes, well, I was afraid that it might transfer to my wife and, you know, make her numb or whatever. I go, well, no, our technology actually doesn't numb you. Just gives you more control. And. And I did this thing and I came back next day. I said, nino, my whole marketing team, I want asap, let's have a Google chat, you know what I mean? And we just think. And I go, you know, we're so familiar with the fact because that's our big differentiator that we don't transfer. I don't think we lean into it enough on our site. I sat next to a guy on our plane that lit that totally coincidental, was familiar with our company, had gone to our website. We're not. And sure enough, even though we know it, it's kind of in the fine print. I said that needs to be in bold on every product detail page, on every step of the ordering process. You know you will not feel numb. It doesn't transfer to your partner. And that's the kind of thing that some cases you have to do self evaluation. You know what I mean? And you have to say, because you get into this theory, everyone in the company knows it and you almost assume everyone else knows it. But the majority of people coming that site line have no idea. So it's a prime example how just by being in tune, being friendly, always being on the lookout for ways to improve your company can unlock something that you had no idea that was even a deficiency of your company. With Venmo Stash a taco in one hand and ordering a ride in the other means you're stacking cash back. Nice. Get up to 5% cash back with Venmo Stash on your favorite brands when you pay with your Venmo debit card card from takeout to ride shares, entertainment and more. Pick a bundle with your go to's and start earning cash back at those brands. Earn more cash when you do more with Stash. Venmo Stash terms and exclusions apply. Max 100 cash back per month. See terms@venmo me stashterms.

Jeff Abrams (48:41)

Absolutely. And I did, I did alter. I ran both companies in exactly the same fashion. Exactly. We get great treatment from all of our vendors. And the reason is I treat my business same way I treat my personal life. And growing up, you know, hearing disputes over money and oh my God, credit card bills are out of control. I literally have never bounced a check. I've never paid a finance charge ever in my entirety. When my bills come in, they go out the same day. Almost everything, you know, payment now. Because when I was younger, yeah, you know, but everything's on autopay. Our company has absolutely exemplary credit. Some of our suppliers ago, I freaking got paid. The day after I sent you the invoice. I go, well, it would have been the same day if you would have sent it earlier today. And I laugh because then some cases I need a little bit of a favor. You know what I mean? Or, yeah, you give them a call. They're like, that guy's full. Okay. I don't ever have to chase him down. He, you know, I never try to grind. I try to create win win situations. I did that with my recruiting business, I do that. My engineering business, I do that in my business. Right now, I realize that the win win scenario is what you have to create with your partners, your customers, your suppliers, everybody. You want to leave enough on the table that if I have to go renegotiate and find new suppliers for every single one of our components every single year, we're not going to have a stable manufacturing process, we're not going to have a stable quality or anything else. What I want to do is price my product to pay competitively, but I want to bring value. We're never going to be the cheapest. We're going to be the best at a reasonable price. So that someone says, for my intimacy, whether they're using our Vitaflox or our delay spray or gels or our lubes or our female arousal gels or whatever, hey, is it worth an extra $73 per episode or per session with my partner? If the answer is no, I don't afford that. You're not in our target base. Okay? I know for me that my intimacy, if I have to pay $1.73 or it's well worth it, especially at my age. When you're younger, you go, I can have four or five episodes a night. You get to be my age. Okay? Trust me. I need. After each episode, I need a night's sleep, three meals and workout and everything else. Each one has to count. You know, it's like very, very important.

Jeff Abrams (51:28)

Let me tell you something really important. Yeah. We're the best selling sexual enhancement product on Amazon. Our delays, great. We're in Target. We're in Walmart. We're in cvs, we're in H E B or in Wegmans. We're in Meijer. We're everywhere. But I always tell people, start@promescent.com for this reason. Number one, I want to make sure you're buying the right product, and I want to make sure you're using it correctly. We have Dr. Testimonials that will tell you about the product. More importantly, we show you how to use them, how to dose them, and everything else. So my goal, and this has been my semiconductor business and my promessive business follow the exact same model every single year is our best year ever. And the reason is we're not looking to sell as many products as we can as quickly as we can to a bunch of people and not having any concern or care whether or not they work. Our goal is to find people to educate them and make sure they're using the right product for the right reason to get repeat business. That's the beauty of this company. Our repeat business is insane because our products work. And I've had people call me up and go, hey, I invented this product. You know, let's put it on your website. You can private label blah blah and blah blah. And I go, send me a sample. We have to try and use everything, okay? And I'll say, it's really not that effective. It's like, meh. And they'll go, yeah, but there's a demand for this and this. I go, you think I give a shit about that? It's taken me 14 years to build this trust and build what we have. You think I'm going to sacrifice that? We can make a million dollars in one year on some product. When we first got away from our delay spray, watching to get away added to it because it's still our number one product. We added lose, and then we added this nitric oxide supplement for, you know, better blood flow. And we added FEMA arousal gels and vibrators. And every time everyone say to me, well, you're not known for that, I go, trust me. People love us and they trust us. And when we first introduced lubes, it was like, oh, first hundred customers we sent out an email, said, what gave you the confidence to buy lubes, which were generally known as a delay spray company? I knew it was on this site, it was top quality, you guys would stand behind it 100%. Then we added female arousal gels. Who won something for women. Same thing. When it was on this site then. I remember when I first started developing a lineup of primary vibrators. People go, oh my God, that's a bridge too far. That's an electronic device. I go, no. All of our people are sexually active. They trust us, they like us. Every single product that I've introduced is as good, if not better than everything else in that space. That's our mantra, okay? We're not going to develop a Product unless it's as good, if not better. What's in that space? I don't care how big the market is, I'm not going into something just to be a me too product. So I remember, they go, oh, that's a bridge too far. That's electronic device. And those took off right away. I said to people, people trust us, people like us. So we developed this nitric oxide supplement that increases blood flow. It has non sexual benefits too. Decreases body fat, increases lean muscle, but it also increases libido and arousal. Oh, that's a supplement. That's totally different. I go, you think our customers who are buying our products for better sex aren't going to want. Trust me, it took off immediately. And people are like, how did you know that? I go, I watch my customers, I, I literally know their behavior and I talk to them. And I've had customers that say to me, because I asked them, what else would you like us to carry? Because people said to me, I get everything here, my female arousal gel, you know, my lubes, my vibrators for this. But I. Nitric oxide supplements. Can you develop? Yeah, I listened, I, I wasn't a genius. I didn't go out and, and decide this was another thing. I have ears, okay? I have a brain. If someone goes, I'm getting all my stuff here, but I would like to include this. And I know that sexually active people are using that. I'm going to see if I can develop something that's at least as good, if not better. And if I do, I'm introducing, okay? And it just so happened that that was another big hit for us. So it's the same thing I did in my semiconductor business was I listened to the people that were paying the bills, the companies that were using me to staff, you know, as they were building these new facilities. Hey, I'm doing all your semiconductor epitaxial layering engineers and reactive. What else do you need? Oh, we need some equipment. Okay, great, let me go find. You know, it's a matter of not thinking that you're God, not thinking that you're educating the masses. Okay? I consider myself to be almost a clearinghouse of information, okay? I'm in between doctors or customers and all these people. And I'm hearing all the feedback from doctors, here's what we need, here's what you know, blah, blah, blah. And I'm interfacing with the customers. I was introduced at this big medical conference and the gentleman who was the president of this society says, he introduces me, says, this is Probably a premier expert on premature ejaculation, probably in the world. And I remember I got on stage before I started speaking, I said, hey, just a point of order. If I get in a train wreck or car wreck on the way out, and don't put that as the epitaph on my tombstones, but an asterisk and an explanation, you know what I mean? It's. Everyone started laughing. And I said, there's a reason for that. Because most doctors that treat, you know, PE also treat ED incontinence, prostate issues. And they're looking at it from just a medical point of view. I talk to doctors and patients all day, every day, and therapists. So I kind of have this world view. And it was the same thing with my semiconductor business. People were paying me for my knowledge, okay? Because I talk to everybody. And as you can tell, I'm not very shy. You know what I mean? And, yeah, love to me, I'm the type of person that I'll go to a restaurant, I'm watching a football game, sit at the bar, having lunch. By the time I leave, I have three new friends, I take a flight, I have three new. I'm very curious about other people's life experiences and how it relates to people's behavior. One of the things I'll tell any potential entrepreneur, I never, ever look at actions. I look at the motivation behind the action. Okay? Sometimes people go, oh, my God. You greet people. You know what they're going to do? Because before they do, I go. I do. They go, really? And I go, let me explain something to you. If I understand the motivation of what caused you to do what you did, I will know what you're going to do next before you do. Because I know what motivates you. I know what action prompted that behavior. So if I see the actions around you, I know what your behavior is going to be. Because I see too many people are totally reactionary. All they do is look at a behavior that's either bad or that's good, or that's this or that's that. I look at the motivation behind the behavior, what prompted the behavior. Then I know if I see that behavior again, I'm going to see that reaction again. But 99% certainty. So I tell people it's called layering. Strip back the layering. When you get to the core motivation behind a person's action, you will know better than them how they're going to react. Under stress, under pleasure, under any situation. And it's not that difficult. You just gotta listen you just gotta listen. You gotta listen. And then say to yourself, what did he just do? Then you say to yourself, what caused that? Sometimes ask him, you know, what prompted. Oh, well, this remind. And then you're like, okay. And all my employees, they always laugh because they go, I can't bullshit you. I won't even try. You know what I mean?