Young and Profiting with Hala Taha - Ryan Blair: Conscious Business | E159

Episode Date: February 28, 2022

Have you ever wanted to start a business, but felt like you lacked the proper resources? Good news: you already have all that you need!  This week on YAP we’re chatting with Ryan Blair, a massively successful entrepreneur, author, and spiritualist.  While Ryan’s accomplishments are incredibly impressive on their own, they’re even more shocking when you learn about his backstory. He grew up in an abusive household that drove him to criminal activity from a very early age, dropping out of high school after his freshman year.  Ryan’s story is all about LEARNING how to become profitable, even when life deals you the worst hands possible. In this episode, you’ll learn how he built his most successful businesses and the mistakes he made in the process. Tunein to find out how to grow your financial capital from ground zero through investing, saving, and building a successful company!  Sponsored by -  Athletic Greens - Visit athleticgreens.com/YAP and get FREE 1 year supply of immune-supporting Vitamin D AND 5 FREE travel packs with your first purchase. BrandCrowd - Check out brandcrowd.com/yap to learn more, play with the tool for free, and get 73% off your purchase.   Jordan Harbinger - Check out jordanharbinger.com/start for some episode recommendations. Constant Contact - Start your free trial at constantcontact.com ShipStation - Go to ShipStation.com, click on the microphone at the top of the page, and type in YAP to get a 60-day free trial.  Jenni Kayne - Find your forever pieces at jennikayne.com and get 15% off your first order when you use code YAP at checkout Social Media:  Follow YAP on IG: www.instagram.com/youngandprofiting Reach out to Hala directly at [e-mail] Follow Hala on Linkedin: www.linkedin.com/in/htaha/ Follow Hala on Instagram: www.instagram.com/yapwithhala Follow Hala on Clubhouse: @halataha Check out our website to meet the team, view show notes and transcripts: www.youngandprofiting.com Timestamps: 1:30 - Ryan describes the abuse he endured as a childhood and how it led to his family losing all his money  2:57 - Ryan explains his view on suffering and the lessons he’s gained from his challenges  4:48 - Ryan talks about how schools fail to teach students to be entrepreneurs  8:26 - Ryan tells us about his first mentor and how he started trading stocks  11:19 - Ryan explains why people try to tear him down  12:01 - Ryan reveals what he looks for in potential employees and friends  13:13 - Ryan talks about his first company and becoming a millionaire 15:13 - Ryan describes how he designs businesses and the value of starting businesses for the purpose of exiting them  17:43 - Ryan explains the importance of hiring great employees and partnering with the right people 19:18 - Ryan reveals the importance of growth and how to strike the right balance between profit growth and revenue growth   21:10 - Ryan talks about selling your business at the right time  23:36 - Ryan describes the importance of failure  27:20- Ryan talks about how to build a successful Return on Investment strategy  30:41- Ryan describes how he connects spirituality to entrepreneurship  32:45 - Ryan explains the difference between a conscious company and an unconscious company  34:14 - Ryan talks about his desire to be catalyst in the marketplace with AlterCall  37:32 - Ryan reveals his current relationship with money, saving, and investments  39:04 - Ryan explains his secrets to profiting in life 39:35 - Ryan talks about how he is constantly learning and documenting the lessons he learns Mentioned In The Episode: Ryan’s first book, Everything To again, Nothing To Lose: https://www.penguinrandomhouse.com/books/308391/nothing-to-lose-everything-to-gain-by-ryan-blair-with-don-yaeger/  Ryan’s newest company, AlterCall: https://altercall.com Ryan’s Instagram: @RealRyanBlair Learn more about your ad choices. Visit megaphone.fm/adchoices

This episode of YAP is sponsored in part by Shopify. Shopify simplifies selling online and in-person so you can focus on successfully growing your business. Sign up for a $1 per month trial period at Shopify.com slash profiting. Booba one will save you on all your eats. Savings can't be beat. Up to 10 percent of your order. Join Booba one and save $0.00 delivery fee Percentage Off Discount Subjects to Older Minimums and Participating

Source. Taxes and other fee still apply. You're listening to YAP, Young and Profiting Podcast. A place where you can listen, learn, and profit. Welcome to the show. I'm your host, Halla Taha, and on Young and Profiting Podcast, we investigate a new topic each week and interview some of the brightest minds in the world.

My goal is to turn their wisdom into actionable advice that you can use in your everyday life, no matter your age, profession or industry. There's no fluff on this podcast, and that's on purpose. I'm here to uncover value from my guests by doing the proper research and asking the right questions. If you're new to the show, we've chatted with the likes of XFBI agents, real estate moguls, self-made billionaires, CEOs, and bestselling authors.

Our subject matter ranges from enhancing productivity, had to gain influence, the art of entrepreneurship, and more. If you're smart and like to continually improve yourself, hit the subscribe button because you'll love it here at Young & Profiting Podcast. This week on YAP, we're chatting with Ryan Blair, serial entrepreneur, founder and CEO of Alter Call, and New York Times best selling author. He is also the former co-founder and CEO of multi-level marketing

company Vysalis Sciences, which he exited for over $790 million. While Ryan's accomplishments are incredibly impressive on their own, they're even more shocking when you learn about his backstory. He grew up in an abusive household, dropped out of high school his freshman year, and even got arrested multiple times. It wasn't until he met his mentor and stepdad at age 17 that he turned his life around. He enrolled in a local community college, and within three years, he made over $100,000 investing in the stock market, and started his first business, which he sold for over $25 million in his mid-20s. Ryan then co-founded Vysalus and took the company from startup to more than 1.6 billion in sales, eventually exiting and selling

the company for $792 million. Ryan has devoted the rest of his life and career to help entrepreneurs break through in their mind, body, and soul to enable them to scale and build their company in a conscious way. Ryan's story is all about learning how to become profitable, even when life deals you the worst hands possible. Tune in to gain Ryan's insight on how to pick your inner circle, prepare your company for a successful exit, and how to capitalize on the right time to sell your business. We'll discuss why Ryan believes there's no better ROI on your money than investing in your own business and why he thinks taking a company public

can help solidify your entrepreneurial legacy. And lastly, we'll uncover how Ryan helps entrepreneurs create conscious companies that puts their impact and purpose above their profits. If you wanna get inspired with one of the best rags, to ridges stories I've ever heard, keep on listening. Hey Ryan, welcome to Young & Profiting Podcast. Thank you for having me.

I'm super excited to have you on and for those of our listeners who may not be familiar with you, you are a best-selling author of two books, your serial entrepreneur of many extremely successful companies that have exited for hundreds of millions of dollars. And you first became a millionaire in your early 20s. You're also a philanthropist and a social media influencer on top of all of that. And there's so much to talk about in terms of business and failures. But first, I want to skip to your journey. And in some instances, I don't talk a lot about journey on yet, but in your case, it's really important and I think it's really inspirational. And I think it can show people who listen to our podcasts that you can overcome adversity

and poverty. And you can become successful no matter of your past and no matter of your childhood. So I love these stories of transformation. And after doing my research, I found out that you actually gained your first business experiences through gang activity. You struggled as a kid. You suffered with ADD dyslexia among other things. And you even faced jail time at just 16 years old. So what was your family like? What was your childhood and teenage years like? Well, my childhood was filled with a lot of suffering and a lot of trauma.

My dad was a very violent individual and he had a lot of trauma himself that he had never healed and he took that out on his wife, my mother, and the children. So early childhood was filled with a lot of very scary things. My mom and dad both were addicted to drugs and alcohol, and as a result of that, I didn't really have much of a mother or a father growing up. And early on in my life, my dad was very successful as an engineer, and then the drugs took him over and got the better of him,

and we lost our middle class environment, we lost the house, the cars, lost everything basically. And so at a young age around 13 years old, I had everything ripped away from me. And at that point, I had to move into poverty and I started hanging around the wrong kids and got jumped into a gang and was basically forced in. And next thing you know, I'm living a life filled

with crime on the streets in an out of juvenile hall and make it a lot of bad decisions. So that was, you know, up until about 17 years old until my life changed dramatically when I got my first mentor. And looking back on those experiences and being involved in those kind of activities, is it something that you regret

or do you feel like it's an advantage now? It's definitely advantage. Suffering is an advantage. Suffering is the best teacher that you can learn from. So all of the suffering that I've experienced has just taught me so much about life. Now, it would not be the man that I am today if we're not for the suffering.

So I believe that from a spiritual basis, my soul needed to go through and really learn suffering so that I could now learn the other side of it and to little life that's not suffering at all. And so how did you do in school? Would you say that you naturally excelled at school or was it something very difficult for you? I was terrible at school. I dropped out of high school in my freshman year.

I could never pass a math test or an English test. I couldn't pass a basic proficiency test to go from freshman grade to sophomore. And I was considered to be learning disabled, a disadvantaged ever since early childhood. And it turned out that that was more of a product of my environment rather than a product of my environment, rather than a product of my aptitude and capacity. Because once I started to dream about

entrepreneurship and become an entrepreneur, I then went and got my college degree, sorry, my high school degree, and then went into college and accelerated in school. So I always thought that I was terrible at school. I bought into that story. I believe that story that the teachers and administrators told me. But then when I found a love for something, I learned how to learn. And then once I learned how to learn,

I was able to make up for a lot of the ground that I lost. Hmm. I love that that you say that you feel like your failure in school was really as a result of your environment and also your sense of purpose, I guess, and your passion for what you are actually learning. So I think that's a really great point. Yeah, well, the school system teaches you how not to be an entrepreneur, right? So the entire system is structured to teach you how not to be an entrepreneur.

And that's why they tell you, like, go to school to become a doctor or become a lawyer, but no one tells you to become the person that pays the doctors and the lawyers. And so being an entrepreneur, would you rather be a doctor? Would you rather be the person that employs the doctor? And when I learned that, I was like, wait, why didn't they explain to me that career option? You know, I didn't, I could skip med school and law school and go straight to employing doctors and lawyers. And I was like, that's a better track than the $200,000 law school track or the $300,000 med school track.

Yeah, totally agree there. So, okay, how did you end up getting the experiences to become an entrepreneur? I know a lot about your story and we're gonna get into like, you know, how you made your first million at 22 and all of that. But what were the experiences before

that that gave you the foundation to become the amazing entrepreneur that you ended up becoming on so early? Well, I had no choice. And I was not afraid to take risk. When you've suffered like I have and you've been beaten up and and you've gone to jail, and you lost your dad, and your mom's an alcoholic,

you understand how difficult life can be. And being an entrepreneur can be difficult, but it's not that difficult. I would tell people, I've been shot at. I've literally had people try to take my life on a number of occasions. And when you have that degree of survival instincts and difficulty, being an entrepreneur is a cakewalk.

And so the contrast of my life lended itself very well to the field of entrepreneurship. And, you know, and so that, I guess that would be the first element of it. Also early on in life, my father would incit me through compensation. So he would give me money if I pulled weeds or cleaned his car or he'd give me money if I got a base hit in the baseball game or I did good in sports. And so I had him still with me and I love my dad very much

although he projected a very terrible experience on to us, I still love him. He gave me some foundations in terms of being driven to achieve certain success and to receive money for that success. And I had that instilled in me very early on that I had to make my own money. And he never gave it to me. He made me earn every penny of it. And so because I compensation was instilled in me, the behavior of around compensation was instilled in me early, that I was able to accelerate my compensation at a very early age. Mm, that makes a lot of sense. So, Siky knew that if you provided value, you got money. It didn't just get handed to you, you had to work for it, and you got it on your own.

So that makes total sense. I would go practice baseball, not because I wanted to be great baseball, because I wanted my dad to give me the money he promised me if I got three base hits. So I'd be out there all day long practicing, so that way I could get paid after the baseball game. So like technically, I was a professional athlete at a very young age, because I was getting professional athlete at a very young age, because I was getting paid to play sports basically. Oh my God, that's so funny. Okay, so you started making some real cash

aside from baseball when you were 20 years old, trading stocks of all things. And you made over a hundred grand when you were that young, I guess you were in college. Where did you get, you know, information about trading stocks? How did you get into that? Where did you even get the money to trade? Tell us about that. My first mentor was he had a company called Trichor Securities and I was his apprentice. Trichor Securities was equities, commodities, and real estate. So they had a portfolio and all three of those categories. So I was exposed to the way he traded stocks.

And so I just mirrored him and mimicked him. And my initial cash that I got from it was through school grants and school loans. So because I was awarded the court, I was able to apply for certain grants. And as a result of the grants that I received, I would then invest and I would shadow and invest him. And, you know, I picked my own stocks, but I'd also listen to the stocks he was picking. And I would shadow and invest him. And I picked my own stocks, but I'd also listen to the stocks. He was picking, and I would shadow and invest him basically. And that was how I was able to accumulate

over 100,000 in trading profits within about a year's time as a very young man. And so you ended up getting your first sports car, your first house when you were very young. How did your family and friends treat you with all this new found money? Did they treat you nicely? No, they still don't treat me nicely. No one, when people are stuck in belief systems and you are not, it is going to make them very uncomfortable. And the more successful you are, the more uncomfortable you will make them because you represent a challenge to their beliefs.

If their belief is that they only deserve a medial existence and you're saying, I don't believe that. I believe I deserve a hundred times that. And I'll tell you another challenge is, you know, I've profited from my story. And some of my family members, they have done anything but profit from it. In fact, it has been their excuse for not being profitable. And so when they see me making money off a shared story, and they're losing money on that story, it can be a conflict to their values, their beliefs, and it can create jealousy, and it can create a lot of negative energy around it. So,

I've dealt with that my entire life. I've also dealt with that in my career and I still deal with that. When you write books and you put yourself out there as a public figure, you're gonna have to get used to people that are just gonna try to tear you apart. And I've had that same experience. I'm a young entrepreneur, I have a team of 70 all around the world.

And I find that my family is supportive now. The come-up journey, they were not, but that my family is supportive now, the come-up journey they were not, but that my family is supportive now. But my friends, especially my high school friends, the people that I grew up with in the same town and everything like that, they can't stand it. I'm on the cover of Podcast Magazine, they don't even share it.

You know what I mean? They can't stand to see that success. And it's just funny how the closer people are to you or the more close they are to where you came from, the harder it is for them to actually support you and just like respect the hard work that you put in to get where you're at. So I can totally relate there. Well, they don't see the hard work. They don't understand it because they're not doing the hard work. And so they're suffering. If you're not fulfilling your soul's purpose

and you're not extracting everything this life can give you, like you're not extracting out of life everything that it can possibly give you, you are technically going to be suffering. And those people are suffering. And so they believe that if they try to make you suffer, they'll suffer a little less. So they'll gossip about you, they'll tell lies about you, they'll criticize you, because they believe by making you suffer that they suffer a little less. And in fact, it's the exact opposite. When they try to make you suffer, they actually suffer more. So how do you go about picking the people you surround yourself with now? Now it's a little different. I look for, well, so I've become very skilled at identifying

personality traits and I have an intuition about where a person is at in their lives and I attempt to surround myself with people that I can align with that can provide value to me and that I can provide value to them. The value exchange has to be mutual for them to be a friend. Now my colleagues, my team members, you know, I'm looking for people that have hunger, they're driven, they're growth oriented, they're willing to make the adjustments and make the changes necessary for them to grow because when you're growing an organization, you can only grow to the extent that your team is growing. So if you grow your team, you by default grow your business. And so I look for people that are serious about their growth

and that are willing to do whatever it takes to accelerate their growth. And I'm very particular about that in the recruiting for my team members. And then for my friends, I look for people that are gonna inspire me because I know that I'm going to inspire them. I love that advice.

So let's talk about how you got to your first million. I read that you got to your first million at 22. What did that look like? Yeah, I don't know. I started a company that was a multi-million dollar company at 22. By the time I was 24, I sold it into $25 million transaction. So what I'll tell everyone is, when you start a company

that is going to be valuable, and you you create and you put a lot of work into that, you can become a millionaire very quickly. You might not, it'll be on paper, of course. You might not receive the million dollars yet, but you can get there very quickly. So I was first a millionaire on paper and then after a few exits and a few transactions, I then became a millionaire in cash. A lot of people don't realize the distinction between the two because there's a number of people walking around there touting that they're millionaires, but they haven't yet become a millionaire

when it comes to cash in the bank or assets on hand. They're just simply a millionaire, perhaps on paper based on the evaluation of their business or whatever it is. And you hear a lot of people saying they're billionaires using the same valuation metric. So, you know, there's kind of a difference between when you're there in cash and when you're there in paper, but it's still a meaningful thing to be there in paper. And then the next step after you get there in paper is to figure out how to get there in cash.

I got there by building a valuable company and then by exiting that company. And I've done that a number of times, but that would be the first way that I got to the millionaire status. Let's hold that thought and take a quick break with our sponsors. Young and profitors, do you have a brilliant business idea but you don't know how to move forward with it? Going into debt for a four-year degree isn't the only path to success. Instead, learn everything you need to know about running a business for free by listening to the Millionaire University podcast. The Millionaire University podcast is a show that's changing the game for aspiring entrepreneurs. Hosted by Justin and Tara Williams, it's the ultimate resource for those who want to

run a successful business and graduate rich, not broke. Justin and Tara started from Square One, just like you and me. They faced lows and dug themselves out of huge debt. Now they're financially free and they're sharing their hard earned lessons with all of us. That's right, millionaire university will teach you everything you need to know about starting and growing a successful business. No degrees required. In each episode you'll gain invaluable insights from seasoned entrepreneurs and mentors who truly understand what it takes to succeed. From topics like how to start a software business without creating your own software, to more broad discussions such as eight businesses you can start tomorrow to make 10K plus a

month, this podcast has it all. So don't wait, now is the time to turn your business idea into a reality by listening to the Millionaire University podcast. New episodes drop Mondays and Thursdays. Find the Millionaire University podcast on New episodes drop Mondays and Thursdays. Find the Millionaire University podcast on Apple Spotify or wherever you get your podcasts. Your dog is an important part of your family. Don't settle when it comes to their health.

Make the switch to fresh food made with real ingredients that are backed by science with nom nom. Nom nom delivers fresh dog food that is personalized to your dog's individual needs. Each portion is tailored to ensure your dog gets the nutrition they need so you can watch them thrive. NOM NOM's ingredients are cooked individually and then mixed together because science

tells us that every protein, carb, and veggie has different cooking times and methods. This packs in all the vitamins and minerals your dog needs so they truly get the most out of every single bite. And NOM-NOM is completely free of additives, fillers, and mystery ingredients that contribute to bloating and low energy. Your dog deserves only the best, and NOM-NOM delivers just that. Their nutrient-packed recipes are crafted by board-certified veterinary nutritionists, made fresh and shipped to your door. Absolutely free. Nom-nom meals started just $2.40,

and every meal is cooked in company-owned kitchens right here in the US, and they've already delivered over 40 million meals, inspiring clean bowls and wagging tails everywhere. Ever since I started feeding my dog Nom-nom, he's been so much more energetic, and he's getting older, he's a senior dog, but, he's been so much more energetic, and he's getting older He's a senior dog, but now we've been going on longer walks and he's much more playful

He used to be pretty sluggish and sleeping all the time, but I've definitely noticed a major improvement since I started feeding him Nom Nom And the best part, they offer a money back guarantee If your dog's tail isn't wagging within 30 days, they'll refund your first order No fillers, no nonsense, just nom nom. Go right now for 50% off your no risk 2 week trial at trinom.com slash app. That's trinom.nom.com slash app for 50% off trinom.com slash app. I definitely want to dig into exit strategy because I am one of those paper millionaires, not yet a cash millionaire, but a paper millionaire, multi-millionaire. Exiting a company is a big part of creating generational wealth.

It is the way that people become billionaires and, you know, 100 millionaires. It's by exiting companies, not necessarily just creating them and running a business, right? So do you actually plan your exit strategy as you're entering a business? Like do you always know that you're gonna exit a business or do you just create companies and then it just naturally kind of happens?

Well, you always design a business to go public, which is a form of an exit. So the way you're designing it and architecting it should always be with an exit in mind. The other way that we exit is through dividend. So you can own a long-term company, and the profits of that company get dividended out to shareholders of which you're the largest one, for example. That's a form of exit, too. In order to dividend in order to go public, you have to have your financial house in order. You have to have a company that's providing value that has a defensible product in the

marketplace or a defensible competitive proposition. There's a lot of attributes that are necessary to have a company that is going to either exit by paying you dividends to where you literally have other people running it, and that company continues to pay you, or by way of being acquired by another party, a joint venture, or public offering. I always design the business with the intention to go public, even if I plan to maintain it to be private, because when you design it with that level of foundation, it's going to lend itself to exit events or opportunities to extract some liquidity from the business more often. So you always design with that intention. Now, in some businesses,

I knew I would exit it. Like Sky Pipeline, I knew it was an exit play. I was designing it for the short term to take advantage of an opportunity in the marketplace and I took advantage of that opportunity and sold. Vysalis, I knew I was going to exit that business too. I actually bought the company at 20,000 a month, scaled it to 65 million a month and then sold it in a $792 million transaction. And I knew from the minute I stepped foot in that business

that I was going to build it for an exit. Now I'm building more for a public offering. By Salis, I sold it and then I filed it for IPO and I went through a public offering process and then ended up canceling that and remaining in completing a transaction with the acquirer which was a public company. And so having experienced having been a part

of public company transactions and I was the CEO of the largest division of the public company that acquired me. So I have a lot of public market experience. I'm building a company that will one day go public now. That's super interesting. I'd love to kind of like pause and backtrack on how you actually grew those two companies and then exit of them. Like what was your actual plan? How did you build that business in a way that it would actually be sellable afterwards? Well, when people on your board, investors or mentors that have bought and sold companies, so I had no idea what I was doing.

But I had great people mutually invested in my future that were experts at buying and selling companies. And they insisted that I build the company so that they could, excuse me, one day exit. So it's so important to make sure that you're surrounding yourself with great mentors and you have great people that are going to help you. Secondly, is hire the best talent that you can that have also been through these processes.

Because when you have talent that has gone through exits or talents that have done strategic ventures or venture capital investing and things like that, those talented individuals are going to give you the knowledge that you don't have yet to get to where you want to go. Every one of us has a knowledge gap. You know, the difference between me and a person that has yet to build a multi-million-dollar company is just simply a gap of knowledge. gap. The difference between me and a person that has yet to build a multi-million dollar company is just simply a gap of knowledge. And the way you fill that gap of knowledge is you get people

around you that have done what you want to do. You pay them well and generously, and then you drive toward the collective vision of the group. And so in your experience selling all these companies, sorry, I'm asking so many questions because a lot of people at home on my show actually don't really exit, like you know, don't have so much exiting experience and you do and I actually had Sharon Letcher on the show recently and she talked a bit about this so it's fresh on my mind.

So talk to us about what were the metrics that these people were looking for when they were evaluating your business when you were trying to sell it? Yeah, it's a good question. Number one, everyone wants growth. So if you have to have a growth company, a company that's growing revenue line, profit line,

and it has a tremendous market opportunity for growth. That's what people are buying. They're buying your growth. So you want to be in a category that's growing, and you want to have a unique approach to that category that has an opportunity for growth, and then you want to build a religion in your company around growth. And so that's extremely important.

The market pays for growth. And it pays a multiple for growth, which is what you're looking for. You know, I accidentally added an eight times multiple on my profits. And so that's because there was growth that was projected. There was well beyond a single year's worth of profits. So your growth and your growth predictions are gonna be important to that. The other ratios that you have to have in alignment,

the most important one is what percentage of profit are you delivering to the bottom line of your total revenue. So in the case of Vysalis, I was doing 635 million in revenue and I did 97 million in profit that year. So I had a great revenue to profit ratio that was conducive to a company that could continue to invest in its growth and invest in its expansion. Now, how you get to that level of profit,

there's a combination of things that you have to be able to do, but ultimately, it comes down to your revenue growth and your profit and your profit growth. So your revenue growth should match your, sorry, your profit growth should match your revenue growth. Your profit shouldn't go down as your revenue goes up. Very, very interesting. And I love the fact that you said you have to be in a growth category and being a growth state. A lot of people, I think, wait too long and sell their business

when they're, you know, at a low point or they're desperate. And instead of selling their business, when it's actually the best time to sell, which is when it's going really great, is that right? Yeah, I'm mid-terming an entrepreneur right now who's about to complete a $75 million transaction to sell his business. And he's selling at the very peak. He's a young man, he's just turned 30. And he's selling right at that, that cost.

And part of the dilemma that we've, you know, we've worked through and my mentoring of him is it, you know, should he keep the business or should he sell the business? And after doing some analysis and having some deep discussions, he's selling at the perfect time. And so, you know, timing is everything on these things. If he stuck around in the year or two, he might not get $75 million shares business. He might get $7.5 million for his business. Well, can you dig deep around that?

What makes it the perfect time to sell? Well, for him, it's the amount of market share that he's captured in the marketplace and how ripe the marketplace is for his product. And so it's a timing thing. Now, you're not always going to get this right. Another entrepreneur that I helped mentor the seller of his business was a gentleman

by the name of Gerard Adams, and he had a company called Elite Daily. And they had just got to a place where their website had 70 million unique views happening a month, and then they sold it to a publicly traded company. Now, it still remains seen if they'd held on to it. Could they have done something with those 70 million uniques that was beyond the 50 million that they received?

They decided to sell because they were young and they wanted that cash. If I had owned the company, I wouldn't have sold because I've already made 50 million. I would have tried to hold out for 500 million, but I would have been willing to risk the 50 million. So that's the, the, the barometer is like, how would you feel if you didn't sell and you could have made 50 million and you didn't sell and you made five million? Like how would that affect you? For me, I can stomach a loss like that because I have such a broad view on risk and I can take risk. I have a lot of capability to do that. So I've left billion on the table before.

And so things like that, it bothers me. It teaches me, but I so believe in myself that I believe I will leverage the fact that I left a billion on the table to make more than that. And so I don't get too caught up in that. But some people would be devastated. They would never be able to live life the same way, knowing that they've left a billion dollars on the table.

I think this is a great segue to something that you talk about often, which is risk quotient and failure quotient. Could you explain those two concepts to us? Yeah, you just got to be good at failing. You got to love and embrace failure. Every successful company has failed its way to that success. Every failure, if you view every project and every product as an experiment,

an experiment fail all the time. That's what they're designed to do. But from those experiments, you're going to extract best practices, you're gonna learn. And then the next time around, you're going to do it better. I equate entrepreneurship to house building. You know, my first house that I built in the field of entrepreneurship, it wasn't that great of a house,

but it ended up being worth $25 million. And then I built another house, it was worth $700 million. The third house that I'm going to build, I'm building now, I'm 100% sure it's going to be worth something far greater than the last house that I built because I'm taking with me into my new house all of the old house best practices and I'm learning from and leaving behind all the failures and all the short sightedness and challenges that I face. So, you know, entrepreneurship is building and building

is failure. Building is learning. Building is trial and error and you just have to get good at that. So, you know, I really embrace failure. I look forward to the learnings from it and I plan my experiments in a very meticulous way so that I can extract the data from it, and then I can apply the successes toward future endeavors. And then in terms of, so you have this concept, risk quotient, failure quotient. And I think the failure quotient is when you're evaluating

whether or not to do something, you think about what would happen, what is the risk of failing? Like, if I'm going to be an entrepreneur and I suck and my business tanks and I'm embarrassed with my friends and families, like weighing that risk of everything as well. Can you talk to us about that kind of decision making? Yeah.

You really, the reason why my book is called Nothing to Loose is, you know, that was the mindset that I had. I, I didn't fear. I, when I really looked at what do I really have to lose, especially for the younger audience, you really don't have anything to lose. It is critical though to not worry about the opinions of others in your thought process and to realize if you're not taking the action necessary or taking the risk necessary, then it might be because you're worried too the action necessary or taking the risk necessary, then it might

be because you're worried too much about what other people believe. But when I realized like there was no way I was going to go back to the poverty and to the gang infested crack house that I was living in, I knew that that was not an option. Then I realized I really had nothing to lose. And that's why it's so easy to take action as a younger person because you don't have a mortgage yet. You're not paying for kids yet. You don't have kids in school and a variety of different, other, different responsibilities that prohibit you from taking action.

So as an entrepreneur, and a young entrepreneur, it's like, you should be the most deadly entrepreneur in the marketplace because you truly don't have anything to lose. You can get by with very little and you could put all of your time, effort, energy and money back into the business. And even now, as I have a small startup that's only a couple of years old, I pour every dollar that that company makes back into the business. It's making millions of dollars a year. I'm not out buying Lamborghinis and buying those things with the money.

It's like, no, not a chance because the return on investment that I receive by reinvesting that money back into the business is far greater than anything else I can spend that money on. There is no better return on investment than investing in your business and scaling your business. I definitely agree. I invest all the money that I make from sponsorships on my podcast, back into my marketing and podcast agency, and it is the best decision because what's better than investing in yourself and the business that you own.

So I totally agree there. Yeah, you might, the return on investment, if you can get, you know, if you're running advertising, for example, and you have a row as a five X, like there's nothing, you can't buy Bitcoin and get a 5x row as in a month. You can't buy enough to use it. I mean, you can in rare circumstances, but not in a predictable, duplicatable fashion

day in and day out and get 5x your money every time you trade a Bitcoin. You're just not going to do that. But you get 5x your money if you can build a company that gets a 5x row as. So there's just no better profitability than having a return on investment strategy that has a high yield within your own company, much better than going after this shiny object or that shiny object in the marketplace. Yeah. So I'd love to kind of pick your brain in terms of why your current company.

And I think when you're saying IPO, are you talking about alter call? Are you talking about a different company? Okay. Okay. Cool. So I guess I'm wondering why you decided that that company is worse than IPO versus just selling. Yeah. Well, I, I don't want to sell again, because I've done that. I've already done that a few times. And I have that experience. And when you sell, it's like you're selling your baby. And all of your children that are part of this company, your customers, your team members, you're like packaging them up and you're saying, okay, you have a new father.

And it's really that way. And it can be terrible for some of them. And it's tough to rebuild a team again. And so I'm at, I'm 44 years old. And so at this stage of my life, I'm building my last team. I'm building a team for the next 20, 30 years. However long, I decide to continue to build teams.

And I'm building a last team. And so I'm building this in a way that's going to create a legacy. And so the IPO strategy is a way to create a legacy. And so the IPO strategy is a way to create that legacy in a way to make sure that I'm able to preserve the team and continue to have a legacy that my family can participate in well beyond my active years in building businesses. Yeah, and it seems like, alter-call speaks to a mission in terms of how you want to impact the world that maybe some of your other companies didn't necessarily do.

So talk just about the mission of that company. Well, we are a conscious company. And so we are building a model of how to operate as a conscious company. And we're a coaching platform. So we coach entrepreneurs. We have a number of different people that we've taught, different practices, and different frameworks and curriculum and so forth that I've shared with you a little bit here.

And then we deploy that into the field and we help entrepreneurs create conscious companies. The individual I was telling you about that I'm mentoring on a $75 million ex it is one of our customers. And so we help them develop and scale and build their business in a conscious way. And by conscious, I mean, making an impact,

you know, seeing their business, our entrepreneurs see their business in a conscious way. And by conscious, I mean, making an impact, you know, seeing their business, our entrepreneurs see their business vehicles as an opportunity for them to manifest their sole purpose in the marketplace. And so we're helping entrepreneurs make an impact and their business vehicles are the way that they're actually achieving that. We'll be right back after a quick break from our sponsors.

Hear that sound, young and profitors? You should know that sound by now, but in case you don't, back after a quick break from our sponsors. Hear that sound, young and profitors? You should know that sound by now, but in case you don't, that's the sound of another sale on Shopify. Shopify is the commerce platform that's revolutionizing millions of businesses worldwide. Whether you sell edgy t-shirts or offer an educational course like me, Shopify simplifies selling online and in person so you can focus on successfully growing your business.

Shopify is packed with industry leading tools that are ready to ignite your growth, giving you complete control over your business and brand without having to learn any new skills in design or code. And Shopify grows with you no matter how big your business gets. Thanks to an endless list of integrations and third-party apps, anything you can think of from on-demand printing to accounting to chatbots, Shopify has everything you need to revolutionize your business. If you're a regular listener, you probably know that I use Shopify to sell my LinkedIn secrets masterclass. Setting up my Shopify store just took me a few days. I didn't have to worry about my website and how I was going to collect payments

and how I was going to trigger abandoned cart emails and all these things that Shopify does for me was just a click of a button even setting up my chat bot was just a click of a button. It was so easy to do. Like I said, just took a couple of days and so it just allowed me to focus on my actual product and making sure my LinkedIn masterclass was the best it could be and I was able to focus on my marketing. So Shopify really, really helped me make sure that my masterclass was going to be a success right off the bat and enabled focus and focus is everything when it comes to entrepreneurship. With Shopify single dashboard, I can manage my orders and my payments from anywhere in the world.

And like I said, it's one of my favorite things to do every day is check my Shopify dashboard. It is a rush of dopamine to see all those blinking lights around the world showing me where everybody is logging on on the site. I love it. I highly recommend it. Shopify is a platform that I use every single day and it can take your business to the next level. Sign up for a $1 per month trial period at Shopify.com-profiting. Again, go to Shopify.com-profiting all lowercase to take your business to the next level today. Again, that Shopify.com-profiting, Shopify.com-profiting all lowercase. This is possibility powered by Shopify. Yeah, bam. If you're ready to take your business to new heights, break through to the six or

seven-figure mark or learn from the world's most successful people, look no further because the Kelly Roach show has got you covered. Kelly Roach is a best-selling author, a top-ranked podcast host, and an extremely talented marketer. She's the owner of NotOne, but six thriving companies, and now she's ready to share her knowledge and experience with you on the Kelly Roach show. Kelly is an inspirational entrepreneur, and I highly respect her. She's been a guest on YAP. She was a former social client. She's a podcast client, and I remember when she came on Young & Profiting and she talked

about her conviction marketing framework. It was like mind-blowing to me. I remember immediately implementing what she taught me in the interview in my company and the marketing efforts that we were doing. And as a marketer, I really, really respect all Kelly has done, all Kelly has built. In the corporate world, Kelly secured seven promotions in just eight years, but she didn't just stop there. She was working in I to five. And at the same time, she built her eight figure company as a side hustle and eventually took it and made her full time hustle and her strategic business goals led her to win the prestigious Inc 500 award for the fastest growing business

in the United States. She's built an empire she's earned a life changing wealth. And on top of all that she maintains a happy marriage and healthy home life. On the Kelly Road show, you'll learn that it's possible to have it all. Tune into the Kelly Road Show as she unveils her secrets for growing your business. It doesn't matter if you're just starting out in your career or if you're already a seasoned entrepreneur. In each episode, Kelly shares the truth about what it takes to create rapid, exponential growth. Unlock your potential, unleash your success, and start living your dream life today. Tune into the Kelly Road Show available on Apple Podcasts, Spotify, or wherever you listen to podcasts.

Hey, ya fam! As you may know, I've been a full-time entrepreneur for three years now. Yet media blew up so fast, it was really hard to keep everything under control, but things have settled a bit, and I'm really focused on revamping and improving our company culture. I have 16 employees, so it's a lot of people to try to rally and motivate, and I recently had best selling author Kim Scott on the show. And after previewing her content in our conversation, I just knew I had to take her class on master class, tackle the hard conversations with Radical Cander to really absorb all she has to offer. And now I'm using her Radical Cander method every day with my team to give

insolicit feedback, to cultivate a more inclusive culture, and to empower them with my honesty. And I can see my team feeling more motivated and energized already. They are really receptive to this framework and I'm so happy because I really needed this class. With masterclass, you can learn from the best to become your best anytime, anywhere, and at your own pace. And we all know that profiting in life doesn't just mean thriving in business. With masterclass, you can brush up on your art skills or your cooking skills, or even

your modeling skills. With over 180 classes from a range of world class instructors, that thing you've always wanted to do better is just a few clicks away. On Masterclass you'll find courses from many app all-star guests like Chris Voss and Daniel Pink. I've been taking their sales and negotiation classes and I've been feeling like a real shark lately. I've totally leveled up my sales skills. How much would it cost you to take a one-on-one class from the world's best? A lot. But with Masterclass annual memberships, it just cost you $10 a month. I have to say the most surprising thing about Masterclass since I started this incredible

journey on the platform is the value. For the quality of classes, instructors, the platform itself is beautiful, the videos are super high quality, the platform itself is beautiful. The videos are super high quality. You can't beat it. Gain new skills in as little as 10 minutes on your phone, your computer, tablet, smart TV, and my personal favorite way to learn is their audio mode to listen on the go. That way I can multitask while I learn. Get unlimited access to every class and right now as the app listener, you can get 15%

off when you go to masterclass.com slash profiting. That's masterclass.com slash profiting for 15% off an annual membership masterclass.com slash profiting. From my understanding, there's a lot of like spirituality and meditation involved. So what is kind of the intersection of that? What's the relationship between spirituality and entrepreneurship? The relationship between spirituality and entrepreneurship is two, the individual entrepreneur. The entrepreneurs that we tend to attract all have their own unique faith. That's not what we're teaching. We're teaching them how to connect to their own unique specific faith, utilize the tools of meditation, breath, work, mindfulness and a variety of other modalities that we teach.

So that way, they can bring their best energy to their work product. So they can be more decisive, have better discernment, execute with greater efficiency and productivity, and ultimately be more generous. And so we teach entrepreneurs the duality between productivity and generosity. Spirituality is an important element of our entrepreneur's success because each one that's been attracted to our movement has their own spiritual faith. We have Muslims, we have Buddhists, we have Christians, we're not specific to that. We just want them to see that this is in connection, that the work that they're doing is a calling on their life,

is connected to their higher power. And then the tools that we use to help them express that calling are the ones that I just shared such as meditation and so forth. Now, it is our job at Altercog to model a higher level of efficiency as a result of being a more conscious company and to spread that model and that level of productivity onto the other companies that we teach and mentor and ultimately to shift the culture of business to being more mindful. It is our belief that business is right for a disruption as a whole and that we can help a business as a category become more spiritual, become more mindful. And as a result of that, solve some of the problems that are that exist in our marketplace.

Right now, the business world is creating a lot of suffering and a lot of pain for our planet, a lot of suffering and a lot of pain for their employees and their team members. That's why we're seeing the great resignation. So we're creating a new model of business that we hope will spread a light into many different businesses in the world. Cool. I would love to understand what a conscious company is exactly. So why don't you compare and contrast

a conscious company versus an unconscious company? Well, a conscious company would put their impact in their purpose first, and they would operationalize to that impact in that purpose. An unconscious company might put their greed first, their ego first, right? So it might be the desire of the owners, you know, the owner

to receive power. And so the company exists for the owner's power or the company exists to profit above all else. And that might mean that they would damage the environment. That might mean that they use child labor and third world countries. That might mean that the decisions that they use or that they deploy are counterproductive to a society that desperately is suffering and desperately needs to be healed. So a conscious company is building a product in a service in such a way that it's actually

maximizing the impact that it can make and making the world better, making the team that they're working with better and their customers better, and they're focused on that purpose as being their highest order, as opposed to their profits or their desire for wealth or status.

This is like a key theme that I've been hearing lately. I've been doing this podcast for about four years and more and more am I hearing people talk about this need to put a cost to your cash, a purpose to your profits, that kind of a thing. Some people call it the generosity purpose. Everybody has their own kind of phrase for it, but it's becoming more of a thing, this social entrepreneurship essentially. Yeah, it's an awakening. And the cool thing is, this capitalism is one of my favorite subjects to talk about.

Because when capitalism sees a company like Alter Called Build a Coaching Platform utilizing these new methods, it will automatically adopt these new methods. Because the marketplace will reward those people that utilize these methods. And if these people utilize these methods and turn out a higher degree of profitability, the rest of capitalism will have no choice but to adopt or perish. And so it's my mission to be a catalyst for that disruption in the marketplace.

Super super interesting. So I'd love to go back to some of your failure because when I was reading your story, it was a roller coaster of ups and downs. And for my understanding, and not all instances where you that great with your money. Like, you made a lot of money, but then you would lose it. So, talk to us about the importance of how to manage your money

if you end up making a lot of money and selling your company and becoming a successful entrepreneur. Yeah, well, the best way I could describe this is, I put all of my energy in making money, and I didn't put any energy into saving it. And now that I'm a little older, I realize you kind of have to do both. But I develop the skills to make it and I have to tell you that is the most important part of a business.

If you get the top line right and you have a skill of making money, you can figure out how to save it. You can hire people that will help you save it. But if you never develop the skill of making it, you know, you're going to have a lot of trouble in business. So I put all of my energy into that, but I made so much of it that I didn't have a respect for money, you know, because I made so much so fast so early, I didn't care. Like people would see me throw a million dollars away and I just didn't care because I knew I could make it. And that's not a long-term strategy

because it becomes more fun to spend the money than it becomes to make the money. So eventually you start spending the money and you receive a lot of pleasure in spending money. And there's more pleasure in spending it than making it and then you become out of balance the next thing you know, you have no money left. So I've learned in my later years

how to have a balance between making it and receiving pleasure from it and investing it and so forth. So it's important to learn both of those two modalities. But what happens when you start making a lot of money is you just gain, you know, you have a lot more options. And when you're young and single, like, you know, I was an am, I don't spend money like I used to. You just tend to experiment a lot more with all your newfound wealth. And I made a lot of dumb investments. I bet millions of dollars on bad companies.

I wasted millions of dollars in stupid things like bottle service and private jets and stuff like that. That I had to do, I have no regrets. But I could say that I have at least $50 million that I've just lit on fire in my life to the point where now I don't have to do that. I got it out of my system. And now I'm a much better steward of money. Yeah.

So do you have any sort of methodologies for saving or you just like, I just need to at least save millions of dollars? Like is there any methodology or is it just? methodology is for saving or you just like I just need to at least save you know millions of dollars like is there any methodology or is it just yeah you know I I have a a very conservative approach to money now because I'm 44 years old and you know I I want to make sure that when I'm 84 years old that you know that I'm not thinking about making money, right? I shouldn't have that that process, my mind whatsoever. I should be spending time, my goal is to spend time in philanthropy and so forth. So my saving strategy is very conservative. I don't invest in volatile things.

I know a lot of people are going to hate to hear this, but I don't run in on, you know, the game stock or this stock or this Bitcoin or this NFT. The reason why is I have a son who's 12 years old. I want to make sure that I'm preserving a significant portion of the wealth that I'm creating today to make sure that I can see that into the hands of my son and, you know, my errors and that they can continue to create a legacy with it. So I'm much more conservative now. And so, you know, my mindset is I save a significant

some of my money and I put it in very conservative items, but to be specific, I'm saving at least 10% of every dollar that I bring in. I think that's a great rule of thumb. So as we start to approach the end of this interview, I do ask my guests some of the same questions at the end of the show, and then, you know, we chop them up at the end of the year and do fun things with them. So one of the last

questions I ask is what is one actionable thing our young and profitors can do today to become more profiting tomorrow? Learn how to generate revenue. Sharpen up your skills when it comes to sales and marketing. Those are the two things that drive revenue. And if you become very good at sales and marketing, the rest of everything will fall into place. I think that is really, really important. Sales and marketing, I feel like people don't realize that, especially as an entrepreneur, no matter what you do,

you need to be great at sales and marketing. So that's a great tip. Okay, and what is your secret to profiting in life? I try to extract as much value out of every moment as I possibly can and every experience. I'm constantly learning. And so I look at everything that I'm doing as an opportunity to learn each day. I reflect on what I learned the day prior. And I set my sights on what I want to learn today. They're not always the same. Sometimes I learned something I didn't expect to learn,

but each day I learn and so each day I grow and as a result of that, I'm constantly transforming. And are you reflecting in a journal or in your head? What is that practice like? For me, the contemplation is in a journal. And I jot a few notes. It's not too extensive for me personally, because I have a decent memory. So each day I just go back, but I spend the time contemplating. I spend at least an hour each morning

in total contemplation where I'm philosophically thinking about my experience from the day prior, what I want to let go of, what I want to carry forward, and then what I want to achieve today. I've done that enough days in a row to where I look forward to each day. Like I literally go to sleep so excited to be able to take on the next day each day.

And you can program your brain that way. You just have to do the practice that I just shared with you enough times in a row. I love that. And where can our listeners go to learn more about you and everything that you do? You can go to altrucall.com. It's a L-T-E-R-C-A-L-L dot com. Or you can catch me on Instagram. I'm at Real Ryan Blair and just shoot me a DM. Awesome. I love this conversation. So many tips for entrepreneurship. Thank you so much. Thank you. Wow. What a truly inspiring

conversation. Ryan has a rags-to-rich story that really didn't disappoint. This former gang member was handed very few opportunities early in his life, and now he's a respected serial entrepreneur, with a $792 million exit and a New York Times bestseller under his belt. Now, that's a come-up story worth bragging about. One of the biggest takeaways for me was Ryan's perspective on why younger people should be more open to taking risks. He believes that the younger you are, the less you have to lose.

No mortgage, no family, and I loved when he said, if you're not taking the action necessary or taking the risks necessary, then it might be because you're worried too much about what other people believe. Remember, please don't let other stop you from following your true calling. And don't let yourself stop you either. And while we're at it, don't let your age stop you. We can all agree that it's easier to take risks when we're young. We don't have that many financial or personal obligations, but don't let your obligations or age to tear you from following your dreams or starting a new career path or a business path.

You are never too old to start something new. You may just need to approach it differently. Maybe you can't go all in, but you can certainly tip toe your way to it. And with that said, yes, it's true that young entrepreneurs do have an advantage. Like Ryan said, when you're young, you can basically put all your time, said, yes, it's true that young entrepreneurs do have an advantage. Like Ryan said, when you're young, you can basically put all your time, effort, energy, and money back into your business. And even now with Ryan's company, Alter Call making millions of dollars a year, he still pours every dollar he makes back into the company.

Like Ryan said, the best ROI you can have is investing in your own business. And I completely align to this. I could be taking home so much more money with Yat Media, hundreds of thousands of dollars a year more, but I choose to reinvest that money back into the business, including all the advertising revenue we make on this podcast to continue to grow and scale my business, to hire the best employees,

to invest in new product innovation. And I invest in myself by investing in my business to hire the best employees to invest in new product innovation. And I invest in myself by investing in my business because I believe I'll get a higher return on my money than any stock or NFT or index fund could ever give me. The other advice I loved from Ryan was how to choose your inner circle wisely. I really resonated with this because the more successful I've become as an entrepreneur, the less the friends I grew up with support me and hang out with me. To be honest, I really lost a lot of friends over the last two years as I scaled my business. And like Ryan said, he thinks some people can't support us when we shine because they're

actually suffering inside. In Ryan's own words, if you're not fulfilling your soul's purpose and you're not extracting everything this life can give you, you're going to be suffering. And so these people believe that if they try to make you suffer a little, whether that's gossiping about you or not inviting you to a party or whatever it is, they'll suffer a little less. Ryan chooses to surround himself with people he can align with that provide him value and that he can provide value to.

He believes this value exchange has to be mutual and I definitely agree. I've been actively making new friends the past couple of years that fit this model and it's a beautiful feeling when you get to work and thrive with your best friends. My business partners are literally my best friends now and it's such a fun way to go about life. I couldn't imagine having a more fulfilling job, and it's all because I'm in business with people that have become my best friends. The other highlight for me in this conversation

was Ryan talking about how he's building his last company with alter-call. He's building his last team, and he's building this business to create his legacy, which is why he's deciding to IPO rather than sell so he can preserve his team and create his legacy. I thought that was so unique and cool. At AlterCall, Ryan teaches entrepreneurs the duality between productivity and generosity and how to build and scale conscious businesses. A conscious company or business puts their impact and their purpose first and builds a product and a service in a way that actually makes the world better. And not worse,

like many companies do, whether that's hurting the environment through pollution or abusing workers. This is truly an awakening right now in terms of businesses having a generosity purpose. This idea of social entrepreneurship or conscious business all share similar themes and we've covered it quite a bit on the podcast lately with number 154 with Mark Batterson and Derek Kinney from a recent app live. I like to think of conscious companies as businesses with the soul and if you want to learn more about this topic be sure to check out these episodes. Thanks so much for listening to young and profiting podcast. If you enjoyed this episode, make sure you drop us a five-star review on your favorite podcast platform. It's the number one way to thank us here at the show. Be sure to connect with me on

social media. You can find me on Instagram at YAHB with Hala or LinkedIn. Just search my name. It's Halah Taha. Big thanks to the app you, as always, this is Halat signing off. Are you looking for ways to be happier, healthier, more productive and more creative? I'm Gretchen Ruben, the number one best-selling author of the Happiness Project. And every week, we share ideas and practical solutions on the Happier with Gretchen Ruben podcast.

My co-host and Happiness Guinea Pig is my sister Elizabeth Kraft. That's me, Elizabeth Kraft, a TV writer and producer in Hollywood. Join us as we explore fresh insights from cutting edge science, ancient wisdom, pop culture, and our own experiences about cultivating happiness and good habits. Every week we offer a try this at home tip you can use to boost your happiness without spending a lot of time energy or money.

Suggestions such as follow the one minute rule. rule. Choose a one-word theme for the year, or design your summer. We also feature segments like Know Yourself better, where we discuss questions like, are you an over buyer or an under buyer? Morning person or night person, abundance lever or simplicity lever. And every episode includes a happiness hack, a quick, easy shortcut to more happiness. Listen and follow the podcast Happier with Gretchen Rubin. Hi, this is Gail from Navy Federal Credit Union. How can I help you?

Hey Gail, I'm looking for a credit card that's good for a busy lifestyle. I've got the hook up. You can earn three times the points on dining and two times on fuel with our gold rewards card. IYKYK. Do you mean if you know, you know, is that what that means? We totally get it. Finance, that is, learn more at NavyFederal.org, NavyFederal Credit Union. Our members are the mission, insured by NCUA.