REAL AF with Andy Frisella - The Best Time To Start Is Now, with Andy Frisella - MFCEO106

Episode Date: November 8, 2016

Dan Fleyshman, the youngest owner of a public company, the founder of First Slice Media, and the author of "How To Set Up Your Business For Under $1000" joins Andy Frisella for an episode packed with information and insight. From specific tips about drawing up a business plan to big picture advice about management and marketing, these two titans wax eloquent about all things entrepreneurial. But the bottom line is this: If you have a good idea for a product or service, get to work. The best time to start is now.

I want to be a motherfucking hustler. You better ask somebody. What is up guys? You're listening to the MFCEO Project. I'm Andy, I'm your host, and I am the motherfucking CEO. Guys, as always, I'm joined by my co-host, Vaughn, the pastor of disaster. What's up, dude? I just read a study on millennials. You want to hear something about it? Yeah.

Okay. Because we have a lot of millennials that listen to us. We do. And I wanted to hear your feedback. But our millennials work. Yes. Yeah, you're right. You're right.

Our millennials put in the work. They get it. So because we have such- So I guarantee you this is going to be something negative about millennials. So if you're a millennial listening and you're already taking the actions to listen to a podcast like this, you probably don't fall into this category. So don't cry about it. Probably don't, but I still thought this was really funny.

So I read this defining study on millennials, and it had two points. And one of them was that millennials are really entrepreneurial. And I was like, yes, that's awesome. And then the point literally right after that is millennials are not patient. Ooh, that's about as big as a, as a, uh, paradox that you could have, I guess. I mean, which one is it? Well, if you're not patient, you're not going to be a good entrepreneur. That's the bottom line. I think it has to do with how easy it is to start a business nowadays. Look, here's what I think. I think that people fall in love with the idea of success.

You're right. It is easier. There's far less barrier to entry. There's lots of things someone could do. The options are virtually unlimited. But if you don't have patience to let those, the patience part hasn't changed just because the technology has changed. It still takes time for a customer,

a potential customer to accept your message, trust your message, and trust your message enough to buy it and then become loyal enough to recommend it to your friends. And that takes time. It doesn't matter how much money you spend. It doesn't matter how many ads you buy

or how good your product is. The process of acceptance into a consumer bell curve is going to take time. And people don't understand that. I see that all the time. Look at every Super Bowl. We see companies spend $20 fucking million to advertise for 30 seconds.

But the only ones you ever remember are Budweiser. And that's just because they make funny commercials. But you see new companies every year. You see the commercial. You're like, oh, what is that? I never heard of that before. And then you never hear of it because they blow their load on a fucking $30 million ad. And they think they can buy their way into people's brains and

it doesn't work like that. So, you know, guys, it's, if you don't, the time is always a factor in how much money you have. And that's why like last week when we talked about not having money being a tremendous advantage, it, you have to understand part of that is because if you do have money and you're not patient, you're going to blow the money on shit that doesn't work. And then you're going to be out that money. That doesn't mean you're going to blow the money on shit that doesn't work, and then you're going to be out that money. That doesn't mean you're going to fail. It just means you won't have that initial money that you had. Right.

So you've got to be patient. It's just part of the deal. But like you said, the people that listen to us are the outliers. Oh, yeah. Of course. They're the smartest people in the world. They're the smartest people on the planet. Speaking of which, if this is your first time listening to the MFceo project guys we're not selling anything we're not

going to ask you to buy our program we're not going to ask you to sign up for uh you know our sales funnel whatever the fuck everybody else is asking for what we do ask though is that you bring if you find value in the podcast bring me one friend bring me you don't have to tell everybody you don't have to make a post about it Tell one of your friends that may be interested in this sort of content. That's all we ask. So that's our little fee. Today, we have an awesome podcast set up for you. Our script is so thorough. It's so detailed, Vaughn. You did such a great job on this script. Yeah, it's awesome. Yeah, which means we don't have a script. Right. What the fuck? I got one. Oh, you got one. What's the problem with your internet company?

Yeah. I can't email it to you. Vaughn's going to be known as, instead of Vaughn the Impaler, it's going to be Vaughn the Excuse Maker. Isn't that right, Tyler? I thought it was already that. Oh. Tyler's just reeling from the cigarette I gave him last week. By the way, I just want everybody to know, this is going to be a good podcast because Tyler is wearing his salmon shorts.

And everybody listening knows that when you wear the salmon shorts, we drop some fire. So with that being said, we have a very cool surprise for you guys. We're going to answer today one of the questions that we get over and over and over again from you young bucks, which is how do I actually get started? And I think for me, you know, I'm not good at answering this question because I'm the kind of person who sort of overlooks that step. And I think, you know, you either have it or you don't. And if you have it, you'll figure it out.

And, you know, with my mentality on that, I realize there is people that would like more direction. And for that reason, we have a very, very special guest today that is going to talk about how to actually get started in business. And we're going to cover specific practical tools that you can utilize to get going. All right? And so what we did was we brought in a good friend of mine, Dan Fleischman, who is the youngest founder ever of a publicly traded company. He's an angel investor in 24 companies. He is the broker of influence when it comes to influencer

marketing and the author of how to set up your business for under a thousand dollars. What's up, my man? Hello. Hello. How are you? Good to be here in St. Louis $1,000. What's up, my man? Hello. How are you? Good to be here in St. Louis. Yeah, man. What do you think? The weather's great. Yeah. He brought the San Diego weather with him, man. Yesterday, we walked outside last night, and it's like 70 degrees, no humidity. And he's like, oh, man, the weather is great here.

Yeah, I just always like this, man. It's so ironic hearing from somebody from San Diego say the weather's great in St. Louis. Yeah. So you got lucky. I think you brought it with you. I hope so. Yeah. So anyway, um, Vaughn, you know, we get this question all the time. I always stay away from it because I, like I said, I'm just very, you know, just figure it out. And I feel like that's a key trait of entrepreneurs and you know, they will figure it out. I figured it out. I didn't have anybody telling me exactly what steps to take, but, um, most people aren't as resilient as you. Well, thank you. But it was more, it was more simple back then. It really was like you had a storefront, you had to get customers. I went out and got them. Now you have all the, you have so many options to build a business.

I think people get paralyzed by the options. They're not sure which way to go. Right. So you wrote this really cool book, how to set up your business for under a thousand dollars. Let's start. Let's start with just tell people a little bit about yourself and then we'll get into why you wrote the book. Sure. So I started my first company in high school. I was working three jobs, saving money for college. I was going to go to SDSU. And my friend kept saying, who's your daddy? And everybody would laugh or think it was sexual or funny or powerful. And he just always would say it at lunchtime at the football field. He would just always say it.

So I made this T-shirt, big, ugly, white shirt, which just said, W-I-D, who's your daddy? Terrible. The way the design was, it was like my boy in school did it in art class. And we sold 150 shirts at 15 bucks each. All of a sudden, we had $2,000. We're millionaires. We're like, what the hell? Right?

And I'm working at the stadium selling cotton candy at nighttime. And I'm working at a restaurant being a busboy. I'm just doing everything I can. I'm working for a stockbroker under the table. You got the hustle in your book. Yeah, I had to because we had no money. So like we're living off 24 grand a year for a family of four, doesn't really work in San Diego

where the rent's very expensive. So I'm just hustling and hustling and then I realize if 150 kids are willing to spend $15 each, now we're millionaires, we have $2,000, like holy shit, I'm onto something. So we go to this convention in Vegas called Magic. And I'm only 17 years old.

You have to be 21 to get inside. You have to be 21 to get a hotel room in Vegas at the time. Like, there's just no, like, it was silly of what we did. We went to a grocery store and printed out our badges on a machine. I love it. That's awesome. We made these business cards.

We paid like $50 to make business cards. And I needed it within 20 minutes, basically. The taxi cab driver waited outside because I didn't have a car in Vegas. And we go to the convention. We talk our way in. We start walking around. There's huge, humongous booths. Ralph Lauren, this, and Tommy Hilfiger, that.

100,000 square feet. And we're just these kids with white t-shirts that say, who's your daddy? And everybody was giggling. They just loved the shirt. They just loved the name, the catchphrase. So people were asking us, where's your booth? We're like, yeah, yeah, our booth's right over there. Just go to the right.

Obviously we had no booth. So we get back. My brother gives us advice and we trademarked the catchphrase. Ended up trademarking it for 300 products in 17 different classes all over the world. And that's what our biggest expense was. So the $43,000 I had saved for college working these three jobs for the last three years was on fire. It was gone in a month or two.

And we went and got a booth at the convention the next time a few months later. And we actually had our clothing. We got overcharged on our samples and overcharged on our manufacturing and overcharged on everything you could overcharge us for they just saw oh yeah here's the mark here's the target same thing happened 17 year old kid the samples that should have cost us 600 bucks cost us 18 000 to make us like 30 sweaters yeah so it was just, we went through it and we went through the money really quickly. So we get lucky.

At the convention, we write over a million dollars in orders. And Nordstrom comes up to us and offers us an exclusive. And my brother and my friend's dad told us, come home. They're like, don't do a deal with Nordstrom. And we're like, what are you talking about? Nordstrom is exclusive. They're the best. They're the highest. They're still one of the best brands. we're like what are you talking about Nordstrom is exclusive it's the best or the highest they're still they're still one of the best brands they're like no if they're

willing to offer you an exclusive you're on to something so we went back reconvened and the rest was history we ended up selling to thousands of stores when we were 23 years old we started the energy drink version of it under the same name for two years i just went and met with 43 distributors budweiser coors miller pepsi and every time i'd go meet with a distributor if i came to st louis to meet with budweiser i'd see them at 9 a.m and say oh at 11 a.m i have a meeting with ralph so we gotta make sure i gotta be out of here by 10 40 so in their mind they're like oh they're thinking i'm going to meet the grocery store which is true then when i'm at the grocery store i'm like hey i just met with Budweiser, but at 1 p.m. I have to go meet with Costco.

So as long as I leave here by 1240, we'll be fine. And I always said those names. Yeah, you put that leverage on. To edify the brand. Right. And to make them realize they're not first. Because the biggest, biggest fear for people that are buyers of retail is they don't want to lose their job.

It's their absolute biggest fear. If they can say, oh, these guys were in Ralph's or this guy, they're in Costco, they're already in other stores. They don't feel dumb. They don't feel like- It validates their own decisions. Exactly. So what happened is I did that over and over in 43 cities with 43 distributors, got us into 55,000 retail stores, literally by myself. I was just every single week going city to city to city to city to city until I finally hired a sales team that only did the mini stores and I did all the chain stores.

So let me stop you right there and ask you a question. So you went around and you talked to all these companies about carrying your product. How many people gave you permission to go do that? Zero. Okay, so how many people gave you a roadmap to go do that zero there was no internet right there was no social media so so my point here guys is this is that you have to just go fucking do it yep and you and i talked about this at dinner last night we talked about it before you know this this story that he's telling is the way that it works.

No one is ever going to come along and say, yeah, you can go do this. Or, yeah, you should go do this. Or, here's how to do this. Dude, you just do it until you figure it out. Just bang on the doors. Yeah. You know. Now it's so easy with social media.

I can get a hold of any buyer of any retailer on the planet in two minutes. Yeah. I just go to LinkedIn or I go to Twitter and I just, I at them. Right. And they're going to see it. If I tweet at somebody that's the buyer for a chain store, he only has 2,100 followers. It's not like he's got a million followers. He's not going to see it.

He's not a celebrity. Right. He's the buyer for Costco. And what happens if he doesn't respond the first time? Tweet him two days later. Exactly. Right. And I tweet his assistant and I find out who his partner is and I find out who the president

is. They're going to see it. And I'm just going to scream from the mountaintops. And the biggest advantage is nobody else is doing that. My competitors aren't doing that. Andy, your face kind of had this knowing look that came over it when Dan said he basically walked away from guaranteed, probably millions, right? With Nordstrom. You said it was Nordstrom. And I mean, maybe I'm reading into it, but to me, that was an act of faith and that was a belief in what you had going on. And I'm curious,

because I saw your eyes kind of light up, Andy, when he said that, because that seems like something that unique entrepreneurs do. When they have guaranteed money, they see bigger. They see bigger potential. Well, you have to always look for the signs. That's what you did. And he had some people that cared about him that helped him see those signs because you know what your your dad and your uh brother said you know is exactly true like if you got a big company coming in and like trying to scoop you up that does mean you're onto something but when you're a young guy and you're just you're just excited to get the business sometimes you make decisions on the short term that really cut off your ability to be big,

you know, and, and you, you know, you were very fortunate to have that situation happen. Yeah. But I would have taken it if I didn't have other sales or if I didn't have the belief that we were going to do a lot more, I would have taken it. I would be happy to just make a million a year and net 300,000 and just have a business. Right. But I just knew we were going to be, the reaction was too good. I had to go for it. I had to gamble, basically. Right.

That's awesome, man. So what are you on to now? So then I did that for 10 years. That was a great learning curve because there was roller coasters. Obviously, it's not all peachy keen. Right. You'd be in Albertsons and do two million with Albertsons. And then Monster would come in and pay them to drop us. He'd be in Costco and they'd drop Rockstar for us.

And then Rockstar would come back with $5 million check to drop our drink. You know, like there was battles. You know, we called it energy drink wars. We'd put up stickers in the windows and Red Bull would pull our stickers down. We'd put up our cardboard cans outside the 7-Eleven. They'd rip them down. You know what's funny about that is that people i think that's in any any industry yeah like there's like a competitive nature to it that people don't understand and like when they find out that you're like that

like you want to win that bad i think you're fucking psycho like but the truth is is that just business yeah this is the way it goes like i see people all the day all day especially like younger people that don't they get into business and they have this idea that they're somehow Yeah. 30. 31. 32. 33. 34. 35. 36. 37. 38.

39. 40. 41. 42. 43. 44. 45. 46.

47. 48. 49. 50. 51. 52. 53. 54. 55. 56. 57. 58. have a piece of the business no motherfucker you're gonna have to fucking fight for it i'm sorry i'm not i'm not gonna give you anything i've worked my whole life for this i'm competitive i want to win it's not about being selfish it's about winning and i have an obligation to 120

employees that i have to do the best that we can and that means every single transaction not fucking let you have your fucking 20 a day just because you're open you know you're not entitled to anything and i think everybody listening to this needs to understand that aspect that like when you go into business what he's describing is not only energy drinks it's everything like you're in a competition it is a battle you are going to have to fight and if you can't stomach that you shouldn't be in business right we always talk about shelf space mean, when you go in and you see these different water brands, well, the grocery store and the 7-Elevens and the Costcos, they only have so much shelf space for the water.

Whoever those top few players are, that's it. And so what happens is with the energy drinks in particular, and obviously the same thing goes for First Form versus other fitness supplements, there's only so much shelf space in each retailer. So we called it eye level is by level. And so our competitors would pay for eye level to pay for that shelf because I could wrap a $20 bill around my can, but if it's on the bottom shelf, you won't pay $2 for the $20 bill because you can't see it. And so we had to fight all the time, removing

Monster and moving down to their shelf and putting my shelf up there and it would only last for three days before they came in and they would switch the shelves back but you had to battle it's not like i wanted to sit there and fight with them i had to train every single sales rep every distributor everybody walking to retailer make sure the stickers are eye level make sure there's a sticker at the at the door that says push pull right Every single time. There had to be anywhere you could so that the competitor wouldn't see it or they wouldn't remove it.

I had to keep re-putting it up because it's a war. It's a war. No matter what your product is, it's a war. 08.30 It is. And the thing is, I would say this, there's a way to play and there's a way not to play too. Because what I do see from these same people that I'm talking about who feel like they're

entitled to some sort of business, they can't keep up with the battle and so then they go to Facebook and whine or talk shit about the other company and here's what happens when you talk shit about the other company other people start hating you absolutely because you look like a crybaby you look like a loser you look entitled and not only that you're telling your people who are your loyal customers about your competitor. I mean, is there anything dumber than that? It's always mind boggling me that every phone company commercial talks about the other company. Oh my God, I can't stand it. That's like rule number one.

You don't even acknowledge them, man. Like that's like, how much is fucking AT&T paying Sprint to talk about them in their commercials? It's, dude, I think the same thing. I'm like, what are you doing? I cringe every time. But on a small micro level where we have all these little small businesses, people get their feelings hurt or they get upset or they get frustrated with a competitor and they go on the internet and talk.

Dude, worst thing you could do. Worst thing you could do. Not even from a looking bad standpoint, you are literally going to drive your customer straight to that company. 05.00 Yeah, because if they go Google first form and they're like, holy shit, this, these guys got a hundred thousand square foot facilities. 05.00 Yeah. 05.00 They're awesome compared to this little wittily dink company.

05.00 Right. 05.00 All of a sudden you've got a new customer based on them crying saying, first forms boots bigger than mine. 05.00 Yeah. 05.00 Or these guys are, these guys are out to try to bully everybody. Like, no, dude, it's fucking business. You know, you're welcome to join our team. Right.

You know what I mean? Exactly, be a legionnaire. Yeah, right. Join up, dude. As you guys are talking, I thought of what General Patton told his troops. He said, your job is to make sure the other guy dies for his country. And it's having that sense of competition. It's awesome. It's not just that, oh, we're fighting for our country. It's we want to destroy the other guy dies for his country. And it's having that sense of competition. It's awesome.

It's not just that, oh, we're fighting for our country. It's we want to destroy the competition. Yeah, absolutely. You get caught up with that too, though. Like a lot of people think, a lot of people's business plan is to hurt the other business. That's not a business plan. Right. Or a lot of people's business plan is, I'm going to put X out of business, or I'm going

to hurt X, or I'm going to do this X. No. Your fucking business plan is to help your customer achieve whatever result it is they're coming to you achieve. And people lose focus on that because they're,

you know, it's that old saying, I forget how it goes, about the Yankees pinstripes. Like people are too busy looking at the pinstripes to concentrate on the baseball. Remember that saying?

Yeah, yeah. You got your computer open. Google that shit. Well, I would if the internet was working. Oh. I'll look it up on my phone. Yeah, but you know what I'm saying? Yeah, yeah. You got your computer open. Google that shit. Well, I would if the internet was working. Oh. I'll look it up on my phone. Yeah, but you know what I'm saying?

There used to be, people are so busy looking at everything else that they can't concentrate on their own game. You have to concentrate on your own game. And with the internet today, like my dad doesn't get it because when he was in business, there was no internet, right? So he's like so what like people just make shit up and then talk about you i'm like yeah every day that's what they do absolutely but you know i don't ever try to argue with it because i'm like man thank you yeah

thank you for the for the recommendation right so so anyway man uh let's let's talk some practical steps um you know when you're young you know you and i both grew up with that hustle that Let's talk some practical steps. You know, when you're young, you know, you and I both grew up with that hustle, that entrepreneurship in our blood. I mean, both of us, funny enough, were doing the same things when we were little kids, selling baseball cards and running around doing sort of the same things. You know, back when I started a business in 99, you know, it was as simple as trying to find a spot, get some product and then go out and get your customers. There was no internet there. You know, we couldn't advertise, we didn't have any money. So all I could do was go door to door and meet people, which I still believe in, still

believe it's super effective. If you don't know what else to do and you own a business, do that because you're gonna learn a fuck a lot about it. I used to put flyers on cars every weekend. We did too. Yeah. And we get in trouble for it every time, but we still did it. Even at the clothing conventions, I was 19 years old. We had millions in sales at nighttime. I would put the flyers on the cars every single night. I didn't care. I had to, there was no Facebook ads. And so, and so like you and I look at what's going on here. Cause

we've both done, we're like in a weird group that in a group i'm thankful to be in but a group who has built successful business in the pre-internet area era and then also maintain and transition to the internet area and still succeeded and done well not many people have done that what i find is that most people either have done really well on the internet and they're killing it or they did really well before the internet and they're killing it, or they did really well before the internet and they're just kind of out of it now. They've done so well they don't have to work. You know what I mean?

So it's very rare to find someone like you who has pre-internet and then transitioned and then become an expert at how to market on the internet and build a business. So what I'm getting at here is like a lot of the guys now that are entrepreneurs, it, it really is, it's easier, but it's more complicated mentally because there's so many things and so many options. Where do I put my attention? Where do I put my effort? Is it Twitter? Is it Instagram? Is it Facebook? How do I run Facebook ads? What do I, what do I need to do

for product fulfillment? You know, there's just a lot of like things that people are like well i would never know how to do that they're actually really simple right right once you like break it down um so i'd like to get into some of these practical steps for let's say uh you know somebody who's just getting ready to get started now and they're like i got this i've got you know i i want to be an entrepreneur i mean we're because that's like the hot thing right yes so and it's it's so glory it's so glamorous isn't it yeah yeah it's better than like there's five years when it was so cool to be a rapper yeah right no i have a saying i use all the time now entrepreneur is a new rapper there you go there you go it is it is the new rapper like look on the internet it's the new fucking

rapper because everybody's like, well, fuck it. I can't be a rapper. I'm going to be an entrepreneur. Well, they just keep seeing these 26-year-old having $1 billion unicorn valuations. Right. You know. That's going to be me. Yeah, that's it.

It's going to be nothing. Right. This guy started two years ago. Now he's got a $4 billion valuation. Right. They just think it's so simple. Right. So the real practicality is nowadays in 2016, you can find out if your idea is people are going to care literally tonight. If you said, hey, let's start newwatchstraps.com.

Okay. We have an idea. We're going to do newwatchstraps.com. I can go on to WordPress, make a site for free. I can go get graphics that I pay on Fiverr five bucks for, or go on to 99designs and pay 50 bucks for, 100 bucks for, and get 200 submissions. So now I have a real designer submitting for a real product for newwatchstraps.com.

I'm spending nothing, I'm spending five bucks or free 100 bucks. Then I go out and I get the Twitter, Instagram, Facebook, Snapchat, Pinterest. I get every single account at new watch straps. So now I have the same bio and every single one. And I have a watch strap as my picture with my profile picture. All that was free. But from the outside looking in, if they go look me up, I look like an actual company now. Now I go look at my competitors. I go look at,

I Google everything about watch straps, bad watch straps, good watch straps, million dollar watch straps. I Google all these different terms and I see who did what and what more importantly in the comment section on greatwatchstraps.com on my competitor site, what the comments are from the customers. And then I adjust. These are too expensive. These are too cheap. Mine broke. Mine did this. Seeing those reactions, I can now adjust to newwatchtraps.com and say, we're going to be high-end. We're going to be low-end. We're going to be mid-tier. We're going to be both. Whatever we're going to be, I can go and figure it out in Google search and in one hour be more of an expert than probably the guy that actually owns

goodwatchtraps.com. So now I know how much I want to be. I know what my site's going to look like. I got designs from Fiverr or 99designs. I have a WordPress site. I have all my social media accounts. I start making my nine-page business plan. You don't need a 45-page business plan with seven-year finance.

Nobody cares. I'm never going to read your 45-page business plan. I promise. I get sent 300 business plans a month, 500 business plans in a month. I'm going to read 10 to 15 pages of it. And I should know in the first five pages whether I care or anybody's going to care. You don't need to do 45 pages and get so overwhelmed that it never happens. Yeah, realize that when somebody's reading your business plan, that they are waiting for you to get right to the point.

Exactly. I mean, we get it. You don't have to tell the fucking glamorous story. We're in the $7 billion market. Right. You're selling watch straps. You're not going to do $7 billion. Just get right to the point, what you want to do, how you're going to do it, what you, you know, the meat.

Exactly. You know? So basically, you start writing out your business plan. It can be as long as an executive summary. It could just be nine or 10 pages. And during that process of just Google searching what the other competitors are doing and putting that into your business plan, you start learning whether you even like it or not, or you love it more. You might realize that watch drop industry is only 40 million and there's one guy doing 38 million. So I don't want to get into that. Or you might realize it's a bazillion

dollars and now you're so excited that you're working on it 17 hours a day. Just going through the process of actually Google searching and figuring out what's going on in the industry. Again, you're getting smarter and better. Then I make my business plan, which costs me nothing. I have my social media accounts, which costs me nothing. You don't have to trademark newwatchtraps.com yet because you don't need to yet. It's not a thing yet. You can still find out for free or for a hundred bucks, whether it's valid, whether it's a real thing. Then the next day you wake up, your website's live, your business plan's complete. You send it to some people that care. You're not going out and raising money. You just want to see if people care. You're just talking to your friends. So let's point out a couple of things

as we're here. So A, you could test, this is something that was never possible before. You could test your idea before you actually open your business. And if you're going to look for investors, you want to have the business at least set up before you go pitch people with your plan. A lot of people will send a business plan with nothing to look at. Right? I can't explain how many, if I showed you that my DMS or my emails every single day of people asking for a hundred K, 250 K, 500 K. Do you know what I do every single time? My best way to say no is saying yes. I say, Oh great. Send me your business plan to, and here's my email address. They won't even

do that. How many people send me it? Out of a hundred, two? Maybe two. Yeah. Maybe. Do you know that on stage at every time I speak an event, I give out my email and phone number on stage. How many people call me? Nobody. I call you, buddy.

Yes, you do. And by the way, what's the best part is I say it on stage. The reason I'm going to give out my email and phone number up here is that none of you are going to call me. Well, that goes right into what we were talking about, success zombie shit, where people just consume, consume, consume, consume, consume. And they love the idea, but they don't want to do the work. In that crowd every single time.

Which is amazing because you're attracting, like, you're a big deal, dude. I mean, you guys might not have heard of him yet, but if you look into him and learn what he's done, he's a huge deal dude i mean you guys might not have heard of him yet but if you look into him and learn what he's done he's a huge deal and for somebody to stand on stage of your caliber and say that that's that's crazy they laugh at me they all laugh together like ha ha ha like i'm gonna call you i'm gonna call you and 20 of them say it you know yeah i'm not gonna be like everybody else and they all whisper to me i'm not gonna be like everybody else how many of them call me none literally none that is crazy and they and they all need it everybody else. And they all whisper to me, I'm not going to be like everybody else. How many of them call me? None. Literally none.

That is crazy. And they all need it or they want it. They all do those things. And it's so rare. So now the next thing is you have your watch straps. You have your business plan going. Each time you do it, you can now test with checking out Facebook ads.

And for five or 10 bucks, you can test and figure out people that follow at Rolex or at whatever brand that you like, or whatever's going to be relevant to your, to watch straps. You can go test for five or 10 bucks, people in Beverly Hills, New York, Miami, and these upper end, they're this age group, they have this kind of financial demographic. You can pinpoint for nothing. It doesn't cost you anything extra to pinpoint. And now you can test, let's call it a hundred dollars. You go crazy. You're going to spend a hundred dollars on this idea. And you test 10 bucks, 10 bucks, 10 bucks, 10 bucks, all these different cities that are all high end. And before you've even announced to your friends or you've announced on Facebook that you have newwatchtraps.com, you've tested to see if people care in these 10 cities. If nobody cares, don't tell your friends

yet. You won't have any egg on your face. Who cares? So now you've tested for a hundred dollars. You went crazy and you actually had 46 people come to your site and six people bought something and they spent 20, 30 bucks each and now you did $182 in revenue and you broke even on your 100 bucks. Holy shit, you have a business. Now you can scale. Now you realize that something actually works,

people cared. Now you spend 250 bucks, you make your website a little bit better, you actually paid somebody now from Fiverr or from some website and you actually paid them a freelance site, $200, $500, $300, some nominal amount, don't go spend five or 10 grand on your website.

You don't need it at first. See if people care. Later, if people care, sure, go spend $12,000 on newwatchtraps.com and make it some big fancy thing. But at the beginning, you don't need to raise any money, you don't need to borrow any money. You need to feel the temperature for the product. Right. You don't need to borrow any money. You don't you need to feel the temperature. Yeah, you know for the product, right?

people people You guys it's really it's really simple. It really is Yeah, but but I could see what I could see where it would be confusing for someone sure You know what? I mean something I noticed and this is something that Andy's talked about a lot is that there seems to be this paradox in an entrepreneurialism where you have to control all the the variables that you can control but you also have to be okay with the messiness and the evolution of your of your business and how in your life and in your work, how have you managed to strike that balance? So when things fail or things get messy or things screw up, I don't care.

I don't sit on the floor and cry about it. That's the way I say it because I can't prevent that. I can't stop that. So if all of a sudden Facebook cuts the reach and now my 4 million followers, only 400,000 people see something, well, I can't cry about Facebook every day for the next two months because that does nothing. Right. Literally nothing.

Absolutely nothing. In fact, it keeps you from doing productive things. Right. Right. So when the whole poker industry got shut down, my world got flipped upside down. I was doing millions of dollars in revenue, tens of thousands of new players a day. It was like an amazing business. And then the government shuts down online poker.

Holy shit, what do I do? Dan Bilzerian calls me at 10, 10 a.m. and says, dude, are you in the country? Where are you? But the poker industry is over. I was like, no, I'm at the Bellagio. What are you talking about? I'm right here. And that day should have been one of the worst days of my life

because this business that was an eight-figure going to be a nine-figure business, like, just was gone. Right. And instead, I went on the offensive. I did 82 interviews that week. I said, look, I didn't do anything wrong. I went and paid back every single player where my competitors, none of them paid anybody back. That way I could sleep at night. So I paid back

41,000 people right away. And I went and did ESPN and every single interview you can imagine. And I showed everybody bank statements and proof that everything was perfectly great. And the response I got was mind blowing. I started getting hired by casinos to consult for them. I started getting hired by huge financial institutions to consult for them, paying ridiculous rates. When I just lost effectively tens of millions of dollars of my equity because I owned half the company overnight, I was able to turn that horrible negative that I had no control. If I just sat on the floor and cried and I went back to Malta and I went back to my apartment

and just sat and cried on the floor, like, woe is me. Everybody should feel bad for me. What the hell would that have done? Nothing. Nothing. So I went on the offensive and showed why this is right.

Why I did everything proper. Why I pay everybody. Why this is what's going to happen in the industry. Why it needs to be regulated. Why we could have prevented what my competitors did. And that being on the offensive turned into me being the CEO of a casino for a year, me getting all these consulting gigs because I was the only good guy in the industry. So turning the negative into the positive, when things get messy,

you just have to evolve and keep going. And I call it outperform it. If you go out there and you outwork and you outperform it, you won't even remember when Facebook let you get all 4 million people seeing your stuff. Right. You only remember those days. Plus, I think a point to recognize here too, is especially like within your industry, because we've had a number of these situations happen where things, the rules change in one day, you know, the government says no more of this ingredient or no more this kind of product or this or that or whatever and dude you know companies there's companies that ride those products like that's all they do and when the when the rule comes in and it changes they're they are crying they're like oh it's over it's over it's over

while i'm sitting back trying i'm like all right well let's just right now yeah let's move forward and you know that's what's always kept us ahead right it's because of that mentality of just not it's it's not that you don't care it's that you learn to take the negative and turn it into productive action like anytime you're feeling bad you know like like and i teach this with with performance or business you know when you feel like you don't want to do something you feel like something bad has happened or you feel like the stress or the anxiety of let's say a competitor doing something that should be your trigger yes to to act in a productive way you know it's a pivot point is what I call it you know and most people pivot the wrong way they go down that self-pity, cry, post a negative shit on Facebook. That shit doesn't do anything but hurt you.

By staying busy, you don't have time to cry. Right. Is this a fair way to succinctly state what you just said? That you shouldn't complain about the way you want things to be. You should work with the way that things are. Yeah. I'm never going to be able to change Facebook cutting the reach. I'm never going to be able to change the government stopping my competitors. They didn't stop me. My site became the biggest one there was for a minute, but I realized once they stopped them and it was bloody, bloody hell.

Okay. Well, this industry is completed and I'm going to go be a consultant for when it does get regulated. And now years later, America started regulating multiple states, and eventually it's going to be national, and I'll be the one clean-cut good guy that actually did everything right, and I'll be the guy that everybody comes to. You can't control if the government says or the FDA says,

oh, we're removing this ingredient from supplements. Well, you're not going to change that, and if you do, it's going to take four years to change and you can fight it during that time. But during those four years, while you're fighting it with the government and trying to prove to them that that ingredient should be in there, you have to adjust on day one and day two, because those four years of government is just... And when the four years is up, you're behind the ball. Exactly.

Yeah. So... Exactly. Once again, though, guys, I mean, there's just an amazing paradox that goes on where you say all the time, Andy, that to succeed in entrepreneurialism, you have to care, you have to be passionate, but you also have to have a certain level of detachment. Well, I think you do. I think you do care. I think I don't think it's I don't personally think that you don't care. I think it's just you care so much and you're disciplined enough to know that because I'm upset or because I'm frustrated or because I, cause I guarantee you do when you got that call, you're like, fuck, you know, I cared. Right. Yeah.

But you, you're disciplined enough to take that care and know that like, all right, I'm flipping it over and doing something productive. You know what I cared about the most was those 41,000 people that I had their money. Yeah. And I, that's why I'm flipping it over and doing something productive. You know what I cared about the most? Was those 41,000 people that I had with their money. Yeah. And that's why I paid them back within four days. I did absolutely everything I could to pay them back in case something worse happened because my site didn't get affected

by what happened to my competitors. But in case something did and the government decided, yeah, we're just going to mess with him too. The rest of the companies kept that money, right? Oh yeah. They haven't paid them back. We're talking about millions and millions of dollars. At the time, it was hundreds of millions.

It was insanity. But yeah, caring about the customer affected me by tens of millions of dollars. But I had to. There was no choice to me. When other people were thinking, oh, you should just continue on and just be a European site or just be this or just be that. No. just continue on and just be a European site or just be this or just be that. No, I have to pay every single person back and then figure it out because the customer, it sounds cliche.

The customer is absolutely positively the most important thing because if I risk their money, I would be, if, if something happened and their money got frozen, even if it was frozen by the government, it's still me that messed up. That's right.

Consumer trust is everything, man. It is. It's net. You never net you never ever ever ever violate that ever i would never have been able to walk back into a casino five years later right without people scolding at me right and think of how many think of how many opportunities that whole situation opened up for you not just in that in that arena but in like the the conversation like. Like, yeah, dude, Dan Fleischman did this. He's a great dude. You need to meet him.

How many people have you met because of that? Oh, every week. Yeah, exactly. It's every week because people know that when the chips are down and bad things happen, that's how I react. That's right. And that will help me for the rest of my life. It's amazing.

It's an amazing story. That goes with doing the right thing. Yeah. Always. 100%. And that's why I don't mind talking about failures. Even though technically I didn't fail, it still failed. Right.

I can say I failed. Yeah. Even if I didn't physically fail and the company was doing great at the time, industry shut down, company's done, I failed. But I can talk about that because so much was learned through that process. So much was done when those bad things happened. And so many good things came from it. And when it becomes regulated, I'll be that guy.

You'll be ready to go. Ready. Dan, you already shared. You got to teach me how to play first. Yeah, let's do it. You already shared some practical steps for starting. But if it's okay with you, can we back up just for a second? Because in chapter, I think it's chapter one of, of your book, when you talk about the checklist, you, you, you state 20 questions,

uh, that you need to answer before you get started. And the very first question you, you say is why am I starting a business? And the question that popped into my head when I read that was, in your mind, is there a standard answer that everybody needs to be able to supply? But to what extent can the answer vary from person to person? Sure. So some people are starting a business to fill a void. Some people are starting a business to make money. And that a lot of times that's their sole sole reason for it it's hard for that to be your sole reason because then there's no soul to it there's no care to it um so that can't be the only reason can you do a business that's focused on making money and buy things for 20 bucks and sell them for 60 and make money sure will that be a business that's

sustainable for five six seven eight nine ten years, because you don't care and you will never be able to convince other people to care because it's just a business for profit that doesn't have- And why do other people have to care? Because you can't do everything. That's right. You have to build a team. The team is, I wouldn't exist if I couldn't text my web guy, hey, make this free code for the MFCEO podcast. Cause I would never have, I don't know how to do that. I think I'm a smart guy, but I don't know how to go onto a website,

make a free code for a podcast for my ebook. Right. I just don't know how. Right. I have a guy that's been fantastic for eight years and I would, without him, I couldn't exist. Right. I have, I have Nicole. If I didn't have Nicole for the last couple of years, she literally runs my life. Right. If I couldn't text her, hey, can you do this for this social media campaign? Hey, can you do this for this? Hey, can you text this influencer this text, a celebrity this tell the lawyer to do this? It's not that I can't do those things, but with the other 300 emails a day and a thousand texts a day and the social media and this and that, the phone conferences. And I just wouldn't get done the way it needs to happen right so you have a partner i can text him hey bro can you do this phone conference today i'll do this one at 6 p.m you do this one night

if i couldn't do those things none of this would happen right right we're i don't want to call us like a puppet master by being a ceo because we're not they're not puppets no but we're coordinating it's more like a symphony okay trying to coordinate everybody to get together that's a great outside That's exactly what it is. It's exactly a symphony. And I'm going to tell you right now, and I bet you'll agree, in my symphony, there's always half of the symphony that's out of tune. These guys over here are doing it great, and then you got these three, four dudes over here. 06.30 DMH Just banging the drums. 06.30 DMH Yeah.

06.30 DMH Guys! 06 Yeah. Guys. Why are you pointing at me? But like the thing is, you know, that's a perfect example. But I think from the outside looking in, the way CEO has been presented and branded and painted with people, they think that it is puppet master. It's not that. And if that's the way you look at it it like some we've talked about some people that we both agree play that role that way and it doesn't ever work nobody wants to short term nobody wants to work for the puppet master no they want to work for the quarterback that inspires them the coach that inspires them look at football coaches some of them are demi-gods people like

talk about coaches from years ago the most influential people in some of these people's lives like you look at a guy uh like like vince lombardi who's one of the most quoted inspirational motivational speakers he's a fucking x's and o's guy yeah but you never heard him say things like go out there and fucking wish for the result you know he said go out there and fucking wish for the result. You know? He said, go out there and kick these motherfuckers' asses. You know what I mean? And if you ever watch Urban Meyer or Nick Saban talk, holy shit, man. They're on another level of just pure fire.

And it's always about the work. It's always about execution. It's always about just going and doing what you know how to do. Those football players would go out on the field and die for Vince Lombardi. Yeah. Because he was like their father figure, their big brother. He was their inspiration. And so many times that's what the CEO and the president need to be.

But the reason that he was like that though, is because he fucking cared about those people. Absolutely. He didn't go, he didn't walk out of football practice and say, oh, fuck those guys. No. You know, he lived and breathed and, and died all the shit they did in a different way. And dude, that's respect, man.

He's watching tapes after hours. Exactly. He's there at 7am. He's, you know, and that's what the CEO is. You come and get me early in the morning and we were together until late at night. And that's, that's the day of a CEO. It's not, it's not optional. It's not freedom. Freedom.

Exactly. Yeah. I want to start my own business because I want to be free. I want to be the boss. Oh, my God. Be employee number seven. That is easier. Yeah, right.

Because there's still good money in being employee number seven. You still have some equity. You're getting a good salary. And you get some freedom. Absolutely. Yeah. You can go home at salary. And you get some freedom. Absolutely. Yeah. You can go home at six o'clock. But I'm owned.

Like, you know, you're owned. I'm owned by our companies. Like our people, you know what I mean? I'm okay with it. I love it. Absolutely. But it's not for everybody.

It's just not, and it's not what, because people think, oh, because you got the money, you can do whatever you want. No, you can't. Because if you want the money to keep coming in,

guess what? You got to do what's required. You know? And that's something people don't think about So let's stay on the track of practical Practical so we you know, we've got a website. Yep. We've bought we've we've built a business plan got your social media accounts You've tested a little bit people care you did your hundred eighty two dollars in revenue You broke even with your hundred bucks and in testing

Now that's when you can start to spend a little money now you can get a corporation cared. You did your $182 in revenue. You broke even with your hundred bucks in testing. Now that's when you can start to spend a little money. Now you can get a corporation. Now you can trademark your name. You can get a lawyer. The great thing is you have sites like LegalZoom.com and you don't have to go spend $10,000 deposits for a retainer with an attorney. Go spend 700 bucks on LegalZoom type sites and get the things that you need because you don't need these huge drawn out agreements. I will say this. It's very important to have the simple agreements and the simple terms of what even your own friends, partners, I don't care if it's your dad that works for you, your mom, your best friend from high school. Too many times people have a 50-50

joint venture and they started together in school, right? Because it's cool. This is going to be great. Right. And what happens is now you got to college and one of the kids becomes a 4.0 student and he's only working at the office 10% of the time. The other one's doing 90% of the work and it causes frustrations. If you made it clear what people's responsibilities are, who's going to do what, what the equity is going to be. There's some times that you start your company with your friend in school and you think you're just going to give them five or 10 percent and they think it's 50-50 and you never said anything about it. Now you're just, you know, you're going to have the social network situation for Facebook where everybody just thinks that they own Facebook. If things were clear, the Winklevosses would never have been able to sue Zuckerberg.

Right. If things were just clear. But because he avoided it for six months and while he was building in the background and there's all these emails, but they're one-sided, it wasn't clear. If he just said,

no, I'm doing this, they had no right to sue him. Right. They didn't ever have it built. They never built anything. Same thing happened with one of his dearest friends who ended up getting his stock taken down by such a big amount. That was the guy that loaned him the money when he needed it most. Here's your seven grand or six grand, whatever it was. That guy went on to become a billionaire, but he had to sue his dearest friend from school because there wasn't a basic agreement.

Right. So it's really important that I do. My brother works with me as my accountant. My mom works with me in consulting. She helped build the Sarbanes-Oxley Act on how to be like, I have family members and friends that are part of it. And everybody has such a simple agreement. This is what you're supposed to do. This is your scope of work.

This is what your equity is or what your salary is. And that's it. Sometimes you have to remove the emotion to remove the emotion. A lot of times people are like, well, we'll be able to work together and their boyfriend, girlfriend, or husband, wife, or mom and son, or whatever it is. And they can't remove the emotion because things are emotional. Business is emotional. Right. You listen to Andy, he's talking with passion and he's cursing and screaming. That's because he cares. It's not because he's putting on a show. He actually cares. Somebody slammed the door. He went and screamed at them because he cares.

He's doing a podcast for a million people to listen to and an employee slams the door. He got up and walked down and cussed at them. Why? Because this is important. This is a part of real life, real life passion. So by putting an agreement together and saying, this is what you do. This is what you're going to get. You don't leave any discrepancies out.

I wish I would have done that more when I was a kid. Well, those conversations are intimidating to have, right? You know, when you are a young man or a young woman, I mean, it really took me until I was about 30 years old to be comfortable with conflict like that. Like, everybody looks at me and they're like, this guy has no problem with confrontation. Dude, that's something that I had to, like, learn.

Of course. Because those conversations of having, you know, my dad always told me, you should never be embarrassed to talk about money. And he meant that literally and also in a business situation. Right? I'm not talking about like, hey, I'm fucking worth X. No, I'm talking about like if you're making a business agreement, you should be totally comfortable talking about the way things are going to be.

Yes. And I was never comfortable because I was always like, man, this is going to be. Dude, I was so uncomfortable. I can remember this. Our first time that we ever sold anything to somebody I didn't know, I can remember it when I was in the store. And I was like scared to ask to tell the guy like yeah this is like 30 bucks right you know what i'm saying like i was just gonna be like oh like before you even told me the price you know it was 30 bucks i was gonna be like oh it's it's 30 bucks but i can be for 22 like i was

that big of a pussy you know what i mean like i just didn't want to i and i know people are probably laughing right now because like i come no i think that I think that's a universal struggle. No, yeah. I think you're right. But the thing is, is that you have to do it. And it's just like anything. The first time you jump in the swimming pool when you're three years old, you can't fucking swim.

It's scary. You know what I mean? But now when you're a normal adult and you get in the pool, you're comfortable because you've done it over and over and over again. And you have to just, you know, it sets a good precedent upfront for having those conversations because there's going to be a lot of those conversations. It's not just on day one,

when you're making these agreements, there's going to be a lot of them and you have to be able to communicate that. Like people ask like how Chris and I have such a great relationship. Well, dude, we just lay it out. Hey, this is that, this is this, what do you want to do? All right, we'll do this. And then we figure it out. And that's, you know, I work with my brother every day and there's days where we want to punch the shit out of each other. But you know what? We definitely don't shy away from having the conversations.

And that's a good thing. Actually, because otherwise things build up. Right. And then there's a real explosion. Right. So I've heard it said that the reason that you have agreements is not because you don't trust each other or you don't, you know, you don't trust your friends and family, but, but

actually because you do trust one another, you trust one another enough to articulate the, the, the specific nature of the, of the, the parameters of the business agreements. Spelling it out is spelling it out ahead of time is so much more valuable than later on down the line having a conflict where you thought you own 10% and I thought he owned 50% or vice versa. No matter what, there's going to be a problem. Or you thought you were going to get X percentage of the sales, or we're just going to split all the money that came in when there's actually expenses every single month. So you thought we're going to make 13,000 a month net each when actually we're making two grand a month net and we have to eat a couple of noodles because we

got to pay for this, this, this, this, and this. And those are all things that should be loud lined. Okay. If we, are we sharing revenue on the profits or are we sharing revenue or are we, what are we going to do if, if we have a bill of six grand, right? Exactly. You need to like think these situations and sometimes you're not going to know what to fucking talk about. But what I'm saying is start having these conversations from the beginning because then when those situations come up, you could say, like I had to say, like, dude, we didn't pay our fucking withholding tax for 18 months

and we owe the IRS over a million dollars. Right. Because we fucked up. You know what I'm saying? So we had to have a hard conversation. Like, what are we going to do? Okay, well, we're not going to pay ourselves until we pay it off.

And we had to pay it off. But the point of it is that you're going to have these situations where you're going to mess up. It's going to cause a problem in the business. And if you wait until then to start practicing having the hard conversations, they're going to go really bad.

So, practical point are you saying that you should get I mean how formal do these need to be can you do they just need to be typed yeah you need it you know at the beginning when you don't have the money doing the bullet points is the most important getting the the meat of it the terms of it out is what's important a lot of agreements are googleable right you just write loan purchase agreements or equity share agreements or invoice purchase order form sales invoice all the things you need are on the internet right 2016 six years ago you wouldn't know what i'm talking about if all else fails make a fucking word document yeah make a one-page document yeah you know what I'm talking about. And if all else fails, make a fucking word document. Yeah. Make a one page document.

Yeah. You know what I mean? I think. You can always improve it with a lawyer later. I get people. Yeah, exactly. I get people that say, people that, like I got this the other day. Well, I got this great idea, but I don't want to tell anybody.

Oh my God. I could talk about that for an hour. Yeah. What do you tell them? Because I tell them, I always say, well, like that's why, that's why they make agreements called non-disclosure, non-compete. And to be honest with you, if you don't trust somebody enough not to steal your idea, you shouldn't even talk to them.

I've never once signed an NDA in my life, and I never will. And I tell every single entrepreneur that because I get asked. Well, you don't have the time to do the shit, and neither do I. I promise you from the bottom of my heart, I don't care how awesome your idea is. If you can't execute it, it's irrelevant. 100%. I don't care how awesome your idea is. Yeah. If you can't execute, it's irrelevant. A hundred percent. I don't care.

That's very cool. But dude, people, people fucking think that they have something and then they come to you and they say, Oh, I don't know who I could trust. I don't know. Dude, you don't have anything. The other thing is if your idea works and I give you $1 million and my friends all invest in you and we make your company great. The second that you get any media, the second you get any traction, there's going to be so

many competitors that it doesn't matter. You just have to outperform yourself. When I got into the hoverboard space, there was 40, 50 other hoverboards. I built the number one board in five months flat and did millions of dollars in sales and retail sales and 40 grand a day online and blah, blah, 160 celebrities. I just had to focus on myself and make a really high quality product so that the competitors were those of you guys who saw the hoverboard on, on Instagram, which everybody saw it and you guys probably all have one. Yeah, that was Dan's Dan's deal he did that and I was going against competitors that had this idea that they didn't want to show and I just outperformed them it was irrelevant it's funny how many people get caught up on that

shit like they're like on an agreement or on a on the legal ease of an agreement yeah like oh I like your I really want to do business with you but I have this issue with this thing that might happen 17 years from now and so for that reason I don't want to talk to with you, but I have this issue with this thing that might happen 17 years from now. And so for that reason, I don't want to talk to you. It's like, dude, you're wasting my time. If you pitch a venture capitalist or an angel investor, your phantasmic original idea, which is very hard to have an original idea because remember, there's 7 billion humans that have thousands of thoughts a day. So it's really hard for you to have an original idea.

Most of the time, you just have an idea with a twist to something that already existed, which is how everything happens in the world. It all just evolves in twists. It doesn't matter. The venture capitalist is not going to say, oh, I'm not going to give this kid a million dollars. I'm going to fund a million dollars myself and go start this watchstraps.com myself and bought. No, you're pitching these money guys. You're pitching these people because they don't want to do the work. They want to fund you because they've already done work in the past to get their money. They're funding somebody like you to go do it. And if he goes and does it himself, it doesn't matter. Go do it yourself and go. Exactly. It

doesn't matter. There's 7 billion people. There's so many continents on the planet to go push something or build your business online. Who cares? If I go show people new watchtraps.com and that guy's got blah, blah, blah, watchtraps.com, they're going to buy me or they're not. If I make a better product than them, they're going to buy here. Whether the VC funded somebody else for the million bucks, it doesn't matter. You can only focus on your own and wasting the time on an NDA, you're going to never start watchjobs.com. 100%. It's just not going to happen. So while we're on the subject of legal agreements, this is probably not,

you know, the most important thing in the world, but I'm just kind of curious. You've got a section in your book on this. All of the things being equal, do you think for starting entrepreneurs that the organization of choice is just to form an LLC? Yeah. You just be very simple, straightforward. Again, you can always improve and change things when you have money. What you do at the beginning is you get by and you do the things that are open and honest and clear with the people you're working with. But when you build your first website on wordpress.com for free, you build it. And then when you have money, you can spend money. But if you don't ever start because you don't have the money to start, that's what the problem is. Too many people have an uncle

for the last 18 years. They're like, I'm going to make the best fishing bait hook ever. And for 18 years, he's never made the fishing bait hook. And your uncle saved up $146,000 working at the local construction firm and he's got some money he could wait he could test it and spend $16,000 and put that aside not affect his life and his retirement still have his 130 grand and he could gamble and take 16 grand and put it into the business and go for it and he's never going to because he doesn't understand what 2016 is and what 2016 provides. He doesn't understand and he won't just go through the process because he thinks he needs millions of dollars or only 21-year-olds know how to do a Twitter and a Facebook and know how to do an Instagram marketing.

They just don't start. And so many of them don't realize that there's a 21-year-old kid that'll work for you for a little bit of equity to start fishingbaithook.com and give them some equity. And they'll go do the work. And they'll start your Facebook, Twitter, Instagram, Snapchat, Pinterest. They'll go do all that stuff for you. And they'll cost you lunch money or a little bit of equity. Right. And the uncle could do it and they don't.

And that's the biggest problem in our society is even with everything provided to us on a silver platter because i never had this stuff back in days and it's weird because i feel very young but back in the days it's only five or ten years ago right that's how fast we're evolving it's a totally different thing yeah it's completely different and i think that people who people are always people that are excuse guys who are excuse makers um or this is why i believe entrepreneurship is something that you just have or you don't have and people argue with me about that they get really upset when i say that because they think that i'm saying that they're not one but i do know this people who are prone to finding reasons why not to do it there's always going to be a reason always it's like people when they say kids if you wait to have kids till you're

ready you're never gonna be ready you know it's it's the same thing with business and if you've got something that you want to go after or something that you feel um you you you're not nobody's going to come and say oh yeah do this or this is a great idea for you to do or you should do this or here's you know i'm the I'm the fishing lure king of the world. And I give you permission to, to, uh, proceed with this idea. Like that's not how it works. You just go fucking do it. And I guess that's why, like, I always kind of skip over this step because I feel like, you know, almost every successful entrepreneur I've ever met. In fact, I can't think of anybody that doesn't fall into this. But if this isn't you, I don't want you to feel discouraged.

But I'm just saying my personal experience wasn't the type of guy who was out selling snow cones or baseball cards or whatever when they were young. I feel like it was just something I had to do. You know what I mean? And for that reason, I'm going to try to find a way to do it. And I think that if people, you know, if you're one of these people now, there's never been better opportunity. It's never been easier. It's never been less expensive. And if you're not one of those people, but you want to be, and you want to make a change, I think it's become so accessible now that it's a reality for someone to do something.

And you don't, you know, we're not talking about making a billion dollars here. You know, what if someone makes a hundred grand or 200 grand, that's life changing for most people. Absolutely. Making an extra three grand a month would change most people's lives. Right. Exactly. And you can do that pretty, I mean, I don't want to use the word easy, but the thing about it when I said that it has been, when I said three grand a month, that's, can you make a hundred bucks a day? Yeah. Can you just break it down that way? Can you figure out a way to make four bucks an hour online? Right. If you can't figure out how to make a hundred bucks a day, then that's not a business.

Well, and all of these things that we're talking about are covered in your book, which is how to set up your business for under a thousand dollars. Where, where can people buy this book? It's actually called buy this book.com. All right. Funny image. That's why I came up with the name by this book.com because that's just a saying that people use. Um, and we made a free code for the e-book, MFCEO. There you go. Nice. Everybody can get that for free.

So if you guys, you know, we're kind of covering the outer skirts, the rough edges, if you will, of just concepts here. But, I mean, this book is short. It's easy to read. And there is a ton of information here that's practical for you guys. The bibliography is really priceless, too. Is it? Oh, yeah. It's easy to read and there is a ton of information here that's practical for you guys. So if your bibliography is really priceless too. Is it? Oh yeah. It's really good.

It's really good. The, uh, so I just sat and researched every single platform you could use for free or cheap and I put them into very easy to find in the back so that you can use this book three years from now and say, Oh, who should I use for my website or who should I use for design or who should I use for accounting? There's just all these different options in the back and they're just the top five or six of each category. Yeah. I mean, it's worth the price.

It's worth the cost of the book just for the bibliography. And I'm not- I'm looking at that right now. That is pretty cool. It's really good. You just put the effort into it to put it all together. But I don't know what direction you want to take this, Andy, but I don't know if it's okay to just touch on some of the things that you talked about in terms of knowing your customers.

We have such a detailed script that you made here. Yeah, I know, I know, I know. So, no, I mean, in the section where you talked about your customers, Dan, one of the things that I, one of the questions that popped into my head was, you talked about knowing your customer, kind of coming up with that template and just being as detailed as you can. But the thought that went through my mind was how much of that is affected by the nature of your product or service? Because the thing that immediately popped in my head was, well, Coca-Cola wants everybody to buy it, right? But if you're, to use Andy's analogy of butterflies, if you're selling butterfly starter kits, then you would have a more specific customer. So how would you counsel people in terms of forming in their minds? Like how does your product and service depend on how specific you need to be about envisioning your customer, I guess? Sure. So it's two different style of businesses. If you make a

product that's for everybody, like toilet paper or water or things that are for everybody, then you're just mass marketing. You just want everybody to know the name the spaghetti against the wall talk about to everybody if you're making the most high-end protein in the world you're going after guys that work out and girls that work out and people that care about their physique and body and you can look at those demographics if you're making watchstraps.com you're looking at people that are willing to buy watches and watches that are expensive enough that have interchangeable watch straps so you can look at wealth location region age groups you know that a 16 year old not probably buying fancy watches right and you know that a 71 year old woman is probably not buying fancy watches and if they do they're not buying ones with watch straps so you

can gauge who fits for what, what fits butterflies. You can tell, okay, guys that are 55 to 75 year old males are probably not buying butterfly kids, right? You can just, you can curtail all your marketing to who you think fits. Which has never been able to be done before now. Never, ever, ever could you do that before? It's scary how detailed I can get on Facebook ads. I can actually target people that work at first form specifically, right? Not just like first form work at first form and live in St. Louis and are this age group where I can narrow it down, where it's just going to be basically marketed to you. And I can do that as a brand. Let's say I wanted to sell something to

first form. I can target who's the buyer or the manufacturer or the president of the company targeted where on just their Facebook, they're going to see the marketing. Wow. It's scary. Yeah, man. So when I go into a market and you've never been able to do that. So think about like when I started my business in 1999 and I had to get customers, I had to buy a newspaper ad, a radio ad, or a TV ad. And that was it. And if you bought those things, you are paying the rate for all of those customers, which means you're paying for 90% of the people, even though they're not interested in whatever

it is you have. They're useless. Yep. So I used to wrap cars. Crazy. 91 wrapped cars. Yeah. I loved wrapping cars because that was my only way to get into a city every time i would get budweiser coors miller pepsi to be our distributor part of

my agreement was i got to wrap at least two of their cars and one of their semi trucks and i would provide two hummers to them as a bonus so i'd pay the leases for two hummers for the best sales reps of the month got to use those on the weekends. And some of them got to use them full time. And I did that because now the reps were out there working harder because they wanted to get those Hummers. Right. I was getting marketing from those Hummers driving around. So I don't mind paying $650 a month for each of these Hummers because those reps were proud to drive to the local bar, to the grocery store, to the restaurant, everywhere they're going to market my drink. But they were ecstatic because

these guys are making three, four grand a month and now they get this fancy, fancy truck back then that was perfect for them. It was great for everybody involved, but I had to do that micro targeted marketing because that's all I could afford or that's all of the way I could do it. I could only get X amount of billboards, X amount of TV, X amount of radio. I was sponsoring NASCAR before any other energy drink spots in NASCAR, but I couldn't afford NASCAR. And for four years I did it. How did I do it? I would go do a $1.5 million NASCAR sponsorship, but I would get Circle K to buy $3 million in drinks to be the Circle K logo on the side of the car.

So it had my energy drink name on the top, Circle K on the side. $3 million would make me break even because I had net 1.5. That's the 1.5 I'd pay them. But because of that, I would get so many other stores and I was getting so much publicity from the NASCAR that cost me nothing. Right. Go to the Utah State Fair. 16 years it was called the Coca-Cola Utah State Fair. And then this little kid comes in and changes the name of a Mormon town to the Who's Your Daddy Energy Drink Utah State Fair. I love it. Two-year contract. Billboards all over town with a big corn dog and an energy drink as the freaking billboard. They came up with that. How did I do that?

Dropping Coca-Cola, which is mind boggling. Just saying that out loud that they dropped them for me. Yeah. But I had all nine Budweiser's in Utah carrying my drinks. I had Smith's grocery store that bought $2 million worth of drinks, which is what I paid was $2 million for the sponsorship. And in order to get $5 off your ticket, you had to go to the grocery store and buy an energy drink can. So people would go there, spend $2 on a can to get five bucks off, but you could get multiple families would go do that. And it worked out for them. What happened? We ended up doing $6 million with that grocery store. We ended up crushing it in town with the restaurants, the local convenience stores, because they wanted it too, because there's fricking billboards all over town.

I couldn't afford any of that. None of it. I only did it by utilizing the chain store to the event to make people come into the chain store so that they win. Because now customers have to come in. I did all of it just wanting to break even because the break even, I got implied value. Because now my brand was all over Utah and everything else happened because of that. So you have to be very creative.

People, people, the younger entrepreneurs, I feel like they fall. You're being you're playing the long game, so to speak, there. And that's what you should always be doing. But I feel like that's a hard thing for the young guys to grasp they what you just said that's like real branding you know what i mean like i'm gonna do this i'm gonna use all these things i have to get exposure so i can build a brand bigger right most people look at advertising of any form and they say well i'm spending a thousand dollars for this how am i $1,000 back? And if you look at it like that, it'll never make sense. Even though you will get the $1,000 back, it's just you can't.

You're going to be the $1,000 guy all the time. You're not going to be the $100 million guy. Right, exactly. You're going to be the $1,000 flipper. Right, and you're going to be saying, I don't know if it really works. I don't know if that advertising thing really works. What the fuck, if it really works. I don't know if it, I don't know. I don't know if the advertising thing really works. The fuck dude. That works.

For my own personal enrichment. Do you all know if the, uh, the advertising platforms on Instagram are as robust as the ones on Facebook? So because, because Facebook owns Instagram, it's going to eventually be identical. Um,

the same reason that Facebook cut the reach is why Instagram cut the reach recently. Um, they're, they're, they're getting tens of thousands of advertisers. So it's, it's pretty targeted. It's still not anywhere as near as good as Facebook. Um, but it will be at some point evolving. It will be at some point. Yeah.

The, the Instagram, the Instagram, even before Facebook bought it has been to, if you wanted to target it, you had to go find the influencers in that specific arena, pay them to share your post. And it's been like that for a long time. I 100% agree. And Facebook and Instagram

have become exactly the same way, targeted. So with mywatchtraps.com, I can now go search hashtags on instagram and see watch strap new watch hashtag anything to do with watches i can just look at the hashtags i can go comment from at my watch straps on all these guys pages and get a reaction who better to go buy my watch straps than people that are talking about watch straps on social media. How much did that cost me? Absolutely nothing. It cost me time and energy. And you don't have to do it at 9am to

6pm. You can do it at one in the morning. It doesn't matter. Before you go to bed, after you worked eight hours that day and you worked your side job as a waiter at nighttime and you get home and now it's 11pm, go on and search the hashtags for my watch straps for your business that you started for a couple hundred bucks. My watch straps dot com. By the way, there is no my watch straps dot com guys. You were starting to convince me. I keep saying and I was like, wait a minute, I might actually have a business there. I think what you just said is a huge point that a lot of people overlook is that nowadays with the social media and with the Internet, you don't have to do the nine to five, right? You can reach out to people, you know, at any time during the whatever hour, right? There is no offensive time on social media

because people don't have to look, you're not calling them. It was offensive. If I called a buyer at a retailer at 8 PM at night at home, it's not offensive. I tweet at him or comment on his Facebook or comment on his Instagram at 1.30 in the morning. There's no, it doesn't hurt him. He's not gonna get in trouble. He's not gonna be offended. It's not gonna be rude. He's gonna see the next morning.

So there's too much you can do. And a lot of times I tell entrepreneurs, don't quit your day job because there's too many hours and too many things you can do after hours. If you just work from 8 p.m. to 11 p.m. each night on your side project or your side hustle, mywatchtraps.com, and during the daytime, you work at a construction office and you're building and you're bricklaying and you're doing

all that stuff. Three hours a day, 8 p.m. to 11 p.m., that's 90 hours a month. That's 1,080 hours in a year. That's a lot of man hours that you put into my watch jobs. During those three hours a day, flip your phone upside down, turn lost off. Don't watch TV. Don't watch this stuff. Just focus for three hours a day. Your focus three hours is better than most people's eight hours of nonsense. No question.

Yeah. I can speak from experience with that. When I started learning in the photography and video, I did it in the AM hours just because there were so much less distractions. I mean, there's no stores open. I can't go out and distract myself. Yeah. Everybody's sleeping. Yeah.

While everybody's sleeping, you can get so much done now. It's mind boggling the things that I get done at one in the morning. My girlfriend's sleeping. I'm sitting there on social media or I'm on the internet and I'm Google searching. I love it. I love it. Let me tie this together for you guys real quick too, okay? Because I want to talk about something that we didn't talk about. A lot of people are going to hear what you're saying and they're going to be like, all right, I'll skip right to the advertising. I got this idea. I'm just going to advertise it. It's going to work.

Look, here's the thing. If you don't go through the process that he described, testing, setting it up, maybe you don't need an investor. Okay. So maybe we skip that step.

Let's just say, you know, you go through the steps. If you just skip straight to the advertising, you got, I want to point something out and this is is 100% real world shit. If your product isn't good enough, if your communication isn't good enough, if your ability to make an impact isn't good enough when you talk to these people, if you're slow, if you're not thorough,

if your shipping is slow, if you don't know how to run your business and you go out and advertise it all you're doing is quickening the death of your business absolutely so keep that in mind the testing part of it and learning your business is so important it took me i mean granted we're talking about the stone age you know 17 you know the 90s and the 2000s but i didn't advertise consistently to like oh nine or in 10 and the reason i didn't is because i knew that we were not good enough to advertise and what i mean by that is that we had problems in our operations of business that would have i'm thankful i was smart enough to recognize this but would have turned customers off. And so if you haven't gone through the steps, tested, worked out the kinks, found the problems, you know, and worked on all those things, when you go to pay for this advertising,

you could possibly have a great idea. But your ability to handle those transactions and the potential transactions are so rough that you turn the customer base off and guess what you miss out on a great idea and they never come back they never come back it happens every day people do that every day because they want to skip right to the money i want to get right to where i make a money i want to i want to impact all the people i want to dude i see i see this in our industry all the time people they put out programs or things for the masses and they don't have the ability on the back end of services you know it's dude it will ruin your business so go through the steps be patient like we talked

about in the opening right you know what'd you think of that comment about there's so many millennials there's so many entrepreneurs and two, they're impatient. The amount of people, the same idea, the amount of people that asked me for a hundred grand and then don't have a business plan or don't have anything set up. I literally couldn't write them a check if I wanted to, cause they don't have a bank account. Right. They don't have a corporation. Right. They don't have a business plan. So when I say yes,

I'm saying no because they're just not going to do it. Right. And it's scary to me how many have the idea and they want to post about it and they want to post in front of their friend's Lamborghini and build this image. And it's frustrating because the time you spent doing those things, I don't mind people faking the funk in order to do a business. You have to go out there. I had to go meet with retailers knowing that I could ship to them, but not knowing how much they were going to order, what was going to happen. Like I didn't know. Right. I just knew I had a good product. I want to flavor the year. It's going to be, it's a great tasting product. I didn't know if people were going to rush to the store in the middle of New Mexico to buy my drinks. Right. I just knew that if I get them to buy it, if I go out there

and market in their town. We'll figure out how to sell it. We're going to figure out how to sell it. Exactly. We're going to figure it out. And I don't, I don't want people to do one of the biggest things.

You can go get your product into any retailer once. If your product is not good, they're going to drop you. And it's going to be much worse than ever getting in there. Yeah, because now it's closed off forever. If you get a test with 7-Eleven in 60 stores and it's exciting, you can just say you're in 7-Eleven. That's exciting. And you're selling some new water and your water is not filtered right. Or the bottle isn't there,

or it bends to something bad about it, the customers will never buy it again. And worse, if they complain about it, you're really done. More importantly, if you get dropped from 7-Eleven, they're going to charge you back. They're going to ship you back your water. And you've already spent the $81,000 that they paid you because that's what you do. Now with that, all these dudes know each other. So you get kicked out of 7-Eleven, they're calling their buddy at Circle K. Exactly. And at Big Boys and all these other places

and saying, hey, guess what? Yep. You know? I can't believe you carry that water. Those guys. Don't carry those guys. I charged them back already. Yeah.

It's too many times. We gotta hit Bucky's though. I wanna talk about Bucky's. It's my favorite convenience store chain. I've never heard of Bucky's. It's the shit. Oh, okay. Thought you were a Casey's fan.

No. I like Casey's pizza. Yeah. It's good pizza. Yes. They're famous for pizza. I've never heard of Bucky's. It's the shit. Oh, okay. I thought you were a Casey's fan. No. I like Casey's pizza. Yeah, it's good pizza. Yes. They're famous for pizza. I know. Too many times that people have a clothing line. I know.

Fuck, dude, I'm 270 fucking pounds. I know what good pizza is. There's too many times people come up with a clothing line because there's 300,000 lines that ideas come up a year. 30,000 of them actually ever start on it. 3,000 ever do more than 10 grand in sales and less than 300 ever do a million sales. And so people always talk about clothing lines, clothing lines. It's like a fun, easy, catchy thing.

It's because it's easy for people to do. Right. Especially now. I can do on-demand printing. I can have a clothing line shop up tonight And if somebody says some funny Trump says some ridiculous line I can make the t-shirt that talks about bad hombres and make it a thing Yeah, right tonight and I could probably do seven grand in sales by the morning and then really go hard tomorrow I would go with the grabber by the pussy. Yeah, I'm saying we're gonna make a shirt

Let's just go on. I have a full-size story. I got multiple shirts already You can make a fucking shirt off a store off Trump sayings oh for sure we'll call it Trump's people already do by the way oh I believe it

I have guys that do on demand printing and they just build a Shopify store and now they're they're a business they have a Shopify store on demand printing

they're doing Trump sayings they're doing different quotes and that's it and it's a business that you can start overnight you can change that to anything

that you're working on whatever it is you're selling listen if you're selling your time then you just have to build yourself as a brand and that's a whole

other discussion building yourself up as a brand is really really important because you can become an expert really quickly if you're gonna do

short you do short sales. One of my good buddies is a techie artist. There you go. So this is a good example. And he's great. He's one of the top in the world. But he's also great at building a brand.

You know what I mean? His name's Eric Marcinzen. And you actually remind me a lot of him. He is an awesome brand builder. But he understands that, like, dude, I only have so much time. So I've got to build a brand that commands the most amount of money for that time. Right. Cause you're selling hours. Right. And you can't hire somebody to do your tattoos for him. Absolutely not. When people want to hire him, he's got to do the fucking work. And so a lot

of people struggle with that sort of business because of what I'm talking about. There's only a limited amount of ability to earn. So building a brand in that situation is like, it is like the, the, it's everything. It's, it's the Holy Bible. It's the alpha, it's the Omega. It's fucking everything. Like if you can't build a brand and you're selling your hours, you're always going to be poor. Right? So here's the practical steps to building a brand to become an expert. Go to every single convention in your area. You don't have to go spend

eight grand to go to Vegas and go buy a $2,000 pass. Go to every convention in your area that's drivable too so you don't have to spend the money. When you can afford it, go to the big ones. If you can't,

I promise you, if you look at Eventbrite and all these events.com and there's all these local business meetups, if they don't have a local business meetup, which they do for every category, mortuaries have conventions. Bowling has conventions. Plumbers have big conventions. I bet that mortuary one's full of a bunch of stiffs. Very excited. That's a Vaughn joke right there, buddy.

That's a pretty good Vaughn joke. Every single industry has a convention every single one has many conventions and trade shows every single one has networking meetups if they don't have one of those things make it yourself go on to Eventbrite make your own meetup once a month

at a local restaurant the restaurant will give you almost everything for free because they just want 106 people to show up on a Wednesday night. That's slow. You just ask them what's your slowest night Mondays. Okay, great. Mondays at 7 PM. I'm going to do the local plumbers meetup or the local tech entrepreneur meetup or the local, whatever, whatever it is you care about by you now hosting that meetup and you're the tattoo artist and you're doing the local tattoo artist meetup. You're the guy. You're, you're automatically an expert. You're the guy automatically. Do you host the monthly meetup for tattoo artists and

106 guys show up and 18 girls show up and everybody talks about it and they all post pictures and guess who they want to post a picture with you. You're the guy. It's your event. You did something. Yeah. It's that simple. It really is. Yeah. Do you know that you could do that in your boxers at home? I could set up a local tattoo artist meeting up tonight in St. Louis and I've never been to St. Louis in my life. I could set up the local tattoo artist meeting tonight and within five days have 106 people on my Facebook chat group talking about how excited they are sharing with their friends. And when they get there, they're going to take pictures with me at the guy that

just did this great tattoo meetup. Guess what? I don't have a tattoo on my body. Hey, let's see a sample of your work, but it's true. But I'll, I promise you from the bottom of my heart, I'll be the tattoo expert without a tattoo on my body. Right. Because I'll Google everything about St. Louis tattoos. I'll know about every tattoo shop. I can direct message all the tattoo guys in town. I can message all the girls that are here. I can see who's commenting on their page, who got tattoos from them, message them. And all of a sudden, I have 106 people at this thing and they paid zero to 20 bucks to come to.

You can make money from it too. You can charge 10 or 20 bucks. It's not bad business making two grand, charging 20 bucks for 106 people. It's still a business. Make two grand a month or two grand a week. Just being the tattoo guy. There's so many ways to make money and so many ways to do simple things that you can do in your boxers that it mind boggles me when people complain. It mind boggles me. And for the record, folks, the, uh, the recommendation of meetup.com is actually in the book. That's one of the nuggets of the book. Yeah. That's really good. So where can, just before we lose track on here, where can everybody find you on social? Everything is at Dan Fleischman. So it's F L E Y S-A-N. And it's really important for your business or for

your personal to have the exact same name on every platform so that people can find you really easily. And it's also important to have the exact same profile picture and the exact same bio, because you don't know how people are going to find you. Even if you're not an active person on Twitter, you still need to have a Twitter account with the bio, with the picture, and just mention where your other social media accounts are, where you're more active. If you're much more active on Instagram, you still need to have a Pinterest and a Snapchat and everywhere else. And you're just directing them once a week or once every few weeks. And even if you don't post at all, at least in your bio, it says where your LinkedIn is, where your pages are. It's really critical and it's free

and you're copying and pasting. So it doesn't take any time and you're authorizing with Facebook. So really, you don't have to. We're so lazy now. We can do everything with clicks because everything's automatic and Internet now. So it hurts me when people want to be an entrepreneur, want to be an expert or want to be this 19 year old life coach. You know, like if you're going to go do those things, do it right. Put in the work, put in the effort and become a real thing. Don't just say you're this thing just to say it, just to say it online. So you can impress your life. The high school girl that told you no. Do it. No high school girl ever told me no. I believe it. Before, before time gets too, too away from us. Hold on okay i want to ask i want to i want to ask a question so you get contacted by literally thousands of entrepreneurs and and most of them

some of them are older but most of them are younger um what would you say just for these guys listening because we have a lot of of just guys that are the people we're talking about. They're wanting to do something. They're not sure what to do. Okay. And guys, you do need to read the book. Okay. So, you know, I don't recommend books very often. I only recommend books if it's something that I feel like is worth the money that you spent on it. This book is invaluable because you're going to be able to see practical steps, A, B, C, D, of how to get something set up. So it takes a lot of the confusion out of the equation. Normally, for me, I would say, just go figure it out. But I realize after talking with you

and reading through the book how valuable this is. This is shit that I take for granted, you know what I mean, as knowing. So with that being said, out of the thousands of young entrepreneurs that you talk to and speak to and deal with, what would you say that the biggest hang up for people is as to why they don't start and what they should do to get over that hang-up sure so the biggest hang-up is just getting started a lot of times it's like an artist they just keep painting in the background and never want to show anybody their work so

they got this great idea they're working on this online shop and they're gonna be they're gonna be the greatest fashion boutique you've ever heard of or they're gonna be the greatest fitness program you ever heard of and they don't just get started because everybody thinks they need millions of dollars and they need this 45-page business plan. And they make everything so overwhelming that nothing happens. Right. And that's why I made all the steps so realistic and so step-by-step.

Because if you just first do your Twitter account, and then you make your Facebook, and you make your Facebook and you make your Instagram, you make your Snapchat, that sounds like a lot of work to build all these accounts. It takes 20 minutes to do all the accounts. Right. Okay.

Now, visually, you look like you are something. You're at fitness expert, right? Now that's your, you have this great fitness online. You want to make an online video course on fitness and you want to be at fitness expert and you came up with the best dance routine that is going to help. Right?

Right. Well, you know how to do that dance and you know how to teach people that dance when you don't ever actually just film it. Well, do you know how much it costs to film stuff now? Nothing. This camera is just as good as that fancy camera. Look at fucking YouTube. I mean, everything, almost everything on YouTube is shot with a fucking camera phone and you have people making millions of dollars absolutely off camera

phone videos so if you want to make your fitness expert dance video let's talk about the real reason they don't do it the real reason that they don't do it they're inherently lazy well it may not be lazy i agree with you that it's most of the time lazy, but sometimes it's this. How many times do we see a guy make a video online? I see this all the time. It drives me fucking insane. They click on the video or the Facebook live or whatever, and they're like, well, guys, you know, I'm not really sure what to do here, what you're supposed to do on the video. You know, I know you guys are watching.

So what I want to do is i want to talk about this all right skip that first fucking 10 seconds of what you say because it makes you a fucking ass clown i'm in okay the whole nobody knows what the fuck they're doing the first video i made i didn't fucking know what i was doing the first podcast i made i didn't know what i was doing but you know what i didn't do i didn't get on the fucking microphone so hey guys this is the mfco project and you know what i don't know what the fuck i'm doing you know what I didn't do? I didn't get on the fucking microphone and say, hey guys, this is the MFCEO project. And you know what? I don't know what the fuck I'm doing.

You know what I'm saying? Dude, nobody cares. There's so much content out there. You don't have to have permission. You don't have to have somebody saying, oh yes, you're good on video. Because guess what? You're probably not good. But the only way you're going to get good

is by fucking doing it. And so many people get this idea in their head and they start off their content making with this like 10 or 20 second whine about how they're not qualified to do it dude nobody wants to hear that that's not content skip right to the meat let's get going hey i'm andy i'm here to talk to you about x blah blah blah blah and do it because dude, no one's going to come along and say, Hey, you're qualified to do that. You get what I'm saying? So, I mean, how many videos do you see like that? It makes me, it makes me as a viewer,

second guess myself because I thought I wanted to watch you cause you're smart. It makes me cringe. Like, like I see it on snap all the time. Like dudes would be snapping themselves and be like, well, I'm not really sure what I'm supposed to say. Well, all right. Delete that snap. And then you start off with what the fuck you're going to say.

Right. I mean, agree. Yeah. I mean, it's, it makes me cringe, man.

Like, dude, you guys have to get over that. You have to get over that fear. You have to get over that hesitation. That first 10 seconds where you say all that, that shit I just said, don't say it. And then just get right to it. So now you've.

Because think about how many people that you're going to see you that don't know you. Of course. What you're doing is you're like telling your friends. Like my friends I drink beer with, my mom and dad, and my cousins who really know me. And I'm trying to be this expert in this other shit. So I'm like trying to like talk to them. You're not fucking talking to them. You're talking to all the people out there that don't know you. So be what you want to be and own it. Absolutely. So now you've got your fitness expert dancing idea. You've been, you know how to do the dance,

you know, it's going to help people and you don't just get started because, again, you have this fear that you're going to need hundreds of thousands of dollars in production and a full video team and all this fancy equipment and a big fancy set. Go to a local dance studio on a Tuesday at 6 p.m. when they're closed and say, hey, can I film here for a couple hours and I'll shout out your thing on the bottom of the video? Yes. They're not going to rent it to you. They're going to give it to you for free because who cares?

And now you have this fancy studio. It looks like it's your production studio for free. Just to shout out at local dance studio. So you find a friend to hold your fucking cell phone. I'm going to explain how this works. Yes. Step by step. So while the friend is holding the cell phone, there's this like red button on the phone.

Point it towards you. Yeah. You hit the red button and the person then points at you or says okay or says start because you can edit that out yeah and then guess what you do the fucking dance if you don't have a friend you can buy a tripod which by the way i'm gonna learn how to do that juju dance because like dude i saw everybody's doing the juju dance juju juju you don't want to talk about the runner man yeah i'm gonna do it okay you know how to do it yeah all right dude i gotta know because like i see everybody doing it and i'm just like i gotta

do the dance they look happy when they're doing it they do they do dude every video that song is catchy yeah it's right i don't know i saw a rock dude last night i'm like all right it's time to learn in the pikachu costume that was so fucking funny, dude. Slide, drop. That was funny, man. The funniest one I saw was a video of a guy and a girl with a Obama and a Clinton, or a Trump and a Clinton mask on, and then Obama was riding the cart. Dude, I saved that phone on my video just to watch it. Did you not watch it a hundred times?

I still watch it. Like, if I want to be happy, I saved that phone on my video just to watch it. Did you not watch it a hundred times? I still watch it. Like if I want to be happy, I watch the video. If you're listening and you're in that video, that was an awesome video. That's hilarious. Anyway. Okay, so your friend's pointing the camera at you. Yeah. You're doing the dance.

It's preferable if you write a script or at least the order of what you're going to do. And you just write that on the glass behind the person that's filming you. And it just says step one, step two, two step three and they're just reminders to you because you know this stuff right you do this dance all the time you know it works you know what happens you just put reminders up on the glass you just write it in big letters do this do this yeah little cues you're cuing yourself right it's not for anybody else right so you film this thing for 20 or 30 minutes, whatever the length of it is, and you make one minute as a trailer, 60 second trailer. Okay.

That 60 second trailer is your calling card for at fitness expert dance, whatever it is. All of that stuff was free. Right. Your friend is free. Your phone, you already pay for. The dance studio was free. Writing on the window was free. Your social media was free. Your phone, you already pay for. The dance studio was free. Writing on the window was free. Your social media was free. All of this stuff was just you taking the action to go to the local

dance studio to ask to use the place at 6 p.m. until 8 p.m. Don't overcomplicate it. We're talking about easy shit here. And something I was thinking about when you were talking about writing the cues, this will help you to learn how to speak too, because you're going to have to learn how to speak in front of people dan speaks to people i speak to people anybody who's building anything now you have to speak to people it's just the way it is so when you make a video and you're so many people over complicate that simple aspect where they write like an actual script and they're like holding the paper or they have a friend holding paper and they're trying to read the exact no dude look you know the shit make three bullet points that you want to cover talk about each bullet point for two minutes you

got a fucking six minute video and and and just talk like you're a normal you know people get like this anxiety about being on video like oh i don't know what to say it's like dude just say the shit that you know do the fucking juju One of the first events I ever spoke at I was I was about to go out there my hands turned white and I started sweating I was like, why am I nervous? I've talked to people before I Perform magic tricks before I'm performing front of people and I was so nervous and I realized that event I wasn't speaking about Myself or my company I was going up there to speak about like a tech conference or that event i wasn't speaking about myself or my company i was going up there to speak about like a tech conference or something and it wasn't like about life real life things that i knew and i told the guy what the situation was i said oh i'll just change the line

of question we'll just talk your portion will be about social media i turned red i was ready to go yeah there's 1600 people out there in the crowd. And you killed it. I killed it. And I realized every other event since then, every other podcast, video, news interview, doesn't matter. I'm so calm. My heart rate doesn't change one iota because I'm just talking about what I know. And if I mess up, who cares? And not only that, dude dude that goes down to like so when you start your business and it's gonna hurt some feelings but nobody cares about nobody

cares about you they just don't so like make your videos and nobody's gonna see them you're gonna have three fucking views it's gonna be your grandma your mom and your fucking sister yep and you know what they're probably gonna make fun of you but the thing is is that if you do those if you do that for your first 100 videos if that's what you do by the by video number 101 guess what you're gonna be good at making videos absolutely you always look at gary in his first wine videos and he's just talking about wine yeah and he's like i have 12 views and then i had 36 views and i had 44 views right and he just pushed through these wine videos because right and that's what he had to do. And I think that's the discouraging aspect for most people.

Because the first one is the hardest. The first one is going to be the hardest. And you're going to put all this work in and guess what? You're going to get three likes. And it's going to be your grandma, your mom, and your sister. And you know what? That's okay. That happened to everybody. Dude, when I first started writing motivational statuses,

the reason I started writing them was because we sold vitamins and I didn't know what else to fucking talk about. Like, oh, hey, remember to take your fucking Flintstones every day. Like, what the fuck are you supposed to say to keep people's attention? So I'm like, all right, well, people who are buying this shit, they want to fucking work out. They're motivated to work out. Let's write some motivational shit.

And, dude dude my original motivational status was like oh be sure to fucking kill it today like you know what i'm saying like like my first video was terrible and you know what you'll never see it because it was posted online and guess what happened when i got good took the shit down exactly and you motherfuckers never saw it so i saw that shit yeah but the point is is that that's how it works and and people think they're gonna put all this work in they're gonna put it online it's gonna go viral and it doesn't and then they're like they quit right because they don't have the traction like dude the traction comes with the skill and the value and all the

things that you bring but that's developed over time so like do you have to be willing to be bad be bad yeah right be horrible but you'll work it out by doing it over and over and over again and look at the positives too like what putting yourself look how many good look how many great people make great videos or great content or type great things how do you think that you're not capable of that you are capable of that but that person who you're watching, it's like that saying, don't compare someone else's highlight reel to your real life because you're watching their 10 years of practice of making a fucking video and you suck.

Well, you're going to suck unless you put in the 10 years. It's the same thing. So just start. Just do something. I think it's people's fear, man, that holds them back. They can say it's money. They can say it's I don't have the producers i don't have the assistants i don't have the this guy's got a production uh team i have nothing dude he didn't have that when he started they built that right you know what i mean just because he has that doesn't mean you can't

have that absolutely they're they're comparing their before to your after. And they think they're not good enough. And that's, I think, that fear of... And the funny thing, I giggle when you said life coach thing. And sort of... But that's like a popular thing now because of the social media. Let's just address that real quick because it's something that annoys me. Like, okay, you rent a fucking Ferrari.

You go stand in front of it with a suit on. You think you're a baller. First of all, real ballers don't wear fucking suits. Like I wear suits when I go to our fucking baptisms. Funerals and weddings. Funerals and weddings. Like if I'm wearing a suit, it's like I was forced to put this fucker on. You know what I mean?

Second of all, just because you can go out and pretend that put this image out means nothing. It means nothing. And to call yourself a life coach when you're fucking 24 years old and you haven't fucking built a damn thing. Dude, nobody's buying into that. It's offensive. It is offensive. And people, because you're assuming everybody's ignorant. You know what I mean?

I know 19 year old life coaches. I wasn't kidding. And I know that they make a hundred grand a month. They're crushing it. They're kids that did start making a bunch of money, but they're life coaching when they've never had life. Yeah. And that's the thing.

So if you want people, like, let's say, if you want to be a speaker or you want to be somebody who talks to people and you desire that, build something great first and then people want to listen to what you have to say. If you're just a guy who's like, oh, I'm going to be this, I'm going to be this coach. Or become an actual expert. If you want to become...

Yes, that's a great point. Become a real expert. If you want to be the short sale expert in Wichita, Kansas, study everything about short sale and go work for their local real estate firm and go be at every event and actually become... And put the group together that talks about short sales once a month. You're the short sale expert guy. And then all of a sudden you're going to be in the short sale expert

podcast. You're going to be speaking at seminars. You're going to be speaking at conventions. You're going to be the keynote speaker. You're going to start getting 10 grand to speak every, every month. You evolved that from being the 19 year old in Wichita, Kansas that studied everything about short sales. And you became an expert on a specific thing? Dude, start a short sale podcast. Amen. You know what I'm saying? Write a short sale book. You know, dude, most people, that's another thing. Most people think that if you write a book, you're JK Rawlings. Dude, books, books are a platform for credibility. They're not, they're not made like you, like I'm going to author, I'm going to make millions of dollars. How's that working out out Vaughn? Uh, yeah. You know what I'm saying? Yeah, no. Yeah.

Like dude, I'm not ripping on you. I'm just saying like, it's not a real thing. No, it's not a real thing. You know, but your book or your dude, write a book so that you could go talk to a company and say, Hey, look, I'm the short sale expert. I own the short sale podcast. I wrote this book, how to short sell your shit. Right. You know what I'm saying? Let me talk to your people. Yeah. I mean, there's another benefit, too, other than it just being your calling card, is that in the process of writing a book, you learn a lot.

Oh, for sure. You learn a ton. For sure. You will become an expert. Well, if you have the ability to learn. Right. But yes, I agree. Right.

But I love the emphasis you guys are making because I think, and we've said it before on this podcast that there's no, there's no expert fairy. So anybody can say, yeah, I want to become the expert. But I was just noticing this the other day when people were posting videos, talking about stuff they didn't know crap about. And I thought, you know what? It's, it is true that there's no expert fairy and that, and that you can choose to be an expert, but if you're going to choose to be an expert, you have to do your homework. And if you're going to put yourself in front of people, you have to do your homework. It's amazing how many people dub themselves. Well, I'm going to do a podcast on such and such,

but as you're listening, do the work first and then say you're an expert, right? Let's just say that, like, exactly. Let's do the work, and then if you could teach it to someone legitimately, okay, then you call yourself an expert. Yeah. Absolutely. Let's just go ahead and agree that that's going to be the way we should do it. And I do have to interject, ladies and gentlemen, for what Andy was saying about the real ballers don't wear suits. I can attest to the fact that the combined income in this room is probably between $50 to $1 and i'm pretty sure dan got that at target got the the shirt he's wearing at target so these guys live what they got this shirt for free you did 50 and a million dollars by the way dan

that's not a slam because i love it i'm a 50 dollar guy dan's a million dollar guy but dude i'm i'm i get my shit for out in the back of the fucking store. There was 10 years where there was not a single day I didn't have a Who's Daddy shirt on. Not one day. And if I had to wear a suit, I'd put a patch on. In the victory poker days, every single outfit you ever saw me in, I was wearing victory poker. And if I wasn't, I would put a patch on everything. They're sticky patches. I'm not saying I won't wear a suit because I want to look cool

because I like suits right but I'm just saying like get rid of the fucking stigma in your head that that means something well and the reason I even brought up that point was that and we've talked about this before the people who have really made it and the people who are really killing it dispense with the need to be pretentious. They don't feel like they have to wear the suit. You don't have another proof. Yeah, exactly. You prove it with your mouth and with your actions. Exactly.

You know, it's what it is. Anyway, look, we're running long. This has been awesome. Dude, thank you. Listen, Dan doesn't just come and fly around and meet people. So thank you so much for coming out here. Thank you. This is one of my favorite podcasts. Yeah, for sure. Same thing. And dude, thank you so much for coming out here. Thank you. This is one of my favorite podcasts.

Yeah, for sure. I was going to say the same thing. And dude, thank you for everything that you're doing. Before we close, I would like to talk about something that has nothing to do with what we've talked about and just let people know about your charity and what you do because I think it's awesome.

And I'm hoping that we can get something worked out to where we can head that up here in St. Louis. So let people know about that. Sure. So the charity is called Model Citizen Fund. Website's modelcitizenfund.org. We just had our five-year anniversary. And what happens is we make backpacks for the homeless.

Each backpack has 150 emergency supply items inside. Half of it's food and drinks. The other half of it's like sunglasses and a watch and a poncho and a sleeping bag and emergency blanket and cleaning supplies just to make them feel human human right um and essentially we give it out to homeless shelters teen abuse shelters women abuse shelters and orphanages mostly in america but we also do a little bit internationally mostly just try to focus here but we've done it in Tijuana and we've done it in South America and the reason was I kept raising six figures at a time for these other charities and then the day after I give them $117,000 I never hear from them again and so I don't see I didn't get to see what the true cause and effect

was so I wanted something very simple and straightforward so we put 150 items inside for $100. And there's like four or 500 bucks for the stuff. We were able to get it at such low wholesale prices. It's $100 with the backpack, with shipping included. And we're a 0% charity. So 0% goes to overhead. I personally pay for every event, every piece of marketing, every piece of material, every single aspect of the business is my staff, my rent, my volunteers, my everything.

It doesn't come from the donations. Not a single penny. Right. Not one penny. It comes out of his actual paycheck. Yes. And so for the last five years, I've always run it that way, and I'm going to run it that way for the rest of my life

because it's a very simple, straightforward charity. If somebody donates $100, $100,000, $100 million, not a penny goes to anything but making more and more backpacks. Which is awesome to me it's something that people can replicate i don't need them to donate to me because it does nothing for me for them to donate if they want to replicate it themselves they want to go make sandwich bags full of supplies or make lunch pails or make backpacks in their local town in new mexico great you know i want people to replicate it because it's replicatable.

It's something that they can make a backpack or make a bag and put in supplies and give it out to homeless people. If you want the ultimate kit with 150 items, please buy them from us. But it's just, for me, it's a factor of them going and doing the work and giving out the backpacks. Yeah, so explain that. Like, I think that's a key part because all of us you know all of my friends who are financially successful all are very charitable with their money all of them i you know and i think that's a big stigma that people don't

don't understand how much money people who have money give away absolutely and it's a lot but there's an aspect of this charity that I really like is because it's hands-on. So let's talk about that. So there's two ways people can do it. They can send in a thousand bucks and we're going to go give out 10 backpacks for them. And 10 people's lives are going to change. Or that same person can donate the same thousand dollars and we'll ship it to their house and they can go give it out in their local town with their daughter or with their friends or with their group. And what happens a lot of time is we have a lot of schools and we have a lot of groups in different cities.

And they put together and they raise $3,300 to get 33 backpacks. So they raise $15,000 and they get 150 backpacks. And then they pick a day, Sunday at 12 p.m., and they go out together and they go give it out to the homeless themselves. And the feeling you get when you hand somebody 14 pounds of supplies, they get excited just seeing the backpack getting handed to them. And then they feel the weight of it, and it's just the reaction is it's – I get chills when I think about it because it's so real. That person giving them $100 and them spending it on anything. We don't know if it's food, drugs.

We don't know what's going to happen with that because that's a variable. We can't control. That's based on their situation. We don't know. Right. But I do know if we give them a backpack and now they have 14 pounds of supplies and they have 150 items, things are going to change for that person. At least temporary. Yeah.

It's not going to be forever. But the backpack's forever. They're going to be able to have that backpack for six years from now. Right. Cause it's a real serious backpack. They're going to be able to use the sunglasses and the blanket years from now because it's just a real thing that they have. Um,

and it's really to humanize them and to give them something to work with and something to, right. To be nimble with. Um, the cool thing also is they put, they, they put some books in there

for them to read and try to help them get on the right track mentally. I thought that was cool too. So the other thing is we don't change the charity for anybody. So people always will add in new items or if people want us to make it for women, we'll add in women's supplies to the same backpack or we'll add in baby supplies to the same backpack. We don't change for anybody. We keep it very simple,

straightforward. We make backpacks for the homeless and that's what we're going to do for the rest of eternity. As long as I'm alive, we're going to be doing this. That's awesome, man. So how do we get this rolling in St. Louis? So picking a day and making a day where the first form crew or everybody involved meets up and says, okay, on Saturday, we're going to all meet up and we're going to give out X amount of backpacks at 12 PM to the homeless shelters. But also that Saturday, we're also going to pack lunches and we're going to do whatever it is you want to do for a couple hours and get everybody together. They can all do

micro raises amongst their friends and raise 200 bucks and 500 bucks and 300 bucks. It doesn't have to be tens of thousands. It can be a couple hundred bucks each. And everybody that shows up, if all of a sudden 400 people show up and they all raise 300 bucks each, well, and all of a sudden you got $120,000 and 1200 backpacks coming, like you have 1200 humans are going to be affected just as something so simple. Can 400 people raise 300 bucks each? It's not rocket science. It's not something big, huge and overwhelming. I try to make everything in my life bite size, whether it's how to set up your business or how to do your charity work, how to do things in a realistic format.

If you don't have millions of dollars, don't go, you don't have to not do charity because you can do it with your energy, your time, your social media power. That's right. If you have 22,000 followers and you talk about somebody's charity a few times, you're helping them. And even if you have 22,000 followers, you might be the local waiter and don't have any money. That's fine. Right. But you can do charity work by going to the homeless shelter or showing up at the First Form warehouse and going to that Saturday event and going out and actually giving out the backpacks in person, putting your energy and time is much more important than just cutting

a check. It really is. Well, so if I wanted to set this up in St. Louis, would I, would I just operate under your charity or would I set up my own and just buy the bags from you? Yeah. You just operate under us and you have your division. Well, that's what I'm going to do. I'm going to do. That simplifies everything yeah so so let's look i'm gonna get this started with like right now literally right now i'll i'll go ahead and buy the first 150 backpacks myself awesome and then you guys go ship them here we'll put a day together and then we'll focus on raising funds after that perfect so that'd be a good way to start right absolutely okay then you just just pick the best way to do it is having the right amount of people to

give out the 150 backpacks. So let's say it's 50 people, 100 people, whatever it is. So they all give out a couple of backpacks each and they can feel it. Yeah. And then picking that time and either dealing with a homeless shelter directly and saying, hey, Saturday at 2 p.m., we're going to bring you 150 backpacks, have 150 of your homeless people outside and waiting in line. I've done that over and over and over.

It works really, really well. What you always want to keep in mind is the homeless, it's hard to communicate to them because there's no marketing you can do. They don't have TVs, they don't have internet, they don't have those things. But the homeless shelters, the orphanages, the teen abuse shelters, they have them because abuse shelters they have them because every day they have to check in by a certain time right and so they have the ability to communicate and in most towns i'm sure it happens here there's usually strips that have

50 guys that are living out there or a bunch of families that are living out there or a bunch of people that's where they kind of this is. St. Louis has a real problem with homelessness. Same with San Diego. Absolutely. And so all I'm saying is those are great places to go do it. You just do it safely. You want to make sure that. Don't show up there at midnight. Exactly.

That's not the point of this charity. The point of the charity is to get people items to help them with their life. Right. We don't take pictures of them unless they want to. Right. Plenty of them want to tell their stories. We have amazing videos. I got a phone full of videos with homeless that are telling us like, I used to work at the local construction firm and I was making 60 grand a year and then blah, blah, blah

happened. I got a divorce and I had to pay. You learn a lot, man. Yeah. I mean, the stories on some of these people that are living out there that used to have real jobs and wanted to be functional humans. Well, it's like we talked about yesterday in the car you know people once a lot of times people find success they forget how quick and go away oh my god seriously yeah but i mean

dude it's a great thing you're doing it was one of the most exciting things i wanted to talk to you about because i i really we've been looking for something to do i know here in the walls so what we'll do is i'll put up some posts and you know if some of you guys want to come help when we do this you're more than welcome to come sure for sure so it'll be cool I'm excited man awesome thanks for doing that and putting together it's been a it's been five years and I'm hoping to do it for another 50 years and I think it's the reason people get that feeling get that excitement is because they can see, feel and touch it. You're going to go out there and you're going to actually give it out and your

staff's going to give it out and your friends are going to give it out that that's priceless. Like cutting a check to cure cancer, which we obviously all want to get cured. It's much different. And that really, I mean that can radically transform people's lives. I think people just assume that if somebody's homeless, they're going to always be homeless. I actually know a guy who is homeless. I know a bunch of people who, who is now an entrepreneur who's making millions of dollars. Yeah. It was a great story. Just, uh, it was actually just last week. Uh, a guy was homeless.

He, he was a millionaire, went homeless. And then, uh, a poker player, a friend of ours, uh, financed him to open up a healthy juice store. and now he's got a chain of them in malibu and all these fancy places that's awesome he's doing millions of dollars in revenue yeah and the picture in the story just last week is him being emaciated he's homeless and like skinny like he's just right it looked like he was out he was done for yeah and he said in his article he's like my the reason i i succeeded is i didn't i didn't die well the thing is dude is that like these people are on their own they look i'm a i'm a tough dude you know i talk a lot about just getting it done and this and that and doing shit doing the work and everybody knows that

but at the end of the day man you know there is circumstances that have affected people in a way that are bad, that maybe they weren't able to control or maybe they were in control. They made bad choices. Either way, at a bare minimum, those people deserve to feel like a human being and feel like people care about them and i think that's one of the coolest things about what you're doing is that like dude you know they are reminded like hey dude we we care about you and forgotten about you hopefully this will help you get on the right track a little bit you know you spend five minutes talking to them it's a big deal yep you know um i just think it's awesome man it's one of the coolest charities that i've that i've heard of So I'm excited to really help get behind it here. That's huge. Very cool.

Well, cool, guys. Well, listen. Contest. I just got to tell people the contest is still going on for the 100th episode. The deadline is November 7th, which will be a couple days. What can they win? They can win coming out to hang with the MFCEO crew, most notably Andrew J. Frisella.

And, yeah, I don't know what we're going to do yet, but we're going to have fun. All right. And then we're going to also have... I think the secondary prizes are the videos that, or excuse me, the seminars, the video seminars. Go listen to episode 100 if you're a new listener and you haven't... First of all, you should

listen to episode 100 anyway because it's a good overview of what our mission is here. Second of all, it'll talk about the contest themfceo.com forward slash contest go there yeah cool guys

we appreciate you thank you so much again Dan for coming on and making the trip out here guys we'll be back with an episode of Thursday Thunder

coming up on Thursday and we'll talk to you soon thank you so much this is for the cheese and this is for the hustler this is for the hustler it's not back to the cheese Thursday Thunder coming up on Thursday, and we'll talk to you soon. Thank you so much.