Transcript of 953. Q&AF: Managing Multiple Businesses, Becoming Undeniable & Building Vs Operating Your Business

What is up, guys? It's Andy for selling. This is the show for the realest. 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 questions, and we give you the motherfucking answers.

That's right.

So DJ, tell the good people, the very fine people, how they can submit their questions. Yeah.

What's up, Jib? You guys can email your quote. It's a jib. It's something I learned from Brenda. I really don't know what it means.

Okay.

I like your jib, something like that.

All right. Is that Gen Z talk?

I think so. All right. Or Tylenol talk.

Tell them where they can submit their questions.

Guys, email these questions into askandy@andyfuscella. Com. You guys can also click the link in the description below and submit your questions for a chance to call in, or You can leave your questions in the comments of the Q&A videos on YouTube.

Yep, and we'll answer them. If this is your first time listening, this is Q&A, and we have shows within the show. Tomorrow Tomorrow, we're going to have CTI. That stands for Cruise the Internet. This is where we put topics of the day up on the screen. We speculate on what's really going on. We make fun of these people. Then we talk about how we, the people, have to solve these problems going on in the world. Other times, we have real talk. Real talk is just 5 to 20 minutes of me giving you some real talk. Then sometimes we have 75 Hard Verses. That's where people who have completed the 75 Hard program come on the show. They talk about how they were before, how they are now, and how they use 75 Hard program to completely transform their life. If you're unfamiliar with 75 Hard, it's the initial phase of the Live Hard program. It is available for free at episode 208 on the audio feed only. Again, that's 208 on audio feed only. There is a book on this, and by the way, the whole program is on episode 208 for free. But there is a book.

It's called The Book on Mental Toughness. You can get it at andyfricella. Com. It covers the entire Live Hard program, beginning to end, plus a whole bunch of other content regarding mental toughness, why it's important, and how you can use it to become the person that you ultimately want to become. Now, we do have a fee on the show. The fee is very simple. We need you to share the show. If the show makes you think, if it makes you laugh, it gives you good information. If it teaches you something, do us a solid, and don't be a hoe. Share the show. All right. What's up? What's going on, man? Nothing. What is that?

That is the tower of...

Power. The tower of what power? Freedom power. Freedom power. That's right. Now, I noticed that you only have three of the flavors over there.

I do have only three of the flavors. I have only one of the flavors.

I have only one of the flavors. Hold the key to your happiness.

His famous Thanos going on.

Do you know how I got these? You stole them. I stole them. Why do you seem so happy about that? Because I learned everything about stealing from you. I just want to say thank you.

It's funny you brought that up because I think we should talk about this because I've been with you for six years now, man. It's like every time you look for something, you immediately come to me like, Where is it at, motherfucker? What is that? Racism. Man, where's my lighter? You got my fucking lighter.

Bro, I don't have your lighter, man. Well, I didn't do that.

Cigars, you did the cigars. You got my cigars. I don't have your cigars, bro.

I was confused. Okay. I was tired, man. I talked to 5,000 people. Yeah, I was tired, too. I was tired. Yeah, that's fine. All right. You talked to 5,000 people, too. You didn't remember where they were either. I didn't.

It took me a second.

It took me a second. Anyway. But yeah, tower of The tower of power. For a dollar days. For dollar days. Still rolling. At 7: 11, we have three more days left. That's it. All right. Now, guys, you guys have been kicking ass for us, and it's been incredible. I just want to say thank you so much for everything that you guys are doing and supporting this initiative with 711. We have three days left, man, and we got to figure out who the king of 7Eleven dollar days is going to be. I think there's going to be multiple kings. I think so.

Yeah.

I see people getting out there.

All the different realms.

Yes. Maybe even an Emperor.

Well, I mean, so you think about this. We've done LA last week. We did Tampa last week.

We might have a surprise this week. Tomorrow, maybe? We might have a surprise this week. Tomorrow? Yeah, maybe. We might be somewhere else.

Okay. Somewhere musical-y.

Yeah, somewhere musical, we might be.

I love a good musical.

Me, too. Especially like... Never mind. No, I'm not saying it. Nope. Here's the deal, guys. We got to finish this off strong. Yeah, we do. All right? Let's keep at it. Buy one, share Share One. The Share One is very important because we're getting the product out in other people's hands. We're stepping on the throats of some of these other people. We all like to win, right? Winning is more fun than fun is fun. That's what we like to say around here. That's a quote by my good friend, Mr. Ed Milet, that you guys may have heard on the show. I just want to, first of all, say thank you so much, guys. Then also ask that we finish off strong and show these motherfuckers what we're all about. That's right. Buy one, share one. A few more days. That's it. All right? That's it. What's going on?

Dude, it's a beautiful day.

It has been incredible seeing people get behind this. It's been crazy. Yeah. It's been one of the most incredible things that I've seen in my entire business life, the amount of support that everybody has been showing, and how fucking cool the people have been that have come out to these events. Dude, I just want to tell you guys, man, and this is real shit. You guys know I don't leave here very often, and I stay in my own little bubble. Getting out to these events and hearing your stories, it's one of the most inspiring things that I've ever been a part of. It's one thing to have someone message you those things, or it's another thing to have someone look you in the eye and with their family talking about the changes they've made and how they've gotten better and how their family has gotten better and how their kids are out getting in to follow them around on 75 hard or whatever, dude. Just hearing that and seeing that has really done a lot for me. I'm just being real with you guys, to realize that… Because I'm in here all the time, man, and sometimes I wonder if what I'm saying even gets heard at all.

It's been a very, very, not even good, but one of the coolest experiences of my life getting out there and meeting you guys. It made me feel like we're doing some good. I just want to say thank you guys for sharing that with me because there's a lot of times where I'm like, What the fuck am I doing? It reminded me that what we do here really matters a lot. I really appreciate you guys showing out for these things. Beautiful, man.

Absolutely awesome. But yeah, so we got to stay on it, bro. It is Monday, which means one thing. I have three good ones for you. I know it.

Really good ones.

All right. I'm so excited.

Let's make some people better. That's right.

Let's do that. We're going to start off. Let's get a call. Let's give our good buddy, Joey. Let's call him. There There we go. Hello, Joe. Can you hear me?

Yeah, I got you.

Hey, what's going on, brother? How are you?

What's up, man?

How are you? Not too bad, man. Where are you calling from?

Tampa.

Tampa?

Oh, Tampa, huh? We were just there. What's up, Joey?

Oh, just there?

Because I just heard that you guys are coming here. This airs on Monday. You got to play long.

It was great meeting you, Joey.

Yeah, it was great meeting you guys. No, it was awesome.

That was awesome. I've gotten to a point now where I got the opportunity a few years ago to partner up with some guys and start a divisional office for a construction company. We've grown to an eight-figure company in the past three years.

That's crazy, dude.

It's been a crazy experience.

Yeah, that's awesome, right?

Over the past year, it's been a challenging year for us economically, but we've been able to sustain and really get gritty and blow past the rest. I'll be honest with you, Andy, and I attribute a lot of that to you. Being able to help me hone myself as a leader and to be the best example for my guys, for my family, for everybody. I appreciate that. That's probably the longest thank you you've had on here, but I can't even express how much this means.

Well, brother, look, man, I appreciate that, but You're doing that. That's not me, man. I'm just trying to share with you guys the stuff that I've learned and picked up along the way, and you guys got to go out and do it. I greatly appreciate that. But just remember, brother, that's all you, man. You did that shit.

Yeah. No, I understand. No, and I get that.

What specifically are you struggling with, brother?

Well, I don't want to take from my current opportunity I don't want to take... I invest a lot of time into this. I do invest a lot, but I've got an opportunity to do something with and just get my kids involved in something. I've got one that's really spearheading it behind him. I want to be able to dedicate my time back and forth, but at the same time, I don't want my current opportunity to suffer. I know you've been able to start and build multiple different businesses and at the same time manage and grow your other ones. What's some tips and some good ways that I can do this to not take from my current situation and be able to build my opportunity to the fullest extent.

Okay. All right. First of all, dude, you got to give yourself a little more credit, bro. You're already doing it, okay? I know as driven people, we don't like to admit how well we're doing, which is weird because most people would over-exaggerate how well they're doing. But when you're driven and you're successful and you have that thing that you have and I have, and I have, We tend to not give ourselves proper credit because we don't want to lose the edge of our ambition and drive. When we do that, it creates a scenario where we are not as confident as we would be if we were just able to give ourselves the proper amount of credit. When it comes to acknowledging our own skills and gifts and results, you always just want to tell yourself the truth. You don't want to downplay it. You don't want to overplay it. You want to be factual about what it is so that you can have the proper amount of confidence. Because as you know, building anything requires real confidence. You have to be a confident person. When we don't give ourselves the proper amount of credit, it hurts us.

I hear that in what you're saying, and I just want you to be aware of that.

I know. I struggle with it a lot. I struggle with being the confidence to really do more. I was never in an environment, and I know we go back to just being a victim is cool type shit. But I was never in an environment that was conducted to being successful.

Most- It was always you do this and you get what you get out of life, and this is what it is, and it's never been a thing.

I've lost almost everybody around me, and it's lonely. It's like you don't really have If you don't have anything but an internal dialog that pushes you along.

Joey, do you want that shit back?

Fuck, no.

Okay, so then what the fuck?

I don't think anybody really that honestly feels the way that we do really wants to go back to it.

Hold on, bro. Listen to me. You're fucking putting value on shit that you lost, that means nothing. Those people are never on the fucking path you're going to be on. They won't understand you. They're not going to fucking get you. You just have to not worry about it, bro. I Why do you actually think you're wrong about the environment that you grew up in. Most people who are successful grew up in an environment exactly like the one that you were describing. They didn't grow up with a silver spoon in their mouth. They grew up with a bunch of motherfuckers telling them they can't do shit. They grew up with a whole bunch of people who didn't do shit telling them that. Because of that, it's driven them, and it's given them fire, and it's let them have this feeling inside of, Fuck you, I'm going to prove you wrong. I actually think the environment that you grew up in, you need to switch your perspective on and say, Actually, this is what produced me. Because, dude, that's the truth. If someone grew up with the best dad and the white picket fence and the perfect family, they're so comfortable, they never have the ambition that you have.

So you should be grateful about where the fuck you come from, bro. That's the first thing. The second thing is, if you want to create great opportunity outside of the one that you have, you have to approach it. There's two ways to do it. I've done it in verticals, okay? So most of the companies that I own are vertically integrated and customers or vendors of each other. Whatever it is that you do in construction, you can start thinking about, what should I do to vertically integrate? Should I start a company that supplies me with the concrete. Should I start a company that supplies me with the steel? Those are things to think about. I know those are just abstract. I don't know exactly what you need to do, but you know what I'm saying.

I know what you're saying. I know what you're saying.

Then the other thing is, if you do have an opportunity, let's say, that is outside of the realm of verticals, you have to understand that just because you're successful at this one realm, you are not guaranteed success at this other thing. I see lots of people ruin their lives because they're experts at one thing. They're really fucking good. Then they think, Well, because I'm good at this one thing, everything I touch will work. I call it the Midas touch. These people think that they have the Midas touch, but they don't. Actually, most of the people I see ruin their lives start to venture outside of their skill set into things that they perceive are going to be great opportunities without thinking like, Hey, I'm starting at kindergarten level here, and I really don't know what the fuck I'm doing. I say all that to say this. If this opportunity that you're talking about for putting your kids in a position is outside the realm of what it is that you do, there are plenty of sea-level operators out here that you could hire to run that operation and just have them report to you. You could go out and...

You're used to doing everything yourself. I'm used to doing everything myself. No one ever came to me and said, Hey, you could just hire a CEO and they'll run your company. If they did, I didn't believe that they could run it as good as me. But here's the thing. They can because Our skillset at CEO level is really just about driving the brand, managing the brand, and making sure that things continue to move down the right path. There's plenty of people with experience in other things that that will translate to what you do with your advisement. You need to start thinking of yourself as more of a chairman-level person than the actual builder operator of the business. What I would do is if you want create something outside the realm, instead of starting at zero, like you're in kindergarten, you go hire someone who knows the business. Yeah, you're going to have to pay them a lot of money. But the thing is, what you're paying for is to catch up in that expertise. When that person has 20 years, 25 years, 30 years of doing what it is you're trying to do, and you got to pay them a million bucks a year, well, that person is going to turn around and save you 30 fucking years of lessons.

And that's how you have to look at it. That's going to cost. Fucking right, bro. That's cheap. A million bucks a year is cheap as fuck to catch up for the amount of time that those guys will catch you up.

The cool thing about this opportunity is it's pretty well within my wheelhouse. Okay. And it's not really a competing business because that's the last thing I want to do is start something competing against myself. For sure. That's what I'm doing. But what it is, is it's solving a problem that we really aren't chasing to fix. It's a solution. You know what I mean? Yeah. Solutions are always the best way. I mean, I preach to my guys every single day, be the solution. Be the solution for the client. That's right. I mean, it just... It works.

It's that simple.

Hey, we're here.

Yes, sir.

I don't I don't want to upset the guys that have trusted me with building this brand and building the division like I have, and just to go through that. You know what I mean? Because I put myself, just like you said, in a chairman type position now. As we've grown to different size businesses, I've had to pivot. There's no book for that. It tells you when you pivot. When we went from zero to 10 million, I was this person in the business. Then what we jumped up to in the '20s, I was this person, and now we've jumped up higher than that. Now I'm a different person. It's a different time. I've had to wear a different hat. Now I'm to this position where I'm behind the scenes the whole time, and I try to advise my people, but the least amount of... I don't know. I'm just not here to do their jobs, but I'm here to just try to give them the best advice I can. Correct. That way everybody has some ownership and everything, and they take the bull by the horns. They run with things. I've got some kids that have a lot of the same mentality My mentality and mindset as me.

I want to give them an opportunity to have a piece of their own.

Yeah, man. I guess I'm confused on what you're asking for.

What I'm trying to figure out is how do you manage your time in between businesses? How do you manage your time and say, Okay, well, I can dedicate this one. It doesn't upset you. I mean, it's just, do you develop power lists for each one of those businesses on task that you do? Do you have one master power list for everything?

Yeah, I've got one for everything, and I do this thing. It's called whatever the fuck it takes.

Yeah, I know.

You know what I'm saying? It doesn't matter if it's midnight It doesn't matter if it's 3: 00 in the morning. It doesn't matter if I got to get on a plane and travel the country to meet thousands of people and put fucking asses in seats. Whatever I got to do, I'm going to do. That's That's the thing that we signed up for. I don't necessarily look at it as I've got to spend X amount of time here or X amount of time there or X amount of time there. I'm not in any of my businesses for second place, so I'm in to fucking win or I won't do it. For me, it's, yes, I have one main power list logistically, and that's how I operate. But that power list will have items that have to do with everything that I have going on. That's the one thing. The second thing is, is I make sure, like I said, I have competent people in those positions to run those plays that I can trust, that understand what's going on. The third thing is, is that I make sure that I am available to my employees and that I spend time with them and that we work on relationships and culture through that contact.

While you may be behind the scenes, it's very important for you to get out and shake the guy's hands, tell them thank you, make sure they understand that you care about them and all of those things. Because, dude, the reality is that most of these people that you deal with They don't have anybody in their life that gives a fuck about them. You going out and helping them develop. By the way, like you said, you're letting them do their job so that they can develop themselves. That is a great form of personal development for them. When they develop those skills, they will attribute those lessons to what you are allowing them to do and not do. It sounds to me, bro, like you're a little bit scared to do it because you think you're going to fuck it up. But running two businesses is really no different than running one. When you have the experience, when you don't have the experience, like all these 19-year-olds out here who believe this shit of, Oh, you got to have seven streams of income to be a millionaire or whatever. Those people get killed because they don't have the experience to operate.

They're slivering off their energy and trying to compete with people who are in it full bore. This is why I highly recommend getting someone to run that division of the business who's competent, as competent as can be with your advisement. I think that's how you're going to balance it out the right way, because every The business that I'm involved in has a competent operator inside of it, or two, or three, depending on how big it is. That's the route I would take, bro.

When you started first form, you didn't just go and just say, All right, well, I'm going to get down and bootstrap this and be the guy that's going to be in here doing this, that, and the other. You found a competent operator and said, Okay, we're going to partner up on this.

No, that's not what I did. I started and did it all myself myself until I found someone that could run the business. Then I developed that person over the course of eight years, and then I handed it over to them. The reason that I did it that way was because the person that I found to operate the business was not a CEO from another company with experience. It was my brother who is one of the best salespeople in the world, but over the course of time, developed the ability to become a CEO. What I'm telling you is that if you want to hand it off immediately and get to the point where you're trying to get, you need to go out and find a CEO with experience and plug them into that position. This is what we're doing. This is how we're going to do it. This is how I want you to do it. He's going to say, Well, that's not how the fuck it's done. You're going to say, Well, how is it done? He's going to say, Well, in 20 years of me doing this, it was done this and this and this and this way.

Then you're going to say, Oh, Then he's going to run the business and you're going to learn from him. We're saying two different things. Does that make sense? Yeah. I'm not telling you to hand the business off to whoever. I'm telling you to find someone who's competent who can save you that eight years. Now, I'm very proud of my brother. He's probably the best CEO that I fucking know. But we developed those skill sets together over the course of time. What I'm saying is you can collapse that time, which I didn't know at the time, and I wouldn't have done anything any different anyway. But I didn't know at that time that I could just hire someone to do those things. I thought of CEO as founder CEO only. I didn't think of CEO as a for-hire position. These guys exist, and they're out there. By the way, a A lot of them are really fucking good. If I were you, considering what I've heard from you, you're already successful, you're doing good business, you have the ability to invest money into this new opportunity. If you value your time, I would hire an experienced CEO.

I would collaborate with that CEO and advise that CEO and let them take the horns right away. Now, if you to do what I did, you could take someone from your other company, you could put them in there, and you could get your ass beat for the next eight years trying to figure it the fuck out. What I'm actually telling you is, don't do that because it costs you valuable time. Now, I'm Like I said, I'm very grateful that we did it that way because I end up with probably the best CEO in the fucking world, one of them. Took eight years. Yes, at a minimum, bro. So what I'm trying to do is get you where you want to go without making an eight your ordeal out of it.

Yeah, for sure. No, it makes sense. It does.

What's your hang-up?

I mean, I I say it's capital, but it's not even capital because it's like, I figure this out. I figure everything out.

Brother, you're fucking making excuses, bro. You need to go fucking do it. Just go do it. You already did. Bro, you've already done this massive thing. You run 100 fucking plus guys. Do you know how rare that is? You know how rare it is to have a company with 100 motherfucking employees? That's a fucking huge deal, bro. If anybody can go out and start another business and be successful, it's somebody like you. So there's no reason for you to hang up. For some reason, you're hung up on this past version of yourself. You're a fucking badass motherfucker, bro. Nobody can do what you've done. You got to remember that, bro. And this is That's what I was talking about in the beginning of the call. I know a fuck ton of business owners. You know how many I know that have 100 employees? Not very many. So you're doing fucking great, bro. In fact, I think you're doing exponentially better than what you think. And I think this misunderstanding of how well you're doing is costing you time to go do the other thing, which is eventually something that you're going to win at, too.

You're already a fucking winner, bro. Don't think like you did in the beginning where you're like, Oh, I'm not sure if I can fucking do this. Bro, look at all these people trying to run businesses and get to 100 fucking employees. Listen, you're ready to do this. All you got to do is go do it. You're telling yourself bullshit stories about why you're not going to. I don't mean to be rude, but I'm just telling you the fucking truth. If you were my fucking homie, I'd be like, Joey, the fuck is wrong with you?

Go do it. Yeah.

What are you talking about? What do you You want me to write you a permission slip to go do it? What the fuck, bro? You've got this down. Look, man, you're ready to do this. I promise you. I can hear it. Nobody can fucking get to it. Dude, you're so much better than what the fuck you think you are. It's almost, for me, almost laughable because I know what's out there. All these motherfuckers on the internet, they're all fucking lying. They're all lying. To run a real business with 100 employees? That's fucking amazing, bro.

I understand. I understand what you're saying.

Yeah, bro. Dude, listen, I got to get to other calls, bro, because it's like 36 minutes long. The show is an hour long. Sorry, brother. Yeah, it's not sorry. It's fucking you need to go do it. You know what I'm saying? Yeah. All right? I'm serious, bro. Well, good meeting you guys.

Yeah, it was great meeting you, bro.

Yeah. Friday. Hey, real talk, bro. You're going to come out? We're going to be there tomorrow or Friday.

Yeah. I need to. I need to shake your hand.

Yeah. Come out, bro. Come fucking hang out. Look, dude, You're doing so much better than you fucking think you are, bro. You just got to snap the fuck out of that. I know. You're a stud, bro. Nobody does 100 fucking employee companies. Fucking nobody.

I look at it like it's nothing, man, and it's not enough.

Yeah, but that's because you're fucking driven.

My competition's got 1,200. My competition's got 1,200, and I'm just like, Man, I got to get there.

Yeah, but they got to 100, and they said... You know what they said? The reason they got 1,200? Because they got to 100, and they said, I'm a bad motherfucker. I get 1,200. You're getting to 100 saying, Fuck, I don't know if I can do this, which means you ain't going to do it if you don't change your perspective. Look, man, I'm telling you, as someone who fucking coaches thousands and thousands and thousands of business owners, you're fucking doing it, dude. For real, man. You should be fucking proud of yourself, and you should walk with your shoulders back and your chin up high and say, I'm a bad motherfucker. I'm Joey, the bad motherfucker. That's what you should be doing. I'm going to get you a fucking T-shirt. It says, Joey, the bad motherfucker.

You put Buffalo on there. How about that?

Fuck.

All right, brother.

I appreciate you guys, man. I really do.

All right, bro. I appreciate you, bro.

Hey, we'll see you Friday, all right?

Yes, sir. All right. I appreciate you guys.

All right, brother. Bro, so many people do that to themselves. They're so driven. They're so hungry. It's never enough. And because it's never enough, they think they're shit. And they think like, what are you- So far from that goal. Yes. Like, bro, how many motherfuckers do you guys know that have 100 employees? If someone came to me off the street and say, I got a business. I got 100 employees, I'd be like, Holy fuck. That's pretty fucking big. Pretty big. But I mean, dude, that's the fucking paradox of being driven. You never feel like it's enough. Successful people, people who win, people who achieve, people who the whole world sees as great always feel behind in what they're doing because their ambition is so strong and they're so driven that all they can see is what I'm trying to do, not what I've done. That is actually a great thing because Because that causes you to continue to go down the path further and further and further and further and further. While it might not be fun while you're doing it, you're going to eventually look back one day and say, Motherfucker, I did that.

You're going to be proud of it. We have to stop this thinking of, Well, I don't know. Especially when you have evidence in front of your face that says, I'm good enough to do this.

Yeah, there's proof here. That's what it's putting here. Dude, I want to ask you this, too. I think it's an important piece in this. Because his main thing was like, How do I balance this time between focusing on a new project while not letting this other thing suffer?

No, that's not his main thing. His main thing is he's trying to find excuses for why the fuck he can't do it. That's real. Yeah, that's not his main thing. His main thing is, I don't come from a good family, and I've never had of this. You know what? I'm not doing it because my competitor's got 1,200, and I've only got 100, and I'm not good enough. That's his main thing. Because the The fucking solution to what he said is bullshit. It's real easy. I love it.

But I do want to bring this up because it's something I've seen you do a lot, bro. I think it's an important piece just for anybody struggling with that. But just being present and you're having your intentions correct and present with whatever you're doing at the moment. I think that's a very important piece.

When you actually are working on business one, you are fully invested in business one. When you turn to the task of business two, you You are not now this goes away and you're focused here. But dude, I'm telling you, the best thing that you can do for him because he's already got the cash flow to do it is to hire a motherfucker that's already done what he's trying to do. How are you going? You're going to go to China, bro. All right? What are you going to do? Are you going to fucking try to navigate your way there with a compass because that's what they did 400 fucking years ago? Or are you going to hire someone who's gone to 4,000 fucking times?

Be a travel guy.

There you go. Yes. That's what you're going to do. Yeah. And by the way, this took me forever to figure the fuck out. I didn't know it either. But that's how you save the time. I wouldn't have done it any different because now we have this amazing thing. But for where he's at and what he's trying to do, that's the way to go. Yeah. Not everybody has the opportunity to hire someone like that. Or cash flow. They don't have the cash flow. Yeah, right. He's in a How does that position do that. That's why wealthy people compound their wealth. They take their money, they invest it into things because, dude, your employees are not a fucking expense, bro. They are an investment if you've hired them properly. You're going to pay this motherfucker a million bucks, but he's going to drive $50 million to your fucking top line. That's a pretty good deal.

I'll take it. Yeah, I'll take it. I love it, man. Let's get another question in, man, guys. Andy, here's another question for you. Andy, I'm a sales rep at a well-renowned company in the construction building materials industry. Due to the current economic climate, with rising costs due to tariffs in the slow housing market, the company has had A recent wave of layoffs that just occurred this month. These layoffs have affected all areas of the company, not just the sales team. With the future of the economy unknown, we can't really predict what the housing market will do next year. Since I've been at company, my territory has seen steady growth, and even in this downturn year, I've still grown the territory to be profitable. I feel like I'm an asset to the company, but right now, it's just hard to know what will happen in the future. My question to you is this, how would How do we go about navigating this? We don't know if there will be additional layoffs, but what can I do day to day to continue to show that I am an undeniable asset who produces?

Everything you fucking can. Everything You can. You could sell the most shit. You can be the best team player. You clean the bathroom the best. You could take the motherfucking trash out. Every single thing that you could possibly do, you should be doing right now. It doesn't go just for this gentleman. It goes for everyone because there is cuts happening everywhere. Not because necessarily that sales are bad, but because new technology is emerging that replaces human capital, as we've talked about on this show for years. All right? Now, I've tried to get everybody to understand how bad this was going to be for everybody, and everybody thought I was crazy. But now here we are, and there's tons of layoffs happening across the spectrum. The motherfuckers that developed AI are getting laid off. Okay? So We're in a predicament. You, as an employee, all of you, are in a fucking pickle. And I'm going to tell you, I don't care where you work. You could work anywhere. If you are an employee of a company right now, you need to understand that your job either can be or will be able to be replaced in the near future.

That means that if you're going to continue to be employed, you are actually going to have to perform at a much higher level than you do now. That is something that I urge everybody to take serious. If you If you take it serious, you're going to come back and you're going to say, Fuck, I wish I had listened to him. This is the time where you better show your motherfucking skillset to everyone. Not only should you be showing your skillset, you should be anticipating needs, you should be taking initiative. You should be driving people forward because I'm going to tell you, if you don't, there's going to be enough skilled people out here because they're getting laid off everywhere that Even if your job doesn't go away as a human asset, you will be replaced by someone who is willing to do the things that you are unwilling to do. There is no place for coasting right now. I'm being dead serious. Guys, if you Coast and you're one of these people who hides in the corner and pretends to work and acts like they're busy, you're going to get fucking fired. Those days are over.

Yeah, they're over. They're over. Some people I just haven't realized that yet. But it's going to become very apparent. I give this guy very much respect for recognizing that, Hey, fuck, the ax is coming down, bro, and I better figure out how to be an asset. Bro, that's everything you can do. You better sell the most shit. You better be the best employee. You better drive the motherfucking culture. You better wipe the fucking piss off the toilet seat, even if it ain't yours. You better do everything. If you do everything, When that conversation comes of who we're going to cut, you're not even going to be in the conversation because they're going to say no fucking way. Joe fucking is a killer. We got to kill him. Yeah, we can't even do it without him. That's what being undeniable is about. We cannot do it without them. You guys think being undeniable means being pretty good? No. Being pretty good is being pretty good. Being undeniable is we cannot fucking do it without them. We cannot If you could do it without them. If you could position yourself to be one of those people, you will always have security.

To be quite honest, that's going to become the new standard because everybody is going to be able to be replaced. Everybody. And people, like where they say, Oh, well, not blue collar. No, blue collar is going to get replaced eventually, too. Because when they start doing AI and robotics, it's going to be what it is. They already got fucking machines that fucking lay tile floors. They already got machines that put roofs on. How long until they have a machine that pulls the wire through a house? Or, I don't know, frames a house, or, I don't know, 3D prints a house, which they already do. So if you're sitting there thinking, Oh, I'm fucking safe, pro. You have no fucking idea what's going on. No.

I want to bring this up because I know this is an entrepreneur-based show, but we have a lot of entrepreneurs, man. I think you've mentioned in the past, there's three really important skills to have as an entrepreneur. You can either sell, learn how to lead people. That third one was being able to take initiative on problems. Because I think that's going to be a really fundamental skillset need for a son.

Absolutely. Okay. There is multiple lanes of initiative that have to be had for you to become undeniable. One is coming up with ideas, trying to look out for the company. If you're on a content team, making fucking amazing content without having to be told, these things. Then there's initiative of you see a problem and you fix the problem before you actually take it to your leadership. One of the most valuable types of employees is the person who says, Hey, let me talk to you about something. We got a problem here. This is blah, blah, blah. But don't worry about it because I already solved it. Super valuable.

Everybody brings problems.

Everybody can bring a problem. Yeah. Dude, if you don't solve There's three kinds of people. There's the person that brings the problem, that person sucks. There's the person that brings the problem but doesn't do the solution, even though they know the solution, that person is a little bit better. They still suck. Then there's the third guy, the The third guy fucking identifies the problem, fixes the problem, then tells you about it. That's the guy. People don't understand that. A lot of success comes down to taking initiative inside of a company. Then there's the person person who can see a project through the entire way from start to finish by taking the initiative to do so. That person is fucking undeniable. You cannot operate without those people. Being valuable inside of a company is very easy, but we have a culture of fucking lazy fucks that have been put into society for the last 20 years, and those people are teed up to get their fucking nuts clipped. So So, yeah, that's it. The max is coming, man. It's coming, bro. It's coming for everybody. There's no stopping it now, okay? When we talked about people need to stand up and be vocal and stand against this shit, you guys, nobody did it.

So now, and by the way, it happened exactly like I said it was going to happen. I said they would implement it by leveraging people's greed, and that's what they've done. Now, they have all the tech company. It doesn't matter. Here's the fucking point. It's coming, and it's here. If you don't become undeniable, there's good. Look at what's the fucking new Sora. Yeah, the new... Look at Sora. You guys, you're being replaced. Do you not understand that? So many people are sticking their head in the sand being like, Not me. No, you. My boss loves me. By the way, especially, There's no like or love now. You have to survive. If a company, it's like steroids in baseball, bro. Once someone starts hitting 70 motherfucking home runs, everybody's starting to take steroids because, dude, that guy is getting $100 million motherfucking $500 million contract, and the rest of the guys ain't getting it. So what do you think they're going to do? It's the same thing with companies. When the This company, which, by the way, is already happening, starts to implement all these technologies to reduce their human capital, then everybody has to do it because if they don't, that company has so much margin in their fucking operation that they can spend you on their customer acquisition and their branding and everything else and fucking put you out of business.

So it's no longer a matter of ethics. The ethics went out the window when everybody fucking didn't stand up. Now it's a matter of actually adjusting and surviving. And because of that, those things are going to happen in every company. It's just reality. It's no different than when the internet came around. It's no different than when social media came around. Only this time, it's super dangerous for everybody that's employed. There's going to be people that make it, and there's going to be a lot of people that are going to be like, Fuck, I wish I had tried a little harder when I had that great opportunity to actually have a job. I actually think a lot of it's pretty good, if I'm being honest, because for so long, there's been so many people in American culture that have just showed up to their job and clocked the fuck in and don't do shit that they feel owed, like I'm owed to have this. Tiedled. Yeah, and it's going to fix that. Now, it's going to go back to, if you even have a job, you're fucking very fortunate to have it. So you should operate that fucking way right now.

And if you operate that way right now, you won't get cut. That's how it's going to work.

I love it, dude. All right, let's get another call here. We got Landon. Give Landon a call.

Hello.

Hello, Landon. What's going on, bro?

What up, big dog?

Hey, what's going on with you, brother? How are you doing?

Not too bad. Another day, another dollar.

Landon, what's up, bro? It's Andy.

What's going on, man?

How are you, brother?

Not too shabby.

Where are you calling in from today?

Nebraska.

Oh, yeah?

What part? Lincoln.

Oh, cool. I like Lincoln. Lincoln is a cool... I spent quite a bit of time up there. I like it a lot.

Oh, no shit.

Yeah, I sure did. What can we help you with today? Tell me a little bit about what you got going on.

Little backstory. Uncle owns a drywall business. It's probably been, I don't know, seven years ago or so. I I was getting out of high school. I was already working for him, but I was getting out of high school and he wanted to take on doing something else. We started doing insulation because it is the step right before drywall, so it makes sense. We took that on. Now we do drywall and insulation, and I've been the main guy in charge of the insulation crew and just learning everything about it. We provide that service now to all of his builders that already had. I've been working my dick into the dirt and just trying to get- Bro, you and me both.

Sorry to cut you off, bro. We're laughing because we're all fucking exhausted because none of us slept in three days.

You're good?

Yeah.

I'm just trying to get to the point where I'm not so I'm the do it all guy. I'm on the job. I get everything facilitated. I'm literally hands-on 100% of the way. I'm just trying to get to the point where I can get guys trained up enough to be able to trust them to handle the business and step away from it a little bit and be able to handle more of the actual business side of things and go out and get more work and shit like that.

You're trying to get your dick He kicked out the dirt.

Yeah, look. Yeah. Look, he's trying to do his- A little bit.

I don't want to get away from work. That's the thing. I'm not scared to work, but I'm tired of working fucking balls of the wall and then dealing with a bunch of idiots, honestly. I mean, fuck.

It's not a fun line of work, what do you mean? I hope those idiots don't listen to the show, bro. What's that? I said, I hope the idiots don't listen to the show.

Yeah, I know. I mean, that's the thing. I try to get them to listen to it, too. A lot of them don't really get on it. That's all right. I wish they would.

Well, that's why you're you and they're them. I thought, I guess. Yeah. All right, let me help you. Let me help you here. What you're talking about is something that all entrepreneurs go crew. You're moving from working in the business to working on the business. All right? That's what you're describing. How many guys do you have on your crew?

Right now, it's like a five-man crew. We just lost one a month ago. So, yeah, we're down to five again.

Okay. You want them to get to a point where they're taking enough initiative to manage the projects and complete them at standard, right? So you're not having to actually show up and do the work, correct?

Exactly.

Okay. You're not going to like this, but the reason that they're not developing into the people that you want them to develop into is because you said the thing right at the beginning. You said, I'm the do it all guy. Well, if you're doing all the shit, bro, how do you expect them to learn? Okay? And by the way, nobody gets engaged in a job or a project or any of these things that we deal with if they aren't valued and involved It's like their craft. And while it may sound silly to say, well, putting in insulation is like, that's not really a craft, they want to contribute, bro. People want to be part of a team, and they want to be trusted, and they want to be Yeah, trusted to go out and execute so that they can have some value to take home, bro. They want to be proud of their work. They want to walk in the door and say, I'm important to this job or company. And by you being the do it all guy, you're standing in the way of that. And so you have to adjust your mindset, because I know why you do this, bro.

We've all been through this shit. You're afraid they're going to fuck up so bad that it's going to fuck everything up. And guess what they're going to do? They're going to. They're going to do it. They're going to fuck up every single fucking thing that you could possibly think of. But you have to change your framework of how you think of those fuckups. Those little fuck-ups that they make, let's be honest, there's very few that people can make that would be fatal and cannot be fixed. So you want to get to a place where you're trusting them with that level of responsibility. When they do make these mistakes, instead of saying, Oh, man, see, that's why I should be doing it, you got to start saying, All right, Steve, come here, man. You know you fucked that up, right? He's going to say, Well, why? You're going to say, Okay, well, you don't think that's fucked up? He's going to say, No, I think it is a little bit. Explain to me why you think it is, all right? He's going to say, Well, I did this and this and this. You're going to say, And also you didn't do this and this and this.

Then as long as they don't make the same mistake again, you have to look at it as an investment in their education and skill set that will eventually allow you to work on the business the way that you're describing. And by the way, bro, we all go through this, dude. I went through this same shit because I was so desperate for my company to make it that I felt like I couldn't afford to have any mistakes. And that's just not true. In fact, sometimes when people make mistakes, it actually provides the best opportunity to wow to your customers because you can say, Hey, I know we fucked that up, but guess what? We're going to make it right, and we're going to do it for free. And then also you do something extra. So that gives you a measuring stick in the customer's eyes of how great you actually are when those mistakes happen. This is really just a perspective switch that you've got to make in your brain. What I want you to do is realize these guys, while you may see them because they're very frustrating, you may be like, What the fuck, guys?

That's our emotions, dude. We got to take our emotions out of those situations and evolve ourselves as leaders and say, Okay, and here's the way. This will help you with that. Do you have any kids?

No.

Okay, I don't either. But what I do is I look at these dudes when they're making mistakes, like little kids. I see them as little kids. They don't really know how to put the square block in the square hole yet. I got to show them how to do these things. What's easy for us, we take for granted. We have this tendency to think that because it's in our brain, it's also in their brain. That's a very bad mistake. Then what happens is because it's so easy for us, we get fucking pissed off because they can't do it. We We have to really take the emotions out. Remember what we're dealing with here, and remember, these are little kids that have to have their confidence built. They have to be coached, just like a little kid has to be shown how to hit a baseball off the tee. When you think When you think about it like that, you actually gain a lot more patience and become a much better leader because now they're saying, Well, he's not mad at me, dude. He wants me to win. He's showing me this and this. You know what?

I got to get better. So when you start to operate in this other way, it shows them that you believe in them, which gives them the confidence to get better. And then you end up with an entirely different culture. And if you did this for the next year, you would call back on the show and you would say, My fucking team is the best team ever. But we got to get out of our own way for that to happen, man. And we got to understand. I used to do this thing where When we weren't performing, I automatically went to everybody's lazy. That's where my default judgment went. These motherfuckers don't care. They're fucking lazy. To be honest, I still struggle with this, okay? But I have to walk myself backwards and remember, that's not really what it is most of the time. If someone is lazy, it's because they have seen you come in 4,000 times and fix the problem. So This is just a perspective switch on your part to, one, realize that if you want to scale your business, you are going to have to start allowing them to have responsibility. Two, you're going to have to coach them like they are brand new employees and build them up, not beat them down.

Three, remember that these guys do not have what you have in their brain. They just don't have it. It's your job as the coach to make sure that they have it. Four, remember that it's not always that they're lazy. Most of these guys want to contribute. They want to feel proud. They want to go home to their wives and their girlfriends and say, Dude, the guys at work love me, man. I'm working hard. I'm doing good. Everything's going good. Because, dude, that's what people want, ultimately, bro. They want the feeling of contribution and respect from their company. When you can give them that by developing that, you create this entire different culture that allows you to do exactly what you want to do, and you won't have to worry about a motherfucking thing from them because they're going to be so grateful for your leadership and your mentorship and the way that you allow them to own the project. Bro, they're going to go to fucking war for you. So it's a totally 180 degree from where you are. But this isn't them, dude. It's you. And you just got to remember that. You know what I'm saying?

Does that make sense?

Yeah, 100 %.

Yeah, bro. I struggle with this shit, too, dude. This is a hard thing. That's why leadership is such a difficult thing because when you're competitive and you want to win, you see that leadership is, I'm just going to pick up all the fucking weight and carry it. Sometimes in crucial situations, you do have to do that. But in situations where you know, okay, if this guy messes this little thing up, I can fix it. I can create an amazing experience for the customer. And when he gets it right, you got to be like, Bro, fuck yeah, man. That's how we do shit around here, and you got to build them up to that standard. So how old are you?

46.

Do you say 26?

26 or 46? 26.

Bro, leadership What you're talking about is a lifetime skillset that we never master it. People will say you master it, but dude, you don't. You continue to improve throughout your entire life. And I'll be real, man. Where you're at at 26 is much further ahead than where I was at 26 with this. So just keep this in mind, dude. It's about developing as a leader, building the right culture, and allowing you... Because, dude, you're not going to be able to scale the business unless you do these things. You're going to always be on the job. You're going to always be fixing the little things. I can hear the frustration in your voice, and I can also relate to it because it's annoying as fuck when you're paying people to do a job and they won't fucking do it. But usually, it's because we're not allowing them to do it. That's the truth.

I got you.

You got any thoughts about that?

Yeah. I mean, I try to give them the basic. I start them from the bottom and work them up. You know what I'm saying? I start them with this easy task, and I slowly progress into giving them a little bit more difficult things. Then if they can't handle the simple task, I just struggle to give them a higher up task because I just feel like there's no way they're going to figure this out if they can't get that, if that makes any sense, right?

Yeah, for sure, bro. But also remember, not everybody's going to make the fucking team. Not everybody gets to play fucking football for the University of Alabama. If you can't fucking run some sprints and lift some weights, do the bare minimum, you fucking ain't going to be here. You certainly aren't going to play in the game. If you got somebody and you say, Hey, I need this, and this is very simple shit, and they refuse to do it, you probably got the wrong guy. There's a minimum level of competency that has to be The other thing, dude, that I think would benefit you greatly with what you're talking about here is making sure that these guys, these five guys that you have, understand how it's going to benefit them if they actually put their thoughts and their mind and their initiative and their care and their intent behind the work. If you're my boss and I work for you, why is it Why is it important that I do things right? What does that benefit me? Because I'm going to get paid either way. Then you have to convince. Now you become a coach to them.

You have to make them understand Hey, look, dude, is this all you ever want to make. If they say, yeah, then you got to get rid of them. They won't make it. You want guys with some drive, some guys that have bigger dreams. I'll be honest with you, dude, these are going to be young people that you're going to find. Because once people get into their 30s and 40s and shit, they've already accepted the lifestyle that they're going to have most of the time. It's very rare for someone in their mid-30s or 40s to break out of the identity that they've created for themselves in terms of what their life is. By that time, they've lost their ambition and they've reconciled that this is my life and I'm happy with it. They start telling themselves all this shit about how this is always what I wanted and this is what I got blessed with, and all this other bullshit. Here's the truth. You didn't work hard, you didn't do the right things. You didn't make the right decisions. Now you're convinced that this is all you're going to ever get. That is very common with people in their 30s and 40s, and it's very hard to break them out of it.

When you find someone who's young, they understand that they have their whole lives in front of them. They want to make the most out of it. So your job is to paint that opportunity for them, coach them up. And the way I usually think about coaching people is as long as they... Because people are going to come and go, bro. You're going to teach some of these guys how to fucking swim, and they're going to swim the fuck away from you. That's going to piss you the fuck off because you've invested all this time in them. How I think about it is, all right, I'm going to I pour all this into someone, and I want them to look back later in life and say, That's where I learned how to be successful. That's where I learned how to win. I'm very grateful for that opportunity because what they're going to say about you in the community, especially a small one like Lincoln, is going to be very important to your reputation. So care about them, even if they go somewhere else. Want them to win. And think of it like this. Even if I teach them everything I know and they leave, I want them to say, Hey, man, I was very grateful that I worked for that man because he taught me this and this and this.

And bro, that's a noble thing. That's a good thing. It's something that you'll be proud of later in life.

Fuck, yeah.

Yeah, all right. You don't sound too enthusiastic today, bro. You need some of this form energy.

I'm just analyzing. I'm trying to see how I'm going to apply it. What I'm going to do exactly.

You know what you need to do? You need to go to 711 for dollar days. That's right.

Fuck, I got no fucking 711s in Nebraska, man.

No seven 11s.

Really? Shit, dude. I don't know. How are there no seven 11s? Are they Speedways? Yeah.

Speedways out there.

Anyway. What's the fucking Casey's, too.

Yeah. Well, go wherever the fuck you got to, bro. Get yourself form energy. That's right. Make you feel better.

Hey, Lando, dude, we appreciate you calling in, man.

Oh, yeah. I appreciate you guys, everything you guys do.

Appreciate you, bro. Think about what we talked about, man. This is something that's normal for anybody in your position to struggle with. The fact that you're aware that it's a problem is a great indication that you're going to solve it very quick.

For sure. Hopefully next year, this time, I'm getting it figured out. It's not sooner.

That's right, bro. That's right. You will. I have no doubts.

All right, brother. Appreciate you.

All right. Appreciate you guys. Take it easy.

See you, brother.

Yeah, dude. I want to ask you this. With it being such a small team, just on the leadership aspect real quick, would you also recommend maybe just taking one of those guys? Maybe you see somebody in that group that has a little bit more potential to try to start building them up, hoping everybody else starts following? Would that be a fair- It is, but there's things that you have to be aware of with that.

Okay. First of all, they have to be the way. If you're going to do that, That's a good thing to do. But if you pick the wrong person out of those five because you like them or because they're the one you get along with the best or they're your drinking buddy. A funny joke. You're going to lose the rest of the motherfuckers. If you do pull someone in tight, it has to be the person that all the other guys understand got the opportunity the fair way. That's the truth. You It will undermine your entire culture by pulling someone in that they perceive doesn't deserve it. Sometimes when that person is the best person, they're going to perceive it that way. But that's okay because what it really does is it shows them how they have to be in order to get pulled into the inner circle. Then what happens is, like you said, they start adopting that behavior. By the way, that mentality goes for a macro level, too. If you own multiple locations of a company, a retail company or a service company, or a restaurant, and you're trying to manage, let's say, 5, 6, 20 locations and shit ain't going right, you're going to go find the one that is going right, and you're going to point all the credibility to that one and say, Guys, these guys are fucking doing it.

This is my homie. This is this and this and this. But the minute that they stop doing it, because here's what happens sometimes, too. Sometimes you praise those guys and they start thinking they're the shit, and they don't do the things that made them the shit anymore because they believe that they are the shit no matter what they do. You got to be very conscientious about how much praise you put on people. But yes, generally, that's a way to do it. There's just things you got to be aware of before you do it.

I love it, dude. Yeah. I love it, man.

Well, guys, Andy, that was three. Yeah. All right, guys, don't forget, we got a couple more days of Dollar Days. Buy one, share one. You guys are doing a fucking amazing I appreciate everything that you've done. But let's finish strong and show these motherfuckers who we are. We're from sleepin' on the floor. Now my jury box froze. Fuck a bowl, fuck a stove. Counted millions in a cold. Bad, and I appreciate everything that you've done. But let's finish strong and show these motherfuckers who we are.