WEBVTT 1 00:00:00.000 --> 00:00:04.080 It takes focus and determination and perseverance to continue to build something big. 2 00:00:04.080 --> 00:00:05.520 It takes years, not months. 3 00:00:05.520 --> 00:00:10.320 And so you have to have somebody who can lock in on a target and drive towards that for years. 4 00:00:11.760 --> 00:00:14.000 Welcome to the game where we talk about how to get more customers, 5 00:00:14.000 --> 00:00:16.000 how to make more customers, how to keep them longer, 6 00:00:16.000 --> 00:00:18.480 and the many failures and lessons we have learned along the way. 7 00:00:18.480 --> 00:00:19.760 I hope you enjoy and subscribe. 8 00:00:20.800 --> 00:00:24.720 If you want to talk about some of the things that we look at in the companies that we're looking to 9 00:00:24.720 --> 00:00:29.520 invest in, and you can take these frames in terms of how we perceive the value of a founder 10 00:00:29.520 --> 00:00:33.280 and or their company and how you can translate it into your own business. 11 00:00:33.280 --> 00:00:35.840 And if you don't know who I am, my name is Alex Mosey, I'm an acquisition.com. 12 00:00:35.840 --> 00:00:38.480 I make this because a lot of people are broke and I don't want you to go one of them. 13 00:00:38.480 --> 00:00:42.000 And I once was, and so these are some of the things that I've learned along this journey. 14 00:00:42.000 --> 00:00:45.920 So you've probably heard, if you've been on the channel at all, that fundamentally, 15 00:00:45.920 --> 00:00:50.560 I'm going to look at the founder themselves and I'm going to look at the opportunity they're pursuing. 16 00:00:50.560 --> 00:00:53.120 So there's kind of two elements here are really three. 17 00:00:53.120 --> 00:00:58.240 There's the who are we serving, how's the business structured, and who is the founder, right? 18 00:00:58.240 --> 00:01:02.000 And I have a 55 minute presentation that that goes on this in a lot of depth. 19 00:01:02.000 --> 00:01:05.200 But I want to give you the the back of napkin quick look at this. 20 00:01:05.200 --> 00:01:08.400 And so if I'm looking at a founder and just a few years of curious, 21 00:01:08.960 --> 00:01:11.440 80% of our decision is weighted around the founder. 22 00:01:11.440 --> 00:01:14.880 Here's why I can change the market that we're serving. 23 00:01:14.880 --> 00:01:17.520 I can change and improve the business model that we're using. 24 00:01:17.520 --> 00:01:19.200 I cannot change the founder. 25 00:01:19.200 --> 00:01:22.880 And so that is where 80% of our attention goes in terms of whether or not we want to take 26 00:01:22.880 --> 00:01:24.160 on a business, right? 27 00:01:24.160 --> 00:01:26.960 If the, you know, the business is doing through million or more a year, 28 00:01:26.960 --> 00:01:29.600 you know, there are a service you learning, coaching type business. 29 00:01:29.600 --> 00:01:32.080 Like if they check those boxes, they're US based, etc. 30 00:01:32.080 --> 00:01:34.560 Like cool, like we have the basics out of the way. 31 00:01:34.560 --> 00:01:38.000 And as long as I don't hate the the market that we're serving, 32 00:01:38.000 --> 00:01:41.200 then I can see and obviously a lot of times there's plenty of improvements to the business, 33 00:01:41.200 --> 00:01:42.560 which is what we're there for, right? 34 00:01:43.200 --> 00:01:45.040 Then it looks honestly all at the founder. 35 00:01:45.040 --> 00:01:49.600 And so I want to tell you some of the things that disqualify people for us. 36 00:01:49.600 --> 00:01:52.720 All right, so this will hopefully be hugely enlightening to you 37 00:01:52.720 --> 00:01:55.920 in terms of looking inwardly at your own character traits. 38 00:01:56.000 --> 00:01:58.560 Because there are three things that kind of comprise 39 00:01:58.560 --> 00:02:00.800 the entrepreneur themselves as I see it, right? 40 00:02:00.800 --> 00:02:03.200 You've got belief skills and traits, all right? 41 00:02:03.200 --> 00:02:06.160 The beliefs I can change or break, right? 42 00:02:06.160 --> 00:02:08.080 So if someone's like, I just don't think we can charge more than that. 43 00:02:08.080 --> 00:02:09.040 I can break that belief. 44 00:02:09.040 --> 00:02:10.240 I feel fine about that, right? 45 00:02:11.040 --> 00:02:15.360 Skills I can help them acquire skills or I can fill up their team with people who already 46 00:02:15.360 --> 00:02:17.600 have the skill to help grow the business, right? 47 00:02:17.600 --> 00:02:22.400 So skills and beliefs are things that I can fix more easily from the outside. 48 00:02:22.880 --> 00:02:25.760 Traits are the ones that are very, very difficult. 49 00:02:25.760 --> 00:02:27.920 And so when we're looking at these businesses, 50 00:02:27.920 --> 00:02:30.720 the vast majority of the time are biggest focus 51 00:02:30.720 --> 00:02:32.480 if they meet all the other requirements of like, 52 00:02:32.480 --> 00:02:34.400 is this the type of business that we want to go after? 53 00:02:34.400 --> 00:02:36.160 It all falls on the founder. 54 00:02:36.160 --> 00:02:38.880 And so I'll tell you the two biggest, 55 00:02:38.880 --> 00:02:40.720 or probably three biggest, I'm just thinking out loud, 56 00:02:40.720 --> 00:02:43.040 which is just the cause I've taken the last month or two. 57 00:02:43.040 --> 00:02:44.960 The biggest red flags that I fuck, you know what? 58 00:02:44.960 --> 00:02:46.080 I'm just going to say them all. 59 00:02:46.080 --> 00:02:48.880 So number one, and this is the biggest one, right? 60 00:02:48.880 --> 00:02:51.120 And I'll give you the second biggest one last, all right? 61 00:02:51.120 --> 00:02:52.960 The biggest one is ego. 62 00:02:53.680 --> 00:02:57.120 Like, and the thing is, it's not just having a little bit of ego. 63 00:02:57.120 --> 00:03:00.960 Most people are not just raging arrogant assholes, right? 64 00:03:00.960 --> 00:03:02.880 Most entrepreneurs have to have a certain amount of confidence 65 00:03:02.880 --> 00:03:03.760 in order to do what they're doing. 66 00:03:03.760 --> 00:03:04.880 And I understand that. 67 00:03:04.880 --> 00:03:11.520 But if we sense even a hint of posturing or take away selling, 68 00:03:11.520 --> 00:03:14.480 stuff like that, it's just an immediate pass. 69 00:03:14.480 --> 00:03:16.240 It's like, nah, I'm good. 70 00:03:16.240 --> 00:03:17.680 Like, I just, I don't need to do this. 71 00:03:17.680 --> 00:03:19.280 Like, I wish you the best. 72 00:03:19.360 --> 00:03:19.920 And you know what? 73 00:03:19.920 --> 00:03:21.200 Some of those guys are successful. 74 00:03:21.200 --> 00:03:24.960 But it's just not what I want to work with for my life, right? 75 00:03:24.960 --> 00:03:27.200 And so number one, and by far, the number one reason 76 00:03:27.200 --> 00:03:30.080 that we disqualify companies is that we find some sort of ego 77 00:03:30.080 --> 00:03:31.120 within the founder. 78 00:03:31.120 --> 00:03:33.280 The second is focus, all right? 79 00:03:33.280 --> 00:03:36.000 So if we have a founder, and this is kind of in two ways 80 00:03:36.000 --> 00:03:38.000 you can look at it, some founders come in and they're like, 81 00:03:38.000 --> 00:03:40.880 well, I have six businesses, immediate, no, right? 82 00:03:40.880 --> 00:03:41.440 No, thank you. 83 00:03:41.440 --> 00:03:42.880 You can't focus, no, thank you. 84 00:03:44.000 --> 00:03:45.760 So that's the macro one. 85 00:03:45.760 --> 00:03:48.640 But even on a micro level, if someone's scatterbrained, 86 00:03:48.800 --> 00:03:49.920 they're all over the place on the call. 87 00:03:49.920 --> 00:03:52.000 They can't keep a train of thought. 88 00:03:52.000 --> 00:03:53.840 It's like it's going to be impossible to communicate with them 89 00:03:53.840 --> 00:03:56.400 because they can't focus on what we're even saying, right? 90 00:03:56.400 --> 00:03:58.240 And so it'd be very difficult to implement change 91 00:03:58.240 --> 00:03:59.840 because they can't even hold their own attention 92 00:03:59.840 --> 00:04:01.280 for like five seconds. 93 00:04:01.280 --> 00:04:04.640 And so first is do this first of an ego, second, 94 00:04:04.640 --> 00:04:06.240 what's their attention span, right? 95 00:04:06.240 --> 00:04:08.240 How focused are they as an entrepreneur? 96 00:04:08.240 --> 00:04:11.200 Because it takes focus and determination 97 00:04:11.200 --> 00:04:13.120 and perseverance to continue to build something big. 98 00:04:13.120 --> 00:04:14.640 It takes years, not months. 99 00:04:14.640 --> 00:04:15.680 And so you have to have somebody 100 00:04:15.680 --> 00:04:19.840 can lock in on a target and drive towards that for years. 101 00:04:19.840 --> 00:04:21.520 And that takes focus and that takes discipline. 102 00:04:21.520 --> 00:04:23.200 And this one's mean saying no, right? 103 00:04:23.200 --> 00:04:24.400 It means saying no to a lot of things. 104 00:04:24.400 --> 00:04:25.360 A lot of people don't want, they don't want, 105 00:04:25.360 --> 00:04:27.440 their no muscle is too weak, right? 106 00:04:27.440 --> 00:04:28.800 It's not strong enough yet. 107 00:04:28.800 --> 00:04:31.760 All right, and so does that take time to develop? 108 00:04:31.760 --> 00:04:32.680 Absolutely. 109 00:04:32.680 --> 00:04:34.720 Do I want to take the time to develop with them? 110 00:04:34.720 --> 00:04:36.160 Probably not, right? 111 00:04:36.160 --> 00:04:38.400 So number one, ego, number two, focus. 112 00:04:38.400 --> 00:04:41.240 Number three, emotional reactivity. 113 00:04:41.240 --> 00:04:44.200 So if I see someone who I sense, 114 00:04:44.200 --> 00:04:46.760 I think is going to be emotionally reactive. 115 00:04:46.760 --> 00:04:49.320 They're going to have ups and downs and swings. 116 00:04:49.320 --> 00:04:50.720 Then I know that what's going to end up happening 117 00:04:50.720 --> 00:04:51.720 is I'm going to become a therapist 118 00:04:51.720 --> 00:04:53.920 rather than an advisor to the business. 119 00:04:53.920 --> 00:04:56.480 And that's not the role that I want to play. 120 00:04:56.480 --> 00:04:58.480 And so although I feel like I can't play it, 121 00:04:58.480 --> 00:05:00.160 I do not want to or enjoy it. 122 00:05:00.160 --> 00:05:03.040 And so when we see that, that's an immediate reflect. 123 00:05:03.040 --> 00:05:06.640 So if you feel like yourself, you come in hot one day, 124 00:05:06.640 --> 00:05:08.920 you come and cold another day, you say, 125 00:05:08.920 --> 00:05:09.920 hey, team, we're doing this today. 126 00:05:09.920 --> 00:05:11.240 And then you're like, just get it. 127 00:05:11.240 --> 00:05:12.920 And then you get emotionally, and a lot of times 128 00:05:12.920 --> 00:05:14.600 the focus and the emotional reactivity, 129 00:05:14.600 --> 00:05:16.920 a lot of times go hand in hand, not always, 130 00:05:16.920 --> 00:05:18.320 but oftentimes they do. 131 00:05:18.320 --> 00:05:20.440 So somebody who's usually very emotionally reactive 132 00:05:20.440 --> 00:05:22.360 tends to be scattered and all over the place, 133 00:05:22.360 --> 00:05:23.360 but not always the reverse. 134 00:05:23.360 --> 00:05:25.080 Some people are very emotionally fine, 135 00:05:25.080 --> 00:05:26.560 but they just scattered as fuck, right? 136 00:05:26.560 --> 00:05:28.400 Which is a pain in the ass and hard to do it. 137 00:05:28.400 --> 00:05:30.040 The next one, when it comes to founders, 138 00:05:30.040 --> 00:05:32.640 is what's the leadership dynamic look like? 139 00:05:32.640 --> 00:05:37.640 Do we sense any kind of strife, interpersonal drama, 140 00:05:37.720 --> 00:05:41.760 misalignment, resentment, anything that we can kind of 141 00:05:41.840 --> 00:05:46.680 suss out during the diligence process is usually a red flag. 142 00:05:46.680 --> 00:05:50.120 So this is like unsupportive spouses is usually a problem, right? 143 00:05:50.120 --> 00:05:53.960 Or if we have co-founders and one person has less equity 144 00:05:53.960 --> 00:05:56.640 and they feel resentful of the guy who has more, 145 00:05:56.640 --> 00:05:58.040 that could be a problem. 146 00:05:58.040 --> 00:06:00.600 Or if we just have a super complex cap table, 147 00:06:00.600 --> 00:06:01.920 which means that there's a zillion people 148 00:06:01.920 --> 00:06:02.760 who have ownership that's like, 149 00:06:02.760 --> 00:06:04.600 oh, there's too many people who have a voice in this, 150 00:06:04.600 --> 00:06:06.440 it's going to be a pain in the ass to get stuff done. 151 00:06:06.440 --> 00:06:07.800 Is that to say that you can't do it? 152 00:06:07.800 --> 00:06:08.640 Absolutely not. 153 00:06:08.640 --> 00:06:10.440 It's just not something we want to do. 154 00:06:10.720 --> 00:06:14.480 Most of the nation real quick, 155 00:06:14.480 --> 00:06:17.520 if you are a business owner that has a big old business 156 00:06:17.520 --> 00:06:19.600 and wants to get to a much bigger business, 157 00:06:19.600 --> 00:06:23.080 going to $50, $100,000 plus we would love to talk to you. 158 00:06:23.080 --> 00:06:25.280 And if you like that and would like to hear more about it, 159 00:06:25.280 --> 00:06:27.960 go to acquisition.com and you can plan anywhere on the page 160 00:06:27.960 --> 00:06:29.960 and talk to one of our team and see 161 00:06:29.960 --> 00:06:31.280 if we can help you get there. 162 00:06:33.760 --> 00:06:36.760 And so those are the four big ones that we're looking at. 163 00:06:36.760 --> 00:06:39.840 When we see a company that's coming in as number one, 164 00:06:39.840 --> 00:06:41.120 do they have ego? 165 00:06:41.120 --> 00:06:43.760 Number two, how focused are they on a macro level 166 00:06:43.760 --> 00:06:46.160 as in do they have lots of businesses or do they just have one? 167 00:06:46.160 --> 00:06:48.880 And then on a micro level, can they just focus 168 00:06:48.880 --> 00:06:50.320 on what we're talking about right now 169 00:06:50.320 --> 00:06:52.560 without going off on crazy tangents? 170 00:06:52.560 --> 00:06:55.360 Number three, what is their level of emotional reactivity? 171 00:06:55.360 --> 00:06:56.840 Like if we say something, do we think that they're going 172 00:06:56.840 --> 00:06:58.320 to get charged up and then crash? 173 00:06:58.320 --> 00:07:00.680 And then have these constant ups and downs 174 00:07:00.680 --> 00:07:03.200 of emotional roller coaster, 175 00:07:03.200 --> 00:07:05.320 which none of us want to be a party too, 176 00:07:05.320 --> 00:07:07.160 it just makes running a business difficult. 177 00:07:07.160 --> 00:07:09.720 And it also makes it building a team very difficult 178 00:07:09.720 --> 00:07:11.960 because people just don't want to do what that. 179 00:07:11.960 --> 00:07:13.200 And so if you're that guy, 180 00:07:13.200 --> 00:07:16.040 if you can identify with that, work on it. 181 00:07:16.040 --> 00:07:16.880 You know what I mean? 182 00:07:16.880 --> 00:07:20.120 If you can identify with having poor focus, work on that. 183 00:07:20.120 --> 00:07:23.200 And the way you work on focus is by one, 184 00:07:23.200 --> 00:07:25.680 removing things and two, saying no. 185 00:07:25.680 --> 00:07:29.080 Like that's the tactics of focus, right? 186 00:07:29.080 --> 00:07:32.520 Is that you look at your calendar, you remove things 187 00:07:32.520 --> 00:07:34.720 and you're saying no to future things. 188 00:07:34.720 --> 00:07:35.720 That's how it works. 189 00:07:35.720 --> 00:07:37.120 All right, there's a video made called 190 00:07:37.120 --> 00:07:39.560 The Woman in the Red Dress, which dives into this 191 00:07:39.560 --> 00:07:41.200 in a lot more detail, all right? 192 00:07:41.200 --> 00:07:43.960 And then the fourth one is the leadership 193 00:07:43.960 --> 00:07:44.800 dynamics at the top. 194 00:07:44.800 --> 00:07:46.040 And a lot of times this is the dynamic 195 00:07:46.040 --> 00:07:46.960 between the co-founders. 196 00:07:46.960 --> 00:07:49.120 Sometimes we had an instance recently 197 00:07:49.120 --> 00:07:52.120 where we had a founder who absolutely was like, 198 00:07:52.120 --> 00:07:53.640 I have the best operator in the world. 199 00:07:53.640 --> 00:07:55.360 This person's amazing, blah, blah, blah. 200 00:07:55.360 --> 00:07:57.240 Then we got on the phone with the operator 201 00:07:57.240 --> 00:07:58.720 and we were like, this is a train wreck. 202 00:07:58.720 --> 00:08:00.280 This person has no idea what they're doing. 203 00:08:00.280 --> 00:08:01.400 And so then what happens then 204 00:08:01.400 --> 00:08:03.720 is then it makes me question the judgment of the founder, right? 205 00:08:03.720 --> 00:08:07.920 Like is this person so unaware that they can't see this? 206 00:08:07.920 --> 00:08:09.400 And part of that sometimes can be ignorance. 207 00:08:09.400 --> 00:08:10.560 Like they just don't know what it looks like 208 00:08:10.560 --> 00:08:12.560 and so they think this is what a good operator looks like. 209 00:08:12.560 --> 00:08:14.280 But sometimes it's the like their judgment 210 00:08:14.280 --> 00:08:16.080 of character and others is also off, 211 00:08:16.080 --> 00:08:17.760 which is a deep issue because then it means 212 00:08:17.760 --> 00:08:18.960 it's much more difficult for us to get them 213 00:08:18.960 --> 00:08:21.240 to hire good people to scale the company, right? 214 00:08:21.240 --> 00:08:22.800 So like if you have a terrible people picker, 215 00:08:22.800 --> 00:08:24.440 that's a hard problem to fix, right? 216 00:08:24.440 --> 00:08:26.400 And so the best way to solve that problem, 217 00:08:26.400 --> 00:08:30.080 if you're curious, is to not and rely on people 218 00:08:30.080 --> 00:08:31.080 who have good track records 219 00:08:31.080 --> 00:08:32.280 and then start learning more and more 220 00:08:32.280 --> 00:08:33.400 what those things look like 221 00:08:33.400 --> 00:08:34.680 and then start replicating 222 00:08:34.680 --> 00:08:37.640 and have multiple people test your hypothesis around someone. 223 00:08:37.640 --> 00:08:38.560 It's like this is what I'm thinking, 224 00:08:38.560 --> 00:08:39.960 are you seeing the same thing? 225 00:08:39.960 --> 00:08:41.760 All right, and so that can improve. 226 00:08:41.760 --> 00:08:43.560 I'll tell you somebody who has an amazing picker, 227 00:08:43.560 --> 00:08:46.640 like freaky good is Layla. 228 00:08:46.640 --> 00:08:48.440 I think Layla has a better picker than I do. 229 00:08:48.440 --> 00:08:51.840 I think I'm decent, but she's like six cents, it's weird. 230 00:08:51.840 --> 00:08:54.160 You know, the other day we had one of our companies on 231 00:08:54.160 --> 00:08:56.240 and it's a company that's been doing really, really well. 232 00:08:56.240 --> 00:08:57.600 And we got off the phone call and she was like, 233 00:08:57.600 --> 00:08:58.920 they're not telling us something. 234 00:08:58.920 --> 00:08:59.760 I was like, what? 235 00:08:59.760 --> 00:09:01.400 She's like, they're just not telling us something. 236 00:09:01.400 --> 00:09:02.240 I don't know what it is. 237 00:09:02.240 --> 00:09:03.440 It's not telling us something. 238 00:09:03.440 --> 00:09:05.680 And lo and behold, there was some major issue 239 00:09:05.680 --> 00:09:06.720 that had happened in the company 240 00:09:06.720 --> 00:09:07.920 and then we found out through another grapevine 241 00:09:07.920 --> 00:09:08.760 reached out to the founder. 242 00:09:08.760 --> 00:09:09.600 He's like, I was really embarrassed. 243 00:09:09.600 --> 00:09:11.040 I didn't want anybody to know. 244 00:09:11.040 --> 00:09:12.440 I didn't want you guys to know. 245 00:09:12.440 --> 00:09:13.840 And obviously we handled it. 246 00:09:13.840 --> 00:09:15.480 But it's like, it's freaky. 247 00:09:15.480 --> 00:09:19.000 And so I mean, sometimes and like I hired, 248 00:09:19.000 --> 00:09:21.680 permanently hired Layla to shore up my deficiency there 249 00:09:21.680 --> 00:09:25.760 because when I met Layla, my people picker was pretty bad. 250 00:09:25.760 --> 00:09:27.480 Like pretty bad. 251 00:09:27.480 --> 00:09:30.520 I did not, I picked bad partners. 252 00:09:30.520 --> 00:09:32.280 I picked bad teammates. 253 00:09:32.280 --> 00:09:34.280 I picked people who didn't compliment my skill sets. 254 00:09:34.280 --> 00:09:36.960 I picked people, I just had a terrible job with this. 255 00:09:36.960 --> 00:09:38.920 And I tend to be overly trusting. 256 00:09:38.920 --> 00:09:40.440 And Layla shores me up with that. 257 00:09:40.440 --> 00:09:42.200 And so we're kind of getting gang. 258 00:09:42.200 --> 00:09:44.480 And so for those four things, 259 00:09:44.480 --> 00:09:47.320 if you're like, well, hell, Alex, I have all four. 260 00:09:47.320 --> 00:09:49.880 Well, you can work on them one at a time, all right? 261 00:09:49.880 --> 00:09:53.160 So if you're ego, it's like talk less, listen more, 262 00:09:53.160 --> 00:09:55.040 and realize that you're probably not right. 263 00:09:55.040 --> 00:09:56.760 And the easiest way to test this out 264 00:09:56.760 --> 00:09:58.400 is think about yourself five years ago 265 00:09:58.400 --> 00:10:00.840 and how wrong you were there compared to who you are now. 266 00:10:00.840 --> 00:10:02.960 And think about the fact that there's a version of you 267 00:10:02.960 --> 00:10:04.680 10 years from now that thinks about yourself 268 00:10:04.680 --> 00:10:06.120 as a complete idiot. 269 00:10:06.120 --> 00:10:08.360 You can think of yourself as a complete idiot 10 years from now 270 00:10:08.360 --> 00:10:10.360 than you're probably not as right as you think you are. 271 00:10:10.360 --> 00:10:12.400 And so I think the goal is usually to be less wrong 272 00:10:12.400 --> 00:10:14.800 than more right, just as a mental frame. 273 00:10:14.800 --> 00:10:18.040 For the focus issues, it's eliminate and saying no 274 00:10:18.040 --> 00:10:19.920 for the emotional reactivity. 275 00:10:19.920 --> 00:10:23.520 For me, I just, I move everything to death, 276 00:10:23.520 --> 00:10:26.080 life and death immediately, and then that centers me. 277 00:10:26.080 --> 00:10:28.600 So something bad happens, am I going to die? 278 00:10:28.600 --> 00:10:30.320 No, okay, great. 279 00:10:30.320 --> 00:10:32.160 And then we move back down to reality, right? 280 00:10:32.160 --> 00:10:34.000 And so I think if you can develop frames 281 00:10:34.000 --> 00:10:35.720 around managing your own stress tolerance 282 00:10:35.720 --> 00:10:37.120 and increasing your tolerance around stress 283 00:10:37.120 --> 00:10:39.240 and how quickly you come back to baseline, 284 00:10:39.240 --> 00:10:40.320 we'll yield spades. 285 00:10:40.320 --> 00:10:43.720 Another quick hitter on that is don't make decisions 286 00:10:43.720 --> 00:10:45.280 when you feel emotional, all right? 287 00:10:45.280 --> 00:10:47.440 Now guys will have a harder time with this than women do, 288 00:10:47.440 --> 00:10:49.760 but like in terms of recognizing when they're emotional 289 00:10:49.760 --> 00:10:51.240 because yes, men, we have the same amount 290 00:10:51.240 --> 00:10:53.720 of emotions as women do, we just portray them differently. 291 00:10:53.720 --> 00:10:56.120 I can feel when I get angry, right? 292 00:10:56.120 --> 00:10:58.480 I'm just heightened, you know what I mean? 293 00:10:58.480 --> 00:11:02.080 My awareness is faster, I'm shorter, I'm more aggressive, 294 00:11:02.080 --> 00:11:03.360 and I don't make decisions 295 00:11:03.360 --> 00:11:05.280 that I don't talk to teammates when I'm in that state. 296 00:11:05.280 --> 00:11:06.760 And that's usually when I just give it a night 297 00:11:06.760 --> 00:11:07.600 to sleep it off. 298 00:11:07.600 --> 00:11:09.920 And a lot of times that has saved me 299 00:11:09.920 --> 00:11:11.200 many, many terrible decisions 300 00:11:11.200 --> 00:11:14.240 and many things that I shouldn't have said 301 00:11:14.240 --> 00:11:15.560 that I did not end up saying 302 00:11:15.560 --> 00:11:17.280 because I just gave it a little bit of time 303 00:11:17.280 --> 00:11:18.880 between when the emotional thing happened 304 00:11:18.880 --> 00:11:20.200 and when I respond it. 305 00:11:20.200 --> 00:11:22.040 And so if you want to decrease the emotions 306 00:11:22.040 --> 00:11:23.960 that you have, your emotional reactivity, 307 00:11:23.960 --> 00:11:26.320 increase the time delay between when something happens 308 00:11:26.320 --> 00:11:27.520 and when you react to it 309 00:11:27.520 --> 00:11:30.960 because big picture, hours in business 310 00:11:30.960 --> 00:11:35.320 almost never matter, like almost never, like really, 311 00:11:35.320 --> 00:11:39.920 like an hour, two hours a day, almost never matters. 312 00:11:39.920 --> 00:11:43.240 But what you say will matter for a lifetime. 313 00:11:43.240 --> 00:11:45.640 So just think about that, like just increase the time 314 00:11:45.640 --> 00:11:47.760 between when something happens, the stimulus 315 00:11:47.760 --> 00:11:49.800 and your reaction and you will in general 316 00:11:49.800 --> 00:11:52.280 tend to make better decisions and say the right thing. 317 00:11:52.280 --> 00:11:55.000 And then with founder dynamics, clean that shit up. 318 00:11:55.000 --> 00:11:56.840 Clear roles that have to be defined 319 00:11:56.840 --> 00:11:58.840 between who does what rather than lots of overlap, 320 00:11:58.840 --> 00:12:01.720 lots of mishmash, making sure everybody's okay 321 00:12:01.720 --> 00:12:03.400 with the way that they're being compensated 322 00:12:03.400 --> 00:12:06.120 and that any kind of interpersonal dramas are aired. 323 00:12:06.120 --> 00:12:07.120 And so there's the four things 324 00:12:07.120 --> 00:12:08.200 that are the interpersonal dynamics 325 00:12:08.200 --> 00:12:09.200 that the companies that we're looking at 326 00:12:09.200 --> 00:12:10.240 when we want to invest. 327 00:12:10.240 --> 00:12:11.800 And if you have those things, you can look at 328 00:12:11.800 --> 00:12:13.680 how can I clean up my own personal space 329 00:12:13.680 --> 00:12:15.000 to increase my traits? 330 00:12:15.000 --> 00:12:16.560 And the reason this is so important 331 00:12:16.560 --> 00:12:18.480 is that you're not going to build a big business 332 00:12:18.480 --> 00:12:21.280 if you are not worthy of building a big business, right? 333 00:12:21.280 --> 00:12:25.080 Like the world doesn't care how much you want it, right? 334 00:12:25.080 --> 00:12:26.680 We're only cares who you are. 335 00:12:26.680 --> 00:12:30.320 And so I think you have to work on yourself 336 00:12:30.320 --> 00:12:33.280 to do the things to become worthy of the things 337 00:12:33.280 --> 00:12:34.520 that you desire. 338 00:12:34.520 --> 00:12:36.640 So lots of love everyone and I'll see you guys 339 00:12:36.640 --> 00:12:37.480 in the next one. 340 00:12:37.480 --> 00:12:38.320 Bye.