Finding Peak w/ Ryan Hanley - From $2 Million Dollar Loss to World-Class Entrepreneur | Jeremy Delk

Episode Date: August 26, 2024

Spartan philosophy, built in the black-ops lab of business: https://www.findingpeak.comFinding Peak podcast: https://linktr.ee/ryan_hanleyHow could losing $2 million in just four days be the catalyst to massive success?! Join 10,000+ subscribers: https://linktr.ee/ryan_hanleyConnect with Jeremy Delk:Website: https://jeremydelk.com/Book: https://amzn.to/3MecvFFInstagram: https://www.instagram.com/jeremysdelk/Join us as we delve into the fascinating journey of Jeremy Delk, founder of Delk Ventures. Jeremy shares his unique perspective on failure, recounting his own catastrophic financial loss and the invaluable lessons he gained from it. We discuss how societal judgment often shapes our fear of failure and why reframing this fear can unlock new heights in personal and professional growth.Navigating the entrepreneurial landscape requires resilience, and Jeremy's experiences offer powerful insights into handling setbacks. From bouncing back after financial disasters to balancing the demanding life of an entrepreneur with family responsibilities, Jeremy provides candid advice on embracing flexibility and creativity. We tackle the myth of entrepreneurial freedom, highlighting the continuous commitment it demands and how past challenges can be a reservoir of strength for future endeavors.Authenticity and vulnerability in business are more than buzzwords; they’re essential for building trust and fostering innovation. Jeremy’s 'Give No Fucks' philosophy emphasizes the importance of honesty in leadership and team dynamics. By embracing our weaknesses and fostering open communication, leaders can create a culture where transparency and efficiency thrive. Listen in as we explore how empowering team members and investing in family bonds can lead to both personal fulfillment and scalable business growth.--Recommended Tools for GrowthOpusClip: #1 AI video clipping and editing tool: https://link.ryanhanley.com/opusRiverside: HD Podcast & Video Software | Free Recording & Editing: https://link.ryanhanley.com/riversideWhisperFlow: Never waste time typing on your keyboard again: https://link.ryanhanley.com/whisperflowCaptionsApp: One app for all your social media video creation: https://link.ryanhanley.com/captionsappGoHighLevel: It's time to take your business workflow to the Next Level: https://link.ryanhanley.com/gohighlevelPerspective.co: The #1 funnel builder for lead generation: https://link.ryanhanley.com/perspective--Episodes You Might Enjoy:From $2 Million Loss to World-Class Entrepreneur: https://lnk.to/delkFrom One Man Shop to $200M in Revenue: https://lnk.to/tommymelloIs Psilocybin the Gateway to Self-Mastery? https://lnk.to/80upZ9This show is part of the Unplugged Studios Network — the infrastructure layer for serious creators. 👉 Learn more at https://unpluggedstudios.fm.Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

I'm here on the job site with Dale, who's a framing contractor. Hey, good morning. Dale traded up to GEICO commercial auto insurance for all his business vehicles. We're here where he needs us most. Yep, they sure are. We make it easy for him to save on all his insurance needs, all in one place, with coverage that fits his business and bottom line. Oh, I shouldn't have looked down.

It's all right. We're so far up here. Look at me. Take a deep breath. Oh, I'm good. So good. Get a commercial auto insurance quote today at GEICO.com and see how much you could save. It feels good to GEICO. Hiring isn't just about finding someone willing to take the job. You need the right person with the right background who can move your business forward.

If you want candidates who truly match what you're looking for, trust Indeed sponsored jobs. With IndeedSonsored jobs, your post stands out to quality candidates who actually fit the role. According to Indeed data, 90% are more likely to be hired and trusted by 1.6 million companies. Spend more time interviewing candidates who check all your boxes. Less stress, less time, more results. Now, with Indeed sponsored jobs. And listeners of this show will get a $75-sponsored job credit. To help your job get the premium status it deserves at Indeed.com slash podcats 13.

Just go to Indeed.com slash Podcats 13 right now and support our show by saying you heard about Indeed on this podcast. Indeed.com slash Podcast 13. Terms and conditions apply. Hiring, do it the right way with Indeed. If you're a maintenance supervisor for a commercial property, you've had to deal with everything from leaky faucets to flickering light bulbs, but nothing's worse than that ancient boiler that's lived in the building since the day it was built. 50 years ago, it's enough to make anyone lose their cool. That's where Granger comes in.

With industrial-grade products and dependable fast delivery, Granger can help with any challenge, from worn-out components to everyday necessities. Call, clickgranger.com, or just stop by. Granger, for the ones who get it done. Probably starts at a young age, this negative connotation around failure. Failure is where you really, that's where the learning begins. But no one really cares about you. They all care about themselves.

And that's more consumed with ourselves. So the quicker you can kind of get over that, I think, the better. Let's go. Yeah, make it look. Make it look. The Ryan Hanley show shares the original ideas, habits, and mindsets of world-class original thinkers you can use to produce extraordinary results in your life. and business. This is the way.

Hello everyone and welcome back to the show. We have a tremendous conversation for you today with serial entrepreneur, Jeremy Delk, founder of Delk Ventures, where we discuss failure, specifically how to come back from failure. We dissect what failure means, how we emotionally rationalize the excuses that we make when we do fail. fail. And ultimately, we dissect and build off of Jeremy's largest failure, which was losing $2 million in a four-day period as a day trader. Jeremy's an incredible guy. This is packed with entrepreneurial insights, leadership, growth, sales, mindset. This is the kind of episode

I love delivering to you guys. If this is your first time here, whether you're you're listening on Apple Spotify, wherever or watching on YouTube, please hit the subscribe button that way you don't miss future episodes of the show. If you have a thought, a comment, an idea that you want to share, leave them in the review section of Apple Spotify, or jump into the comments on YouTube. And I always try to draw the guests back into that conversation to get your question answered directly. Guys, I love you for listening to this show. Let's get on to Jeremy Doug. Jamie, a big part of your story is coming back from failure.

And a topic that you touch on a lot in your new book without a plan is that particular thing. So how do we fail? Yeah, I mean, I think it's the big part of the book that I wanted to really focus on as opposed to just having opinions is just to show like real life examples. And I think we have so many of us, and it probably starts at a young age, this negative connotation around failure, right? You know, how'd you do in school? You're graded, and it's just like, it's failure is such a bad thing. And I think it's the opposite opposite, right?

The failure is where you really, that's where the learning begins. And I try to really encourage failure, taking those chances and kind of going through it. You can't fail and do the same thing over and over. That's a definition of insanity, right? but not be defined because we get wrapped up so much emotionally, like, oh, what happens if I fail, right? It's a sphere of failure, and usually it's what other people are going to think. And I talk about that at the time. Like, no one cares about you.

Maybe your mom, but no one really cares about you. They all care about themselves, and that's, we're consumed with ourselves. So the quicker you can kind of get over that, I think, the better. But yeah, I try, not not to try to fail, but I set these, you know, pass out to go and see, you know, take a chance, go through and evaluate and not get hung up with the actual outcome until it gets to where I want to be. I want to pitch something to you and have you respond. So I have struggled with this ideal failure for a long time. And where I've come to it is, I don't actually believe failure exists. I don't think it's a real thing. It's a construct. It's a, it's a name we

give to something. I think what we're actually scared of is not failure. I'm scared of what Jeremy would think of me if this thing doesn't work out. So the way I've started positioning it is that we're afraid of our status changing in a group, whether it's a community locally or on a national stage or in our company. Where does that sit for you, that idea? No, 100%. It's kind of the core of, first to expand on what you're saying that you don't.

believe failure exists. I would, and I've said this on probably 100 podcasts and on stage, you know, I don't really believe there's anything that's a good thing or a bad thing that happens to us. It's the actions, reactions, the emotions that we put towards this thing that determines whether it was a good or thing, right? Good or bad thing. So me losing two million bucks in a few days when I was, you know, 20 years old day trading in the moment, absolute catastrophic, worst thing, biggest failure, suck at life, I shouldn't disappear anymore. Retrospectively in 20 years, probably one of three of the best things ever happened to me, right? So you get context with time and evaluation.

So that's number one. But two, yeah, when I say no one really cares about you other than your mother, I think that's it. We get so hung up on it. And I've had big decisions and you think about it. And yet, people want to escape, right? So there's always something that's trending and kind of going through it. they want a distraction from themselves. So they may engage and like you may be the talk of the town for a day a week.

But after that, it's kind of over. So the quicker you kind of, you know, look in and say, well, what am I scared of a failure? Right. And if it's failure, hey, if I bet my house on it and now my kids are homeless, that's a real fear. And that's something that's real. But if it's because of, you know, what they may say about you, that's the piece. And I think, unfortunately, most people aren't comfortable enough in their own skin and they put so much value in that and the reality is you know the opinions that you get from

other people that'll never work i mean it's that's they're they're saying that about themselves not not you just happens to be about you but that's how they actually feel and internalize it so it it gets easier with time when she's proven it to yourself a couple times you've taken some steps and hey it was scary but i pulled it off but yeah i agree with that construct completely i love that there's no such thing is good or bad i think that is a one wonderful construct to hold in your head, a wonderful framework or mindset, because it gives you power, right? If there's no good or bad, it's basically wins and lessons, right? It's an event. It's an, is an event. Yeah. And you can reframe that event in any way. I had a woman,

Deanne DeMayo is her name. She's an artist. She's a jazz musician. And I had her on the show a few weeks ago and three years ago she lost her 23 year old son passed away fucking awful i mean i literally i started to come to tears as she's telling the story and she said for the first year she could barely move and then all of a sudden her producers started bringing her back into the studio a little bit and now three years later she has this wonderful album that's getting national play on all these radio stations more than she's ever gotten before because she was able to take this horrifying, awful thing that, God, you just don't even wish on your worst enemy. And she was able to start to reframe it as I'm going to keep living for my son, for his

memory, and I'm going to do the work that I told him I was going to do. And now she's, you know, she even said she's more energized than she's ever been before. So like, you could sit and wallow in that moment, which, which is awful. And no one would question you, right? Hey, you lost a child. That there really isn't a worse thing. And instead, she was able to reframe that and turn it into passion and positivity that has amplified her career and her soulfulness to a level that she didn't even know was possible. And I think these types of conversations with people like you who've been through these failures, like Diane, I hope what it shows people is that.

that it's simply just what's going on between our ears. And if we can spend a little bit of time and reframe these things, man, sky's the limit on the other side of something. It is. And one thing I try to give an example that anyone can apply to it. Like that's devastating. I agree. There's probably not an event that could happen that would be more catastrophic. But, you know, we have all, give me a point at a crowd, any one of a million people, everyone just points around a person. We've all experienced trauma, loss, and these things. And we've all probably said to ourselves, like, this is the worst thing that's ever happened to me.

Everyone has those two or three things that this is the worst thing that's ever happened to me. Humans innately are pretty advanced species, right? And we always have the self-protective properties that go out there. So, and I don't believe in looking at the past and dwelling in the past, but we really, you know, chine out. most of these big traumatic events, and just don't ever think about them again.

I think there's a massive amount of power. I don't think I know there's a massive amount of power in looking back at that, not dwelling on the event, but the fact that, you know, you're here now listening to your podcast. I lost my job yesterday, or whatever the thing is and it's worse,

but now I've gotten through it, whatever it is. They took, bank took my house, or whatever the thing that happened to you or your family, you're still alive and you've gotten through it. So as opposed to blocking that out, go back. Because when I lost all that money and when I made the decision to go out and start Delke Enterprises 20 years ago, I was making more than my, I was on Wall Street, very

successful and I went out and made $6,000 my first year in business. I never would have had the balls to do it. But you know what? I looked back and said, well, I lost $2 million in four days trading. and I got back. So what's the worst? Can it be worse than that? Yeah.

And I think that was the most powerful thing that literally gave me the, it gave me the courage to go and do it because like, fuck, it can't be any worse than that and I'm still here breathing. So kind of going through it. So I don't think people should look back and dwell on things, but we've all had those events that are obviously much less catastrophic than losing a child, but we've all had that. We've lost a parent.

We've lost a thing, a job, whatever it is. and we're very resilient as a species. And I think if you can go back and look at those pieces, that gives you courage within yourself. It's like, you know what? I can do this, and I can take that. And that's worth taking it. Because I would argue the fear of failure is debilitating to so many people.

And I always ask this question when I hear the response, like, well, you know, what if I do this and these things happen? I always, you know, rebuttalable. What if you don't do it, right? But if you did do it and these things happened, right? What's that opportunity cost and kind of look at it from that perspective? I love that you use the word resilient because one of the things that I talk a lot about with the entrepreneurs that I coach is building resiliency into their business, right? You can take as many risks as you want as long as you have an understanding of the resilient points in your business.

And one of the first things that I started to realize when I started doing this work was most people do not give themselves enough credit for how resilient they actually are. They think, well, I'm not strong enough or I don't have enough this or whatever. Whatever they think their limitation is. But when you, but like let's just let's think through some things. Are you tired of endless followups and missed opportunities in your sales process? chasing leads is a losing game. That's why I created the one call closed system, a battle tested sales system that uses behavioral psychology

to close deals in just one call. No more, let me think about it. No more, I'll get back to you. Using the one call closed system, we took new reps from 25% close ratio to over 80% in just three months. To grow fast, you must close deals faster at zero extra marketing cost.

The one call closed. Clothes system allows you and your reps to build trust, address pain points, all while watching your revenue skyrocket. Ready to stop chasing leads and start closing, visit Master of theclose.com today. Close twice as many deals this time next week. Visit Master oftheclose.com to learn how. It happened in your past. Tell me about what happened.

And you're like, wow, you did that. You survived that. You got through that moment. you you you were able to maintain your business through 2008, 2009, or or the dot com crisis or whatever like you got through that like wow, that's incredible. And they're like, and you like sometimes you see them. They're like they've never even gone back in their mind and processed how resilient they actually are.

It's crazy. Yeah. So I, uh, I think in one of the questions I wanted to dive in with you came out of a previous interview I had and some feedback I got from that, which was I had. had an entrepreneur on and who was talking a lot about the business and what they had done. And it was all incredible stuff. And I got a comment. It was actually a DM so no one can find it.

But the person said, you know, that's all great advice, except that person doesn't have kids. They don't know what it's like to get a phone call in the middle of a business meeting that their kids puking all over the classroom. Or, you know, something happened with the buses and you got to end your day at three o'clock because they need to be picked up. Like you have kids yet you're highly successful as an entrepreneur. What do you think some of the things are and maybe talk to the entrepreneurs with parents out there a little bit? Like what are those differences that you see, the primary differences in how are you successful? I don't want to say despite because that kind of puts kids in a negative light, but when you're operating with children, it is just a different world. There are just certain realities to your responsibility.

How are you able to navigate that world? because I think a lot of people say, well, geez, I'm in my late 30s or my early 40s. I got kids who are still not, you know, completely self-sufficient at this point. Like, I don't know if I can be an entrepreneur at this point. I don't know if I can make that jump. What do you say to those individuals? Yeah, I mean, it adds a massively dynamic layer that definitely complicates things or creates opportunity, right? I mean, one of the reasons, but first off, I don't, I think you don't choose to become an entrepreneur.

Like you are one or you're not. you've just chosen to take the stamp and be one, right? But I think in innately, you're you're built and bred to, to be one of these because it's a masochistic kind of, I don't know why we do. It's horrible. We love it. But for me, one of the early drivers before I even knew what, you know, having kids were like, and I'm like, I've got a six-month-old.

I just like, look at here. I've got like, uh, so it gets, the struggle is real guys. Yeah, the struggle is real. For those on audio, who are just listening on audio, he's got the classic baby drill strains on his ton of show. Should he's teethingy really bad. So I just got a black shirt. Just, yeah, not a good choice to make.

But one of the reasons, again, this was before kids, I wanted to be an entrepreneur because I thought what it would be like. And one of those freedoms were like, oh, I want to be an entrepreneur so I can make my own hours and work when I want to. Obviously, that's bullshit because, like, you work when you have, like, you just always work when it never stops. But having that flexibility is massive. But then you just get creative when you go.

And I think the positive. of being an entrepreneur with kids far outweighs. Yeah, of course, you've got to be flexible. You've got to move things around. But what I've allowed my kids to be able to see and like just from a work ethic standpoint, right? Like, you know, my son, I talk about initiative and things like that. When I'm putting my son to bed, he sees me carrying my laptop to bed because I will work, like hang out with my wife and then she goes to sleep and then like my best work.

I've solved the world's problems between 11 and 4 a.m. I'm just crushed life, right? I go through there and like there's no there's no interruptions right it's very quiet but from a lesson for my son is you know who's daddy's boss he doesn't have a boss why who's making him go and take his laptop to go no one's making me but that's the drive and ambition and that that that that um you know mindset that you can kind of teach by example at a very very young age but again entrepreneurship positively gives you so much more flexibility like we're leaving here tomorrow morning and going to our lakehouse for the long weekend. I've got a podcast tomorrow that I'll do

from the lake and then we'll go down and I'll take my kids, you know, wake surfing and tubing and all that. So it gives you a massive, massively much more flexibility. But yeah, you have these other interruptions, but it's just life. And your life changes too. I talk to so many of these young entrepreneurs who are on social media and they're just, I mean, their expectation of like, I'm an overnight success, 22 years in the making, right? They just have. have this false sense of what it is, but it's okay. And I don't try to change them because my goals have been 22 and 25, way different than 25 to 30 and now I'm 43, right? So it's okay. You learn and kind of go through, but people have to go through their own journeys with it. Yeah, I used to,

so I just exited from a company in November of last just, it just almost a year now. But in our hiring process, when, you know, we got to 20-ish people, actually, Way before that, I removed myself because I found I'm terrible at hiring only because all I do is pitch the company the whole time. I'm like awful. I'm just like, this place is amazing. Here's all the reasons why you should want to work here. And my team was like, whoa, whoa, whoa, why don't we step in? But they were like asking me for guidelines.

And this thing came out of me that I had never verbalized before and I don't even know where it came from. But it was like, I want people that walk with a limp. And they were like, what do you mean? And I said, like, we want to find people. They don't have to be, they don't have to be, I'm not talking about age. I'm saying that have like been through some stuff that have like experienced something because that first, when you first get into the game, whether it's corporate world or you're an entrepreneur, right?

It's all pie in the sky. It's all, you know, everything's going to be great. You know, here's all that, you know, to make all this money and all that is wonderful. But it's not until like your experience, right? You're day trading. You're making shit tons of money. Life's great. And then all of a sudden, wham, right?

And now, before that experience, there were probably all these holes in your game, right? Then you have that experience and you get to reflect on it. And it was awful, right? But a lot of those, with those experiences, with those, what, you know, maybe failures is probably how the normalclature, but lessons is probably how we've better positioned. You start to fill in those holes and start to be able to see around corners that, Others can't. So it's almost surrounding yourself, even if you're early in the game, again, regardless of age, with people who, you know, I like to walk with a limb, man, that mentorship piece is huge. Was there a person like that in your life?

Is there a person? Is there someone who, you know, do you have an inner circle? Like, how do you stay grounded? How do you stay connected to others who push in the same direction that you're pushing in? Yeah, so a lot of stuff there. One, I mean, from an investment thesis, I won't invest in a founder that hasn't been through a cycle. It doesn't mean you have to be a bus, but everything's great until it's not. But true leaders, true people that can kind of get through it, it's how they react and how they manage through crisis.

I think, you know, the whole idea, like you get paid equal to amount of pain you can take and how big the problem you can. solve like that's it if you can solve a really big problem and handle a lot of stress and pain you're going to probably do pretty well so i never had mentors um per se like like in a coaching component and i do some coaching now too um i was always more just to i love to try to consume um content so you know i've got dan kennedy there's a ton of mentors that i've had via just reading content yeah yeah books and that type of thing so that's been it for me and i enjoy the learning piece. That's why I've invested in so many, you know, industries. It's, A, I think I could make an impact and there was a, there was a play there. But largely it was, I was curious. And I, and I use and let that

curiosity drive the interest in that learning, a learning piece. I would love for you to dig in a little more into this, like having gone through a cycle. Like, when you meet someone, how do, and, and you're evaluating them for an investment. Let's take that framework, right? And you're starting to talk with them and learn more about them. Like, what are some of the characteristics that you're looking for? What are some of the pieces to their personality or the way they work or the way they present themselves that are indicators to you?

And not that I am advocating that people present themselves in these ways if they don't actually have this, but what are some of the things that you see pop out that you go, this is someone who will sustain. This is someone who will push through when things get bad or can make the hard decision when it needs to be made. How do you, what are some of the filters that you use? Well, it's a pretty simple framework. The first comes to, you know,

their implied or actual vulnerability and authenticity of what their story is. I think I can sell anything to anybody. I'm a pretty good sales guy. But I also will tell you where the landmines are because I don't know. So the first thing that will just kill any deal is someone comes into me and they have all the answers. They're either just lying or they're just not even enough to know, right? And that's that's one.

And that they will learn, but it just won't be with me. So they're going to go have out and get some, you know, get some marks on them and come back. And then now they've kind of went through it. Secondly, like you mentioned how you are. I'm probably like that as well. Like I'm a glass hat full. I'm just very positive. Can figure out a way how to do it.

But that's not the best for hiring because you're basically you, and I guess you would have gotten this feedback that everyone that you interview, you bring the best out of them. Because if your energy, you're going that and you're, you're doing the best out of them. And that's absolute what you want. One, but two, you want someone different than you because if they have a bunch of you's like you're, you're, you're, you're, you're, you're, you're, you're. You're a leader, you're an entrepreneur. Like, I don't know details. I don't give a fuck about the details, bro. Like, I wrote a book about without a plan, and that's how I live for 20 years.

I don't think you have to get so, you know, drawn up because it never works that way. Like, I built, you know, two and 500 company. I mean, I've done a lot of stuff. None of it has worked out how we thought it would be. We've had an idea where we wanted to go, but I'm a big preacher of just getting started and taking that step because you're going to know so much more by Q4 or, you know, you know, Q1 the next year than you are right now. So why try to predict the future? Get an idea and then stop and go. And I think over planning sometimes is a negative because when you get to that decision

making that fork in a road, you're pre kind of destined to say, oh, well, this is what we said we're going to do, so we stick to it. So that's how I can figure out a cycle and they're being authentic. But the other piece is just kind of saying like this is where I'm not good at. I would rather know that from an investor, like, or this is what scares me, right? So many people, and I'm talking more on this investment pitch piece, but so many people want to de-risk it for an investor, because that's what they think an investor wants to hear. If you have it already figured out and you have all the answers, I fucking can't help you. Go get money from someone else. Like Delken Enterprises, the subline is strategic capital. I solve problems with resources. Sometimes they're financial,

a lot of times they're financial. A lot of times it's using my digital marketing team or my legal or, you know, whoever it is. And that's the best way. And that's where I talk about vulnerability and authenticity. Going into a job interview, going into an investor pitch, telling them your fears is so telling and it just connects. Still, it doesn't mean I'm going to invest in you, but now I believe you because you're like telling me like, what keeps you up at night? Nothing. Everything's great. You're fucking lying or naive and you don't understand it. Hey, what keeps me up at night is like, I built this thing, you know, jumped off a cliff and built the wings for the plane while we're kind of going down. And I've got,

traction, but now I need infrastructure behind it. Okay, I'm not good at that. I'm a good leader here, a vision, but I can't put this up. Okay, that's a problem that either I or someone can solve, and you've shown a massive amount of vulnerability and authenticity to admit and understand, there's value in understanding what you're good at and not good at, right? I know numbers in in in aately and I can just see balance, but I will never do books, right? But I can look at financials and understand what they mean. So that's the piece where I talk, so much about just being authentic and being vulnerable. It just gets you to where you need to be help because that's what you're going to.

You want to an investor or you want a job. You want to be part of an organization. Let's leave an investment out. You want to be part of an organization. Talk to them about like, hey, these are my strengths and what I want to be able to help. And I think I can add value here. But I love this organization because, you know, I think it can help me overcome these things, right? So that just, you build more of a relationship because, you know, business is very personal.

And I think sometimes people try to separate that too much. Guys, if you're not taking notes, this is where you hit the pause button and you slide your finger back about three or four minutes and listen to that section again. Because if you are looking specifically to raise money, but also if you're just looking to find talent or bring in someone into your organization, I can say this works just as well for trying to find a strategic hire. If you're looking for an A class player and you come in and you just tell that person all the amazing, things that are going on, they are going to know that you're full of shit, right? Like that person wants to know, what am I getting myself into? And a lot of times, an eight-class player is completely okay with you and expects you to have holes.

They expect you to have holes. That's why you're reaching out to them. But if you bring them in and you're like, we're going to kill it and our, you know, MRR is going to be this and blah, blah, blah. And they're going to go, eh, I don't know. And it's funny. So I did a bunch of, or have and do a bunch of angel investing. I love getting in early in companies and helping in the same way.

I don't have a venture company and nor probably will I ever, but I do enjoy that piece. And I have a group of friends who bring, we all bring each other in on deals. And we came in on this deal and we're listening to these guys and it was a good idea and they were full of energy and seemed very smart. Except they spent at least half of their 20 minute pitch talking about all these made up numbers. I mean, it's just, it's Excel, Excel gobbly good. You know what I mean? I'm like, I can put whatever conversion rate into your chart just like you can. I can put whatever market share piece you think you're going to get into this chart and make these numbers come out the back end. Like, this is just an Excel sheet.

Like, how many things have you sold? What things are breaking? What, you know, where's your actual retention? Like, like, if you just, like, I feel like there is this false sense of I need to make Delk Ventures feel like I'm this amazing thing. and everything's amazing and we're going to crush it or they're not going to be interested. And it's like, eh, the really good strategic investors, as you just described, they don't want to hear that shit. You know what I mean?

And it's going to fucking blow up. Yeah. It's going to blow up. If you, like, it's just like dating. Like if you, like, it's anything. Marriage, like, you have to just, this is how I am. We will be great together or we won't. Let's figure out the won't before we're going.

Bezos, great example. Bezos had a very distinct plan. I'm going to lose money for the better part of 20 fucking years. So that's going to eliminate a huge amount of his investment pool, massive amount. Like that's just not the horizon. That's not in our fund or not our thesis, whatever. But there would not be an Amazon if he tried to bait and switch someone on a four-year horizon. They would have said, we're going to take you over the company.

It's going to go through. but because he got his early investors and like, sorry, bringing money on, they bought into the vision and that's where you kind of go through. And that's the piece where you need to go. And I think that, again, it's all about vulnerability. Like, hey, this is why we're going to go there. Hey, we're going to hire this great growth marketing person because we're, we've hacked it together and we don't know what the fuck we're doing.

And we've done something. So that's showing positivity. Like, hey, if you come in with your great skills, you're going to, what can you do for it? Tell us that way. And then it gets it there. Or most importantly, Like a bad hire is 10 times worse than one good hire. It's so bad getting a hire wrong for everyone.

No one wants to do that. Like you don't want to change someone's life. They leave a job and like let someone go. It's just a lose loose for everybody. So getting to that point of not finding if it's a fit, whether it's vision, culture, skill set, whatever, getting there early or before it happens is it's invaluable to the business. How do we do that?

intentionally. Like, you're sitting there, or I'm, you know, someone's listening to this and they, they have that idea or they're in that phase. As we've discussed, I think the natural reaction is everything's amazing. Is it just taking a step back? Is it, you know, how do we get over the fear, which I do think is real? Because I think it does come back to status as well of, man, I really want Jeremy to like me. Man, I really want him to invest in me. I, yeah. Like, how do we get past that fear of being vulnerable, of sharing the warts, of, of being okay with that? Is it just being confident ourselves? Yeah.

I do. I think it's, it's being confident. And you just feel connection, right? I mean, I'm telling you, like, you. So I, so the book is a lot of business stuff. But after I wrote the first draft, I threw it away because I felt a bit disingenuine because it was only the business shit. and now it's just as much like marriage life, I mean, that kind of advice.

And that way's advice, a lot of times it's shit don't fucking do. But it was just a complete transparency. Like you either love me or hate me, but fucking that's me. And I don't, and that's, and you're entitled to your opinion,

but I just wanted to put it out there. And the piece that, you know, was so telling for me on like, I'll use like a relationship component. Like I struggled a ton, right? Like I lost my dad when I was young. and I went through a good part of my life where I wouldn't let anyone in, right? So I never really had any true connection.

It's a great way not to get hurt, but a really shitty way to actually live, right? Because you don't really have that true connection. And when, you know, through a bunch of therapy and, you know, work that I've done on myself, the feeling and the connection you get when you can be leveled by like a partner, like your wife, with that ultimate vulnerability is scary as fuck because your world can be crushed, but the connection that you feel is so much richer, right? And I think if you got that with either a spouse,

a great friend, that you just feel like it's just like it's so comfortable, if you can mimic that with an employer, with an employee or with a staff, not like going to your personal kind of details, but like, hey, this is where we want. want to go and I'm a visionary. I want to do this, and this is where I'm really good. I'm awesome at this piece. Here's a piece of the pie. We need to fill all these other pieces. We have this guy that's a great person in this role. We have this female that's in this role. She kills it.

And this is a sliver that we really need as a company. That level of, you know, vulnerability from you, it's going to be immediately reciprocated from that person. Because now they're going to say, wow, he's actually, you know, telling me the truth and telling me like where the opportunity is. And that person is going to, if they're honest and vulnerable, we're going to tell you, hey, I can do it or I can't do it or whatever. But that's how you build a culture, right, of like, we are all in this together and I do this really well. And now we really see that team cohesive piece of, hey, this is my responsibility because chairman can't do that and I can.

But I can't go and raise the money, but dealt can. Like that's the piece where you can really. get fired up. Oh, dude, there's two things in there. So you won't be able to see it because it's back here, but one of my audience members made, he's a woodworker and he made this little piece of wood and it's got three letters on it, GNF, and it stands for give no fucks, right? So we, this show, we operate by a GNF philosophy, which means trying to cultivate people

into exactly who they are and being okay with that, whatever that looks like. And putting that back to the business piece, a huge turning point for me as a leader was when I started becoming more vulnerable with my team with the things that I just simply wasn't good at. Right. And you can be strong, confident, and be vulnerable at the same time. And what I found was when I started opening up a little bit about, like, one of them asked me a question one time.

I don't know where I was mentally and, you know, we're in full growth mode, early startup. We got about seven people. Everyone's got every hand in every department. We're just trying to get shit done and build the business. And one of them asked me a question, and I was like, I don't know. And she kind of looked at me and she's like, I was like, I don't know the answer to the question that you're asking me. Like, I don't know what to do. You know what I mean?

Like that's not an area that I have any experience in or any expertise in. I think it was to do with accounting. And she looked at me and I was like, I need you to figure this out. And like, what? What about, like for me, again, this is a turning point moment for me. Her shoulders rolled back. Her head came up. Her eyes got wide.

And it was like the fact that I had given that, that I had, one, shared with her that I didn't know what to do about the problem. And two, that I had given it to her to solve. And entrusted her to do it. Yeah. Dude, she came back with three options that were incredible. And she's like, here's the one I think we should take. But if you don't like this one, you know, we got this and blah, blah. She's pros and cons.

It was more than I could have ever asked for if I had just been like, here, do this, right? And then she owned the problem, solved the problem for us. And it was a better solution. It wasn't anything that I probably would have ever even thought of. And it ended up working out great and whatever. And it was wonderful. And it was like, if I didn't, I like, when I reflected on that, I do a lot of self-reflection. And a lot of that comes from counseling that I've done as well is like, I was like, oh, my God.

like I don't have to have all the answers. Just because I'm the quote unquote entrepreneur or boss or leader doesn't mean that I have to, nor does anyone even expect me to have all the answers to all the problems. And that is, I think that's the turning point that happens like you said after they've been through one cycle. I think that is a relatively common insight that leaders who have been through this struggle start to get and is a major turning point for successful organizations. Does that relate to you?

Yeah. No, absolutely. And it just, you, I'll kind of give you another tip that I use in a business that, so you had seven, when you exit, how big was your team? 27. 27. Okay. So I'm a personal guy. I love being personal, but I suck at names.

Like, I just don't. I'm with you there. I'm the fucking worst. I need whoever that guy was on VEP who stood behind her and like told her all this stuff. I need that guy. I need one of those people in my life. Well, it's so bad. Like, we're in a small town in Lexington, Kentucky, and, like, it's a small town.

But I meet people. And I'm nice. I'll talk to anybody. I don't care. But, like, I'm out with my son. Sometimes we're going out and, like, oh, and I see someone looking at me. Like, okay, they know me. So I was like, hey, what's up, man?

How's it going? And then my son's always like, who's that? Like, I have no clue, buddy. I don't, I don't know. I'm the worst. But I, but I care. It's not like I don't, oh, I don't care to know. It's like, fuck.

And then I usually talk to them and then I'll put it together. But for the business piece, one of the businesses that we sold a few years ago, we scaled from like zero to like 50-something million run-right, high profitable, great thing. It was a couple hundred people, 150 people. And we would go through and, you know, now you've got leadership, you've got different things. And, you know, we're going to like monthly board meetings. And some of the shit that I was hearing was just like, oh, the warehouse and like, just fucking drama that I would never tolerate. And you would never tolerate in the small community.

You're like, dude, I'm like, fuck this, figure this out, go. You would just squash it. But when you start to put layers in a business, all of a sudden, you're too important or whatever. And you lose the approachability. At least it happened to me. And I'm the most approach. Well, I don't know. To me, in my heart, I think maybe I'm not approachable all the time.

To me, I literally, I will talk to anyone if I got time, not with my kids interrupt. I'll be happy to talk. And I was like, dude, I can't and will not tolerate this kind of bullshit. Like, it just dumb. Like, these problems, like, we need to have, like, hey, we can't meet the scale. Like, real problems, let's bring that on, but not this, like, mundane bullshit. So I created, and I encourage anyone that either feels disconnected or whatever, I had one of my tech guys create, like, a little intranet portal. where it was, you know, anonymous, no IP tracking, whatever,

and you could make a comment, a request, a complaint, whatever. And I was going to address them. Now, the first time we got like 20 or 30 of them, I remember I was in Moscow for a conference, and I did this for two months. And the first time, it was like just dumb shit, but I read everyone. I did like a loom recording, but it was me on there,

like, hey, here's a question. Why is Jeremy Baldwin? I mean, like silly stuff. but like I read every single one. And what it did was while I'm not speaking directly to that person, I think part of the people are like, oh, he's going to screen him. And I fucking read all of them. Some of them were just nonsensical.

But by month three, and I would just make a snapback of all. Like, hey, so we need an extra fridge because someone's like messing up the thing in the break room. Cool. All right. On this thing, Dana, buy two fridges, have them there tomorrow. So I was just action. Like if I can take it. Or also.

hey, why are we doing this? Because the other thing as leaders, like, we have it all planned out in our head. We know what we're doing. And sometimes we don't let, you know, line team. They don't know. It's not because we're not trying to keep anything from them. It's just like you don't have that piece. So, hey, I've got this.

And I don't understand why we do this. Well, with the information you know, it makes no fucking sense. But let me tell you where we're going. And what it did is it gave me a platform to have anyone without fear. you know, retribution, any type of management completely. They could buy a department. It could be non-department. It can be whatever.

It gave them a platform to connect with me. And by going through and reading every single one, by month three and four, it was down to like seven or ten requests or notes. All the bullshit, because they kind of called my bluff. Like, hey, it's this guy you're just going to read. I read everything. And it was the most impactful thing that I did for my business at that stage. Because some of them were great ideas.

Like, hey, we're doing this. in shipping, we're doing this in shipping. It's taking two hours long. I'm like, well, that's fucking stupid. We want to do this. I'm like, well, fucking, that's a great idea. Do it. And it's the same thing that happened in your example with someone that you probably

with leadership and gave her that kind of, that, the he-ho. But dude, sometimes the greatest ideas can come from not where you're expecting them, and you can get information, but creating that access where you are approachable. And that was a great way for me to do it because you always can't sit down with somebody. You can't always do one. Just time doesn't give that, but this was a way that you could go through for a month, submit these things that I would go through and take an hour, hour and a half.

I love that idea. And sit down company-wide. It was a great way. But the lesson is being vulnerable and showing that you care and you don't know the answers or go through it. And I did that. Sometimes I didn't have the answer. I don't know, but we'll figure this out as a problem.

So just off the cuff, no preff, just kind of going to do it. It was the best hour I did a month. I completely agree. I actually picked up. I didn't do that. although I love that idea, and we'll probably use that in the future for different endeavors, because I think it's phenomenal. I actually picked up from a company that I invested in, a founder would do for his team,

every Monday he would do a vision meeting, and he would do a loom, right? And he's like, look, like, it's hard to get everyone. I don't want to waste your time, you know, another 30-minute meeting where we talk about whatever. So he would do a 10-to-15-minute loom where he would talk about what new development updates they pushed out, what, you know, what was going on with sales. He would talk about retention numbers. So we would have, like, things he would report on. And then he would finish the call with talking about the vision, talking about, you know,

different things that are coming up. He would talk about different stuff that was going on. He would even give shoutouts to employees. And I would watch these things. And I'd be like, geez, if I worked for this guy, I'd be pretty jacked up after watching this. Like, you know, I mean, because he would pull out, hey, we're struggling with retention this month. We're missing on this.

You know, you know, if you're, you know, if you're in that department, reach out to me. If I can help, blah, blah, Bob. So he was doing all these calls to action. I was like, and he did it every Monday. And it would come out in the afternoon. And people would watch it at all different times. He said, the amazing part is people were going home from work because you can see with Lume when people watch the video. Right.

He's like, people will be watching the video from home. So they would bookmark it, you know, go through their work their whole day, do their thing, eat dinner. He's like seven, eight, nine o'clock at night is when like half the, half the people in the company would watch the video. And I was like, man, what a good. And I started doing that and that, that worked really well. That was towards the end before I exited. But that was a really good thing. And I just think, to your point, I think, you, you said it like, oftentimes we have all the mission, vision, all these amazing things that are coming or that we're currently doing. We have them in here. And we are so bad, maybe it's sharing with the leadership team. But when it gets down below that, we're really

bad at getting to Sally in accounting or Johnny and customer service, right? We're so bad at getting that in front of them. And then sometimes it's even worse. Like it's got a massive net positive by getting people in power, getting people on there. But without, and we know as leaders that it's just lack of, you know, thoughtfulness and just moving at a million miles that we're not thinking about it. But sometimes it's it's really perceived the other way. well, I'm not important enough to know this

or they don't want me to know this or which is fucking bold. Like why would I not? You're all part of the team. But that's that mindset they go through. So the reasons to do it are so much more, so much more impactful. So you talked about your kid giving you crap for talking everybody on the street.

My kid does the exact same thing because I'm the same way. Like I see somebody. We got a puppy. So we'll go walk around the neighborhood and so and so and so will come out. We'll start doing it. And my kid will be like poking me in the side like dad, dad come on come on you know like he wants to keep moving and i'm rapping or whatever we you know and i coach his baseball team and after the game i'm always rapping with parents or other coaches and he's

like and i'm like i just looked at him one day and i'm like look this is you're a coach's you know coach's kid so this is what it is i don't know what to tell you right i like to talk about you know i don't know um but you do this thing that i think uh it is pretty interesting and i'd love for you to just talk about this four trip challenge this uh time that you spend with your kids talk to me a little bit about what this is, where this came from, and maybe what the impact has been with you connecting with your children. Yeah, so I stole it from a doctor that I knew back in Louisville, and he started doing it, and I hope everyone steals it for me. You know, let's face it, especially we talk about entrepreneurship and kids and things, but entrepreneurs, it's, you know, a hundred hour week isn't

unheard of, and you're just doing a ton. And I think moms are probably the toughest job in the world and get, like, not enough credit. But, you know, just innately, mothers are typically the nurturers, you know, dads are doing, there's different roles, you're coaching baseball, but there's just a different level. So you're going on trips, like my wife hates it, like, we're going tomorrow, like I'll pack in the morning and be done. She's got everything lined up and like, it's like, and it's good, we're getting in, but we just kind of go and figure it out, but she takes care of the entire family to kind of pull it together. So mom always nately have those nurturing type of components. And I've got three kids,

10-year-old son, five-year-old daughter, and a six-month-old son. And I started doing it with my son. First trip with him was Legoland. My daughter, we went to Barbie World in Dallas this past year. And I called a four-trip challenge by, because you've got, you know, I've heard the stat, you have like 14 summers with your kids, right? They don't remember the first two. Then they kind of go off to college. So we have such a small amount of time to spend with our kids. And we're all doing some vacation. We've got travel, baseball, different sports. So I started doing this thing where for each kid, I do a solo trip with them and they can pick wherever they want to go. And it's five years, 10 years, and I will do a 15 and a 20 year, right? Because then they're 21. They're in college.

But the amount of connection that I've built there, I mean, other than a daddy daughter dance I do with my daughter that she just absolutely loves, like she remembers those things. We go like twice when I've written town. But, you know, it's just crazy, right? Whether it's just getting on the airplane together with you just one-on-one. And the intention, especially if they have siblings, they're always competing for attention or you've got your mom or your distraction. And I don't do any work.

I just kind of go through. And what do you want to do? It's almost like a yes trip. And anyone can do it, right? I mean, you know, it's four trips, right? So it doesn't have to be super extravagant, but kind of going and, you know, saving up a little bit of money for, you know, each kid, for, you know, for, you know, for, you know, the year you can actually do a pretty nice little little deal and yeah i just can't can't uh can't talk

enough about it my son went from lego land at five to ten we did dubi he loves cars and so like they he's an adventure guy and i've done a lot of business over there and all these are on my my feet the barbie trip with my daughter and i'm just telling it's it's the greatest thing uh i've done like just a relationship that you build there and like the conversations and just because it's it's focus it's not going to like the daddy-daughter answers are great but that's one night they feel special but i mean it's just memories that they are going to remember forever um and more selfishly you are right you have those things that are just like so so much it's just great and they're looking forward to it like my daughter's like already thinking about where she wants and obviously it's going to change a

million times um because she's got five years to go but it's that type of thing like wow what am i going to do for my dad trip and like that that piece so it's a massive massive amount of fun. Dude, I appreciate you so much. I learned a hard lesson. I'm divorced. I learned a hard lesson on if your home life, if you're an entrepreneur in particular, but really for anybody, but I think this is especially true for entrepreneurs. If you don't have a foundation at home that's stable, that's filled with love and connection, I mean, not every day is going to be good. We're humans. but that that long-term stability, that care and compassion, if you're not nurturing that, your success in business, one, is going to be limited by that.

Absolutely. And two, it's never going to feel the same, right? When you can come home from, you know, I had a pretty important speaking gig that I did in April. And I talked to my kids about it and they saw me preparing for it and they watched me practicing and they heard, you know, saw me, you know, working on notes and different stuff. And man, when I came home, frankly, I didn't even know they were watching and listening, you know. But like, when I came home, they were so excited. Dad, how did it go?

They're asking me all these questions, you know, can we see pictures? Can we see whatever? And like, you know, not about the business thing. It was more that I was like, ah, I'm doing better. Like, I'm doing better with my home foundation because, you know, they're so, they're not like, oh, dad's gone again. They were excited because they knew when I got back, I was going to be present and I was going to care about them.

And I just think what you just described is a phenomenal way of cultivating that continued connection with your family, despite all the polls that you have on you as an entrepreneur. Yeah, for sure. And, you know, we share that. And I talk about this in the book. You know, you hit a bunch of things that I talk about, you know, I'm divorced as well.

and I can just that's probably a whole other podcast but I think I didn't have like we actually my ex-wife we didn't fight really it was actually but we weren't growing we grew way apart not not together and like just you know you that doesn't work you don't but we didn't have that love passion connection and then I think that's the example like so it's not even like you're in a bad relationship and you're always yelling around the kids it was the inverse but they never saw that with my wife now, like we're, you know, having water fights. And it's, again, not always great, but seeing that love and connection, that sets the example for what they're going to look for in a partner and what the expectation of love and

relationship is. But two, divorce fucking sucks. And I have, you know, I have friends that go through it. And I always, like, my advice is, dude, if you can figure it the fuck out, do it because it sucks for the kid's piece. But, dude, I took being with my kids 100% time. Now we have like the shared custody like two, two, three. So I took that, um, for granted because you come home,

you work and your kids are always there and you're not present where now, um, I would argue that I'm in, and feel pretty firm that I'm a much better, much more present dad. Like I'm doing job. So I'm doing these things because now it's the expectation like it's not, now you have limited time. Now, now you, you've got to do it. So don't do that.

If you, so I guess the lesson is like, oh, but you're not divorced and you're, you're going through it, but don't take it for granted, man, because it goes by so fucking quick. And you're right, the kids remember that. Like, the kids know that I walk my, you know, when I'm walking my daughter into school every day where I'm there at pickup or on the practices, like, they know that shit. Like, and I talk about this, like one of the, it was shitty to hear. But I remember my son said to my wife, my current wife, Maggie, because I'm, I don't miss

dinner. Like, I'm home for dinner. I'm all those things. It wasn't me. And it wasn't that I was that. busy. I was that busy with work, but I didn't, I wasn't happy in my, my marriage and stuff. And like, my son made a comment to my wife. This is, you know, three, four years ago. Like, it's weird. Like, Daddy was never home for, for Titters and stuff. And now he doesn't miss it.

Yeah. Like, maybe one I've missed in five years. And they fucking notice. And we can tell ourselves where the bullshit we want to tell ourselves that, oh, they're too young. But dude, I'm telling you, they fucking are so, they're sponges. And they, and they, they, they, they, they, they, they, They may not say anything, but they do know. So if, uh, just, it's less than those. I couldn't agree with you more. Dude, you're, you're, what you just described is, is basically my, my experience to a T. I'm in two, two, three, same exact experience.

I had two moments with my kids that were very eye-opening to me recently. So, uh, I've been dating a woman for a while now and, um, she's wonderful and we have a great connection and, um, you know, there, there may be a future there. Uh, But my son said to me, dead. Like, I feel like every time I walk away, you guys are kissing. And I was like, well, yeah, I guess. I don't know.

I was like, he's like, but like I go, I'm not like trying to shove it in your face and I don't know, whatever. I was like, it's not like we're like making out or whatever. But, you know, just be like a kiss or affection. I'm showing affection. Affection, yeah. And he said, you and mom never did that. And I, it like really hit me how much, because, you know, he was young, you know, my, my older son was young when, when we got divorced. And it like hit me that how much he picked up on the fact that even though we were married and together, we weren't sitting next to each other on the couch.

We weren't hugging each other in the kitchen. We weren't showing affection. And that was new to him. The other, so that's one. Two, to your point of their listening to everything we say, the other day. So I tend to be just like you, very positive, glass, house. Let's Go push through, you know, gritty, all that stuff. I'm constantly, I talk to my kids like they're adults.

I do not believe in talking to your children like they're dumb. They're not dumb. In many cases, their curiosity and sponge like brain to use your word is actually deeper and richer than our own. They're listening to every friggin word we say, the way we say it, who we say it to. And I had this moment the other day where I was talking about something and I was being kind of negative. And my kid flips on me and literally regurgitates something back to me.

that I had said to him about baseball, like a few months earlier. And I'm driving. I literally, like, did this move where I was like, whoa. And I said, thanks, bud. I needed to hear that. In my head, I'm going, holy shit, he listened to that? Like, he was actually, like, taking that thought in. Like, oh, my God.

It was a really wonderful moment. But, dude, I want to be respectful of your time and that of the audience. I want to close with one final question that we ask all our guests. Everyone is extraordinary. You are extraordinary. How do you defy being ordinary in your life? That's a good question. So how do I defy being ordinary in my life?

Yeah, I think it goes, I'll answer it, not be too long-winded, but I think it goes back to when I talked about that 20-year-old that, you know, maybe doesn't have kids. Like someone come on your DM, you know, it changes, right? I chased the watches and the cars and the things. And now, like, so I think you, you always have those different pieces and those things drive some people. For me, it's now 100% the family, right? And like those experiences, those things, like being able to have that luxury of some time and some experiences and travel.

I think that's all that you kind of get in life. And I think everyone is extraordinary in their own right. And it's just kind of getting the courage to kind of go in doing that. And I think that's why I do these podcasts. I don't think I'm getting a check for me, but I'll think. take one, right? But we don't make money doing this stuff, right? But I think there's a, there's an obligation to serve and to share because, you know, there's someone on the other end listening and hearing that that can relate and go through and maybe they can get that courage to take

that step. So that's how I really kind of framed up now to my pursuit of trying to be extraordinary is just to try to get more people to kind of go through and just follow the passions and take, take chances and, you know, grow and learn and keep that curiosity. you going, you know, remember how it was when you were a kid. Like if you are, you know, we didn't know bounds. We didn't know that things could happen. And I still firmly believe that's how it is. There's not a limit of anything you can do. It's just getting out each of you say in between your two years and having that courage to take a chance. Jeremy, I appreciate you. I appreciate your story. And I absolutely appreciate your time.

Thank you so much. My pleasure. Thank you. Let's go. Yeah. Make a look. Make a look. Thank you for listening to the Ryan Hanley show. Be sure to subscribe and leave us a comment or review wherever you listen to podcasts. Game in a game for me. I never switched to no change in me. It was twice as many deals by this time next week. Sound impossible, it's not.

With the one-call closed system, you'll stop chasing leads and start closing deals in one call. This is the exact method we use to close 1,200 clients under 3 years during the pandemic. No fluff, no endless follow-ups, just results fast. Based in behavioral psychology and battle tested, the one-call closed system eliminates excuses and gets the prospect saying yes, more than you ever thought possible. If you're ready to stop losing opportunities and start winning, visit masterof-theclose.com.

That's masterof-theclose.com. Do it today. Happy holidays. Want to give your host a gift? Consider subscribing, rating, and reviewing the show this holiday season. it really helps the show grow. From all of us at Believe, have a Merry Christmas, everyone,

and a happy holiday. If you like the show, please take a moment to rate, review, and subscribe. It really does help the show to grow. Thank you for listening.