00:00

Extreme force of will, extreme bias for action, and a questioning

Extreme force of will, extreme bias for action, and a questioning

00:04

of the the default speeds

of the the default speeds

00:07

it changes everything.

it changes everything.

00:17

Yeah. You you know, I'm on this, business entertainment tick where I'm looking for content that is about business.

Yeah. You you know, I'm on this, business entertainment tick where I'm looking for content that is about business.

00:24

But is made to be entertaining. So it's not just like, an informational video or or a blog post. And so there's a new show called Fighting that I watch

But is made to be entertaining. So it's not just like, an informational video or or a blog post. And so there's a new show called Fighting that I watch

00:33

that I thought was really good. Did you see it? I saw the commercials for it. How do you get it? It's on Roku, but I don't have Roku. You just Google, like, watch, fight inc, and it's Roku just lets you it's on their website, but you don't have to sign up. You don't have to do anything. You just click and just watch it. So, it's very cool. I mean, they basically follow around Dana you know, behind the scenes, and then the UFC, like, kind of the machine behind

that I thought was really good. Did you see it? I saw the commercials for it. How do you get it? It's on Roku, but I don't have Roku. You just Google, like, watch, fight inc, and it's Roku just lets you it's on their website, but you don't have to sign up. You don't have to do anything. You just click and just watch it. So, it's very cool. I mean, they basically follow around Dana you know, behind the scenes, and then the UFC, like, kind of the machine behind

00:54

the show.

the show.

00:55

And the UFC just to put this in perspective, they basically

And the UFC just to put this in perspective, they basically

00:58

There is no off season. The UFC is fifty two weeks a year. Every Saturday has to be an epic show It's a live event with Paper View.

There is no off season. The UFC is fifty two weeks a year. Every Saturday has to be an epic show It's a live event with Paper View.

01:08

It's got fighters who get injured and pull out or get arrested, and now they can't fight. And there's all kinds of things that can and will go wrong, but it's like the actual epitome of the show must go on. So I wanted to share with you a couple of my thoughts watching this from a founder's point of view. So

It's got fighters who get injured and pull out or get arrested, and now they can't fight. And there's all kinds of things that can and will go wrong, but it's like the actual epitome of the show must go on. So I wanted to share with you a couple of my thoughts watching this from a founder's point of view. So

01:24

The first thing is,

The first thing is,

01:26

as silly as this sounds, I do think that Dana White is on my Mount Rushmore.

as silly as this sounds, I do think that Dana White is on my Mount Rushmore.

01:31

Of startup founders. And I know he didn't technically found the UFC, but he basically did. He created the the goddamn thing. He's a madman. He is a workhorse. He's a machine. And I really don't think the UFC happens if there's no Dana White. And this got me thinking.

Of startup founders. And I know he didn't technically found the UFC, but he basically did. He created the the goddamn thing. He's a madman. He is a workhorse. He's a machine. And I really don't think the UFC happens if there's no Dana White. And this got me thinking.

01:45

There are some companies that I will call inevitable.

There are some companies that I will call inevitable.

01:48

An inevitable company is

An inevitable company is

01:50

one whose time has just come. So, you know, YouTube today is a giant company, but

one whose time has just come. So, you know, YouTube today is a giant company, but

01:56

YouTube's time had come. Like, if it wasn't YouTube, if Chad and Steve had not created YouTube, somebody else would have created the equivalent of YouTube. Like, the idea of

YouTube's time had come. Like, if it wasn't YouTube, if Chad and Steve had not created YouTube, somebody else would have created the equivalent of YouTube. Like, the idea of

02:05

putting hosting video online

putting hosting video online

02:07

was gonna happen. It was happening. Somebody was gonna win that space. That's an inevitable idea. The momentum of internet speeds going up and being fast enough where you can now upload and download videos was

was gonna happen. It was happening. Somebody was gonna win that space. That's an inevitable idea. The momentum of internet speeds going up and being fast enough where you can now upload and download videos was

02:19

was was going to a point where video became and it was an obvious thing. We had flicker for photos. We were gonna have the a version of that for videos.

was was going to a point where video became and it was an obvious thing. We had flicker for photos. We were gonna have the a version of that for videos.

02:26

I would say that

I would say that

02:28

Google wasn't an inevitable idea. The more popular the internet got people already needed search engines and portals. Google happened to be the winner of all the search engines and portals, but there was gonna be a way to search the internet that was going to happen. So there's inevitable companies. And then there's companies that I honestly don't think if it was not for the force of will of the founder for the vision,

Google wasn't an inevitable idea. The more popular the internet got people already needed search engines and portals. Google happened to be the winner of all the search engines and portals, but there was gonna be a way to search the internet that was going to happen. So there's inevitable companies. And then there's companies that I honestly don't think if it was not for the force of will of the founder for the vision,

02:48

the skill, and the determination of the founder that wouldn't would not have happened or would not have happened for, like, fifty more years. It would have missed a whole generation

the skill, and the determination of the founder that wouldn't would not have happened or would not have happened for, like, fifty more years. It would have missed a whole generation

02:56

of people had that person not made that thing happen. My examples that I would put here are Eelon's company. So I think Tesla and SpaceX would not have happened,

of people had that person not made that thing happen. My examples that I would put here are Eelon's company. So I think Tesla and SpaceX would not have happened,

03:06

and would not have happened at least for another fifty years, had he not made those happen I think it required

and would not have happened at least for another fifty years, had he not made those happen I think it required

03:12

an a level of insanity,

an a level of insanity,

03:14

self funding,

self funding,

03:17

technical brilliance,

technical brilliance,

03:19

determination to keep going even against the odds of failure, all of that for him to be able to pull those off.

determination to keep going even against the odds of failure, all of that for him to be able to pull those off.

03:25

I think the UFC is in that that non inevitable bucket where

I think the UFC is in that that non inevitable bucket where

03:30

if UFC had just died, it was about to go bankrupt before he before Dana bought it for two million dollars.

if UFC had just died, it was about to go bankrupt before he before Dana bought it for two million dollars.

03:34

I don't think that something like the UFC necessarily would have happened.

I don't think that something like the UFC necessarily would have happened.

03:38

Yeah. I mean, I totally agree because it wasn't like a wanted thing. We did it was one of those products where we didn't know we wanted.

Yeah. I mean, I totally agree because it wasn't like a wanted thing. We did it was one of those products where we didn't know we wanted.

03:44

And at first, it was a freak show. Like, I don't know if you remember one of the more famous guys who's first started fighting, was this black guy who would use one boxing glove and one free hand.

And at first, it was a freak show. Like, I don't know if you remember one of the more famous guys who's first started fighting, was this black guy who would use one boxing glove and one free hand.

03:54

And he fought against, like, a three hundred pound sumo wrestler. Character in a video game. All of the people looked like creative characters. Yeah. There's one Hawaiian guy who is, like, a sumo wrestler, guy, and he fought the dude with the one boxing arm, it's it's weird. And it was a freak show at first, but then it took like ten years and then athletes started doing it, and it became amazing. Condemned. Like, John McCain famously, I think, in Congress or Senate or whatever,

And he fought against, like, a three hundred pound sumo wrestler. Character in a video game. All of the people looked like creative characters. Yeah. There's one Hawaiian guy who is, like, a sumo wrestler, guy, and he fought the dude with the one boxing arm, it's it's weird. And it was a freak show at first, but then it took like ten years and then athletes started doing it, and it became amazing. Condemned. Like, John McCain famously, I think, in Congress or Senate or whatever,

04:20

asked for every state to outlaw the UFC. He called it human cockfighting, and he was like, this is terrible. We need to end this. And John McCain, the American hero, the the war with the war hero. Was now saying this is this is disgusting, basically. And so Dana had to find venues that would support them, which is why, by the way, Dana and Trump are so close now is because Trump would allow Dana to host fights at his, trump properties in, Atlantic City.

asked for every state to outlaw the UFC. He called it human cockfighting, and he was like, this is terrible. We need to end this. And John McCain, the American hero, the the war with the war hero. Was now saying this is this is disgusting, basically. And so Dana had to find venues that would support them, which is why, by the way, Dana and Trump are so close now is because Trump would allow Dana to host fights at his, trump properties in, Atlantic City.

04:45

And so

And so

04:46

that's why, you know, Dana had to fight and scrap state by state, city by city event by event almost going out of business many times. They went forty million dollars in the hole. Before turning this thing around, turning it into a ten billion dollar company. David's got this, great story. It was, like, during the cockfighting, like, when people started saying that stuff, and he was like, well, what do you think these athlete think. And people were like, they're, you know, maybe they're miserable. They gotta go through all this pain. And he goes, let me tell you what they think. They're killers. And they wanna go out and, like, do something that is active. They need to get this energy out. And they live their life like they're on like they're in heaven. And they look at your life just go to work at nine. You come home at five. You sit at cubicle as hell. These guys are free. This is what they were born to do and what they feel like they do. So if you take this away from them, you're hurting them way more than when they get in the rig. And I thought that was actually a pretty good, spin on it. So one of the cool things about this show is it showed a couple of things. I'll I'll give you the big takeaway and then some of the small takeaway. So here's the big takeaway.

that's why, you know, Dana had to fight and scrap state by state, city by city event by event almost going out of business many times. They went forty million dollars in the hole. Before turning this thing around, turning it into a ten billion dollar company. David's got this, great story. It was, like, during the cockfighting, like, when people started saying that stuff, and he was like, well, what do you think these athlete think. And people were like, they're, you know, maybe they're miserable. They gotta go through all this pain. And he goes, let me tell you what they think. They're killers. And they wanna go out and, like, do something that is active. They need to get this energy out. And they live their life like they're on like they're in heaven. And they look at your life just go to work at nine. You come home at five. You sit at cubicle as hell. These guys are free. This is what they were born to do and what they feel like they do. So if you take this away from them, you're hurting them way more than when they get in the rig. And I thought that was actually a pretty good, spin on it. So one of the cool things about this show is it showed a couple of things. I'll I'll give you the big takeaway and then some of the small takeaway. So here's the big takeaway.

05:43

I said the word force of will. And I use that word, that phrase very specifically because I think it describes a certain trait of a founder.

I said the word force of will. And I use that word, that phrase very specifically because I think it describes a certain trait of a founder.

05:51

And

And

05:52

I try to have this. I think the best founders all have this. And by the way, this comes with some trade offs. When you have force of will, it is As brute forcey as it sounds, it is uncomfortable to be around sometimes. You are pushing people. Maybe you're holding a higher standard. Maybe you're demanding that things are done a certain way or done at a certain speed. That does not

I try to have this. I think the best founders all have this. And by the way, this comes with some trade offs. When you have force of will, it is As brute forcey as it sounds, it is uncomfortable to be around sometimes. You are pushing people. Maybe you're holding a higher standard. Maybe you're demanding that things are done a certain way or done at a certain speed. That does not

06:12

feel good to the other people that are in the organization that may be used to working in other environments where they don't have that. And so there's a little story. So, basically,

feel good to the other people that are in the organization that may be used to working in other environments where they don't have that. And so there's a little story. So, basically,

06:20

It's like the one of the big fights of the year

It's like the one of the big fights of the year

06:23

is coming up in eighteen days. And they've done everything. They prepped all the marketing. They've got the billboard. They show them painting the billboards at night. They show them making all the marketing videos. They show them doing all the different things that go into promoting a live show. They're selling tickets. All of this. Which fight? This was a I I don't remember which one. There was either the one where John Jones had to pull out or there was the one where, Charles or Lavera pulled out. Okay. And so

is coming up in eighteen days. And they've done everything. They prepped all the marketing. They've got the billboard. They show them painting the billboards at night. They show them making all the marketing videos. They show them doing all the different things that go into promoting a live show. They're selling tickets. All of this. Which fight? This was a I I don't remember which one. There was either the one where John Jones had to pull out or there was the one where, Charles or Lavera pulled out. Okay. And so

06:46

Eighteen days before

Eighteen days before

06:48

he gets a call,

he gets a call,

06:50

fighter got hurt. In his last round of his last sparring session, he was sparring without head deer. I think it's all Rivera. This is all Rivera. This is Tyson.

fighter got hurt. In his last round of his last sparring session, he was sparring without head deer. I think it's all Rivera. This is all Rivera. This is Tyson.

06:57

Yeah. He gets a cut on his on his eye. He and he can't fight. So now the main event that they've they've sold all the tickets for, that they've done all the promotion for. That's been building up for six months. The main event falls through.

Yeah. He gets a cut on his on his eye. He and he can't fight. So now the main event that they've they've sold all the tickets for, that they've done all the promotion for. That's been building up for six months. The main event falls through.

07:09

And he's like and it's basically him and his guy, Hunter Campbell. And they're sitting in this room,

And he's like and it's basically him and his guy, Hunter Campbell. And they're sitting in this room,

07:15

and This is this is business as usual. Disaster are business as usual for him. And he talks about this. He goes, give me all the stress. I eat that shit up.

and This is this is business as usual. Disaster are business as usual for him. And he talks about this. He goes, give me all the stress. I eat that shit up.

07:24

He goes, I can take I can take it all. And he he could just to see, he's built up this resilience, this tolerance.

He goes, I can take I can take it all. And he he could just to see, he's built up this resilience, this tolerance.

07:30

Like imagine,

Like imagine,

07:31

UFC, which is a live events fighting business. It's stadiums full of people.

UFC, which is a live events fighting business. It's stadiums full of people.

07:36

When covid happened,

When covid happened,

07:38

that kills the business. There was no other business.

that kills the business. There was no other business.

07:41

And Dana, not only was a sport that survived COVID where it got shut down and you couldn't do live events for over a year. You can't just turn off a business for a year. I hope it's all gonna be okay. Instead,

And Dana, not only was a sport that survived COVID where it got shut down and you couldn't do live events for over a year. You can't just turn off a business for a year. I hope it's all gonna be okay. Instead,

07:52

he was the first sport back. He created something called Fight Island. He created a bubble where he's like, cool. We'll test everybody when they get here and everybody here is testing. Nobody comes in or out, and he found an island in the Middle East that they could do this on. Any branded it as Five Island. They were the first sportback. It was incredible. So he was used to this.

he was the first sport back. He created something called Fight Island. He created a bubble where he's like, cool. We'll test everybody when they get here and everybody here is testing. Nobody comes in or out, and he found an island in the Middle East that they could do this on. Any branded it as Five Island. They were the first sportback. It was incredible. So he was used to this.

08:09

So he's talking, and he's like, what if we did this fight? What if we did this fight? And the guys in the room are like, Yeah. We could call them. You know, I put out a call. He's gonna call me back. Yeah. Whatever. And somebody walks by, they go, his manager's in the lunchroom right now.

So he's talking, and he's like, what if we did this fight? What if we did this fight? And the guys in the room are like, Yeah. We could call them. You know, I put out a call. He's gonna call me back. Yeah. Whatever. And somebody walks by, they go, his manager's in the lunchroom right now.

08:24

And Dana, within point one seconds, just hops out of his chair. Nobody else does. Dana hops out of his chair, leaves the meeting.

And Dana, within point one seconds, just hops out of his chair. Nobody else does. Dana hops out of his chair, leaves the meeting.

08:30

You see him in the camera's following him. He he goes to the cafeteria.

You see him in the camera's following him. He he goes to the cafeteria.

08:34

He's not even at the table yet. And he starts saying he's, like, Usman versus whoever Usman versus versus I forgot who he was gonna find at the time, but who's one versus gay versus gay too. This is pretend it was gay too. And the manager's, like, eating a salad. He's like, what? And he's, like, who's one versus gay too? We gotta do it. And he's like, no, man. I don't wanna do this. He's like, what? Are you kidding me? This is a huge opportunity for him. If he fights this guy or his comes up? He's like, who's one versus comes up? You gotta do it. And the guy's like,

He's not even at the table yet. And he starts saying he's, like, Usman versus whoever Usman versus versus I forgot who he was gonna find at the time, but who's one versus gay versus gay too. This is pretend it was gay too. And the manager's, like, eating a salad. He's like, what? And he's, like, who's one versus gay too? We gotta do it. And he's like, no, man. I don't wanna do this. He's like, what? Are you kidding me? This is a huge opportunity for him. If he fights this guy or his comes up? He's like, who's one versus comes up? You gotta do it. And the guy's like,

09:03

he's like, no. No. He's not ready blah blah blah.

he's like, no. No. He's not ready blah blah blah.

09:06

Not ready. Who do you wanna fight? He says this other guy. He goes, what does that do for you? And he immediately he basically, in, like, four seconds, cuts the deal with him and and Khabiib was there. And Kabiib was, like, no. I think Dana's right. I think this is what he should do. It's gonna be I saw that. Huge for his career.

Not ready. Who do you wanna fight? He says this other guy. He goes, what does that do for you? And he immediately he basically, in, like, four seconds, cuts the deal with him and and Khabiib was there. And Kabiib was, like, no. I think Dana's right. I think this is what he should do. It's gonna be I saw that. Huge for his career.

09:19

And so they cut the deal.

And so they cut the deal.

09:21

And, and the agent who's an he's, like, a super agent. He's, like, the, you know, like, he's an agent for all these fighters. At agents like Ari Manuel. He says in the thing, he goes, this is why I don't talk to Dan anymore. He's too intimidating for me. Like, he's too too, like, forceful for me about what what he wants to do.

And, and the agent who's an he's, like, a super agent. He's, like, the, you know, like, he's an agent for all these fighters. At agents like Ari Manuel. He says in the thing, he goes, this is why I don't talk to Dan anymore. He's too intimidating for me. Like, he's too too, like, forceful for me about what what he wants to do.

09:37

And so I saw that. And I noticed, and I said, most people will watch that scene, and they'll they won't even pay attention to what just happened, which is that the greatest founders in the world, the greatest heroes in the world. They cut through the bullshit. Alright. Look. The question that Sean and I get asked constantly is what skill set did we develop early on in our careers that kinda changed our business career, and that's an easy answer. It's copywriting. We've talked about copywriting and how it's changed our lives constantly on this podcast. And we give a ton of tips, a ton of techniques, a ton of frameworks, and throughout all of the podcast. Well, we decided to aggregate all of that into one simple document so you can read all of it. You can see we've learned copywriting, but you can see the resources that we turn to on a daily basis. You can see the frameworks, the techniques we use. It's in a simple document. You can check it out in the link below. Are right back to the show. There's a another video I saw recently of, what's who's the guy? Walter Isaacson who did the bio of Elon Musk with Elon. And he's on someone's podcast. I think I think he's on Steve's podcast, and he's telling the story. And he says Elon is talking to the Twitter team, and he's like, hey, cut costs. We need to shut down the Sacramento,

And so I saw that. And I noticed, and I said, most people will watch that scene, and they'll they won't even pay attention to what just happened, which is that the greatest founders in the world, the greatest heroes in the world. They cut through the bullshit. Alright. Look. The question that Sean and I get asked constantly is what skill set did we develop early on in our careers that kinda changed our business career, and that's an easy answer. It's copywriting. We've talked about copywriting and how it's changed our lives constantly on this podcast. And we give a ton of tips, a ton of techniques, a ton of frameworks, and throughout all of the podcast. Well, we decided to aggregate all of that into one simple document so you can read all of it. You can see we've learned copywriting, but you can see the resources that we turn to on a daily basis. You can see the frameworks, the techniques we use. It's in a simple document. You can check it out in the link below. Are right back to the show. There's a another video I saw recently of, what's who's the guy? Walter Isaacson who did the bio of Elon Musk with Elon. And he's on someone's podcast. I think I think he's on Steve's podcast, and he's telling the story. And he says Elon is talking to the Twitter team, and he's like, hey, cut costs. We need to shut down the Sacramento,

10:39

server form. And his engineers are like, okay. Gonna be tricky because those servers are used for all of our infrastructure,

server form. And his engineers are like, okay. Gonna be tricky because those servers are used for all of our infrastructure,

10:45

but we could do it. We'll make a plan and we'll be able to do that in six months.

but we could do it. We'll make a plan and we'll be able to do that in six months.

10:50

Six months. What are you talking about? We need to do this faster.

Six months. What are you talking about? We need to do this faster.

10:53

It's gonna take six months elon. We that infrastructure is critical. It's so interroving into everything that we do. We're gonna experience big big issues We'll we'll we'll make a plan and we'll we'll get it done. I promise you. We'll get it done in six months. I need this done in six weeks. Six weeks. We can't do this in six weeks. We would have to do a, b, c, It could be done in six days. Let's do it in six days.

It's gonna take six months elon. We that infrastructure is critical. It's so interroving into everything that we do. We're gonna experience big big issues We'll we'll we'll make a plan and we'll we'll get it done. I promise you. We'll get it done in six months. I need this done in six weeks. Six weeks. We can't do this in six weeks. We would have to do a, b, c, It could be done in six days. Let's do it in six days.

11:13

Now these guys are reeling, and they're like, Elon, it can't six it can't be done. Six weeks, six days, it can't be done that way.

Now these guys are reeling, and they're like, Elon, it can't six it can't be done. Six weeks, six days, it can't be done that way.

11:20

So he he he leaves the meeting, and I think he was going to,

So he he he leaves the meeting, and I think he was going to,

11:25

like, Texas for, for Christmas Yeah. It's Christmas Eve. It's Christmas Eve. He's flying to Texas to go see his family and his his two cousins or anything on the plane with him. And they're brainstorming. They're like, God, six months, six weeks. This is ridiculous.

like, Texas for, for Christmas Yeah. It's Christmas Eve. It's Christmas Eve. He's flying to Texas to go see his family and his his two cousins or anything on the plane with him. And they're brainstorming. They're like, God, six months, six weeks. This is ridiculous.

11:38

And then,

And then,

11:40

someone on the plane has the idea. They're like, why don't we just go to Sacramento right now? We'll just rip the servers out ourselves.

someone on the plane has the idea. They're like, why don't we just go to Sacramento right now? We'll just rip the servers out ourselves.

11:45

Because one of the cousins one of the cousins, I think, worked at Solar City or whatever. And he was like, you know, we could we could use some servers. We definitely need some servers, and he's like, Alright. Sounds good. And what's he do? The idea was, like,

Because one of the cousins one of the cousins, I think, worked at Solar City or whatever. And he was like, you know, we could we could use some servers. We definitely need some servers, and he's like, Alright. Sounds good. And what's he do? The idea was, like,

11:58

if we just take the servers offline, they're gonna have to figure out how to fix and they'll fix it in faster than six weeks. I promise you that. And I I think that was underlying it. So, Yuan, on the plane, on Christmas day, basically Christmas Eve, you know, the flying to to Texas midway through the flight just tells the pilot turn around. We're gonna go lay in at Sacramento.

if we just take the servers offline, they're gonna have to figure out how to fix and they'll fix it in faster than six weeks. I promise you that. And I I think that was underlying it. So, Yuan, on the plane, on Christmas day, basically Christmas Eve, you know, the flying to to Texas midway through the flight just tells the pilot turn around. We're gonna go lay in at Sacramento.

12:16

Pilots, like, okay.

Pilots, like, okay.

12:17

And then he says, hey. Do you have a pocket knife? And the pilot's like, yeah, I do. His bodyguard. His bodyguard was like, here, I got one. And, like, what's out this pocketknife?

And then he says, hey. Do you have a pocket knife? And the pilot's like, yeah, I do. His bodyguard. His bodyguard was like, here, I got one. And, like, what's out this pocketknife?

12:25

And so they go to Sacramento. They take the knife. They basically and they're server cut the company that the farm, basically, they were like, hey, we're closed, dude. It's Christmas Eve. And he's like, let me in. These are my servers.

And so they go to Sacramento. They take the knife. They basically and they're server cut the company that the farm, basically, they were like, hey, we're closed, dude. It's Christmas Eve. And he's like, let me in. These are my servers.

12:36

Open this door. And now I don't need you to do anything. Just open this door. I'm going in. Open the door, gets in, takes down the servers. I don't I don't know the exact ending of the story, but same thing.

Open this door. And now I don't need you to do anything. Just open this door. I'm going in. Open the door, gets in, takes down the servers. I don't I don't know the exact ending of the story, but same thing.

12:46

Extreme force of will, extreme bias for action, and a questioning

Extreme force of will, extreme bias for action, and a questioning

12:51

of the the default speeds.

of the the default speeds.

12:54

For everybody in the company. And when you know that your default speed or your default clarity of thinking is gonna be questioned, it changes

For everybody in the company. And when you know that your default speed or your default clarity of thinking is gonna be questioned, it changes

13:01

everything. And so I've been on the other side of this. When I was at Twitch,

everything. And so I've been on the other side of this. When I was at Twitch,

13:06

Emmett

Emmett

13:07

was somebody who I've always said his oven burns a little hotter. He's smarter than than the average bear. And I felt that if you were in a room with Emmett and you presented a plan that to nine out of ten people in the company, It would sound okay. They wouldn't challenge your assumptions.

was somebody who I've always said his oven burns a little hotter. He's smarter than than the average bear. And I felt that if you were in a room with Emmett and you presented a plan that to nine out of ten people in the company, It would sound okay. They wouldn't challenge your assumptions.

13:22

Emma would always challenge the assumptions

Emma would always challenge the assumptions

13:25

of why we're doing it, how much it's gonna cost, why it has to take that long, etcetera.

of why we're doing it, how much it's gonna cost, why it has to take that long, etcetera.

13:29

And if your logic was not bulletproof,

And if your logic was not bulletproof,

13:32

if you were not already maxed out in your thinking of what was possible,

if you were not already maxed out in your thinking of what was possible,

13:36

you were gonna eat shit in that meeting. You are going to get shredded in front of, like, eighteen people and not in a mean way, but your logic is gonna get shredded. You are gonna get verbally undressed.

you were gonna eat shit in that meeting. You are going to get shredded in front of, like, eighteen people and not in a mean way, but your logic is gonna get shredded. You are gonna get verbally undressed.

13:46

And that changes things. When you once that once you know that that's what's on the line, you come in a little differently. You sit a little straighter. You walk a little faster. You, you know, dot your dot your i's across your t's when you go into those meetings. And so he only had to do it once. And then for the next eighteen months,

And that changes things. When you once that once you know that that's what's on the line, you come in a little differently. You sit a little straighter. You walk a little faster. You, you know, dot your dot your i's across your t's when you go into those meetings. And so he only had to do it once. And then for the next eighteen months,

14:01

I was ready every meeting with Emmett. And so I think that this is just a very valuable trait that they don't Was Emmett NICE about it? Was he is Emmett a courteous person? And it sorta has that, like, autistic forgiveness where you're, like, he's not being mean about it. He's not being nice about it. He's being very direct you're like, he's old. That's just how he is. He's just being direct. He's just, like, he's not trying to be in he's not trying to be mean.

I was ready every meeting with Emmett. And so I think that this is just a very valuable trait that they don't Was Emmett NICE about it? Was he is Emmett a courteous person? And it sorta has that, like, autistic forgiveness where you're, like, he's not being mean about it. He's not being nice about it. He's being very direct you're like, he's old. That's just how he is. He's just being direct. He's just, like, he's not trying to be in he's not trying to be mean.

14:27

And I wouldn't even say mean is the right word. He's just trying to get to the truth, and he would need you to get out of the way so that the truth can appear. He doesn't care about your feelings in the search for the truth. And in fact, the more you kind of try to get in the way of the truth, the more he's like, what are you doing? Get out of the way. We're trying to find the truth here. That's the way I would describe how it felt from my point of view. And and really, like, I was rarely on the receiving end of it, but I saw it happen many a time. And I took note very quickly of, like, okay. You gotta come correct here. Well, because I don't like people who are, like, and I used to behave this way, and I, and I regret how I used to behave, but of, like, being needlessly rude And I think that the people who are needlessly rude, I think Dana would fall in that category because he loves to fight. He loves to battle. So he just told the story last week. He goes, Let me tell you something. I'm going to war right now with Caesar's palace, and they're like, why? He goes.

And I wouldn't even say mean is the right word. He's just trying to get to the truth, and he would need you to get out of the way so that the truth can appear. He doesn't care about your feelings in the search for the truth. And in fact, the more you kind of try to get in the way of the truth, the more he's like, what are you doing? Get out of the way. We're trying to find the truth here. That's the way I would describe how it felt from my point of view. And and really, like, I was rarely on the receiving end of it, but I saw it happen many a time. And I took note very quickly of, like, okay. You gotta come correct here. Well, because I don't like people who are, like, and I used to behave this way, and I, and I regret how I used to behave, but of, like, being needlessly rude And I think that the people who are needlessly rude, I think Dana would fall in that category because he loves to fight. He loves to battle. So he just told the story last week. He goes, Let me tell you something. I'm going to war right now with Caesar's palace, and they're like, why? He goes.

15:17

For the last six months, I've been playing, like, back baccarat or some, like, casino game with him. He goes, I'm up seventeen million dollars on them right now. He goes, I wake up in the morning, and I think, how am I gonna win this war today? And he goes, I'm gonna lose eventually because they're gonna win. But right now, I'm crushing them. And each morning I wake up, I go to work and instead of going home, or he he said that he goes, like, when my when my kids are asleep, I go back to the casino, and I'm ready to go to war. And I thrive off that. He goes, I want my back against the wall, and I wanna go to war.

For the last six months, I've been playing, like, back baccarat or some, like, casino game with him. He goes, I'm up seventeen million dollars on them right now. He goes, I wake up in the morning, and I think, how am I gonna win this war today? And he goes, I'm gonna lose eventually because they're gonna win. But right now, I'm crushing them. And each morning I wake up, I go to work and instead of going home, or he he said that he goes, like, when my when my kids are asleep, I go back to the casino, and I'm ready to go to war. And I thrive off that. He goes, I want my back against the wall, and I wanna go to war.

15:51

So

So

15:52

I gotta say this because I'm a anybody who's an actual gambling degenerate, you listen to Dana's gambling story, and this is only gonna apply to one percent of the I apologize for the ninety nine percent who are like, who cares about this? I care a lot about this.

I gotta say this because I'm a anybody who's an actual gambling degenerate, you listen to Dana's gambling story, and this is only gonna apply to one percent of the I apologize for the ninety nine percent who are like, who cares about this? I care a lot about this.

16:04

So

So

16:05

his story has some holes on his gambling stuff. Here's I would like to list some of the holes that I'd like to have x rays on. I'd love for David to come on and talk about. He tells some of the holes. Like, he tells us one time that he got too drunk and he lost he goes, I I think I lost sixty thousand dollars and I wake up in the morning and they're like, hey, man, you you owe us. He goes, yeah, I'll get you to sixty. He goes, no. No. No. No. No. It's six million.

his story has some holes on his gambling stuff. Here's I would like to list some of the holes that I'd like to have x rays on. I'd love for David to come on and talk about. He tells some of the holes. Like, he tells us one time that he got too drunk and he lost he goes, I I think I lost sixty thousand dollars and I wake up in the morning and they're like, hey, man, you you owe us. He goes, yeah, I'll get you to sixty. He goes, no. No. No. No. No. It's six million.

16:25

Yeah.

Yeah.

16:27

I'm not saying he he doesn't admit that he loses. I just

I'm not saying he he doesn't admit that he loses. I just

16:30

in that interview, he said, I'm up seventeen million on Caesars this year, year to date. He says my rule is that if I make a million bucks, I walk. And if I lose, I'm willing to lose up to six million.

in that interview, he said, I'm up seventeen million on Caesars this year, year to date. He says my rule is that if I make a million bucks, I walk. And if I lose, I'm willing to lose up to six million.

16:42

Oh my god. Then he says,

Oh my god. Then he says,

16:45

I've only lost twice this year. So it doesn't add up. How do you if you went if you walk away when you win a million, or you lose six million, and you're up seventeen million, and you've only lost two days of the year. And it's we're halfway through the year.

I've only lost twice this year. So it doesn't add up. How do you if you went if you walk away when you win a million, or you lose six million, and you're up seventeen million, and you've only lost two days of the year. And it's we're halfway through the year.

16:58

The math ain't mathin on that one. The fourth thing, He represents himself as a, like, skilled gambler who beats the house.

The math ain't mathin on that one. The fourth thing, He represents himself as a, like, skilled gambler who beats the house.

17:05

He's playing Bakarat, which is like a fifty fifty push game, and blackjack where you're down four forty nine fifty one, there is no skilled,

He's playing Bakarat, which is like a fifty fifty push game, and blackjack where you're down four forty nine fifty one, there is no skilled,

17:13

like, the biggest loser in the world is a professional blackjack player.

like, the biggest loser in the world is a professional blackjack player.

17:18

I'm just gonna say that again. The biggest loser in the world is a professional back deck player because your professional at something that is stacked against you is a by definition losing game.

I'm just gonna say that again. The biggest loser in the world is a professional back deck player because your professional at something that is stacked against you is a by definition losing game.

17:27

Secondly, you're probably really smart and could've done so many things with your life, and you chose to play a game that is stacked against you as your professional career. And third, you're delusional because there's no such thing as a professional blackjack player. That is why that is the biggest loser job of the world. Well, he's but the fact that he, like, continues to do it I'm not saying Dana's name by the way. Dana's job is running the UFC Well but just a side tangent to any professional black tick player out there. That makes no sense. He could be a degenerate and also and also a great business. And he could be a degenerate gambler and also a great business. Probably is. What what Jordan was and many others are? Else did you learn in that documentary or that show? So force of will bias to action speed cutting through the BS.

Secondly, you're probably really smart and could've done so many things with your life, and you chose to play a game that is stacked against you as your professional career. And third, you're delusional because there's no such thing as a professional blackjack player. That is why that is the biggest loser job of the world. Well, he's but the fact that he, like, continues to do it I'm not saying Dana's name by the way. Dana's job is running the UFC Well but just a side tangent to any professional black tick player out there. That makes no sense. He could be a degenerate and also and also a great business. And he could be a degenerate gambler and also a great business. Probably is. What what Jordan was and many others are? Else did you learn in that documentary or that show? So force of will bias to action speed cutting through the BS.

18:05

I think is is tremendous And his other employees even said this, like, the head of PR was, like,

I think is is tremendous And his other employees even said this, like, the head of PR was, like,

18:11

she goes, yeah, work starts at, work starts at eight thirty. It's six thirty right now. I'm doing my workout. But Dana just texted me saying, are you at the office yet?

she goes, yeah, work starts at, work starts at eight thirty. It's six thirty right now. I'm doing my workout. But Dana just texted me saying, are you at the office yet?

18:18

I told him

I told him

18:19

not yet, but I'll be there soon. And she was like, you know, Dana's gonna do this press conference.

not yet, but I'll be there soon. And she was like, you know, Dana's gonna do this press conference.

18:24

Dane is the type where he once he decides he's gonna do something, he's like a a rhino going to do it. He's he's gonna bulldoze through. And you're either with him on it, and you're helping him do that, or you should just get out of the way. And, you know, I I just thought, man, another really hard job being the head of PR for the UFC a very difficult job. And that woman is with him everywhere.

Dane is the type where he once he decides he's gonna do something, he's like a a rhino going to do it. He's he's gonna bulldoze through. And you're either with him on it, and you're helping him do that, or you should just get out of the way. And, you know, I I just thought, man, another really hard job being the head of PR for the UFC a very difficult job. And that woman is with him everywhere.

18:43

I forget her name, but,

I forget her name, but,

18:45

Linda or Linda or something she's always with them. And what you'll what you'll notice is they do the press conferences after the fight in New York time. It's, like, at two AM, And then you'll see a Monday in France for another press conference.

Linda or Linda or something she's always with them. And what you'll what you'll notice is they do the press conferences after the fight in New York time. It's, like, at two AM, And then you'll see a Monday in France for another press conference.

18:58

Right. They work their asses off. Yeah. A hundred percent. Let me tell you. Alright. So we talked about a company on here a bunch of times, but I actually just met the the founder. So I'm gonna do a little bit of a repeat. But Remember how we talked about twenty nine zero twenty nine, the Ever sync thing? It's the outdoor race where you kind of run run up and down a hill as many times as it takes to run the equivalent of Mount Everest. An awesome thing. Started by friend of the pod, Jesse Insler, and, and others. Yeah. So it's, I guess, Everest is twenty nine thousand feet. So, hence, twenty nine thousand o twenty nine is the name of their, brand. We talked about him a bunch, but the guy coincidentally

Right. They work their asses off. Yeah. A hundred percent. Let me tell you. Alright. So we talked about a company on here a bunch of times, but I actually just met the the founder. So I'm gonna do a little bit of a repeat. But Remember how we talked about twenty nine zero twenty nine, the Ever sync thing? It's the outdoor race where you kind of run run up and down a hill as many times as it takes to run the equivalent of Mount Everest. An awesome thing. Started by friend of the pod, Jesse Insler, and, and others. Yeah. So it's, I guess, Everest is twenty nine thousand feet. So, hence, twenty nine thousand o twenty nine is the name of their, brand. We talked about him a bunch, but the guy coincidentally

19:34

joined Hampton recently. So I was able to, I called them this morning, and I was just talking through them. Because I've been so fascinated. We talked about, high rocks, and we talked about a bunch of these underground,

joined Hampton recently. So I was able to, I called them this morning, and I was just talking through them. Because I've been so fascinated. We talked about, high rocks, and we talked about a bunch of these underground,

19:44

not underground, but these, like, niche sporting events. And I actually think they're better businesses than I previously thought. So let me tell you about this one. So So if you go to, twenty nine zero twenty nine, I think it's called twenty nine zero twenty nine ever sting dot com. You can go to the website, but check this out. So they do seven events a year Each event only has three hundred people.

not underground, but these, like, niche sporting events. And I actually think they're better businesses than I previously thought. So let me tell you about this one. So So if you go to, twenty nine zero twenty nine, I think it's called twenty nine zero twenty nine ever sting dot com. You can go to the website, but check this out. So they do seven events a year Each event only has three hundred people.

20:04

This year, they sold out the entire year in four minutes for all of the event. And he's purposely keeping this small. So if you do that math, that's thirteen million dollars in ticket sales that he's done. And he told me that, basically, they wanna own all the accommodation.

This year, they sold out the entire year in four minutes for all of the event. And he's purposely keeping this small. So if you do that math, that's thirteen million dollars in ticket sales that he's done. And he told me that, basically, they wanna own all the accommodation.

20:20

And so, basically, it's turnkey. You pay sixty five hundred dollars. You show in some locations, you could stay at, like, a Fairmont Hotel, which is where they they partner with, or they do, like, glamping. And you go to, like, whistler and all these, like, really beautiful places. And so you show up, you do this event, and the reason they keep it at three hundred people is so you can meet everyone. And so you can have this experience where where you get to know all of your people, and so you keep coming back year after year. But listen to this. They started in two thousand and seventeen. When they started in two thousand seventeen, Jesse Itslayer was Mark's partner on this. Which is like the whole idea of, like, an influencer partnering with you. Jesse only had five thousand

And so, basically, it's turnkey. You pay sixty five hundred dollars. You show in some locations, you could stay at, like, a Fairmont Hotel, which is where they they partner with, or they do, like, glamping. And you go to, like, whistler and all these, like, really beautiful places. And so you show up, you do this event, and the reason they keep it at three hundred people is so you can meet everyone. And so you can have this experience where where you get to know all of your people, and so you keep coming back year after year. But listen to this. They started in two thousand and seventeen. When they started in two thousand seventeen, Jesse Itslayer was Mark's partner on this. Which is like the whole idea of, like, an influencer partnering with you. Jesse only had five thousand

20:55

five thousand followers on Instagram when they started. He wasn't that big of a deal. And yet, in their first year of business, they made five hundred thousand dollars in revenue. In two thousand eighteen, their second year of business, they did a million dollars in revenue by two thousand twenty, he said they were doing really great, but COVID happened. The business got wiped out. And so in twenty one, twenty two, they had to start all over again. But He says it's a great business. He's like, it's negative working capital. People pay upfront, and I can use that money to go and pay for all the accommodations and pay for everything. And he says it's a great business. I was like, well, what's wrong about this business? Well, he said the first thing

five thousand followers on Instagram when they started. He wasn't that big of a deal. And yet, in their first year of business, they made five hundred thousand dollars in revenue. In two thousand eighteen, their second year of business, they did a million dollars in revenue by two thousand twenty, he said they were doing really great, but COVID happened. The business got wiped out. And so in twenty one, twenty two, they had to start all over again. But He says it's a great business. He's like, it's negative working capital. People pay upfront, and I can use that money to go and pay for all the accommodations and pay for everything. And he says it's a great business. I was like, well, what's wrong about this business? Well, he said the first thing

21:28

that sucks is it's a fad.

that sucks is it's a fad.

21:31

Meaning

Meaning

21:32

tough mudder,

tough mudder,

21:34

a bunch of other events. Like, you look at some of these events like Spartan Race, they get really popular, really fast. And a tough mudder was doing a hundred million in revenue, now it filed for bankruptcy a couple of years ago. Like, you you have to figure out how to keep people coming back over and over and over again. And I asked them, I said, how do you how do you do that? Like, what are like the what are like the keys to make this work? Because this is kind of an interesting thing. I I don't know if I would ever wanna start one of these, but maybe one day. He said the first thing, you need a story.

a bunch of other events. Like, you look at some of these events like Spartan Race, they get really popular, really fast. And a tough mudder was doing a hundred million in revenue, now it filed for bankruptcy a couple of years ago. Like, you you have to figure out how to keep people coming back over and over and over again. And I asked them, I said, how do you how do you do that? Like, what are like the what are like the keys to make this work? Because this is kind of an interesting thing. I I don't know if I would ever wanna start one of these, but maybe one day. He said the first thing, you need a story.

22:00

So you have to tell your friends what's something exciting that you're gonna be And it can't be really like running a marathon because everyone kinda does that, but it has to be a little bit more exciting. You need a story. You need to be going somewhere beautiful. You need to be doing some ridiculous race. The second thing It's gotta be challenging. Do you know how many people who start a marathon finish?

So you have to tell your friends what's something exciting that you're gonna be And it can't be really like running a marathon because everyone kinda does that, but it has to be a little bit more exciting. You need a story. You need to be going somewhere beautiful. You need to be doing some ridiculous race. The second thing It's gotta be challenging. Do you know how many people who start a marathon finish?

22:19

Seventy percent. Ninety nine percent. Ninety nine percent of people who start a marathon end up finishing that particular race.

Seventy percent. Ninety nine percent. Ninety nine percent of people who start a marathon end up finishing that particular race.

22:26

Not so hard then. It's not so hard. In his opinion, you need roughly a seventy or seventy five percent chance. He said for his events,

Not so hard then. It's not so hard. In his opinion, you need roughly a seventy or seventy five percent chance. He said for his events,

22:34

roughly seventy percent of people go through with it, thirty percent fail. The third thing, you have to learn some type of skill, like a new skill, or acquire some type of new fitness in order to accomplish it. And the last thing, it needs to be in a beautiful place or it looks cool in photos.

roughly seventy percent of people go through with it, thirty percent fail. The third thing, you have to learn some type of skill, like a new skill, or acquire some type of new fitness in order to accomplish it. And the last thing, it needs to be in a beautiful place or it looks cool in photos.

22:49

So I was thinking about this. Let me give you three ideas for ridiculous fitness events that could work out. You ready? Alright. Hit me. Alright. The first one, we're gonna call it the burly beer mile.

So I was thinking about this. Let me give you three ideas for ridiculous fitness events that could work out. You ready? Alright. Hit me. Alright. The first one, we're gonna call it the burly beer mile.

23:00

You dress up like Paul Bunion, you go in the mountains,

You dress up like Paul Bunion, you go in the mountains,

23:04

On a track near a track, you've run one lap, chug a beer, run another lap, chug a beer. You do that four times, four beers, one mile. Do you think about the beerly

On a track near a track, you've run one lap, chug a beer, run another lap, chug a beer. You do that four times, four beers, one mile. Do you think about the beerly

23:15

the burly beer mile?

the burly beer mile?

23:17

Look, if you can give people any excuse to drink, you already have eighty percent of a good business. Okay?

Look, if you can give people any excuse to drink, you already have eighty percent of a good business. Okay?

23:23

There's a reason that, like, top golf is really popular. There's a reason that people go to baseball games still. It's not because they're wondering what's gonna happen at the top of the sixth. It's because they wanna eat hot dogs and drink beer outside. Like, giving people an excuse to drink is a great business model.

There's a reason that, like, top golf is really popular. There's a reason that people go to baseball games still. It's not because they're wondering what's gonna happen at the top of the sixth. It's because they wanna eat hot dogs and drink beer outside. Like, giving people an excuse to drink is a great business model.

23:38

If you just layer on top of that, a contrast, juxtaposition.

If you just layer on top of that, a contrast, juxtaposition.

23:41

Oh, it's fitness and beer. Love it. I'm already in I don't know about the Paul Bunion. I think that's Not sure that's on trend with the aesthetics that we're going for here. But I think if we workshop this idea a little bit, you you could have something.

Oh, it's fitness and beer. Love it. I'm already in I don't know about the Paul Bunion. I think that's Not sure that's on trend with the aesthetics that we're going for here. But I think if we workshop this idea a little bit, you you could have something.

23:54

Alright. How about

Alright. How about

23:56

the paddle prison break? A paddle boat race from alcatraz to the coast of San Francisco.

the paddle prison break? A paddle boat race from alcatraz to the coast of San Francisco.

24:03

The prison break. Oh, I like this one. My mind was still on the beer one for a second, by the way. I feel like just the the beer mile, or the beer, the beer marathon. It's a half marathon, and you drink thirteen beers, I think, has, has legs. Or maybe it's, like,

The prison break. Oh, I like this one. My mind was still on the beer one for a second, by the way. I feel like just the the beer mile, or the beer, the beer marathon. It's a half marathon, and you drink thirteen beers, I think, has, has legs. Or maybe it's, like,

24:19

Maybe maybe it's a it's a quarter marathon. It's six beers

Maybe maybe it's a it's a quarter marathon. It's six beers

24:22

and, six miles or something like that. Dude, I did a by the way, I did a beer mile in college. So you, chug a beer to start, run a lap, whatever. You hit for four beers, four laps, one mile. I threw up, and if you throw up, you have to run a fifth lap. It took me fifteen minutes to do it. It was horrible. Yeah. But we call that the victory lap. It's like, oh, I had to do a victory lap. Why? Because I threw up during it. Oh, man.

and, six miles or something like that. Dude, I did a by the way, I did a beer mile in college. So you, chug a beer to start, run a lap, whatever. You hit for four beers, four laps, one mile. I threw up, and if you throw up, you have to run a fifth lap. It took me fifteen minutes to do it. It was horrible. Yeah. But we call that the victory lap. It's like, oh, I had to do a victory lap. Why? Because I threw up during it. Oh, man.

24:43

You sound fun. Alright. So let's do,

You sound fun. Alright. So let's do,

24:46

prison break. So prison break is we drop you off the side of alcatraz in In a small boat? In a paddle boat. We're gonna call it the we're gonna call it the paddle prison break.

prison break. So prison break is we drop you off the side of alcatraz in In a small boat? In a paddle boat. We're gonna call it the we're gonna call it the paddle prison break.

24:56

Is there, like, a lane set up, or we're just gonna lose people into the ocean here? What's going on? We got some live be concerns. Oh, we're not gonna let details get in the way of a good idea here. I think I think there is definitely something to the prison break, out of alcatraz if you can do that. There's a a swim race that happens every year, but I'll give you my last, horrible fitness idea. Are you ready? We're gonna call it. For the prison break, you have to start in cuffs.

Is there, like, a lane set up, or we're just gonna lose people into the ocean here? What's going on? We got some live be concerns. Oh, we're not gonna let details get in the way of a good idea here. I think I think there is definitely something to the prison break, out of alcatraz if you can do that. There's a a swim race that happens every year, but I'll give you my last, horrible fitness idea. Are you ready? We're gonna call it. For the prison break, you have to start in cuffs.

25:17

Great for the tardo.

Great for the tardo.

25:19

Adds a story, adds a challenge. You're gonna have to learn and have to help each other get out of the cuffs. So everybody's in cuffs.

Adds a story, adds a challenge. You're gonna have to learn and have to help each other get out of the cuffs. So everybody's in cuffs.

25:24

You need somebody in this race who, like, can just get out of cuffs, and then they'll get the little pick, and they'll start picking other people out. And then that's how you get out of this thing. And you have to have a criminal record.

You need somebody in this race who, like, can just get out of cuffs, and then they'll get the little pick, and they'll start picking other people out. And then that's how you get out of this thing. And you have to have a criminal record.

25:35

In order to get invited, you must have to have at least, a little gold

In order to get invited, you must have to have at least, a little gold

25:38

patch

patch

25:42

on your on the shoulder. If you actually have a felony or misdemeanor Yeah.

on your on the shoulder. If you actually have a felony or misdemeanor Yeah.

25:46

We'll just call you out there. And the last horrible idea, we're gonna call it the skyline scramble.

We'll just call you out there. And the last horrible idea, we're gonna call it the skyline scramble.

25:51

A race through NYC,

A race through NYC,

25:53

but you can't touch the ground. You gotta go from building to building.

but you can't touch the ground. You gotta go from building to building.

25:57

Like, a parkour challenge?

Like, a parkour challenge?

25:59

Yeah, baby. The only person who survives wins.

Yeah, baby. The only person who survives wins.

26:04

No. These are all horrible ideas, but I did think it was incredibly interesting to hear this guy's business. I didn't actually think that this company could be as good as it is, but I'll be eager to see if this thing works. I,

No. These are all horrible ideas, but I did think it was incredibly interesting to hear this guy's business. I didn't actually think that this company could be as good as it is, but I'll be eager to see if this thing works. I,

26:15

I do. I think these type of experiential businesses. I remember when I ran a a conference. It wasn't the same thing, but, like, having a thing that you work towards and then all the people come to, it was, like, was a very fulfilling thing to do versus just being on the internet all the time. It felt nice to meet your customers and things like that. It was pretty awesome.

I do. I think these type of experiential businesses. I remember when I ran a a conference. It wasn't the same thing, but, like, having a thing that you work towards and then all the people come to, it was, like, was a very fulfilling thing to do versus just being on the internet all the time. It felt nice to meet your customers and things like that. It was pretty awesome.

26:32

So

So

26:34

you didn't give me the heads up about this. But I'm down to to workshop a few ideas live for you here if you'd like. Alright. What what do you got? When you were thinking of these, what what how did you put yourself in the mindset to even come up with these ideas? What were you what what got you going? Well, they're not very good ideas. So,

you didn't give me the heads up about this. But I'm down to to workshop a few ideas live for you here if you'd like. Alright. What what do you got? When you were thinking of these, what what how did you put yourself in the mindset to even come up with these ideas? What were you what what got you going? Well, they're not very good ideas. So,

26:51

So whatever mindset I was in, I would say avoid that.

So whatever mindset I was in, I would say avoid that.

26:55

Alright. We're gonna go with,

Alright. We're gonna go with,

26:57

maybe nostalgia. So,

maybe nostalgia. So,

27:00

the Boston rover

the Boston rover

27:01

it's it's red rover. Remember that game? Red rover?

it's it's red rover. Remember that game? Red rover?

27:04

It's but with just all the people in the city of Boston many people

It's but with just all the people in the city of Boston many people

27:08

get on one team, and we're playing Red Rover. Just a city wide hide and go seek. A city wide hide and go seek. Exactly. It's not really fitness at this point. No. Children's games I've gone into. It's they're all horrible ideas. But I just thought that the this segment is fascinating, dude. I think that, one day I could see myself doing this.

get on one team, and we're playing Red Rover. Just a city wide hide and go seek. A city wide hide and go seek. Exactly. It's not really fitness at this point. No. Children's games I've gone into. It's they're all horrible ideas. But I just thought that the this segment is fascinating, dude. I think that, one day I could see myself doing this.

27:27

To make one of these?

To make one of these?

27:29

Yeah. Yeah. Yeah. They seem awesome. They it it's like the, you know how we talked about

Yeah. Yeah. Yeah. They seem awesome. They it it's like the, you know how we talked about

27:34

like viral food. It's like, how do you make how do you make your restaurant go viral? Well, you need, like, some type of food that's either oversized or extra small. Or is a different color, or it's typically the aside, for example,

like viral food. It's like, how do you make how do you make your restaurant go viral? Well, you need, like, some type of food that's either oversized or extra small. Or is a different color, or it's typically the aside, for example,

27:47

cookie dough. You should make this the main. Yeah. It's like cookie dough. You make that the main thing. Or you mash up two things that don't go together. Or you mash up two things that yeah. And I'm like, what could you do for fitness? And I thought it was interesting.

cookie dough. You should make this the main. Yeah. It's like cookie dough. You make that the main thing. Or you mash up two things that don't go together. Or you mash up two things that yeah. And I'm like, what could you do for fitness? And I thought it was interesting.

27:59

I used that same idea. By the way,

I used that same idea. By the way,

28:02

Speaking of beautiful settings

Speaking of beautiful settings

28:05

and doing races

and doing races

28:06

in memorable

in memorable

28:07

places,

places,

28:08

where should people be racing to right now? I think they should race to wanda

where should people be racing to right now? I think they should race to wanda

28:13

dot com slash MFM.

dot com slash MFM.

28:15

Why should they do that?

Why should they do that?

28:17

Well,

Well,

28:18

that's a pretty good deal here. So If you go to Wanda right now, Wanda's a place where you can go rent beautiful,

that's a pretty good deal here. So If you go to Wanda right now, Wanda's a place where you can go rent beautiful,

28:24

luxury vacation,

luxury vacation,

28:26

experiences,

experiences,

28:27

booking one right now. I can I have my assistant working on it this morning? So, if you go to Wanda, they do they're doing a special deal for MFM people, which is that if you go to wanda dot com slash MFM, you download their app, sign up. You don't have to book a vacation or anything. You were automatically entered into a luxury vacation getaway,

booking one right now. I can I have my assistant working on it this morning? So, if you go to Wanda, they do they're doing a special deal for MFM people, which is that if you go to wanda dot com slash MFM, you download their app, sign up. You don't have to book a vacation or anything. You were automatically entered into a luxury vacation getaway,

28:42

on behalf of us. And so they're gonna be giving away a stay to one listener, which is amazing. Your odds are actually pretty good. This podcast not that popular. It could be you. There's maybe one in a hundred chance. Who knows? So go ahead, download the app and, and enter to win. And if you download the app, you'll also get three hundred dollars off your next day. So you get a discount and you get into the giveaway

on behalf of us. And so they're gonna be giving away a stay to one listener, which is amazing. Your odds are actually pretty good. This podcast not that popular. It could be you. There's maybe one in a hundred chance. Who knows? So go ahead, download the app and, and enter to win. And if you download the app, you'll also get three hundred dollars off your next day. So you get a discount and you get into the giveaway

29:01

But check out wander. Dude, I was looking at some of these,

But check out wander. Dude, I was looking at some of these,

29:04

properties. The problem I have with wander, I got a bone to pick with wander, which is

properties. The problem I have with wander, I got a bone to pick with wander, which is

29:09

The pictures are so good that I started booking vacations to places. I don't even wanna go. Well, I

The pictures are so good that I started booking vacations to places. I don't even wanna go. Well, I

29:16

just Like, normally, you're like, I pick a city, and then let me find a place to stay. Here, I went, and I was like, dude, this house is sick. I guess I'm going to Naples

just Like, normally, you're like, I pick a city, and then let me find a place to stay. Here, I went, and I was like, dude, this house is sick. I guess I'm going to Naples

29:25

Like, where where am I going? I don't know. Like, I'm going to Florida now. I wasn't even trying to go to Florida. And so Well, they're they're sitting

Like, where where am I going? I don't know. Like, I'm going to Florida now. I wasn't even trying to go to Florida. And so Well, they're they're sitting

29:32

There's setting expectations so high. So for example, have you ever seen,

There's setting expectations so high. So for example, have you ever seen,

29:36

have you ever seen, like, people who take pictures of pyramids, and then they zoom out, and there's, like, hot dog vendors, and there's, like, you know what I mean? Instagram versus reality type of I'm, like, these photos are so freaking good. If they zoom out, is there gonna be, like, a trailer right next to the home? Like, how are these still No. Dude, I've had people who use these for, like, corporate off-site cause, like, some of these places are pretty baller. So they they use it to, like, do a there's, like, one in Sonoma, I know, my friends did for a corporate off-site.

have you ever seen, like, people who take pictures of pyramids, and then they zoom out, and there's, like, hot dog vendors, and there's, like, you know what I mean? Instagram versus reality type of I'm, like, these photos are so freaking good. If they zoom out, is there gonna be, like, a trailer right next to the home? Like, how are these still No. Dude, I've had people who use these for, like, corporate off-site cause, like, some of these places are pretty baller. So they they use it to, like, do a there's, like, one in Sonoma, I know, my friends did for a corporate off-site.

30:02

And they were, like, no. It was sick. It was amazing.

And they were, like, no. It was sick. It was amazing.

30:05

There might there has to be I mean, these photos look so good that there it has to be some version of, like, shoot for the stars and you still land on the moon type of thing. But, yeah, if it's anywhere near as good as it looks. I'm, I'm very excited. You have on this document, the difference between running a business for growth versus EBITDA versus cash flow.

There might there has to be I mean, these photos look so good that there it has to be some version of, like, shoot for the stars and you still land on the moon type of thing. But, yeah, if it's anywhere near as good as it looks. I'm, I'm very excited. You have on this document, the difference between running a business for growth versus EBITDA versus cash flow.

30:23

I'm interested. You got my attention. Yeah. This is a, CEO

I'm interested. You got my attention. Yeah. This is a, CEO

30:27

school.

school.

30:29

Tactical session.

Tactical session.

30:30

When you were running the hustle,

When you were running the hustle,

30:32

did you,

did you,

30:34

obviously, all of these things are good. You want growth. You want EBITDA. You want cash flow. The problem is When you want three things equally, you usually get none.

obviously, all of these things are good. You want growth. You want EBITDA. You want cash flow. The problem is When you want three things equally, you usually get none.

30:42

So there are gen generally in any business at any point in time, tends to be some some order of priority.

So there are gen generally in any business at any point in time, tends to be some some order of priority.

30:48

When you were at the hustle, did you

When you were at the hustle, did you

30:50

which of these did you focus on? And was there ever a shift in oh, now we're focusing on this instead of this. I didn't run the business long enough. You know, we sold, like, four and a half years in to make the shift, but it was for the longest time, it was revenue.

which of these did you focus on? And was there ever a shift in oh, now we're focusing on this instead of this. I didn't run the business long enough. You know, we sold, like, four and a half years in to make the shift, but it was for the longest time, it was revenue.

31:04

Was the number one priority,

Was the number one priority,

31:06

followed by cash flow, followed by profit. And so what I wanted to do was double revenue every year. So I think we went from, like, five hundred thousand in revenue to two point two

followed by cash flow, followed by profit. And so what I wanted to do was double revenue every year. So I think we went from, like, five hundred thousand in revenue to two point two

31:16

to, like,

to, like,

31:17

five to

five to

31:19

twelve or something like that. And we

twelve or something like that. And we

31:23

didn't make a lot of profit along the way. I think the year we sold, we did maybe a million in profit, but our cash flow was high. So I was able to add, like, two million dollars to our bank account.

didn't make a lot of profit along the way. I think the year we sold, we did maybe a million in profit, but our cash flow was high. So I was able to add, like, two million dollars to our bank account.

31:32

And explain to somebody who's like, wait. How do you have a million dollars of profit? Two million of cash flow? How does that work in a business like the household? So I'll give you guys an, a really easy example. So we had this thing called trend. It was three hundred dollars a year. But for the sake of this conversation, let's just say it was twelve hundred dollars a year.

And explain to somebody who's like, wait. How do you have a million dollars of profit? Two million of cash flow? How does that work in a business like the household? So I'll give you guys an, a really easy example. So we had this thing called trend. It was three hundred dollars a year. But for the sake of this conversation, let's just say it was twelve hundred dollars a year.

31:47

And,

And,

31:48

if a customer paid up front, let's say they paid me on June first, twelve hundred dollars for an annual subscription.

if a customer paid up front, let's say they paid me on June first, twelve hundred dollars for an annual subscription.

31:55

My cash flow was twelve hundred dollars. That's how much my business accepted into our bank account. But the way that gap accounting generally accepted,

My cash flow was twelve hundred dollars. That's how much my business accepted into our bank account. But the way that gap accounting generally accepted,

32:03

principles of accounting, the way that works is twelve hundred dollars was really only a hundred dollars in June, a hundred dollars in July, and a hundred dollars each month. And so my revenue was only a hundred dollars per month that they stayed with me even though I collected twelve hundred dollars. Thus, my profit, let's just say that it cost me,

principles of accounting, the way that works is twelve hundred dollars was really only a hundred dollars in June, a hundred dollars in July, and a hundred dollars each month. And so my revenue was only a hundred dollars per month that they stayed with me even though I collected twelve hundred dollars. Thus, my profit, let's just say that it cost me,

32:21

seventy five dollars to produce the content My profit was a hundred dollars minus seventy five dollars. So twenty five bucks. Exactly.

seventy five dollars to produce the content My profit was a hundred dollars minus seventy five dollars. So twenty five bucks. Exactly.

32:28

And so I'm in this situation right now. I have a business that, my

And so I'm in this situation right now. I have a business that, my

32:32

com business where we've been running it for maybe four years now.

com business where we've been running it for maybe four years now.

32:36

And it's doing really well. It's been I was only growth focused. So I was like, you, I wanted to double or more every year. And so we did where you went from. The re the reason being is typically not always typically,

And it's doing really well. It's been I was only growth focused. So I was like, you, I wanted to double or more every year. And so we did where you went from. The re the reason being is typically not always typically,

32:48

it's harder to grow revenue,

it's harder to grow revenue,

32:51

but it's easier to once revenue is grown to become profitable.

but it's easier to once revenue is grown to become profitable.

32:55

Exactly. I think it's the right order of operations. Actually, there there's one pre step even before growth, which is just product market fit. Meaning, have I made something that people want? Do I feel like

Exactly. I think it's the right order of operations. Actually, there there's one pre step even before growth, which is just product market fit. Meaning, have I made something that people want? Do I feel like

33:03

if I produce this, that there's a market poll for this. So once we, you know, it's a verified product market fit, great. Now it was grow. I think in year one, we did six or seven million. I think in year two, we basically got to twelve something. Year three was bigger than that. Now year four is bigger than that. So we basically even you know, growing by somewhere between fifty and a hundred percent every year for the four years.

if I produce this, that there's a market poll for this. So once we, you know, it's a verified product market fit, great. Now it was grow. I think in year one, we did six or seven million. I think in year two, we basically got to twelve something. Year three was bigger than that. Now year four is bigger than that. So we basically even you know, growing by somewhere between fifty and a hundred percent every year for the four years.

33:26

But I have pulled out Exactly. Zero dollars from this business. I have put in my pocket zero dollars from this business in four years. Wait, really? Yeah. I've taken nothing out of business. I've reinvested everything, but it's not a oh, I could've took a ton of money out of this business. It's like, well, like, for example, one year,

But I have pulled out Exactly. Zero dollars from this business. I have put in my pocket zero dollars from this business in four years. Wait, really? Yeah. I've taken nothing out of business. I've reinvested everything, but it's not a oh, I could've took a ton of money out of this business. It's like, well, like, for example, one year,

33:43

We basically had no profit. We did,

We basically had no profit. We did,

33:46

you know, eight figures of revenue, and we were breakeven essentially. And I was like, what are we doing here? How did this

you know, eight figures of revenue, and we were breakeven essentially. And I was like, what are we doing here? How did this

33:52

happen? So, like, the bank did the but did the bank account ever go up? Like, was your was your cash position ever good? Well, in ecom, you have one other variable, which is inventory, and sucks. The the cash has been pretty steady, but the inventory assets are going up. But they're also inventory that might take a while to move. It might be slow. It might be whatever. And so you don't don't want my cash tied up in inventory. That is not actually the the plan. That's a it's a byproduct. Unless you can pay your employees and bills and inventory, it sucks.

happen? So, like, the bank did the but did the bank account ever go up? Like, was your was your cash position ever good? Well, in ecom, you have one other variable, which is inventory, and sucks. The the cash has been pretty steady, but the inventory assets are going up. But they're also inventory that might take a while to move. It might be slow. It might be whatever. And so you don't don't want my cash tied up in inventory. That is not actually the the plan. That's a it's a byproduct. Unless you can pay your employees and bills and inventory, it sucks.

34:18

Yeah. Exactly.

Yeah. Exactly.

34:20

So I've been going through this process where I shifted from where I first was in growth, and then I shifted to EBITDA. And so,

So I've been going through this process where I shifted from where I first was in growth, and then I shifted to EBITDA. And so,

34:27

that required a certain set of skills. So I'll share with you some of the lessons learned shifting to EBITDA first. So we and we've successfully shifted to EBITDA. And so we EBITDA being, earnings before interest

that required a certain set of skills. So I'll share with you some of the lessons learned shifting to EBITDA first. So we and we've successfully shifted to EBITDA. And so we EBITDA being, earnings before interest

34:37

tax,

tax,

34:38

amortization,

amortization,

34:39

amortization and, depreciation.

amortization and, depreciation.

34:41

Exactly.

Exactly.

34:43

Okay. So what what did I do to make that shift? The first thing was

Okay. So what what did I do to make that shift? The first thing was

34:47

and the reason I'm saying this is because there's probably people out there who are running a business that's been high growth low low cash flow or high growth low profit.

and the reason I'm saying this is because there's probably people out there who are running a business that's been high growth low low cash flow or high growth low profit.

34:54

And,

And,

34:55

for some businesses, that's the right move. You wanna stay in that mode for a very long time. Maybe it's a winner take all market, maybe it's a land grab situation, maybe your venture backed, and it's a billion dollar a bust. This is not that. This is a business I own that I, you know, if we sell this business, it might be, you know, a hundred million dollars or less. Is is, like, where this thing will land, but that's great. We own the business. We have no outside,

for some businesses, that's the right move. You wanna stay in that mode for a very long time. Maybe it's a winner take all market, maybe it's a land grab situation, maybe your venture backed, and it's a billion dollar a bust. This is not that. This is a business I own that I, you know, if we sell this business, it might be, you know, a hundred million dollars or less. Is is, like, where this thing will land, but that's great. We own the business. We have no outside,

35:16

you know, investors. And so it's it's no big deal.

you know, investors. And so it's it's no big deal.

35:19

So anyways, the point of this, point of this branch is basically how do you make that shift?

So anyways, the point of this, point of this branch is basically how do you make that shift?

35:24

So I first went and talked to people who so step one, figure out what the right EBITDA target is. So I go and talk to people who are in the same space to figure out what EBITDA margin is kinda the low end of what's possible to the high end of what's possible. And then I ended up shooting for somewhere, like, you know, the sixty percent mark. Like, ten to twenty five percent? Yeah. So for me, that's, like, seventeen percent, margin. So the best ones were like, yeah. We have twenty five percent, like, the ecomm ones, but then when you dig under the hood, it's like, oh, you don't do any marketing, like, somehow? Well, I do. So that's just not gonna happen.

So I first went and talked to people who so step one, figure out what the right EBITDA target is. So I go and talk to people who are in the same space to figure out what EBITDA margin is kinda the low end of what's possible to the high end of what's possible. And then I ended up shooting for somewhere, like, you know, the sixty percent mark. Like, ten to twenty five percent? Yeah. So for me, that's, like, seventeen percent, margin. So the best ones were like, yeah. We have twenty five percent, like, the ecomm ones, but then when you dig under the hood, it's like, oh, you don't do any marketing, like, somehow? Well, I do. So that's just not gonna happen.

35:56

But getting to seventeen, eighteen percent is like, wow. That would be really great. And then the low end is, like, ten percent. So that's the first thing. Then

But getting to seventeen, eighteen percent is like, wow. That would be really great. And then the low end is, like, ten percent. So that's the first thing. Then

36:04

unflow,

unflow,

36:05

create, like, a EBITDA, what I call a EBITDA budget. So basically, you take for every hundred dollars of revenue that comes in. What percentage is gonna go to each of the following categories? My overheads, my cost of goods sold, my OpEx, my advertising and marketing,

create, like, a EBITDA, what I call a EBITDA budget. So basically, you take for every hundred dollars of revenue that comes in. What percentage is gonna go to each of the following categories? My overheads, my cost of goods sold, my OpEx, my advertising and marketing,

36:19

etcetera. And so you create an a budget. And you basically say, what where does the dollars flow today? So you do a last twelve months, look back, say, we're on average every month we're spending five percent of revenue on overhead and you know, twelve percent on,

etcetera. And so you create an a budget. And you basically say, what where does the dollars flow today? So you do a last twelve months, look back, say, we're on average every month we're spending five percent of revenue on overhead and you know, twelve percent on,

36:33

in the ecomm case. Maybe it's shipping fulfillment. Whatever. So you create a current status budget, and then you say, well, In order to get my margin, I need to find, you know, eight points of extra profit margin somewhere. So where's it gonna come from? And so you start to basically pull calories from from these different departments. Alright. Marketing, you're gonna have to give me two points here. And shipping, you're gonna have to find a way to cut off one point

in the ecomm case. Maybe it's shipping fulfillment. Whatever. So you create a current status budget, and then you say, well, In order to get my margin, I need to find, you know, eight points of extra profit margin somewhere. So where's it gonna come from? And so you start to basically pull calories from from these different departments. Alright. Marketing, you're gonna have to give me two points here. And shipping, you're gonna have to find a way to cut off one point

36:55

and you basically find the extra eight points of margin that you're gonna need. Eight And that stuff is, it's it's not hard to do it in a spreadsheet. It's really hard to track it. On a weekly and monthly basis to make sure that you it's really hard. So once I did that, now it's time to communicate. So step three, communicate the plan

and you basically find the extra eight points of margin that you're gonna need. Eight And that stuff is, it's it's not hard to do it in a spreadsheet. It's really hard to track it. On a weekly and monthly basis to make sure that you it's really hard. So once I did that, now it's time to communicate. So step three, communicate the plan

37:13

relentlessly.

relentlessly.

37:14

So I then go to the leaders of the company. I say, hey, guys. Forget everything I said before. Now this is what matters. Right? We still wanna grow sure. Secondary priority. First priority is we're gonna grow EBITDA.

So I then go to the leaders of the company. I say, hey, guys. Forget everything I said before. Now this is what matters. Right? We still wanna grow sure. Secondary priority. First priority is we're gonna grow EBITDA.

37:25

What's EBITDA? Where where are we tracking this today? So I'll show them, hey, here's what it is. Here's what it needs to be. Here's how we get there. And here's the cadence of how we're gonna track this. And

What's EBITDA? Where where are we tracking this today? So I'll show them, hey, here's what it is. Here's what it needs to be. Here's how we get there. And here's the cadence of how we're gonna track this. And

37:36

now I put the boat the onus on them. I said, you need to find me one or two points of of margin in your department, or you need to find me three points over here. How are you gonna do it? So come to me tomorrow or in two days with a plan of how you're gonna get that extra mark. And, also, I want you to create a report. Attract this, you know, the sort of, you know, if you're a cost center or your profit center of of the business,

now I put the boat the onus on them. I said, you need to find me one or two points of of margin in your department, or you need to find me three points over here. How are you gonna do it? So come to me tomorrow or in two days with a plan of how you're gonna get that extra mark. And, also, I want you to create a report. Attract this, you know, the sort of, you know, if you're a cost center or your profit center of of the business,

37:56

You need to create a little dashboard, and you need to show me how you're gonna basically update that every single week or every single month.

You need to create a little dashboard, and you need to show me how you're gonna basically update that every single week or every single month.

38:02

So we do that. And every single month, I start hammering people on this. And then the fourth step is tie their incentives to. So I go to my CMO and I say, great. Last year, your bonus was based on revenue. This year, your bonus is based on EBITDA.

So we do that. And every single month, I start hammering people on this. And then the fourth step is tie their incentives to. So I go to my CMO and I say, great. Last year, your bonus was based on revenue. This year, your bonus is based on EBITDA.

38:14

Do you want your and by the way, I'll actually increase your bonus.

Do you want your and by the way, I'll actually increase your bonus.

38:17

It you can it will remove the cap. You can actually get a bigger bonus if you're able to get even bigger EBITDA. So now it's on you to figure out how that happens. But if we don't hit our EBITDA targets, you get no bonus. Okay? So now incentives are aligned to achieve that thing. And so those are the kind of the first four steps. Last step, which is basically,

It you can it will remove the cap. You can actually get a bigger bonus if you're able to get even bigger EBITDA. So now it's on you to figure out how that happens. But if we don't hit our EBITDA targets, you get no bonus. Okay? So now incentives are aligned to achieve that thing. And so those are the kind of the first four steps. Last step, which is basically,

38:34

actually go do the thing over and over and over again. Somebody gave me some great advice along the way. They go, oh, you're in EBITDA mode. Yes. Called spring cleaning. So here's what you're gonna do. You're gonna go and you're gonna say, there's gotta be some low hanging fruit. You're gonna go and you're gonna find a bunch of subscriptions that you should cut off. You're gonna find this this agency you're paying too much and realize that we don't need that agency, whatever it is. And you're gonna feel like cool. We cut the costs.

actually go do the thing over and over and over again. Somebody gave me some great advice along the way. They go, oh, you're in EBITDA mode. Yes. Called spring cleaning. So here's what you're gonna do. You're gonna go and you're gonna say, there's gotta be some low hanging fruit. You're gonna go and you're gonna find a bunch of subscriptions that you should cut off. You're gonna find this this agency you're paying too much and realize that we don't need that agency, whatever it is. And you're gonna feel like cool. We cut the costs.

38:57

Schedule a calendar reminder. In thirty days, you're gonna do the exact same thing again. Yeah. I mean, after that. Well, we we already cleaned it out, but it's just like cleaning a house.

Schedule a calendar reminder. In thirty days, you're gonna do the exact same thing again. Yeah. I mean, after that. Well, we we already cleaned it out, but it's just like cleaning a house.

39:04

You first clean out the surface level mess. Once that's gone, now you start to realize, oh, wait, we never actually dusted this area, or this closet and actually stuffed. Well, now let's start to unpack this closet. And so we've done, I would say, three or four of these spring cleanings now this year, and it's only six months into the year. So I've done it at least three times, maybe four.

You first clean out the surface level mess. Once that's gone, now you start to realize, oh, wait, we never actually dusted this area, or this closet and actually stuffed. Well, now let's start to unpack this closet. And so we've done, I would say, three or four of these spring cleanings now this year, and it's only six months into the year. So I've done it at least three times, maybe four.

39:23

And each time we go and we unearth more stuff. And you can't do it every day. That's not the right way to focus on it. But, like, you know, on a monthly or every two months basis to go back through and say, alright.

And each time we go and we unearth more stuff. And you can't do it every day. That's not the right way to focus on it. But, like, you know, on a monthly or every two months basis to go back through and say, alright.

39:34

Let's, let's trim some more fat. Where's more fat? And inevitably, you will find more things. And why

Let's, let's trim some more fat. Where's more fat? And inevitably, you will find more things. And why

39:41

are you why are you going after EBITDA? Because

are you why are you going after EBITDA? Because

39:44

so

so

39:45

I I'll mention this a little bit, but if people rag on me, I'm not, like, incredibly well versed, but I've been looking into, like,

I I'll mention this a little bit, but if people rag on me, I'm not, like, incredibly well versed, but I've been looking into, like,

39:51

EBITDA might be bullshit. Like, so there's this thing called GAAP generally accepted, principles, whatever. It's, like, what we all like a buy buy. There's a lot of bullshit in there. Why EBITDA versus cash flow?

EBITDA might be bullshit. Like, so there's this thing called GAAP generally accepted, principles, whatever. It's, like, what we all like a buy buy. There's a lot of bullshit in there. Why EBITDA versus cash flow?

40:03

Cash flow also works. Cash flow required me to do a second big project.

Cash flow also works. Cash flow required me to do a second big project.

40:06

So the second big project was, okay, where's that cash going? Why doesn't the cash go in my pocket? Oh, the cash goes into inventory. And so separately, we did this, like, after I did the EBIT to clean up first first couple months. I said, okay. Great. Now the EBITDA is great every month. But my bank balance is not going up proportionate to the EBITDA.

So the second big project was, okay, where's that cash going? Why doesn't the cash go in my pocket? Oh, the cash goes into inventory. And so separately, we did this, like, after I did the EBIT to clean up first first couple months. I said, okay. Great. Now the EBITDA is great every month. But my bank balance is not going up proportionate to the EBITDA.

40:23

And so first three months of the year, we killed it on EBITDA. Awesome. Where's the money going? Oh, it's going into inventory. How do we get our inventory levels to be right sized so that this cash flow flows to the owners of the business and not to the warehouse. Because today it's going to the warehouse.

And so first three months of the year, we killed it on EBITDA. Awesome. Where's the money going? Oh, it's going into inventory. How do we get our inventory levels to be right sized so that this cash flow flows to the owners of the business and not to the warehouse. Because today it's going to the warehouse.

40:38

And,

And,

40:39

which is a separate challenge and a separate discipline altogether And it's a three legged stool. You need all three legs to have a amazing business. You need a growth leg. And if you're not growing, the business is not worth very much.

which is a separate challenge and a separate discipline altogether And it's a three legged stool. You need all three legs to have a amazing business. You need a growth leg. And if you're not growing, the business is not worth very much.

40:51

You need you need profit. If you don't have profit, this is not worth very much. And then you need that profit to result in free cash flow. And if you can get all three, you have a beautiful amazing business.

You need you need profit. If you don't have profit, this is not worth very much. And then you need that profit to result in free cash flow. And if you can get all three, you have a beautiful amazing business.

41:01

But in order, I kinda wanted to go in in those three because, again, there's not gonna really be much cash flow if you're operating at a net loss. So I needed to first be making sure there's a surplus of profit. Then I needed to make sure that surplus of profit is resulting in free cash flow. And you just so happen to be in an industry.

But in order, I kinda wanted to go in in those three because, again, there's not gonna really be much cash flow if you're operating at a net loss. So I needed to first be making sure there's a surplus of profit. Then I needed to make sure that surplus of profit is resulting in free cash flow. And you just so happen to be in an industry.

41:17

Where those EBITDA and cash flow things, they're really hard. It's really hard. Like, to figure out the inventory and stuff like that, that is a science. I,

Where those EBITDA and cash flow things, they're really hard. It's really hard. Like, to figure out the inventory and stuff like that, that is a science. I,

41:27

I am not envious of the group. Go through this. My major takeaway is

I am not envious of the group. Go through this. My major takeaway is

41:31

e com is a terrible business to be in.

e com is a terrible business to be in.

41:33

And When could it not a terrible business? If you are if you are winning the game and you still think it's a bad it bad category to be in, that's when you know it's a bad category with. Most people, they lose the game. They're failing at it. And then they blame the category.

And When could it not a terrible business? If you are if you are winning the game and you still think it's a bad it bad category to be in, that's when you know it's a bad category with. Most people, they lose the game. They're failing at it. And then they blame the category.

41:48

Right? So for example, and and the opposite is true too. I was telling somebody about podcast. Oh, man. Podcast is great blah blah blah. He goes, Well, yeah, you won the lottery, so of course you love lottery tickets. Like, you know, your podcast is popular. It works. Like, of course, podcasting is great for you.

Right? So for example, and and the opposite is true too. I was telling somebody about podcast. Oh, man. Podcast is great blah blah blah. He goes, Well, yeah, you won the lottery, so of course you love lottery tickets. Like, you know, your podcast is popular. It works. Like, of course, podcasting is great for you.

42:02

But for the million podcasts that are not really getting listened to, is it

But for the million podcasts that are not really getting listened to, is it

42:07

would you would it feel the same way? Right? Is it winning dependent? And so This one's interesting because our e commerce store is winning. And even in winning, I'm like, note to self. This is not the category to be in next time.

would you would it feel the same way? Right? Is it winning dependent? And so This one's interesting because our e commerce store is winning. And even in winning, I'm like, note to self. This is not the category to be in next time.

42:19

Beyond that, I would say

Beyond that, I would say

42:21

playing the game on hard mode has a bunch of disadvantages, and I wouldn't put myself in this position voluntarily. However,

playing the game on hard mode has a bunch of disadvantages, and I wouldn't put myself in this position voluntarily. However,

42:27

Once you're in a position where you're playing some game on hard mode, there is one big benefit, which is if you ever get to play an easier game,

Once you're in a position where you're playing some game on hard mode, there is one big benefit, which is if you ever get to play an easier game,

42:35

you will dominate. It's like a it's like I was playing pickleball with a guy. It was his first time playing pickleball. He's amazing. Like, yeah. Why are you doing that? He's like, well, I'm like, college tennis. It's like, I played a harder game, and I won that game. So, like, yeah. I'm pretty good at pickleball.

you will dominate. It's like a it's like I was playing pickleball with a guy. It was his first time playing pickleball. He's amazing. Like, yeah. Why are you doing that? He's like, well, I'm like, college tennis. It's like, I played a harder game, and I won that game. So, like, yeah. I'm pretty good at pickleball.

42:51

It's not so it's not that hard for me. In the same way, I was listening to,

It's not so it's not that hard for me. In the same way, I was listening to,

42:55

Andrew and Chris from tiny, they were doing, like, a Q and And they the guy was like, yeah. I'm in e commerce, D to C. Would you guys say you don't love that space? Would would you recommend I just quit? What should I go do? And he goes, Well, one of the things that worked for us was because we ran agencies, which are can be low margin, grindy businesses with a bunch of HR problems and hard to scale, because we did, you know, e commerce.

Andrew and Chris from tiny, they were doing, like, a Q and And they the guy was like, yeah. I'm in e commerce, D to C. Would you guys say you don't love that space? Would would you recommend I just quit? What should I go do? And he goes, Well, one of the things that worked for us was because we ran agencies, which are can be low margin, grindy businesses with a bunch of HR problems and hard to scale, because we did, you know, e commerce.

43:15

Once we went into into easier businesses, we just cleaned up. We could buy a software business that was running at ten percent margin and get it to forty percent just because that guy wasn't really He wasn't willing ruthless with pricing. He was not negotiating with vendors. He was not, you know, taking care of, you know, all these little things that we had we had to do to survive in these other categories.

Once we went into into easier businesses, we just cleaned up. We could buy a software business that was running at ten percent margin and get it to forty percent just because that guy wasn't really He wasn't willing ruthless with pricing. He was not negotiating with vendors. He was not, you know, taking care of, you know, all these little things that we had we had to do to survive in these other categories.

43:34

That

That

43:35

in a softer category, you're you're not as on the hook for. Who do you think is winning

in a softer category, you're you're not as on the hook for. Who do you think is winning

43:40

in e commerce and what attributes do they have?

in e commerce and what attributes do they have?

43:44

Shopify,

Shopify,

43:45

face No. I mean, of course, of course, of course, retailers,

face No. I mean, of course, of course, of course, retailers,

43:50

DDC, whatever you wanna call it.

DDC, whatever you wanna call it.

43:53

I think right now, the retailers

I think right now, the retailers

43:57

that are

that are

43:58

taking advantage of TikTok, the TikTok flywheel are

taking advantage of TikTok, the TikTok flywheel are

44:03

cleaning up.

cleaning up.

44:04

And what I mean by that is there is a very specific moment of time right now where

And what I mean by that is there is a very specific moment of time right now where

44:10

You can create content on TikTok either yourself as a brand or even better. You use an army of affiliates and UDC creators.

You can create content on TikTok either yourself as a brand or even better. You use an army of affiliates and UDC creators.

44:17

And whether it's with TikTok shops or people just hear about the brand so much on TikTok, they go Google search, and they find your Amazon, or they find your DDC shop,

And whether it's with TikTok shops or people just hear about the brand so much on TikTok, they go Google search, and they find your Amazon, or they find your DDC shop,

44:25

That flywheel, I'm invested in a couple of companies that are doing this, that flywheel is

That flywheel, I'm invested in a couple of companies that are doing this, that flywheel is

44:30

pretty unreal right now. Only for certain categories, I would imagine. Is it only for things where young people are using?

pretty unreal right now. Only for certain categories, I would imagine. Is it only for things where young people are using?

44:36

Nope.

Nope.

44:38

That's amazing.

That's amazing.

44:39

That's ridiculous.

That's ridiculous.

44:41

Right? Let's move on. I've said too much. Alright. I wanna talk about one thing that you actually had on here that I have no idea Like, it's it's way out of character for you.

Right? Let's move on. I've said too much. Alright. I wanna talk about one thing that you actually had on here that I have no idea Like, it's it's way out of character for you.

44:51

Your dream house, or or do you wanna do painted chickens?

Your dream house, or or do you wanna do painted chickens?

44:54

Well, I don't have much to say about the dream house except for, dude, look at the sick house.

Well, I don't have much to say about the dream house except for, dude, look at the sick house.

44:59

That's the entire topic, but

That's the entire topic, but

45:02

let's go there. It's an amazing house. This is a house that,

let's go there. It's an amazing house. This is a house that,

45:05

This guy on my team,

This guy on my team,

45:07

sent me.

sent me.

45:08

And

And

45:10

I can't believe it. It's the most beautiful ounce I've ever seen in San Francisco. It's eleven thousand square feet, estimated market value, twenty three million dollars. And it's on the ocean in San Francisco. I mean, there's just a few photos. So this house is first to get a eleven thousand square foot home in San Francisco was very, very hard to do. Every view is like the Golden Gate Bridge. You're right on the water. You're right on the ocean. Even if you didn't wanna go in the ocean, well, guess what? You have an infinity pool in the back. That's just spilling over

I can't believe it. It's the most beautiful ounce I've ever seen in San Francisco. It's eleven thousand square feet, estimated market value, twenty three million dollars. And it's on the ocean in San Francisco. I mean, there's just a few photos. So this house is first to get a eleven thousand square foot home in San Francisco was very, very hard to do. Every view is like the Golden Gate Bridge. You're right on the water. You're right on the ocean. Even if you didn't wanna go in the ocean, well, guess what? You have an infinity pool in the back. That's just spilling over

45:37

into the Pacific Ocean.

into the Pacific Ocean.

45:38

On top of that, there's one photo in here that I just have to show you. I see a beautiful,

On top of that, there's one photo in here that I just have to show you. I see a beautiful,

45:44

porch that's overlooking the San Francisco Golden Gate Bridge. Next photo. Twenty

porch that's overlooking the San Francisco Golden Gate Bridge. Next photo. Twenty

45:49

four? Like, a wine cellar that is big enough that it was bigger than my childhood bedroom.

four? Like, a wine cellar that is big enough that it was bigger than my childhood bedroom.

45:55

Twenty five?

Twenty five?

45:56

A huge home theater that looks like they're

A huge home theater that looks like they're

45:59

just watching, like,

just watching, like,

46:01

some type of nature documentary.

some type of nature documentary.

46:03

So Okay. Awesome. There's settings here. Here it is. The reason I I want this home to begin with twenty a half court, basketball court with all windows where you can see the Golden Gate Bridge. This is awesome. Is this Florida ceiling, like, twenty five foot,

So Okay. Awesome. There's settings here. Here it is. The reason I I want this home to begin with twenty a half court, basketball court with all windows where you can see the Golden Gate Bridge. This is awesome. Is this Florida ceiling, like, twenty five foot,

46:14

ceiling

ceiling

46:17

all glass window. You're seeing you're looking at the ocean, the breeze. It's all there's a glass door that's open. You see the Golden Gate Bridge, and you have a beautiful

all glass window. You're seeing you're looking at the ocean, the breeze. It's all there's a glass door that's open. You see the Golden Gate Bridge, and you have a beautiful

46:26

basketball court inside your home

basketball court inside your home

46:29

with all all this light wood that I just love. Oh my god. This is crazy, dude. This house is unreal.

with all all this light wood that I just love. Oh my god. This is crazy, dude. This house is unreal.

46:36

I must buy this house. It's not for sale, so that's the first problem.

I must buy this house. It's not for sale, so that's the first problem.

46:41

But besides that, I am

But besides that, I am

46:43

I now have a target. I now have a desire. You know, I thought I had enough money.

I now have a target. I now have a desire. You know, I thought I had enough money.

46:48

Now I have a desire. I need to be able to drop thirty million bucks on this house. Dude, in order to buy a thirty million dollar home, I'll check this out. The okay. So it was owned by Sharon Stone before the or after that, do you know who owned it? A dentist?

Now I have a desire. I need to be able to drop thirty million bucks on this house. Dude, in order to buy a thirty million dollar home, I'll check this out. The okay. So it was owned by Sharon Stone before the or after that, do you know who owned it? A dentist?

47:00

A dentist owned this house.

A dentist owned this house.

47:03

Well Yeah. It says this guy was a dentist. In order to buy a thirty million dollar house, You tell me how much money I need. Twenty eight million. And then I'm gonna borrow two. And I'm gonna buy this house with every dollar I own, and that's it. No. I think you need a I think you need a hundred million dollars to buy a thirty million dollar house. Would you say that's accurate? Probably at minimum. Yeah. At minimum. Because the main the maintenance, the taxes on on a house is gonna be pretty insane too. Like, you're carrying costs are gonna be what? Half a million to a million bucks a year? Yeah. It could be no. It doesn't well, it could be that it would be that probably because you're on the coast and you got to see what this is. Taxes alone in San Francisco of this on this house is gonna be, like, quarter million to three hundred thousand dollars a year. That's just the property taxes. So all the maintenance, all the insurance, all the all all the cleaning, all that stuff on top of this thing is gotta be at least another quarter million. So at least half a million bucks. Yeah. That's insane. That's insane.

Well Yeah. It says this guy was a dentist. In order to buy a thirty million dollar house, You tell me how much money I need. Twenty eight million. And then I'm gonna borrow two. And I'm gonna buy this house with every dollar I own, and that's it. No. I think you need a I think you need a hundred million dollars to buy a thirty million dollar house. Would you say that's accurate? Probably at minimum. Yeah. At minimum. Because the main the maintenance, the taxes on on a house is gonna be pretty insane too. Like, you're carrying costs are gonna be what? Half a million to a million bucks a year? Yeah. It could be no. It doesn't well, it could be that it would be that probably because you're on the coast and you got to see what this is. Taxes alone in San Francisco of this on this house is gonna be, like, quarter million to three hundred thousand dollars a year. That's just the property taxes. So all the maintenance, all the insurance, all the all all the cleaning, all that stuff on top of this thing is gotta be at least another quarter million. So at least half a million bucks. Yeah. That's insane. That's insane.

47:55

This is a it's a sick house. The, the last thing I wanted to ask you about

This is a it's a sick house. The, the last thing I wanted to ask you about

47:59

You said you wrote some essay. Yeah. You're boys getting this program on. I started writing essays.

You said you wrote some essay. Yeah. You're boys getting this program on. I started writing essays.

48:05

Why?

Why?

48:06

Told you, I'm just in a creative season, and I wanted to do different things. I like writing. And I was like, well, what do I wanna write about? I realized I wanna write about the stuff that I'm curious about or whatever I feel like I have a,

Told you, I'm just in a creative season, and I wanted to do different things. I like writing. And I was like, well, what do I wanna write about? I realized I wanna write about the stuff that I'm curious about or whatever I feel like I have a,

48:17

an

an

48:18

a golden insight. So something that anything that feels insightful to me

a golden insight. So something that anything that feels insightful to me

48:22

I wanna be able to write it down. And why do I care about that? You wanna spread your seed, baby? You gotta spread that seed. Well, that's part of it. But I actually, the bigger part is I've known there's this feedback loop that happens, which is once you have to deliver something, you start to look for it. Meaning, when we start podcast. And let's say every week, we gotta do this podcast. And when you show up to this podcast, you gotta have three interesting business things to say. Right? You need to have three interesting business topics.

I wanna be able to write it down. And why do I care about that? You wanna spread your seed, baby? You gotta spread that seed. Well, that's part of it. But I actually, the bigger part is I've known there's this feedback loop that happens, which is once you have to deliver something, you start to look for it. Meaning, when we start podcast. And let's say every week, we gotta do this podcast. And when you show up to this podcast, you gotta have three interesting business things to say. Right? You need to have three interesting business topics.

48:47

And in order to do that, your brain starts to now go see interest go find interesting business topics. Starts to ask a few more questions. Start to write a few more notes, just to pay a little more attention in this wonderful feedback loop gets built where you start getting smarter about business more because

And in order to do that, your brain starts to now go see interest go find interesting business topics. Starts to ask a few more questions. Start to write a few more notes, just to pay a little more attention in this wonderful feedback loop gets built where you start getting smarter about business more because

49:03

you have this outlet where you gotta go put it. And you're on the hook to go put it somewhere every so often. So in the same way, one of my favorite things is to learn something new. Right? I'm a just kind of like a a learning junkie. Right? Well, what by having a place to go. Right? I now am hunting for more insightful things. I'm reading more. I'm talking to people more. I'm having more, you know, connections between two different ideas that are disconnected.

you have this outlet where you gotta go put it. And you're on the hook to go put it somewhere every so often. So in the same way, one of my favorite things is to learn something new. Right? I'm a just kind of like a a learning junkie. Right? Well, what by having a place to go. Right? I now am hunting for more insightful things. I'm reading more. I'm talking to people more. I'm having more, you know, connections between two different ideas that are disconnected.

49:24

And so that's the real reason. Because the other thing I shared with you, I haven't even published yet. I'm gonna publish all these on my website.

And so that's the real reason. Because the other thing I shared with you, I haven't even published yet. I'm gonna publish all these on my website.

49:29

Chomparoo dot com, but right now this one's a on a Google doc, I'll throw it up after after this so that it's leased online. So the the essay is called paint painted chickens.

Chomparoo dot com, but right now this one's a on a Google doc, I'll throw it up after after this so that it's leased online. So the the essay is called paint painted chickens.

49:37

And, or painted chicken. And the reason it's called painted chicken is because have you ever been inside of a subway? Do you eat subway? When I was a kid? Yeah.

And, or painted chicken. And the reason it's called painted chicken is because have you ever been inside of a subway? Do you eat subway? When I was a kid? Yeah.

49:45

And so I,

And so I,

49:47

like, subway. I admit it. But subway, the quality has gone, like, way down since I was a kid. And the irony is has the has quality gone down or have our tastes,

like, subway. I admit it. But subway, the quality has gone, like, way down since I was a kid. And the irony is has the has quality gone down or have our tastes,

49:57

gone up? No. The quality's gone down. You know, I know this? Do you know all the controversy with Chipotle right now?

gone up? No. The quality's gone down. You know, I know this? Do you know all the controversy with Chipotle right now?

50:03

No.

No.

50:04

No. Dude, like, gen z hates Chipotle.

No. Dude, like, gen z hates Chipotle.

50:07

Why?

Why?

50:08

So, basically, the this thing started training on TikTok. There's, like, chipotle,

So, basically, the this thing started training on TikTok. There's, like, chipotle,

50:13

gypping you on quantity.

gypping you on quantity.

50:14

Okay. Or just, like, yeah, basically, like, the way that this, like, Chipotle used to be bomb Now it sucks. Here's why. And different people have different reasons why the taste, but one of the big ones is, like, they're just skimping on the on the thing. And so then the the CEO came out and did this hilarious thing. You didn't see this? No. It's so funny. The CEO came out, and he goes,

Okay. Or just, like, yeah, basically, like, the way that this, like, Chipotle used to be bomb Now it sucks. Here's why. And different people have different reasons why the taste, but one of the big ones is, like, they're just skimping on the on the thing. And so then the the CEO came out and did this hilarious thing. You didn't see this? No. It's so funny. The CEO came out, and he goes,

50:33

Oh, man. Look. If you go in there to Chipotle, and, you want a little bit more, our guys are great about this. Just you just give them a look.

Oh, man. Look. If you go in there to Chipotle, and, you want a little bit more, our guys are great about this. Just you just give them a look.

50:42

And does this, like, stupid look? It's like, you do that. Our guys are and girls and girls. Our guys and girls are great at at at hooking you up with this. And so there's all these memes now of people being like, yeah. When I go into a Shfula and I make this face, like, their reaction is just like, they're not, like, I got you, bro. Let me hook it up.

And does this, like, stupid look? It's like, you do that. Our guys are and girls and girls. Our guys and girls are great at at at hooking you up with this. And so there's all these memes now of people being like, yeah. When I go into a Shfula and I make this face, like, their reaction is just like, they're not, like, I got you, bro. Let me hook it up.

51:00

And these and they're, like, also impersonating

And these and they're, like, also impersonating

51:02

him where they're, like, when you go into a chipotle and you give the look, our guys, and girls

him where they're, like, when you go into a chipotle and you give the look, our guys, and girls

51:08

and trans

and trans

51:09

and and black people too. They're they're all great at doing this, and people are making fun of this CEO for, like, you know, flubbing this, this this speech that he gave. So, anyway, Chipotle is under under the microscope right now. Well, now they all like Kava, which I just went to. It's awesome. Yeah. They're like, but well, one of the reasons so then the founders will, I think, came out or somebody who's, like, the ex CEO came out.

and and black people too. They're they're all great at doing this, and people are making fun of this CEO for, like, you know, flubbing this, this this speech that he gave. So, anyway, Chipotle is under under the microscope right now. Well, now they all like Kava, which I just went to. It's awesome. Yeah. They're like, but well, one of the reasons so then the founders will, I think, came out or somebody who's, like, the ex CEO came out.

51:28

And he said two things. He goes, it's insane that people think we would tell our staff to, like, skip on portions. That's terrible for business. Like, we've tested this. The thing you do for business, if you want to grow revenue and grow profits in a store is you give people bigger portions, which makes them love the place to come back sales go through the roof and waste also goes down because you're giving them the food versus throwing it away. Right. If you actually wanna save on food waste, it's not by doing less portions. It's by having more customers first so that you sell through all your food. That's the way you reduce food waste. It's not by skimming to customers, and then they don't come back as they're Right? He's like, that would be counterproductive. The second thing that came out was the guy said, basically, when Chipotle had all those e coli scares,

And he said two things. He goes, it's insane that people think we would tell our staff to, like, skip on portions. That's terrible for business. Like, we've tested this. The thing you do for business, if you want to grow revenue and grow profits in a store is you give people bigger portions, which makes them love the place to come back sales go through the roof and waste also goes down because you're giving them the food versus throwing it away. Right. If you actually wanna save on food waste, it's not by doing less portions. It's by having more customers first so that you sell through all your food. That's the way you reduce food waste. It's not by skimming to customers, and then they don't come back as they're Right? He's like, that would be counterproductive. The second thing that came out was the guy said, basically, when Chipotle had all those e coli scares,

52:12

they had to change their whole supply chain. I don't know if you remember this, like, there's a,

they had to change their whole supply chain. I don't know if you remember this, like, there's a,

52:17

like, two, three times, like, woops. Whoops, again. Oh, e coli again. Sorry about that. So they changed all of their operating procedures. So what they used to do was in the store, in the back, They that's where they would, you know, chop the veggies right there. They would do whatever. Now it all comes pre bagged, sealed

like, two, three times, like, woops. Whoops, again. Oh, e coli again. Sorry about that. So they changed all of their operating procedures. So what they used to do was in the store, in the back, They that's where they would, you know, chop the veggies right there. They would do whatever. Now it all comes pre bagged, sealed

52:33

from, like, a central headquarters where they can have really at food safety, vacuum seal it or whatever, ship it to the store, store just has to open it. They're not doing the food prep on-site. Well, the result of that is the food tasteless fresh. And the result of that is that they didn't say they cut down the number of suppliers they were working with because it was too much risk. So instead of local pro local farms for the meat,

from, like, a central headquarters where they can have really at food safety, vacuum seal it or whatever, ship it to the store, store just has to open it. They're not doing the food prep on-site. Well, the result of that is the food tasteless fresh. And the result of that is that they didn't say they cut down the number of suppliers they were working with because it was too much risk. So instead of local pro local farms for the meat,

52:52

they now started to go into

they now started to go into

52:53

a few vendors that are now shipping out much farther distances

a few vendors that are now shipping out much farther distances

52:57

and maybe are more mass production less less taste. So the taste actually has gone down, not just the taste, but because

and maybe are more mass production less less taste. So the taste actually has gone down, not just the taste, but because

53:03

of the supply chain changes. So They need to they need to, I mean, bring back E coli or whatever was, like, Yeah, dude. Let's roll the dice. Let's live on little. Right? Like, I the the food's gotta taste good. Who cares if you get sick once a year? Which is insane if they sell them if they serve millions of customers when it's, like, four people, you know, that is that that's, like, statistically insignificant, I would imagine. Which is always the worst argument. Like, whenever one of the social networks they're like, dude, do you realize, like, they're getting hammered by Congress? And what they wanna say is there's two billion monthly active users. How many people are in your state? How many murders are there in your state per day? Do I blame you? No. I run a state a hundred times bigger than yours. Like, they can't say that, but that's the the reality is the law of large numbers. If you're Facebook, literally

of the supply chain changes. So They need to they need to, I mean, bring back E coli or whatever was, like, Yeah, dude. Let's roll the dice. Let's live on little. Right? Like, I the the food's gotta taste good. Who cares if you get sick once a year? Which is insane if they sell them if they serve millions of customers when it's, like, four people, you know, that is that that's, like, statistically insignificant, I would imagine. Which is always the worst argument. Like, whenever one of the social networks they're like, dude, do you realize, like, they're getting hammered by Congress? And what they wanna say is there's two billion monthly active users. How many people are in your state? How many murders are there in your state per day? Do I blame you? No. I run a state a hundred times bigger than yours. Like, they can't say that, but that's the the reality is the law of large numbers. If you're Facebook, literally

53:45

anything that can happen is going to happen on your platform every single day. That's just the rule of statistics, even the most, like, oddest strangest, most screwed up behaviors are gonna happen because it's so many people.

anything that can happen is going to happen on your platform every single day. That's just the rule of statistics, even the most, like, oddest strangest, most screwed up behaviors are gonna happen because it's so many people.

53:58

It's insane. Yeah. And so now they've had to change this whole thing. But what was your essay about that my essay is about pay is I call it pay to chicken because if you go to subway, subway's motto was eat fresh. And if you're going to subway, it's just hilarious to hear. Eat fresh. And then literally, he's opening up a bag of chicken. And you see the chicken and the chicken has grill marks on it. And but you're like, how come all the grill marks are so uniform? What kind of grill do they use if you'll go look it up? That the grill marks are painted on. They don't grill the chicken. That's not what those grill marks are. The grill marks, the grill the grill marks are literally painted on the chicken.

It's insane. Yeah. And so now they've had to change this whole thing. But what was your essay about that my essay is about pay is I call it pay to chicken because if you go to subway, subway's motto was eat fresh. And if you're going to subway, it's just hilarious to hear. Eat fresh. And then literally, he's opening up a bag of chicken. And you see the chicken and the chicken has grill marks on it. And but you're like, how come all the grill marks are so uniform? What kind of grill do they use if you'll go look it up? That the grill marks are painted on. They don't grill the chicken. That's not what those grill marks are. The grill marks, the grill the grill marks are literally painted on the chicken.

54:29

And so I

And so I

54:31

I love this analogy because in every business, there are there's always lip service. You know, every business has these stupid things that they say, go go read the website of, like, BP,

I love this analogy because in every business, there are there's always lip service. You know, every business has these stupid things that they say, go go read the website of, like, BP,

54:41

and BP will be like, we care about communities and the environment, and they're, like, spilling oil into the ocean. Right? Like, Everybody has their their version of eat fresh, which is you say eat fresh, and then you just you're painting on chicken. And so

and BP will be like, we care about communities and the environment, and they're, like, spilling oil into the ocean. Right? Like, Everybody has their their version of eat fresh, which is you say eat fresh, and then you just you're painting on chicken. And so

54:53

What I what I wanted to talk about was what are the few examples where there's not painted chicken? Meaning, what are the examples where

What I what I wanted to talk about was what are the few examples where there's not painted chicken? Meaning, what are the examples where

55:01

A company has values that they actually live by, and they actually mean something. Because I think anybody would agree that, like, a a value system is very, very important. I remember in my first business, I was, trying to make a decision. And we asked our mentor. We're, like, oh, we're we were doing a sushi restaurant thing. It was like, should we use the eco friendly packaging? But it's more expensive and it's kinda like the paper straw it disintegrates.

A company has values that they actually live by, and they actually mean something. Because I think anybody would agree that, like, a a value system is very, very important. I remember in my first business, I was, trying to make a decision. And we asked our mentor. We're, like, oh, we're we were doing a sushi restaurant thing. It was like, should we use the eco friendly packaging? But it's more expensive and it's kinda like the paper straw it disintegrates.

55:21

But it's good for the environment, or should we use this one that's cheaper, bad for the environment,

But it's good for the environment, or should we use this one that's cheaper, bad for the environment,

55:25

And it it's super durable. It's actually good packaging.

And it it's super durable. It's actually good packaging.

55:28

And she was like, well, you're asking the wrong question. You're asking the question of which packaging should we use. But the question is, what do we value more? The environment or the convenience and affordability?

And she was like, well, you're asking the wrong question. You're asking the question of which packaging should we use. But the question is, what do we value more? The environment or the convenience and affordability?

55:38

There is no right answer. It's just a question of what you value more.

There is no right answer. It's just a question of what you value more.

55:41

And you should just does all your decisions need to come upstream. Move your decision making upstream. Once you know your value system, everything becomes obvious after that. And this is just a good life, a good bit of life wisdom. If you're if you're in a situation where you don't know what to do with somebody, oh, should I they treated me this way, but I should should I respond kindly? Should I be mean back? Should I should I ignore them? What should I do? Well, if your value system is I'm a kind person, that's what I do. I don't I don't change my behavior based on other people. Then the answer's obvious. Just be kind and move on. Right? Like, that's it. So

And you should just does all your decisions need to come upstream. Move your decision making upstream. Once you know your value system, everything becomes obvious after that. And this is just a good life, a good bit of life wisdom. If you're if you're in a situation where you don't know what to do with somebody, oh, should I they treated me this way, but I should should I respond kindly? Should I be mean back? Should I should I ignore them? What should I do? Well, if your value system is I'm a kind person, that's what I do. I don't I don't change my behavior based on other people. Then the answer's obvious. Just be kind and move on. Right? Like, that's it. So

56:11

what I started to look at was what are the company values that I actually remember that meant something to not only me, but but the people who worked in that company. And the first one that comes to mind is Facebooks, move fast and break things. Yeah. I loved it. You, I, like, I think we've heard that. Everybody's heard that phrase by now. Right? So I said, move fast and break things. Like, okay. That's great. Is that popular because Facebook is popular? Like, maybe it's just a popular value because Facebook was so popular.

what I started to look at was what are the company values that I actually remember that meant something to not only me, but but the people who worked in that company. And the first one that comes to mind is Facebooks, move fast and break things. Yeah. I loved it. You, I, like, I think we've heard that. Everybody's heard that phrase by now. Right? So I said, move fast and break things. Like, okay. That's great. Is that popular because Facebook is popular? Like, maybe it's just a popular value because Facebook was so popular.

56:37

Alright. That's theory one. Well, Sam, what's what's Microsoft's core value? Let's Microsoft's move fast and break things? No idea. I have no idea. Twitter,

Alright. That's theory one. Well, Sam, what's what's Microsoft's core value? Let's Microsoft's move fast and break things? No idea. I have no idea. Twitter,

56:45

Lyft, Uber, and pick any of these companies. Right? Do do you know any any of them? Like, no we don't know any for any of them. In fact, the only other one that I could remember, like move fast to break things, was Google's. Do you know what Google's is? Do you know evil? Yeah. Don't be evil. Exactly. Be evil. But then it got it got silly because

Lyft, Uber, and pick any of these companies. Right? Do do you know any any of them? Like, no we don't know any for any of them. In fact, the only other one that I could remember, like move fast to break things, was Google's. Do you know what Google's is? Do you know evil? Yeah. Don't be evil. Exactly. Be evil. But then it got it got silly because

57:03

they maybe did a little evil. Well, exactly. So then I was thinking, well, here what what what is it to learn from this? So the first thing I learned is maybe these are memorable because they're catchy. Right? Maybe that's the first thing, which is that instead of just saying integrity,

they maybe did a little evil. Well, exactly. So then I was thinking, well, here what what what is it to learn from this? So the first thing I learned is maybe these are memorable because they're catchy. Right? Maybe that's the first thing, which is that instead of just saying integrity,

57:16

you should, you should say don't be evil. Don't be evil is more provocative. It's more catchy. It's more interesting than

you should, you should say don't be evil. Don't be evil is more provocative. It's more catchy. It's more interesting than

57:22

integrity or honesty or be good. Right? If they just said be good versus don't be evil, none of us would remember that Google's values be good,

integrity or honesty or be good. Right? If they just said be good versus don't be evil, none of us would remember that Google's values be good,

57:30

but a lot of us paid attention when they said our values don't be evil. So I think there's something to Lesson one is if you make it provocative, you make it memorable. If you make it memorable, people might actually use it. So that's the first first little takeaway.

but a lot of us paid attention when they said our values don't be evil. So I think there's something to Lesson one is if you make it provocative, you make it memorable. If you make it memorable, people might actually use it. So that's the first first little takeaway.

57:41

The second is Well, there are other catchy

The second is Well, there are other catchy

57:44

rhyming thing. You know, there's you could just try to be catchy, like the the quicker picker upper. That's it's cool.

rhyming thing. You know, there's you could just try to be catchy, like the the quicker picker upper. That's it's cool.

57:49

But why does why does move fast and break things have a little bit more weight to it? I think it's because

But why does why does move fast and break things have a little bit more weight to it? I think it's because

57:55

it you have to pay the price. Right? So you gotta pay the cost to be the boss. And

it you have to pay the price. Right? So you gotta pay the cost to be the boss. And

57:59

What I thought was interesting was if I went to a hundred CEOs of Fortune five hundred companies, and I said,

What I thought was interesting was if I went to a hundred CEOs of Fortune five hundred companies, and I said,

58:05

hey, we think that you should you're the company should move fast. That speed is an important value.

hey, we think that you should you're the company should move fast. That speed is an important value.

58:11

Speed important. Right? Moving fast. Would you say that's a value for your team? Of course. Hundred bread of a hundred would nod their head and say, yep. Of course. Definitely.

Speed important. Right? Moving fast. Would you say that's a value for your team? Of course. Hundred bread of a hundred would nod their head and say, yep. Of course. Definitely.

58:19

We value speed.

We value speed.

58:21

Awesome.

Awesome.

58:22

And if you said, well, when you move fast, like, naturally, is

And if you said, well, when you move fast, like, naturally, is

58:26

something sometimes things might go wrong. You might you might bump into some things. You might break some things when you're moving so fast. So let's let's let's agree that it's actually, it's gonna be move fast and and break things.

something sometimes things might go wrong. You might you might bump into some things. You might break some things when you're moving so fast. So let's let's let's agree that it's actually, it's gonna be move fast and and break things.

58:36

How many of the out of the hundred would now agree? And the reality is that ninety nine would be chicken shit, and they would be like, well, hope well, no. No. No. We're not trying to break things around here. Oh, it depends. At speed without breaking things. And once you go to speed without breaking things, you're now subway eat fresh painted chicken. You're bullshit. Right? It's now a unusable, non useful value. It might be something you put on your website, but it's never gonna have any weight. You're never gonna be one of these generational type of companies that operates differently and is known for how they operate. And so

How many of the out of the hundred would now agree? And the reality is that ninety nine would be chicken shit, and they would be like, well, hope well, no. No. No. We're not trying to break things around here. Oh, it depends. At speed without breaking things. And once you go to speed without breaking things, you're now subway eat fresh painted chicken. You're bullshit. Right? It's now a unusable, non useful value. It might be something you put on your website, but it's never gonna have any weight. You're never gonna be one of these generational type of companies that operates differently and is known for how they operate. And so

59:05

I went and read this quote from Zuck, and I wanna read this to you. So he says,

I went and read this quote from Zuck, and I wanna read this to you. So he says,

59:09

The values actually move fast, but my theory on values is that most organizations have a lot of values that don't mean very much. They're just table stakes. Like, if you say just be honest. Of course, you're gonna be honest. You should be honest. Everybody agrees with that. Everybody knows that. It means nothing. It's not an option to not be honest. That's automatic.

The values actually move fast, but my theory on values is that most organizations have a lot of values that don't mean very much. They're just table stakes. Like, if you say just be honest. Of course, you're gonna be honest. You should be honest. Everybody agrees with that. Everybody knows that. It means nothing. It's not an option to not be honest. That's automatic.

59:26

So he goes, I think the defining principle for a company, meaning your company's gonna have one thing that you guys really do is your a plus strength. It should be something something more interesting that has a trade off. So move fast is interesting for us because we had to give something up to get it. So the question is actually, what are you willing to give up? Values are not free. Nothing is. Dude, that's insane. I mean, What an insightful person to I mean, he's just like an eloquent guy for how young he was. I mean, that's a that's a that's a really good,

So he goes, I think the defining principle for a company, meaning your company's gonna have one thing that you guys really do is your a plus strength. It should be something something more interesting that has a trade off. So move fast is interesting for us because we had to give something up to get it. So the question is actually, what are you willing to give up? Values are not free. Nothing is. Dude, that's insane. I mean, What an insightful person to I mean, he's just like an eloquent guy for how young he was. I mean, that's a that's a that's a really good,

59:58

quote.

quote.

59:59

And so if I think about other great values

And so if I think about other great values

01:00:02

that have, like, had residents and stuck with people and meant something to people, you know, for example, Nike's this is more of a slogan, but just do it. If you think about the the phrasing of just do it, is is Nike's

that have, like, had residents and stuck with people and meant something to people, you know, for example, Nike's this is more of a slogan, but just do it. If you think about the the phrasing of just do it, is is Nike's

01:00:14

just do it as powerful if it just said

just do it as powerful if it just said

01:00:17

do it

do it

01:00:18

or do things?

or do things?

01:00:19

Like, it's it's very different. Right? The word just changes it because just implies.

Like, it's it's very different. Right? The word just changes it because just implies.

01:00:23

There's a cost. Just implies

There's a cost. Just implies

01:00:26

that it that it's

that it that it's

01:00:28

don't hit the snooze button. Don't don't shy away from it. It's gonna hurt. It's gonna be painful. It's gonna be uncomfortable, but just do it. And so I thought there's something to learn in that. That's kind of inspiring for me. So my my my essay was basically

don't hit the snooze button. Don't don't shy away from it. It's gonna hurt. It's gonna be painful. It's gonna be uncomfortable, but just do it. And so I thought there's something to learn in that. That's kind of inspiring for me. So my my my essay was basically

01:00:42

If you want your culture, your values to mean something, and my friend Siki has this great phrase, he said culture is there's many ways to define it, but the best way is What do people do when the boss isn't around? I I love that. I thought that was pretty powerful. It's your default behavior.

If you want your culture, your values to mean something, and my friend Siki has this great phrase, he said culture is there's many ways to define it, but the best way is What do people do when the boss isn't around? I I love that. I thought that was pretty powerful. It's your default behavior.

01:00:55

And, if you want your default behavior to to mean something, to be different, to be a defining characteristic of your company that is different than the way other companies in your space operate. Here's the three step formula, which is You choose one thing, not ten things. So for fast for Facebook, it was moving fast for Apple. It's thinking differently for for Nike, it's action.

And, if you want your default behavior to to mean something, to be different, to be a defining characteristic of your company that is different than the way other companies in your space operate. Here's the three step formula, which is You choose one thing, not ten things. So for fast for Facebook, it was moving fast for Apple. It's thinking differently for for Nike, it's action.

01:01:13

Then you make it real by acknowledging the cost or the trade off. And lastly,

Then you make it real by acknowledging the cost or the trade off. And lastly,

01:01:17

you make it catchy. You make it provocative. You phrase it in a way that's gonna turn heads. So that's my that's my essay called paint chicken. First, that's awesome. Second, have while you're on this little, like, value driven mission driven company,

you make it catchy. You make it provocative. You phrase it in a way that's gonna turn heads. So that's my that's my essay called paint chicken. First, that's awesome. Second, have while you're on this little, like, value driven mission driven company,

01:01:29

Quest. Have you heard of this company called Brunllo Coachelli? You probably haven't because it's not your shtick, but they may Is that the hopper stinger? Who is that? No. It's this Italian company that makes really expensive cashmere clothing. And their most their most famous thing is like,

Quest. Have you heard of this company called Brunllo Coachelli? You probably haven't because it's not your shtick, but they may Is that the hopper stinger? Who is that? No. It's this Italian company that makes really expensive cashmere clothing. And their most their most famous thing is like,

01:01:45

sweaters. So it's I'm I'm wearing a free t shirt made at a hundred percent polyester from a YouTuber, bro. Yeah. That's why I knew it wasn't your stick, but it's not my shtick either, but it kinda has is becoming it because I like it so much. But Brunell Cachelli,

sweaters. So it's I'm I'm wearing a free t shirt made at a hundred percent polyester from a YouTuber, bro. Yeah. That's why I knew it wasn't your stick, but it's not my shtick either, but it kinda has is becoming it because I like it so much. But Brunell Cachelli,

01:01:59

the founder started it because he was, like, an expert

the founder started it because he was, like, an expert

01:02:03

at, I guess, cashmere. Like, he was I don't know what the term is, but he he knew how to put together clothing. And he basically was, like, you know, my dad worked his ass off. He was working seven days a week, and I wanted to create a humane workplace.

at, I guess, cashmere. Like, he was I don't know what the term is, but he he knew how to put together clothing. And he basically was, like, you know, my dad worked his ass off. He was working seven days a week, and I wanted to create a humane workplace.

01:02:16

And so we're gonna do that by creating these amazing sweaters where we hand stitch and it's done perfectly. What do you say? It's done beautifully?

And so we're gonna do that by creating these amazing sweaters where we hand stitch and it's done perfectly. What do you say? It's done beautifully?

01:02:24

And he makes these really high end sweaters. And the clothing is great, whatever. But what's more interesting is this guy, the founder, and I just saw that someone shared this,

And he makes these really high end sweaters. And the clothing is great, whatever. But what's more interesting is this guy, the founder, and I just saw that someone shared this,

01:02:33

photo of his schedule. Six AM wakes up at his countryside how home slowly gets dressed, goes to the office at eight thirty. And then he says at one, I walk home for lunch. Then I take a thirty minute siesta. At three o'clock, I go back to work, At five thirty, the whole company stops working and takes the late afternoon walk because we believe that, rest is super important to being soulful and personal studies important as well. He has light supper at eight PM. And then from nine PM, he heads out to the cafe to friends where they discuss politics, philosophy, religion, and other subjects late into the night. And I was like, is this guy legit? Is he the real deal?

photo of his schedule. Six AM wakes up at his countryside how home slowly gets dressed, goes to the office at eight thirty. And then he says at one, I walk home for lunch. Then I take a thirty minute siesta. At three o'clock, I go back to work, At five thirty, the whole company stops working and takes the late afternoon walk because we believe that, rest is super important to being soulful and personal studies important as well. He has light supper at eight PM. And then from nine PM, he heads out to the cafe to friends where they discuss politics, philosophy, religion, and other subjects late into the night. And I was like, is this guy legit? Is he the real deal?

01:03:08

He is. So this company, this sweater business, it's a publicly traded company. I didn't realize that. It's a publicly traded company with a market cap of, like, four billion dollars.

He is. So this company, this sweater business, it's a publicly traded company. I didn't realize that. It's a publicly traded company with a market cap of, like, four billion dollars.

01:03:17

He's building his company to build a great workplace and a great, great, great products, not to make money first. And it just because of that, I wanna give him more money and he's gonna make more profit.

He's building his company to build a great workplace and a great, great, great products, not to make money first. And it just because of that, I wanna give him more money and he's gonna make more profit.

01:03:27

Yeah. I'm I'm on the website right now, and it's, you know, just from a

Yeah. I'm I'm on the website right now, and it's, you know, just from a

01:03:32

swipe file, like, you know, there's so many little things that they do in their brand and marketing that is, congruent, completely congruent with everything you just said. One of the great marketing,

swipe file, like, you know, there's so many little things that they do in their brand and marketing that is, congruent, completely congruent with everything you just said. One of the great marketing,

01:03:42

lessons I learned long long time ago was somebody said, yeah, it's gotta be epoch. Oh, it's epoch with epoch, e POC, they use every point of contact.

lessons I learned long long time ago was somebody said, yeah, it's gotta be epoch. Oh, it's epoch with epoch, e POC, they use every point of contact.

01:03:50

So they said once you decide what you what you're all about,

So they said once you decide what you what you're all about,

01:03:54

every point of contact. Meaning,

every point of contact. Meaning,

01:03:56

when somebody hits you in on your if you're all about luxury, but then your customer service hotline is, like, some junky old web form.

when somebody hits you in on your if you're all about luxury, but then your customer service hotline is, like, some junky old web form.

01:04:04

It's not every point of contact. Like, I'm looking at, for example,

It's not every point of contact. Like, I'm looking at, for example,

01:04:08

one of the little gifts on the site for, you know, he's just like, go go click on the sweater section or whatever.

one of the little gifts on the site for, you know, he's just like, go go click on the sweater section or whatever.

01:04:13

It's this guy, and it's a model. But the model, he's peeling an orange, and he pops an orange slice into his mouth. He's just kinda wandering. He's, like, walking a little slightly aimlessly. He's just sort of, like

It's this guy, and it's a model. But the model, he's peeling an orange, and he pops an orange slice into his mouth. He's just kinda wandering. He's, like, walking a little slightly aimlessly. He's just sort of, like

01:04:23

he's chilling. He's not trying too hard. He's enjoying himself. He's right by the water. And I'm like, man, the creative direction to say because, you know, normally, what you said is you have the founder who's got their beliefs, then you have the revenue team that's trying to jack up revenue. And they're adding pop ups on the website, try to make it, like, you know, improve conversion. They have the creative director who's not even invited to the meetings, and they're trying to do one thing over here. And it is not congruent at all. And people

he's chilling. He's not trying too hard. He's enjoying himself. He's right by the water. And I'm like, man, the creative direction to say because, you know, normally, what you said is you have the founder who's got their beliefs, then you have the revenue team that's trying to jack up revenue. And they're adding pop ups on the website, try to make it, like, you know, improve conversion. They have the creative director who's not even invited to the meetings, and they're trying to do one thing over here. And it is not congruent at all. And people

01:04:48

whether they can see it or not, they feel it. And you could feel when something is congruent. It's the same reason that the Apple store

whether they can see it or not, they feel it. And you could feel when something is congruent. It's the same reason that the Apple store

01:04:55

looks the way it does, and the iPhone looks the way it does, and the packaging looks the way it does, and the commercials look the way they do it is congruent when it's done well as a brand. It was very rare to see that, to be honest. Yeah. These guys are on top of it. And now

looks the way it does, and the iPhone looks the way it does, and the packaging looks the way it does, and the commercials look the way they do it is congruent when it's done well as a brand. It was very rare to see that, to be honest. Yeah. These guys are on top of it. And now

01:05:07

I like them. I don't know if I wanna spend, like, I'm looking at fifteen hundred dollars for a polo. I don't know if I'm there yet, but,

I like them. I don't know if I wanna spend, like, I'm looking at fifteen hundred dollars for a polo. I don't know if I'm there yet, but,

01:05:15

definitely thinking about it. Maybe I'd buy a maybe I'd buy a two thousand dollar sweater, but, like,

definitely thinking about it. Maybe I'd buy a maybe I'd buy a two thousand dollar sweater, but, like,

01:05:21

everything they have is high end. Like, it's one of the things he wants to attract a good customer, and I think he has repelled me successfully.

everything they have is high end. Like, it's one of the things he wants to attract a good customer, and I think he has repelled me successfully.

01:05:28

I am I would not be a good customer of this. But, you know, what's cool?

I am I would not be a good customer of this. But, you know, what's cool?

01:05:31

You've said he has his his schedule.

You've said he has his his schedule.

01:05:34

Light supper.

Light supper.

01:05:35

Light supper.

Light supper.

01:05:37

I don't think I've ever had a light supper. I'm I'm hitting heavy dinners over here. And I just realized

I don't think I've ever had a light supper. I'm I'm hitting heavy dinners over here. And I just realized

01:05:43

just changing the words. If I said, if I just change my words, I said, okay. What am I gonna have for my light supper tonight? I bet that would fix my diet. It's just that one you change your words. You change your life. I bet you if I just change that one word, light supper, it wasn't even in my goddamn vocabulary until just now. Yeah.

just changing the words. If I said, if I just change my words, I said, okay. What am I gonna have for my light supper tonight? I bet that would fix my diet. It's just that one you change your words. You change your life. I bet you if I just change that one word, light supper, it wasn't even in my goddamn vocabulary until just now. Yeah.

01:05:58

Thank you. I'll be taking that.

Thank you. I'll be taking that.

01:06:02

Is that it? Is that the pot? That's it.

Is that it? Is that the pot? That's it.

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