WEBVTT

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It is worse to not be able to work than to be forced to work if I had to pick

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of being unable to work is worse than being forced to work.

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The wealthiest people in the world see business as a game.

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This podcast, the game, is my attempt at documenting the lessons I've learned on my way to

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building acquisition.com into a billion dollar portfolio.

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My hope is that you use the lessons to grow your business and maybe someday soon partner

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with us to get to a hundred million dollars in the end. I hope you share and enjoy.

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All right, Alex, I talk about education all the time on the show,

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mainstream media and because I'm so fired up about it and I'm looking at the data and I know

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you talk about it on your YouTube channel and in multiple places. Bottom line is I'm not sure

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it's a great investment anymore and I think it's in danger. Higher ed of becoming extinct when you

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look at enrollment numbers are down big time. You contrast that with, of course, you know,

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tuition up, student loans up and I want to know what you think about that is you look at this new

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economy and you talk about the new economy all the time. Where does college sit as it relates to

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relevance? I think it's a really interesting question. I think one of the easiest ways to think

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through is to think like first principles of why was college established to be in with and then

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going backwards from there. And so I think for most people, they say college was established to

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increase the quality of the workforce. So increased skilled labor so that we could be more competitive

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as a nation. And there was kind of different tiers of workers. There was tiers of workers who

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didn't have a college degree. Tears that did. College at that time from a price to value perspective

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was significantly higher. Surprise what you pay values what you get. And so the return on the

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investment of both time and money still made sense for people to forego income for most people

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for that period of time. I know that it rims it's it's you encourage people to do both which I

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would encourage as well like don't stop making money. You have the option. That's right. But the idea

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that you have an investment of time and money and then you can make up for it more later which

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makes complete sense. And I give a little analogy to this which is a friend of mine has a daughter.

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She's in high school and she started working in a bowling alley for minimum munch. And he said,

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hey, you should take a phlebotomy certification. It takes a weekend. It's 500 bucks and you can start

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making $25 an hour. Now for her to save up the money to then spend the weekend it might take her

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eight weeks to save the money versus borrowing 500 from dad doing the certification and being able

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to pay dad back in a week and then making seven more weeks of basically net profit or whatever you

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want to call that increased earning capacity. That's a micro example what college was supposed to do.

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The difficulty is that now there is no discrepancy between what someone can earn with or without a

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college degree, but there is a very real cost in both time and money. And so I think that is the

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fundamental discrepancy of why college no longer is worth it. And then there's the additional risk of

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if you take on college debt or sorry, student student loans, you can't bankrupt out of them,

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you're stuck with them forever and you're stuck with them forever at a lower or insignificantly

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raised earning capacity over. And I want to stay in this lane because when I get to talk to people

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like you different viewpoints, worldview, you're younger than I am as well. I'm just curious what

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you, your generation, what do you think is the distaste that parents have with trades?

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I think everything comes down to status. And so I would imagine that most parents want to be able

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to say that they did a good job of being parents and so they use their children as a proxy for how good

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of people they are. And so if they can go and say, hey, my kid is doing X, Y and Z. It is perceived

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as high prestige versus my kid is an electrician even though he makes more than being a social media

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manager at insert random mid market company, they will get more prestige from social media because

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it's quite a lot versus blue call from a dollar and cent standpoint from a return on investment

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standpoint. And arguably from an enjoyment of life standpoint, that person who might be inclined

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to be an electrician or a plumber or whatever might actually like that more and have have a better

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life. But I think it's selfishness at its core is that they they're putting their own needs rather

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than the needs of their children first. And most of them are doing so without knowledge. I would say

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that's the vast majority. And then I would say the other, I don't want to say vast majority,

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really half are there. And then your portion is parents who are just afraid of messing something up.

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And it is always safe to go with the herd because I mean, that's human behavior. If you have a

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a check mark box on your purchases, it says, this is what everyone does or 89% of people choose

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this option. Most people feel safe doing it because other people walked on the ice. And so you

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feel like you're not going to you're not going to go down, right? So I feel like that's evolutionary.

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And so people go with herd behavior, even though the reason college originally was started was

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to create a price devalue discrepancy in terms of value added to the people went through it. And

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that discrepancy no longer exists. It transformed from being a value additive to a cultural norm.

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And so people continue to do it as a cultural norm, not because it adds value because they've

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always done it that way. That's exactly right. So I've got a ninth grade boy and a junior right now.

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And my ninth grader goes to our, we go to, we're very blessed to be able to go to a private school.

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So the night my wife says to me, Alex, she goes, hey, it's a college seminar 101 something

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or other for the ninth grader. She goes, are you going? And I'm like, I'm not going.

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I'm not going. This is part of the problem. We're putting ninth graders in their parents in a room.

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And we're creating again, more pressure, right? And having conversations about college with a 14-year-old

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who is just like every other 14-year-old in the world, he is temporary insanity most of the time.

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He changes his mind all the time. What are they doing? He's 14. It's okay to change your mind

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50,000 times. And I bring this up to you because you've got a lot of, you got a lot of young people

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watching your channel. You've been tremendously successful. And we've created this homogenized

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view of success that has a lot to do with your test scores, the diploma and everything else

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when in all reality, the diploma doesn't guarantee anything at all. Other than in some jobs and

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career paths, it does get you the ticket in the door. But that's increasingly less and less of a

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reality. I think Gary V said something that was really profound. He said, I get it, you know,

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doctors, lawyers, accountants, you need the degree. He's like, but what about the 95% of people that

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aren't in those three to 10 buckets of career paths that are the easy ones to name off the top

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your head. What about them? You don't even mean what about the two million, you know, plus sales

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people that exist, you know, I mean, just in the United States alone, like what, what about those

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people? And so yeah, I think everything comes down to price of value discrepancy and cultural norms.

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And I think that the price of value discrepancy, I don't think there's really an argument for it

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anymore with the exception of like you said, the ticket eventually to a potentially higher path,

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which then makes the argument that it's really the higher education above the four-year degree that's

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the thing that's conferring the value. And you only have to do this as a mandatory cost for

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lack of a term to get in. And then for everyone else, the cultural norm argument of if they're going

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to take a normal job, there is no risk due in curve four years and the that's corrupt. Make

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ruptless debt. Yeah, well, let's just look at large companies like Google and other tech companies

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that are hiring young people and they don't even care what the degree is where they have one or not

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because they're training them for the job. You know, I love the story. You tell one of your videos

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about your 19 year old neighbor. I think I was just going to sell it. Yeah, go ahead because

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this is great. Here's a kid who's literally in the middle of this scenario that we're talking about.

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Probably as well, meeting parents. He's 19. He wants to be successful. He's blessed to be your

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neighbor. And boom, one day he goes, Hey, Alex, I want to make a bunch of money. So he was what I

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would consider an above average, but not exceptional student. You know, he did, you know, probably a

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three five, you know, something like that student. He got into pepper dine, which is a expensive,

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cool and a school in Southern California. He did a semester there. He didn't like kind of the

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social programming aspect of everything that was being pushed down his throat. And then beyond that,

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the big realization that he had was that he just didn't like this and he still felt like all of

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his time and all of his energy was going into watching YouTube videos of how to make money. And so

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we had this long walk. I remember it was almost like two hours where we walked around the neighborhood

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and kept walking until I wanted him to make this decision. And so what it came down to for him was

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that he took because he had parents who were well to do and could afford to put him in this college.

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But for him, it was a safety net was that he had an excuse to not succeed at his entrepreneurial

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desire because he had a four-year buffer. And so I told him, I was like, you will always be able

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to go back to college. They will always take your money. They will have no problem taking your money,

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right? That's right. But what I want to do is talk about a tale of two Jacobs,

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right? His name is Jacob. And so I said, so Jacob number one, you go and you finish your your

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pepper dine in four years with a three to business degree. I said, let's be real. The world doesn't

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need a three to business degree. And I'm not listening to anyone from pepper dine with a three to

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business degree on how I'm going to use how I'm going to grow my business. Let's be real, right?

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So you're going to get some whatever job for 40 to $60,000 a year right out of college.

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Four years from now with $200,000 in debt. That's where you're at to your parents at least if you

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want to pay them back. In scenario two, I said, you have four years. And what I told him to do is

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I said, just join our front end sales team. I was like, just dial, dial for dollars. The lowest,

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it's the lowest year job. I said, you will learn so many skills on how to talk to people,

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how to work longer hours, how to work with adults, people who are doing this as actually their main

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source of income, et cetera. And I said, I promise you that a four years from now, if you did

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nothing else, you'll have saved $200,000 in not cost. You'll have made $160,000 because you'll have

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made whatever, you know, four times 40. If you make no improvements in your life, you don't

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level up. I was like, but you do have the decent shot at moving up in the company, gaining skills.

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And then if we do an apples to apples comparison, and right now this kid is two years into that path

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where he decided to quit, despite all of his friends and the parents and, you know,

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kudos to his parents for they've been very supportive of this, which I think a lot of people don't have.

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And when you say quit, I just want to clarify quit college. Okay.

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Dropped out after his first. Okay. Right. I had to talk to his parents three or four times off

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the, they're like, Hey, I just want you know, you have a lot of influence over our son. Yeah.

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And I really want you to use that. I was like, I'm not going to screw this on over like I promise.

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Right. He's good hands. Hey, let me, could we stay here for a second? This is so good.

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What were the fears that the biggest fears you had to address with his parents?

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They didn't want him to be seen as less than or less capable. And they wanted, they felt like

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because of their upbringing, their side of norms, whatever they felt like college was still a

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viable plan B, or it made his trajectory into the workforce less risky and more guaranteed as

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they perceived it to getting a job. And I had to explain to them that if you have Jacob number one

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and Jacob number two, four years from now. Yeah. Tell me a guy's been working on a sales for four

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years versus a guy who graduated college for four years. I was like, there's no business man

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that I know who would take, you know, liberal ed's Jacob three two business degree over the guy

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who's been being in phones and made, you know, 40,000 phone calls over the last, you know, four years,

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whatever. And so I think once they understood that he was better off and it what for them,

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the money wasn't the significant part. They wanted to risk adjust his trajectory, the trajectory

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of his career. Yeah. And I explained that the risk adjust return on the value additive, like on

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the skills he would acquire over the four years. That's right. Because he wanted to do business,

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and that was because he wanted to get into business and make money, the best way to learn

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businesses to get into business. That's right. Well, so he's two years in with you now. Yeah.

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And how's he doing? So he's got $250,000 saved up. Wow. As a 19 year old, he worked his way off

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the call floor as the top setter. They're the dialer out about dialer. And then we have three sales

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teams, not to get two in the weeds here, but there's three tiers of salesman. He worked his way

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at the top of the bottom tier, worked his way at the top of the second tier and became second highest

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in the top tier over the span of 18 months. And so and I told him when he got the job, I said,

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I can't even give you the job. I can get you the interview. I said, it's up to the salesman. He

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manages his own team. You have to you have to show him. And the same thing with his career path,

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and I would always check with the managers. I was like, hey, I want to make sure that he's not

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getting any special treatment. They're like, if anything, we give him worst treatment because

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he's young and we, you know, we talk. They're like, but his numbers are his numbers. They're like,

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he sounds like a man on the phone. Wow. And so that was one of the things that he had to overcome too,

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is like, how do you? And he's now selling stuff. He's selling, you know, $30,000, $50,000,

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you know, licenses to Jim, you know, like basically like Jim franchise. He's going to say,

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to Rowan men. And so the amount of maturity and the amount of how many people have hung up

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on him on the dialing side that he had to learn how to overcome that and position him and hold the

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frame and all these things that you talk about that guy four years from now compared to the guy

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who was studying Aztec literature. Like, who are you going to hire? Yeah. All right. So what you're

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essentially describing is this young man may take a four year gap. Like a gap year is like a

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horrible thing to say to a parent. I've done it at live events before. I was in front of 2,000

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people recently. And the dad stood up and said, Hey, Ken, I got to ask you a question about

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my son. He's thinking about a gap year. And I think he thought I was going to give him some advice

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had I held a talk that kid out of it. And I was like, do it. Yeah. Just do it. Who cares? As long

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as he's working, he's active. He's exploring. He's trying. I think it's so important. And I

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want to stay here at this 19 year old because for my audience, they'll get where I'm going here.

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I'm always talking about the intersection of talent, what you do best, passion, what you love

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to do, and then mission, what motivates us. And so I'm curious if this young man has told you

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now having worked for you for two years. Is he beginning to see a clear mountain top? Or is he

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still just saying, I want to get as much experience as possible to figure out one day what the business

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is? How far along in his vision is he? I'm curious. I would say he's, I mean, in his

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entrepreneur trajectory, he's so green. It's, you know, of course, right. But in terms of,

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because, transparently, he had, he worked out with me. So he had, so I had a big garage gym and

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he would work out with me at school every day. Right. And so he had two years of like one,

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oh, you know, he had a lot of time with one on mentorship of reframing how he saw the world. And so

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he understands that this is a chapter in his life to gain one plume in his cap of I understand

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sales. God. And so he also understands that I've, you know, been very clear with him. I was like,

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these are the, you need to understand all the departments of a business in order to run one.

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So he understands his personal finances because he, he's followed what I said. He doesn't spend

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money. He lived, he splits a place with four guys and the kids making 25 grand a month. Yeah.

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Blitz a place with four dudes and he's got no girlfriend, no, everything he ends in cash. But he,

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I was like, you still don't know marketing. So you need to learn how to market. That's going to be

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the kind of the next. And he just, and he started to do this. He's making content now. He's making

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sure it's he's made his first YouTube video this week. So he's learning the content game. He's

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learning how to market, how to position himself. Um, he's going to have to learn delivery,

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which is probably the next thing after that. And so he understands that he's on a journey to acquire

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skills so that when he does choose to deploy them, he'll have the capital and have the experience

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in order to increase the likelihood of success. Because when I was explaining to his parents,

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I said, I want him to start cold calling because if he knows how to turn a phone into money,

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he will never go hungry for the rest of his life. Right. The rest of his life, if he wants to start

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a business, he's got a phone and he's got numbers and he can find business. And if you, and he

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can take that skill to any business and any business owner will pay him handsomely to go get

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them business. Well, I got to tell you and I think that's what's even more important in the

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ability to make money. Uh, and I think you're absolutely right is by putting him on a cold call

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floor and a phone where he's just banging on the phone. Let me tell you something. You learned

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to overcome rejection, which is maybe the most valuable skill of any successful person. I don't

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care what walk of life you learn how to handle rejection. That's huge because we are so scared

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of it. The sting of hearing no. And boy, you've cured him of that pretty quick. And then I would

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also say that this is where grit comes from. Totally. I mean, real grit. I mean, it's the ability

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to go, I'm going to do hard things for the purpose of learning how to do hard things. Yes.

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Like I'll tell you, I got three kids and you know, I don't want to sell like a middle-aged old

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guy, but I probably am already. I am middle-aged. Uh, my generation, I'm Gen X. One of the things that

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is concerning about me is how we have removed negative feelings from our kids' lives. We're so

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concerned about our kids feeling good. We've forgotten to teach them how to actually be good,

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but you can't be good, Alex, unless you suck. I don't know how you get to be good at anything

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without sucking in the first place. Is that fair to say that that's our greatest failure to our

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to these kids these days? I feel like you're preaching the gospel of Mosination. That's the,

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that is, it is, you must suck before you are good. There's no way around that. And to your point

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about the, the ascribing a negative or positive label to an emotional state is, in my opinion,

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the biggest plight of the youngest generation right now is that we want to draw a line and say any

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feeling below the line is bad. It's like looking at the sky and saying sunny days are good, rainy days

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are bad, but they are both required for the earth to continue, right? And as humans, the human

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experience is the breath of the experiences, not just everything to the left of the line, which is

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why you have these over medicated kids who think that any bad feeling is bad or rather any feeling

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that they would prefer not to have as something that they should not have or should not experience,

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rather than a corrective tool to get them back on the path that they want to be on. Like this is

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100% like I could, and I just want to hit on a point that you said earlier because it's really

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profound for me and audience that I have, which is I believe that there are three main things that

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people have to develop. You've got skills, you've got traits, and then you've got beliefs about

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the world. You've got perspectives. And so, you know, you are limited, or at least in my view,

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entrepreneurs are limited by one of those three at any given moment. So if you have impeccable

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character and you've great beliefs about the world, but you have no skills, you will only be able to,

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you know, provide value to the level of your skills. Now, once you add a ton of skills to your

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tool belt, the sky's the limit, the flip side, you've got tons of skills, right? But you don't have

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the character trait of focus, right? Like you can't stick with something for a long time, that's your

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grit that you were referencing earlier, or you can't take rejection. That's a trait, right? And so,

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it doesn't matter how skilled you are, or what you believe to be possible in the world and what you

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want to allocate your time and energy and resources and skills towards, you won't be a little

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complicated because you don't have the character trait to get there. And so, we, I see it as those

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three paths. And so, to Jacob's education, learning the phones was a very small percentage of what

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what he was learning during that period of time. He learned discipline, he learned how to show up on

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time. He learned how to have a uniform. He learned how to talk to adults. He learned how to

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hold a frame. He learned from a belief perspective, he learned that you could sell stuff for tons of

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money before, before he could adopt. I'll say this, hopefully, as people, people understand me

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saying it, a poverty mentality around money. And like a thousand dollars, a lot of money will

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to a 16 year old maybe, but also sometimes to a 40 year old. And it's sad to me that it is a lot

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to the four year old because they learned that they didn't know that they were taught that that

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it was a lot of money. And I wanted to get to him before he would learn the wrong lessons. And so,

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he can now say a hundred thousand dollars of the phone and not break a sweat because he doesn't

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have world views that I had to untie him. He was blank slate. And so, anyway, he learned a lot of

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things and the traits and the skills of just how to pick up a phone and get someone to say yes

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and move forward was that was the minority of the things that he learned in that experience.

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Yeah, this young man's working hard for you. He's busting his butt. Oh, we don't know if he has a

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passion for sales. He might now he discovered it because you made him do it, but he might not.

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He's doing it. If he doesn't have a true passion for sales, like connecting with people and

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getting them a solution, he's doing this because he's got maybe a passion for solutions and maybe

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a business around that. And that's great. All right. But here's my point.

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Most nation real quick, if you are a business owner that has a big old business and wants to

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get to a much bigger business, going to $50, $100 million plus, we would love to talk to you.

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And if you like that, we'd like to hear more about it. Go to acquisition.com and you can plan

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anywhere on the page and talk to one of our team and see if we can help you get there.

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It's that as he is experiencing and you have putting through some some real pain in a good way,

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he said to learn rejection, how that feels and busting his butt and competing and losing all the

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things that you've discussed. My point is is that in doing hard things, embracing the suck as

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we've been talking about, I feel that inside of that, we begin to discover along the way, oh,

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I did this just because it was hard. But in the all along the way, I found that that I would do this

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whether it was hard or not. Like if I did some hard stuff, now it became easy. But now I find

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that I want to keep doing hard stuff because of the pleasure I get from doing the hard stuff,

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the work itself. And that what I mean by that is when I do, I have a 12 hour day tomorrow,

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12 hours. I'll do three hours of the show, video shoot, all kinds of stuff. I'll be mentally like

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you know, it's going to be a hard day. But I do it because I have found pleasure

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in helping other people relieve pain because of my own pain when I went through some of my career

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crisis stuff. That's the point that I'm making. It's that in just getting kids out there and doing

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stuff, they're going to begin to find pleasure in this thing called work, which has been created

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as a four letter work like work has to suck that I only work for money. I just curious your

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thoughts on that because you're talking a lot about work and career success. But this idea of

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a connection between some of our pain and pleasure. Well, I'll say a statement that we say a lot in

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our community, which is your work works on you more than you work on it. And so I believe that

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we were meant to work. Yes, we were built to work. Yes. And I had a very

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a rock bottom experience, which was in a rock top situation. So I'll tell this to give context.

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So last year, we exited three of our companies for a sizable amount. And during that year,

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I wasn't really allowed to work because I couldn't show that I was doing anything the business.

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We also couldn't make any big changes because you don't want to change stuff during a transaction,

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etc. And so during that year, I basically had to take off because I also didn't, I'm a big

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glimmer not starting new things until like you have finished the thing that you are working on.

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And so I I pretty much had to sit idle. And it was one of the more depressed years of my life

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because I had to just sit on my hands and do nothing. And I realized the blessing that it is to,

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it is so much worse, it is worse to not be able to work than to be forced to work. Yes.

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If I had to pick a being unable to work is worse than being forced to work. And so I think if we

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extrapolate that out, we learn to derive pleasure from work in a job well done. And I think that

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the gain or pleasure that you get is proportional to the pain that you experienced to achieve the

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outcome or accomplishment. If something comes easy, it is less to you. And so if we want to have

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these meaningful experiences as humans, then we must bear the price of that because there's no

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way we can cheat it. What we put in is what we will get out, like what we reap is what we sow. And so

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if we want to have the big reap, we have to so big. And so I think that's what people want is

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they want the big reaping without the big selling. Absolutely right. And you cheat yourself because

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you don't get the emotional experience of the fulfilled victory without the grit, the suffering

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that leads to it. Yeah. I want to do just a brief breakdown. We're going to cover

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several things. But I do want to walk you through the methodology that we teach on the show.

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So people can see it uniquely to your story. And that is talent. What would you say are your top two

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or three talents? I'm going to get it persuading. Okay persuasion. I like that. I think that's

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that's one. Okay. Probably the biggest one. I hate to use this term, but I'm pretty good at

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resource allocation. And so what I mean by that is if we have limited resources in time and

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money and bandwidth or attention, and we have unlimited options that we have that the world

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presents us, we have to learn to say no to 99.99% of things truly because options are unlimited

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resources are. And so the ability to allocate resources I think for me has allowed me to move

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through things quickly. Wow. So I want to take a shot at rewarding that not because it needed to

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be rewarded, but to go a little deeper. My hearing you say that you have got a natural ability

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to dive into the complex and simplify and then also then execute on it. So there's a little bit

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of both there. You're able to analyze and then be decisive. Is that what I heard you say?

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Yes. So you got the ability to analyze. Okay. I've got limited resources and I can quickly take

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complex and simplify and go, we got to go here. I think I that's wild. Yeah. I've been able to move

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quickly through life because I've been able to allocate my energy into the highest leverage

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activities, the things that I get the most return on for my time. Yeah. Okay. That's good. Okay.

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So let's go into passion work that you love. If there's two or three roles and or tasks,

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what would you say that I love this? Kenneth, I'm doing this. I get excited thinking about it and

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I get lost in the middle of it. What would you say those passions are? I love learning, which I do

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through teaching. So I this is a realization I had about myself. I used to say that I love teaching

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and I thought more about it and it's actually I don't love teaching. I love learning and I use

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teaching as a vehicle for learning. Right. You love learning in order to dispense. Right. Yeah.

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If I want to learn more about sales to say I'm going to go write a book on sales because I don't

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learn a whole whole heck of a lot more. So I say like if I if I'm doing that, I'm in a good space.

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Okay. That is transparently the majority what I do in general and talking to people. You know,

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that's that's what I it's what I enjoy doing. So whether it's talking to the team, whether it's

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talking to our portfolio CEOs, whether it's talking to a camera to talk to an audience, like that is

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what promotion if you want to put that as a as a different bucket. Yeah. If you had teaching

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and promotion, those are probably the two things. If I have a hat inside the business, it's it

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would be CMO. Yeah. It wouldn't be CEO. I actually think my wife is she is the CEO. She's chief

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executive officer. And I have a function. That is that is what I do. She's I think it makes sense

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with what you just said is CMO because you really love the communicative work connecting with people

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telling stories that teaching and structing and guiding. I mean, as I've watched some of the videos,

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I can I just it was fun for me because I've told people many times if I wasn't doing this,

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I'd be coaching basketball somewhere because I just love coaching. And really what that is,

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it's about connecting with people and helping them get from here to here if you're going to simplify

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it. And when you talk about these the young neighbor and just, you know, here's a kid that wanders

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into your gym or however that happened and you decide that's really the heart of a mentor and a

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coach, you know, that guide. If we want to choose one word, I love that. All right. So last piece of

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it. So talents, what we do best, passion is what we love to do. The last piece of a person's

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purpose statement is mission. What results matter to you? So what fires you up when you think about

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everything you're doing? What results really give you the juice? This is so timely that you're asking

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these questions. So I recently after 10 years have just redefined this for myself and it was

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something that I'm almost ashamed to say what it was before, but why? Why? I defined my

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self worth through my net worth for the vast majority of my career despite knowing that it is not

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the best way to do it. I know that that was still true for me. I could say whatever I wanted. I

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know that that was still true. And so recently, I'm a big believer that the measuring stick that we

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choose to use is the filter that we decide what path to take through our life and we measured

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against this lens of will it help me accomplish this measuring stick, right? And whether it's to glorify

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God, whether it's to be a good parent, whether whatever the thing is and for me was will this build

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my net worth faster than something else, right? That's been and it has worked for that goal.

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That being said, when I look at my 85 year old self back into today, I don't think that that man

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would care if he had 50% more net worth. And so I feel like my decision calculus has recently

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begun to change. And so for me, I have to find this and I'll try and break it down as will this

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build good will. So now everything that I do is will this build good will and the decision calculus

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for that is it can only build no neutral moves. So if something's just neutral like it doesn't

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detract from it, but it doesn't build it, then I don't do it. And so I think about brand, brand

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equity, good will, as unmonitized value. And with my prior decision making thesis, I would have

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to dawn my deathbed with no good will because I would have monetized every aspect of good will

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that I had in the marketplace to maximize my net worth. Like if we just take it to the natural

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extreme of me on my deathbed, having fulfilled my measuring stick, right? That I had prior to this.

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How do you define good will? I'm going to I want to I want to give you I want you to go deeper on

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that. I think people want to know they're like, come on Alex. What what is good will? What's the

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measurement? It's giving in access to what you take. And so if I give to somebody and I ask for

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nothing back, I have good will. I've deposited it in IOU into the world. Okay. And I would like to

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die with a surplus of IOUs. So does that mean as an investor you're going? That's the measuring stick.

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It's not how much I'm going to exit for. It's can I come beside a business that needs my help

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or someone like me? And I know I can make their dream bigger. Is that what you mean when you say give

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more than you? Is that what you're talking about? I would like I would love to die with a tombstone

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said, here lies the man who gave the most. Ah, so it's literally give me money away.

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Money is part of it, but I think we can get a lot more than because like if I think of how can

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I provide the most value? If I write up like the the offers book that I wrote last year and it

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is still like a number one, whatever, that I've gotten more messages and from the hundreds of

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thousand people who bought and read and used the book, then I could possibly influence with the

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amount of tiny amount of money in comparison to the amount of good that way. And so I think what

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are the highest leverage ways for me to provide good will to the marketplace? And a lot of that

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right now is either code or media, right? So like I can take, you know, we have this time that we

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could spend together, but then millions of people can hopefully benefit from the conversation,

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shift a perspective, gain a skill, et cetera, or hopefully maybe lead their child down a path that

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might not be the one. Hopefully, hopefully we can help some more Jacobs. And let me just say just

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to applaud you. I mean, we may never know the impact that Jacob will have. I mean it gets

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I know I got I got goose bumps right now going. That's what it's about. We don't know yet what

371
00:31:14.880 --> 00:31:18.560
story Jacob's telling and you just believe it in this kid and being an advocate to his parents.

372
00:31:18.560 --> 00:31:23.760
I mean, this is real stuff. Let me I want it because I do hope a lot of people watch this and get

373
00:31:23.760 --> 00:31:31.120
behind the layers with you. What was driving the old mission? I asked you what results matter to you

374
00:31:31.120 --> 00:31:36.000
and you said I've recently just changed my narrative. What was driving it to be all net worth?

375
00:31:36.000 --> 00:31:41.520
Where does that come from? Your background voices in your life? What was driving that narrative

376
00:31:41.520 --> 00:31:47.600
before that? My net worth is the narrative. I think it was an internal shift from fear to faith.

377
00:31:49.040 --> 00:31:54.480
Not in the not in the, you know, traditional religious sense, but more so just it was fear driven

378
00:31:55.200 --> 00:31:58.720
you know, fear anger or whatever, you know, but I think fear is usually at the core of it. Fear of

379
00:31:58.720 --> 00:32:05.680
what? Fear of not being good enough. Where's that come from? Look at you. Do your busting out of your

380
00:32:05.680 --> 00:32:10.800
shirt. You're clearly a guy who goes hard after physical discipline. What's driving that?

381
00:32:11.600 --> 00:32:18.160
So I had a head I still do have a Middle Eastern father. I was the only child only son, no real mom,

382
00:32:18.160 --> 00:32:24.720
no siblings. Okay. So if you can imagine a very strong parent father with all of their world dreams

383
00:32:25.600 --> 00:32:31.200
put on to one person. Right. Wow. There was no and I'm I'm very grateful for the upbringing that

384
00:32:31.200 --> 00:32:37.840
I had, but the results of that was never being good enough at anything. And so if I got a 99,

385
00:32:37.840 --> 00:32:41.600
it was what did you miss? If I was varsity, it's like, did you start more minutes? Like whatever

386
00:32:41.600 --> 00:32:44.720
whatever the thing was, there was always a goal post that moved and it took me a very long time to

387
00:32:44.720 --> 00:32:50.480
realize that the goal post would always move. Yes. And so I still think I learned the innate traits of

388
00:32:51.280 --> 00:32:58.720
I wanted to become bulletproof. So that meant marrying the hottest girl that meant being richer

389
00:32:58.720 --> 00:33:04.080
than everyone that might be in better shape than everyone so that and it wasn't at least for how

390
00:33:04.080 --> 00:33:09.360
I am built. It was not too loud over people. It was so that people would leave me alone. Yeah.

391
00:33:09.360 --> 00:33:16.240
But that no one could criticize me. Wow. Because it hurt. And so a lot of my life was building a

392
00:33:16.240 --> 00:33:24.000
fortress of being beyond rebuke that there that no one could hold something to me because I could

393
00:33:24.000 --> 00:33:29.200
buy every objective measure, beat them. And I'm not trying to say that from a prideful place,

394
00:33:29.200 --> 00:33:34.640
it was it was from a place of trying to protect me. Yeah, sure. And so in real,

395
00:33:34.640 --> 00:33:37.600
you know, in thinking through what are the more, and you know, we evolved through these things

396
00:33:37.600 --> 00:33:42.240
of time, you know, in the beginning, it was make as much money as my dad than it was make more

397
00:33:42.240 --> 00:33:45.280
money than my dad than it was make more money than my dad's every minute's whole life. Again,

398
00:33:45.280 --> 00:33:50.080
it was how can I get this even more bulletproof? Because when I made, you know, I think it was $17

399
00:33:50.080 --> 00:33:54.400
million dollars and take home income when I was 28. I told my dad and he said, we'll see how long

400
00:33:54.400 --> 00:33:59.200
it lasts. And so it was one of those things where I just wanted to, I just wanted to win.

401
00:33:59.920 --> 00:34:05.280
I just wanted to win. And so what I realized was that I was winning a game that was sent by someone

402
00:34:05.280 --> 00:34:11.120
else's rules. Yes. I was playing his game, not mine. And so then when I was tasked, or at least I

403
00:34:11.120 --> 00:34:14.560
tasked myself with the idea of like, well, if I were to define a game, what were the rules,

404
00:34:14.640 --> 00:34:19.360
what rules would I make? It was a very different game. And so I think over the last,

405
00:34:20.320 --> 00:34:25.120
probably three-ish years, 36 months was not that long. I've been consistently kind of

406
00:34:26.160 --> 00:34:32.640
redefining this. And I would say recently I've had a more major shift in terms of my distillation

407
00:34:32.640 --> 00:34:37.680
of language, or a condition of language of it was just a shift from fear to faith that

408
00:34:38.320 --> 00:34:44.480
what I am doing, even if I do not monetize every aspect of the good will that we put out in the

409
00:34:44.480 --> 00:34:52.240
world, comma, that's okay because the goal has changed. Yeah, that's beautiful. I mean, you nailed it.

410
00:34:52.240 --> 00:34:56.960
I mean, you went from protecting yourself, those are the words you used, to now it's about

411
00:34:56.960 --> 00:35:04.000
distribution. So from protection to distribution, and what a, what a great shift that is in your heart.

412
00:35:04.000 --> 00:35:12.240
Wow, that's beautiful. Amazing stuff.