Transcript of 991. Q&AF Ft. Pejman Ghadimi: Maturity Vs. Risk Taking, Equipment Or Employee & Choosing Your Path

What is up, guys? It's Andy Frisella, and this is the show, For the Realist. Say goodbye to the Lies, to Fakeness and Delusions of Modern Society, and welcome to motherfucking Reality. Guys, today we have Q&A up. That's where you submit the questions, and we give you the answers. Dj is going to tell you how you could submit your questions.

Yeah, guys, you can email these questions into askandy@andyfrisella. Com. You can also click the link in the description below and submit your questions for a chance to be answered, or drop them down in the comments of the Q&A videos on Andy for Sella Motivation.

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Yep. Yeah.

Isn't that right, DJ? That's right. That's a new fee, right? That's right. Now, the fee is Very simple, all right? We ask very simply that if you get value from the show, if it makes you think, if it makes you laugh, if it gives you a new perspective, if you learn some shit, do us a favor. Don't be a hoe.

Sure, the show. All right. You almost got me there.

Yeah, it did. He's swallowing. He's drinking that water. Got a special guest. I'm joined by one of my very good friends, Benjamin Ghaedimi. What's happening, brother?

What's going on, man? After 11 years, we're here, down to. Yeah.

For those of you that don't know, PJ and I have been friends for... Fuck.

I think 13 years. Yeah.

We've grown together, we've built things together, and Very, very highly intelligent, deeply philosophical friend of mine. He's written a number of books in which you should read all of them, especially Third Circle Theory. But if you want to explain which books I mean, Third Circle Theory was your favorite.

It's the one that you talk about a lot on the show. But Third Circle Theory, Radius, Gate of Choice, are three basic books that are the framework to what I believe to be the most practical way for a human to become His High Self. It starts with awareness, identity, and then control over time and consciousness. Depending on where you are in life, these books will mean different things to you, so you can just review them each year.

That's the cool thing about it.

That's exactly how they've been written.

I love books like that.

Yeah, that's how they've been written in a timeless manner, so they're always relevant and even more relevant as you evolve because you'll catch on more things.

One of my favorite books, dude, is a very basic book called The Magic of Thinking Big by David Schwartz. Very basic. But dude, if you read that book once a year, it will mean different things to you on your journey. I really enjoy the books that are written in that way. Third Circle Theory is, I I think one of the best books I've ever written.

I appreciate that very much. Yeah, it's the truth.

Florida's Home, right? Florida's Home.

The what?

Florida's Home.

Florida's Home. Boca Ratona's Home. I'm jealous. The weather is amazing all the time. That's what I'm saying. The women are We have no complaints.

You should be jealous. You guys got Florida Man?

Florida Man, fucking national celebrity.

Wild Wild West out there. We get very jaded. When we live there, we assume everybody in the world drives Bugatti. Yeah.

Now, Missouri is the same. No alligators. We got Pit Bulls, though. It's the same state.

It's the same.

I don't know where you were going.

It's the same, but not at all. Not the same at all. No, I would say, Missouri Man could give Florida Man a run. Oh, easy. That part, I believe. Yeah, that's a fact, bro. That part, I believe.

Like, easy. Come on, that's not even... That's easy. Yeah, man.

So, PJ is going to help us answer some questions for you guys today.

I'm trying to make sure he's not looking at my screen.

No, I can't see. My eyesight has been getting so much worse as I get older. I don't know what time. Dude, what is that? I don't know. I'm 43 now. Okay. Terrible. I can't see. It's weird. When I was much younger, I always had 20/20 vision. Me too. Up close, it's really difficult. Far, I can still see. Really good. But up close, it's getting-That just happened to me this year.

Yeah, same here.

I'm telling you, we shared a lot of-Yeah, dude.

I started not being able to read my supplement bottles, and I was like, Oh, shit. It's happening.

Exactly. I was reading a book for the car she had, and I'm looking, and I'm like, What the fuck is it?

What's happening? Then I find myself with my phone like this, and I'm like, Oh, man, it's only a matter of time before I got the text this big.

You're going to be yelling at people, Get off your yawn.

Yeah, that's all. Yeah, 100%. It's coming, man.

Damn.

Don't walk on the grass. Oh, shit, man.

Well, yeah, man. Guys, it's Q&A. As always, we have some great ones. All right. That's good. I'm going to have to start with some of these. So, PJ, Andy, guys, question number one. Andy, I don't recognize myself compared to who I was a few years ago. Not in a bad way, just different. There's less fire. I'm more cautious. I've got more to lose now, and I can feel it changing how I move. What are some ways to know the difference between simply maturing versus slowly playing too small? It sounds like a risk-averse type of situation. How do you deal with the risks the older you get then?

Does that change? I think it's natural. I think when people get a little bit of comfort in their life, it becomes more what they have to lose. When you have nothing to lose, it's easy to go hard. You don't really worry about it because the alternative is the shit you've already...

It's what we talked about earlier. The greatest enemy to a great life is a good life. As life gets good, it becomes harder to break free. But I also want to point out that in his question, specifically, he specifically gave his own answer. Most people do. He literally said, I don't know if I have too much to lose or I'm thinking. That means that he's already thinking that he's afraid to lose the good he's had or the transformation he's had. Most people actually, in their own questions, answer their own questions. Yeah, you're looking for confirmation.

They're putting out their own fact.

They're giving away the information as to what's happening. That's one of the ways. This particular situation, I don't know about other people, but generally, he's indirectly saying that, Hey, I've made some good progress, and I feel pretty good about that. I just don't have that original drive that got me to that progress, because technically, if I go from here to next level, I'm just not sure if it's going to pan out the the same way. There's a cost basis to that loss because there's actual money to lose now or time or anything else that comes with that. In this particular case, I think you just have to be relentless in your decision very early on in life about what success looks like. In my family, we're all poor, so success was like, Hey, you know what? If you have a nice car, you have a nice house, you got a couple of kids, this is success. I'm like, The fuck? I don't want that shit. That's fucking gay. I I mean, I'm sitting there and I'm like, That's fucking retarded. I look at all my family members, I'm like, Are you all fucking gay? You're all in marriages you don't like.

You're in situations you're trying to figure it out. Yeah, man. Your houses have been the same for 20 fucking years. I'm like, There's no fucking success in that. Then I look at other people, I'm like, That guy got 30 cars. He got this, he got that. I'm like, Oh, yeah, I want his life. So I'm like, Okay, so that's my goal, right? That's my destination. I remove everything in between to feel like I've made it until I have that. That way, I'd never feel like I had something to lose because it was never mine to keep. I go like, Unless I'm getting to that fucking destination, then everything under that was nothing that I was going to hold on to anyways. It was part of the journey. And so what if I lose it? Because I'm not where I want to be. It's like if you made a trip from Florida to California and you somehow end up in Missouri, you got to figure out, did I really want to go to California or not? If you did, that means you might have to start walking if your car breaks down. But you got to commit to that destination, whatever that is.

Yeah. I think it's also important for people to realize that the minute you stop improving, everybody else is catching up. There is abundance, but there's also limited success because we're operating in an environment that is real. It's a competition. If you're a plumber, there's other plumbers. If you're a Carpenter, there's other carpenters. If you sell supplements, there's other people who sell supplements. If I were to say, Hey, this is where I want to be, okay, I have to be aware that if I continue to just sit there, that other people are going to catch and potentially pass up what I'm doing. One of the biggest things that I've seen really affect people, especially when it comes to owning their business, being entrepreneurs, et cetera, is that they get to a point where they're doing well and they feel comfortable, and they get a little hesitant about continuing down the path. While they get comfortable, they stop paying attention and they get less They don't really understand what's going on, and that's a potential for you to get beat.

The competition rises at that time.

Correct. You have to understand that we are not in a static environment. The environment is always progressing. It is always moving forward. Everybody around you, you have to assume, is continuing to work. If you sit where you're at because it's comfortable now, it will become very uncomfortable later for you. You have the momentum now. You have the skill set that you're acquiring now. You're getting down the path of where you want to go. You just got to continue. Actually, that's a really good spot to be in. If we're being real, the only way that you're going to really lose what you have is by staying right where you are.

It's also much harder to reinvent yourself if you have to start over because you were stagnant. Then if you went through the difficulty of going from 1 million to 10 million to 100 million to whatever it is, in the same field that you've already gained expertise in. Sometimes when you get complacent, you don't realize that your business also has an expiration date in its current form. Reinventing your business is a lot easier than reinventing yourself. One of the things that people don't realize, they get complacent and then their business fails, and then they go, Okay, well, I'm going to start again. That it never hits as well. They got to start something new. But to start something new, they got to go back to putting 10 years again. It's like, Well, why didn't you just push a little bit harder when you were at that edge and reinvent what you were doing to Excel again and again and again and again instead of having to stop and say, Well, maybe I should do something completely different than being a plumber. Maybe you should now go into building some technology in You're like, Well, that's going to take a long time to figure out.

That's much, much harder than just being really good at what you fucking do and never ending that push until that destination's hit. Whatever that is, that's a personal destination from a numbers standpoint, that's a business destination from where your business goes. But at least it gives you that runway to not have to reinvent yourself. Because once you have the first 20 million in your bank account, 50 million, whatever that is, then you're like, Hey, you know what? I can take time and really choose how to reinvent myself because I put in the dues before to get to that point. Now I got that some time freedom. Versus the other guy that gets to almost 10 million and drops and goes-There's a big difference between reinventing yourself with a few bucks in the bank versus reinventing yourself out of necessity.

Huge difference.

Significant, yeah.

The question I would ask you if you were here in front of me would be, Okay, you're comfortable. What about your family? What if something happened to you? What if you went away right now? Would your family be good? You know what I'm saying? How comfortable are they? Are you setting the best example by chilling out? What are your kids seeing? What are your What are they seeing? Because there's a lot of people that start something, become moderately successful, and then sit on their hands as if they were king of the world. I could totally relate to what you're saying. But at the end of the day, you have to continue to expand your responsibilities, even if it's not real in the moment, if you want to continue to grow. Because the pressure of the responsibilities that you choose to bear and carry are what's going to create that drive that you're going to want, that you say you're missing right now. So if you want that drive back, I would consider taking on more responsibility. That doesn't mean doing more at the office. That means I'm responsible for all of these people. One of the biggest things, because I was in this place in 2014, and right when you I really started becoming friends, at the time, I was making more money than I'd ever made.

I was making more money than all my friends by a lot. I got sick, and I was sitting on the couch for 17 days. I had pneumonia, and I was watching fucking TV, and I'm looking at my phone, and I see my bank account going up, and I'm winning, and I'm like, This sucks, dude. I don't feel good. This is why rich people kill themselves, dude. What it taught me was that I needed to expand my purpose outside of just myself to encompass my team. That was the first realization I had about expanding purpose. I think a lot of times when people get comfortable, the reason that they end up feeling very empty is because they don't expand their purpose as to what they're willing to take on responsibility-wise, which is what creates that pressure for you to drive. If you're looking to regain that edge, it's very simple. Expand your purpose, expand your responsibility, take more, and let that drive you forward to where you are. Because, dude, at this point in my life, success isn't about me personally. It's not. It's about the people around me. It's about you guys who are hearing this message right now.

I've taken that responsibility on by choice because it It helps me continue down the path and keeps me from becoming stagnant to the point where I'm not paying attention to what's going on in my industry. I'm not paying attention to what's going on in marketing. I'm not paying it. Then, dude, to try and I can vent that. I've seen that crush so many people. Really, dude, the only way I've ever seen people truly lose is not from making mistakes while they move forward. It's from sitting where they get to a place where it's mildly comfortable. They They have a hard time breaking past that point.

Sometimes you can also, like I was saying earlier, is reinvent your business by taking risk without having to completely put everything good at stake. If your business became what it was based on what you believe they could have been, and then you stopped competing because you probably ate enough and you survived enough and you're good. At some point, you can look at larger scale versions of your business and take on a challenge. How do I go from here to there? But reinvent high to look at my business to compete on that level outside of my sphere of what I can see, maybe not in my state, maybe in a country, or what are other people doing in other countries around this industry and so on and so forth. Because sometimes what gets stale, too, is the repetition of work The boring shit they say in business that's really annoying and marginally better each year, which is the part most people don't serve. I was like, you're doing the same shit over and over and over, and you're like, We gained 5%, and you're sitting there like, Yeah, we're fucking winning. We're still 5%, but those that don't realize that.

They're like, Well, I grew 30%, 40%, 30%, and then 2%, I'm failing now. Sustaining those bad years, which are not really growth years, sustaining them by preparing strategy, sometimes gets confused by people as stagnant.

When it's just part of the process.

Yeah, exactly. Not knowing the exact circumstance of the person, the business, etc. Sometimes we get to a level where we feel because we don't have double-digit growth or something extraordinary or whatever else, we think of those as failing years because we had so many growth gears. But the reality is they're part of the process because no one has a perfect cycle of 25 perfect years of 30% growth every year. It would all be billionaires. It just doesn't work that way. Sometimes people just get confused and mistake stagnation with just the lack of excessive growth, revenue or whatever it is.

Because they lack the perspective of going through it before. But if you ask anybody who's a seasoned operator of any organization, That's the way. Yeah, it's part of the deal. You're going to have two, three, four years, sometimes, cycles where you're going to be given 100% effort, but the growth is going to be two or three or 5%, or sometimes, in certain cases, not losing, or sometimes, in certain cases, losing less than everybody else is losing.

That's a really good point because in the last couple of years, a lot of businesses struggled with all the tariffs, the things happening, the changes, and the ever moving dynamics. Sometimes, I'll have in my business, I'll I have a year where I have 8% growth, and I'm used to 30% growth, and I'll sit there and I'll be like, Thank God. People are like, What are you talking about? We lost 22% over last year. I go, We didn't lose that. We made money, and we grew 8%. I'm like, Okay, there are people whose stock went 50% down. There's other people who laid off 10,000 people, 30,000 people, lost their companies. I'm like, Trust me, we're doing really fucking good. We're beating the average by a substantial amount. I'm good. I'm super thankful, and So once you change the perspective, and if you have a couple of these years, one thing I recommend people do is really look at your business in the metrics of revenue outside of the dollar, which is like, are you growing maybe actual customers? Are you losing market share? What's actually happening? Because sometimes you'll realize it's a really good opportunity to reinvent something in your business to spark it again.

Because it's like maybe customers have gotten used to what you do. Maybe they're growing at a smaller rate. You got to introduce Do something new, do something. It challenges you as an owner to face this shit and be like, Wow, maybe I have gone lazy. How did I get those first 10 fucking growth years? Because I was constantly building shit, telling people about promotions, doing marketing. Now suddenly I'm like, What's the metrics on Facebook? Okay, good. Did we make some extra money? It's like, I'll just sit back and see how that works out.

While you got the hungry guy next to you, it's like thinking the way you used to think.

Exactly. He's running at this pace because he's like, I want to have what that guy has, and I want to put that shit out of business.

It's very It's very easy to get passed by when you lose that edge.

100%.

Very easy. The thing is, you don't really lose the edge. You just forgot how you created it. How you created it was through pressure. You created it by taking on a massive goal, and you said, I'm going to do this goal. The problem a lot of people have is, unfortunately, they say, Oh, I'm going to sign up for this marathon, and they get to Mile 17, they're like, Oh, it was good enough. No, the fuck it I ran in the marathon. Yeah, you didn't run the marathon, bro. I think, at least for me, continuing to expand the vision, continuing to welcome the pressure. I think a lot of people try to avoid the pressure. They look at pressure and fear and doubt as negative things without understanding that those things will actually sharpen you and make you better if you're willing to accept them.

I was going to ask you guys on this topic because I wonder if this also comes down to a confidence issue. We were talking about re-sparking that light. Could it be, Okay, well, damn, I know I'm good now. I see, okay, maybe I have some ideas of what I could be doing differently. I just don't have the confidence in my skills or ability to actually follow through.

Did you have the confidence on day one?

Right. Well, you got here, so I don't think it's a confidence. When you're broke and you have nothing and you're starting, you're hungry. That hunger is like, I just fucking need food. I need to win. Then when you start filling your belly, the way you get hungry changes and how hungry you are changes. Then you're like, Well, I need to rest more because I've eaten now. The drive to hunt for food just starts to slow down because you have a process where food is slowly being delivered to you at a pace. You don't make these leaps towards your business or yourself at this exponential rates. That's what needs to go back to the original destination you set. Are you actually there or not? If you're not, then at some point, you're rested too early. In your head, you thought you had a rest. But that shit didn't exist. You just invented that. So once you realized the rest was the illusion, then you go, wait a minute. Why the fuck am I sitting here waiting around for something to happen? I'm not even where I'm supposed to be. I don't know why I'm lost here.

So then you find the drive again to, How the fuck I keep going towards that journey I'm going to go. But if you're having bad years, it's part of the process. If you're having tough years or you have to make cuts or you have to retract before you expand it or you have to go a new direction, try new things. I can tell you every single year, we try something new. I have this thing in my company where I'm like, if we're not breaking shit or figuring shit out this year that's new and introduced, then we're not in business. And they go, but it's working. And I go, It's not the thing. Our argument is not working, is that it's going to be broken eventually. So I want you to figure out what's next before it fucking breaks. So we catch it before it collapses. And people have to think that way. They have to start thinking like when you have to innovate before the innovation is necessary.

Exactly, it's necessary.

So when things are good, that's when you work harder because you're like, Well, look at the environment. I'm better. I'm making more money, so fucking push harder. Keep crumpling everything around you because you're like, this isn't the time to go on vacation because you made money. This is the time to hit because if that hit goes away, you're going to have to reinvent yourself 10 fucking years back to the beginning of that shit. You might as well right now, right here, commit to whatever it takes to fucking get there, whatever shit I got to put aside that I put aside the first five years, fine. But we're here, we're in the middle of it. It's not time to rest. It's not time to go to Italy on vacation and be like, We made some money. Fuck it. I'm just going to step away. It's time to realize that you now have shit that other people want, and you didn't have shit, nobody took you seriously. Now you got shit. People want it. They're coming after it. Now you got to build even faster.

Yeah, I love it, dude. Yeah, bro. I think the biggest mindset. We talk about this all the time. The greatest people in the world rarely actually achieve their goals, because by the time that goal that they've set is within their vision, they're already thinking past that. They are raising the bar before they hit the bar. That's why when you look at people like nick Saban or Tom braided or, more recently, Kurt Signetti, Party, right? These guys, they don't fucking cheer and go party for a week after they want a game. Like, bro, it's back to fucking work, bro, because they understand they think the way great people think. Great people think, How do I fucking innovate? How do I raise the bar? How do I get better before it's required? Because they've already tasted the time in their life where they had to perform or else. If you had enough of that, you'll remember that taste forever.

You can really see this even in sports with boxing, all these comeback stories, like Tyson trying to come back, Tate trying to come back to these games. You look at that and you go, it's not that you don't have it in you to win anymore. Say you haven't practiced in 10 years. You're like been sitting home. Your competition has been practicing every day for kicking your ass. You Even sitting there saying, I'm sitting on my title. I'm great. I've won this. You've earned it. But then either you stay home and you call it quits or you go back to training because you're not going to get back in the ring just with one week of training and being like, Well, now I'm back because I was once great. And we see what happens.

No one gives a fuck. You used to be great, bro. All right, man. Kind of fooling yourself. You can sit back down. I love it, man.

I love it. Let's get to question number two. A little tactical business, guys. Andy, question number Should we invest in equipment or employees? I'm just starting out my countertop fabrication shop. It's just my wife and I right now. We fabricate everything by hand. Would buying a CNC machine or hiring an employee, he be a better investment?

Well, it depends on what the return is going to be.

There's a lot that goes into play. You'd have to know the type of business, what they do with it. Will the machine open more time for them to do what they want to hire the other employee for?

How much more can you produce with just the two of you with the new machine versus how much can you produce without the machine with another person? You have to weigh those things and make a proper decision. But yeah, there's a lot that goes into that. I would have to know much more about what it is you've got going on to answer that question directly, but I could tell you how to think about it. You think about it very simply. Can I make more money with the machine and my wife and I, or can I make more money with the employee me and without the machine that will allow me then to invest in the machine later or vice versa? It's a very simple thought process.

But in most cases, people also haven't mathed their business, meaning they haven't done the math behind what impact things have. Because in most cases, if your business is already producing, you can probably get a loan and buy the machine anyways. The cost basis doesn't always come into the employee or the machine. It depends on the business. I mean, there are some cases where obviously you don't money or any leverage. But if you do the math, generally scaling when it comes to machinery or employment is usually self-fulfilling, meaning it pays for itself through the dollar that the sales guy brings in or the cost-cutting that the machine does, et cetera. The math is the only way to go forward if you don't have all the context of the situation. What is the cost? What do I get back out of it? Can I afford not to do it rather than, Can I afford to do it?

For somebody to try to scale, I guess, let me ask this question for them then. Where How do people fuck up with scaling or trying to scale? Just getting started out, now you're about to expand or you're thinking about expanding, maybe you know you need to expand. What are some, maybe not end of the world detrimental mistakes, but where do most people fuck up in that place?

I'll tell you where I've seen the larger mistake that I've made personally earlier. Now, I don't make that fucking mistake anymore. I used to hire people when I needed them. My biggest mistake was at the time, I was like, Oh, we need a new sales guy. Let's go hire one. Now that we're overdone, too many leads, too much stuff going on, let's go hire a new sales guy. We should have hired a sales guy seven months before that call. We should have looked at the metrics and say, Hey, the rate of growth shows that it's going to take six months to train a person to become a tribal part of what we do. Businesses are tribal. You have your ways of doing things. You have your culture, you have the way you operate. Maybe here at first form, people work really hard and they're committed to the vision and they care about the hours. But hiring someone from the outside doesn't always bring that talent because someone on the outside is like, I go home after 40 hours. I don't know what you guys are doing. It's 4: 58. What do you mean? What do you mean?

I have something to do. To find that character, that person that's going to be part of your tribe, and then get them used to how the tribe operates, even if they're willing and they just don't know, and it's like, this is how things work. It takes time. I think that sometimes in business, we look at cost first. We go like, well, if I hire someone now for six months, what if they're not producing the dollar I need them? But by the time you need them, your rate of dollar is so much higher because you're now losing money by not having them. You're technically hurting yourself more, and your dollar, your personal worth in your business is more because the business making more money. Now you have to give your time to training someone at a time where it's just not a fit. I always say having a pool of people. I have an always hiring sign, basically, in all my companies. We're always I'm hiring every position all the time. People are like, Well, what if you have them? They've been here eight years. I'm like, I'm not replacing them. I'm looking at growth. I'm looking at, Can I bring someone to challenge them?

Maybe compete with them. Maybe even try to double sales that way. Maybe I should look at a person that is going to be so hard to find them when I need them. Maybe I need to keep them in reserve, even if they're not really doing anything. Maybe if the character is there, and I'm going to need to go through 100 interviews anyways, it's not like I'm going to put one ad, 30 people show up, I pick the best one, and it goes done, finished.

That's what people think.

It's not how it works. By the time you find the person that you go, Okay, I feel like I could trust you. I feel like I can speak openly around you. I feel like you understand what we do here. I believe I can spend time training you and you'll take it seriously for the next six months. That might take you 40 ads, 50 phone calls, 300 Instagram listings, and then eventually you get one guy that shows up that's like, That's the guy. But when that guy comes, it's not always convenient. It's not always like, Oh, well, he's here exactly when we had an opening. Perfect.

It never happens like that.

He fits in that bucket. $30 an hour was what I wanted to pay for that job. The guy's like, Yeah, make 300 grand a year.

You're like, Fuck.

But you figure out a way to basically integrate that person because you realized on taking them is so much more risky and costly than taking them. You have to think ahead. That's what I've always said. In scale, you have to look at the trajectory of scale. Manpower is the most volatile hardest thing to fulfill in scaling. You can always buy machinery, you can always buy location, you can get temporary locations, you can buy more crates, you can do whatever. But you can't really bring the right people on exactly when you need them and put them in these cost boxes that are very tiny and then be like, Well, this is so conveniently perfect. As I make more money, you'll make more money. We're all good. Everybody's happy and fantastic. Don't fuck up, please.

Do the thing, dude. I'll tell you a relevant story from my experience that is pretty relevant to this question. Back when we had… I think we had about 10 retail stores at this time. All the stores, all of them, we could never get more than 40 transactions, 50 transactions a day. They were all in the same zone. We're sitting here We're beating our heads on the wall. We're like, Dude, if we could just get to 80, then we could hire a new person, put a new POS unit in the store, and we'd rocket the fuck out. But we have to get to 80 before we can do that. All right? And that's what we thought. So we ran a test. To get a new POS system for 10 stores back then, when we weren't really making any money, was a big investment. We took one store and we added a second POS system, which I think we spent five grand on. Then we added another employee because then there was payroll dollars to go on top of it. Within 60 days, that store went from 45 transactions to 90 transactions. What we learned was is that there was a capacity of how many people could actually be handled the way that we want to handle them, and that we couldn't breach that capacity without making the investment.

You were not about to get 90 transactions.

It would have never happened. It would have never fucking happened. It was It was literally impossible. The way that we figured out it was impossible was because I actually went to the store and I sat there for an entire day and I watched one of our best guys. I purposefully went to the store that I thought was the best and I watched him all day. Then I asked myself when I walked out, I said, Could he have done any more? The answer was fucking no. We decided to add this in. By the way, it doubled our... Because then after it worked in one store, we did all 10 stores. That's what set the company up to really start to grow, which really everything that you guys see was born from that decision. What you're saying is correct. You have to make the investment upfront before the business comes in. Whether that's personal or whether that's equipment, it's reality. You can only do so much with so much. People have a hard time with this because we always say, Well, when we get to here, we'll invest in this. But you can't get there without making the investment first.

This is also because it makes us feel... Like the chicken of the egg. Yeah, but it makes us feel like we stay poor in business, too, because the more we grow, the more we put our money back in the business to support that growth. Then we don't realize that the businessworth is going up, and we're technically getting richer because we're not seeing that money. We get like, Well, I can't buy a new car. I can't buy a nice other house, but I'm working way more than before, or I'm doing way more revenue. Where's the money going? It's there in the baseline. Eventually, it blows out, and suddenly you're super rich. But people are used to jobs where they get progressive pay every year and it gets better. In their businesses, when they get to this place where they're doing better, they expect more money, and they don't realize that there's this transition place where you got to keep investing, keep investing, keep investing, and then you get a return. So business isn't proportional and growth the same way a job is, where every year-Well, and then the other thing, too, is that a lot of people don't realize is that the growth that you get on the backside and the enterprise values exponentially more than what you would make and catch.

So understanding that is very important because maybe you I have a $5 million business, but now it's a $15 million business, but you're not making any money. So these are things to consider. But without knowing more about this specific situation, I think this is the best we could answer.

It's very hard to answer.

I thought that was great. I thought that was great. We got question number three already, huh?

Yeah, we're there.

We're there. This is a good one, guys. B. J, Andy. Question number three. Andy, I'm struggling. I'm Struggling with the line between discipline and delusion. On one hand, every successful person says to follow a proven path and execute it relentlessly. On the other, I hear that if the path is clear, Here is probably someone else's, and greatness requires forging your own way. How do you personally know when following someone else's blueprint is smart execution, and when staying on the path is just fear of taking full ownership and building something that's actually yours?

Oh, I think this is a great question. This is a great question. This is deep. This actually goes right along with what you talk about going from a self-employed to a business owner to an entrepreneur.

Growth and trajectory, destination, paths, whatever you can call it, are progressive nature, just like the human being progresses through their growth individually. When a person says, should I follow a proven path? So let's talk about it before even going into self-employment, let's talk about a job. Someone works a job. How many times do we hear bullshit like, well, I'm tired of building other people's dreams. When has anyone that has ever worked a job build someone else's dream? Never. They work for themselves. How many people would still work that job if they got zero pay for no reason? They would just show up like, I want your dream, man. That's all I'm fucking here for. I don't care for what I want. I just want what you want. And if you get what you I'll have salvation. I'll fucking go and just go to rest.

Said nobody ever. Ever.

Even a job with the right intent, like, You know what? I believe in your cause. I'm here and I want to work in this place, still has a personal component of dream, which is like, I want a bigger house. I want a nicer job. I want a promotion. I want these things. That line has created a lot of corrosion in the world where people have this belief that just having a job as a negative quotation or like, You're too stupid to go figure your own out. You get a job when you lack the ability to market your skills to the public.

Or you have no skills. You need to learn something.

If you're going super basic, you have nothing, then you learn how to even work it.

If you don't know how to cook fucking French fries, and the guy next to you knows how to make the best fucking French fries, it's probably a good fucking idea to follow his little path.

But the point, I didn't go that far back as French fries. We can go to a normal job. But if you have some skill, like a company will hire you, you might be like, Hey, you have good customer customer service skills. Come here, sell my product. Okay, cool. That skill is there, and there's a value to that skill to you as an employer, and there's a value to that skill to me to selling it to you as an employer. But I don't have the capacity to sell that to the public, scale it, and know how to do that. I either have to earn more skills by going into that company and saying, Can I learn new things? Maybe I'm good at service, but put me in sales. Let me become a better, more versed person. That transition occurs even as you go from a job to sell employment, which is like, Oh, well, you know what? I have an idea. I've been doing this for people. Maybe I'll start a consulting firm and offer these services and train a few other guys. That's not really entrepreneurial, but it's still innovative. Now you're learning, again, how to market yourself to the world out there and so on and so forth.

When you follow someone's blueprint, like someone says, Hey, if you do this, you'll make some money, you'll go down that path. There's two things you got to ask yourself. The first one is, regardless that it's your dream or not or that it's a temporary thing or not, are you willing to commit to becoming the fucking best at it? Because if you're not, you're going to fucking fail even at that blueprint that's set for you. I'm going to tell you why, because you're going to lose interest. Because the success isn't going to come at the rate that it came for the first guy that invented the blueprint. Usually, that's how it works. It's like, Hey, I went down this path. I was first. I got all that money out of it. You can still make money. There might be some truth to that. I'm not saying like, Oh, it's a bad thing to follow that footstep. But it's not going to come at the rate and at the speed or at the increase that the person got it. You're You're going to lose interest because you're like, I thought I was going to get millions of dollars, but I really made 15, 20 grand, and I don't think it's for me.

If you're not willing to commit to what that business is or what that blueprint is, then don't start because you're going to drop off and you're going to lose years. You could have invested in something of your own in that path and taken that suffering stage. And that's worse. The worst thing is to go down a path, make no money, waste three years, come back to zero in that loop, and then be like, Well, I could have spent three years devoted to this. I still made no fucking money. I would have at least gotten through the trenches by now. You know what I mean?

Most people get caught in that loop forever.

Forever, correct. Because it's the next thing that's promised because they're looking at the reward, not the work. Whatever the blueprint is, whatever the job is, whatever the decision of the business is, are you willing to commit to become the best at whatever that is. If you're not interested in plumbing and you're not interested in maybe digital media or you're not interested in podcasting, just because someone else has made a billion dollars in it does not mean you will fucking make a billion dollars in it. You are not interested in becoming the best. They were interested in really fucking being on a podcast, starting a podcast. And so they committed to that art. They didn't commit to the money that came with it. They got so good at it that the money came to them. And they were like, You know what? We'll give you millions of dollars in brand deals. We'll do this. We'll bring you some big guests. But people are like, Well, other people did it. Why can't I? Are you even interested? They did it fine. It's possible. But are you interested in that topic, even? To even start there? Because they don't take that at all.

They don't pay attention to that shit whatsoever. They just go, There's money there, so that's where I should go. Maybe this will work. But if there's no interest, there won't be a commitment. If there's no, I don't know anything about cars I love it. I get guys come to me and they're like, I want to learn watch trading. I'm like, Great. Here, take this course. They're like, Oh, I don't like watches. I'm like, Then what the fuck do you want to learn? I saw that guy made a million bucks. I'm like, Yeah, but he loves fucking watches. He came here and he's I love luxuries. I love watches. I'm going to figure this shit out. The first thing you're telling me is like, I don't like this. I'm probably not going to do good at it. Yeah, you're probably not. Because you already have this defeated attitude that, Hey, I'm coming into this, and I tell you, before I even start, I have a handicap. I'm like, No, you don't. You're a human. You have many things that are working on. You have many things that you probably do that are going to work out.

The lack of interest is what makes people go, Oh, I'll go to next thing, next thing. If you want to start your own thing and you don't have the proper either past track record, skill set, or you haven't learned how to market these things, then it's okay to start a smaller business, to acquire some funds, work for someone, earn more skills, get some money behind you, and then be like, How long of a runway did I build? Three years of survival? Okay. I'm not going to get too comfortable. I can take three years. I can go launch my own thing. But the other thing that also this society has done is this stigma that if you're not an entrepreneur, you're a loser. If you're not building your own shit, you're a loser, and you're not good enough, and you're stupid. It takes a lot of real dedication and effort and time and fucking sacrifice to build shit. It's not for everyone at all stages of life at the same rate just because someone else did it, you're going to do it. There are guys making 5, 600K a year working jobs. I have people in my company.

Because they become great at that thing. Exactly.

They're really fucking talented, and I'm great.

They're irreplaceable.

They would not do They do a great job at entrepreneurship. They're making plenty of money. They still drive Ferraris. They're doing their shit. They're not senior-level guys that are like, the guy's been there 32 years and he's token. It's just fucking guys that three years later, they make like 5, 600 grand. They live very well. Does that guy, should he give up and be like, I'm a lost cause if I don't go out there and build this giant? Why? Do you even know what you want to do? Because the idea of entrepreneurship by itself doesn't mean anything. When you're like, I want to be an entrepreneur.

How many fucking actual entrepreneurs are there? Very few. There's very few because people don't understand what entrepreneurship actually is. You have a really accurate and interesting take on what that is, and you should define that for people so that they understand.

It's really the simplicity of looking at uniting people around the creation. The creation is the key element. If you're, for example, Steve Jobs, you unite around an idea like a phone or a different type of computer, and then first you unite your first layer, which are your close friends, your employees, people that are going to help build it. You got to get them to buy in to that creation. You got to be like, help me build it.

We're going to do something that's never been done.

Exactly. Let me show you what that creation looks like. They got to buy in today. Their friend have to buy in their funds, whatever you're going to need to get, whoever is.

Most people aren't going to buy into it.

Then you need to unite customers around it. And business becomes the vehicle of basically moving that creation to the marketplace. There are people who have great businesses who are not entrepreneurs and who facilitate the transaction. You could be, for example, a franchisee and say, I want to own 10 Apple stores where we're going to sell these Apple computers, but I don't want to create these.

I'm not interested in innovating any of this shit. You can make great money. That's the whole reason franchising exists.

Exactly. I'll make my 10% margin. I'm good. We'll sell this. This is a great product. I believe in it. I think you guys are doing great. I'll sell the shit out of it because I know how to build sales teams. That's a great business. You could build millions of dollars in It didn't come doing it. You don't have to go to that scale. But I'll also say this, entrepreneurship comes over time, usually. You work a job, you work self-employment, you build businesses, only to realize, I'm in this business. I've committed to this industry. There's a void here. This doesn't exist. But I now have experience. Some money I've built, contacts, and I think I can be that guy to fucking bring that to the marketplace. I think I know how to be that guy because I've seen how to not be that guy over the years. And I know now that I'm ready to take that step. But a lot of times, the idea of being an entrepreneur is more exciting than that. So when you have to ask someone, what should I do in 2026 to be successful? Trust me, you're not fucking ready to be an entrepreneur.

There is nowhere... The word entrepreneur should not be in your fucking dictionary for the next three years. Just don't even think that way. Because if you don't know what you want to do, you're not going to just start shit and it's magically going to work. It's going to be what you commit to. So if you don't know what you want to do, how do you know what you're going to commit to for 10 fucking years? You don't. And it's going to take longer than 10 fucking years for it to really hit the way, Oh, There's flowers coming from the ceiling. Everybody welcomes you and make a million dollars. That's not how the shit works. What are you willing to lose for? And if you don't buy into that, you're just never ever going to become an entrepreneur. You're just going to loop into these opportunities like, Oh, this guy's going to teach me forex. I'm an entrepreneur. No, you're fucking not. Oh, this other guy is going to teach me how to... I tell my guys that learn watch trading. I'm like, You're not fucking entrepreneurs. You're learning how to fucking sell watches. It's not entrepreneurial.

It's a fucking watch. You're not inventing a watch. You're buying it, you're selling it. Jewelers existed before your ass. Jewelers will exist, post your ass. You figured out how to do it better. And great, you're making money. This model works, et cetera. That's it. It ends there. Make fucking money. Don't start fucking thinking this of we have an ultimate brand, and this brand is like, I'm like, It's a fucking watch. You're selling a watch. Don't make things bigger than they are. Make them impactful for what they are, and then let that ride you into the next step.

Yeah, leverage it.

Yeah. You like my word from already.

Well, it's the truth. It's the truth, dude. There's a lot of value when you start with zero skill. Let's use the French fry guy, right? I like to make things very simple. You show up and you have no fucking idea how to make fucking French fries. But you have Captain Fucking French fry of America working right down the fucking next to you. That's a tremendous opportunity for you to follow a path that allows you to make up ground very quickly. Okay? Apply that to whatever skill you want to learn. Whatever it is that you do, plumbing, electric, fucking tech, whatever. Get next to someone who has already cut the path, learn everything that they want to learn, and then start thinking about, Okay, well, how can I evolve this? How can I take this? How can I put my own spin on it? How can I do this differently? When you graduate into that world, now you're an entrepreneur. There's a lot of value, and I'm glad you brought up a thing about a lot of people think if they have a normal job, they're somehow a fucking failure. It's total bullshit. Bullshit. It's the path that you choose for your life experience.

Not everybody... I don't say this to be an asshole, but if you took a normal person off the street as casual of a day that we've had, the stress that I've had during the casual day that you and I have had would fucking crumble someone who is not used to feeling that. Every text that I've gotten today, none of it was fucking good. You know what I'm saying?

I haven't even looked at my text. I'm trying to understand the good mindset of your podcast.

That's right. When we think about the idea of taking a path that is clear versus a path that is unknown, what we're actually talking about is deviating from the clear path once you have the understanding of what it takes to clear a path and then creating your own thing. You can make up a whole bunch of progress by modeling other people's behavior. And by the way, like PJ says, you can fucking be very successful in that. Do some of the richest dudes in the United States of America- They're not number one.

They're number two, number three.

They're franchise owners or they're executives of companies, bro. And they've just become great executives. They're great. If you're the fucking French fry guy and you go out and figure out how to make the French fries like French fry America over here, now you've got a skill. That skill will translate into other skills. One One of the things that you said that was so important for people to grasp is that you are in the business of you. You are your own brand. You have to think about this. What level of skill set does your brand represent? What value do you bring to an organization? What value can you bring to the market? This is no different than thinking of a company, but you're thinking of it as yourself. A lot of people don't do that. They do exactly what he said. They're, Oh, I'm fucking tired of building everybody's dreams.

They don't want to commit to someone else's job because they feel that somehow they should have committed to something else. But the reality is, if you can't commit to a job that's already been established for you, has guidelines for you, and is simple for you, how the fuck are you going to commit to forging a path that doesn't exist? That you've never seen. I don't understand how the shit looks anyway. It's just so fucking stupid.

It's like putting the cart before the fucking horse.

It just doesn't make sense. That's one of the key reasons why people derailed themselves off of a good plan. I've had great employees that were making six figures, fantastic sitting there and fucking killing it. I'm like, I see this, and I'm like, The trajectory is crazy for you. You're going to make 300, 400 next year, and it's going to keep going. I'm like, Dude, three years ago, you weren't even making $10. You're making $150,000. I feel like I'm behind. Behind who? What the fuck? Three years, $150,000? They're like, Well, there's a guy. What was we talking about earlier? He's 22. He's got a Bugatti. I'm like, What? On what fucking planet? Maybe in the fucking with monopoly money. It's fucking going away.

It's a fake Instagram world. He's got a little toy Bugatti. Then he's going to go away. It's going to be in your garage. All you got to do is pay. Start in jail. Listen, out of the 15 years that I've been doing personal development content at a very high level, I have yet to see someone like you just said, 22-year-old, I got a Bugatti A 22-year-old that was there the next year and the next year and the next year and the next year.

Fast money is always good. I always say fast money made is fast money lost. What I'm saying is no one said you can't gamble and get lucky and do that. You can sell that as a dream to someone else. You can gamble and do that. But it takes years of mastery. You also have to think of this, which Instagram has polluted this shit. Think about it this way. What is a Bugatti? It's the mastery of automotive perfection. Think about it that way. It's the pinnacle of shit. Who the fuck are you? What have you done to deserve that shit? Ask yourself that shit. I don't mean that in a, Oh, you're not good enough, but you're probably not fucking good enough. That's it. What have you won at? I've gotten a way to figure out how to fight my way to getting this fucking car. Well, you're not going to be able to afford keeping this fucking car. So let's talk about what have you done at a level so fucking high at the pinnacle of fucking mastery that allows you to gift that billionaires that are fucking driving these cars have that you're like, I fit into that fucking circle.

No, you don't.

Yeah, and it's a lie.

It's an illusion, right? It goes away.

It's ego. It's the overestimation of one's own place in the world because we are taught all of this shit. What do people say? They say this, Oh, you think because you have this, you're better than me. No. I am fucking better than you.

Well, I usually say yes. No, I'm better than you at what it takes to get that.

That doesn't mean I'm spiritually superior or I'm a better human being. Totally superior. It means I'm better at the thing that creates this outcome than you. That's a real thing. This idea that we're all equal and everybody's special and everybody deserves this or that is complete fucking horse shit. It's never existed that way in the history of humankind, and you are not going to be the first motherfucker.

I've watched something Tony Robbins said recently, which I think is so relevant here, and he's like, We're all equal on a sole level.

Dude, I saw that same clip.

The values are equal in a marketplace.

That was that clip with the fucking American Income guy. Yeah, the weird guy.

It was like, What the fuck do you do for a living guy?

It was such a great lie.

It was a great It's great.

It's fantastic. We are the same on a sole level. Yeah, correct.

But I am- Our marketplace value is different. We figured out how to do things.

It was such a good way. Dude, I'm such a huge Tony fan because he always communicates things in such a great way. Did you notice in that clip, too, that he goes, So you're a billionaire? And he goes, Fortunately, I am. You have to own it. You're doing it. But he said, he's He said it almost like he was going to say, Well, unfortunately. But he said, Well, fortunately, I am. And it was just like, Yeah, fucking Tony. How do you not want Tony Robbins to win, bro? Anyway, I love Tony Robbins, dude.

That's a good point, though. It made me think, imagine we're all fucking cavemen and you kill the fucking else. Oh, you think you're better than me because you killed the elk?

Yeah, I did something.

You're sitting in the cave holding your dick while it's out there and got us food and shit. That all comes from this fucking fake shit that these kids have been taught for the last 20 fucking years. Like, Oh, well, I got a trophy at sixth grade field day for showing the fuck up. Well, that's sixth grade, motherfucker. That ain't real life. No. This idea that's taught to the younger generations and has been for the last two decades. It's not their fault. They don't have a perspective outside of that. But this idea that everybody is equal is not real. That's not a real thing. It's just not a real thing. If you go through thinking, Well, I deserve that because I'm breathing the fucking air, you're going to have a very disappointing existence because the world doesn't reward people to breathe fucking air. It rewards people that actually contribute value at the scale that brings you the things that you want. Okay? So your analogy is 100% accurate. What the fuck have you done to think that you sit at that motherfucking table? Exactly. Because you don't.

Most people that that attain the goods without the mastery or capacity to basically retain them, it just doesn't make sense. If you live in an apartment and you just put all your money and bought a car, what is the likelihood that that's going to sustain? You're not at that level where you should have this item. You're just trying to do it to feel like you've gotten it. But I'm not saying you shouldn't push yourself, but I'm saying there are levels to the game where you have to understand where you are and what you need to do to get there, not what you need to do to acquire the things other people have that are there. And That's the part people aren't understanding. Even cars are generations of excellence that has been passed down from a father to a son who worked at Ferrari, who worked at Lamborghini, who built just the interior of something. He's like, This fucking leather is the only cow in the fucking world that goes in a Rolls-Royce. You're like, I don't understand that, but that guy takes that shit very seriously. It's mastery on a level. He's like, I've created mastery and I've created masterful experiences for people people who have mastered their environment so they can sit in this fucking car, touch this steering wheel, and be at peace after they've seen the chaos in the outside world.

You haven't earned your fucking stripes. You haven't been to war. You don't get to sit in the fucking car.

That's it, dude. It's a real thing. It's a real fucking thing. It really upsets people when you fucking point that out. But dude-What the fuck you mean? I came by that. Yeah, but it shouldn't upset anybody because it's just reality. It's no different than gravity. It is just the way that it is. If you're offended by that, then you have to adjust how you're seeing the world because that reality is never changing. Okay, so you either-Even if you fake it, it's going to go away. Bro, we talked about this earlier. We see this all the time. Pj and I were two of the very first, I would say, success entrepreneurs on Instagram. I agree. There's a handful of other guys.

There's a couple of guys that are really legit and have done well.

Back in our day, we both big car guys. But when I met PJ, bro, I had a fucking... I had an R8, and I had a fucking Aston Martin Vantage that was like 30,000 miles. This was the shit that I could afford at the time. Here's what we have now. We have these kids because of Instagram thinking that they got to go out and stretch themselves so fucking far out into the future by financing a fucking Bugatti for 4,000 months. When they should be in that area. Bro, exactly. Listen, dude, we got to understand that they're stretching and then there's stupid shit. Because of the pressure that all these kids feel, they feel like they got to put all this effort into looking the part when in reality, dude, you don't want to look the part in the beginning. You want to be the fucking part 10 years, 15 years down the road. It's hard to understand that when you're 20 years old and you look on the internet and you I see people who are two or three years older than you saying, Look what I got, a 23. It's like, Bro, it's not real.

But you don't understand the context either, right? You don't know if someone's dad bought it, you don't understand what's happening. You just go like, he has it. So whatever you wrote is It's really true. I'm just going to assume whatever is happening is true, and that's what it is. That's what it is. It's a way it's set up.

It's no different than a magician, bro. Look over here. Look at this thing. Look at this thing. Look at this thing. And then the truth is fucking right here.

Pulling that rabbit out your ass.

That's right, bro. And there are no motherfuckers pulling rabbits out their ass.

No, that's a racoon at that point.

That's a fucking. Then they'll tell you it's a fucking rabbit. That's right. It's clearly... No, that's a racoon. No, it's a fucking rabbit. I have a friend of the motherfucking wife. Yeah. Instagram in a nutshell. Fuck, dude, it's so true, man. It's unfortunate because all of you guys listening that are young, you have to understand that Every single person that you looked up to was in your position at some point in time. And there's no shame in that. You should embrace that. You should be like, All right, look, I'm not going to be like one of these fake motherfuckers. I'm going to actually make it. I'm going to actually create value. I'm going to actually build something real. And this is why I'm so critical of the coaches, coaching coaches, to be fucking coaches. That's not a real fucking thing. You don't have anything to coach them on. You haven't done anything. You don't build anything. Oh, I've built lots shit. Let's see it. Because anybody that's actually built shit has no problem saying, Here's what I've built, and look how fucking amazing it is. Okay? Fortunately, I am. That's right. Exactly. Anybody who's real is not going to hide the secret sauce.

They're going to say, Here's what I've done. This is how I did it. You can decide how you want to do things, but this is the real thing. There's very few of those people out there. Very fucking few. That's That's real, dude.

I love it, man. Yeah. Man, this is great, dude, guys.

Are you inspired? I am, dude.

I'm ready to kick some ass.

What part was it there? I couldn't part it.

I got to find it.

I think I really like it hit on him.

He just heard Coo. He was ready to go.

That whole perspective is shifting right now.

I'm finding this fucking raccoon. Bro, his eyes lit up. You said fucking raccoon. His eyes got big as fuck. Oh, shit, man. At the end of the day, dude, here's what it is. All right, Look, shit's hard. You got to be good, and it takes a lot longer than you think, and you got to be way better than you think. If you think you're just going to fucking start an Instagram page and come out and fucking shit a Bugatti out your ass, good fucking luck because it ain't going to ever fucking happen. You have to commit. You have to decide. You have to go at it relentlessly as if it's the only motherfucking thing that matters for a long time. Other people are going to come to you and they're going to say, Well, what about balance? Or what about this? Or what about that? Those are the rules for everybody else at this point in time. You will be living by a different standard 20 years from now, 10 years from now than they will be. If you follow their rules now, you will have their life later. If you don't follow their rules now, you will have a different life later.

The reality of winning is this. It takes more than you think. It takes longer than you think, and you have to be better than you think. If you can just accept that you don't know shit and you have a long way to go and you commit yourself to that process, the outcome will happen automatically. It is not something that you even have to stress about. You guys who are young right now are at such a massive advantage because very, very, very few young people truly understand what the fuck we're talking about here. They are going to be enamored by the quick. They are going to be exactly what PJ said. They're going to get into something for a year or two, and they're going to say, Oh, it's not for me. Then they're going to do another thing for two years, and they're going to say, Oh, it's not for me. And then you're going to repeat that cycle fucking 10 years in a row and lose a whole decade, bro, or two decades, okay? Because they had a bad week or they were bored. You want to know what You want to know one of the most important things to becoming successful over the course of your life is the ability to tolerate monotony and boredom and still execute at a high level.

Because I'm going to tell you this right now, no matter what the fuck you think, how exciting shit is. Dude, if you would have pilled me out in 1997 when I was 17 fucking years old and said, Andy, this is where you're going to be in 2025, I would have been like, Holy shit, dude, no fucking way. But you know what? I'm here and there's days that I come here and I'm like, This is fucking boring. But on those days that I feel bored, there's never a part of me that says, Oh, I should be doing something else, or I should just stop this.

You have to be good at being alone.

Yeah.

Solitude is equally part of that journey because solitude, not just working alone, but just cutting out noise from people telling you which direction you should go, what you should do, and just being alone. This is something that's just... People are like, Oh, I want to do it. Why are they getting partners? Because they're afraid of being alone. They're like, I don't want to fail alone. But why the fuck would you fail? Why would you start something you think you're going to fail at? But the larger equation is, I'm just so afraid of being alone that I constantly want I want my friends as part of this. And it's just not there. There's no work-life balance. There's no fucking friend time. There's no like, Oh, I'm just going to go see a movie tonight.

Not in the early years.

No, for a long time. For the first 15 years, I was in a fucking cave looking at the wall, I got a computer all day, every day. I was like, It is what it is. It takes what it takes. I lost multiple girlfriends. I lost all this time. It was what it was. There was no point in there where at some point, I looked back and I said, Maybe I'm being an asshole. Maybe I should stop and spend time with my family. Then I realized, I said, But I'm not where I need to be yet. This sacrifice will have been for nothing if I don't see it true to the end. I'm not losing these fucking years. I'm going to finish this. You have to be able to do that independently of someone motivating you halfway and coming in and be like, I'm going to help you because you don't like doing the boredom shit. You're like, What the fuck are you talking? Who's coming to save you? No one's coming to save you.

The last thing you're going to have, especially when you're fucking... Dude, especially when you come from... If you don't come from success and you're not surrounded by success, and let's just say you come from where you and I came from, a place where very few people around you were, quote, unquote, successful. If you can't fucking see it, but you see it for yourself, that's great. But you can't expect the other people to fucking understand it. They will never fucking get it because they've never seen it, ever. They've never seen it, which is why we talk about this being an obligation, because if you can show them, then that instills belief in one or two or three of those other people that then also go down the path.

But many of those guys are afraid you'll make it, too.

Yeah, for sure. They're afraid you'll make it. They're afraid you'll make it. Yeah, well, then we get in discussion of fucking- They're like, Well, if he fucking makes it, then what the fuck did I do wrong?

What the fuck is going on now? So part of them doesn't want to see it. Part of them doesn't want you to even try getting it. Because they know that they might even see potential in you. They're like, Oh, this guy might actually fucking be committed enough to make it. And then It didn't feel really fucking stupid.

Well, and you know, as someone who's been doing what you do for a very long time, the frenemy aspect, right? Some of these people will hang around you, pretending like they're supporting you, hoping secretly that you don't make it. It's very hard to identify those people because it appeases your ego.

They look like they're encouraging you. That's right. They look like they're doing shit. That's right. So you trust them, and then they throw that one thing trying to derail you halfway without taking accountability for it. This is just a reality of human nature.

I had someone fucking do that to me not that long ago, who I trusted, who told me something about myself that was actually my strength. They said, Well, you need to tone this down and think about this and do this. It fucked me up. Then I came to realize that wasn't fucking... That was said to me for the purpose of removing the magic that I had. You see what I'm saying? You become more aware of these things as you go down the pipe. But to speak to the quote, unquote being alone, when you look at all these people who have done big things and you wonder why they won't let you in their fucking circle. Well, the reason is, one, you don't fucking have the value to bring. Number two, they've been fucked over by some of the people that they thought were their best fucking friends. So when you're that a person and you've had those experiences, they don't want to have a cup of coffee with you, bro. Hey, can I pick your mind? They're not dying to grow the circle. And by the way, Buying someone a cup of coffee is not a fucking value.

Yeah. Okay.

As if we can't afford coffee. Yes.

Hey, man, can I pick your brain off the 30 years of business experience that you have over lunch? No, you fucking can't. You fucking can't. That's not a restaurant in the world. That's right. Think about that, too. When you say these things and you try to proposition these people to put yourself... It's no different than what we were talking about with the Bugatti. Why do you deserve to be at that lunch? What do you actually bring?

What have you done? What's your track record? Have you done anything? Why is your perspective relevant to be at that table.

And by the way, things of value could be things like we talk about with the cultural fit, right? Maybe there's somebody who is an excellent athlete, and I can see very clearly that they are fucking super dedicated to their craft, and they become one of the best in the world at their craft, and they want to sit down and fucking have a talk. Yeah, I'll do that. You know why? Because I know that person possesses the ability to push through towards the thing and is not going to waste my fucking time with me sharing some valuable shit. You either have to display that you have what it takes to actually push through and achieve things, or you have to bring real value. It's real, man. Plenty of people want to help people win. They just don't want to waste their fucking time.

That's the key.

That's real, man. Well, guys, PJ, Andy, dude, that's a hell of a way to start a week, man. That's a beautiful Monday for you guys.

Tell them where they can follow you and Also, the books that you've written so that you can get these books.

The easiest way to follow me is on either X or Instagram. I Create Millionaires, the easiest way, or you can go to learnfrompj. Com. All my books and all the courses are there. There's a free starter kit to learn about wealth integration and everything else there for people. Cool.

Well, bro, thanks for coming up, man.

It's been a long journey, man. We both have gone crazy. Crazy places. Eleven years later, the reading finally Yeah, for sure. You shouldn't wait eleven years for next one. It might be dead.

We're not for sure. Well, dude, thank you for coming up, bro. It means a lot.

Always incredible to see what you guys have built and the culture continuing to grow around here.

Thank you, brother. All right, guys, don't forget, tonight, 7 PM Central, we will be live on X and YouTube. Don't be a hoe.

We're from sleepin' on the flow. Now my jury box froze. Fuck a bowl, fuck a stove. Counted millions in a cold. Bad bitch, booted swole. Got her on bankroll, can't fold. Just a no. Headshot, case closed.