WEBVTT 1 00:00:00.000 --> 00:00:01.440 the only way to get good at something 2 00:00:01.440 --> 00:00:02.440 is to do a lot of it. 3 00:00:02.440 --> 00:00:03.680 And when you start, you suck. 4 00:00:03.680 --> 00:00:06.240 And so a lot of the time there's this fallacy 5 00:00:06.240 --> 00:00:08.240 of finding the right thing or the perfect fit. 6 00:00:08.240 --> 00:00:10.440 But one, almost every entrepreneur that I know 7 00:00:10.440 --> 00:00:11.800 has had many, many, many businesses 8 00:00:11.800 --> 00:00:14.440 and mostly many failures before they had their success. 9 00:00:17.880 --> 00:00:19.240 Welcome to the game where we talk about 10 00:00:19.240 --> 00:00:21.200 how to get more customers, how to make more per customer, 11 00:00:21.200 --> 00:00:22.120 and how to keep them longer. 12 00:00:22.120 --> 00:00:23.920 And the many failures and lessons we have learned 13 00:00:23.920 --> 00:00:24.760 along the way. 14 00:00:24.760 --> 00:00:26.080 I hope you enjoy and subscribe. 15 00:00:27.080 --> 00:00:29.160 People have made a lot of money. 16 00:00:29.160 --> 00:00:30.400 People have huge exits. 17 00:00:30.400 --> 00:00:33.400 People have private jets and multiple homes 18 00:00:33.400 --> 00:00:35.800 and massive bank account. 19 00:00:35.800 --> 00:00:38.040 Do you think the people that you know 20 00:00:38.040 --> 00:00:43.040 who have a lot of money are typically happier? 21 00:00:43.400 --> 00:00:45.240 Or do you know more people who are wealthy 22 00:00:45.240 --> 00:00:47.920 who are unhappy than happy? 23 00:00:47.920 --> 00:00:50.120 I think it depends on how they got their wealth. 24 00:00:50.120 --> 00:00:51.800 So I think if they were given their wealth, 25 00:00:51.800 --> 00:00:54.920 absolutely, I would say bar none, they are not as happy. 26 00:00:55.400 --> 00:00:57.600 And I think I won't even get into the why. 27 00:00:57.600 --> 00:00:59.840 I would say that's just my observation. 28 00:00:59.840 --> 00:01:01.600 For the people who earned their wealth, 29 00:01:01.600 --> 00:01:04.840 I would say many of them are probably the same, 30 00:01:04.840 --> 00:01:07.520 same Schmauer's board as the rest of society, 31 00:01:07.520 --> 00:01:09.840 maybe with like one movement upwards 32 00:01:09.840 --> 00:01:11.960 because money cannot buy happiness 33 00:01:11.960 --> 00:01:14.000 but it can help you avoid pain. 34 00:01:14.000 --> 00:01:17.320 And so I think that is the hard part that is difficult. 35 00:01:17.320 --> 00:01:18.840 It's the same thing as health. 36 00:01:18.840 --> 00:01:23.840 Where like you can, you know, money can help get the hospital 37 00:01:23.840 --> 00:01:26.360 you know, get you out of the hospital hypothetically 38 00:01:26.360 --> 00:01:29.720 but it's not gonna get you into super, super fitness status. 39 00:01:29.720 --> 00:01:31.400 They're completely different continuums 40 00:01:31.400 --> 00:01:33.200 that people see as one straight line 41 00:01:33.200 --> 00:01:36.520 and I, removing pain versus gaining joy 42 00:01:36.520 --> 00:01:38.480 I think are two completely different journeys. 43 00:01:38.480 --> 00:01:41.240 And so I think money helps absolutely decrease 44 00:01:41.240 --> 00:01:42.720 the punishment that we experience in life 45 00:01:42.720 --> 00:01:44.640 and the pains that we have to deal with 46 00:01:44.640 --> 00:01:46.640 are inconveniences for sure. 47 00:01:46.640 --> 00:01:48.640 Why do you think some people, I agree with that 48 00:01:48.640 --> 00:01:50.120 and there's also some outliers 49 00:01:50.120 --> 00:01:52.760 where it seems like people with a lot of money 50 00:01:52.760 --> 00:01:55.640 almost have more problems, more pain, more stress, 51 00:01:55.640 --> 00:01:58.240 more overwhelm, maybe it's too much to handle 52 00:01:58.240 --> 00:02:00.120 or everyone wanting something from them 53 00:02:00.120 --> 00:02:02.760 or everyone's expecting something now from them. 54 00:02:02.760 --> 00:02:05.320 How do you learn to manage the approval 55 00:02:05.320 --> 00:02:08.160 or people pleasing of others once you have more money? 56 00:02:08.160 --> 00:02:10.720 Especially your own family, your own friends 57 00:02:10.720 --> 00:02:12.880 who are now saying, oh, you've gone beyond 58 00:02:12.880 --> 00:02:14.920 where the rest of us are financially 59 00:02:16.120 --> 00:02:17.120 and I want some of that 60 00:02:17.120 --> 00:02:19.480 or I have an expectation, how do we overcome that? 61 00:02:19.480 --> 00:02:20.320 Navigate it. 62 00:02:20.320 --> 00:02:22.440 I've already reject all of it. 63 00:02:22.440 --> 00:02:23.280 I reject what? 64 00:02:23.280 --> 00:02:24.120 All of it. 65 00:02:24.120 --> 00:02:25.920 Any expectations of it. 66 00:02:25.920 --> 00:02:30.920 And so my litmus test for doing deals for giving jobs, 67 00:02:32.600 --> 00:02:33.920 any of those things for people that I know 68 00:02:33.920 --> 00:02:37.280 is that you have to, it's actually the first conversation 69 00:02:37.280 --> 00:02:40.200 I have with Layla when we were, there's a first date. 70 00:02:40.200 --> 00:02:41.520 So our first date I pitched Layla 71 00:02:41.520 --> 00:02:43.360 on quitting her job and working for me 72 00:02:43.360 --> 00:02:44.920 because I was like, this might not work out 73 00:02:44.920 --> 00:02:46.800 but you should totally work for me. 74 00:02:46.800 --> 00:02:48.280 We'll make a bunch of money together. 75 00:02:48.280 --> 00:02:52.280 And I said, this compensation has to make 76 00:02:52.280 --> 00:02:54.640 sense for you independent of our relationship. 77 00:02:54.640 --> 00:02:57.840 So like if we're not together, does this still make sense? 78 00:02:57.840 --> 00:02:59.480 If it makes sense, then we're cool. 79 00:02:59.480 --> 00:03:01.440 It's all your first day of dating. 80 00:03:01.440 --> 00:03:02.280 Yeah. 81 00:03:02.280 --> 00:03:05.080 If we're not together in a week or two months 82 00:03:05.080 --> 00:03:06.080 would this still work for you? 83 00:03:06.080 --> 00:03:06.920 Yes. 84 00:03:06.920 --> 00:03:07.920 Yeah, it's clear. 85 00:03:07.920 --> 00:03:09.320 It's all talent, you know? 86 00:03:09.320 --> 00:03:14.560 And I think that litmus test has served incredibly well 87 00:03:14.560 --> 00:03:17.480 for me is like, if you want to hire your mom, 88 00:03:17.480 --> 00:03:20.480 would you give somebody with your mom's experience, 89 00:03:21.480 --> 00:03:23.200 the bookkeeping job? 90 00:03:23.200 --> 00:03:28.520 Now, if she's a 20 year bookkeeper, maybe, and to be fair, 91 00:03:28.520 --> 00:03:31.240 but would you pay the bookkeeper $200,000 here? 92 00:03:31.240 --> 00:03:33.520 I don't know, probably wouldn't. 93 00:03:33.520 --> 00:03:38.080 So I believe in making all deals as though 94 00:03:38.080 --> 00:03:40.960 you weren't friends or you have no relationship. 95 00:03:40.960 --> 00:03:42.400 And if it still makes sense, 96 00:03:42.400 --> 00:03:45.040 then all of the relational benefit becomes as a bonus. 97 00:03:45.040 --> 00:03:45.560 Yes. 98 00:03:45.560 --> 00:03:48.040 Rather than I'm going to amend the terms of the deal 99 00:03:48.160 --> 00:03:50.800 because of this amorphous value that we have, 100 00:03:50.800 --> 00:03:52.400 which can change. 101 00:03:52.400 --> 00:03:55.200 But if the deal is made logically, 102 00:03:55.200 --> 00:03:56.400 then conditions can change 103 00:03:56.400 --> 00:03:58.920 and you will still both always feel good about the deal 104 00:03:58.920 --> 00:04:00.680 because it was made without the relationship about it 105 00:04:00.680 --> 00:04:01.840 because sometimes you have good days with your mom, 106 00:04:01.840 --> 00:04:03.040 sometimes you have bad days with your mom, 107 00:04:03.040 --> 00:04:03.880 and all of a sudden you're like, 108 00:04:03.880 --> 00:04:05.200 I can't put my parents on her right here, right? 109 00:04:05.200 --> 00:04:06.040 I wouldn't know. 110 00:04:06.040 --> 00:04:07.040 She messed up the books and healed. 111 00:04:07.040 --> 00:04:09.040 She took a course online, you know, whatever, right? 112 00:04:09.040 --> 00:04:12.040 And so, but like, but people make that mistake all the time. 113 00:04:12.040 --> 00:04:14.400 And so I think that it has been significantly easier for me 114 00:04:14.400 --> 00:04:16.720 to just say like, would I give you the role 115 00:04:16.720 --> 00:04:20.160 or would I give you the thing if you were a stranger? 116 00:04:20.160 --> 00:04:22.120 And if the answer's no, then the answer's no. 117 00:04:22.120 --> 00:04:23.400 And if that person really wants it, 118 00:04:23.400 --> 00:04:25.920 I'd be like, then do the same things a stranger would do. 119 00:04:25.920 --> 00:04:27.520 And then I'll have a reason, 120 00:04:27.520 --> 00:04:28.960 be up now if I've two candidates 121 00:04:28.960 --> 00:04:30.640 and they're identical, which would be impossible, 122 00:04:30.640 --> 00:04:33.200 but if they're identical, then yeah, maybe I would give it, 123 00:04:33.200 --> 00:04:35.960 but like they have to still meet all the standards. 124 00:04:35.960 --> 00:04:38.080 And then that way you give objective, 125 00:04:38.080 --> 00:04:39.880 quantitative, like do these things, 126 00:04:39.880 --> 00:04:41.000 and then we can add this out. 127 00:04:41.000 --> 00:04:42.240 Right. 128 00:04:42.240 --> 00:04:43.320 It seems like a lot of young people 129 00:04:43.320 --> 00:04:45.200 want to make a lot of money. 130 00:04:45.200 --> 00:04:46.200 People want to make money. 131 00:04:46.200 --> 00:04:47.040 People want to win a lot, 132 00:04:47.040 --> 00:04:48.360 but it seems like, you know, 133 00:04:48.360 --> 00:04:51.160 at least sometimes thinking of social media context, 134 00:04:51.160 --> 00:04:54.160 you see a lot of young people in their 20s, 135 00:04:54.160 --> 00:04:57.160 early 30s that are striving for that. 136 00:04:57.160 --> 00:04:59.880 And they're striving for it fast. 137 00:04:59.880 --> 00:05:00.880 They're striving for it. 138 00:05:00.880 --> 00:05:02.120 You know, I just graduated with a college 139 00:05:02.120 --> 00:05:04.560 and now I want to get there in the next couple of years. 140 00:05:04.560 --> 00:05:07.680 What do people in their 20s not understand 141 00:05:07.680 --> 00:05:11.640 about making money or reaching millionaire status 142 00:05:11.640 --> 00:05:14.600 that they really need to know before they hit that? 143 00:05:14.600 --> 00:05:16.920 So I will probably answer this differently 144 00:05:16.920 --> 00:05:17.760 than you expect. 145 00:05:19.040 --> 00:05:22.080 I believe that sex is colorblind, 146 00:05:22.080 --> 00:05:24.400 ageblind, everything blind, 147 00:05:24.400 --> 00:05:27.240 because there are certain activities that you have to do. 148 00:05:27.240 --> 00:05:29.840 If you do the activities, you can get the outcome. 149 00:05:31.440 --> 00:05:32.880 Now if you're in your 20s, 150 00:05:32.880 --> 00:05:34.920 it's very difficult to do the amount of activities 151 00:05:34.920 --> 00:05:36.880 for a long and a period of time in order to get that. 152 00:05:36.880 --> 00:05:38.720 Now, you've got Ben Francis, 153 00:05:38.720 --> 00:05:41.120 who started Gymshark when he was whatever, 16 or 17 years old, 154 00:05:41.120 --> 00:05:43.720 and he was 28, it was worth over a billion. 155 00:05:43.720 --> 00:05:46.480 So he was in his 20s, and he made a billion dollar company. 156 00:05:46.480 --> 00:05:47.960 Is that the exception for the most part? 157 00:05:47.960 --> 00:05:49.480 Yeah, that's not as common. 158 00:05:50.320 --> 00:05:55.320 You know, I made my, I became a millionaire with his 20, six, 159 00:05:55.320 --> 00:05:56.480 six or twenty-six cameras. 160 00:05:56.480 --> 00:05:58.040 Between 26 and 27 is when I became, 161 00:05:58.040 --> 00:05:59.040 when I had my first million dollars, 162 00:05:59.040 --> 00:05:59.880 I think. 163 00:06:02.960 --> 00:06:08.520 And so, but I started business when I was 22. 164 00:06:08.520 --> 00:06:10.480 And so I still had five years in. 165 00:06:10.480 --> 00:06:11.760 And now that's still fast. 166 00:06:11.760 --> 00:06:13.640 Don't get me wrong, you're still fast. 167 00:06:13.640 --> 00:06:14.920 But the accumulation of knowledge, 168 00:06:14.920 --> 00:06:18.480 because I spent almost all of my excess income on education. 169 00:06:18.480 --> 00:06:20.680 And so I wanted to, I wanted to pay down the ignorance tax 170 00:06:20.680 --> 00:06:21.960 as fast as I possibly could. 171 00:06:21.960 --> 00:06:23.800 It's rather than buy the Bentley or buy the watch 172 00:06:23.800 --> 00:06:24.640 so that I could flex on it. 173 00:06:24.640 --> 00:06:28.800 I still lived, split a room in a house with six other people 174 00:06:28.800 --> 00:06:30.960 while I was making 20,000 won't take home. 175 00:06:30.960 --> 00:06:32.720 Because I wanted to have all that money, 176 00:06:32.720 --> 00:06:33.720 so I Google in the offense, 177 00:06:33.720 --> 00:06:35.880 if I wanted to go to a seminar or buy a course 178 00:06:35.880 --> 00:06:37.320 or go to a workshop or whatever it was 179 00:06:37.320 --> 00:06:39.760 so that I could uplevel my skills and get there faster. 180 00:06:39.760 --> 00:06:41.520 And so I think the idea that you want to get there fast 181 00:06:41.520 --> 00:06:43.800 is fine, it's just having a realistic expectation 182 00:06:43.800 --> 00:06:45.880 of how many skills you need to acquire to get there. 183 00:06:45.880 --> 00:06:47.240 Because if you have all the skills, 184 00:06:47.240 --> 00:06:49.120 because I think we'll have continuously younger 185 00:06:49.120 --> 00:06:52.240 and younger and younger millionaires and billionaires 186 00:06:52.240 --> 00:06:53.200 that are going to continue to happen. 187 00:06:53.200 --> 00:06:56.400 Because now a viral, I mean Taylor Swift was 16 188 00:06:56.400 --> 00:06:58.120 when she started before her music. 189 00:06:58.120 --> 00:06:59.560 That was a long time ago, right? 190 00:06:59.560 --> 00:07:01.080 She's 33 now. 191 00:07:01.080 --> 00:07:03.120 Now she's going to keep showing up consistently 192 00:07:03.120 --> 00:07:03.960 and building it. 193 00:07:03.960 --> 00:07:05.600 Mr. B is 24. 194 00:07:05.600 --> 00:07:06.440 Crazy. 195 00:07:06.440 --> 00:07:09.960 So it's going to continue to go down as the access 196 00:07:10.000 --> 00:07:12.680 education increasingly gets democratized, 197 00:07:12.680 --> 00:07:14.440 so more people can access it for free. 198 00:07:14.440 --> 00:07:16.080 And so a nine-year-old can watch. 199 00:07:16.080 --> 00:07:17.840 Like there's nothing that stops a nine-year-old 200 00:07:17.840 --> 00:07:19.800 from making and running a Facebook ad. 201 00:07:19.800 --> 00:07:20.480 There's nothing. 202 00:07:21.440 --> 00:07:23.240 Like, and usually they're more tech savvy anyways. 203 00:07:23.240 --> 00:07:24.560 Maybe there's going to get a credit garbage to you. 204 00:07:24.560 --> 00:07:26.160 Sure, yeah, yeah, yeah. 205 00:07:26.160 --> 00:07:28.400 Yeah, and so there, but if we break it down 206 00:07:28.400 --> 00:07:29.800 to like the physics or the actions. 207 00:07:29.800 --> 00:07:30.640 It's not that hard. 208 00:07:30.640 --> 00:07:31.600 There's nothing that prevents people. 209 00:07:31.600 --> 00:07:33.840 And so I think that the level of competition 210 00:07:33.840 --> 00:07:34.680 will continue to rise. 211 00:07:34.680 --> 00:07:36.080 I think young people are more tech savvy 212 00:07:36.080 --> 00:07:38.640 and so in general have a continuously improving 213 00:07:38.680 --> 00:07:40.200 better advantage over older people 214 00:07:40.200 --> 00:07:42.800 because the rate of technological change hastens 215 00:07:42.800 --> 00:07:44.000 goes faster. 216 00:07:44.000 --> 00:07:46.400 And so the advantage of being young versus old 217 00:07:46.400 --> 00:07:49.120 is actually going to continue to expand 218 00:07:49.120 --> 00:07:51.000 because tech moves so fast now 219 00:07:52.320 --> 00:07:54.160 that I think there will be more. 220 00:07:54.160 --> 00:07:55.360 What do you think about? 221 00:07:55.360 --> 00:07:57.520 I mean, I had a mentor once told me when I was 222 00:07:57.520 --> 00:08:00.880 one T-4, when I was broke in my sister's couch. 223 00:08:00.880 --> 00:08:03.800 And I was living for free. 224 00:08:03.800 --> 00:08:04.880 That was not paying rent. 225 00:08:04.880 --> 00:08:07.560 I was, you know, even leftovers. 226 00:08:07.560 --> 00:08:08.400 Good life, man. 227 00:08:08.400 --> 00:08:11.640 And I remember saying to a mentor, 228 00:08:11.640 --> 00:08:14.000 I was like, man, I can really use some money right now. 229 00:08:14.000 --> 00:08:16.440 Like I can really figure out how to make some more money. 230 00:08:16.440 --> 00:08:17.440 Mm-hmm. 231 00:08:17.440 --> 00:08:19.640 And you said money comes to you when you're ready for it. 232 00:08:19.640 --> 00:08:21.080 I was like, I feel pretty ready. 233 00:08:21.080 --> 00:08:21.920 Sorry. 234 00:08:21.920 --> 00:08:23.640 He goes, yeah, it could come, you know, 235 00:08:23.640 --> 00:08:27.320 maybe you get it and you're not ready and you lose it all 236 00:08:27.320 --> 00:08:28.680 because you're not emotionally ready. 237 00:08:28.680 --> 00:08:29.520 Yeah. 238 00:08:29.520 --> 00:08:33.040 So what advice do you have to people in their 20s 239 00:08:33.040 --> 00:08:35.360 who want to make a lot of money? 240 00:08:35.360 --> 00:08:37.640 But if they're not emotionally ready, 241 00:08:37.640 --> 00:08:39.320 what might happen to them? 242 00:08:39.320 --> 00:08:41.000 Everything is trainable. 243 00:08:41.000 --> 00:08:44.840 And so if we define handling money as a skill, 244 00:08:44.840 --> 00:08:46.080 then it can be learned. 245 00:08:46.080 --> 00:08:48.560 And so if you, and you can look at anything, 246 00:08:48.560 --> 00:08:50.000 like if you were somebody who continues to hop 247 00:08:50.000 --> 00:08:51.440 from thing to thing to thing to thing to thing 248 00:08:51.440 --> 00:08:53.280 and you can't stick with it, 249 00:08:53.280 --> 00:08:55.040 it's usually because you don't have the skill 250 00:08:55.040 --> 00:08:55.920 of sticking with something. 251 00:08:55.920 --> 00:08:56.920 You haven't been rewarded enough 252 00:08:56.920 --> 00:08:58.560 at the path for staying with something 253 00:08:58.560 --> 00:09:00.840 or you haven't been burned enough from starting over. 254 00:09:00.840 --> 00:09:02.960 Like on your fifth time of starting yet another thing 255 00:09:02.960 --> 00:09:04.480 and not getting deep enough on it, 256 00:09:04.480 --> 00:09:05.320 you have to think to yourself, 257 00:09:05.320 --> 00:09:07.040 maybe this isn't the right way to do it. 258 00:09:07.040 --> 00:09:09.040 I love giving this kind of like S curve analogy, 259 00:09:09.040 --> 00:09:11.240 which hopefully your audience will enjoy. 260 00:09:11.240 --> 00:09:13.760 But there's five stages I see it as somebody goes through 261 00:09:13.760 --> 00:09:15.760 with the entrepreneurial journey when they're starting out. 262 00:09:15.760 --> 00:09:17.320 In the beginning, you've got the midline, right? 263 00:09:17.320 --> 00:09:18.280 Where they start. 264 00:09:18.280 --> 00:09:20.040 Step one is they go above the midline 265 00:09:20.040 --> 00:09:22.440 and they go to uninformed optimism. 266 00:09:22.440 --> 00:09:24.040 They see the grass on the other side, 267 00:09:24.040 --> 00:09:24.880 it looks greener and they're like, 268 00:09:24.880 --> 00:09:26.000 my buddy's doing dropshipping 269 00:09:26.000 --> 00:09:27.280 and he's making all this money. 270 00:09:27.280 --> 00:09:29.000 And that's gonna be me. 271 00:09:29.000 --> 00:09:30.320 And then they buy the course, 272 00:09:30.320 --> 00:09:31.160 they start watching videos, 273 00:09:31.160 --> 00:09:32.720 they start to connect things, things break, 274 00:09:32.720 --> 00:09:34.520 they buy something before they don't have much to buy. 275 00:09:34.520 --> 00:09:36.200 And all of a sudden they go to the point two, 276 00:09:36.200 --> 00:09:37.040 which is now below the line, 277 00:09:37.040 --> 00:09:38.880 which is informed pessimism. 278 00:09:38.880 --> 00:09:39.720 So it's hard. 279 00:09:39.720 --> 00:09:41.720 Yeah, they find out all the things that they didn't know 280 00:09:41.720 --> 00:09:43.320 in the beginning, they paid out some ignorance debt, 281 00:09:43.320 --> 00:09:44.800 but they're still more to pay. 282 00:09:44.800 --> 00:09:46.040 They're like, okay, wow. 283 00:09:46.040 --> 00:09:47.520 So they keep going because they're like, 284 00:09:47.520 --> 00:09:48.360 I gotta figure this out. 285 00:09:48.360 --> 00:09:49.360 And then they go to point three, 286 00:09:49.360 --> 00:09:50.960 which is the value of despair, right? 287 00:09:50.960 --> 00:09:52.680 Which is whether like this isn't gonna work, 288 00:09:52.680 --> 00:09:54.000 this is never gonna work. 289 00:09:54.000 --> 00:09:55.280 And one of the hardest costs, 290 00:09:55.280 --> 00:09:56.920 and this is like entrepreneurship feels like, 291 00:09:56.920 --> 00:09:59.680 if I can give it to anyone who's new to this, 292 00:09:59.680 --> 00:10:01.360 is the feeling of uncertainty 293 00:10:01.360 --> 00:10:02.880 that you don't know of all of the work 294 00:10:02.880 --> 00:10:05.000 that you've been spending all of your nights and weekends 295 00:10:05.000 --> 00:10:08.120 and off time investing in will ever pay off. 296 00:10:09.120 --> 00:10:11.600 And so it's this fear that you're wasting your time. 297 00:10:12.760 --> 00:10:14.160 But the reality is that the outcome is 298 00:10:14.160 --> 00:10:15.040 in the thing that you're building, 299 00:10:15.040 --> 00:10:16.760 the person you are is the person that you're building, 300 00:10:16.760 --> 00:10:18.360 and that continues to work. 301 00:10:18.360 --> 00:10:19.960 And so there's a problem in the Bible, 302 00:10:19.960 --> 00:10:23.400 I'm gonna butcher it, but I think it's an all labor 303 00:10:23.400 --> 00:10:24.640 there is profit. 304 00:10:24.640 --> 00:10:28.480 And you can rephrase that as I like, 305 00:10:28.480 --> 00:10:30.800 it's the work works on you more than you work on it. 306 00:10:30.800 --> 00:10:31.640 Say the end. 307 00:10:31.640 --> 00:10:34.480 The work works on you more than you work on it. 308 00:10:34.480 --> 00:10:36.560 And so it's about who we become while doing the work 309 00:10:36.560 --> 00:10:38.400 more than the outcome from the work itself. 310 00:10:38.400 --> 00:10:40.240 Because I lost everything five years 311 00:10:40.240 --> 00:10:41.560 into my entrepreneurial journey, 312 00:10:41.560 --> 00:10:43.080 but I still had all the skills and beliefs 313 00:10:43.080 --> 00:10:44.440 that I have from before that. 314 00:10:44.440 --> 00:10:45.640 And then I was able to reapply those 315 00:10:45.640 --> 00:10:47.600 and then have a really big outcome 316 00:10:47.600 --> 00:10:48.680 in what we have today. 317 00:10:48.680 --> 00:10:50.280 And so I remember when I lost everything that first time, 318 00:10:50.280 --> 00:10:52.440 I thought, did I just lose five years in my life? 319 00:10:52.440 --> 00:10:55.320 Like I just moved back on ground zero again, 320 00:10:55.320 --> 00:10:56.800 but I wasn't, because I had all these skills 321 00:10:56.800 --> 00:10:59.200 that I had learned owning and scaling six gyms 322 00:10:59.200 --> 00:11:00.520 at that point. 323 00:11:00.520 --> 00:11:03.640 And so point one, uninformed optimism, point two, 324 00:11:04.960 --> 00:11:07.440 informed pessimism, point three, dive despair. 325 00:11:07.440 --> 00:11:11.680 And then we got a point four, which is informed optimism. 326 00:11:11.680 --> 00:11:13.960 So now you do have a lay of the lid. 327 00:11:13.960 --> 00:11:15.400 Do you understand that there's some skeletons? 328 00:11:15.400 --> 00:11:17.520 You do have to understand how you made it some inventory. 329 00:11:17.520 --> 00:11:18.560 You gotta get ahead of some of this stuff. 330 00:11:18.560 --> 00:11:20.320 But you start, you learn how to forecast. 331 00:11:20.320 --> 00:11:22.000 You can know that weekends you tend to do better 332 00:11:22.000 --> 00:11:23.320 and weekdays you tend to do less. 333 00:11:23.320 --> 00:11:25.440 And so you can dial back support on those days 334 00:11:25.440 --> 00:11:26.480 and dial it up on the other days. 335 00:11:26.480 --> 00:11:28.240 You start to recognize patterns. 336 00:11:28.240 --> 00:11:30.600 Then you start to, start to know what you're doing, right? 337 00:11:30.600 --> 00:11:33.200 You started paying, you're paying down all the ignorance debt. 338 00:11:33.200 --> 00:11:34.760 And then finally step five is you achieve 339 00:11:34.760 --> 00:11:36.400 whatever the original goal was. 340 00:11:36.400 --> 00:11:39.160 But the problem is that most people go step one, two, three, 341 00:11:39.160 --> 00:11:41.560 and then they jump back to step one. 342 00:11:41.560 --> 00:11:43.280 With something new, right? 343 00:11:43.280 --> 00:11:45.520 And so they go to the, yet again, 344 00:11:45.520 --> 00:11:46.800 the grass is green on the other side, 345 00:11:46.800 --> 00:11:48.320 but what they don't know is that it's still 346 00:11:48.320 --> 00:11:49.320 fertilized with manure. 347 00:11:49.320 --> 00:11:51.000 They're still on the other side too. 348 00:11:51.000 --> 00:11:52.560 And so there's always everywhere. 349 00:11:52.560 --> 00:11:53.560 Let me get a real estate now. 350 00:11:53.560 --> 00:11:54.400 Let me get into this. 351 00:11:54.400 --> 00:11:55.400 Right, and best thing you say. 352 00:11:55.400 --> 00:11:56.400 I'm gonna do a whole stock. 353 00:11:56.440 --> 00:11:57.680 Of course, there's all these, you know, 354 00:11:57.680 --> 00:11:58.920 quick, make money things. 355 00:11:58.920 --> 00:11:59.960 But if you look at the people who are making 356 00:11:59.960 --> 00:12:01.800 them as money in it, they spent, 357 00:12:01.800 --> 00:12:03.880 usually it significant amount of time. 358 00:12:03.880 --> 00:12:05.000 And I'm saying this again, 359 00:12:05.000 --> 00:12:06.280 but I'm bearing it for repetitions 360 00:12:06.280 --> 00:12:07.960 that the rocky cutscene last two minutes 361 00:12:07.960 --> 00:12:12.080 in movies in my last five years for most people or 10. 362 00:12:12.080 --> 00:12:13.720 And I remember my, so my neighbor, 363 00:12:13.720 --> 00:12:14.760 I've had always 15 years old. 364 00:12:14.760 --> 00:12:16.840 He now works for us at acquisition.com. 365 00:12:17.840 --> 00:12:20.160 But he, this is a cool story. 366 00:12:20.160 --> 00:12:21.600 So he's 15 years old and he's like, 367 00:12:21.600 --> 00:12:22.520 I wanna be an entrepreneur. 368 00:12:22.520 --> 00:12:24.400 And so I, you know, he worked out with me every day 369 00:12:24.400 --> 00:12:27.040 for a couple of years at my home gym. 370 00:12:28.280 --> 00:12:30.840 And so he got jacked now. 371 00:12:30.840 --> 00:12:33.520 Never more jack than me. 372 00:12:34.680 --> 00:12:37.080 And so he then goes to college. 373 00:12:37.080 --> 00:12:39.600 And after his first semester, he's like, 374 00:12:39.600 --> 00:12:41.200 I don't know, like this is, you know, 375 00:12:41.200 --> 00:12:43.120 I'm studying business and I was like, dude, 376 00:12:43.120 --> 00:12:44.480 are you willing in this or not? 377 00:12:44.480 --> 00:12:45.320 Are you really doing this? 378 00:12:45.320 --> 00:12:46.640 And he was like, well, you know, 379 00:12:46.640 --> 00:12:49.480 I'm not, school's not really blah, blah, blah. 380 00:12:49.480 --> 00:12:50.480 And I said, the world doesn't need 381 00:12:50.480 --> 00:12:52.480 another three one business degree. 382 00:12:52.640 --> 00:12:55.520 Either crush school or don't go. 383 00:12:55.520 --> 00:12:57.640 If your goal is entrepreneurship, 384 00:12:57.640 --> 00:12:59.880 he's like, well, I wanna be an entrepreneur. 385 00:12:59.880 --> 00:13:02.920 And so I apparently told him this that he remembers 386 00:13:02.920 --> 00:13:04.520 because he's, he brings it up all the time. 387 00:13:04.520 --> 00:13:08.200 But I said, you are afraid of going all 388 00:13:08.200 --> 00:13:10.040 in on entrepreneurship because staying in college 389 00:13:10.040 --> 00:13:12.040 is safe from an approval perspective. 390 00:13:12.040 --> 00:13:13.800 So you're doing all these side things, 391 00:13:13.800 --> 00:13:17.120 but you don't have to bear the brunt of not a failing 392 00:13:17.120 --> 00:13:18.280 because you're still in school. 393 00:13:18.280 --> 00:13:19.120 Yeah. 394 00:13:19.120 --> 00:13:20.120 It's like, so you need to get through. 395 00:13:20.120 --> 00:13:21.600 Not all that, exactly. 396 00:13:21.600 --> 00:13:23.160 And so he quit school. 397 00:13:23.160 --> 00:13:26.160 And then he started on the call floor of Jim Lodge. 398 00:13:26.160 --> 00:13:27.400 Now, that's like glorious. 399 00:13:27.400 --> 00:13:29.360 And to be fair to the point where I'm making earlier, 400 00:13:29.360 --> 00:13:30.760 I said, I can't get to the job. 401 00:13:30.760 --> 00:13:31.840 I won't give you that. 402 00:13:31.840 --> 00:13:33.360 So I can get you an interview. 403 00:13:33.360 --> 00:13:34.600 I was like, it's gonna be up the sales manager 404 00:13:34.600 --> 00:13:36.760 and I'm not gonna tell him that I know you. 405 00:13:36.760 --> 00:13:39.440 He was like, okay, I was like, you better be prepared. 406 00:13:39.440 --> 00:13:41.480 And so he did get the job to be fair 407 00:13:41.480 --> 00:13:44.680 the qualifications for frontline collars, not super high. 408 00:13:44.680 --> 00:13:46.120 And the reason that I started him there 409 00:13:46.120 --> 00:13:47.960 was because I actually walked in on him one day 410 00:13:47.960 --> 00:13:50.080 when he was waiting for me to go work out 411 00:13:50.080 --> 00:13:51.760 and I heard him on the phone trying to do 412 00:13:51.760 --> 00:13:54.480 one of these wholesaling real estate deals. 413 00:13:54.480 --> 00:13:55.680 And I said, you know, what's your close to deal? 414 00:13:55.680 --> 00:13:57.360 And he said, ah, no. 415 00:13:57.360 --> 00:13:59.480 And he said, I'm not sure if real estate, 416 00:13:59.480 --> 00:14:01.400 you know, the wholesaler thing's for me. 417 00:14:01.400 --> 00:14:04.840 And I said, well, have you heard you on the phone? 418 00:14:04.840 --> 00:14:05.680 And I was like, what do you mean? 419 00:14:05.680 --> 00:14:07.600 I was like, you sound horrible. 420 00:14:07.600 --> 00:14:08.920 And you can't sell anything. 421 00:14:08.920 --> 00:14:10.600 And on the skill, of course. 422 00:14:10.600 --> 00:14:12.000 He said, well, how do I get good at sales? 423 00:14:12.000 --> 00:14:13.760 I was like, you work on a sales team 424 00:14:13.760 --> 00:14:15.160 with somebody who's been there before 425 00:14:15.160 --> 00:14:16.360 and can tell you what to do. 426 00:14:16.360 --> 00:14:18.120 And so I got him the interview. 427 00:14:18.120 --> 00:14:18.960 He took the job. 428 00:14:18.960 --> 00:14:22.240 He became the top salesman on the real setting team. 429 00:14:22.240 --> 00:14:23.080 Wow. 430 00:14:23.080 --> 00:14:24.640 And then he became, sorry, the outbound team. 431 00:14:24.640 --> 00:14:25.640 Then he went to the setting team 432 00:14:25.640 --> 00:14:26.720 which is the second rung of salesman. 433 00:14:26.720 --> 00:14:28.320 They qualify the leads. 434 00:14:28.320 --> 00:14:29.800 Then he became the top one there. 435 00:14:29.800 --> 00:14:31.400 And then he got to the top of the Christmas tree 436 00:14:31.400 --> 00:14:32.680 which is closers. 437 00:14:32.680 --> 00:14:33.960 And he became the top closer. 438 00:14:35.000 --> 00:14:35.920 He learned skills. 439 00:14:35.920 --> 00:14:36.760 26 guys. 440 00:14:36.760 --> 00:14:37.600 Wow. 441 00:14:37.600 --> 00:14:38.440 Big team. 442 00:14:38.440 --> 00:14:39.280 And a lot of these are meant, you know, 443 00:14:39.280 --> 00:14:40.520 have families, kids. 444 00:14:40.520 --> 00:14:41.360 Wow. 445 00:14:41.360 --> 00:14:42.840 And how much can you make as a top closer? 446 00:14:42.840 --> 00:14:43.680 250. 447 00:14:43.680 --> 00:14:44.520 250 a year. 448 00:14:44.520 --> 00:14:45.360 Yeah. 449 00:14:45.360 --> 00:14:46.360 It's a pretty good money. 450 00:14:46.360 --> 00:14:48.440 For a 21 year old 20 year old. 451 00:14:48.440 --> 00:14:49.280 Yeah. 452 00:14:49.280 --> 00:14:50.120 Yeah. 453 00:14:50.120 --> 00:14:51.120 19 at the time. 454 00:14:51.120 --> 00:14:52.120 19 making 250. 455 00:14:52.120 --> 00:14:53.120 Yeah. 456 00:14:53.120 --> 00:14:54.120 That's life changing. 457 00:14:54.120 --> 00:14:55.120 Of course. 458 00:14:55.120 --> 00:14:56.120 And he had to learn how to talk to men. 459 00:14:56.120 --> 00:14:57.120 Talk to the gym owners. 460 00:14:57.120 --> 00:14:58.120 Four year old gym owners telling them 461 00:14:58.120 --> 00:14:59.120 how he can help them with their business. 462 00:14:59.120 --> 00:15:00.120 Wow. 463 00:15:00.120 --> 00:15:01.120 Right. 464 00:15:01.120 --> 00:15:02.120 Takes balls. 465 00:15:02.120 --> 00:15:04.800 And so I bring that up to say, 466 00:15:04.800 --> 00:15:07.360 is that when you're starting out, 467 00:15:07.360 --> 00:15:10.920 you need to focus on learning rather than earning. 468 00:15:10.920 --> 00:15:12.360 Now, he obviously earned, 469 00:15:12.360 --> 00:15:14.000 but it was because he quickly fast tracked 470 00:15:14.000 --> 00:15:14.960 his learning process. 471 00:15:14.960 --> 00:15:17.760 And so I think one of the biggest hacks in the world 472 00:15:17.760 --> 00:15:21.160 is getting paid to learn. 473 00:15:21.160 --> 00:15:23.320 Like right now, we have this big societal context 474 00:15:23.320 --> 00:15:25.480 of like you pay in order to learn. 475 00:15:25.480 --> 00:15:28.000 But what if there are a world where you could get paid to learn? 476 00:15:28.000 --> 00:15:30.400 Well, that is what working at a company is. 477 00:15:30.400 --> 00:15:32.960 If you're mindful of what career path you want to get into, 478 00:15:32.960 --> 00:15:34.760 and now if you're like, I don't know what I want to do, 479 00:15:34.760 --> 00:15:36.760 then I would recommend starting with a meta skill. 480 00:15:36.760 --> 00:15:38.720 So sales is going to like, 481 00:15:38.720 --> 00:15:39.640 if you learn how to sell, 482 00:15:39.640 --> 00:15:41.560 it'll work in any company or if you learn how to market 483 00:15:41.560 --> 00:15:42.560 or work in any company. 484 00:15:42.560 --> 00:15:44.440 I mean, to be fair, if you get into HR, 485 00:15:44.440 --> 00:15:45.960 there's a million businesses in each HR stuff, 486 00:15:45.960 --> 00:15:47.120 if that's what you like. 487 00:15:47.120 --> 00:15:48.480 And if you're like, I don't know what I like. 488 00:15:48.480 --> 00:15:50.400 Well, you're also aren't going to like anything 489 00:15:50.400 --> 00:15:51.320 unless you start, 490 00:15:51.320 --> 00:15:53.040 because we usually only like things that we're good at. 491 00:15:53.040 --> 00:15:55.520 And we usually aren't good at things that you start. 492 00:15:55.520 --> 00:15:56.360 Right? 493 00:15:56.360 --> 00:15:57.360 And so the only way to get good at something 494 00:15:57.360 --> 00:15:58.320 is to do a lot of it. 495 00:15:58.320 --> 00:15:59.560 And when you start, you suck. 496 00:15:59.560 --> 00:16:01.280 And so a lot of the time, 497 00:16:01.280 --> 00:16:03.040 there's this fallacy of finding the right thing 498 00:16:03.040 --> 00:16:04.120 or the perfect fit. 499 00:16:04.120 --> 00:16:06.320 But one, almost every entrepreneur that I know 500 00:16:06.320 --> 00:16:07.680 has had many, many, many businesses. 501 00:16:07.680 --> 00:16:10.360 And mostly many failures before they had their success. 502 00:16:10.360 --> 00:16:11.640 It's because each one of them stair stepped. 503 00:16:11.640 --> 00:16:13.680 And so there's this paralysis where I'm like, 504 00:16:13.680 --> 00:16:15.200 I got to pick the right thing. 505 00:16:15.200 --> 00:16:17.440 And it's really, you got to pick something. 506 00:16:17.440 --> 00:16:19.480 And then you'll learn all the inadequacies 507 00:16:19.480 --> 00:16:22.320 that you have no idea about once you get into it. 508 00:16:22.320 --> 00:16:25.600 Like I started in gym when I was 22 years old. 509 00:16:25.600 --> 00:16:26.800 Like brick and mortar sign, at least. 510 00:16:26.800 --> 00:16:28.120 Yeah, you said you didn't know that. 511 00:16:28.120 --> 00:16:29.320 It was stupid. 512 00:16:29.320 --> 00:16:31.360 I had no idea what I was doing. 513 00:16:31.360 --> 00:16:32.800 But I did have, I did sign. 514 00:16:32.800 --> 00:16:35.320 I was, you know, kudos to younger me. 515 00:16:35.320 --> 00:16:37.640 I had a mentor early on who was in the gym world. 516 00:16:37.640 --> 00:16:38.480 That's great. 517 00:16:38.480 --> 00:16:40.360 So you could get advice to learn from? 518 00:16:40.360 --> 00:16:41.560 Yes, I mean, still. 519 00:16:41.560 --> 00:16:43.280 It was still incredibly hard. 520 00:16:43.280 --> 00:16:45.440 But I got, I was able to just get, you know, 521 00:16:45.440 --> 00:16:48.280 suck everything like a, you know, fire, fire, 522 00:16:48.280 --> 00:16:51.960 vacuum cleaner to get all the information I needed 523 00:16:51.960 --> 00:16:54.160 to just barely keep my head above water until, 524 00:16:54.160 --> 00:16:55.320 and then things started to work out 525 00:16:55.320 --> 00:16:57.240 because I just, every weekend I'd go and drive over 526 00:16:57.240 --> 00:16:58.960 to a gym owner and say, why do you do this? 527 00:16:58.960 --> 00:17:00.040 Why is your lobby like this? 528 00:17:00.040 --> 00:17:00.920 How many of these do you convert? 529 00:17:00.920 --> 00:17:02.000 How do you call, like whatever? 530 00:17:02.000 --> 00:17:03.680 And so I just kept doing that every single weekend 531 00:17:03.680 --> 00:17:05.360 because I was such a young guy. 532 00:17:05.360 --> 00:17:06.800 Everyone else helped this guy out here, yeah. 533 00:17:06.800 --> 00:17:07.640 Exactly. 534 00:17:07.640 --> 00:17:10.280 And I have a lot, I owe a lot to those older entrepreneurs 535 00:17:10.280 --> 00:17:11.280 who helped me out. 536 00:17:11.440 --> 00:17:13.000 In some ways, a lot of what I do at acquisition.com 537 00:17:13.000 --> 00:17:15.160 is kind of my, my small way of paying it for it. 538 00:17:17.400 --> 00:17:18.720 Hey, most of the nation, quick break, 539 00:17:18.720 --> 00:17:19.840 just to let you know that we've been starting 540 00:17:19.840 --> 00:17:22.600 to post on LinkedIn and want to connect with you. 541 00:17:22.600 --> 00:17:24.040 All right, so send me a connection request 542 00:17:24.040 --> 00:17:25.680 and note letting me know that you listen to the show 543 00:17:25.680 --> 00:17:26.960 and I will accept it. 544 00:17:26.960 --> 00:17:28.920 There's anyone you think that we should be connected with, 545 00:17:28.920 --> 00:17:31.360 tag them in one of my or layless posts 546 00:17:31.360 --> 00:17:33.440 and I will give you all the love in the world. 547 00:17:33.440 --> 00:17:35.000 All right, so let's get back to the show. 548 00:17:37.360 --> 00:17:39.400 And one of the cool things is when you're someone 549 00:17:39.480 --> 00:17:41.840 who's getting started and you're going out 550 00:17:41.840 --> 00:17:44.920 and humbly asking for advice, but you're taking the actions. 551 00:17:44.920 --> 00:17:47.560 Hey, I'm launching this thing, I'm taking the steps. 552 00:17:47.560 --> 00:17:49.920 I'm just trying to figure it out, but I'm taking the actions 553 00:17:49.920 --> 00:17:51.080 and I'm in the process. 554 00:17:51.080 --> 00:17:53.760 People usually want to give advice and support 555 00:17:53.760 --> 00:17:55.120 and say, hey, why don't you come check out 556 00:17:55.120 --> 00:17:57.560 and both go up or launch whatever it is. 557 00:17:57.560 --> 00:17:59.760 But if you're just saying I want to do this, 558 00:17:59.760 --> 00:18:01.800 but I'm not taking any action, 559 00:18:01.800 --> 00:18:03.160 people are less likely to help you. 560 00:18:03.160 --> 00:18:04.120 Maybe they'll help you a little bit, 561 00:18:04.120 --> 00:18:07.040 but they see you struggling and trying and like 562 00:18:07.040 --> 00:18:08.360 leaping before you're ready. 563 00:18:08.440 --> 00:18:11.240 It's like, I cool, let's help you get it going. 564 00:18:11.240 --> 00:18:13.920 I love the saying luck favors the prepared. 565 00:18:13.920 --> 00:18:18.400 So like if you want to go ask, you know, 566 00:18:18.400 --> 00:18:22.680 Lewis to have you on or to get Lewis on your show, right? 567 00:18:22.680 --> 00:18:23.520 Well, what do you do? 568 00:18:23.520 --> 00:18:26.960 You don't just ask Lewis, you show how much you've prepared. 569 00:18:26.960 --> 00:18:29.480 So hey, I went through 50 hours of your content. 570 00:18:29.480 --> 00:18:31.400 These are nine questions that have never been asked you 571 00:18:31.400 --> 00:18:32.920 before that I think would be really good. 572 00:18:32.920 --> 00:18:35.000 I've got two guys, two buddies of mine from college 573 00:18:35.000 --> 00:18:36.240 who are gonna also video it. 574 00:18:36.400 --> 00:18:39.200 I've got this church basement that I can get the lighting 575 00:18:39.200 --> 00:18:40.960 to look really cool so we can make cinematic. 576 00:18:40.960 --> 00:18:43.000 Cause it's a real, I know I don't have the audience 577 00:18:43.000 --> 00:18:45.240 that you have, but I can help at least give you clips 578 00:18:45.240 --> 00:18:47.600 that will distribute and actually convert for you. 579 00:18:47.600 --> 00:18:49.840 And hopefully that's enough of a value at it. 580 00:18:49.840 --> 00:18:52.240 Now, Lewis might not say yes, 581 00:18:52.240 --> 00:18:54.800 but if you do that a hundred times, count in hundreds. 582 00:18:54.800 --> 00:18:55.640 Right. 583 00:18:55.640 --> 00:18:56.960 One Lewis will say yes. 584 00:18:56.960 --> 00:18:57.800 Right. 585 00:18:57.800 --> 00:19:01.400 And everyone loves to help people who help themselves. 586 00:19:01.400 --> 00:19:02.240 Always. 587 00:19:02.240 --> 00:19:04.480 Because the biggest fear that anyone who gives advice has 588 00:19:04.560 --> 00:19:06.560 is that someone takes the advice and does nothing. 589 00:19:06.560 --> 00:19:07.400 Exactly. 590 00:19:07.400 --> 00:19:08.240 They didn't learn. 591 00:19:08.240 --> 00:19:09.080 They didn't change their behavior. 592 00:19:09.080 --> 00:19:10.080 That's true, right? 593 00:19:10.080 --> 00:19:11.040 It's a waste of the time. 594 00:19:11.040 --> 00:19:12.560 So you don't feel like you're teaching. 595 00:19:12.560 --> 00:19:13.920 You only teach if they change their behavior, 596 00:19:13.920 --> 00:19:15.320 if they change their behavior, if they learned. 597 00:19:15.320 --> 00:19:18.160 And so everyone, many people like being a teacher, 598 00:19:18.160 --> 00:19:19.320 I think a teaching role is nice. 599 00:19:19.320 --> 00:19:21.560 I think most people feel good about it. 600 00:19:21.560 --> 00:19:22.880 But you only feel like you have a teaching role 601 00:19:22.880 --> 00:19:24.360 if you see a change. 602 00:19:24.360 --> 00:19:25.760 And if someone takes action, right? 603 00:19:25.760 --> 00:19:27.000 And you can hack the whole system 604 00:19:27.000 --> 00:19:29.360 if you just show people that you'll take initiative. 605 00:19:29.360 --> 00:19:30.200 100%. 606 00:19:30.200 --> 00:19:31.560 If you take, I mean, that's what happened for me earlier. 607 00:19:31.560 --> 00:19:32.800 I was just taking a lot of action 608 00:19:32.920 --> 00:19:35.160 and people were like, they wanted to add me in the room. 609 00:19:35.160 --> 00:19:36.560 They wanted me at the table. 610 00:19:36.560 --> 00:19:37.800 Because I was willing to take action. 611 00:19:37.800 --> 00:19:40.120 Even though I was young and broke and struggling, 612 00:19:40.120 --> 00:19:42.080 they were like, hey, this guy's showing up. 613 00:19:42.080 --> 00:19:43.800 And go to every conference that I could 614 00:19:43.800 --> 00:19:46.480 and kind of the social media blogging world early on. 615 00:19:47.440 --> 00:19:49.680 And somehow get to the late night dinners 616 00:19:49.680 --> 00:19:51.360 at 2 a.m. with all the speakers. 617 00:19:51.360 --> 00:19:53.160 And they were like, hey, why don't you come tag along, 618 00:19:53.160 --> 00:19:54.640 young guy, you know? 619 00:19:54.640 --> 00:19:56.280 You bring us a lot of joy, at least. 620 00:19:56.280 --> 00:19:57.880 Even though you don't have no clue what you're doing. 621 00:19:57.880 --> 00:20:00.040 You can't offer anything else but joy. 622 00:20:00.040 --> 00:20:00.880 Right. 623 00:20:00.880 --> 00:20:02.200 You're asking me some interesting questions 624 00:20:02.200 --> 00:20:03.040 that people don't. 625 00:20:03.040 --> 00:20:04.800 So yeah, I'm happy to talk about myself 626 00:20:04.800 --> 00:20:05.720 for another 20 minutes. 627 00:20:05.720 --> 00:20:06.560 Totally. 628 00:20:06.560 --> 00:20:08.040 And you get in the room, you get access, 629 00:20:08.040 --> 00:20:09.240 and you take action. 630 00:20:09.240 --> 00:20:11.440 People will want to keep supporting you. 631 00:20:11.440 --> 00:20:12.280 Totally. 632 00:20:12.280 --> 00:20:14.280 Because you're applying their teachings. 633 00:20:14.280 --> 00:20:15.640 And people like that. 634 00:20:15.640 --> 00:20:16.560 Makes it feel important. 635 00:20:16.560 --> 00:20:17.680 It does. 636 00:20:17.680 --> 00:20:19.840 And validates, oh, I know something about what, 637 00:20:19.840 --> 00:20:21.000 you know, what I'm doing. 638 00:20:21.000 --> 00:20:21.840 And that's good. 639 00:20:21.840 --> 00:20:24.000 You want to keep helping this person grow. 640 00:20:24.000 --> 00:20:26.000 What do you think your 85 year old self 641 00:20:27.560 --> 00:20:30.640 needs to tell you now to get to where you want to be faster? 642 00:20:31.880 --> 00:20:34.240 Oh, it's funny that that was the question. 643 00:20:34.240 --> 00:20:36.400 Um, I mean, he would tell me. 644 00:20:36.400 --> 00:20:37.320 Do you have the mentors? 645 00:20:37.320 --> 00:20:38.760 Yeah, no, I mean, he would tell me, 646 00:20:38.760 --> 00:20:40.920 why do you want to go faster? 647 00:20:40.920 --> 00:20:43.040 Be like, why can't it take 10 times as long? 648 00:20:43.040 --> 00:20:44.240 Uh-huh. 649 00:20:44.240 --> 00:20:45.600 From 200,000,000? 650 00:20:45.600 --> 00:20:46.480 Sure. 651 00:20:46.480 --> 00:20:47.480 Why not? 652 00:20:47.480 --> 00:20:49.200 Why is it need to be five years or 10 years? 653 00:20:49.200 --> 00:20:50.480 Why can't it be 50 years? 654 00:20:50.480 --> 00:20:51.080 Right. 655 00:20:51.080 --> 00:20:52.360 If you, if it took 50 years, 656 00:20:52.360 --> 00:20:54.640 but then it all happened at once at the end, 657 00:20:54.640 --> 00:20:55.880 would you like that? 658 00:20:56.880 --> 00:20:57.640 I don't know. 659 00:20:57.640 --> 00:20:58.640 Right? 660 00:20:58.640 --> 00:21:00.280 It's kind of like the man who lives an amazing life 661 00:21:00.280 --> 00:21:02.240 and the last day everyone finds out he's a fraud. 662 00:21:02.240 --> 00:21:04.480 Or the man who lives his entire life with everyone 663 00:21:04.480 --> 00:21:06.120 thinking he's a fraud and then in the last day of his life, 664 00:21:06.120 --> 00:21:07.280 he's proven right. 665 00:21:07.280 --> 00:21:08.440 Which one do you rather be? 666 00:21:08.440 --> 00:21:09.120 Pure dawn. 667 00:21:09.120 --> 00:21:10.120 And I'm going to get the experience, 668 00:21:10.120 --> 00:21:12.200 the fruit of it all by interesting question, though. 669 00:21:12.200 --> 00:21:12.720 Yeah. 670 00:21:12.720 --> 00:21:15.080 It's like the painter that become famous once they're dead. 671 00:21:15.080 --> 00:21:16.000 Yeah. 672 00:21:16.000 --> 00:21:17.760 And so I think, I mean, 85 year old me, 673 00:21:17.760 --> 00:21:18.720 I'll tell you the recurring thing 674 00:21:18.720 --> 00:21:20.400 is that he works on with me. 675 00:21:20.400 --> 00:21:23.120 Um, patience is a big one. 676 00:21:23.120 --> 00:21:26.800 Uh, focus is a big one sticking with what I committed to. 677 00:21:26.800 --> 00:21:29.480 Um, focusing on the controllables of like, 678 00:21:29.480 --> 00:21:30.360 what are the activities? 679 00:21:30.360 --> 00:21:32.320 What are the actions that I have to take? 680 00:21:32.320 --> 00:21:37.320 And being okay with potentially varied outcomes. 681 00:21:37.720 --> 00:21:39.040 Sometimes it's good, sometimes it's bad, 682 00:21:39.040 --> 00:21:41.840 but being consistently divorced from the outcome. 683 00:21:41.840 --> 00:21:44.480 But trying my absolute damnedest to make sure 684 00:21:44.480 --> 00:21:45.720 that everything that is in my control 685 00:21:45.720 --> 00:21:47.120 was done to the utmost. 686 00:21:47.120 --> 00:21:50.440 And I like, we started there, but I just like, 687 00:21:50.440 --> 00:21:53.040 it's hard to understand the context. 688 00:21:53.040 --> 00:21:53.960 Like you hear this. 689 00:21:53.960 --> 00:21:56.280 You hear people say this, like it's about the journey, 690 00:21:56.280 --> 00:21:58.040 not about the destination. 691 00:21:58.080 --> 00:22:00.600 And you hear people say like, you know, it's, it's about, 692 00:22:00.600 --> 00:22:01.680 it's about doing the stuff. 693 00:22:01.680 --> 00:22:02.680 It's not about the outcome. 694 00:22:02.680 --> 00:22:04.200 And you're like, yeah, it's easy for you to say 695 00:22:04.200 --> 00:22:05.480 when you have the outcome. 696 00:22:05.480 --> 00:22:07.560 Right. When they've already made the money, of course, yeah. 697 00:22:07.560 --> 00:22:12.080 Of course, I get it, but if you can, 698 00:22:12.080 --> 00:22:14.400 if you can make that flip, like it's just, 699 00:22:14.400 --> 00:22:17.320 the hard part is the action is so much greater. 700 00:22:17.320 --> 00:22:21.320 If you really measured yourself by the actions you take, 701 00:22:22.120 --> 00:22:23.920 then you might be embarrassed. 702 00:22:23.920 --> 00:22:27.040 So you really hope to measure yourself on the outcome 703 00:22:27.080 --> 00:22:29.360 because you can get by on sometimes winning 704 00:22:29.360 --> 00:22:30.360 when you don't deserve it. 705 00:22:30.360 --> 00:22:31.880 Mm. 706 00:22:31.880 --> 00:22:35.320 And so, 85, worldly, never lets me win 707 00:22:35.320 --> 00:22:36.320 when I don't deserve it. 708 00:22:36.320 --> 00:22:40.280 Ooh. Man, I would rather lose, but now I gave my all, 709 00:22:40.280 --> 00:22:43.800 then win and be like, I just kind of just barely showed up today. 710 00:22:43.800 --> 00:22:44.720 Right. You wouldn't know. 711 00:22:44.720 --> 00:22:47.960 I won, but it's because I had an inferior opponent. 712 00:22:47.960 --> 00:22:49.840 It's not because I played my best. 713 00:22:50.680 --> 00:22:52.280 It sucks to lose. 714 00:22:52.280 --> 00:22:54.880 It's a no man I was freaking gave everything, 715 00:22:54.880 --> 00:22:57.480 every ounce of weight, energy, and every trick and skill 716 00:22:57.480 --> 00:22:59.880 that I had to play this game and win it. 717 00:22:59.880 --> 00:23:02.080 I came short, it's got a sting, it's got a hurt, 718 00:23:02.080 --> 00:23:06.360 but at least I know I don't regret the effort that I put in. 719 00:23:07.280 --> 00:23:10.080 And I can be, here's a great example. 720 00:23:10.080 --> 00:23:11.360 This still haunts me today. 721 00:23:11.360 --> 00:23:12.360 Yeah. 722 00:23:12.360 --> 00:23:16.680 2002 was October. 723 00:23:16.680 --> 00:23:18.320 So it was 21 years ago, is that right? 724 00:23:18.320 --> 00:23:19.320 October 2002. 725 00:23:19.320 --> 00:23:22.400 Yeah, almost 21 years ago, is that what it was? 726 00:23:22.400 --> 00:23:24.120 It wasn't too. 727 00:23:24.120 --> 00:23:28.000 We're playing a football at Principia College, 728 00:23:28.000 --> 00:23:30.040 small school in Illinois. 729 00:23:30.040 --> 00:23:33.840 And we, it's my sophomore year there. 730 00:23:34.880 --> 00:23:36.240 My freshman year, I went to another school 731 00:23:36.240 --> 00:23:37.760 so I transferred into this school. 732 00:23:38.760 --> 00:23:42.400 We're playing and it's a tight, tight game in home, 733 00:23:42.400 --> 00:23:43.800 back and forth. 734 00:23:43.800 --> 00:23:46.520 Camera in the final score, but we lose by a touchdown. 735 00:23:47.520 --> 00:23:53.320 I score three or four touchdowns. 736 00:23:53.320 --> 00:23:56.920 I think I got an extra point, I got a two point conversion 737 00:23:56.920 --> 00:24:01.920 and I had 17 catches for 418 yards and we lost. 738 00:24:02.240 --> 00:24:05.960 In the last couple of plays, we didn't score to go and win. 739 00:24:05.960 --> 00:24:07.960 And I remember being the last one out of the locker room, 740 00:24:07.960 --> 00:24:10.960 I was in the shower, I was so upset that we lost. 741 00:24:12.760 --> 00:24:15.520 And my coach comes in, it's kind of an awkward moment 742 00:24:15.520 --> 00:24:16.600 because I'm in the shower, you know, 743 00:24:16.600 --> 00:24:18.160 an exposed open shower, you know, 744 00:24:18.160 --> 00:24:20.640 I'm just like kind of pouting and like sad and depressed 745 00:24:20.640 --> 00:24:23.040 or whatever and just like, in there, everyone's gone. 746 00:24:23.040 --> 00:24:25.320 I'm sad we lost the game and he kind of comes 747 00:24:25.320 --> 00:24:30.320 around the corner and says, Hey, Lewis, good game. 748 00:24:32.440 --> 00:24:35.040 Just to let you know, you broke a world record today. 749 00:24:35.040 --> 00:24:37.680 And I go, what do you mean? 750 00:24:37.680 --> 00:24:41.400 And he goes, yeah, you had 17 catches from 418 yards. 751 00:24:41.400 --> 00:24:44.000 No one's ever done that in the history of a football game. 752 00:24:45.000 --> 00:24:48.320 You're a new NCAA all record holder. 753 00:24:48.320 --> 00:24:51.800 And I go, I'm sad and depressed and angry 754 00:24:51.800 --> 00:24:54.760 because I didn't do more to help us win and we lost. 755 00:24:54.760 --> 00:24:57.560 And at the same time, I hear that I did something 756 00:24:57.560 --> 00:24:59.160 that no one in the history of the world 757 00:24:59.160 --> 00:25:03.560 had ever done in the football game and it was tough 758 00:25:03.560 --> 00:25:06.400 because I felt like, man, we lost, but I gave it everything. 759 00:25:06.400 --> 00:25:08.520 But I was like, but could I still give it more? 760 00:25:08.520 --> 00:25:10.000 It's like, I don't know. 761 00:25:10.000 --> 00:25:13.000 But I feel like, you know, at least we didn't win 762 00:25:13.080 --> 00:25:16.720 and I played to a lower level and didn't create that result. 763 00:25:16.720 --> 00:25:18.520 At least I created something that for me, 764 00:25:18.520 --> 00:25:20.520 I can be proud of even if we lost. 765 00:25:20.520 --> 00:25:22.440 It still haunts me that we lost. 766 00:25:22.440 --> 00:25:26.320 Interesting, but it's, but I know because we were behind, 767 00:25:26.320 --> 00:25:29.200 I had to give so much more than it was capable of. 768 00:25:29.200 --> 00:25:31.120 And if we were winning, I wouldn't have gotten 769 00:25:31.120 --> 00:25:32.680 that effort out of myself. 770 00:25:33.680 --> 00:25:35.040 So it's an interesting dynamic. 771 00:25:35.040 --> 00:25:36.080 Yeah. 772 00:25:36.080 --> 00:25:38.840 It is because I would wonder if you had that same exact experience 773 00:25:38.840 --> 00:25:40.800 but you didn't break the world record 774 00:25:40.800 --> 00:25:41.680 or no one ever told you. 775 00:25:41.720 --> 00:25:42.720 Exactly, right. 776 00:25:42.720 --> 00:25:45.000 If you would still, because you said 777 00:25:45.000 --> 00:25:47.280 that you had the sting of the loss 778 00:25:47.280 --> 00:25:49.160 and I wonder if Lewis today would feel that way. 779 00:25:49.160 --> 00:25:51.240 Because if you, because you said, like, 780 00:25:51.240 --> 00:25:52.640 I don't know if I could have given more, 781 00:25:52.640 --> 00:25:55.160 but I feel like on some levels, like at least for me, 782 00:25:55.160 --> 00:25:56.960 like sure we can get into the hypotheticals 783 00:25:56.960 --> 00:25:58.080 of like you can always give more, okay? 784 00:25:58.080 --> 00:25:58.920 Of course, yeah. 785 00:25:58.920 --> 00:26:00.760 But there are certain times from like, 786 00:26:00.760 --> 00:26:03.880 I know I could sprint after the guy, 787 00:26:04.680 --> 00:26:06.760 even though I'm probably not gonna get, you know. 788 00:26:06.760 --> 00:26:08.120 But I could give it the last 20 yards here. 789 00:26:08.120 --> 00:26:09.520 Right, exactly. 790 00:26:09.560 --> 00:26:13.200 And I think that this is where 85-year-old me 791 00:26:13.200 --> 00:26:14.720 is the one that he is ruthless. 792 00:26:15.640 --> 00:26:17.800 And I love this David Dawgins saying, 793 00:26:17.800 --> 00:26:18.720 I don't know if it's a saying of his, 794 00:26:18.720 --> 00:26:20.360 I heard it in one of his videos, 795 00:26:20.360 --> 00:26:23.560 but he said, there's no shortcuts for you, Dawgins. 796 00:26:25.440 --> 00:26:27.920 And I just really love that. 797 00:26:27.920 --> 00:26:29.600 Like, he doesn't even look for them 798 00:26:29.600 --> 00:26:31.640 because he said, you don't get those. 799 00:26:31.640 --> 00:26:33.320 You don't get shortcuts. 800 00:26:33.320 --> 00:26:35.320 There are no corners to cut. 801 00:26:35.320 --> 00:26:38.680 And that to me is like the embodiment of that, 802 00:26:38.680 --> 00:26:40.920 that 85-year-old self, because he knows 803 00:26:40.920 --> 00:26:42.640 if I could have sprinted or not. 804 00:26:42.640 --> 00:26:45.400 And so it's if I can appeal to that man's 805 00:26:45.400 --> 00:26:47.360 incredibly high standards, which is why, 806 00:26:47.360 --> 00:26:51.000 like commit to the journey is not the easier path. 807 00:26:51.000 --> 00:26:52.880 I think it is the harder path 808 00:26:52.880 --> 00:26:54.720 because the standard is higher. 809 00:26:54.720 --> 00:26:56.280 And when you really do that, 810 00:26:57.760 --> 00:26:59.360 the winning does happen by default, 811 00:26:59.360 --> 00:27:03.080 but even saying that still makes winning the objective. 812 00:27:03.960 --> 00:27:05.800 Right, and you're just saying this is a different pathway 813 00:27:05.800 --> 00:27:07.600 of getting to winning, but winning still doesn't matter. 814 00:27:07.640 --> 00:27:08.920 It does matter. 815 00:27:08.920 --> 00:27:10.360 I think it's a boat. 816 00:27:10.360 --> 00:27:13.120 It's the journey matter and the outcomes matter. 817 00:27:13.120 --> 00:27:14.120 The more, the more, the more, 818 00:27:14.120 --> 00:27:16.160 because the outcomes also give credibility. 819 00:27:16.160 --> 00:27:18.240 They give more context, they give more experience, 820 00:27:18.240 --> 00:27:21.400 they give more wisdom to the teacher. 821 00:27:21.400 --> 00:27:22.240 Oh, yeah. 822 00:27:22.240 --> 00:27:23.760 I, if you had no outcomes, 823 00:27:23.760 --> 00:27:25.800 but you said, look at all the efforts I put in though, 824 00:27:25.800 --> 00:27:27.600 but I put in 10,000 hours, 825 00:27:27.600 --> 00:27:29.200 but I haven't sold a company, 826 00:27:29.200 --> 00:27:30.960 I haven't built anything because. 827 00:27:30.960 --> 00:27:31.720 This is really interesting. 828 00:27:31.720 --> 00:27:32.720 It's gonna work. 829 00:27:32.720 --> 00:27:33.560 Yeah. 830 00:27:33.560 --> 00:27:34.400 You need to both end. 831 00:27:34.400 --> 00:27:35.520 Yeah, this is really interesting 832 00:27:35.520 --> 00:27:39.160 because on some, so I think from a, 833 00:27:39.160 --> 00:27:40.720 this is, I'm like, really liking this. 834 00:27:40.720 --> 00:27:43.000 So, from a, yeah. 835 00:27:43.000 --> 00:27:45.480 From a, from a fulfillment perspective. 836 00:27:45.480 --> 00:27:46.320 Yes. 837 00:27:46.320 --> 00:27:49.320 I believe that truly giving you wrong, actually, 838 00:27:49.320 --> 00:27:50.840 not like try your best. 839 00:27:50.840 --> 00:27:52.480 That's just like, it's such a, 840 00:27:52.480 --> 00:27:55.200 it's repeated so many times that it's lost its meaning. 841 00:27:55.200 --> 00:27:57.760 But leaving everything on the field, 842 00:27:57.760 --> 00:27:59.960 having the tank on zero or empty, 843 00:27:59.960 --> 00:28:01.680 when you walk off and truly knowing, 844 00:28:01.680 --> 00:28:02.680 and looking at yourself and being like, 845 00:28:02.680 --> 00:28:04.320 I could not have done anything more. 846 00:28:04.320 --> 00:28:05.760 And it's tough to do that, 847 00:28:05.760 --> 00:28:08.880 because we're naturally built to conserve effort, right? 848 00:28:08.880 --> 00:28:11.960 And so you really have to push and overcome 849 00:28:11.960 --> 00:28:14.400 the internal mechanisms that you have that, 850 00:28:14.400 --> 00:28:15.560 say, don't spread the last two hours. 851 00:28:15.560 --> 00:28:16.720 Could I put a little more, yeah? 852 00:28:16.720 --> 00:28:17.560 Right. 853 00:28:17.560 --> 00:28:18.560 And that's why I like, 854 00:28:18.560 --> 00:28:20.160 when I walked on stage for the presentation, 855 00:28:20.160 --> 00:28:22.200 I was like, I have done this before. 856 00:28:22.200 --> 00:28:23.240 I am prepared. 857 00:28:23.240 --> 00:28:25.680 I could not have prepared more for this 858 00:28:25.680 --> 00:28:27.960 in any way that would have been reason. 859 00:28:27.960 --> 00:28:31.760 And so, to that degree, 860 00:28:31.760 --> 00:28:34.080 I can still define success that way. 861 00:28:34.080 --> 00:28:35.920 The outcomes will happen. 862 00:28:35.920 --> 00:28:38.200 And I think it's still that little thing 863 00:28:38.200 --> 00:28:39.960 where it's like, do this in order to, 864 00:28:39.960 --> 00:28:41.640 you have to cut off the in order to. 865 00:28:41.640 --> 00:28:43.440 I really genuinely believe that, 866 00:28:43.440 --> 00:28:45.360 because I remember when I was in my retirement year, 867 00:28:45.360 --> 00:28:46.720 which is I still own the company, 868 00:28:46.720 --> 00:28:48.080 but we were in the process of selling, 869 00:28:48.080 --> 00:28:49.600 I had nothing to do. 870 00:28:49.600 --> 00:28:51.840 And it was an incredibly depressing year for me, 871 00:28:51.840 --> 00:28:53.680 which is why I've oriented my whole life around work, 872 00:28:53.680 --> 00:28:55.760 because I have really enjoyed it. 873 00:28:55.760 --> 00:28:59.120 And I remember getting really angry about this 874 00:28:59.120 --> 00:29:02.520 and thinking like, it's not you work hard 875 00:29:02.520 --> 00:29:04.440 so that you can. 876 00:29:04.440 --> 00:29:07.720 I was like, the hard work is the point. 877 00:29:07.720 --> 00:29:11.560 Like the point is how hard you learn to work. 878 00:29:11.560 --> 00:29:12.920 And that's the whole point where we're like, 879 00:29:12.920 --> 00:29:14.280 what has changed from last year to this year 880 00:29:14.280 --> 00:29:16.840 is like my understanding of my capacity 881 00:29:16.840 --> 00:29:18.480 to work continues to grow. 882 00:29:18.480 --> 00:29:20.400 And so, I am able to work harder 883 00:29:20.400 --> 00:29:23.040 and therefore am more proud of the effort 884 00:29:23.040 --> 00:29:25.320 that I put into it because, at least for me, 885 00:29:25.320 --> 00:29:28.800 I feel like I am, I know in the mirror, 886 00:29:28.800 --> 00:29:30.480 did I give it my all. 887 00:29:31.200 --> 00:29:33.160 I try to play out, this is a stoic frame, 888 00:29:33.160 --> 00:29:36.600 but like if I had had like a hurricane go through 889 00:29:36.600 --> 00:29:38.200 and we had not been able to launch 890 00:29:38.200 --> 00:29:39.680 because all the energy would have been gone. 891 00:29:39.680 --> 00:29:40.600 Let's just say hypothetical. 892 00:29:40.600 --> 00:29:41.560 And we did all this prep. 893 00:29:41.560 --> 00:29:42.400 Fear virtual event. 894 00:29:42.400 --> 00:29:43.400 Yes. 895 00:29:44.480 --> 00:29:47.640 Would I have been proud of the effort that I put in? 896 00:29:47.640 --> 00:29:49.080 The answer would have been yes. 897 00:29:49.080 --> 00:29:50.560 You seem to have let down and disappointed 898 00:29:50.560 --> 00:29:51.800 they didn't get to do the thing. 899 00:29:51.800 --> 00:29:56.000 Yes, but I think that it would have been short lived 900 00:29:56.000 --> 00:29:58.400 because I think that is like you asked, 901 00:29:58.480 --> 00:30:00.320 like earlier, what has been the biggest difference 902 00:30:00.320 --> 00:30:02.000 for you specifically? 903 00:30:02.000 --> 00:30:04.960 And this has been whatever you even call it 904 00:30:04.960 --> 00:30:07.200 super rare secret, with secret, whatever. 905 00:30:07.200 --> 00:30:11.280 Like this has been allowed me to keep my internal temperature 906 00:30:11.280 --> 00:30:12.800 separate from the external temperature 907 00:30:12.800 --> 00:30:14.360 to the greatest degree possible 908 00:30:14.360 --> 00:30:17.000 is knowing that I'm using my internal thermometer 909 00:30:17.000 --> 00:30:19.280 to gauge my success. 910 00:30:19.280 --> 00:30:21.000 And I'm not perfect by any flight. 911 00:30:21.000 --> 00:30:22.160 Right, right, right. 912 00:30:22.160 --> 00:30:23.840 But the more I do that, 913 00:30:24.560 --> 00:30:29.960 to use your example, if I had worked my absolute hardest 914 00:30:29.960 --> 00:30:33.480 for 10,000 hours, and I knew that I gave it my all 915 00:30:33.480 --> 00:30:35.520 and I had nothing to show for it. 916 00:30:35.520 --> 00:30:36.840 Now, I've actually had that since, 917 00:30:36.840 --> 00:30:38.120 because five years ago I lost it right. 918 00:30:38.120 --> 00:30:39.600 No external results is right for it. 919 00:30:39.600 --> 00:30:41.040 So I do know what that's like. 920 00:30:41.040 --> 00:30:42.240 I think at the end of your life, 921 00:30:42.240 --> 00:30:46.440 you'd still be more proud of the man that did his everything. 922 00:30:48.200 --> 00:30:50.640 Give it is all, let it all in the field, 923 00:30:50.640 --> 00:30:52.000 even if he didn't win. 924 00:30:52.000 --> 00:30:53.040 And I think that would be the man 925 00:30:53.040 --> 00:30:54.400 that I'd be more proud to be.