WEBVTT 1 00:00:00.000 --> 00:00:01.120 Modestination, what's going on? 2 00:00:01.120 --> 00:00:02.560 We've got a special podcast for each of you today. 3 00:00:02.560 --> 00:00:05.520 This is part two of the zero to a hundred million dollars 4 00:00:05.520 --> 00:00:09.120 in sales by age 30 podcasts I did with Albert Perciado 5 00:00:09.120 --> 00:00:12.760 from Driven, where we talk about how to win and win big, 6 00:00:12.760 --> 00:00:15.520 how we scaled our social media to almost 2 million person 7 00:00:15.520 --> 00:00:19.160 audience in under two years and third, 8 00:00:19.160 --> 00:00:21.240 and the understanding of control and freedom 9 00:00:21.240 --> 00:00:23.800 and how it relates to the entrepreneurial journey 10 00:00:23.800 --> 00:00:25.320 in growth in business. 11 00:00:25.320 --> 00:00:26.320 Enjoy. 12 00:00:26.320 --> 00:00:28.040 Tony Robbins talks about this, 13 00:00:28.040 --> 00:00:29.480 which is like, we have this like un-stated question 14 00:00:29.480 --> 00:00:31.600 that we ask all the time, I think he says, 15 00:00:31.600 --> 00:00:33.280 his is like, can I make this better? 16 00:00:33.280 --> 00:00:35.200 And when I was at the Tony Robbins event, 17 00:00:35.200 --> 00:00:36.920 I was like, I wonder what my question is, 18 00:00:36.920 --> 00:00:39.600 that like the one in a question you repeat over and over again. 19 00:00:39.600 --> 00:00:41.920 And I think mine is like, how can I use this? 20 00:00:42.960 --> 00:00:45.200 Welcome to the game where we talk about how to get more customers, 21 00:00:45.200 --> 00:00:47.200 how to make more customers, how to keep them longer, 22 00:00:47.200 --> 00:00:49.000 and the many failures and lessons we have learned 23 00:00:49.000 --> 00:00:49.840 along the way. 24 00:00:49.840 --> 00:00:52.120 I hope you enjoy and subscribe. 25 00:00:52.120 --> 00:00:54.840 I've always screamed to the world, I have this, 26 00:00:54.840 --> 00:00:57.120 so I'm gonna have this before I have it. 27 00:00:57.160 --> 00:00:58.800 And then it becomes a reality. 28 00:00:58.800 --> 00:01:01.040 Maybe not, maybe I don't reach the number. 29 00:01:01.040 --> 00:01:04.440 Maybe I don't reach 50 million, but I reach 36 million. 30 00:01:04.440 --> 00:01:06.160 And but I've always been like that. 31 00:01:06.160 --> 00:01:09.080 And that keeps me pushed, it motivates me. 32 00:01:09.080 --> 00:01:11.760 And you talked about private, private flying. 33 00:01:11.760 --> 00:01:14.000 I never imagined I would fly private. 34 00:01:14.000 --> 00:01:15.160 Like I never imagined it. 35 00:01:15.160 --> 00:01:16.600 And then I screamed to the world, 36 00:01:16.600 --> 00:01:17.680 like we're gonna fly private. 37 00:01:17.680 --> 00:01:19.560 I screamed to the world, we're gonna buy a jet. 38 00:01:19.560 --> 00:01:22.000 We haven't bought the jet yet, but we will. 39 00:01:22.000 --> 00:01:26.320 But when I flew private the first time with Sil, 40 00:01:26.320 --> 00:01:30.440 and it felt, it's just a different, amazing feeling. 41 00:01:30.440 --> 00:01:32.040 I know what you're like. 42 00:01:32.040 --> 00:01:33.960 Because you know where you spend your money, 43 00:01:33.960 --> 00:01:35.440 you spend money on things you love. 44 00:01:35.440 --> 00:01:37.080 So like flying private, can you talk, 45 00:01:37.080 --> 00:01:39.040 has did that change anything in your life, 46 00:01:39.040 --> 00:01:41.640 or how was your first experience flying private? 47 00:01:41.640 --> 00:01:43.600 I've said this before, like it just transforms 48 00:01:43.600 --> 00:01:45.120 what is normally a painful experience 49 00:01:45.120 --> 00:01:46.320 into one that can be enjoyable. 50 00:01:46.320 --> 00:01:48.400 Like going from economy to first class, 51 00:01:48.400 --> 00:01:49.720 I don't think makes the flight enjoyable. 52 00:01:49.720 --> 00:01:51.280 I think it just makes it less painful. 53 00:01:51.280 --> 00:01:54.680 I think flying private does make it an enjoyable experience. 54 00:01:54.720 --> 00:01:56.840 That being said to what you were saying earlier, 55 00:01:56.840 --> 00:01:58.200 about like casting it out in the world 56 00:01:58.200 --> 00:01:59.880 and trying to make it to reality, 57 00:01:59.880 --> 00:02:01.880 this is me just throwing it out there. 58 00:02:01.880 --> 00:02:04.880 I think you would be just as successful if you didn't do it. 59 00:02:04.880 --> 00:02:06.520 Because I think it's who you are. 60 00:02:06.520 --> 00:02:07.440 Like you were going to win 61 00:02:07.440 --> 00:02:09.680 because winners win and that is innate. 62 00:02:09.680 --> 00:02:11.040 And so if someone put duct tape on your mouth 63 00:02:11.040 --> 00:02:12.520 and took away your social media, 64 00:02:12.520 --> 00:02:13.880 you'd still fucking kill it. 65 00:02:13.880 --> 00:02:16.120 And so, you know, like on the flip side, 66 00:02:16.120 --> 00:02:17.880 like they've seen people who set really big goals 67 00:02:17.880 --> 00:02:20.120 and then they go after them and that's what drives them. 68 00:02:20.120 --> 00:02:22.600 And then you can also set goals that you never miss 69 00:02:22.600 --> 00:02:26.120 and you always keep over delivering on that incremental goal. 70 00:02:26.120 --> 00:02:27.760 I think either way, the winners win 71 00:02:27.760 --> 00:02:30.600 because of the activities that they do that drive the result. 72 00:02:30.600 --> 00:02:33.360 I'm less spiritual about my about winning. 73 00:02:33.360 --> 00:02:34.920 Are there certain traits that you see? 74 00:02:34.920 --> 00:02:36.240 Like when you see somebody, 75 00:02:36.240 --> 00:02:38.600 yeah, can you tell like in five minutes 76 00:02:38.600 --> 00:02:40.960 if they have what it takes to win big 77 00:02:40.960 --> 00:02:44.240 or does it take time for you to end the lice person? 78 00:02:44.240 --> 00:02:45.800 Do you know a lot of people are afraid of shit? 79 00:02:45.800 --> 00:02:47.920 Yeah, I think talking to people, 80 00:02:47.920 --> 00:02:49.760 you get a vibe for how, you know, 81 00:02:49.760 --> 00:02:52.840 like how sharp they are, some level of character. 82 00:02:52.840 --> 00:02:54.560 I mean, there's the whole like thinking fast and slow, 83 00:02:54.560 --> 00:02:56.480 like you can make, you know, 30, I mean, 84 00:02:56.480 --> 00:02:57.680 cause I, I used to know from selling 85 00:02:57.680 --> 00:02:58.800 and you've done a lot of sales too, 86 00:02:58.800 --> 00:03:00.600 like someone walks in the door. 87 00:03:00.600 --> 00:03:01.720 I usually had a pretty good idea 88 00:03:01.720 --> 00:03:02.480 of whether I was gonna close them 89 00:03:02.480 --> 00:03:04.040 not before they even like started talking. 90 00:03:04.040 --> 00:03:05.560 You know, I mean, like you just start seeing pattern. 91 00:03:05.560 --> 00:03:06.960 And so over and like this person, 92 00:03:06.960 --> 00:03:08.000 I know how I'm gonna, you know, 93 00:03:08.000 --> 00:03:09.720 what angle I get to come from to like a lot, 94 00:03:09.720 --> 00:03:10.840 you know, unlock this. 95 00:03:12.480 --> 00:03:15.360 But I don't, you know, I don't want to sound arrogant. 96 00:03:15.360 --> 00:03:17.720 Like I can just, I can read everyone. 97 00:03:17.720 --> 00:03:20.120 But I think it's when you get these unique pairings 98 00:03:20.120 --> 00:03:20.960 of people, like what, 99 00:03:20.960 --> 00:03:23.160 cause I was trying to think of like what is it factor? 100 00:03:23.160 --> 00:03:24.160 What is like X factor? 101 00:03:24.160 --> 00:03:25.000 Like what is it? 102 00:03:25.000 --> 00:03:25.840 What makes someone special? 103 00:03:25.840 --> 00:03:29.520 What is, why do some people raise, get raised up, right? 104 00:03:29.520 --> 00:03:33.280 And I think it's when we have patterns we don't recognize. 105 00:03:33.280 --> 00:03:37.200 And so for example, like if you look at this outfit, right? 106 00:03:37.200 --> 00:03:38.040 Yeah. 107 00:03:38.040 --> 00:03:40.000 A lot of times in my videos, I'm wearing a wife-beater 108 00:03:40.000 --> 00:03:41.560 and I look like I'm in a basement. 109 00:03:41.560 --> 00:03:42.400 Yeah. 110 00:03:42.400 --> 00:03:43.400 It's just being real, right? 111 00:03:43.400 --> 00:03:44.240 Yeah. 112 00:03:44.840 --> 00:03:48.240 And I think people have an expectation 113 00:03:48.240 --> 00:03:50.680 of what I'm going to sound like, 114 00:03:50.680 --> 00:03:52.520 whatever my level of intelligence is, 115 00:03:52.520 --> 00:03:55.360 whatever level of success they are expecting. 116 00:03:55.360 --> 00:03:57.720 And then it's not met. 117 00:03:57.720 --> 00:03:59.440 And so I think that when people can, 118 00:03:59.440 --> 00:04:01.400 and I think that those patterns 119 00:04:01.400 --> 00:04:03.080 where people, what happens is people are like, 120 00:04:03.080 --> 00:04:04.160 wait a second, what happened here? 121 00:04:04.160 --> 00:04:05.840 And then all of a sudden the brain goes into learning mode, 122 00:04:05.840 --> 00:04:07.680 cause normally it's like pattern recognition, 123 00:04:07.680 --> 00:04:08.520 pattern recognition. 124 00:04:08.520 --> 00:04:10.240 And then you don't actually have to consciously think 125 00:04:10.240 --> 00:04:12.240 because it's just all unconscious. 126 00:04:12.240 --> 00:04:13.840 Like you're just, I know what that person is. 127 00:04:13.920 --> 00:04:14.800 I know what they're about, 128 00:04:14.800 --> 00:04:17.880 because people usually grab their identities off the shelf. 129 00:04:17.880 --> 00:04:20.160 They say, oh, I'm going to be a country boy 130 00:04:20.160 --> 00:04:23.160 and then they just adopt the country boy outfit. 131 00:04:23.160 --> 00:04:26.640 Or I'm going to be the Instagram influencer avatar, right? 132 00:04:26.640 --> 00:04:28.720 And then they put that outfit on 133 00:04:28.720 --> 00:04:31.040 and they believe those things, they do those things. 134 00:04:31.040 --> 00:04:33.720 And then they become just like everybody else. 135 00:04:33.720 --> 00:04:36.720 And so I think a big part of the quote authenticity 136 00:04:36.720 --> 00:04:38.400 is like everybody has had a unique experience 137 00:04:38.400 --> 00:04:39.800 but they don't express that. 138 00:04:39.800 --> 00:04:41.240 And so they just conform. 139 00:04:41.240 --> 00:04:43.000 And so I think if you can, 140 00:04:43.000 --> 00:04:46.200 if you have true alignment of what you really deeply believe 141 00:04:46.200 --> 00:04:49.160 and what you say and what you do and how you act, 142 00:04:49.160 --> 00:04:50.520 then that is the authenticity, 143 00:04:50.520 --> 00:04:51.880 but I think most people are afraid of doing it 144 00:04:51.880 --> 00:04:53.640 because they're afraid of being rejected. 145 00:04:53.640 --> 00:04:56.880 And so it's so much safer to pull an identity off the shelf, 146 00:04:56.880 --> 00:05:00.360 dress like a goth, dress like a punk, 147 00:05:00.360 --> 00:05:02.440 dress like a corporate dude, 148 00:05:02.440 --> 00:05:04.600 dress like the real estate guys, 149 00:05:04.600 --> 00:05:08.120 rather than just have something that's a little bit different. 150 00:05:08.120 --> 00:05:10.080 And that's what I think gives people pause 151 00:05:10.080 --> 00:05:12.920 and I think that's what gives people, 152 00:05:12.920 --> 00:05:14.440 it factor or X factor. 153 00:05:14.440 --> 00:05:16.640 Yeah, speaking of that, the branding, 154 00:05:16.640 --> 00:05:18.200 because you're a genius marketer 155 00:05:18.200 --> 00:05:21.440 and you know exactly what you're doing. 156 00:05:21.440 --> 00:05:24.280 I could tell you know exactly what you're doing. 157 00:05:24.280 --> 00:05:26.120 Like there's always the strategy. 158 00:05:26.120 --> 00:05:27.480 Like I think the same way. 159 00:05:27.480 --> 00:05:30.560 There's always a reason why you're doing something. 160 00:05:30.560 --> 00:05:33.280 So like for example, like let's say if you look like me, 161 00:05:33.280 --> 00:05:35.080 like if you buzz your hair and you start 162 00:05:35.080 --> 00:05:37.400 where dressing like me and then I switch it up 163 00:05:37.400 --> 00:05:40.240 and I start looking at you, I dress the same way 164 00:05:40.240 --> 00:05:43.280 and you know I get a bit bigger and stuff. 165 00:05:43.280 --> 00:05:46.200 Do you think people are gonna be like wait a minute, 166 00:05:46.200 --> 00:05:48.680 that's not Albert, wait a minute, that's not Alex. 167 00:05:48.680 --> 00:05:50.960 Do you think it's important to have a look 168 00:05:50.960 --> 00:05:54.440 that separates you and that gives you that unique identity? 169 00:05:54.440 --> 00:05:57.280 I think how you dress is a part of your identity 170 00:05:57.280 --> 00:05:58.080 whether you like it or not. 171 00:05:58.080 --> 00:06:02.280 Even someone who like, I mean candidly probably dresses like me, 172 00:06:02.280 --> 00:06:04.040 it's like I might be trying to communicate something 173 00:06:04.040 --> 00:06:06.400 which is like I'm dressing for comfort 174 00:06:06.400 --> 00:06:08.840 and function matters more to me than form. 175 00:06:08.840 --> 00:06:10.640 Like that would be a value that I'm communicating 176 00:06:10.640 --> 00:06:11.800 with how I dress. 177 00:06:11.800 --> 00:06:12.800 It's also true. 178 00:06:12.800 --> 00:06:15.320 Now if that if that weren't true, 179 00:06:15.320 --> 00:06:16.920 then it would be silly for me to dress in a way 180 00:06:16.920 --> 00:06:18.200 that would communicate that. 181 00:06:18.200 --> 00:06:21.120 Like Layla probably dresses the exact opposite of me. 182 00:06:21.120 --> 00:06:22.880 She usually dresses it like her, 183 00:06:22.880 --> 00:06:26.280 her outfits probably cost more than our rent every month. 184 00:06:26.280 --> 00:06:28.040 And every day. 185 00:06:28.040 --> 00:06:32.480 But like, because for her that communicates something else 186 00:06:32.480 --> 00:06:35.360 which for her is like I am excellent. 187 00:06:35.360 --> 00:06:37.080 Everything I have is always dialed in. 188 00:06:37.080 --> 00:06:39.920 Like from every aspect of what I'm doing 189 00:06:39.920 --> 00:06:42.560 like was curated, was thought of. 190 00:06:42.560 --> 00:06:45.920 And I'm here to present my best self for the day, 191 00:06:45.920 --> 00:06:47.560 for the opportunity for ever being the room. 192 00:06:47.560 --> 00:06:51.120 And I would respect it under them by how I show up. 193 00:06:51.120 --> 00:06:52.280 Not that I don't feel that way. 194 00:06:52.280 --> 00:06:53.360 I just do it differently. 195 00:06:53.360 --> 00:06:54.200 You know what I mean? 196 00:06:54.200 --> 00:06:56.800 But I think people like you because of the way you look. 197 00:06:56.800 --> 00:06:58.280 Like you have that look. 198 00:06:58.280 --> 00:06:59.120 And still the same way. 199 00:06:59.120 --> 00:07:00.280 She always has to be ready. 200 00:07:00.280 --> 00:07:01.800 Her nails or eyelashes. 201 00:07:01.800 --> 00:07:04.000 She needs to put up and she's the one. 202 00:07:04.000 --> 00:07:06.400 Because I dress, we don't dress that much different. 203 00:07:06.400 --> 00:07:07.520 I'm pretty casual. 204 00:07:07.520 --> 00:07:09.040 But I used to dress more casual. 205 00:07:09.040 --> 00:07:10.520 And she's the one that forced me to like, 206 00:07:10.520 --> 00:07:13.040 hey, you can't look at that. 207 00:07:13.040 --> 00:07:15.520 You can't look at that casual when you run 208 00:07:15.520 --> 00:07:18.000 a mortgage company or a real estate. 209 00:07:18.000 --> 00:07:20.680 So she got me to looking a bit more professional. 210 00:07:20.680 --> 00:07:21.520 But this is me. 211 00:07:21.520 --> 00:07:23.680 Like you have trainings on Tuesdays Wednesdays. 212 00:07:23.680 --> 00:07:24.600 I'm dressed like this. 213 00:07:24.600 --> 00:07:25.440 I take that. 214 00:07:25.440 --> 00:07:27.920 I don't, when I, you know, sometimes people expect you 215 00:07:27.920 --> 00:07:30.680 because you're the owner or whatever title you have, 216 00:07:30.680 --> 00:07:32.520 they expect you to be in the suit and the tie. 217 00:07:32.520 --> 00:07:33.360 Yeah. 218 00:07:33.360 --> 00:07:34.200 I don't like it. 219 00:07:34.200 --> 00:07:35.520 I'm comfortable like this too. 220 00:07:35.520 --> 00:07:36.360 Yeah. 221 00:07:36.360 --> 00:07:37.960 Is that one of the main reasons why you do it comfortable? 222 00:07:37.960 --> 00:07:40.200 Not the main reason is because it's what I genuinely. 223 00:07:40.200 --> 00:07:41.040 That's what you are. 224 00:07:41.040 --> 00:07:41.880 I am comfortable. 225 00:07:41.880 --> 00:07:42.720 Yeah, I'm comfortable. 226 00:07:42.720 --> 00:07:43.560 This is what I wear. 227 00:07:43.560 --> 00:07:44.680 I go to the gym with this. 228 00:07:44.680 --> 00:07:45.920 I go out to dinner with this. 229 00:07:45.920 --> 00:07:48.240 I go to this is just how I dress. 230 00:07:48.240 --> 00:07:51.960 And like, all right, I'll go deep on this with you for a second. 231 00:07:51.960 --> 00:07:55.520 So I just bought 40 pairs of white tank tops 232 00:07:55.520 --> 00:07:58.280 to figure out what was the best white tank top. 233 00:07:58.280 --> 00:08:02.120 I bought probably 25 pairs of barefoot shoes 234 00:08:02.120 --> 00:08:04.800 to figure out which was the most comfortable when I worked out, 235 00:08:04.800 --> 00:08:06.680 which was the easiest that I could put on or off, 236 00:08:06.680 --> 00:08:08.480 which was the one that didn't bother my foot when I, 237 00:08:08.480 --> 00:08:10.000 because we walked like two hours a day. 238 00:08:10.000 --> 00:08:12.200 And so putting all those things together 239 00:08:12.200 --> 00:08:14.280 so I could pick the right one 240 00:08:14.280 --> 00:08:16.680 so that I just don't have to think about it ever again. 241 00:08:16.680 --> 00:08:18.520 So like in terms of, that's for me 242 00:08:18.520 --> 00:08:20.480 because that's just like, I tend to operate that way. 243 00:08:20.480 --> 00:08:22.720 Like when I would, I used to eat the same sandwich every day 244 00:08:22.720 --> 00:08:23.840 and Lailie used to joke about it 245 00:08:23.840 --> 00:08:27.560 because like I had a bagel with this protein cream cheese 246 00:08:27.560 --> 00:08:29.600 and locks that was low fat locks 247 00:08:29.600 --> 00:08:32.080 because the whole meal was like a hundred grams of protein. 248 00:08:32.120 --> 00:08:34.320 And she saw me every day experiment 249 00:08:34.320 --> 00:08:35.640 with a different way of eating it, which is like, 250 00:08:35.640 --> 00:08:37.920 okay, I'm going to put the locks, the cream cheese and the thing. 251 00:08:37.920 --> 00:08:40.400 And I'm going to toast it and I'll do glop, glop 252 00:08:40.400 --> 00:08:41.240 and then take a bite. 253 00:08:41.240 --> 00:08:43.360 The other way is like, I put the cream cheese on 254 00:08:43.360 --> 00:08:45.400 and the salmon on and do that. 255 00:08:45.400 --> 00:08:46.840 Another way is I chopped it all, 256 00:08:46.840 --> 00:08:48.600 chopped all the salmon up so it was mushed. 257 00:08:48.600 --> 00:08:50.600 I didn't have to like have pieces that I'd pull off 258 00:08:50.600 --> 00:08:52.560 because you know, like half the sandwich is missing 259 00:08:52.560 --> 00:08:54.120 because you either like got a piece. 260 00:08:54.120 --> 00:08:55.680 And so it's like, just continue the thing. 261 00:08:55.680 --> 00:08:57.440 Like is there a better way I can do this? 262 00:08:57.440 --> 00:08:59.520 And I think that like we all have these kind of innate questions, 263 00:08:59.520 --> 00:09:00.480 Tony Robbins talks about this, 264 00:09:00.480 --> 00:09:02.800 which like we have this like unstated question that we ask 265 00:09:02.800 --> 00:09:03.640 all the time. 266 00:09:03.640 --> 00:09:06.400 I think he says his is like, can I make this better? 267 00:09:06.400 --> 00:09:08.520 And when I was at the Tony Robbins event, 268 00:09:08.520 --> 00:09:10.880 I was like, I wonder what my question is 269 00:09:10.880 --> 00:09:13.680 that like the one innate question you repeat over and over again. 270 00:09:13.680 --> 00:09:16.520 And I think mine is like, how can I use this? 271 00:09:16.520 --> 00:09:17.960 And his was like, how can I make this better? 272 00:09:17.960 --> 00:09:19.640 For me, like it's so it was like, if I, you know, 273 00:09:19.640 --> 00:09:21.680 if I meet, and it probably sounds really utilitarian, 274 00:09:21.680 --> 00:09:23.680 if I meet someone like, how can I use this? 275 00:09:23.680 --> 00:09:24.640 Which probably sounds bad. 276 00:09:24.640 --> 00:09:25.640 But like I think that's what it like, 277 00:09:25.640 --> 00:09:27.920 if I have a bad situation like, how can I use this? 278 00:09:27.920 --> 00:09:29.400 I think it also saves you a lot of time, right? 279 00:09:29.400 --> 00:09:31.280 You just, you know, you're going to wear the same thing. 280 00:09:31.280 --> 00:09:31.840 Exactly. 281 00:09:31.840 --> 00:09:32.720 I need the same thing. 282 00:09:32.720 --> 00:09:33.200 100%. 283 00:09:33.200 --> 00:09:35.320 And so that's, how can I use an outfit? 284 00:09:35.320 --> 00:09:37.840 Well, this outfit is optimized for working out. 285 00:09:37.840 --> 00:09:39.400 I can change my temperature really easily 286 00:09:39.400 --> 00:09:41.680 because if it's too cold in here, I can roll and button. 287 00:09:41.680 --> 00:09:43.360 And if it gets hot, I can roll it up. 288 00:09:43.360 --> 00:09:45.040 If it gets way too hot, I can take it off 289 00:09:45.040 --> 00:09:46.560 and I'm just in a beater, right? 290 00:09:46.560 --> 00:09:48.040 I can do the workouts with this. 291 00:09:48.040 --> 00:09:49.600 And I can, if I buttoned up and go out, 292 00:09:49.600 --> 00:09:51.200 I can go walk into any restaurant. 293 00:09:51.200 --> 00:09:53.320 If I take these off because these are not sandals, 294 00:09:53.320 --> 00:09:54.720 because I've gone to the nicest restaurants. 295 00:09:54.720 --> 00:09:58.160 If I put my sport mode on, no one stops me, right? 296 00:09:58.280 --> 00:09:59.280 Four-wheel drive. 297 00:09:59.280 --> 00:10:01.920 Anyways, all that to say, I think this represents 298 00:10:01.920 --> 00:10:03.680 probably a lot of the values that I have 299 00:10:03.680 --> 00:10:05.760 in terms of, like, I've thought of all of these things 300 00:10:05.760 --> 00:10:07.680 for me of what is convenient, what is functional, 301 00:10:07.680 --> 00:10:08.680 what is comfortable. 302 00:10:08.680 --> 00:10:10.880 And then this is the end result of that. 303 00:10:10.880 --> 00:10:12.000 On a quick, quick questions, 304 00:10:12.000 --> 00:10:13.280 on the 100 grams of protein, 305 00:10:13.280 --> 00:10:15.400 can your body process that at one setting or is, 306 00:10:15.400 --> 00:10:17.280 or because I heard that it could only process 307 00:10:17.280 --> 00:10:19.080 like 30, 40 grams at once. 308 00:10:19.080 --> 00:10:20.600 So 100 grams protein is good. 309 00:10:20.600 --> 00:10:21.600 You get it out of the way. 310 00:10:21.600 --> 00:10:24.440 It's not the, so there's a nuance to that. 311 00:10:24.440 --> 00:10:25.880 There's a nuance to it. 312 00:10:25.880 --> 00:10:28.400 You can't do 100 grams of protein. 313 00:10:29.560 --> 00:10:32.040 It's 30 to 40 per hour. 314 00:10:32.040 --> 00:10:34.240 But you would eat 100 and you'd process 315 00:10:34.240 --> 00:10:35.760 the first 30 to 40 in the first hour, 316 00:10:35.760 --> 00:10:37.000 then you'd process the next 30 to 40, 317 00:10:37.000 --> 00:10:39.480 the next hour, and then, like, it's in your gut all the time. 318 00:10:39.480 --> 00:10:43.920 So you can, I mean, like, thinking that that would limit 319 00:10:43.920 --> 00:10:45.760 your protein intake, because you have to space it out 320 00:10:45.760 --> 00:10:47.320 throughout the day, it would be like saying, 321 00:10:47.320 --> 00:10:48.800 a caveman isn't going to get his protein 322 00:10:48.800 --> 00:10:51.320 if he kills an animal and then eats 200 grams of protein 323 00:10:51.320 --> 00:10:52.920 in one sitting because he's fucking starving. 324 00:10:52.920 --> 00:10:54.720 That he only eats the 30 grams, 325 00:10:54.720 --> 00:10:56.840 the other 170 or thrown out. 326 00:10:56.840 --> 00:10:58.160 Like, you know what I mean? 327 00:10:58.160 --> 00:11:00.400 So it's just, you're going to get the first 30 to 40 now, 328 00:11:00.400 --> 00:11:01.920 and then in an hour, you get another 30 to 40, 329 00:11:01.920 --> 00:11:03.520 just like, and so you have nutrients 330 00:11:03.520 --> 00:11:04.840 that are going through your system. 331 00:11:04.840 --> 00:11:05.680 Yeah. 332 00:11:05.680 --> 00:11:07.960 Now Alex, going to where you work from, 333 00:11:07.960 --> 00:11:10.560 like the closet, is it a closet? 334 00:11:10.560 --> 00:11:12.520 It's a closet and you always have no strips. 335 00:11:12.520 --> 00:11:13.960 What are, are those no strips, 336 00:11:13.960 --> 00:11:16.240 do they make you smarter, or what are those, 337 00:11:16.240 --> 00:11:17.080 what's special about this? 338 00:11:17.080 --> 00:11:19.200 I was like, I've had two operations on my nose. 339 00:11:19.200 --> 00:11:20.640 I can't breathe two out of my nose. 340 00:11:20.920 --> 00:11:25.520 And so it just keeps it open for me, 341 00:11:25.520 --> 00:11:26.440 which is why I wear them, 342 00:11:26.440 --> 00:11:29.320 and because if I don't, I do this all day long, 343 00:11:29.320 --> 00:11:32.040 which I hate doing, so it just keeps it open. 344 00:11:32.040 --> 00:11:32.840 That was the no strip thing. 345 00:11:32.840 --> 00:11:36.800 And then I like the being in the windowless closet 346 00:11:36.800 --> 00:11:41.360 because if I have, like, I love views to look at, 347 00:11:41.360 --> 00:11:43.320 but if I look at views while I'm working, 348 00:11:43.320 --> 00:11:46.960 I will stare out into space for hours, 349 00:11:46.960 --> 00:11:48.040 and then I'm like, oh, where am I? 350 00:11:48.040 --> 00:11:49.480 And then 25 minutes went by. 351 00:11:49.480 --> 00:11:52.400 So if I have, like, I'm just very scattered, 352 00:11:52.400 --> 00:11:53.680 I think, by nature. 353 00:11:53.680 --> 00:11:58.080 And so I try and control as many environmental conditions 354 00:11:58.080 --> 00:11:58.680 I can. 355 00:12:00.680 --> 00:12:03.000 Hey guys, love that you're listening to the podcast. 356 00:12:03.000 --> 00:12:05.840 If you ever want to have the video version of this, 357 00:12:05.840 --> 00:12:08.400 which usually has more effects, more visuals, more graphs, 358 00:12:08.400 --> 00:12:09.760 you know, drawn out stuff, 359 00:12:09.760 --> 00:12:12.280 sometimes it can help hit the brain centers 360 00:12:12.280 --> 00:12:13.120 in different ways. 361 00:12:13.120 --> 00:12:13.960 You can check out my YouTube channel. 362 00:12:13.960 --> 00:12:15.680 It's absolutely free to check that out. 363 00:12:15.680 --> 00:12:16.760 If that's what you are into, 364 00:12:16.760 --> 00:12:18.560 and if not, keep enjoying the show. 365 00:12:20.480 --> 00:12:22.920 When I met you, you had a long talk. 366 00:12:22.920 --> 00:12:25.000 It was like, I think you looked for like two hours. 367 00:12:25.000 --> 00:12:26.560 Because I didn't know you, right? 368 00:12:26.560 --> 00:12:29.120 So I see you speaking, and I'm there, 369 00:12:29.120 --> 00:12:30.440 and I'm like 10, 15 minutes in, 370 00:12:30.440 --> 00:12:32.320 and then it's like 30 minutes in, 371 00:12:32.320 --> 00:12:34.720 and then I'm like, damn, he's still on. 372 00:12:34.720 --> 00:12:39.080 So I'm like, and you're like a lot about value. 373 00:12:39.080 --> 00:12:41.720 You're just, you're talking about the boring stuff. 374 00:12:41.720 --> 00:12:43.360 Not in the bad way, but that's the stuff 375 00:12:43.360 --> 00:12:44.840 that people need to listen to. 376 00:12:44.840 --> 00:12:49.160 People get, they want to entertain me and all that stuff. 377 00:12:49.160 --> 00:12:52.480 But I stepped out, got a drink, came back in, 378 00:12:52.480 --> 00:12:54.480 and it's like an hour and 15, you're still there. 379 00:12:54.480 --> 00:12:55.960 And then it goes on and on, 380 00:12:55.960 --> 00:12:57.680 and then I see I met you after, 381 00:12:57.680 --> 00:12:59.680 when you came out and we're at the bar. 382 00:12:59.680 --> 00:13:03.600 But my question is on social media, 383 00:13:03.600 --> 00:13:06.120 you got into social media not too long ago, right? 384 00:13:06.120 --> 00:13:08.400 Because you weren't that known before, 385 00:13:08.400 --> 00:13:11.200 and I think was it eight months ago or a little bit more. 386 00:13:11.200 --> 00:13:13.520 18 months is when I made my first YouTube video. 387 00:13:13.520 --> 00:13:16.320 So in 18 months, you just blew up 388 00:13:16.320 --> 00:13:19.640 and got a bunch of followers, got verified. 389 00:13:19.640 --> 00:13:21.800 Was that your priority that you wanted to do, 390 00:13:21.800 --> 00:13:24.440 or did you have a game plan on that, or how'd you do that? 391 00:13:24.440 --> 00:13:27.480 Yeah, so there were a couple of things. 392 00:13:27.480 --> 00:13:30.800 So Dean Grassyossi, who's Tony Robbins, right hand man, 393 00:13:30.800 --> 00:13:32.320 who's become a, I wasn't with him, I know him. 394 00:13:32.320 --> 00:13:34.960 Yeah, he's become a close friend. 395 00:13:34.960 --> 00:13:38.000 I asked him, is fame worth it? 396 00:13:38.000 --> 00:13:39.840 Because I was like, I was very big on the like, 397 00:13:39.840 --> 00:13:41.040 just be rich and anonymous. 398 00:13:41.040 --> 00:13:42.800 Like I liked just being rich and anonymous. 399 00:13:42.800 --> 00:13:46.480 And he said, you know Alex, I get people 400 00:13:46.480 --> 00:13:49.600 who send me weird messages and threads and thread my family. 401 00:13:49.600 --> 00:13:51.240 He said, but if that's the price I have to pay 402 00:13:51.240 --> 00:13:52.400 to make the impact I want to have, 403 00:13:52.400 --> 00:13:54.720 I'd pay it every day of the week. 404 00:13:54.720 --> 00:13:56.120 And we said that it really hit me because I was like, 405 00:13:56.120 --> 00:13:59.480 man, I guess I'm trying to stay in this hole 406 00:13:59.480 --> 00:14:02.720 and not be known because I was kind of showing all that. 407 00:14:02.720 --> 00:14:03.880 And he's like, but if you want to make the impact, 408 00:14:03.880 --> 00:14:05.480 you want to help the people that you say you want to help, 409 00:14:05.480 --> 00:14:07.000 like you have to become known. 410 00:14:07.000 --> 00:14:09.000 And so that was kind of like one of the big things 411 00:14:09.000 --> 00:14:10.320 that started me on the path. 412 00:14:10.320 --> 00:14:12.360 That's probably the last push that got me into like, 413 00:14:12.360 --> 00:14:14.200 all right, I'll start making content or what not. 414 00:14:14.200 --> 00:14:16.120 And then from a business perspective, 415 00:14:16.120 --> 00:14:18.320 you know, we're looking for internet businesses 416 00:14:18.320 --> 00:14:20.720 that are doing, you know, 3 million to 30 million a year 417 00:14:20.720 --> 00:14:22.680 to, you know, take a meaningful stake in 418 00:14:22.680 --> 00:14:24.000 so we can help scale them. 419 00:14:24.000 --> 00:14:26.360 And so that's what acquisition.com is. 420 00:14:26.360 --> 00:14:29.760 And so the best way to do that type of structure 421 00:14:29.760 --> 00:14:31.080 is to have inbound deal flows. 422 00:14:31.080 --> 00:14:33.880 To have people see stuff and then decide to walk towards you. 423 00:14:33.880 --> 00:14:35.120 Whereas the rest of my companies 424 00:14:35.120 --> 00:14:37.760 have always built off of paid ads, affiliates, 425 00:14:37.760 --> 00:14:40.560 you know, cold calling, manual outbound, things like that. 426 00:14:40.560 --> 00:14:42.520 And so, but I knew with this process, you know, 427 00:14:42.520 --> 00:14:46.960 going, getting a proprietary deal flow structure set up 428 00:14:46.960 --> 00:14:50.600 with trust at the onset where we've already provided value, 429 00:14:50.600 --> 00:14:52.880 we've already helped someone 3X or 10X their business 430 00:14:52.880 --> 00:14:54.520 before they start working with us. 431 00:14:54.520 --> 00:14:56.760 It just speeds up the process so much more 432 00:14:56.760 --> 00:14:59.440 and we operate from shared trust from the beginning. 433 00:14:59.440 --> 00:15:00.960 And it just makes for what I would hope, 434 00:15:00.960 --> 00:15:04.080 you know, what I hoped and now I can say is true, 435 00:15:04.080 --> 00:15:06.440 a much more enjoyable experience for both people. 436 00:15:06.440 --> 00:15:08.000 And it makes the diligence much shorter. 437 00:15:08.000 --> 00:15:10.720 And so it just makes for an overall more efficient growth 438 00:15:10.720 --> 00:15:11.760 process. 439 00:15:11.760 --> 00:15:14.920 And also, because we come in as a minority partner 440 00:15:14.920 --> 00:15:17.760 with these companies, like I have no legal strong arm. 441 00:15:17.760 --> 00:15:20.760 I can't say I'm going to kick out the CEO, it's his company. 442 00:15:20.760 --> 00:15:22.240 And so it all has to be from a position 443 00:15:22.240 --> 00:15:24.440 of like influence and trust. 444 00:15:24.440 --> 00:15:27.560 And so like recently we just pulled the stats on the portfolio, 445 00:15:27.560 --> 00:15:29.640 but like the average company that we've worked with 446 00:15:29.640 --> 00:15:32.720 increases their revenue by 80% and triples their profit 447 00:15:32.720 --> 00:15:34.440 within the first eight months. 448 00:15:34.440 --> 00:15:35.480 It's pretty cool. 449 00:15:35.480 --> 00:15:37.200 But you can only do that if someone trusts you 450 00:15:37.200 --> 00:15:39.680 to like make major changes in the business. 451 00:15:39.680 --> 00:15:42.000 And like I still have to have some calls with them 452 00:15:42.000 --> 00:15:44.720 and be like, it's okay, we're going to increase this price 453 00:15:44.720 --> 00:15:46.160 or we're going to change this continuity, 454 00:15:46.160 --> 00:15:47.920 we're going to eliminate this product line. 455 00:15:47.920 --> 00:15:50.840 And if it was a traditional kind of like private equity 456 00:15:50.840 --> 00:15:52.800 or family office relationship, 457 00:15:52.800 --> 00:15:55.400 they would probably be much more resistant to those things. 458 00:15:55.400 --> 00:15:58.080 And so all of this branding stuff 459 00:15:58.080 --> 00:16:01.680 has the function of generating inbound companies for us. 460 00:16:01.680 --> 00:16:04.320 But then also if we zoom way, way, way out, 461 00:16:04.320 --> 00:16:06.080 I like the idea of just helping a lot of people 462 00:16:06.080 --> 00:16:07.560 for free without really selling anything. 463 00:16:07.560 --> 00:16:09.120 You spend a lot of money on ads right now? 464 00:16:09.120 --> 00:16:10.320 That's been zero dollars on that. 465 00:16:10.320 --> 00:16:11.160 Zero. 466 00:16:11.160 --> 00:16:12.000 Zero. 467 00:16:12.000 --> 00:16:13.840 And you give a lot of value and you have that phrase 468 00:16:13.840 --> 00:16:16.000 where you say I have nothing to sell you. 469 00:16:16.000 --> 00:16:19.120 Was that a strategy or is that- 470 00:16:19.120 --> 00:16:20.280 Has not accident. 471 00:16:20.280 --> 00:16:21.280 It happened on accident. 472 00:16:21.280 --> 00:16:23.280 Well, I was really frustrated because people were like, 473 00:16:23.280 --> 00:16:24.280 this guy's going to sell us something. 474 00:16:24.280 --> 00:16:25.280 I was like, I have nothing to sell you. 475 00:16:25.280 --> 00:16:27.360 I was like, go to the website, what can you buy? 476 00:16:27.360 --> 00:16:28.560 There's nothing to buy. 477 00:16:28.560 --> 00:16:29.960 We're an investment company, like that's what we do. 478 00:16:29.960 --> 00:16:31.480 So we buy into companies, you know, 479 00:16:31.480 --> 00:16:33.040 we're definitely a private equity company. 480 00:16:33.040 --> 00:16:33.800 So that's what we do. 481 00:16:33.800 --> 00:16:36.800 So if you were like, when's the $10,000 course coming out? 482 00:16:36.800 --> 00:16:37.640 It's like, it's not. 483 00:16:37.640 --> 00:16:39.600 Like here's what you would get for the $10,000 course 484 00:16:39.600 --> 00:16:40.600 and I'll just give it to you. 485 00:16:40.600 --> 00:16:41.840 And you can just consume it and crush it. 486 00:16:41.840 --> 00:16:44.920 And the idea is the strategy behind the businesses 487 00:16:44.920 --> 00:16:47.760 get as many people as I possibly can into the world 488 00:16:47.760 --> 00:16:49.560 help as many of them as I possibly can 489 00:16:49.560 --> 00:16:50.960 with the best stuff out there. 490 00:16:50.960 --> 00:16:52.880 And then the people who are hyper-executors 491 00:16:52.880 --> 00:16:55.040 will self-select because they can execute 492 00:16:55.040 --> 00:16:57.800 without hand-holding and then they will seek us out 493 00:16:57.800 --> 00:16:59.960 and say, hey, I've used all your stuff. 494 00:16:59.960 --> 00:17:02.480 We three extra sales, we 10 extra profits, whatever it is. 495 00:17:02.480 --> 00:17:05.880 And now I want to go from $5,000,000 to $50,000. 496 00:17:05.880 --> 00:17:08.960 I want to go from $10,000,000 to $100,000, whatever it is. 497 00:17:08.960 --> 00:17:12.120 So wrapping up, Alex, to close out, 498 00:17:12.120 --> 00:17:15.840 I know that you sold a few companies, right? 499 00:17:15.840 --> 00:17:18.000 And you made a lot of millions. 500 00:17:18.000 --> 00:17:21.120 Can you share a little bit of the details maybe 501 00:17:21.120 --> 00:17:21.960 as much as you can? 502 00:17:21.960 --> 00:17:26.480 And then how did that change your life and layless life? 503 00:17:26.480 --> 00:17:29.960 So we sold two of the companies for $46.2 million. 504 00:17:29.960 --> 00:17:30.920 It was an all cash deal. 505 00:17:30.920 --> 00:17:33.560 There was no seller financing, no earnout, no consulting 506 00:17:33.560 --> 00:17:37.240 back, which was great, which was Jim Launch and Prestige Labs. 507 00:17:37.240 --> 00:17:39.520 We still retained 33% of the company. 508 00:17:39.520 --> 00:17:41.680 So we still believe in the company. 509 00:17:41.680 --> 00:17:44.280 We just wanted to exit from the majority position 510 00:17:44.280 --> 00:17:47.160 so that we could do acquisition.com, which is the goal. 511 00:17:47.160 --> 00:17:50.080 We sold Allen last year as well, which we were not 512 00:17:50.080 --> 00:17:51.360 at liberty to say what the price was. 513 00:17:51.360 --> 00:17:54.920 I can say it was a $12 million top line software company 514 00:17:54.920 --> 00:17:56.280 with we had done in 12 months prior. 515 00:17:56.280 --> 00:17:58.720 So we sold all three of those companies last year. 516 00:17:58.720 --> 00:18:01.400 And the thing is that we've always run really high cash 517 00:18:01.400 --> 00:18:02.080 low businesses. 518 00:18:02.080 --> 00:18:05.640 And to your point about living really pretty modestly 519 00:18:05.640 --> 00:18:07.480 compared to our income, Laila and I 520 00:18:07.480 --> 00:18:10.480 already taken about 45 million dividends out of the businesses 521 00:18:10.480 --> 00:18:12.480 just in the five years leading up to that. 522 00:18:12.480 --> 00:18:15.880 And so the $46 million price tag on the sale 523 00:18:15.880 --> 00:18:17.600 was not like life changing. 524 00:18:17.600 --> 00:18:21.480 And I can say this is that when the wire came in, 525 00:18:21.480 --> 00:18:23.880 I did not feel the money that came in, 526 00:18:23.880 --> 00:18:26.440 but I did feel the stop and cash flow. 527 00:18:26.440 --> 00:18:28.480 And so you're just accustomed to a certain amount 528 00:18:28.480 --> 00:18:29.440 of cash flow that comes in. 529 00:18:29.440 --> 00:18:32.160 And for me, that's like almost my thermostat 530 00:18:32.160 --> 00:18:33.560 for how I'm doing. 531 00:18:33.560 --> 00:18:37.360 And all of a sudden that my big cash flow pose got dropped 532 00:18:37.360 --> 00:18:39.120 down to zero, but then I got this big lump, 533 00:18:39.120 --> 00:18:40.520 but I didn't feel the lump. 534 00:18:40.520 --> 00:18:44.400 And so I feel poorer now building acquisition.com 535 00:18:44.400 --> 00:18:46.480 than I did with Jim Launcher and Procedure 536 00:18:46.480 --> 00:18:47.360 which is kind of interesting. 537 00:18:47.360 --> 00:18:49.680 Yeah, I'm just saying it was something that I didn't expect. 538 00:18:49.680 --> 00:18:52.440 Because most people, most people, they think about, 539 00:18:52.440 --> 00:18:54.800 oh, I'm going to sell, I'm going to get this much cash. 540 00:18:54.800 --> 00:18:57.160 But then they don't realize the cash flow. 541 00:18:57.160 --> 00:19:00.400 You went through that, so that really is important. 542 00:19:00.400 --> 00:19:01.520 Yeah, because then you have to take that money 543 00:19:01.520 --> 00:19:04.400 and then go recreate the cash flow you once had. 544 00:19:04.400 --> 00:19:06.120 And then you have to put an entirely different hat on 545 00:19:06.120 --> 00:19:07.760 because we've been like you and I, 546 00:19:07.760 --> 00:19:09.880 both have been in the business game 547 00:19:09.880 --> 00:19:11.800 rather than the investment investing game. 548 00:19:11.800 --> 00:19:15.040 I'm not an experienced investor. 549 00:19:15.040 --> 00:19:18.800 I have a by sheer amount of money that I can invest. 550 00:19:18.800 --> 00:19:21.800 I am probably a high percentage investor by net worth, 551 00:19:21.800 --> 00:19:24.920 but investing is not how I made my money. 552 00:19:24.920 --> 00:19:26.240 Like I made money in business. 553 00:19:26.240 --> 00:19:27.080 You know what I mean? 554 00:19:27.080 --> 00:19:28.480 And then I translated it into cash. 555 00:19:28.480 --> 00:19:31.680 And so still to this day, like we're like acquisition.com 556 00:19:31.680 --> 00:19:33.480 is the thing that's going to get us to a billion. 557 00:19:33.480 --> 00:19:35.920 The money that we took out is just put in really safe stuff 558 00:19:35.920 --> 00:19:37.600 that we don't want to lose. 559 00:19:37.600 --> 00:19:39.080 Like we don't need to take big risks there 560 00:19:39.080 --> 00:19:43.040 because this is how I'm going to make everything 561 00:19:43.040 --> 00:19:44.600 to get past the billion. 562 00:19:44.600 --> 00:19:48.080 And I say that often mostly because it's like a fun goal 563 00:19:48.080 --> 00:19:51.360 and I'm dedicated to doing it, but it doesn't really mean it. 564 00:19:51.440 --> 00:19:55.280 Can you share of acquisition.com, the company, 565 00:19:55.280 --> 00:19:57.800 what do you exactly do? 566 00:19:57.800 --> 00:20:00.360 And how does your day look like? 567 00:20:00.360 --> 00:20:02.880 Now, what's your typical, you could answer that 568 00:20:02.880 --> 00:20:04.480 either last before or after, 569 00:20:04.480 --> 00:20:06.720 but what's your typical Monday through Sunday 570 00:20:06.720 --> 00:20:08.880 and Layla's typical Monday through Sunday? 571 00:20:08.880 --> 00:20:11.560 Like for example us, we're always together. 572 00:20:11.560 --> 00:20:13.360 Like we work out together, work together, 573 00:20:13.360 --> 00:20:14.680 have a life together. 574 00:20:14.680 --> 00:20:16.280 So I think it's kind of similar, but I don't know. 575 00:20:16.280 --> 00:20:19.920 Maybe you guys separate and do different things. 576 00:20:20.320 --> 00:20:23.640 How is your days and what is acquisition.com? 577 00:20:23.640 --> 00:20:28.080 So we take internet businesses from usually three-ish, 578 00:20:28.080 --> 00:20:30.600 three to 10 million is the range that most of them come in at 579 00:20:30.600 --> 00:20:32.560 and we take them to 30 to 100. 580 00:20:32.560 --> 00:20:34.640 And that's kind of the incubator spot. 581 00:20:34.640 --> 00:20:36.760 And it's almost all been internet businesses 582 00:20:36.760 --> 00:20:38.080 that we've taken on. 583 00:20:38.080 --> 00:20:40.720 And it's really, we have a, it's called value acceleration 584 00:20:40.720 --> 00:20:43.760 method, so VAM is the kind of the shorthand for it. 585 00:20:43.760 --> 00:20:46.280 But we reverse out how we're going to get to 50 million 586 00:20:46.280 --> 00:20:48.240 in terms of what does the enterprise need to look like? 587 00:20:48.240 --> 00:20:49.760 What's the leadership need to look like? 588 00:20:49.760 --> 00:20:50.960 What team needs to be there? 589 00:20:50.960 --> 00:20:53.640 What strategy and what monetization vehicle does this need 590 00:20:53.640 --> 00:20:56.520 to be in to get the multiple that it's going to yield, right? 591 00:20:56.520 --> 00:20:59.120 And so we work backwards from that kind of, 592 00:20:59.120 --> 00:21:02.120 we put it as a 36 month goal back to the present 593 00:21:02.120 --> 00:21:04.200 and then we start chipping away at it 12 weeks at a time. 594 00:21:04.200 --> 00:21:06.200 And so in the beginning, a lot of people come to 595 00:21:06.200 --> 00:21:07.080 acquisition.com. 596 00:21:07.080 --> 00:21:10.640 They expect that we're going to go do a ton of acquisition. 597 00:21:10.640 --> 00:21:12.880 But most of the times we have to fix the back end. 598 00:21:12.880 --> 00:21:15.200 We have to get customer success metrics in place. 599 00:21:15.200 --> 00:21:17.600 We have to get them on a CRM that tracks everything from 600 00:21:17.600 --> 00:21:19.520 click to close and to end so we can have metrics 601 00:21:19.560 --> 00:21:21.200 and make decisions from there. 602 00:21:21.200 --> 00:21:23.600 Usually we can, you know, 2, 3, 5, 603 00:21:23.600 --> 00:21:25.640 X, the customer lifetime value. 604 00:21:25.640 --> 00:21:27.960 And that's where we get the really huge outsized returns 605 00:21:27.960 --> 00:21:29.520 because all that drops to bottom line. 606 00:21:29.520 --> 00:21:32.880 And so then we get this massive boom in profit 607 00:21:32.880 --> 00:21:36.160 that we can then, once we've improved the customer experience, 608 00:21:36.160 --> 00:21:39.120 increased the reputation in the space, 609 00:21:39.120 --> 00:21:40.440 then we have all this excess, you know, 610 00:21:40.440 --> 00:21:42.800 net free cash flow that's getting pumped out of the business, 611 00:21:42.800 --> 00:21:46.080 that we can then go spend on recruiting high level talent, 612 00:21:46.080 --> 00:21:49.800 go buying into networks or acquisition channels 613 00:21:49.800 --> 00:21:51.240 that we couldn't otherwise afford. 614 00:21:51.240 --> 00:21:53.600 And so it's really we go back to front. 615 00:21:53.600 --> 00:21:56.760 So we fix the back end, fix the product, fix the experience, 616 00:21:56.760 --> 00:21:58.160 get the customer sweet, right? 617 00:21:58.160 --> 00:22:00.200 Make sure customer segmentation is being tracked appropriately 618 00:22:00.200 --> 00:22:03.160 so we can figure out where we have the most leverage 619 00:22:03.160 --> 00:22:04.400 on profitability. 620 00:22:04.400 --> 00:22:05.600 We pull that as hard as we can. 621 00:22:05.600 --> 00:22:07.880 Once we've pulled all the levers we can on the back end, 622 00:22:07.880 --> 00:22:10.680 then we go and say, okay, while we're getting 623 00:22:10.680 --> 00:22:11.920 all of this is from cold calls. 624 00:22:11.920 --> 00:22:13.160 But do we have a cold email team? 625 00:22:13.160 --> 00:22:15.000 Do we have, do we have an ads team? 626 00:22:15.040 --> 00:22:15.840 Do we have a TikTok team? 627 00:22:15.840 --> 00:22:16.600 Do we have an organic team? 628 00:22:16.600 --> 00:22:18.440 Do we have a partnership in a affiliates team? 629 00:22:18.440 --> 00:22:20.800 So like all of a sudden, then we can start expanding 630 00:22:20.800 --> 00:22:22.880 the amount of channels and we have a professional team. 631 00:22:22.880 --> 00:22:23.720 And then when you do this, 632 00:22:23.720 --> 00:22:25.240 is it just you and Leila or do you have like a CFO? 633 00:22:25.240 --> 00:22:26.080 Oh, we have a team. 634 00:22:26.080 --> 00:22:26.920 Yeah, we have a team. 635 00:22:26.920 --> 00:22:28.920 So everybody analyzes the business together. 636 00:22:28.920 --> 00:22:29.760 Yeah, exactly. 637 00:22:29.760 --> 00:22:33.600 So we have also, so like our CFO, for example, 638 00:22:33.600 --> 00:22:35.760 she's done 16 cell side exits. 639 00:22:35.760 --> 00:22:38.000 So she was on the team that did the sale. 640 00:22:38.000 --> 00:22:40.040 Biggest one she sold was 15 billion. 641 00:22:40.040 --> 00:22:41.200 And then the last, you know, 642 00:22:41.200 --> 00:22:42.560 she sold the last two companies with us. 643 00:22:42.560 --> 00:22:44.160 And then before that was 750 million, 644 00:22:44.160 --> 00:22:45.280 before that was a billion. 645 00:22:45.280 --> 00:22:48.200 And so she's very accustomed to walking 646 00:22:48.200 --> 00:22:49.080 through these transactions. 647 00:22:49.080 --> 00:22:50.160 Not cheap, not cheap, right? 648 00:22:50.160 --> 00:22:51.400 No, not cheap. 649 00:22:51.400 --> 00:22:52.240 She's a partner. 650 00:22:52.240 --> 00:22:54.640 And so what we do, and we have, you know, 651 00:22:54.640 --> 00:22:56.520 our fully operating partner who's really 652 00:22:56.520 --> 00:22:58.520 specializing customer success and doing kind 653 00:22:58.520 --> 00:22:59.480 of what I just outlined, 654 00:22:59.480 --> 00:23:01.080 Leila's really good at getting the operational team, 655 00:23:01.080 --> 00:23:03.160 the culture, the leadership in place. 656 00:23:03.160 --> 00:23:05.520 And so, you know, I'm pretty good at pricing and product 657 00:23:05.520 --> 00:23:07.160 and getting the messaging right and whatnot. 658 00:23:07.160 --> 00:23:09.560 And so we think about it as like an on-demand C suite 659 00:23:09.560 --> 00:23:11.000 as like company comes in. 660 00:23:11.000 --> 00:23:13.720 And let's say we know that a company at 10 million 661 00:23:13.720 --> 00:23:15.520 needs to look like this, right? 662 00:23:15.520 --> 00:23:17.400 And the company currently looks like this. 663 00:23:17.400 --> 00:23:20.680 And so we match what our reality is to fix this 664 00:23:20.680 --> 00:23:21.520 so that it matches. 665 00:23:21.520 --> 00:23:24.320 So we basically copy and paste our expertise 666 00:23:24.320 --> 00:23:26.720 into the team so that it can get to that level. 667 00:23:26.720 --> 00:23:27.720 And then maybe at 10 million, 668 00:23:27.720 --> 00:23:30.320 we might have to swap out two and get two different people in 669 00:23:30.320 --> 00:23:32.560 or move two people above them 670 00:23:32.560 --> 00:23:33.960 unless they have the ability to grow. 671 00:23:33.960 --> 00:23:35.720 And so like, you know, at three million, 672 00:23:35.720 --> 00:23:37.720 you might need a staff account in that. 673 00:23:37.720 --> 00:23:39.440 At 10 million, it might need a controller. 674 00:23:39.440 --> 00:23:41.640 And at, you know, 30 million, you need a CFO. 675 00:23:41.640 --> 00:23:43.120 And so it's not just knowing like, 676 00:23:43.120 --> 00:23:45.200 okay, this is what we need to do to get there. 677 00:23:45.200 --> 00:23:47.600 But we, this is what we need to do right now 678 00:23:47.600 --> 00:23:50.800 in this business today to get to the next step. 679 00:23:50.800 --> 00:23:52.440 And so I think a lot of times it's, 680 00:23:52.440 --> 00:23:54.560 the people will take something from two steps forward 681 00:23:54.560 --> 00:23:55.600 and it's not the right sequence, 682 00:23:55.600 --> 00:23:57.240 even though it's the right move. 683 00:23:57.240 --> 00:23:59.400 Okay, so I want to take the time out. 684 00:23:59.400 --> 00:24:01.160 Alex, one last question. 685 00:24:01.160 --> 00:24:04.760 And I realized like you talk about controller 686 00:24:04.760 --> 00:24:07.240 then CFO, C-O-O, how important they are. 687 00:24:07.240 --> 00:24:08.520 So when you start a business, 688 00:24:08.520 --> 00:24:11.000 you kind of want to have all the control 689 00:24:11.000 --> 00:24:12.840 and you want to say the last word and everything. 690 00:24:13.360 --> 00:24:16.080 Then when you start doing good, 691 00:24:16.080 --> 00:24:18.040 then you want to let go of the control 692 00:24:18.040 --> 00:24:19.320 because you want to get smarter people 693 00:24:19.320 --> 00:24:22.720 than you to run it for you so that you don't have any control. 694 00:24:22.720 --> 00:24:24.160 I know you went through that whole process. 695 00:24:24.160 --> 00:24:27.400 So is that how it is, how you see it? 696 00:24:27.400 --> 00:24:29.120 Yeah, I think entrepreneurship in general 697 00:24:29.120 --> 00:24:32.520 is a continuous and unrelenting relinquishing of control. 698 00:24:32.520 --> 00:24:34.720 And so like most people want freedom, right? 699 00:24:34.720 --> 00:24:37.400 So it's like we have these polar opposite, 700 00:24:37.400 --> 00:24:40.640 these contrasting values that we are after. 701 00:24:40.640 --> 00:24:42.840 We're entrepreneurs, so we want absolute freedom. 702 00:24:42.840 --> 00:24:44.440 And then we also want absolute control 703 00:24:44.440 --> 00:24:45.960 and you can't have both. 704 00:24:45.960 --> 00:24:48.800 And so if you want true freedom, you have to give up control. 705 00:24:48.800 --> 00:24:50.920 If you want true control, you have to give up your freedom. 706 00:24:50.920 --> 00:24:53.160 And so if everything's dependent on you, 707 00:24:53.160 --> 00:24:54.320 then everything's dependent on you. 708 00:24:54.320 --> 00:24:57.240 And so for me, I value freedom more than I value control. 709 00:24:57.240 --> 00:24:59.320 And I think that the leveling up that happens 710 00:24:59.320 --> 00:25:00.720 in entrepreneurship, at least in my journey, 711 00:25:00.720 --> 00:25:03.560 has been what my expectations of talent look like. 712 00:25:03.560 --> 00:25:06.280 Like I remember when I got my first $50,000 a year employee 713 00:25:06.280 --> 00:25:08.400 and I was like, whoa, this is awesome 714 00:25:08.400 --> 00:25:10.840 because I was used to like $10 an hour. 715 00:25:10.840 --> 00:25:12.440 And so I was like, this is unbelievable. 716 00:25:12.440 --> 00:25:14.160 This is where it's at. 717 00:25:14.160 --> 00:25:16.160 And then I remember I got my first $70,000 a year employee 718 00:25:16.160 --> 00:25:17.600 and I was like, this is where it's at. 719 00:25:17.600 --> 00:25:18.960 Then I got my first six figure employee 720 00:25:18.960 --> 00:25:21.320 and I was like, okay, now we're talking. 721 00:25:21.320 --> 00:25:23.160 And then I got my first $250,000 a year employee 722 00:25:23.160 --> 00:25:24.400 and I was like, that's what's up. 723 00:25:24.400 --> 00:25:25.960 And then I got my first million dollar employee 724 00:25:25.960 --> 00:25:27.560 and I was like, okay. 725 00:25:27.560 --> 00:25:28.720 And so I think that what happens is 726 00:25:28.720 --> 00:25:30.920 it's like it's the continually leveling up 727 00:25:30.920 --> 00:25:32.880 what talent exists. 728 00:25:32.880 --> 00:25:33.920 And I had a mentor say this to me, 729 00:25:33.920 --> 00:25:34.720 he said, you have to remember 730 00:25:34.720 --> 00:25:37.360 that the best talent isn't even on your team yet. 731 00:25:37.800 --> 00:25:38.640 They're in the future. 732 00:25:38.640 --> 00:25:39.680 You haven't even hired him yet. 733 00:25:39.680 --> 00:25:41.680 And so I think that's been probably the biggest thing 734 00:25:41.680 --> 00:25:43.560 because if it's a continuous process 735 00:25:43.560 --> 00:25:45.080 of relinquishing control, 736 00:25:45.080 --> 00:25:46.400 then it means it's a continuous process 737 00:25:46.400 --> 00:25:49.920 of leveling up the people that you can give the control to. 738 00:25:49.920 --> 00:25:52.400 Alex, something that the audience doesn't know about you. 739 00:25:52.400 --> 00:25:54.640 Something you never shared in anywhere. 740 00:25:54.640 --> 00:25:56.840 Man, French is my first language. 741 00:25:57.880 --> 00:25:58.880 Thank you. 742 00:25:58.880 --> 00:25:59.720 Awesome. 743 00:25:59.720 --> 00:26:00.720 Thank you, appreciate it. 744 00:26:00.720 --> 00:26:01.960 Thank you guys, hopefully it was valuable 745 00:26:01.960 --> 00:26:03.440 for your time as well.