Transcript of 763. Q&AF: Winner's Mindset, Rewarding Yourself & Discounts For Family And Friends

What is up, guys? It's Andy Frasella, and this is the show for the realists. Say goodbye to the lies, the fakeness, and delusions of modern society, and welcome to motherfucking reality. Guys, today we have Q&A. F. That's where you submit the Qs, and we give you the answers. Now, you can submit your questions a couple of different ways. The first way is, guys, you can email these questions in to askandy@andyfrasella. Com, or you go on YouTube in the comment section on the Q&A. F episode. Drop your question in the comments. We'll pick some from there as well. Now, if you're new to listening to the show, we have shows within the show. Okay, tomorrow, we're going to have CTI. Today, we're having Q&A, two different kinds of shows. Cti is Cruise the Internet. That's where we put topics on the screen, topics of the day. We speculate on what's true, on what's not true. And then we talk about how we, the people, have to solve these problems going on in the world. Other times throughout the week, we're going to have real talk. Real talk is just 5 to 20 minutes of me giving you some real talk.

All right? Other people might call it a rant, but it's always highly useful information. At least I think it is. And then we have 75 Hard Verses. That's where someone who comes on the program, who has completed the 75 Hard program, talks about how they were before, how their life is now, and how they've used the 75 Hard program to get their life realigned. 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 realignment program in history. But guess what? It's free. You get that at episode 208 on the audio feed for free. It's not on YouTube, only on the audio feed. There is a book available at andyfricella. Com. Com called The Book on Mental Toughness, which outlines the entire Live Hard program, top to bottom, including 75 Hard plus 10 chapters on mental toughness, why it's important, and how you can build it to build your best life. It also includes case studies from some very famous people that talks about how they use mental toughness to become the very famous people that you admire. All right? That's andyfercela. Com, the book on mental toughness.

It's not required because you can get the whole program for free at episode 208. But if you're someone like me who the ins and outs and all the details. The book is a tremendous resource. We sell it out almost all the time. Now, with that being said, we do things a little bit differently here. We don't run ads on the show. You're not going to hear me talk about a bunch of shit that I don't use, that someone's paying me to say that I use. We talk about things that matter here. We talk about things that are important, and we talk about things that the Internet doesn't really like us talking about. And so I don't run ads on the show because I don't want to answer to these knuckleheads about what I say and what I don't say. All right? We keep it real here. That's why it's called Real AF. And in exchange for that, I ask very simply that you support us back. Buy my shit, all right? Support our companies. I appreciate that. But most of all, help us share the show, all right? We get traffic throttle, shadow ban. We get messed with all the time with all these platforms for saying the stuff that needs to be said.

And so we need your help getting the show out. And that means pay the fee. It means share the show, all right? If you don't share it, the message doesn't get out. So if it makes you think, if it makes you laugh, gives you a new perspective, it's information that you think needs to be heard. Don't be a hoe. Share the show. All right. What's up, dude? What's going on, brother? Not much.

How's everything? Hanging.

It's fucking long and thick, baby. Oh, wrong. Everything else is going good. That's good.

That's good. Sweet, man. A little Monday Sauceria.

Yeah.

To no surprise, I have some good ones for you.

Oh, You do? Yeah, I do.

Got some good ones here.

All right. We just going to get right into it, get better this week. Yeah, let's do it, man. I was starting a week off with some personal development, how to get better stuff.

I like starting my week off with.

Something to eat, probably. Yeah.

That's how I start my day. I was going to say racism.

Yeah, that's tomorrow. That's tomorrow. Yeah, that's tomorrow's show.

Yeah, man, let's make some people better today, though, man. All right. Let's knock these out, guys. Andy, question number one. What's up, Andy?

What's up?

Andy, I work for a small blue collar business right now, and I'm learning the trade, and I have some years in already. I've come a long way since the beginning. I'm learning on the job, reading at home, and doing all the correct things to progress. I will start my own business in less than two years. The question I have is, I use wanting to put my boss out of business as fuel to push me, and I want him to have to sell his beach house, his boat, pull his kids from private school and go to public school. I want his wife to have to get a job. I want to absolutely dominate in my trade, where people in the same trade across the surrounding areas will see me and hate me because I crush it that hard. Am I fucked up for having this mindset? We got to talk about mindset. Let's do it. Is that a productive mindset to have to get going? Fuck, man, not the kids.

Bro, Listen, that motherfucker is trying to eat that man's dinner off of his table while it's still hot. All right? I can relate to that. All right? Now, here's what I'm going to say. I wouldn't make it your boss. Okay? Your boss is doing you a service. Your boss is showing you the ins and outs. You may not like everything that he says or doesn't say, but you should value and respect the man for giving you an opportunity to learn what it is you're trying to learn. With that being said, having the motivation that you're talking about is called being motivated from the dark side. All right? I definitely would recommend not making your boss the enemy, because the truth of the matter is, is this dude probably has so much more experience and so much money and so much more resources and connections that if you go out on your own, you say, I'm going to put him out of business. This dude is going to step on you like a fucking cockroach, bro, and you're going to be gone. Now, let's talk about this for the minute. All right? Dark energy is highly underrated.

It is the most powerful, the most brutal, the most effective form of motivation that you could ever have. It's the shit that will get you out of bed when you don't feel like doing anything else. And that's something that is never really talked about amongst the Internet feel good gurus or the people out here who say, Oh, I'm not in competition with anybody. Bro, the reality is, is you are. You absolutely are in competition. There is a competitive nature to the reality, and it's okay to be motivated by wanting to step on motherfuckers' throats to win. Some people are just motivated that way. And I know there's all these positive people out here who say, Well, I'm not here to prove them wrong. I'm here to prove my supporters right. Well, in the beginning, you don't have any supporters, motherfucker. You know why? Because you never did anything. You've never shown anybody anything that you can do. You've never displayed that you're capable of doing anything. And so you don't have any supporters. So what are you going to do? I'm going to go out and I'm going to show my mom that I'm exactly who she thought I was.

Is that powerful? Or is it more powerful to say, Hey, fuck all these motherfuckers. I'm going to go out and I'm going to become the baddest motherfucking business owner that ever existed. And by the way, If you don't like it, I'm going to run you the fuck over. And then I'm going to stomp on your dick afterwards. What's more powerful? I'm going to prove my mom right, or I'm going to drink from the fucking skulls of my enemies. What's more powerful? What makes you want to go more? I can promise you 100% of you, if you're being honest, you're going to say the second one. You just don't want to say it because it's not culturally approved, and it sounds aggressive, and it sounds toxic. No, toxic is losing. Toxic is being broke. Toxic is being a waste of a human being because you lack the courage or the understanding or the skillset of how to get you up, get you in motion, and build the ultimate version that you were meant to be on this planet. That's toxic. Toxic is not, I want to fucking score 100 motherfucking goals, and I don't want them to score any.

I get that. Bro, I am offended. I am personally fucking offended that anybody wants to compete with me. Now, in reality, do I understand Yeah, I get it. They're competitors, too. I'm not the only competitor. I don't dislike these people that want to compete with me. But I am offended that you think you could toe the line with me, bro. And I'm going to give you everything I got, and I'm going to fucking stomp on your fucking face. And after I stomp on your fucking face and you realize I've stomped your face, I'm going to pick you up. I'm going to say, I respect you, bro, for showing the fuck up and giving me all you got. You made me better. Because, dude, real competition, some of the best friends that I have are people that I've been competitive with in the past. And I push them, they push me. And if you have a true champion mindset and you have the ability to really become a champion in the way that you think, you will start to value your competition above everybody else because they are pushing you to improve. So if you have people that you know that are pushing hard to compete with you, you can look at it one of two ways.

You could be like, Fuck that motherfucker, I hate him. Or you could say, Fuck, dude. Steve's doing a good job, man. I got to fucking get better. I got to evolve. I got to get my game better. I got to do a better product. I got to push harder. I got to this. And bro, once you start to have the belief and the faith in yourself that you will receive respond to competition positively because you're a competitor, you like when other people push you. Because without that push, you wouldn't get where you're trying to go. So we have to learn how to balance all of these things, because the truth of the matter is, is if you run hot, because I run hot naturally, bro, that's my natural setting. My natural setting is all the way up, bro. And when I was younger, that would make me angry. It would burn me. I get pissed all the time. I'd be fucking furious all the time. And it's There's no way to go through life, okay? As I got older, I started to realize that, holy shit, bro, these are the most valuable people in my life.

These people that push me, these people that push me to be better because they're pushing themselves. I started to respect my competition in a better way. Now, do I still want to smash their faces? Yeah, but I'm not trying to take their fucking house away. I want to compete at a regular level, and I want to see who's fucking smarter and who's more effective and who wins. And that's what competitive this is about. And I have massive amounts of love and respect for the people that compete with me. I'm friends with most of them, and we're friends because of what I've been saying. They push you to be better. I value that. They value that. And we all get better together. They say a rising tide raises all ships. I think there's a lot of truth to that. But when you're young, it's hard to believe that because none of you have anything. Nobody has shit. So you're looking at everybody else and you're like, Fuck that guy. Fuck this guy. I'm going to smash this person. And dude, sometimes that's the attitude that's going to get you through. So I don't think it's a bad thing to have.

I think you shouldn't have it towards your boss. I think your boss will step on your nuts and probably put you out of business before you even get going if you make it like that. Because I've done that plenty of times. That's the truth.

It just sounds like it could be pretty toxic. You just walk through the office, your boss is like, Hey, Joe, how are you doing?

Fuck off. Oh, wait. If that's your attitude towards him, You shouldn't be there. You should go somewhere else. But look, there's a lot to be said for the dark side, bro. And your mentality should be, I'm going to take every single thing that someone says. I'm going to take every smart-ass remark. I'm going to take every eye roll. I'm going to take every comment of disbelief, and I'm going to remember who the fuck said it. I'm going to remember where I was when they said it, and I'm going to remember how it made me feel when they said it. And I'm going to take all of that shit, and I'm going to put it up here in a huge motherfucking chip on my shoulder. And when I don't feel like going, and when I'm having a hard day, and when I would rather sit on my ass and do what I'm supposed to do, I'm going to think back to what those people said, or what they did, or them laughing, or them making fun of me. And I'm going to use that to push me into action. And that is where the dark side works.

And people who don't get it, don't get it. All right? But I can tell you this, every motherfucking champion, every single one, fucking Kobe Bryant, Michael Jordan, Tom braided, fucking all the greatest achievers, fucking Steve Jobs, all of them have tremendous amounts of dark energy, and that's what they operated on. And they might be able to compartmentalize it and say, Hey, I know to win And then I have to practice this, right? Because a lot of people get wrapped up in this dark energy, and they get so consumed with it that they forget what it is that makes them great at what they do. So they forget their skill set. They forget they got to put in the reps. You have to delineate, I'm taking Taking energy from here, and I'm going to do this productive action over here because it's moving me forward. You can't just pout and scream and kick your fist and say it's not fucking fair, because guess what? It isn't fucking fair. It's never going to be fair. It's never been fair. And you screaming and throwing a tantrum about it is irrelevant. No one cares. The world doesn't care.

God doesn't care. Your family doesn't care. It's not fucking fair, motherfucker. Get that through your brain, okay? Now take all of the negative shit All the shit your parents said, all the shit your cousin said, all the shit your friends and family said, all the laughter, all the doubts, all the eye rolls, all the shit your girlfriend said, and start to fucking remember that shit. Don't memory hole it in some place and forget about it and say, Oh, my trauma. No, say, Hey, fuck you for not believing me. Now I'm going to go out. I'm going to use this energy to become so big, so successful, so powerful, so undeniable, that when I walk in the room, you look at the fucking floor. That's what you want to be.

I love it. Guys, and Andy, question number two. Andy, I know it has been asked and answered before about when you thought it was the right time to reward yourself by buying your first Lambo. But did you ever worry that the justification for buying it will lead you to a slippery slope, where you would start splurging after being financially responsible for quite a while? I worry about it as a a cheat day on a diet that turns into a 10-month long buffet. I have always been diligent with saving my money, which my parents always reinforced. But I've started to look at a 10-year Ford Mustang GT500. They're 35 to $40,000. But I have a nagging voice in my head that tells me I'm going to start spending everything if I pull the trigger on that purchase. Totally debt-free, income's fine. And he has a nice Ford F-150 now. But did you ever hear the same voice? I guess that same haunting voice, I guess, that this-Yeah, look, dude, it's normal to have those reservations when you first get in a place where you could start to afford those things.

When I first started being able to afford a couple of things, I didn't go straight into Lamborghini. I started looking at 750 BMW because I always love BMWs. That's a nice car. And I love the big body beamers. And Sal and I both, and my dad, we all like them. I looked at that, and I remember going and looking at that and then calling my dad afterwards. I'm like, Dad, pretty much the same thing what this person is saying. I'm like, Dad, I don't know if I should get this, what are people going to think? What am I going to do? I started agonizing over this whole ordeal. His answer was simply, he's like, You'll know when it's time. He was right. I didn't pull the trigger that time, but a A year or two went down the road, and it was like things kept getting better because I kept doing better and I kept doing more. I also didn't look at it as a reward for myself, so to speak. Cars, to me, are a passion hobby. When I was younger, I'm just being honest, I probably spent more money on cars than I should have, like any true car enthusiast.

But I enjoyed it. It made my life... It gave me something in my life that I loved and enjoyed outside of just working all the time. And I think there's a lot of things to consider about this. One, you have to experience these things to attract more of them. If you work your whole life and save all your money and then buy a 2014 GT500, which, by the way, those are great fucking cars, a lot of car for the money. I could do a podcast just on cars, like every day. But Anyway, that's a beast of a car. I actually had one. I gave it away to one of us.

That's the same with you?

I had a Super snake. But I gave it to one of our guys as a reward. I still look at it, I'm like, Fuck, that thing is awesome. But anyway, You have to touch it. You have to feel it. You have to experience it. You have to taste it for it to become reality. At certain points in time during your life, you also have to ask yourself, Okay, am I denying myself this because it's Is this what the regular people tell me to do, and it really doesn't make a difference to me? Or is this something that enhances the quality of my life? We have a lot of guys like Dave Ramsey who gives a lot of really good advice, bro. But one of the things he talks about is you should drive an old beater car. Okay, well, that's cool if you're not into cars, dude, I get it. But I am into cars. And cars, for me, enhance my quality of life. And while you may not understand that, any car enthusiast will. I play with Hot wheels my whole life. I had to play with fucking micromachines. I am a car enthusiast.

Half the time when you and I are hanging out in the garage, I'm walking around looking at the cars. They're my cars. I can get them and drive them.

Like, Shit, man, this is cool right?

Yeah, right. Dude, how many times do I What do I say every fucking time?

Every fucking time you get out, man.What do I say?That's fucking awesome.

I'm not going to love this car. It doesn't matter which car. Every time I pull up to the house, I get out of the car, I say the same thing. I'm like, Fuck, I love that car. Or I'll say, Fuck, I forgot how much I love this car. Because it It provides... And like, dude, I get it, you're not into cars. For me, it's part of my life experience. Do I want to drive a shitty little beater every day? Or do I want to drive something that I fucking love, that makes me happy, that makes me smile, that when I get out, I'm like, Fuck, that is awesome. Or do I want to just do the regular thing? And for car people, the second part of it is a big part. We enjoy driving, we enjoy cars. So my point is, is it I could go on and on about this, but the point to this young person here is that, and I think I know the answer because you wouldn't want that particular car if you weren't a car person. I think you got to look at it as It's a plus to the quality of my life, and what is it going to cost me to enjoy that, and then make sure that's reasonable within your budget.

And as far as splurging and shit, I don't know. We'll find out, bro. But I wouldn't do that because then you won't have any cars. You know what I'm saying? So part of managing cars is managing your cash flow and making more money and fucking making sure that you can afford them. And so sometimes for a lot of people, when they have a little bit more pressure, they're actually more productive on their offensive side, meaning they'll make more money, right? So pressure is a good thing sometimes, especially when it drives you to work harder. For me, dude, real talk, man, outside of cars, my tastes and hobbies are pretty normal. I don't really care. I mean, yeah, dude, nowadays, I smoke the best cigars, but I don't give a fuck. I'd smoke fucking Swiss or sweets. I don't give a shit. You know what I'm saying? Cars are the only thing I truly care about for the first 10, 15 years of my business until I figured out that I actually care way more about the people I do it with. But that was a maturity thing. When I was younger, it was about me.

And as I've gotten older, I realized, Well, fuck, dude, I'm going to be dead, and this car shit won't matter. I want to help build these families. I want to help build these people up. I want to help these people get where they need to be. That's how I see business now, which actually made us a lot more effective in business, in every business. How do we serve the customer that benefits them the most? But in the beginning, whenever we were starving, dude, and we went years and years and years, people don't realize the Internet wasn't a thing. Social media wasn't a thing. Ecom marketing wasn't a thing. So the first 10 years of business, I wasn't able to set Ecom campaigns to go in this zip code. I had to go door to door, bro, or I had to fucking run super expensive radio ads because super expensive radio ads were the only way to get your word out. My first 10 years, I made 58,380 dollars for my first 10 years in business combined. My first three years, I made none. The next seven years, I made 695 dollars a month. That was my income for my first 10 years of running my business.

And during that time, it was very difficult because I didn't have much reinforcement. Imagine what it would take for you to show up for 10 years straight and not really make any money. You would have to have some serious goals and dreams and ambitions for yourself to deal with that much desert, where you're not drinking, you're not eating, it's not going well. And for me, cars helped me get through that time. So every time I wanted to quit or every time I felt like it was time to close it up and do something else. I had goals, bro. I had visions. I had cars I wanted to buy. I had a lifestyle I wanted to live. And a lot of guys, they shit on that because they've been outside of that phase of entrepreneurship for so many years that they've forgotten about it. But in the beginning, bro, all you got is the shit you want for yourself. Very few people start off on day one and they say, I want to build this huge movement that changes all these people's lives. I didn't fucking do that. Now, that's what I love now. I love it.

That's where you are now.

Bro, I could afford any car. I could fucking do anything I fucking want to do. Any fucking thing I want to do, not without exception. Boat, yes. Plane, yes. Doesn't matter. Anything. I love coming here because I have fallen in love with building for my people and us building for our customers. And that goes for every business I'm involved in. It's fun to be good at business by solving people's problems and then having them be appreciative for it. That really matters, especially when we talk about what we do here, which is get people in shape, help people make money, and fucking do it in a very positive, productive way. That changes people's fucking family tree, dude, if we're being honest. There's very rewarding. But in the beginning, bro, you don't think like that. In the beginning, you're like, Fuck, dude, I don't even have fucking 250 bucks. I don't even have a fucking house. I drive this fucking old piece of shit. This is embarrassing. No girls like me, no fucking blah, blah, blah. I got to fix this, right? And so it becomes, what can I get for myself? But what was funny for me, and the way that this flipped over for me, was we got to point where we were going to close the stores and get out of trying to do first form.

I was going to go clean carpets, and Chris was going to join OCS School and be a pilot in the military. And so we made this plan to close down the business. And I went to carpet training and got hurt, and I hurt my back, and I was in bed for about 30 days. And during this time, we started having these discussions about how we were going to close He goes to the store. And basically, we both decided. I was like, Dude, I don't want to clean carpets. That sucks because I fucking did hate it. And even though I could make more money, which I could have made more money working at McDonald's, I just don't want to do that. And he's like, Yeah, I don't want to go to Officer Candidate School. And then we started talking about what we enjoyed about our business. And what I enjoyed and what he enjoyed was we would have someone... Remember, back then, we didn't have many customers. But we would have some come in every once in a while, and we would get through to them, and they would come back in three months or four months, bro, down 100 pounds, down 70 pounds, six months, down 200 pounds, and giving you this huge hug, like fucking tears down their face, talking about how we changed their whole fucking life.

And they would go on and on and on about all these things. And I loved that. You can't get that in any other business, hardly at all. And that was what we settled on. And we settled on, we said, Okay, well, we'll keep doing this, but we're going to focus on creating that. And once we did that, bro, we grew 100% every year for the next five years, and we've built fucking everything you see. And it's not just exclusive to a fitness business, it's exclusive to any business. When you go over the top to serve your customer in the right way, they're going to return the loyalty by telling all their friends and all their family. And, bro, it just becomes part of a bigger purpose. And a lot of these guys who have been in business for a long time, they don't really I don't connect with that either. It's just all about the money and all about, Bro, I don't know how else to make money than to be the best and to overdeliver on the solution. I'm not that smart when it comes to how do I... Dude, I think that's the right way.

And clearly, the longevity of our brand speaks for itself. So my point in saying all of this is to say this. It's okay to have material goals. Material goals are awesome. You need to touch, feel, taste, and smell them often. And don't be afraid stick your toe in the water and ease your way into it, and you'll get comfortable, and that will become your reality. And this is the most important part of it. It's my reality now. Every single fucking day, I drive a different car to work. And I could do that for over a month, every single fucking day. My reality is getting in a car every single day that I love, that I paid a major price for, but nothing else is accepted anymore. That's the standard, and that's where you have to... So how are you going to raise your standard if you never fucking try to live that lifestyle? So there's arguments, too, and against it. But if I'm talking to you, I'm saying this, don't be afraid to break off a little coin, because if you're truly the right person, it'll motivate you more. And people who save and save and save and save and save, they never They never end up being happy that they saved other than in times of crisis.

And like, bro, I believe in myself. If times of crisis come, I'm going to be able to hack it. So that's my two cents, and it probably goes against a lot of other people's two cents, but I understand the car thing, and I think you should think about touching it and tasting it, and feeling it so that you get more of it, and it becomes your standard.

I was thinking about this actually just Friday when we got Got to go back to your house on Friday. The thought was this, Man, you could have a really shit day, but fuck, you get to drive one of these cars home. It's not that bad. You know what I'm saying? Compared to If I'm being told I got to drive a fucking beater, have a bad day on top of that. The fucking windows don't roll down.

And by the way, bro, how do you know... Which, by the way, I've driven those cars. How do you fucking know... How do you know how bad your beater What standard is if you never test the water, something better? What makes you raise your standard? If you're a young person, you need to consistently stretch out what your standard is, and not in an irresponsible way, but in a responsible way. If you don't start stretching, bro, I'm sure your next goal is to have a fucking Ferrari or a Lambo or some cool shit that you want. And how are you ever going to get there if you don't start inching your way there? You see what I'm saying? I didn't just go straight out the gate and buy a Lamborghini either, bro. I had a seven-year-old Aston Martin with 30,000 miles on. That was my first exotic car. I paid 60,000 grand for it. Then I had a V8 R8, which was used. It had a bunch of miles on it. Then I had two 911 Turbo S's, which were newer, and they had less miles on it. Then I got my Lambo. See what I'm saying?

I tested it up until that point.

I love it. Guys, Andy Question number three. Hey, Andy, I had a question for you about how to be more firm and assertive. Is this something that can be learned? I'm a newer real estate agent, and I've given a few discounts to people to get deals done in the beginning of my career, but I don't want to do this anymore. My time is valuable, and I realized by doing that, it was worth getting some money. But now I'm getting busier and realizing more of my value. I want to be firm with people that I work hard, and it does take a lot of time and effort to close deals. What's your suggestion? How do I say no now when someone asked to lower my commission? I find, especially being a younger female, that I've always had a harder time with being assertive, but I know that this is something I really need to succeed in my career and make way more money. How do you develop firmness and assertiveness?

First of all, young people struggle with this, okay? When you first started in business, and I was no different, by the way, when I was the owner-operator of my initial retail store, everybody that I knew, everybody that came in, I knew. Okay, what do you think they all wanted?No discounts.They all wanted a discount, bro. It makes no logical sense because we were starving. People don't get this. People don't understand. First of all, never ask your friends in business for a fucking discount. You have no idea. It is not buy this product for a dollar and sell it for That is not what business is like. We, as supporters of our friends in business, need to quit expecting to get a deal from those people. We need to start, instead, flip the script and say, You know what? I'm going to pay for every single thing. I'm going to be proud to support my friends. That's the right way for small economic growth and support and the community support to happen. Stop asking people for discounts. You're a douchebag. Secondly, we all have problems with this because in the beginning, they know that we're the decision maker.

Now, if someone wants a discount on anything, I'm so far removed that I'm just like, Bro, I wouldn't even know how to do that.Using.

My cold A8 and 15.I.

Don't even know how to do that. But there's this middle time where people try to get you to do that. I was no different, man. I had a hard time figuring out how to not give discounts. I could tell you the exact fucking moment that I fucking changed my mind on it. I had a lady come into our retail store. This is when we only had one store. It was probably three or four years into it. We had this product that was 2980 That's what it cost, $29.80 after tax. And this woman came in and she was dead serious. She's like, I can get this for 29.75 down the street. Shut the fuck up. She was dead serious, bro. She wanted me I need to bend on 15 fucking cents. And I was like, I don't know if I was just in a bad mood or what, but I looked at her and I said, Well, you better go fucking get it. Yeah. And she looked at me, her eyes got super big. She couldn't believe I was telling her this, But I was so fed up with it and so over it. I'm like, You need to go down there.

And she fucking left and went down there, and I felt good. I was like, Cool. Fuck that lady.Because, broThat's crazy. Yeah, this is what people will do. If you put blood in the water, they'll fucking want to eat, and they don't give a shit about you. Stop thinking that these people care about you. They do not care about you. They care about themselves. Otherwise, they wouldn't be asking for a fucking discount. Okay? So that was a poor way to handle it. But for the sake of discussion, that was when I figured it out. They got you to get it. Yes. After that, I said no every single time. But there were some tricks that I used to say no to people that I had said yes to before. And I'll use my best one. This is what I always do. People would fucking come to me and they would say, Andy, can I get 20% off or 10% off? And I'd be like, Look, dude. I said, business is tough and it's competitive and we're busy and I can't afford to give my products away. I don't even give a discount to my brother or my dad or my mom.

Not at all. When I said that last part, people are like, Oh, no, dude, I totally get it. And then they'll come in, they don't get offended. They will come back in and pay full price and be happy about it. But It's the truth. I didn't give a discount to those people. It wasn't like I was lying. I just told them who I would. Once you explain it, like, Hey... Another little hack you can use is when people come to your house and they say, Oh, dude, can I do your roof? Or can I do... No, man, my brother does that.

That's what my brother does. Yeah, right.

No, that's what he does. That's his job. I can't do that. And then they're like, Oh, okay, cool. They fucking leave. That makes sense. But the point is, is that how do we tactfully address this? You don't always have to do that, by the way. If you realize this other part of it, which is no is a complete sentence, right? It makes your life a lot fucking easier. Shit, man. That's deep. Yeah, it's a complete sentence. No. It takes a long time. It took me till I was 40 to fucking be able to say no without this paragraph after it. But when you deal with enough shit and you have enough people asking you for discounts or this or that, eventually, you're like, No. Because it pisses you off because that's what you always deal with. But in this situation, there's plenty of people that you could push this on. You could push it on your broker. You could push it on the fact that, Hey, look, I can't do that because that means I'm taking up-time from where I get paid on my full commission to do this at half commission. I can't do that.

I'm too busy. People will understand that. You could say, Hey, I just sold my mom's house, dude, and I didn't give her a fucking discount. You know what I'm saying? Yeah. And those things, because a lot of people don't realize what they're asking. They have this loose interpretation of what it means to be in business. They think because you're in business, you're rich. They think because you're in business, you're fucking rolling in the fucking coins like Uncle Scrooge and Duck tales, bro. They don't understand that it's hard and that the margins are small and that we're highly competitive. And then a lot of times, as the owner of a business, we're not even getting paid because it goes against the social dynamic that they are presented, which is business owners are rich. Look at what they're saying about taxes right now. They need to pay their share, motherfucker. If you go down the line that business owners pay in taxes, it's insane. It's insane that we even have the economy that we have. That's how overbearing it is. So when we break this down into what it's really like to be an entrepreneur for people, they see it differently.

But you're dealing with people who they want to save two bucks and brag about it.15 cents.Yeah, bro. Dude, for real. That's a real story.That's insane, bro. That's insane. She looked me straight in the fucking face, bro, and she was like, I can get it 29. The guy had a store down the street. It was called Cliff Hancock. It was called Exercise and Rehab. He ended up being a good dude. But we became friends with him later. But he was competitive. She said, I can get it for 29.75 down at Cliff's. I said, Well, you better fucking go get it then. It came out of my mouth. It came out of my mouth so fast.Yeah.Fuck, man.

Yeah.lady..

Dude, it was the way she fucking looked at me, dude. Like, Oh, you're going to sell me this? No, I'm not.I'd rather be poor.Price match? Yeah. Well, that's what they used to do because he did that. He would price match. But it created this... And finally, I stopped doing it because the game was insane. Yeah. You know? Yeah. But look, man, no is a complete sentence. I gave you some techniques on how to defer responsibility for these decisions because when you are the front-facing business owner and the decision maker, it's very hard to say no and still keep the customer unless you do it a tactful way. Tactful ways would include, Hey, I can't do that because my broker won't let me. Hey, I just sold my aunt's house. I didn't give her a discount. We're not allowed to do that. Three, I'm so busy. If I did that, it would take away from the time that I would do this, and I can't do that. That doesn't make sense. And yeah, you might have some people walk away in the beginning, but the reality is, is eventually in a year, you won't have to deal with that ever again.

And that's where it makes sense to make the investment in setting a boundary. Up front, yeah.

I love it, man. I love it, guys. Andy, happy Monday, man. That was three.

Let's go get it. All right. Cti tomorrow, guys. Don't forget. And let's go kick some ass this week.

We're from sleepin' on the floor. Now my jury box forget. And let's go kick some ass this week.