REAL AF with Andy Frisella - The Fine Details of Sales, with Andy Frisella - MFCEO25

Episode Date: November 3, 2015

There's always more to say about sales.  In this second episode dedicated to the topic, Andy Frisella talks about the importance of listening, focusing on your strengths, showing customers appreciation, and being "The Guy."

Hey guys, this is Vaughn Kohler. You're listening to the MFCEO Project. In a previous episode, Andy Frisella delivered his straight talk on sales. Today, the MFCEO takes it from macro to micro and waxes eloquent on the finer details of sales. I only hustle, I don't ever take a day off, haven't figured it out by now, we're going to curse. We're going to say some bad words. We're going to get enthusiastic and we are going to yell about shit. But the point of the matter is, is we're going to give you information that you can take and use to become the motherfucking CEO of yourself. A lot of people don't really understand what that means.

And to those people, I would encourage you to listen along and you'll figure it the fuck out. I'm here with my co-host, Vaughn Kohler. What's up, dude? I just got back from... Otherwise known as DJ, DJ God. Oh, is that the new one? DJ God. I don't know. I like Pastor of Disaster. Pastor of Disaster. Jason, your friend Jason gave you DJ God. I actually promised him that I would introduce you as DJ God on the podcast. That's great.

We're here with DJ God, Vaughn the Impaler, Vaughn Diesel. The Pastor of Disaster. The Pastor of Disaster. Jean-Claude Van Damme. Jean-Claude Van Damme. That's good. That's my favorite one. Hey, man, I just got back from Kansas City yesterday.

You did? Yeah. To me, you missed a celebration. Well, I know. I did. I did. But did you watch the World Series? I did. That was cool, man, I just got back from Kansas City yesterday. You did? Yeah. To me, you missed a celebration. Well, I know. I did. I did. But did you watch the World Series? I did.

That was cool, man. It was cool seeing him win. Yeah. Kansas City's like the little brother of St. Louis. Yeah, yeah, yeah. I was happy for him. I was, too. I was, too.

I thought it was good for the World Series. It wasn't as good as the Cardinals winning, but it was still good. Yeah. Yeah. It was good for the state of Missouri. So that was good. Yeah, man. So let's get right into it.

All right. Question of the day. This is something that's been bothering the hell out of me for months and months, if not years. Okay. This police brutality stuff across the nation and the hype and the hysteria. All right. So this girl that gets tossed out of her desk, right, by the school police officer. People are freaking the fuck out about this.

All right. When did listening to a police officer become optional? At what point in time did put your hands behind your back or walk to the hall or sit on the curb and shut the fuck up become an option? So the dude walks in the room, asks the girl to leave. She resists to leave. He puts his hands on her to get her out of the desk. She swings at him. He throws her across the fucking room.

She actually swung at him. Yeah, like it was like a bat, like get off of me type thing. It wasn't like some people were saying she tried to punch him. Didn't look like a punch to me. It just looked like get the fuck off me. But you're walking down the street. at any situation with a police officer and you do that what's gonna happen to you you're gonna get arrested you're you're gonna be eating fucking concrete yeah you know you're gonna have somebody's elbow in the back of your head

at what point in time did listening to police officers become an optional thing i don't understand that and it seems to be like there's this movement now you know oh police are pieces of shit and they're mean and they they're overly brutal well dude I choose to believe that you're a fucking moron if you think that you could do whatever you want and you don't have to listen to the police I to me it blows my fucking mind like where did this idea come from you know what I mean right and the funny thing is is the most most of these people criticizing these police officers who by the way don't get paid nearly in in in a relationship that's that's relevant to the risks that they put

they don't get paid shit and they're out here busting their ass trying to keep fucking people in line which is needed because otherwise everybody would be running around like a fucking wild animal right you know what i mean but these same people fuck these cops because they're doing this and blah blah blah they're throwing people around and they're do they're those are the same people that as soon as they got a problem they're calling 9-1-1 and saying you're not getting here fast enough oh by the way bring your gun right you know what i mean when did this become a thing yeah and it makes no fucking sense to me i don't get it yeah well it's it's in vogue to take the the bad apples and and make everybody think that that's the that's the that's the rule and not the exception i know tyron talked about growing up in kind of a rough neighborhood tyron woodley was on the show for those of you who

didn't know this ufc guy uh he he grew up in a bad neighborhood and he said yeah there were bad cops but the majority were good and doing their doing their job and trying to defend people and and why do we just like focus in on the exception and not the rule? Dude, I totally agree. There's bad people in every profession. But from, you know, this video that's been going around, I don't fucking see anything wrong with what he did. The dude got fired. He's been chastised in the fucking media. You know, to me, it looked like he went in, said, hey, go outside or whatever. And then she fucking did it.

And he did what he did. Right. Which people say, oh, she was just moving her hand that's an act of aggression police are trained if there's an act of aggression towards you you have to use well potentially lethal force it's not even lethal it's just forced to fucking deal with lethal a little bit of an overstatement yeah but like that's true the point is is like the i i just don't understand the mentality. You know, all these people fuck the police, blah, blah, blah. Yeah, until you need them. Right.

You know what I mean? Right. Dude, get your heads out of your asses. Right. You know, listen to the fucking cops. You won't have a fucking problem. Don't break the law. You won't have a fucking problem.

Right. You know, of course, there's cops out there that abuse their authority. But it's not all cops. You know, I've never got my ass kicked by police. You know why? Because I listen to them. There's cops out there that abuse their authority, but it's not all cops. I've never got my ass kicked by police. You know why? Because I listen to them. They say, hey, go sit on the curb and shut the fuck up.

What do you do? You go sit on the curb and you shut the fuck up. And they don't have to say it nicely either. No, they don't. That's not a prerequisite. This isn't a fucking grammar school or whatever the fuck they call it. Right. You know, this is, dude, this is, they have no idea what's going on. Right.

And I think that's what people need to think about. You're a police officer. You walk up on a situation. You have no fucking clue what's going on. You don't know if this dude's got a gun. You don't know if this dude's got a knife. You don't know if this girl's got a fucking taser. You have no clue.

Right. Your job is to protect the safety of yourself and the safety of your citizens first and foremost and when people start resisting what's that cue to me that would cue this person's got something that i don't know about they're overly confident but no what it really is is that there's been a generation of fucking brats raised in the united states of america by parents who tell them, you don't have to listen to this person or you don't have to listen or fuck these people

and they've been grown up thinking there's some kind of special delicate flower that doesn't have to obey the law. It's bullshit. You're right for drawing the comparison to parents because it's the same people that would never get spanked, never accept any discipline.

Those are the people that don't respect authority outside the home. Right. Yeah. Dude, it's insane. You know, and you young people who are sitting here thinking, I saw that video. He was way out of line.

Really, was he? I don't think he fucking was. You tell somebody, hey, get the fuck up and go out in the hall. You better get up and go out in the hall. Your ass is going to be on the floor too. Right. Male, female, it doesn't fucking matter. That's the way it is.

These people are entrusted with our fucking safety. And if you don't listen to them, that's what happens. Everybody knows that. And you should know that. You know? Right, right. Of course, the next question is, do we even see the whole video or has it been edited to take it? Well, no, you know how the media is, man.

There's another video out there that shows the other angle of what happened where you can clearly see she tried to bat him off right but they don't show that video right you know they make the story is cops are bad so they run that shit right you know i'm fucking tired of hearing it dude no i agree if you get your ass beat by the cops you fucking 99.99 percent of the time you fucking deserved it period you know all we see is the exceptions. And we hear, they try to make just, you know, now the cameras are everywhere. You know, people are like, oh, well, this person, you know, didn't really do that much. And he got his ass kicked.

Well, you didn't see it 30 seconds before the video started. You didn't see what the person did to even get the attention called to him. Right. You know what I mean? Right. You don't see it. All you see is the cop picking the get the attention called to them. Right. You know what I mean? Right. You don't see it. All you see is the cop picking the dude up, throwing him on the floor.

And then it's police brutality. You don't know what happened before that. Dude, I'm just tired of it, man. Like dude, if you don't, if you're too fucking stupid to listen to a police officer,

when they say, Hey, go over there, sit down, shut up or get out in the hall or do whatever until this situation is resolved. You deserve to wear a fucking helmet every day, 24 hours a day in society. You're a fucking moron. It's a symptom of a greater problem in society that you've put your finger on a number of times, which is just—

Dude, it's the whole reason we do this podcast. Crisis of personal responsibility. Right, exactly. It's the whole reason for this podcast. It's the delicate flower generation. Oh, we're special. Until your ass gets fucking curb stomped by a cop and you're fucking picking concrete out of your teeth for a month.

That's reality, man. I think another point to make, too, is that it kind of doesn't matter. At that point, it doesn't matter if you're in the right or in your wrong you're in the wrong that's to be determined right it's to be determined that's not for you to determine at that point exactly that's a great point listen i i mean i've been pulled over by by cops before who said i was speeding and i wasn't yeah i mean why am i asking you right yeah yeah you're not gonna get anywhere you just gotta you gotta you

gotta submit to the authority you gotta wait for the the situation to unfold and that's right doing what she did is clearly not the right thing well so whatever man I'm just you know it leads into so many different issues that we talk about here on the show it's just dude you know understand how the system works man they're there for a reason. Respect them. Treat them with respect. They'll treat you with respect. Dude, I've seen so many people get their ass beat by cops

when I used to work at the bar. I see it. Down in Springfield? Yeah. You know how many people deserved it? All of them. All of them deserved it. Period.

Right. They resisted in some way. They fought in some way. They did something that caused other people danger. I've never seen it to where it wasn't justified. And I don't know. I mean, I'm sure there's cases like that, and everybody's going to be emailing me, what about this case?

What about that case? Look, there's asterisks to everything. I don't give a fuck. Right. But the point is, don't be an idiot. You know, cops ask you to do shit, you do it. The chances are you're not going to get your ass kicked. Yeah.

You know, to me, it's disgusting that that guy got fired. Yeah, he probably has a wife, kids. I mean, I don't know. I don't know enough about him, but he was doing his job. He was being assertive. I mean, I don't know. Who knows? You know, the bottom line line is is if she had

gotten up out of the desk and walked to the hall and fucking not that wouldn't happen right that's the bottom line right you know what i mean absolutely she wouldn't have got tossed on the ground and handcuffed and all that shit there and there'd be no story but she didn't and now you're gonna blame the cop for that right dude i'm sorry. What the fuck do you want them to do? Do you want them to protect you and do the things they need to do to do their job effectively every single time? Or do you want them to stand around and be sterile and not do shit because they're afraid it's going to end up on TV and let society go to fucking hell? Actually, I know what they want them to do. They want them to say, I'm sorry you're having a bad day today. Can I get you a pumpkin spice latte?

No shit. That's exactly what they want. And then after you get that, will you come having a bad day today. Can I get you a pumpkin spice latte? but we hit a 10,000-foot macro view of sales. Today, I want to bring it down to micro level and talk about things that you can actually do to help increase your bottom line, increase your productivity, increase your sales today. We gave a, so to speak, a mentality of how you should look at sales in the last episode. Now, we're going to get more specific. Okay.

We're going to give you some things that you can do to help create value and help you move that needle a little bit more forward than you could have yesterday. So the previous one was general offensive scheme and this one is specific place. Yeah, right. Exactly. All right. Exactly. I like it.

So if you listen to the last episode, you know that the basic principle that we talk about here on the show when it in regards to sales is not about selling things. It's about helping people. All right. That's what sales is about. It's not about selling. It's about helping. The thing is with, with this mentality is that most of society out there is so concerned about themselves. They're so concerned about, I've got to hit my sales numbers. I've got to get this profit in.

I've got to do this. But the reality is that's not how you do it. That's how you, that's how you don't do it to be quite honest. Okay. Making sales is not about your needs or your desires. Making sales is about your customer's needs, your customer's desires, and your customers needs your customers desires and

your ability to create value and solve a problem for that customer aka help them okay this is the biggest thing that i see people think about and execute the wrong way is that they figure you know just going back to what we talked about with the police thing, people are so self-centered now that they think the way to sell shit is to go in and be like, man, you know, I got to feed my family. You know what? I'm sorry to tell you this, but no one fucking cares about that. You know what they care about? This is the real world. This isn't fucking fairytale land.

One out of every ten people might feel good about, you know, helping you sell some shit so you can get some money, but that's not the point, and that's a weak way to sell. You'll fucking lose that way, all right? What people care about is how well you're going to solve their problem, and that's it. So what should you be focused on as a salesperson? Your mentality 100% should be, how can I help this person solve my problem, all right? My problem is whatever problem your goods, services,

or whatever it is you're trying to sell can't help solve. And you're right. That's completely counterintuitive to our society right now, which is all about social media, selfies, self-promotion. Exactly. It's all about yourself rather than other people. Dude, I see people running. I was just talking about this yesterday actually um i see people on social media you know their their sales aspect or their their angle of trying to sell things is like i'm

not going to go talk to people i'm not going to have a conversation i'm not going to work with somebody to help solve a problem i'm just going to post my shit and because people like me they should buy it sorry but that's not going to fucking work. Right. All right. Right. I know that you were brought up to think that you were very special and that, you know, everybody should like you and buy your product.

But that's how it fucking works. Right. Okay. They're just talking. Right. That's all they're doing is just talk. Well, we were talking. Actually, the scenario we were talking about was with my wife and my wife's sister.

And she sells for Stella and Dot, which is like a network marketing jewelry company. Okay. And she's like the number one or two salesman in this region right now. And saleswoman, excuse me. You know, and she's going out and planning parties and meeting these people face to face, shaking their hands, saying thank you, providing tremendous value for these people. You know, and these other people that she has some other people that sell it that she knows they're posting the link on their page. And they're like, well, I don't know why I'm not selling it. Well, because you're not doing a fucking work.

OK, you're not getting out, meeting people, creating relationships providing value you know and she is that's why she's number one and you're number 100 or whatever it is you know and it all comes down to that special delicate flower mentality no one gives a fuck about your paycheck and for your paycheck to grow you need to start caring about solving problems it's that simple right all right so to do that and and the people who succeed in sales long term they understand that this is about providing value it's about providing solution it's not about today's sale it's about an ongoing relationship for life how many times are is this person going to need what it is you're selling over the course of between now and when they die?

That's what you're trying to think about. How many people does this person know that could potentially use your product? All the more reason to make them so excited and so happy about you and your product that you do everything you possibly can to succeed in that area. See what I'm saying? Absolutely. People look at it like today. It's not about today, all right?

So that's a recap of the mentality that you have to have. It's a lifetime value of a customer, all right? It's retention. It's not acquisition. It's value-based. It's not selfish-based, all right? Guys, this is must- have mentality. If you don't have this mentality, you're not going to win in sales moving from this point forward. It's just

not going to happen. Can I say something else too, that I think you, you make this point all the time, which is that most people are just lazy, right? Most people don't have the ethic to do the work. And don't you think it's true that if you focus on the transaction, just like, well, I'm just going to learn my pitch. I'm going to deliver it. And it's going to be about that single transaction. That's lazy. It takes real work ethic. It takes real determination to invest, not just in the transaction, but an ongoing relationship. Yes. And people know the difference too. Yeah. Okay. So that's something to point out. Many, you, every sales school out there teaches you the techniques. Here's how you acquire customers.

Here's how you prospect. Here's how you quote unquote build a relationship. Here's how you close. You know, and they have these little techniques and people will go out and they learn these generic statements on, you know, acquiring, building relationship, closing. All right. But the reality is, guys, is that that shit is outdated. All right. It's not geared for

social media society the one that we live in now all right now it's about how good of a fucking friend can you become with this person genuinely because people know the difference it's very easy to tell the difference between somebody who's like hey Vaughn how are you doing buddy blah blah blah I'm gonna have you blah blah oh the way, will you buy this? You know what I mean? Versus somebody who's a genuine friend, who's taking the time to genuinely cultivate a relationship. You could say the exact same things to somebody,

the exact same words, and people will be able to tell if you mean it or if you're just trying to sell them something. So everything I talk about today, you have to be coming from a place of integrity, a place of being genuine. Okay. A place of being authentic because dude, people are perceptive and they know. So if you think you're going to trick people into like buying your stuff, guys, you're

never going to make it in today's, in today's market. Right. It's just not going to work. Absolutely. like buying your stuff, guys, you're never going to make it in today's, in today's market. Right. It's just not going to work. Absolutely. So, um, with that being said, you know, I'm going to hit on, you know, maybe five, seven, maybe 10 tips or pointers and we'll see what we get through. But I just want to jot down some, some basic strategies for you guys to be successful. Some things you could actually do.

So the first one is guys, you have to learn how to listen. You've got to be slow to speak and you've got to be quick to ask questions. Okay. If you don't understand what your customer needs and if you haven't taken the time to learn what your customer needs, what his problem is and what problem needs to be solved, you're missing the point of what it means to be a salesperson. All right. You are not a salesperson. You are a problem solver. All right. Before you ever give that person answers or statistics or benefits, you've got to ask the right questions. You can't just go in and say, Oh, my product's the best. Here's why blah, blah, blah. They may not need that product. You know what I mean? That's not, that's not even what

they're looking for. They're just, maybe they're looking for something completely different and maybe you could even provide that, but you'll never know unless you ask the right questions. And I think most salespeople are so quick to get into like sell mode as opposed to like, Hey, solve mode. You know what I mean? Hey, how can I solve this problem? So you think the conversation should always start out with like a battery of questions. Yeah, man. Diagnosis. First of all, it shows respect.

Like it shows humbleness. Like you go at them, hey, I don't know everything. I don't know everything about your business. It's almost like a doctor, you know? You don't go into the doctor's office. The doctor says, snaps his fingers and says, oh, yeah, penicillin. You know what I'm saying? Like, dude, it doesn't work that way. You know, maybe some doctors do. I don't know. You know, you walk in, right?

This guy looks like he's a Viagra. Let's get it to him. You know, like that's not how it works, man. They're going to go through some questions. They're going to find the problem. They're going to ask you some more questions. They're going to make sure that is the true problem. And then they're going to discuss solutions. Right. All right. And that's how you have to look at it. You're the fucking problem-solving doctor. You're Dr. Problem. Right. You know, Dr. Problem's going to come in.

He's going to ask the right questions. And he's going to fucking fix the problem. Right. Now, I know, and you know, because we always have it. We always have the guy that says, well, Andy, wait a minute. I'm on your social media, and you are constantly talking. And I even, you know, I go to Gary V's and he's constantly talking. You guys aren't listening.

You guys aren't asking questions. And I'm saying, no, you're not paying attention because everything that Gary and Andy post, you guys aren't initiating conversations. You guys are actually responding to things that you've heard and listened to about what your customers need. A million times over. Yeah. A million times.

In fact, you did that the other day on Periscope. You just did a scope about, hey, guys, wanting feedback about the MFCO. Right. But I think that's what people forget with people like you who are in positions where they're creating content. You're not just slapping these things up without actually first having deep discussions and dialogues with people. Well, you're not going to please everybody, right? You know, you're always going to have those asterisk people, right?

You know what I mean? Yeah. If you're too fucking dumb to figure out that I've heard whatever, whatever I'm answering in my social media, 1 million times on my email, there's something wrong with you. So should we call those groups of people? Should we call them there? The asterisks, the asterisk holes. That's what I call them. The asterix holes. I like it. There are people that point out every little, you know, you could say the sky is blue and they say, well, Andy, it's not actually blue. It's actually just the way the air part of the particles in the air reflect the light. It's actually no color in the sky. It's the people who think that you make

policy based on exception rather than the rule. You know, it's ridiculous. That's most people these days because they're hungry to show how intelligent they are. Yeah. But anyway, the point number one, guys, is you got to listen before you know what the hell you're going to talk about. All right. So and it also shows one of the biggest things about listening to people shows that you value them. OK, you aren't just trying to get your pitch like we talked about a minute ago. It's not about you. It's about them. And when you listen and when you take the time to invest and listen, dude, you're caring about their result, okay? And that matters to people.

People shop with people who care, okay? You have to care. It can't be fake care. It can't be pretend to care. It's got to be a genuine, I care about solving this person's problem. Whether it be you're selling tires, whether it be you're selling personal training, whether it be you're selling books, it doesn't matter. It's all the same. Solving a problem, it's all the same. So yeah, guys. So moving on, all right? The next point, and this is a point I see with so many salespeople. They get so focused on like bashing their competitors

or talking about their competitors weakness. And they think that's a sales strategy. If that's your sales strategy, if your sales strategy is say, don't shop there because blah, blah, blah, or don't buy that product because blah, blah, blah, dude, you are the world's fucking work. You're scum. You're the world's worst salesman. You're the bottom of the barrel.

Have no fucking clue what you're doing have no fucking clue why people buy you're the kind of person that calls people and people never fucking answer the phone all right so if you're this person that's constantly bashing your competitors talking about your competitors selling on your competitors weaknesses you're terrible you're the worst salesman on earth. Right. All right. Now that doesn't mean you can't get better, but I'm just letting you know where you stand because it's terrible. You're at the bottom. You're, you're, yeah, you're at the bottom. You're a, you're an amoeba. All right. Makes me think of a guy I met from Louisiana one time who was really down on his state because I guess they have like really low, uh, high school graduations.

People from Louisiana don't get mad at me. But anyway, so I was like, so what's the state was state motto at Louisiana? He said, it's at least we're not Mississippi. Exactly. So it's all about, well, as long as I'm not as bad as the other guys. Well, I know. But that's the thing is like guys, especially young salespeople, they think that's what sells their product is like, oh, this product sucks.

Well, let me talk to you a couple about a a couple things that happens when you bash the competition. Number one, it shows that you're insecure. And anybody who's in a position of you trying to sell or in a position to buy your product probably can recognize that. They're probably smart enough. You automatically assume that your customer is not very smart, which ultimately insults your customer. All right. The other thing it does guys, and this is a big deal is it shows that you're not genuinely concerned about solving that person's problem the best way that you can. Like we just talked about a minute ago, it shows that you're worried about yourself. All right. And you don't know what's going on with that competitor.

You don't know what relationship that person might have. Dude, when you drive up in a Chevy pickup truck to buy a Ford, and the first thing the salesman says is, why are you driving that piece of shit? Dude, what does that make you feel like? It makes you pissed. You know why it pisses you off? Because it's insulting.

And what is it insulting? It's insulting your intelligence because you are the one that made the decision to make that purchase and it's a big purchase an important decision for anybody buying a new vehicle so when you go up to somebody and you bash the product they're using or the product they were using or the competitor's product they happen to use to use you're making a big mistake because what you're doing is you're telling them you're an idiot for using that product. And are you going to buy, are you going to buy from someone who calls you an idiot? I'm

not. No, not at all. You see what I mean? Yeah, absolutely. And I see this mistake so much with young guys. I, it has to be one of the biggest mistakes that I see with young people. They think that talking negatively about the competition is going to somehow magically turn them into sale when really all it does is piss your customers off. Right. So yes, know your competition. Be, be aware of your competition, understand what they're good at, because you can learn from your competition, but in no way, shape or form should you go in and talk negatively ever about your competitors, in my opinion. Absolutely. Cause ultimately the excellence of a product or service is not determined by comparison. That's something you've talked about a lot.

Well, yeah, because the competitor's product could be a piece of shit, and you could be one inch above a piece of shit. Right. You know, that doesn't mean you're the best. You know, that's how companies in general limit themselves. They try to create a product that's better than this product over here. Instead of taking the strategy that we're going to create the best possible product that's better than than this product over here instead of taking the strategy that we're going to create the best possible product that we can you know what i mean and that limits your ability to make the best product and when you make the best product guys

you generally win okay i'm not saying all the time there's situations where it doesn't happen but generally you win when you've got a great product. So if you're a business owner, you're somewhat in product development right now, stop trying to make products better than your competitors and make products the best that you can. You see what I mean? Big difference. This is a specific application of your general principle

of you are the measure of your own success. There's a million applications of that strategy, but yeah, this is one for business. You know what I mean? Yeah. Like, for example, I mean, I just use my own company, for example. Like, our products that we manufacture for first form, when we started that company, we didn't go out and say, okay, we're going to be better than XYZ.

We said, we're going to be the best we can at no matter what it costs to make the product. We're going to put ourselves in a premium category. Dude, and our protein powder came out. It was $15, $20 more expensive than the next guy's. But it sells really well because it's that much better. You see what I mean? And not everybody can afford it. I understand that.

But I don't have a problem with that. I understand that concept. The one concept I can't deal with would be somebody saying, Andy, your product fucking i could deal with somebody saying it's too expensive well dude it's not meant to be for everybody fucking lamborghini is not for everybody you know rolls royce not for everybody right you know what i mean but if you want the best possible shit that's what we make and it's done well you know what i mean so we didn't make our products with another company's products in mind or a price point in mind. We said, let's make the best that we can. And it works. Right, right.

So not everybody's strategy is that. Let's be honest. A lot of people try to make their products for a price point. And that's an effective strategy if you want to bulldog it out in a category with somebody. You know what I mean? Right, right. And it's such a ridiculous approach. You think it wouldn't want to put the best shit in their body.

Yeah. You see what I'm saying? Right. But, you know, in like cars, let's say cars or something, you know, people have different budgets. I get it. You know what I mean? But, dude, you're better off making a unique product that's an easier road to take. You know what I mean?

Absolutely. So basically, guys, quit focusing on your competition. They're irrelevant. There's plenty of room for success. A lot of people think that for somebody to win, somebody else has to lose. And that might be the case for Coke and Pepsi when they're fighting over percentages of market share and they pretty much own the entire industry. If Coke picks up a percent, Pepsi might lose a percent. I get that.

But in small business, which is what we're generally talking about here, that's not the case. There's plenty of room, man. The world's a big place. Just because somebody else is doing well doesn't mean you're going to do less well. Right. You know what I mean? Right.

So quit worrying about it. Right. Focus on your customers' needs. Focus on solving a problem focus on making that customer's um day or life or or whatever easier and better and more beneficial you'd be successful right you know quit talking about your competition you sound like a fucking rookie all right now this is another big one guys this this is something i see a lot of young guys struggling with too. They try to pretend to show interest in people, okay? And it's important, and they teach you in every sales school,

show interest in the person, show interest in their lives, all right? There is a big difference between genuinely being interested and pretending to show interest, okay? If you want to be successful long-term and you want to capture the long-term, from now till the person dies, loyalty, which should be your goal, because the more loyalty you capture, the more word-of-mouth marketing you're creating

that you have to do less work to get. You see what I mean? It's compounding. Does that make sense? Absolutely, yeah. So when you pretend to show interest in them guys there's a million people a day that do that a million when you genuinely learn how to show interest in somebody and genuinely work to become a person's friend you're talking about a lifetime commitment for them to be your customer

all right you have to go beyond the superficial. Hey, man, how are you doing today? You know, bullshit questions they teach you in sales school. Can I add something to that issue? I think one of the key ways to tell if you're asking the right questions are, are you asking questions that are either yes or no? Or are you asking questions that can be answered with like one word? So how are you doing today? Fine.

Did you have a good day? Fine. No. Ask questions that can be answered with like one word? So how are you doing today? Fine. Did you have a good day? Fine. No. Ask questions that require a discussion. Right. What's the best thing that happened to you today? I just gave a meeting on this topic last night here to our whole entire company. Look, you have a choice to do things the right way or the wrong way.

And there's a lot of things in business and success that you could say, oh, yeah, I did that. Like if I went and I said, hey, did you do this? And they could say, yeah, I did that. But did you do it right? All right. Did you strike up a rapport with your customer? Yeah, I did. Okay. Well, there's a difference between asking what you just said, yes or no questions, or genuinely caring to ask this person about their life to start a discussion and learn about that person.

If I came to you, Vaughn, and you were working for me and I said, hey, did you get a rapport going with that customer? You could say yes to either one of those. But only you know if you truly did it the right way. Right. So there's a big difference between, and there's a million things like this in business, that you have the choice to do. It's your choice. You can either do it the right way or you can do it the half-ass way. And I'm going to tell you right now, only doing it the right way is the way that people end up flying around on a private jet.

You know what I mean? And that's something that is self-accountability. Absolutely. People don't understand that. It's the mentality, Vaughn, of I'm going to do the least amount of work to still say I did the job. To punch my ticket. Right, exactly.

I got my checkbox. And eventually someone will recognize it and I'll become successful. I'm sorry to break this to you guys. That's not how it works. Right, right. It works by you coming in, taking the road that is going to be more effort on your part. OK, and doing shit right, not just doing it. That's going to eventually get you somewhere. And so many people think that doing it is the same as doing it right.

It's not the same thing. Totally different thing. Right. And of course, Mr. Asterisk Hole is going to show up and say, well, Andy, what if you're dealing with Mr. Busy Customer or Mr. Private Customer where they don't have time to talk shop or they're offended that you would be prying into their personal lives? That's so ridiculous. Anybody who has any experience with people in general

knows that the vast majority of people like talking about themselves. Dude, look. You know, and even if you're coming from a genuine place, you never run into that issue. Right. Exactly. You know what I mean? Exactly. The reason you run into the issue of Mr. Busy, the reason I don't email people back or fucking I don't call people back is because I know they're fucking I know their game.

Right. You know, but if someone's, I know their game. Right. You know, but if someone's genuine, it's different. Right. And it's not like we're telling people, this is where common sense has to kick in. We're not telling people to ask people to give a full evaluation.

Give me your social security number. Yeah, or the state of their marriage. Right. Like in talking about the- No, we're talking about specific details of their life. Things like, hey man, your kids play soccer

or they play football or your kids go to hockey or they do theater all right maybe you're into classic carve maybe you're into fucking carving wood sculptures i don't fucking know right but you're gonna get interested in what they're about and ask them and and be interested i mean dude i don't know about you but it's interesting to me when people talk about like their kid doing theater i don't know anything about theater tell me about it right I don't know anything about theater. Tell me about it. Right.

I don't know anything about carving logs into sculptures. Teach me. That's cool. Right. You know what I mean? You have to have the attitude of like, I'm going to take something. And when I mean take something, take some information from this person. Let them tell you about what's cool about them.

You know what I mean? Like, dude, let's, they're cool. It's not about them you know what i mean like dude let's they're cool it's not just about you right take the the opportunity you have to learn what's cool about this person and listen your day's gonna be a lot more interesting that's the cool thing about it right the cool thing about it is that people that really get this are super fulfilled by their job because they're instead of like oh i've got to put in all this, this time building rapport. It's like, dude, I get this awesome opportunity every day to hear from interesting people, to hear their stories, to talk to them about what they're interested in. I learned so much from these people and your day flies by you, you gain loyal business and you

become successful doing it because you care. Right. If you're trying to sell them something today and you're trying to get a paycheck today If you're trying to sell them something today, and you're trying to get a paycheck today, and you're trying to get them to walk out with something today, and you don't give a fuck about seeing them again, or if the product works, or if the product actually helps them, that's manipulation. And people could sense that.

Right. And it could be the exact same words. It's just a thing that people could sense. You know what I mean? Right. So stop manipulating and start being genuine. Mm-hmm. You know?

It's the only thing that works from here until the end of time, because now we're all connected. We could all, we're all exposed to 20 to 30 times more human interactions, whether it be digital or in person than we were 20 years ago. A day. All right. So people are more perceptive. They know bullshit.

Their bullshit meters are finely tuned. So if you're a fucking manipulator, dude, you're going to struggle. You know what I mean? Right. Right. So absolutely. Um, my next point is guys, look, sell them things that you don't benefit from. Okay. Be a resource for these people. Be the guy. All right. I call this the guy. All right. As you get to know these people, you're going to discover things about them, what they like, what they don't like, where they like to eat, where they like to travel, et cetera, et cetera, et cetera. Provide them with recommendations that help them. Okay. This is a great way to create value. You know, everybody has quote unquote, the guy that they know, right? Like for me, it's my brother.

All right. My brother, Sal, anybody who's listening to this podcast that knows Sal as quote unquote the guy that they know, right? Like for me, it's my brother. My brother Sal, anybody who's listening to this podcast that knows Sal knows that he's the guy. And we joke, we're like, anytime I need something, I'm like, yeah, I know a guy. Because like, dude, this dude knows everybody. He knows everything. He knows everybody. Everybody loves him.

You know why everybody loves him? Because he genuinely cares about other people, okay? The guy was the number one salesman at Ethicon Johnson & Johnson before he came here in the world. Okay? Big company. Yeah. Multi-billion dollar company.

Number one. You know why? Because he cares. And he's good with people. And the reason he's good with people is because he fucking cares. This should make, I mean, it's almost like common sense. But where we lose people here is like they think they care. Right.

You know what I mean? People are like, well, I care. Dude, it's real easy to look like you care from the outside. Right. Only you know if you really care and your customer. Right. All right? And your numbers show it.

Yeah. You know, something that dawns on me that should be kind of Captain Obvious here, but if you're not a good person just across the board in life, you're not suddenly going to be a good person when you're a salesman or saleswoman. Right. You know? So I guess what I would say to a lot of people who want to improve sales is just sit down and take a real stock of who are you as a person?

Right. Like, are you a person who genuinely cares about people, a person who does the right thing? Are you just a loser? Well, no. And I believe people can, can fix that. Oh, absolutely. Yeah.

Yeah. I believe that once people figure it out, you know, they can become way more towards the person that we're talking about here. Absolutely. You know, but what, but, but, but our biggest disconnect with this episode is going to be the people who are sitting here listening, saying, I do all those things. I'm still not successful. Right. Brother, you don't do all those things here listening saying i do all those things i'm still not successful right brother you don't do all those things

you think you do all those things right but you're not doing it or if you are doing all those things you're coming from the wrong place right and people know it which is why you're not successful right but you're right people can they can cultivate character it can be no question no question it's a decision yeah i have i have a couple guys that work for me that were on the borderline and getting fucking chopped for five, six years. And then when they decided to, like, figure it out, now they're two of my best guys. You know what I mean?

Yeah. And I'm proud of them, and I've told them this. So definitely, totally a decision. Well, it says something about you that you didn't chop them right away. You gave them an opportunity to develop Well, you know everybody develops a different pace. Yeah, you know what I mean? Yeah it's hard to break through barriers of you know, 30 years or 20 years of Upbringing and schooling and beliefs. Sometimes it takes time. Yeah, you know what I mean?

So I try to give guys people guys guys means guys and girls yeah i try to give you know our team um i try to give them time to develop you know not everybody's gonna develop on the first day you know not even develop in the first year sometimes it takes years right and it's gonna take years of you pulling them sometimes kicking and screaming and them saying fuck you right for them to finally get it right you know what i mean right but when they get it man and that light comes on for me like as a ceo that's like one of the most rewarding things. Cause I'm like, dude, fuck yeah. This guy gets it now, no matter what happens, whether it's here or wherever, he's going to be better off, which I think is cool. You know what I mean?

I have to laugh. I know there are people we're halfway into this podcast and I know there are people are going to be like, man, Andy, this is, this is such a loser podcast, man. You're halfway into this and you haven't even talked about techniques like getting people to say yes over and over again in the, in the, in the first quarter of their presentation. I mean, what's your response to that? You're an idiot and you're buying into fucking sales techniques that are outdated and it, and you're the ultimate reason that people hate salespeople because you're a fucking manipulator at heart you know true true lifetime success is not about manipulation it's about solving problems right it's about helping

people and like somebody who says oh i'm gonna try to you know these people who teach this fucking you know neuro linguistic programming and like all this fucking psychological bullshit to sell it isn't that fucking hard man right it's about listening to people solving their problems and caring about them from now until the end of the time which is why we talk about a minute ago being a resource for people if you have a chance to step in and provide value whether it be recommending a restaurant or recommending a travel place or recommending a lead or a sales lead for their company or connect, dude, you're becoming a true friend. That's what friends do. And guess what's going to happen when you become quote unquote, the guy, which is the resource. All of a sudden they're going to be doing the same for you.

So there's other benefits here besides, you know, you just try to get a sale. Like you, you're, you're, you're cementing yourself. You're embedding yourself in a community. You're becoming a resource for a circle and network of people that ultimately become your friends. And guess what people buy from? They buy from their friends. You know what I mean? Yeah, absolutely. Absolutely.

I love that, though, being the guy. The guy. Even if you're a girl, you can be the guy. Dude, be the guy. Yeah. Hey, I know a guy. You know what I'm saying? Yeah, absolutely.

I don't know. Maybe it's like the Italian thing in me. I don't know. Yeah. But it's like, hey, I know the guy. Dude, be the guy. Yeah. Hey, I know a guy. You know what I'm saying? Like that's, I don't know. Maybe it's like the Italian thing in me. I don't know. Yeah. But it's like, Hey, I know a guy. You know what I mean?

No, it's like sales. The guy, I think it's a great way of putting it. So be the guy. And, and the, the more formal way you put it,

I think it's really good too, is that be a resource for people. Don't be, don't be the salesman. Be a resource. Oh God. Be a resource for solving problems. Right. That's your job. Whether you get paid for it or not. Right. You know, be a resource for solving problems, right? That's your job,

whether you get paid for it or not. Right. You know, too many people, they're like, man, I don't want to do that. It's going to waste my time. Really? Because if you could embed yourself in, in, let's say, let's say a hundred, even a hundred, which is not a big number for your lifetime, right? Let's say you create a network of a hundred awesome quote unquote friends that you developed, which I shouldn't even say quote unquote. But they're customers, right, that you've created friendships with. If you can embed yourself with a hundred networks of people, those people, that hundred people will take care of you income wise for the rest of your life. A hundred people. Right. You see what I mean?

Absolutely. You're never going to fucking starve by, by, by becoming the guy, by becoming the guy who solves problems, whether you get paid for them today or not. All right, guys.

And this is going to bring me to my last point. All right. My last point here, and I could go through it over and over and over, but I don't want to, you know, we'll do a third episode here. We can go through more of these. But, guys, you have to learn how to show appreciation. All right? So many people are terrible at showing how much your business means to us.

They're terrible at it. They'll spend a trillion dollars on acquiring new customers and zero dollars on making people feel valued. That doesn't make sense. It doesn't make sense at all because those people that buy from you are ultimately going to create a network of other people that buy from you. If you created a wow customer experience, if you, you went at them not only with solving their problems, but with enthusiasm for solving their problems. If you went at them with integrity, if you went at them genuinely caring about them as people, they're going to walk away from you. And the goal should be this, guys. They should walk away from your interaction and say, holy shit, that was the best sales interaction I've

ever had. And it should be so good that they're going to go directly to Facebook, Twitter, Instagram, Snapchat, Periscope, whatever it is, and say something about it. You see this every day, right? Oh, I went usually in a negative sense. Oh, I went to Olive Garden and the service was terrible. No offense, Olive Garden. I mean, I don't eat at your place, but I'm just using you as an example. Your service might be great. I have no clue. Right, right, right.

But my point is you see it, right? You see how many negative things do you see about other businesses on Instagram or Facebook a day? Ten minimum personally. I see ten. I see one positive. Your goal should be to overwhelm that person with care, overwhelm that person with value, overwhelm that person by going the extra mile in every way possible to where they have no fucking choice but to go on the internet and say, wow, you guys will never believe what just happened if you can do this what i just said this last point you there is no limit to the amount of success that you will have all right and this

starts with showing appreciation it starts with you could tie this into basic manners if you're a retail store this could be holding the door open for someone when they come in and walking the product out for them when they leave. Okay. If you're in a service business, this could be something as simple as you calling them up personally, the CEO or the sales guy and saying, Hey man, really quick. I don't want to take up much of your time, but I just want to thank you so much for our business, for the business that you've given our company. You know, um, we work really hard to do a good job and i want to make sure that you've got everything you need is there anything else i can help you with right now doing it yourself not having some motherfucker that you hire hire from fucking catman do to call him up you know not

having an automatic response email come on thank people yes dude doing a half-ass is worse than not doing it all yeah by the way. That's a whole other thing. But guys, how about writing them a handwritten thank you card? And some of these guys are like, oh, I do thousands of transactions today. Well, is it not worth? Think of the opportunity that you have

thousands of transactions a day to grow your business by figuring out a way to get that done. Don't print it either, dude, because you look like a half- get that done don't print it either dude because you look like a half-asser right you know but dude figure it out figure out how to thank these people figure out how to provide value and appreciation for them and you're going to basically put that wow factor that we're talking about and getting them to go out and spread this message everywhere on steroids you know you're putting it on fucking turbos man that's what our goal is our

goal is to get people to walk away you're you're thinking right now if you take nothing else from this podcast how can i do such a good job to get people to post about it and and this does not mean ask people to post about it all right i see a lot of that shit too and you know people hey man do you mind making a post for me? Uh, I will. If you do a fucking good enough job and making it awesome for me. Yeah. But otherwise,

no, you're cheating. Don't cheat. Try to win the game without cheating. And if you could actually win the game without cheating, you, he, money is not going to be a problem for you,

my friend ever. We were talking about this. We were going over our notes for this podcast. And you did mention that there are people who have said to you before, other business owners, Andy, I like the sentiment of, for instance, handwriting personal cards. But dude, that is just not super efficient. That is like a time sucker and not efficient. What do you say to them? Value is created through the inefficiencies. Value is created through the inefficiencies. Value is created through the inefficiencies. Get it?

Things that people know take effort matter far more than things that people know are efficient or it's just a check that you wrote or it's just uh you know something you bought for them dude it's the what do you appreciate more somebody who fucking hand drew a mural of your company's building or somebody who uh had a photographer who who came by and just snapped a picture you're both cool you're both like hey that's really nice that you did that. But, dude, I'm going to tell you which one I'm posting online.

I'm posting the picture that Duke came out and spent his time because time is everybody's most valuable resource. And everybody knows that. So when you take a little bit of your time to do something that's inefficient, there's tremendous, tremendous, tremendous value in that. And people just miss that point. They think that most people think I'm going to send the guy to take a picture because it's good enough. Well, dude, the idea of good enough is the reason that you aren't where you want to be.

You know, get rid of the idea of that's good enough and start thinking, how can I get people to say, holy shit. You follow me? Absolutely. I totally follow you. I'm just, it's a mentality. You're dropping? Yeah, absolutely. I totally follow you. I'm just, it's a mentality, man. You're dropping some deep stuff here. No, it's a mentality. It's a mentality, you know.

What's keeping you from being where you want to be is not the man. It's not your job that you're in. It's not anything. It's your mentality of doing just enough. It's your mentality of doing the job, but not doing the job right. Like we talked about not taking every single opportunity that you have and making a tremendous value for somebody or making a tremendous effect for somebody or making somebody say, my God, these people are awesome. All right? That's what we're talking about.

And that's what's holding people back. That's what holds businesses back. It's what holds individuals back. It's what holds everybody back. Andy, I love your analogy when it comes to customer satisfaction. Well, I mean, dude, that's the funniest thing. And a lot of people are like, oh, I've got a 99% customer satisfaction rate. Oh, really?

Good for you. That means 99% of your customers, you did the bare minimum to not piss them off. Good job. That's the point. I'm glad you brought that up, dude, because that is exactly the mentality. Oh, we've got 99% customer satisfaction ratings on satisfaction.com. Really? Good for you. You didn't piss. You only pissed off one out of 100 people. You see what I mean? Right. What's your loyalty? What's your loyalty percentage?

What's your word of mouth percentage? What's your retention? Those are the numbers that matter. How many people out there are actively advocating for your brand? I mean, that's way beyond just being satisfied. Yeah. And people just look at it wrong, man. They look at it as if the world's such a gigantic place that they can constantly recycle customers over and over and over and over and over again for life. And you used to be able to do that back when there was no Facebook or Instagram or Twitter, you could do that. You could live in New York or California or one of these places where there's a shitload of people. And if you got big enough, you could advertise to the whole world and you would never run out of customers because people could not communicate the results of what it was that you were doing.

Was this company actually providing value? Was this company actually solving problems Nobody really fucking knew because there was no way to like checks and balances the whole thing other than like Maybe the 10 people you personally know so it was really slow you see but now you can't do that because If you're one of these companies that thinks you're going to recycle customers over and over and over again for life You're going to be out of business in a year, dude, because social media, man. I can post right now on my social media, and I have a reach of over a million people. You know what I mean?

Between my Snapchat, my Instagram, my Periscope, dude, I have a million people knowing fucking one minute. And there's a lot of people who have way more reach than me. You know what I mean? Absolutely. Yeah. You're not thinking it through, man. Yeah. So let me go back at something

because I would love to hear what you have to say about this. So I used to think that people like, well, John Wooden. I used to think John Wooden was an exceptional coach or Steve Jobs was an exceptional computer pioneer or Muhammad Ali, exceptional prize fighter. But the way that I see you telling people to approach sales is that the better way to think of those people is John Wooden was an exceptional person who chose to go into coaching.

Steve Jobs, exceptional person who chose to go into computing. I don't know who the third, Muhammad Ali, exceptional person who chose to be a prize fighter. When you talked about being a resource and doing the right thing and all of that, I translate that basically into you saying, dude, don't just be a salesperson, be an exceptional person who does sales. That's why I call it the do the right thing economy. You know what I mean? It's if you're not doing the right thing, people are going to call you on it and you're not going to buy from you. People are going to, you're going to ruin your name. And if you do the right thing, you're going to create more business. You're going to create more sales. You're going to create more opportunities, you know, and sales has such

a bad name because there's so many of these people out there that do this, you know, here's how you prospect. Here's how you get people to psychologically agree with you. Here's how you blah, blah blah blah blah all under the basis of like what am i going to sell them right now it doesn't matter what they think a week from now or a month from now or a year from now and i'm going to tell you right now if you're in that thinking that shit is over social media ruined it for all you people if you're one of these snake oil motherfuckers out there trying to sell people all this bullshit because you think that you know you're trying to make a paycheck for yourself today dude your days are done the people who are going to win from now

on are going to be people who provide value who provide solutions who make people say wow that was a great experience who make people say wow von von diesel was an awesome dude he really took care of me you see what i mean absolutely it's long term man and and the funny thing is is this is like the catch-22 of the whole thing is that the people that don't do this the right way they're trying to like get themselves out of work right because it takes work to do what we're talking about am i right absolutely all right so you got it takes work and so they're trying to like get out of work to make a sale today. So I'm going to try to like, you know, not, I'm going to try to ask, ask them yes or no questions.

I'm going to try to like make them think I care without actually caring. It takes a lot less effort. Actually, it takes zero less effort. It's just, um, their mentality. Like I'm trying to get out of work mentality. Right. You know what I mean? Right.

But here's the funny thing. And this is the, this is the like catch 22, the situation. When you put the work in now and you create those relationships now, those same people that you build those relationships

and friendships with that buy from you are the people that go out and sell for you in the real world, which ultimately creates what? Less work for you. Right.

Right. And I know you will. So you could always say, like I always say, you could pay the price now, you could pay the price later. Either way, the price getting paid. Yeah. Yeah. And I know you well enough to know that you're not against practical training and different sales techniques. But to me, it's like, well, those things are instruments. If you put a guitar in my hands, I'm going to make lousy music. You put a guitar in Eddie Van Halen's hands, he's going to create magic. Okay.

And it's the same way. I mean, a lot of those things are very helpful, but if you're a crappy person, they're not going to do you any good. Right. But to that also, if you put in 40 years of guitar playing like Eddie Van Halen has, you'd be fucking good too. No, it's true.

So let's talk about that. You know, just if you're one of these people who has always thought about it, like, Hey, I'm going to like get, you know, like a lot of car people are like this,

like, Hey, I gotta make my fucking margin today. Every car needs to stand on its own. You know, I gotta make dollars to bought this. You know, that's why people have,

that's why you have the reputation our car dealers have. But you could change. You could put the work in. You can admit to yourself and look in the mirror and say, you know what? Instead of saying, hey, fuck you, Andy. You're blah, blah, blah. I get defensive. You can say, you know what?

I can be better. I can do better. I can become a better person. And I see how it will help me sell more product. I promise you guys, you put some faith in what I'm talking about here. You're going to see tenfold results, what you're getting now. I can work hard and become Eddie Vaughn Halen. Eddie Vaughn Halen. I like it. I like it. Listen guys, it's still as good as DJ God. I know. Uh, listen guys, if you want the show notes for this episode, just go to the MFCEO.com forward slash P24. And it goes without saying, visit the website, the MFCEO.com. There's

all sorts of show notes from different episodes and there's links to the Do It Anyway Tour. And I know we've been saying this, but we're getting closer and closer. We're going to be posting some great resources up here real soon. Guys, you know, before I close it out, you know, I try to keep it. I don't know. What are we at, Tyler? Here about an hour. Okay.

I try to keep it at like an hour. All right. We can go on and on and I will. We'll bring more information on here. But guys, I want to take instead of just closing out and saying, hey, hey go be fucking great and tell you guys go out and do shit let me let me just appreciate my express my gratitude for what you guys are doing for the podcast and what you guys have done for my business I can't I can't explain to you how awesome it is to see people resonating with the information that we're putting out here I mean I know I curse, you know, that's just the way I talk and I know it's not for everybody, but

you guys have taken an idea that we had six, eight months ago and made it into one of the top podcasts on iTunes. I see people doing all kinds of cool shit, you know, in adopting the motherfucking CEO lifestyle, which is, Hey man, I'm going to stop making excuses. I'm going to take responsibility for myself and I'm going to be a fucking boss in my own life. And that's what we want you guys to do, you know? And this mission that we have is not a mission of, Hey, let's, let's make a little debt. No, we're trying to like turn around society. Okay. Because if you're like me and you're listening to the show, you probably agree. And if you listen this long, I know you

agree that we're all sick of the fucking entitlement. We're all sick of the fucking bullshit. We're all sick of the whining. We're all sick of the, you know, I get a trophy for 25th place. We're sick of it. That's not what America was founded on. That's not what we're about. That's not what I'm about, and I guarantee you that's not what you're about. And so, guys, when we put it in perspective, man, we're trying to turn around like,

we're not trying to turn around a speedboat. We're trying to turn around a fucking ocean liner, and it just takes time. But it's cool because I see it spreading. I see the message spreading and that's on you guys. And I, I just want to say thank you guys so much for everything that you guys have done and, and the support you've shown us. And, uh, you know, the positive reviews that you're leaving us on iTunes, uh, it's a huge deal for us and I appreciate it. And guys, I just want to say, man, I'm, I'm just proud of everybody for joining up.

It's almost like a mission. And I feel like we're joining up to solve a problem that we're all fucking tired of. So thank you guys so much for the support. I love you guys. And we'll catch you next time. I'll never take your day off, I only work I don't mess around, kid, I only care Lord, he never sleeps, can't you see? All I do is work