WEBVTT 1 00:00:00.000 --> 00:00:01.640 And it was like everyone showed up to practice. 2 00:00:01.640 --> 00:00:03.560 Everyone tried their hardest. 3 00:00:03.560 --> 00:00:05.480 It was the effort and the consistency 4 00:00:05.480 --> 00:00:08.160 and the alignment of the team that accomplished the goal. 5 00:00:08.160 --> 00:00:09.120 The rules were the same. 6 00:00:09.120 --> 00:00:11.080 Everyone was trying to do the exact same thing. 7 00:00:13.320 --> 00:00:15.640 The wealthiest people in the world see business as a game. 8 00:00:15.640 --> 00:00:17.160 This podcast, the game, is my attempt 9 00:00:17.160 --> 00:00:18.520 to document in the lessons I've learned 10 00:00:18.520 --> 00:00:20.120 on my way to building acquisition.com 11 00:00:20.120 --> 00:00:21.720 into a billion dollar portfolio. 12 00:00:21.720 --> 00:00:23.480 My hope is that you use the lessons to bring your business 13 00:00:23.480 --> 00:00:24.360 and maybe someday soon, 14 00:00:24.360 --> 00:00:26.320 partner with us to get $200 million in beyond. 15 00:00:26.320 --> 00:00:27.560 I hope you share and enjoy. 16 00:00:30.040 --> 00:00:33.680 So when I was just starting out in my gym lunch business, 17 00:00:33.680 --> 00:00:35.480 I had a gym owner who said, 18 00:00:35.480 --> 00:00:37.440 hey, let's partner on this. 19 00:00:37.440 --> 00:00:39.320 Like you keep filling these gyms up with full capacity. 20 00:00:39.320 --> 00:00:41.600 Why don't you just fill them and I'll come behind you 21 00:00:41.600 --> 00:00:42.440 and operate them. 22 00:00:42.440 --> 00:00:45.320 And I had a gym that was doing $4.2 million a year. 23 00:00:45.320 --> 00:00:46.640 This is what he was telling me. 24 00:00:46.640 --> 00:00:48.560 And I really know how to operate the business, 25 00:00:48.560 --> 00:00:49.560 you know all the acquisition stuff. 26 00:00:49.560 --> 00:00:50.680 So let's just partner up on this. 27 00:00:50.680 --> 00:00:52.400 And I said, sure, sounds fair enough. 28 00:00:52.400 --> 00:00:53.720 It ended up being a horrible partnership, 29 00:00:53.720 --> 00:00:54.720 but that's not the point of the video. 30 00:00:54.720 --> 00:00:56.160 The point is what I learned. 31 00:00:56.160 --> 00:00:59.000 All right, and so we had two locations 32 00:00:59.000 --> 00:01:01.440 and the newest location had a whole new staff 33 00:01:01.440 --> 00:01:02.720 and they were just lack of days. 34 00:01:02.720 --> 00:01:06.800 They weren't caring, they weren't really doing a good job. 35 00:01:06.800 --> 00:01:11.400 And he said, we need to have a meeting. 36 00:01:11.400 --> 00:01:12.240 And I was like, okay. 37 00:01:12.240 --> 00:01:14.400 And so he said, we have a meeting at the first location, 38 00:01:14.400 --> 00:01:17.440 call everyone there, tell them to show up at four o'clock. 39 00:01:17.440 --> 00:01:20.240 And the first location was probably like 45 minutes away 40 00:01:20.240 --> 00:01:21.880 from the second location, right? 41 00:01:21.880 --> 00:01:25.240 And so at four o'clock, 42 00:01:25.240 --> 00:01:26.920 so everyone's coming in, 43 00:01:26.920 --> 00:01:27.720 everyone's sitting down, 44 00:01:27.720 --> 00:01:28.960 it's kind of awkward, it's silent, 45 00:01:28.960 --> 00:01:30.960 there's clearly like some tension, right? 46 00:01:30.960 --> 00:01:33.520 And so at four o'clock, he looks at his assistant, 47 00:01:33.520 --> 00:01:36.280 he says, hey, go down to the front, lock the door, 48 00:01:36.280 --> 00:01:37.400 right, of the gym. 49 00:01:37.400 --> 00:01:41.720 And she's like, okay, so she goes and locks the door. 50 00:01:41.720 --> 00:01:44.240 Mind you, some people hadn't shown up to the meeting yet, 51 00:01:44.240 --> 00:01:46.040 right, there were a couple minutes late, whatever. 52 00:01:46.040 --> 00:01:47.760 And so all of a sudden, as they lock the door, 53 00:01:47.760 --> 00:01:49.320 like it's 30 seconds later, 54 00:01:49.320 --> 00:01:50.440 someone's like banging on the door 55 00:01:50.440 --> 00:01:52.160 and it's like, hey, open the door. 56 00:01:52.160 --> 00:01:53.680 And he's like, ignore him. 57 00:01:53.680 --> 00:01:56.120 And they were like, why aren't you letting me in? 58 00:01:56.120 --> 00:01:57.760 Cause obviously there's a meeting going on, right? 59 00:01:57.760 --> 00:01:59.400 And then another person comes, knocks on the door, 60 00:01:59.400 --> 00:02:00.680 another person comes, knocks on the door. 61 00:02:00.680 --> 00:02:01.760 And then there's like three or four people, 62 00:02:01.760 --> 00:02:02.600 and they're like, what the hell, 63 00:02:02.600 --> 00:02:03.800 why aren't you letting the door or whatever, right? 64 00:02:03.800 --> 00:02:05.920 And so he tells his assistant, he says, go outside 65 00:02:05.920 --> 00:02:07.320 and tell them they're all fired. 66 00:02:07.320 --> 00:02:09.080 And he says this before he starts the meeting. 67 00:02:09.080 --> 00:02:10.800 And so I'm sitting there, right? 68 00:02:10.800 --> 00:02:15.160 And everyone in the room is like, oh shit, right? 69 00:02:15.160 --> 00:02:19.480 He just set the tone, all right? 70 00:02:19.480 --> 00:02:21.080 And he reset the bar. 71 00:02:21.080 --> 00:02:24.080 And I remember witnessing this and being like, wow. 72 00:02:24.080 --> 00:02:27.240 So what he did was he reset the bar of this is how we perform. 73 00:02:27.240 --> 00:02:28.680 When we say we're going to be somewhere, 74 00:02:28.680 --> 00:02:30.400 we're going to be somewhere at that time. 75 00:02:30.400 --> 00:02:32.240 If we say we're going to clean up after the session, 76 00:02:32.240 --> 00:02:33.680 we're going to clean up after the session. 77 00:02:33.680 --> 00:02:35.320 If we say we're going to fall up with leads, 78 00:02:35.320 --> 00:02:36.560 we fall up with leads. 79 00:02:36.560 --> 00:02:39.200 And what I have figured, and I'm going to tell you one more story, 80 00:02:39.200 --> 00:02:40.840 and then I'm going to tell you the moral of both of them, all right? 81 00:02:40.840 --> 00:02:42.200 So pause on that for a second. 82 00:02:42.200 --> 00:02:45.120 Now, when I had my first job, 83 00:02:45.120 --> 00:02:47.640 I was a, actually, I think it was my first job. 84 00:02:47.640 --> 00:02:50.120 I was a blender tender at Smoothie King, all right? 85 00:02:50.120 --> 00:02:52.560 And so I learned a lot about what to do and what not to do 86 00:02:52.560 --> 00:02:53.400 when I was at this business. 87 00:02:53.400 --> 00:02:54.400 And it was a small business owner. 88 00:02:54.400 --> 00:02:56.440 I think he had two locations, three locations at the time. 89 00:02:56.480 --> 00:02:58.480 His name was Dave, really nice guy. 90 00:02:58.480 --> 00:02:59.800 It's up Dave. 91 00:02:59.800 --> 00:03:02.440 And I went, and I was trained personally by Dave. 92 00:03:02.440 --> 00:03:03.680 So Dave trained me. 93 00:03:03.680 --> 00:03:05.960 And I was, you know, enterprising young man. 94 00:03:05.960 --> 00:03:07.000 I wanted to do a good job. 95 00:03:07.000 --> 00:03:09.120 And so I showed my first day at work 96 00:03:09.120 --> 00:03:10.640 at one of his newer locations. 97 00:03:10.640 --> 00:03:12.480 And, you know, after, you know, 98 00:03:12.480 --> 00:03:13.600 between people walking in, 99 00:03:13.600 --> 00:03:15.760 you were supposed to like mop the floor, clean the counters, 100 00:03:15.760 --> 00:03:17.360 like just clean it, just make it look good, 101 00:03:17.360 --> 00:03:18.600 restock the shelves. 102 00:03:18.600 --> 00:03:21.320 And so I started doing that when someone walked out the door. 103 00:03:21.320 --> 00:03:22.800 It was my first shift, right? 104 00:03:22.800 --> 00:03:24.440 And the manager was like, what are you doing? 105 00:03:24.440 --> 00:03:27.000 And I was like, I thought, I was worried, I was in trouble. 106 00:03:27.000 --> 00:03:28.600 So I was like, I thought I was supposed to, 107 00:03:28.600 --> 00:03:29.920 am I not supposed to restock the shelves? 108 00:03:29.920 --> 00:03:31.240 Like I thought I was supposed to do that right now 109 00:03:31.240 --> 00:03:32.680 because like there's no one here. 110 00:03:32.680 --> 00:03:34.560 And he was like, oh, yeah. 111 00:03:34.560 --> 00:03:35.560 You don't even know where about that. 112 00:03:35.560 --> 00:03:37.200 He's like, we don't do any of that stuff. 113 00:03:37.200 --> 00:03:39.240 And I was like, oh, okay. 114 00:03:39.240 --> 00:03:41.880 Boom, new cultural norm, all right? 115 00:03:41.880 --> 00:03:43.920 So what I was supposed to do, 116 00:03:43.920 --> 00:03:45.560 and what the owner had trained me to do. 117 00:03:45.560 --> 00:03:46.880 And then was always complaining 118 00:03:46.880 --> 00:03:48.800 about how no one ever did what was supposed to do. 119 00:03:48.800 --> 00:03:51.280 The manager was telling me that I didn't need to do that stuff, 120 00:03:51.280 --> 00:03:52.120 all right? 121 00:03:52.120 --> 00:03:54.440 And what I learned from this, right? 122 00:03:54.440 --> 00:03:57.080 And I'll just call that manager John, right? 123 00:03:57.080 --> 00:03:58.280 Actually, I'll call the manager Vince. 124 00:03:58.280 --> 00:03:59.440 Vince is the name I'll use. 125 00:03:59.440 --> 00:04:04.440 So I said, so do you in your business have events? 126 00:04:04.640 --> 00:04:06.600 Are you the Vince in your business? 127 00:04:06.600 --> 00:04:08.480 Do you have someone in your business that's the Vince 128 00:04:08.480 --> 00:04:10.320 that's secretly destroying your business? 129 00:04:10.320 --> 00:04:11.160 All right? 130 00:04:11.160 --> 00:04:12.480 So let's rewind to the original story 131 00:04:12.480 --> 00:04:14.120 about the first demo that I was talking about. 132 00:04:14.120 --> 00:04:15.720 So think about the difference 133 00:04:15.720 --> 00:04:17.920 between both of those styles of management. 134 00:04:17.920 --> 00:04:19.400 I'm not saying the first is right or the second is right, 135 00:04:19.400 --> 00:04:20.240 whatever. 136 00:04:20.240 --> 00:04:21.760 The second one's definitely wrong, right? 137 00:04:21.760 --> 00:04:23.640 But when you look at that, 138 00:04:23.640 --> 00:04:26.120 what it was setting the tone. 139 00:04:26.120 --> 00:04:29.120 And the reason that my views on business 140 00:04:29.120 --> 00:04:32.560 have dramatically shifted is that I have always had a tendency 141 00:04:32.560 --> 00:04:35.200 to lean towards strategy, acquisition, monetization, 142 00:04:35.200 --> 00:04:37.600 pricing structures, and all of that stuff is important. 143 00:04:37.600 --> 00:04:39.680 But I think within a business, 144 00:04:39.680 --> 00:04:40.960 there are two components to it. 145 00:04:40.960 --> 00:04:43.640 You've got the smarts and you've got the hearts. 146 00:04:43.640 --> 00:04:45.000 And you have to have both. 147 00:04:47.000 --> 00:04:48.160 Real quick guys, if you can think about 148 00:04:48.160 --> 00:04:49.720 how you found this podcast, 149 00:04:49.720 --> 00:04:52.200 somebody probably tweeted it, told you about it, 150 00:04:52.200 --> 00:04:54.440 shared it on Instagram, or something like that. 151 00:04:54.440 --> 00:04:56.880 The only way this grows is through word of mouth. 152 00:04:56.880 --> 00:04:59.160 And so I don't run ads, I don't do sponsorships, 153 00:04:59.160 --> 00:05:00.160 I don't sell anything. 154 00:05:00.160 --> 00:05:02.560 My only ask is that you continue to pay it forward, 155 00:05:02.560 --> 00:05:05.040 whoever showed you or however you found out about this podcast 156 00:05:05.040 --> 00:05:06.440 that you do the exact same thing. 157 00:05:06.440 --> 00:05:08.960 So if it was a review, if it was a post, 158 00:05:08.960 --> 00:05:10.320 if you do that, it would mean the world to me 159 00:05:10.320 --> 00:05:11.480 and you'll throw some good karma out there 160 00:05:11.480 --> 00:05:12.560 for another entrepreneur. 161 00:05:14.400 --> 00:05:16.520 And I think that most people overestimate 162 00:05:16.520 --> 00:05:18.800 the importance of smarts, myself included. 163 00:05:18.840 --> 00:05:21.520 And I think that there's a lot to do with the hearts 164 00:05:21.520 --> 00:05:23.560 because business strategy overarchingly 165 00:05:23.560 --> 00:05:24.960 is not that complex. 166 00:05:24.960 --> 00:05:26.160 But like you really think about it, right? 167 00:05:26.160 --> 00:05:28.520 It's like, you gotta find something that's good 168 00:05:28.520 --> 00:05:30.880 that people want and you sell it for a lot more 169 00:05:30.880 --> 00:05:32.200 than it costs you to do it. 170 00:05:32.200 --> 00:05:34.040 And you do as much of that as you possibly can. 171 00:05:34.040 --> 00:05:36.040 Like that's kind of the idea, right? 172 00:05:36.040 --> 00:05:38.640 And the thing is, it gets lost in the execution. 173 00:05:38.640 --> 00:05:40.360 It gets lost in the doing, right? 174 00:05:40.360 --> 00:05:41.640 As soon as you hire your first employer, 175 00:05:41.640 --> 00:05:44.280 like no, employees can't do what I can do. 176 00:05:44.280 --> 00:05:45.280 It's like, well, that's a horrible belief. 177 00:05:45.280 --> 00:05:47.320 She should probably change that before we try and move forward. 178 00:05:47.320 --> 00:05:48.520 That's a limiting belief, right? 179 00:05:48.560 --> 00:05:49.600 Do you wanna have a big business? 180 00:05:49.600 --> 00:05:52.000 And so when I think about this from a cultural standpoint, 181 00:05:52.000 --> 00:05:53.880 and this is what has shifted for me, 182 00:05:53.880 --> 00:05:57.040 is that it's become so much more about the soft skills. 183 00:05:57.040 --> 00:05:58.880 It's so much more about coaching 184 00:05:58.880 --> 00:06:01.200 and developing the leaders of the company. 185 00:06:01.200 --> 00:06:03.800 It's so much more about addressing behavioral dynamics 186 00:06:03.800 --> 00:06:05.440 of someone that are limiting them, 187 00:06:05.440 --> 00:06:08.080 more so than it is about tinkering. 188 00:06:08.080 --> 00:06:11.000 And I can't help but think that so many entrepreneurs, 189 00:06:11.000 --> 00:06:13.720 myself included, I spent so much time tinkering 190 00:06:13.720 --> 00:06:14.560 and tweaking things. 191 00:06:14.560 --> 00:06:15.800 What if we change this in our sales process? 192 00:06:15.800 --> 00:06:17.000 What if we change this on this page? 193 00:06:17.000 --> 00:06:18.040 What if we change the offer like this? 194 00:06:18.040 --> 00:06:18.880 What if we change this on the price? 195 00:06:18.880 --> 00:06:20.160 What if we change this on the payment terms? 196 00:06:20.160 --> 00:06:21.880 Bob, all these different things, right? 197 00:06:21.880 --> 00:06:24.120 And think about this for a second for yourself. 198 00:06:24.120 --> 00:06:25.520 How many things have you tinkered with 199 00:06:25.520 --> 00:06:27.000 in your business over the last how many years? 200 00:06:27.000 --> 00:06:27.880 How many months? 201 00:06:27.880 --> 00:06:30.880 And your business hasn't changed at all, right? 202 00:06:30.880 --> 00:06:33.560 Because the real problem is not the strategy. 203 00:06:33.560 --> 00:06:35.440 The problem is not the smarts, right? 204 00:06:35.440 --> 00:06:37.000 The problem is the heart, right? 205 00:06:37.000 --> 00:06:38.840 The people are not doing what you want them to do 206 00:06:38.840 --> 00:06:40.440 because they don't understand why they need to do it 207 00:06:40.440 --> 00:06:41.880 and why it's important, right? 208 00:06:41.880 --> 00:06:43.040 And that's the soft stuff. 209 00:06:43.040 --> 00:06:45.160 And you've got people who don't wanna talk to each other 210 00:06:45.160 --> 00:06:45.960 because they don't like each other 211 00:06:45.960 --> 00:06:47.480 because one guy's really annoying. 212 00:06:47.480 --> 00:06:48.600 And so it's like, it would be, 213 00:06:48.600 --> 00:06:51.160 it would better serve you to fix that problem 214 00:06:51.160 --> 00:06:54.080 than to try and come up with some new strategy, right? 215 00:06:54.080 --> 00:06:57.040 And so realizing that has been one of the biggest breakthroughs 216 00:06:57.040 --> 00:06:58.840 that I've had in my career 217 00:06:58.840 --> 00:07:01.320 and those two stories should illustrate the difference 218 00:07:01.320 --> 00:07:03.520 between having a championship mentality 219 00:07:03.520 --> 00:07:04.720 and having a loser mentality 220 00:07:04.720 --> 00:07:06.040 and what might be going on in your business. 221 00:07:06.040 --> 00:07:07.920 And I'll leave you with one more story really quickly. 222 00:07:07.920 --> 00:07:12.600 So if any of you has ever been on a championship team, right? 223 00:07:12.600 --> 00:07:16.600 If you've ever played in a sports arena or whatever 224 00:07:16.600 --> 00:07:17.880 and you've been on a winning team, 225 00:07:17.880 --> 00:07:19.040 you've been on a losing team, right? 226 00:07:19.040 --> 00:07:20.120 And you've probably been on a losing team 227 00:07:20.120 --> 00:07:20.960 than a lot of good players, 228 00:07:20.960 --> 00:07:22.240 but you guys were not connected, 229 00:07:22.240 --> 00:07:24.480 you weren't concerted, you weren't aligned, right? 230 00:07:24.480 --> 00:07:26.520 And on the flip side, you had a winning team 231 00:07:26.520 --> 00:07:28.160 and it was like everyone showed up to practice. 232 00:07:28.160 --> 00:07:30.040 Everyone tried their hardest. 233 00:07:30.040 --> 00:07:31.960 It was the effort and the consistency 234 00:07:31.960 --> 00:07:35.360 and the alignment of the team that accomplished the goal. 235 00:07:35.360 --> 00:07:36.360 The rules were the same. 236 00:07:36.360 --> 00:07:38.200 Everyone was trying to do the exact same thing. 237 00:07:38.200 --> 00:07:40.800 And so when you think about the entire business landscape, 238 00:07:40.800 --> 00:07:44.040 right, your competitors have access more or less 239 00:07:44.040 --> 00:07:46.200 to the same talent pool that you do. 240 00:07:46.200 --> 00:07:48.520 They can see what your strategy is overall 241 00:07:48.520 --> 00:07:50.600 and most people are not that dumb, right? 242 00:07:50.600 --> 00:07:52.960 And so as long as you have a relatively sound strategy, 243 00:07:52.960 --> 00:07:55.040 like you're not selling things a little lost, right? 244 00:07:55.040 --> 00:07:56.800 Then the difference between the two 245 00:07:56.800 --> 00:07:58.280 is going to be your ability to execute 246 00:07:58.280 --> 00:08:00.280 and have people execute on your behalf. 247 00:08:00.280 --> 00:08:02.640 And so that's going to become that like for us to CEOs, 248 00:08:02.640 --> 00:08:05.280 we do shift towards becoming championship team coaches, 249 00:08:05.280 --> 00:08:07.200 which is why John Wooden, if he had run a business, 250 00:08:07.200 --> 00:08:08.800 would have had a championship business 251 00:08:08.800 --> 00:08:10.920 because he focused on the fundamentals. 252 00:08:10.920 --> 00:08:13.000 And one of my favorite things the whole time is, 253 00:08:13.000 --> 00:08:15.200 advance people never don't do the basics. 254 00:08:15.200 --> 00:08:17.320 Advance people never don't do the basics. 255 00:08:17.320 --> 00:08:20.240 I would go to these stages and I would watch guys get on stage 256 00:08:20.240 --> 00:08:22.840 and they'd say, we follow up with all of our leads, 257 00:08:22.840 --> 00:08:25.520 within five minutes, when we get on sales calls, 258 00:08:25.520 --> 00:08:26.640 we always ask them why they're there. 259 00:08:26.640 --> 00:08:27.880 We label them a problem. 260 00:08:27.880 --> 00:08:29.640 We overview some of the pastings they've done 261 00:08:29.640 --> 00:08:31.560 and then they follow a clear framework. 262 00:08:31.560 --> 00:08:32.840 Then as soon as someone buys, 263 00:08:32.840 --> 00:08:34.560 we have a good onboarding process. 264 00:08:34.560 --> 00:08:37.200 And nothing they say is revolutionary. 265 00:08:37.200 --> 00:08:38.760 It's just that they actually do it 266 00:08:38.760 --> 00:08:40.400 and that people are actually on their behalf. 267 00:08:40.400 --> 00:08:43.640 They're not the vents or don't have a manager like Vince 268 00:08:43.680 --> 00:08:46.040 who's telling them that they shouldn't have to do that work, 269 00:08:46.040 --> 00:08:47.760 who's sabotaging the business. 270 00:08:47.760 --> 00:08:50.040 What they did is they set the tone 271 00:08:50.040 --> 00:08:52.760 and then they carry the bar. 272 00:08:52.760 --> 00:08:54.600 And so their job is to be intolerant 273 00:08:54.600 --> 00:08:56.640 of anything but excellence and to reinforce that 274 00:08:56.640 --> 00:08:58.680 in the call show so that it's consistently executed 275 00:08:58.680 --> 00:09:00.800 across the company because that, 276 00:09:00.800 --> 00:09:02.960 between two companies, with the same strategy, 277 00:09:02.960 --> 00:09:04.080 will make the difference between somebody 278 00:09:04.080 --> 00:09:06.160 who uses disproportionate returns and advertising, 279 00:09:06.160 --> 00:09:08.920 crazy profits, good growth, 280 00:09:08.920 --> 00:09:11.320 great retention on employees, low turnover 281 00:09:11.320 --> 00:09:13.840 from a company that doesn't have that, right? 282 00:09:13.840 --> 00:09:15.360 Even though they both have the same strategy 283 00:09:15.360 --> 00:09:19.280 or even if the smaller company has the better strategy, 284 00:09:19.280 --> 00:09:20.120 this guy will win. 285 00:09:20.120 --> 00:09:21.480 And this has been one of the most profound shifts 286 00:09:21.480 --> 00:09:24.720 that I've had as a CEO and now owner of companies 287 00:09:24.720 --> 00:09:27.240 is what I'm looking for is I'm looking for just as much soft, 288 00:09:27.240 --> 00:09:30.320 if not more soft skills, interpersonal dynamics, 289 00:09:30.320 --> 00:09:35.080 self-awareness, then I look for skill in particular, 290 00:09:35.080 --> 00:09:36.160 like this guy's really good at finance, 291 00:09:36.160 --> 00:09:37.080 which is a really good product. 292 00:09:37.080 --> 00:09:38.920 This person's really good at marketing sales. 293 00:09:38.920 --> 00:09:41.640 Like I'm looking way more for character traits now 294 00:09:41.640 --> 00:09:42.840 and now that I think about it, 295 00:09:42.840 --> 00:09:45.440 when if you're thinking about yourself, right, 296 00:09:45.440 --> 00:09:46.800 then I would look in the mirror and say like, 297 00:09:46.800 --> 00:09:49.800 am I really, are we always doing the basics? 298 00:09:49.800 --> 00:09:52.880 Because if we always do the basics, we will be advanced 299 00:09:52.880 --> 00:09:54.360 because that is what advanced people do, 300 00:09:54.360 --> 00:09:55.320 is they never don't do them 301 00:09:55.320 --> 00:09:57.800 and they have a culture that reinforces that standard. 302 00:09:57.800 --> 00:09:59.000 So I hope you enjoyed the first story, 303 00:09:59.000 --> 00:09:59.840 I hope you enjoyed the Vince story, 304 00:09:59.840 --> 00:10:02.120 make sure you don't have any advances in your business.