7 simple rules to become a sales machine

Can I show you the highest value comment Can I show you the highest value comment on Hacker News that I've ever seen? on Hacker News that I've ever seen? on Hacker News that I've ever seen? >> Yeah, that has a lot of weight. >> This is from like years and years ago, >> This is from like years and years ago, but it's this comment about sales cuz but it's this comment about sales cuz but it's this comment about sales cuz Hacker News is full of engineers and Hacker News is full of engineers and Hacker News is full of engineers and they're like, "Hey, like, you know, I they're like, "Hey, like, you know, I they're like, "Hey, like, you know, I suck at sales. Anybody can help me get suck at sales. Anybody can help me get suck at sales. Anybody can help me get better at this?" And this guy wrote better at this?" And this guy wrote better at this?" And this guy wrote seven points and I just nodded my head seven points and I just nodded my head seven points and I just nodded my head so vigorously that my C4 C5s all so vigorously that my C4 C5s all so vigorously that my C4 C5s all >> sore. So, let me just give you this >> sore. So, let me just give you this >> sore. So, let me just give you this here. here. here. >> He said the guy goes, "Yeah, there's >> He said the guy goes, "Yeah, there's >> He said the guy goes, "Yeah, there's tons of resources to help you with tons of resources to help you with tons of resources to help you with sales, but I'll start with I'll try to sales, but I'll start with I'll try to sales, but I'll start with I'll try to offer some simple tips. Number one, offer some simple tips. Number one, offer some simple tips. Number one, sales is a lot like golf. You can make sales is a lot like golf. You can make sales is a lot like golf. You can make it so complicated that it's almost it so complicated that it's almost it so complicated that it's almost impossible, or you can simply walk up impossible, or you can simply walk up impossible, or you can simply walk up and hit the ball. I've been leading and hit the ball. I've been leading and hit the ball. I've been leading sales orders for about 20 years. My sales orders for about 20 years. My sales orders for about 20 years. My advice is to walk up and hit the ball. advice is to walk up and hit the ball. advice is to walk up and hit the ball. Number two, sales about people and it's Number two, sales about people and it's Number two, sales about people and it's about problem-solving. It's not about about problem-solving. It's not about about problem-solving. It's not about tech or solutions or chemicals or lines tech or solutions or chemicals or lines tech or solutions or chemicals or lines of code or artichokes. It's about of code or artichokes. It's about of code or artichokes. It's about people. It's about solving problems. people. It's about solving problems. people. It's about solving problems. Number three, people buy four things and Number three, people buy four things and Number three, people buy four things and four things only, ever. Those four four things only, ever. Those four four things only, ever. Those four things are time, money, sex, and things are time, money, sex, and things are time, money, sex, and approval or peace of mind. If you try to approval or peace of mind. If you try to approval or peace of mind. If you try to sell anything other than those four sell anything other than those four sell anything other than those four things, you will fail. things, you will fail. things, you will fail. Number four, Number four, Number four, >> people buy aspirin, always. They'll buy >> people buy aspirin, always. They'll buy >> people buy aspirin, always. They'll buy vitamins, sometimes, and but it'll be vitamins, sometimes, and but it'll be vitamins, sometimes, and but it'll be unpredictable. Sell aspirin. unpredictable. Sell aspirin. unpredictable. Sell aspirin. Number five, Number five, Number five, I say in every talk that I give that all I say in every talk that I give that all I say in every talk that I give that all things being equal, people will buy from things being equal, people will buy from things being equal, people will buy from their friends. So, make everything else their friends. So, make everything else their friends. So, make everything else equal and then go make a lot of friends. equal and then go make a lot of friends. equal and then go make a lot of friends. >> [laughter] >> [laughter] >> [laughter] >> Um number six, being valuable and useful >> Um number six, being valuable and useful >> Um number six, being valuable and useful is all you'll ever need to sell things. is all you'll ever need to sell things. is all you'll ever need to sell things. Help people out, send them interesting Help people out, send them interesting Help people out, send them interesting posts, write birthday cards, record posts, write birthday cards, record posts, write birthday cards, record videos, like sharing your ideas of how videos, like sharing your ideas of how videos, like sharing your ideas of how they could grow their business, they could grow their business, they could grow their business, introduce them to people who would introduce them to people who would introduce them to people who would benefit from knowing each other, and get benefit from knowing each other, and get benefit from knowing each other, and get out of the way. Expect nothing in out of the way. Expect nothing in out of the way. Expect nothing in return. Do this consistently and return. Do this consistently and return. Do this consistently and authentically and people will find ways authentically and people will find ways authentically and people will find ways to give you money. I promise. to give you money. I promise. to give you money. I promise. Number seven, no one cares about your Number seven, no one cares about your Number seven, no one cares about your quota, your payroll, your opex, your quota, your payroll, your opex, your quota, your payroll, your opex, your burn rate, no one. They care about the burn rate, no one. They care about the burn rate, no one. They care about the problem you're solving for them. There problem you're solving for them. There problem you're solving for them. There are more than a hundred trillion dollars are more than a hundred trillion dollars are more than a hundred trillion dollars in the economy just waiting for you to in the economy just waiting for you to in the economy just waiting for you to breathe it in. Good luck. breathe it in. Good luck. breathe it in. Good luck. >> [laughter] >> [laughter] >> [laughter] >> Who is the god of Hacker News? >> Who is the god of Hacker News? >> Who is the god of Hacker News? >> Are you reading any books? >> Are you reading any books? >> Are you reading any books? >> I am reading Influence again by Robert >> I am reading Influence again by Robert >> I am reading Influence again by Robert Cialdini. Cialdini. Cialdini. >> Why are you rereading Robert Cialdini's >> Why are you rereading Robert Cialdini's >> Why are you rereading Robert Cialdini's Influence? Influence? Influence? >> Because as the great Buddhist proverb >> Because as the great Buddhist proverb >> Because as the great Buddhist proverb says, "No man steps in the same river says, "No man steps in the same river says, "No man steps in the same river twice, for he is not the same man and twice, for he is not the same man and twice, for he is not the same man and the river is not the same river." the river is not the same river." the river is not the same river." >> Oh my god. Have you How long have you >> Oh my god. Have you How long have you >> Oh my god. Have you How long have you waited to use that one? waited to use that one? waited to use that one? >> [laughter] >> [laughter] >> [laughter] >> You start reading books, what are you >> You start reading books, what are you >> You start reading books, what are you doing? You just start turn You're doing? You just start turn You're doing? You just start turn You're turning into a quote machine. turning into a quote machine. turning into a quote machine. >> No, but really I think, you know, >> No, but really I think, you know, >> No, but really I think, you know, reading the best books again at reading the best books again at reading the best books again at different times in your life, different times in your life, different times in your life, it's a totally different book. You think it's a totally different book. You think it's a totally different book. You think you've read it and what I found is you you've read it and what I found is you you've read it and what I found is you you remember, you know, shockingly you remember, you know, shockingly you remember, you know, shockingly little of books. And so, going back and little of books. And so, going back and little of books. And so, going back and reading great books is um reading great books is um reading great books is um is like, you know, the gift that keeps is like, you know, the gift that keeps is like, you know, the gift that keeps giving in that sense. So, so that's what giving in that sense. So, so that's what giving in that sense. So, so that's what I'm doing. I'm doing. I'm doing. >> Uh did you ever read the blog post that >> Uh did you ever read the blog post that >> Uh did you ever read the blog post that I wrote about Influence, his book? I wrote about Influence, his book? I wrote about Influence, his book? >> No. >> No. >> No. >> Uh in 2014, I had just read his book and >> Uh in 2014, I had just read his book and >> Uh in 2014, I had just read his book and I wanted to implement what he what he he I wanted to implement what he what he he I wanted to implement what he what he he talked about and he has this rule called talked about and he has this rule called talked about and he has this rule called the rule of reciprocity, which basically the rule of reciprocity, which basically the rule of reciprocity, which basically just says, just says, just says, uh let's say that uh neighbor one goes uh let's say that uh neighbor one goes uh let's say that uh neighbor one goes to neighbor two, let's say I go to Shawn to neighbor two, let's say I go to Shawn to neighbor two, let's say I go to Shawn and I say, "Hey, can I borrow a cup of and I say, "Hey, can I borrow a cup of and I say, "Hey, can I borrow a cup of sugar?" and you say, "Yeah, I got you." sugar?" and you say, "Yeah, I got you." sugar?" and you say, "Yeah, I got you." The next day, if you come to me and say, The next day, if you come to me and say, The next day, if you come to me and say, "Hey, can I borrow your car for the "Hey, can I borrow your car for the "Hey, can I borrow your car for the day?" even though even though those two day?" even though even though those two day?" even though even though those two ask aren't even remotely equal, I, ask aren't even remotely equal, I, ask aren't even remotely equal, I, because of the rule of reciprocity, am because of the rule of reciprocity, am because of the rule of reciprocity, am very likely to lend you my car because very likely to lend you my car because very likely to lend you my car because the rule of reciprocity states that if the rule of reciprocity states that if the rule of reciprocity states that if you do something nice for someone, they you do something nice for someone, they you do something nice for someone, they are they have a high chance of doing are they have a high chance of doing are they have a high chance of doing something nice in exchange to you, even something nice in exchange to you, even something nice in exchange to you, even if the they aren't equal. if the they aren't equal. if the they aren't equal. And uh that's like how society is is And uh that's like how society is is And uh that's like how society is is built, one could say, is like based off built, one could say, is like based off built, one could say, is like based off the rule of reciprocity. So, when I was the rule of reciprocity. So, when I was the rule of reciprocity. So, when I was a kid, I was uh 24 years old, there was a kid, I was uh 24 years old, there was a kid, I was uh 24 years old, there was a motorcycle for sale, I think for a motorcycle for sale, I think for a motorcycle for sale, I think for $1,800, and I went to buy it and I took $1,800, and I went to buy it and I took $1,800, and I went to buy it and I took photos and documented all of this as I photos and documented all of this as I photos and documented all of this as I went, and I was like, "Hey, uh you have went, and I was like, "Hey, uh you have went, and I was like, "Hey, uh you have the motorcycle for $1800? Let me see it. the motorcycle for $1800? Let me see it. the motorcycle for $1800? Let me see it. Let me check it out. Awesome. Oh, by the Let me check it out. Awesome. Oh, by the Let me check it out. Awesome. Oh, by the way, I'm really sorry I'm late. I I just way, I'm really sorry I'm late. I I just way, I'm really sorry I'm late. I I just I wanted to stop and get a Coke cuz it I wanted to stop and get a Coke cuz it I wanted to stop and get a Coke cuz it was kind of hot outside. I got one for was kind of hot outside. I got one for was kind of hot outside. I got one for you if you want one. Do you want one?" you if you want one. Do you want one?" you if you want one. Do you want one?" And he goes, "Yeah, sure. Thanks." Um And he goes, "Yeah, sure. Thanks." Um And he goes, "Yeah, sure. Thanks." Um and then uh as I start talking to him and then uh as I start talking to him and then uh as I start talking to him and I'm like, "Look, I love this and I'm like, "Look, I love this and I'm like, "Look, I love this motorcycle, but like I'm a young guy. I motorcycle, but like I'm a young guy. I motorcycle, but like I'm a young guy. I don't have a lot of money. I know you're don't have a lot of money. I know you're don't have a lot of money. I know you're asking for 18. asking for 18. asking for 18. >> [snorts] >> [snorts] >> [snorts] >> Could Could you do 14?" And he goes, >> Could Could you do 14?" And he goes, >> Could Could you do 14?" And he goes, "You know, you brought me the Coke. You "You know, you brought me the Coke. You "You know, you brought me the Coke. You seem like a nice kid. Yeah, I guess I seem like a nice kid. Yeah, I guess I seem like a nice kid. Yeah, I guess I can do that." And so like there's a blog can do that." And so like there's a blog can do that." And so like there's a blog post where I took photos of myself like post where I took photos of myself like post where I took photos of myself like when he was when he was like turned when he was when he was like turned when he was when he was like turned around like signing the paperwork, I around like signing the paperwork, I around like signing the paperwork, I like like like took the took the photo. But anyway, the took the took the photo. But anyway, the took the took the photo. But anyway, the rule of reciprocity is pretty amazing. rule of reciprocity is pretty amazing. rule of reciprocity is pretty amazing. >> So, let me tell you a funny follow-up >> So, let me tell you a funny follow-up >> So, let me tell you a funny follow-up story to that. I remember you telling story to that. I remember you telling story to that. I remember you telling the story about the Diet Coke and the the story about the Diet Coke and the the story about the Diet Coke and the negotiation and how you always bring two negotiation and how you always bring two negotiation and how you always bring two Diet Cokes to a negotiation, correct? Diet Cokes to a negotiation, correct? Diet Cokes to a negotiation, correct? You've told me this before like 10 years You've told me this before like 10 years You've told me this before like 10 years ago, right? ago, right? ago, right? >> to bring a gift. Yeah, I try to bring >> to bring a gift. Yeah, I try to bring >> to bring a gift. Yeah, I try to bring something. something. something. >> Well, I took it as Diet Coke. So, here's >> Well, I took it as Diet Coke. So, here's >> Well, I took it as Diet Coke. So, here's what happened. I uh recently what happened. I uh recently what happened. I uh recently uh I was coaching this high school uh I was coaching this high school uh I was coaching this high school basketball team, as you know. And basketball team, as you know. And basketball team, as you know. And anytime I'm doing a project, I want to anytime I'm doing a project, I want to anytime I'm doing a project, I want to try to make it as interesting, as cool try to make it as interesting, as cool try to make it as interesting, as cool as possible. And what I do sometimes is as possible. And what I do sometimes is as possible. And what I do sometimes is I do things that are maybe like not the I do things that are maybe like not the I do things that are maybe like not the default way of doing things. So, I was default way of doing things. So, I was default way of doing things. So, I was trying to create content for the team so trying to create content for the team so trying to create content for the team so that the team would have like really that the team would have like really that the team would have like really cool like media going with it. And so, cool like media going with it. And so, cool like media going with it. And so, the principal and the AD did not like the principal and the AD did not like the principal and the AD did not like it. it. it. >> Are you talking about the the post that >> Are you talking about the the post that >> Are you talking about the the post that you made about your you made about your you made about your doing being a coach? doing being a coach? doing being a coach? >> Of being a coach, yeah. And how we were >> Of being a coach, yeah. And how we were >> Of being a coach, yeah. And how we were going to try to have this take this going to try to have this take this going to try to have this take this underdog team and try to get them to be underdog team and try to get them to be underdog team and try to get them to be state champions. And I was going to state champions. And I was going to state champions. And I was going to we're going to record the vlog along the we're going to record the vlog along the we're going to record the vlog along the way. So, way. So, way. So, post the vlog, it gets 20,000 views in post the vlog, it gets 20,000 views in post the vlog, it gets 20,000 views in the first 24 hours. But one of those the first 24 hours. But one of those the first 24 hours. But one of those views was the principal or the AD. They views was the principal or the AD. They views was the principal or the AD. They call me, they're like, "Hey, you need to call me, they're like, "Hey, you need to call me, they're like, "Hey, you need to take this down." So, we say, "Okay, take this down." So, we say, "Okay, take this down." So, we say, "Okay, we'll take it down." And he says, "I we'll take it down." And he says, "I we'll take it down." And he says, "I want to meet with you. Be in my office want to meet with you. Be in my office want to meet with you. Be in my office Monday." Monday." Monday." >> Dude, you got called to the principal's >> Dude, you got called to the principal's >> Dude, you got called to the principal's office. That's the most principal thing office. That's the most principal thing office. That's the most principal thing ever. ever. ever. >> [laughter] >> [laughter] >> [laughter] >> And so, here I am. I thought I was past >> And so, here I am. I thought I was past >> And so, here I am. I thought I was past this. I'm now in my late 30s. And I'm this. I'm now in my late 30s. And I'm this. I'm now in my late 30s. And I'm I'm I'm nervous. I'm going to the I'm I'm nervous. I'm going to the I'm I'm nervous. I'm going to the principal's office. And I bring So, principal's office. And I bring So, principal's office. And I bring So, we're we're recording a vlog of this we're we're recording a vlog of this we're we're recording a vlog of this thing and I I'm telling the vlog I said, thing and I I'm telling the vlog I said, thing and I I'm telling the vlog I said, "You know, my friend Sam taught me this "You know, my friend Sam taught me this "You know, my friend Sam taught me this this trick, this little little the law this trick, this little little the law this trick, this little little the law of reciprocity. Let me Let me put you of reciprocity. Let me Let me put you of reciprocity. Let me Let me put you guys on some game. guys on some game. guys on some game. You know, people have this really high You know, people have this really high You know, people have this really high likelihood to return the favor if you do likelihood to return the favor if you do likelihood to return the favor if you do a small favor for them." I said, "Watch a small favor for them." I said, "Watch a small favor for them." I said, "Watch I said I'm I'm going to be late to this I said I'm I'm going to be late to this I said I'm I'm going to be late to this meeting, but I'm going to stop and get meeting, but I'm going to stop and get meeting, but I'm going to stop and get this Diet Coke cuz this is the most this Diet Coke cuz this is the most this Diet Coke cuz this is the most important part of the meeting." And I'm important part of the meeting." And I'm important part of the meeting." And I'm like, "Follow me." The vlog camera like, "Follow me." The vlog camera like, "Follow me." The vlog camera follows me and we get two Diet Cokes follows me and we get two Diet Cokes follows me and we get two Diet Cokes and we go and we go and we go and I'm so ready for this and I get to and I'm so ready for this and I get to and I'm so ready for this and I get to the meeting and we sit down and I'm the meeting and we sit down and I'm the meeting and we sit down and I'm like, "I don't fully remember the line like, "I don't fully remember the line like, "I don't fully remember the line that you said about like how to do it." that you said about like how to do it." that you said about like how to do it." And I think there's a actually a really And I think there's a actually a really And I think there's a actually a really specific way in the book that Robert specific way in the book that Robert specific way in the book that Robert Cialdini describes it, which is um Cialdini describes it, which is um Cialdini describes it, which is um two people are doing a psych study, the two people are doing a psych study, the two people are doing a psych study, the guy walks out, and he comes back and he guy walks out, and he comes back and he guy walks out, and he comes back and he says, "Hey, they says, "Hey, they says, "Hey, they I asked the guy if we if I could have a I asked the guy if we if I could have a I asked the guy if we if I could have a Coke." He said, "Yeah, so I brought you Coke." He said, "Yeah, so I brought you Coke." He said, "Yeah, so I brought you one, too." one, too." one, too." Um so, it's kind of kind of sounds like Um so, it's kind of kind of sounds like Um so, it's kind of kind of sounds like very like you know, thoughtful and in very like you know, thoughtful and in very like you know, thoughtful and in passing. And you said a set a very passing. And you said a set a very passing. And you said a set a very similar thing. similar thing. similar thing. And so, I walk in and I just go He's And so, I walk in and I just go He's And so, I walk in and I just go He's like, "Hey guys." And I go, "You want a like, "Hey guys." And I go, "You want a like, "Hey guys." And I go, "You want a Diet Coke?" And then he's like Diet Coke?" And then he's like Diet Coke?" And then he's like [laughter] [laughter] [laughter] And he just goes, "No, thanks." And now And he just goes, "No, thanks." And now And he just goes, "No, thanks." And now I have two Diet Cokes. I go, "I have I have two Diet Cokes. I go, "I have I have two Diet Cokes. I go, "I have >> [laughter] >> [laughter] >> [laughter] >> two." >> two." >> two." I go, "I have two." And he goes, I go, "I have two." And he goes, I go, "I have two." And he goes, "I'm all set." "I'm all set." "I'm all set." And then I And the vlog camera's on me And then I And the vlog camera's on me And then I And the vlog camera's on me and it's like The Office. I look at the and it's like The Office. I look at the and it's like The Office. I look at the camera camera camera >> [laughter] >> [laughter] >> [laughter] >> and it's like, "This is not going as >> and it's like, "This is not going as >> and it's like, "This is not going as planned. I'm Michael Scott-ing this." planned. I'm Michael Scott-ing this." planned. I'm Michael Scott-ing this." And then I open up the Diet Coke almost And then I open up the Diet Coke almost And then I open up the Diet Coke almost explodes cuz I've been like, you know, explodes cuz I've been like, you know, explodes cuz I've been like, you know, nervous the whole time. Luckily, doesn't nervous the whole time. Luckily, doesn't nervous the whole time. Luckily, doesn't totally foam over and I proceed to drink totally foam over and I proceed to drink totally foam over and I proceed to drink two Diet Cokes while this guy absolutely two Diet Cokes while this guy absolutely two Diet Cokes while this guy absolutely shuts down my program. And so, that's shuts down my program. And so, that's shuts down my program. And so, that's the law of reciprocity gone wrong. the law of reciprocity gone wrong. the law of reciprocity gone wrong. >> That is so funny. That is so funny. That >> That is so funny. That is so funny. That >> That is so funny. That is so funny. That is so good. is so good. is so good. >> [laughter] >> [laughter] >> [laughter] >> All right, I have a story for you. Hey, >> All right, I have a story for you. Hey, >> All right, I have a story for you. Hey, everyone, really quick, if you're everyone, really quick, if you're everyone, really quick, if you're enjoying this episode on CEO stuff, so enjoying this episode on CEO stuff, so enjoying this episode on CEO stuff, so delegating, having hard conversations delegating, having hard conversations delegating, having hard conversations with your team, hiring, then I've got with your team, hiring, then I've got with your team, hiring, then I've got something for you. So, the team at something for you. So, the team at something for you. So, the team at HubSpot, they actually went and put HubSpot, they actually went and put HubSpot, they actually went and put together a bunch of best practices that together a bunch of best practices that together a bunch of best practices that Shawn and I use in our own companies. Shawn and I use in our own companies. Shawn and I use in our own companies. And they put it together in something And they put it together in something And they put it together in something that's really easy to read and that's really easy to read and that's really easy to read and understand. And so, if you want to just understand. And so, if you want to just understand. And so, if you want to just save yourself 10 years of headache and save yourself 10 years of headache and save yourself 10 years of headache and heartache, then you should check it out. heartache, then you should check it out. heartache, then you should check it out. I wish we had this a long time ago. It I wish we had this a long time ago. It I wish we had this a long time ago. It would have helped me a lot. But, there would have helped me a lot. But, there would have helped me a lot. But, there should be a QR code on your screen that should be a QR code on your screen that should be a QR code on your screen that you can scan or a link in the you can scan or a link in the you can scan or a link in the description. So, check it out. It's description. So, check it out. It's description. So, check it out. It's totally free and totally awesome. So, I told you the other day how I like So, I told you the other day how I like for the first time ever, I like went out for the first time ever, I like went out for the first time ever, I like went out to dinner with someone. to dinner with someone. to dinner with someone. And I'm like such a homebody. And I'm like such a homebody. And I'm like such a homebody. Well, my friend Well, my friend Well, my friend >> What are you talking about? I visited >> What are you talking about? I visited >> What are you talking about? I visited you in New York. You literally walk you in New York. You literally walk you in New York. You literally walk around New York with a briefcase and around New York with a briefcase and around New York with a briefcase and like, you know, business cards and like, you know, business cards and like, you know, business cards and Altoids in your pocket trying to meet Altoids in your pocket trying to meet Altoids in your pocket trying to meet people riding the subway. You're You're people riding the subway. You're You're people riding the subway. You're You're Don't try to take my stick. I'm the Don't try to take my stick. I'm the Don't try to take my stick. I'm the homebody. [laughter] You're the You're homebody. [laughter] You're the You're homebody. [laughter] You're the You're the guy who's out there. the guy who's out there. the guy who's out there. But, go ahead. But, go ahead. But, go ahead. >> I just carry the briefcase. My wife's >> I just carry the briefcase. My wife's >> I just carry the briefcase. My wife's like, "Why do you have this?" I'm like, like, "Why do you have this?" I'm like, like, "Why do you have this?" I'm like, "To do business." "To do business." "To do business." >> Yeah. >> Yeah. >> Yeah. Sam cosplays a businessman in New York Sam cosplays a businessman in New York Sam cosplays a businessman in New York City. City. City. >> I'm doing business, Sarah. I need a I >> I'm doing business, Sarah. I need a I >> I'm doing business, Sarah. I need a I need the case. need the case. need the case. >> [laughter] >> [laughter] >> [laughter] >> It's got the crayons and the snacks. Get >> It's got the crayons and the snacks. Get >> It's got the crayons and the snacks. Get off my back. off my back. off my back. >> Yeah, when [laughter] when you said >> Yeah, when [laughter] when you said >> Yeah, when [laughter] when you said attaché, I was like, "Okay, that's attaché, I was like, "Okay, that's attaché, I was like, "Okay, that's enough." enough." enough." >> So, >> So, >> So, >> [laughter] >> [laughter] >> [laughter] >> I've been hanging out with this guy >> I've been hanging out with this guy >> I've been hanging out with this guy named Mark. Have you heard of GLG? named Mark. Have you heard of GLG? named Mark. Have you heard of GLG? >> Yeah. >> Yeah. >> Yeah. >> The expert network. So, you you know, >> The expert network. So, you you know, >> The expert network. So, you you know, you want to find out a you want to find out a you want to find out a whether Nvidia chips are going to go up whether Nvidia chips are going to go up whether Nvidia chips are going to go up or down. Maybe you call someone in the or down. Maybe you call someone in the or down. Maybe you call someone in the supply in the one of the buyers who's supply in the one of the buyers who's supply in the one of the buyers who's like an expert buyer who'd give you like an expert buyer who'd give you like an expert buyer who'd give you insights about the industry. Huge insights about the industry. Huge insights about the industry. Huge business. business. business. >> Yeah, and I've become good buddies with >> Yeah, and I've become good buddies with >> Yeah, and I've become good buddies with him. I've hung out with him a bunch him. I've hung out with him a bunch him. I've hung out with him a bunch because he lives in my neighborhood. And because he lives in my neighborhood. And because he lives in my neighborhood. And basically GLG, like you just explained, basically GLG, like you just explained, basically GLG, like you just explained, huge business. They filed to go public huge business. They filed to go public huge business. They filed to go public at one point. And so, some of their at one point. And so, some of their at one point. And so, some of their numbers were public. It does something numbers were public. It does something numbers were public. It does something like over $100 million a year in profit like over $100 million a year in profit like over $100 million a year in profit and cash flow. Very amazing company. And and cash flow. Very amazing company. And and cash flow. Very amazing company. And we were just hanging out. He owns we were just hanging out. He owns we were just hanging out. He owns another business in the community space another business in the community space another business in the community space now that he loves. And he sits down and now that he loves. And he sits down and now that he loves. And he sits down and he starts telling me, I'm like, "What he starts telling me, I'm like, "What he starts telling me, I'm like, "What are your hobbies? What else are you are your hobbies? What else are you are your hobbies? What else are you into?" And he told me this crazy story. into?" And he told me this crazy story. into?" And he told me this crazy story. So, I want you to Google something. So, I want you to Google something. So, I want you to Google something. Google It's called United Hatzalah. Google It's called United Hatzalah. Google It's called United Hatzalah. >> Okay, I found it. Okay. >> Okay, I found it. Okay. >> Okay, I found it. Okay. Equipment aid. Equipment aid. Equipment aid. Uh looks like a charity of some kind. Uh looks like a charity of some kind. Uh looks like a charity of some kind. Volunteer medical emergency services. Volunteer medical emergency services. Volunteer medical emergency services. >> Exactly. So, listen to this story. So, >> Exactly. So, listen to this story. So, >> Exactly. So, listen to this story. So, he tells me this story. So, Mark, he he tells me this story. So, Mark, he he tells me this story. So, Mark, he started JLG when he was only like 23, started JLG when he was only like 23, started JLG when he was only like 23, 24. Pretty young guy. When he's 24. Pretty young guy. When he's 24. Pretty young guy. When he's something like 27, 28, he meets this guy something like 27, 28, he meets this guy something like 27, 28, he meets this guy named Eli. Eli was either an ambulance named Eli. Eli was either an ambulance named Eli. Eli was either an ambulance driver or was at the scene where this driver or was at the scene where this driver or was at the scene where this happened. But basically, a kid was happened. But basically, a kid was happened. But basically, a kid was choking on his food and the They called choking on his food and the They called choking on his food and the They called an ambulance. The ambulance didn't make an ambulance. The ambulance didn't make an ambulance. The ambulance didn't make it there in time and the kid died. And it there in time and the kid died. And it there in time and the kid died. And he was like It really sat with him. He he was like It really sat with him. He he was like It really sat with him. He He was really bothered by that because He was really bothered by that because He was really bothered by that because they lit come to find out that there they lit come to find out that there they lit come to find out that there actually was a doctor like next door or actually was a doctor like next door or actually was a doctor like next door or like down the block or something like like down the block or something like like down the block or something like that. Within like a pretty close that. Within like a pretty close that. Within like a pretty close vicinity. And he's like, "It really vicinity. And he's like, "It really vicinity. And he's like, "It really stinks that this ambulance took 15 or stinks that this ambulance took 15 or stinks that this ambulance took 15 or however many minutes to get here when however many minutes to get here when however many minutes to get here when there was a guy right here that could there was a guy right here that could there was a guy right here that could have like cured this kid and he didn't have like cured this kid and he didn't have like cured this kid and he didn't have to die." And so, Eli ends up have to die." And so, Eli ends up have to die." And so, Eli ends up starting this very small thing with only starting this very small thing with only starting this very small thing with only like six or 12 people where they like six or 12 people where they like six or 12 people where they basically self-organize and they train basically self-organize and they train basically self-organize and they train themselves on how to do very simple themselves on how to do very simple themselves on how to do very simple things like CPR, the Heimlich maneuver. things like CPR, the Heimlich maneuver. things like CPR, the Heimlich maneuver. And they train themselves on that. And And they train themselves on that. And And they train themselves on that. And then eventually, went to like they could then eventually, went to like they could then eventually, went to like they could even like do like an emergency baby even like do like an emergency baby even like do like an emergency baby delivery. And he had started a nonprofit delivery. And he had started a nonprofit delivery. And he had started a nonprofit where he would actually give out these where he would actually give out these where he would actually give out these like 40-lb backpacks that had like very like 40-lb backpacks that had like very like 40-lb backpacks that had like very a small amount of oxygen, a small amount of oxygen, a small amount of oxygen, a baby kit system. So, a baby kit system. So, a baby kit system. So, a baby delivery kit so you can like a baby delivery kit so you can like a baby delivery kit so you can like deliver a baby in case of an emergency. deliver a baby in case of an emergency. deliver a baby in case of an emergency. Like these like really Like these like really Like these like really essential supplies. And he starts essential supplies. And he starts essential supplies. And he starts telling Mark about how he's got these telling Mark about how he's got these telling Mark about how he's got these things going. And Mark's like, "That's things going. And Mark's like, "That's things going. And Mark's like, "That's awesome. awesome. awesome. This thing could be it. This could be This thing could be it. This could be This thing could be it. This could be like a really big thing." And Mark gives like a really big thing." And Mark gives like a really big thing." And Mark gives him $18,000 cuz Mark was just getting him $18,000 cuz Mark was just getting him $18,000 cuz Mark was just getting successful, but he's like, "I have 18 successful, but he's like, "I have 18 successful, but he's like, "I have 18 grand I can give you, but I can be your grand I can give you, but I can be your grand I can give you, but I can be your co-founder and I can help commercialize co-founder and I can help commercialize co-founder and I can help commercialize this thing and make this a huge thing." this thing and make this a huge thing." this thing and make this a huge thing." And so, it's been around since uh for And so, it's been around since uh for And so, it's been around since uh for the last 18 years. And at this point, the last 18 years. And at this point, the last 18 years. And at this point, they have 18,000 volunteers in Israel. they have 18,000 volunteers in Israel. they have 18,000 volunteers in Israel. It's mostly it's it's only in Israel. It's mostly it's it's only in Israel. It's mostly it's it's only in Israel. They answer something like 2,000 calls a They answer something like 2,000 calls a They answer something like 2,000 calls a day. And the mission statement is very day. And the mission statement is very day. And the mission statement is very simple. They say that on average it simple. They say that on average it simple. They say that on average it takes something like 12 or 10 minutes takes something like 12 or 10 minutes takes something like 12 or 10 minutes for an ambulance to arrive to you. Our for an ambulance to arrive to you. Our for an ambulance to arrive to you. Our goal is to get there in 90 seconds in goal is to get there in 90 seconds in goal is to get there in 90 seconds in anywhere in Israel. And right now, I anywhere in Israel. And right now, I anywhere in Israel. And right now, I think they do it in like 2 minutes. And think they do it in like 2 minutes. And think they do it in like 2 minutes. And Mark was telling me, he's like, Mark was telling me, he's like, Mark was telling me, he's like, "Basically, right now, we are uh him and "Basically, right now, we are uh him and "Basically, right now, we are uh him and I went out to eat. He was like, 'If you I went out to eat. He was like, 'If you I went out to eat. He was like, 'If you were a member, you would carry your bag were a member, you would carry your bag were a member, you would carry your bag with you at all times. And if somebody with you at all times. And if somebody with you at all times. And if somebody 10 floors down got uh got sick or 10 floors down got uh got sick or 10 floors down got uh got sick or something happened where uh they had to something happened where uh they had to something happened where uh they had to call an ambulance, you would be alerted call an ambulance, you would be alerted call an ambulance, you would be alerted uh because you are nearby and you could uh because you are nearby and you could uh because you are nearby and you could run down and give them some type of need run down and give them some type of need run down and give them some type of need until the ambulance got to them and they until the ambulance got to them and they until the ambulance got to them and they could actually do the real stuff, but at could actually do the real stuff, but at could actually do the real stuff, but at least you could be like a life-saving least you could be like a life-saving least you could be like a life-saving thing.'" And because of this, this thing.'" And because of this, this thing.'" And because of this, this company uh it's a nonprofit, they have company uh it's a nonprofit, they have company uh it's a nonprofit, they have saved uh potentially millions of people saved uh potentially millions of people saved uh potentially millions of people because they've done this since uh for because they've done this since uh for because they've done this since uh for in the last 18 years. And what's in the last 18 years. And what's in the last 18 years. And what's interesting is they started this before interesting is they started this before interesting is they started this before iPhones, before GPS. And when they iPhones, before GPS. And when they iPhones, before GPS. And when they started it, they actually just gave out started it, they actually just gave out started it, they actually just gave out these like walkie-talkies, like these these like walkie-talkies, like these these like walkie-talkies, like these radios. And now, it's gotten quite radios. And now, it's gotten quite radios. And now, it's gotten quite sophisticated. So, they the the the sophisticated. So, they the the the sophisticated. So, they the the the entire foundation runs off of donations. entire foundation runs off of donations. entire foundation runs off of donations. And they are spending many tens of And they are spending many tens of And they are spending many tens of millions of dollars a year. And what millions of dollars a year. And what millions of dollars a year. And what they have noticed is like, for example, they have noticed is like, for example, they have noticed is like, for example, through 18 years of data, they know that through 18 years of data, they know that through 18 years of data, they know that heart attacks are more likely to happen heart attacks are more likely to happen heart attacks are more likely to happen in the morning. Which means people are in the morning. Which means people are in the morning. Which means people are probably in their home versus the probably in their home versus the probably in their home versus the office. And so, they know that they need office. And so, they know that they need office. And so, they know that they need to recruit volunteers who are on call to recruit volunteers who are on call to recruit volunteers who are on call and ready and other prepared for a and ready and other prepared for a and ready and other prepared for a potential heart attack within these potential heart attack within these potential heart attack within these areas. And they have this They actually areas. And they have this They actually areas. And they have this They actually did a YouTube video on it. They have did a YouTube video on it. They have did a YouTube video on it. They have this entire uh like AI setup that they this entire uh like AI setup that they this entire uh like AI setup that they know when to predict that something bad know when to predict that something bad know when to predict that something bad potentially might happen and to have potentially might happen and to have potentially might happen and to have their 8,000 person volunteer force to do their 8,000 person volunteer force to do their 8,000 person volunteer force to do it, to be ready. And there's a few it, to be ready. And there's a few it, to be ready. And there's a few interesting things here about this. One, interesting things here about this. One, interesting things here about this. One, there's this thing called like it's there's this thing called like it's there's this thing called like it's called Good Samaritan Law Laws. We have called Good Samaritan Law Laws. We have called Good Samaritan Law Laws. We have it in America, they have it in Israel, it in America, they have it in Israel, it in America, they have it in Israel, which basically just says like when which basically just says like when which basically just says like when you're on an airplane and the captain you're on an airplane and the captain you're on an airplane and the captain goes like, "Is there a doctor on board? goes like, "Is there a doctor on board? goes like, "Is there a doctor on board? Can someone help me?" Can someone help me?" Can someone help me?" As long as that doctor acts in good As long as that doctor acts in good As long as that doctor acts in good faith, they can't be sued by the person. faith, they can't be sued by the person. faith, they can't be sued by the person. You know, it's it's called a Good You know, it's it's called a Good You know, it's it's called a Good Samaritan Law where it's like as long as Samaritan Law where it's like as long as Samaritan Law where it's like as long as so, but if you are on there for pay, so, but if you are on there for pay, so, but if you are on there for pay, meaning if you are a professional, like meaning if you are a professional, like meaning if you are a professional, like I'm paying you money, there's an I'm paying you money, there's an I'm paying you money, there's an exchange of goods for you to do a exchange of goods for you to do a exchange of goods for you to do a service, you could potentially be sued. service, you could potentially be sued. service, you could potentially be sued. So, Mark was like, "This thing, it needs So, Mark was like, "This thing, it needs So, Mark was like, "This thing, it needs to strictly be a nonprofit." He said the to strictly be a nonprofit." He said the to strictly be a nonprofit." He said the second thing, he was like, "In Israel, second thing, he was like, "In Israel, second thing, he was like, "In Israel, what's cool about this? He's like, we what's cool about this? He's like, we what's cool about this? He's like, we have uh super Orthodox Jews who are have uh super Orthodox Jews who are have uh super Orthodox Jews who are doing it. We have non-secular Jews who doing it. We have non-secular Jews who doing it. We have non-secular Jews who are doing it. We have Arabs, we have are doing it. We have Arabs, we have are doing it. We have Arabs, we have Muslims, we have Christians." He was Muslims, we have Christians." He was Muslims, we have Christians." He was like, "I've noticed that what has like, "I've noticed that what has like, "I've noticed that what has brought us together is not just us brought us together is not just us brought us together is not just us sitting around talking, but I can get sitting around talking, but I can get sitting around talking, but I can get all groups of people to come and work all groups of people to come and work all groups of people to come and work together on something and and and get together on something and and and get together on something and and and get their hands dirty, and it really brought their hands dirty, and it really brought their hands dirty, and it really brought us all together." And he was explaining us all together." And he was explaining us all together." And he was explaining this in a very altruistic way, and I this in a very altruistic way, and I this in a very altruistic way, and I totally got bought into it. And I was totally got bought into it. And I was totally got bought into it. And I was like, "Why aren't you in America?" He's like, "Why aren't you in America?" He's like, "Why aren't you in America?" He's like, "Well, we actually did try to, but like, "Well, we actually did try to, but like, "Well, we actually did try to, but we started in 2019 or 20, like right we started in 2019 or 20, like right we started in 2019 or 20, like right before COVID, and it it was a false before COVID, and it it was a false before COVID, and it it was a false start. So, we just haven't we just start. So, we just haven't we just start. So, we just haven't we just haven't made it here." But he's like, haven't made it here." But he's like, haven't made it here." But he's like, "This 100% could work in virtually every "This 100% could work in virtually every "This 100% could work in virtually every city in America." And he was like, "It city in America." And he was like, "It city in America." And he was like, "It could even work in rural areas." He's could even work in rural areas." He's could even work in rural areas." He's like, like, like, "Uh in rural areas, they have volunteer "Uh in rural areas, they have volunteer "Uh in rural areas, they have volunteer firefighters." But it was really firefighters." But it was really firefighters." But it was really fascinating to hear all about this stuff fascinating to hear all about this stuff fascinating to hear all about this stuff because I think that, you know, we talk because I think that, you know, we talk because I think that, you know, we talk about money and for-profit stuff, but if about money and for-profit stuff, but if about money and for-profit stuff, but if you are like a social entrepreneur or you are like a social entrepreneur or you are like a social entrepreneur or something like that, this is a really something like that, this is a really something like that, this is a really interesting opportunity. And hearing him interesting opportunity. And hearing him interesting opportunity. And hearing him describe this, it was amazing. describe this, it was amazing. describe this, it was amazing. >> Dude, so cool. I mean, I was reading the >> Dude, so cool. I mean, I was reading the >> Dude, so cool. I mean, I was reading the stats about it just now. It says stats about it just now. It says stats about it just now. It says they basically handle one call every 45 they basically handle one call every 45 they basically handle one call every 45 seconds. seconds. seconds. >> Crazy, right? >> Crazy, right? >> Crazy, right? >> The scale of that's crazy. There's only >> The scale of that's crazy. There's only >> The scale of that's crazy. There's only There's only like 8,000 volunteers or There's only like 8,000 volunteers or There's only like 8,000 volunteers or 9,000 volunteers, so that's a lot of 9,000 volunteers, so that's a lot of 9,000 volunteers, so that's a lot of coverage. I mean, 2,000 calls a day and coverage. I mean, 2,000 calls a day and coverage. I mean, 2,000 calls a day and you only have 9,000 volunteers. you only have 9,000 volunteers. you only have 9,000 volunteers. >> Everybody's busy. >> Everybody's busy. >> Everybody's busy. >> [laughter] >> [laughter] >> [laughter] >> This is like >> This is like >> This is like >> This is not like a once in a blue moon, >> This is not like a once in a blue moon, >> This is not like a once in a blue moon, you know, thing. This is This is wild. you know, thing. This is This is wild. you know, thing. This is This is wild. The average response time is 3 minutes. The average response time is 3 minutes. The average response time is 3 minutes. Their goal is 90 seconds. Their goal is 90 seconds. Their goal is 90 seconds. That's nationwide and 24/7 coverage, That's nationwide and 24/7 coverage, That's nationwide and 24/7 coverage, which is pretty pretty incredible. which is pretty pretty incredible. which is pretty pretty incredible. >> It kind of makes sense in a way, right? >> It kind of makes sense in a way, right? >> It kind of makes sense in a way, right? Because Because Because I mean, what a cool Like, you asked him I mean, what a cool Like, you asked him I mean, what a cool Like, you asked him what are your hobbies and he told you what are your hobbies and he told you what are your hobbies and he told you this story, this story, this story, which is hilarious cuz you're probably which is hilarious cuz you're probably which is hilarious cuz you're probably like He's like, "What about you?" You're like He's like, "What about you?" You're like He's like, "What about you?" You're like, "Skateboarding." like, "Skateboarding." like, "Skateboarding." >> [laughter] >> [laughter] >> [laughter] >> But but like for for people, I mean, to >> But but like for for people, I mean, to >> But but like for for people, I mean, to be able to be like, "Yeah, I saved a be able to be like, "Yeah, I saved a be able to be like, "Yeah, I saved a life life life today or this year." today or this year." today or this year." >> I mean, what a Yeah, like what an Where >> I mean, what a Yeah, like what an Where >> I mean, what a Yeah, like what an Where else can you get that? That That would else can you get that? That That would else can you get that? That That would be actually like really meaningful for be actually like really meaningful for be actually like really meaningful for people if they felt like they could join people if they felt like they could join people if they felt like they could join something where they could actually do something where they could actually do something where they could actually do that. that. that. >> Well, think about the people who have >> Well, think about the people who have >> Well, think about the people who have like kind of crappy jobs that they're like kind of crappy jobs that they're like kind of crappy jobs that they're not particularly motivated by. Like, not particularly motivated by. Like, not particularly motivated by. Like, this is something where you're like, this is something where you're like, this is something where you're like, "Yeah, I'm I'm I'm I can do that "Yeah, I'm I'm I'm I can do that "Yeah, I'm I'm I'm I can do that non-motivating thing. That pays the non-motivating thing. That pays the non-motivating thing. That pays the bills. I'm so thankful I have this Yeah, bills. I'm so thankful I have this Yeah, bills. I'm so thankful I have this Yeah, like I have this thing that like I'm I like I have this thing that like I'm I like I have this thing that like I'm I am needed and my am needed and my am needed and my and I actually have a literally a and I actually have a literally a and I actually have a literally a life-changing impact on people." life-changing impact on people." life-changing impact on people." >> Yeah. Yeah, that's crazy. I thought you >> Yeah. Yeah, that's crazy. I thought you >> Yeah. Yeah, that's crazy. I thought you were going to say in the US they just were going to say in the US they just were going to say in the US they just pivoted to DoorDash. It became DoorDash. pivoted to DoorDash. It became DoorDash. pivoted to DoorDash. It became DoorDash. >> [laughter] >> [laughter] >> [laughter] >> Well, >> Well, >> Well, >> This is the founding story of food >> This is the founding story of food >> This is the founding story of food delivery in America. delivery in America. delivery in America. >> of interesting. >> of interesting. >> of interesting. But I thought this was awesome and I was But I thought this was awesome and I was But I thought this was awesome and I was pretty inspired like hearing I I think pretty inspired like hearing I I think pretty inspired like hearing I I think he said that he goes, "We have 8,000 he said that he goes, "We have 8,000 he said that he goes, "We have 8,000 people who are part of the network and people who are part of the network and people who are part of the network and he's like, "We're growing." He's like, he's like, "We're growing." He's like, he's like, "We're growing." He's like, "We're going to keep on growing." He's "We're going to keep on growing." He's "We're going to keep on growing." He's like, like, like, "And he's like, one doctor who is "And he's like, one doctor who is "And he's like, one doctor who is probably doing okay, but he's not probably doing okay, but he's not probably doing okay, but he's not wealthy. He gave us $4,000." And he's wealthy. He gave us $4,000." And he's wealthy. He gave us $4,000." And he's like, "I got this line where I tell them like, "I got this line where I tell them like, "I got this line where I tell them this because I believe it to be true." this because I believe it to be true." this because I believe it to be true." He was like, "You giving us $4,000 is He was like, "You giving us $4,000 is He was like, "You giving us $4,000 is the best donation we've ever received. the best donation we've ever received. the best donation we've ever received. Like, the fact that you are willing to Like, the fact that you are willing to Like, the fact that you are willing to do this it is so important to us and and do this it is so important to us and and do this it is so important to us and and that's how they've grown to be able to that's how they've grown to be able to that's how they've grown to be able to spend tens of millions of dollars a spend tens of millions of dollars a spend tens of millions of dollars a year. year. year. >> Very cool. Very cool. >> Very cool. Very cool. >> Very cool. Very cool. Let's see. You want a lightweight? You Let's see. You want a lightweight? You Let's see. You want a lightweight? You want You something quick and fun? You want You something quick and fun? You want You something quick and fun? You want something a little more want something a little more want something a little more cool and deep? cool and deep? cool and deep? >> Did you see this amazing It's a >> Did you see this amazing It's a >> Did you see this amazing It's a masterclass of PR by Bernard Arnault? masterclass of PR by Bernard Arnault? masterclass of PR by Bernard Arnault? >> I didn't read it. What happened? It >> I didn't read it. What happened? It >> I didn't read it. What happened? It happened this morning, right? happened this morning, right? happened this morning, right? >> Okay, so >> Okay, so >> Okay, so So, I don't I don't normally pay too So, I don't I don't normally pay too So, I don't I don't normally pay too much attention to this stuff, but check much attention to this stuff, but check much attention to this stuff, but check this out. So, I saw this from this out. So, I saw this from this out. So, I saw this from Lulu I don't know how you Lulu Chang. I Lulu I don't know how you Lulu Chang. I Lulu I don't know how you Lulu Chang. I don't know how you say her last name. don't know how you say her last name. don't know how you say her last name. She's Survey. She's like the kind of go She's Survey. She's like the kind of go She's Survey. She's like the kind of go direct direct direct founder. She She She's like she was founder. She She She's like she was founder. She She She's like she was doing PR at Anduril, and now she has her doing PR at Anduril, and now she has her doing PR at Anduril, and now she has her own fund and whatnot. own fund and whatnot. own fund and whatnot. >> Is she the one who has the handle where >> Is she the one who has the handle where >> Is she the one who has the handle where it's like, here's how you should and it's like, here's how you should and it's like, here's how you should and should not address should not address should not address like PR issues? like PR issues? like PR issues? >> Yeah, yeah. She's just like constantly >> Yeah, yeah. She's just like constantly >> Yeah, yeah. She's just like constantly giving founders like advice. And her her giving founders like advice. And her her giving founders like advice. And her her philosophy is go direct philosophy. So, philosophy is go direct philosophy. So, philosophy is go direct philosophy. So, anyways, anyways, anyways, check this out. So, check this out. So, check this out. So, the backstory is that Bernard Arnault, the backstory is that Bernard Arnault, the backstory is that Bernard Arnault, who you know probably better than I do. who you know probably better than I do. who you know probably better than I do. He's the the titan behind um He's the the titan behind um He's the the titan behind um the luxury conglomerate LVMH. the luxury conglomerate LVMH. the luxury conglomerate LVMH. >> And every once in a while, he's the >> And every once in a while, he's the >> And every once in a while, he's the richest man in the world. richest man in the world. richest man in the world. >> Yeah, he he's kind of yeah, he floats, >> Yeah, he he's kind of yeah, he floats, >> Yeah, he he's kind of yeah, he floats, you know, between number one and four in you know, between number one and four in you know, between number one and four in the richest men in the world. the richest men in the world. the richest men in the world. And he writes this post And he writes this post And he writes this post and it's just titled merci, right? Thank and it's just titled merci, right? Thank and it's just titled merci, right? Thank you in French. And he basically says So, you in French. And he basically says So, you in French. And he basically says So, so what happened was this so what happened was this so what happened was this publication in France did this like publication in France did this like publication in France did this like year-long kind of sort of exposé on his year-long kind of sort of exposé on his year-long kind of sort of exposé on his family. And they tried to make it as family. And they tried to make it as family. And they tried to make it as like juicy as possible. So, they dropped like juicy as possible. So, they dropped like juicy as possible. So, they dropped a six-part investigative series called a six-part investigative series called a six-part investigative series called The Empire of Bernard Arnault. And it The Empire of Bernard Arnault. And it The Empire of Bernard Arnault. And it was talking about how it basically was talking about how it basically was talking about how it basically paints him as the last royal dynasty of paints him as the last royal dynasty of paints him as the last royal dynasty of France. And it describes like tension France. And it describes like tension France. And it describes like tension between his second wife and his between his second wife and his between his second wife and his son-in-law. And how their Sunday family son-in-law. And how their Sunday family son-in-law. And how their Sunday family dinners are like, you know, palace dinners are like, you know, palace dinners are like, you know, palace intrigue type of thing. And how they're, intrigue type of thing. And how they're, intrigue type of thing. And how they're, you know, they're trying to figure out you know, they're trying to figure out you know, they're trying to figure out the you know, the five heirs or the five the you know, the five heirs or the five the you know, the five heirs or the five kids are sort of jockeying for position kids are sort of jockeying for position kids are sort of jockeying for position cuz he's he's now close to 80 I think of cuz he's he's now close to 80 I think of cuz he's he's now close to 80 I think of who's going to succeed you know it's who's going to succeed you know it's who's going to succeed you know it's like basically succession but for real like basically succession but for real like basically succession but for real life. life. life. And so he so they they dropped this And so he so they they dropped this And so he so they they dropped this whole series and he goes and he goes whole series and he goes and he goes whole series and he goes and he goes here's a three three-page open letter here's a three three-page open letter here's a three three-page open letter that he he basically posts and I just that he he basically posts and I just that he he basically posts and I just want to read you a little bit of this so want to read you a little bit of this so want to read you a little bit of this so he goes thank you. That's how he starts he goes thank you. That's how he starts he goes thank you. That's how he starts it. Instead of being defensive he just it. Instead of being defensive he just it. Instead of being defensive he just starts with thank you. starts with thank you. starts with thank you. He goes it seems I am the head of quote He goes it seems I am the head of quote He goes it seems I am the head of quote the last royal family of France. I'm the last royal family of France. I'm the last royal family of France. I'm reading this between two cups of tea and reading this between two cups of tea and reading this between two cups of tea and my children who were alerted to this my children who were alerted to this my children who were alerted to this over WhatsApp um asked me if they should over WhatsApp um asked me if they should over WhatsApp um asked me if they should now curtsy in my presence and I told now curtsy in my presence and I told now curtsy in my presence and I told them hello sir would be would be them hello sir would be would be them hello sir would be would be sufficient. They burst out laughing sufficient. They burst out laughing sufficient. They burst out laughing um and I um and I um and I you know this has just been a wonderful you know this has just been a wonderful you know this has just been a wonderful week and it basically says it seems like week and it basically says it seems like week and it basically says it seems like Le Monde has Le Monde has Le Monde has decided to roll out the heavy artillery decided to roll out the heavy artillery decided to roll out the heavy artillery six months of investigation two six months of investigation two six months of investigation two full-time journalists blah blah blah. He full-time journalists blah blah blah. He full-time journalists blah blah blah. He basically like paints them as basically like paints them as basically like paints them as absolute overkill for what they were absolute overkill for what they were absolute overkill for what they were trying to do. trying to do. trying to do. And it this deserves a word and that And it this deserves a word and that And it this deserves a word and that word shall be thank you. You know I word shall be thank you. You know I word shall be thank you. You know I haven't been granted this treatment haven't been granted this treatment haven't been granted this treatment since I took over you know the company since I took over you know the company since I took over you know the company in 1984 and at that time they called me in 1984 and at that time they called me in 1984 and at that time they called me the Terminator but I far prefer the last the Terminator but I far prefer the last the Terminator but I far prefer the last royal family it's far more elegant and royal family it's far more elegant and royal family it's far more elegant and really good for sales at Dior. really good for sales at Dior. really good for sales at Dior. Then he continues on and he basically Then he continues on and he basically Then he continues on and he basically says um says um says um uh uh uh he goes he goes on and he goes he goes he goes on and he goes he goes he goes on and he goes apparently I'm the whisperer into the apparently I'm the whisperer into the apparently I'm the whisperer into the ear of every president. Well, I plead ear of every president. Well, I plead ear of every president. Well, I plead guilty. And he starts naming the guilty. And he starts naming the guilty. And he starts naming the different presidents and he says oh and different presidents and he says oh and different presidents and he says oh and by the way it's not just the French you by the way it's not just the French you by the way it's not just the French you know presidents it's also five American know presidents it's also five American know presidents it's also five American presidents I've whispered to three presidents I've whispered to three presidents I've whispered to three British prime ministers blah blah blah. British prime ministers blah blah blah. British prime ministers blah blah blah. And am I to understand that whispering And am I to understand that whispering And am I to understand that whispering into uh that that only French whispers into uh that that only French whispers into uh that that only French whispers are scandalous that a group that earns are scandalous that a group that earns are scandalous that a group that earns 75% of its revenue outside of Europe um 75% of its revenue outside of Europe um 75% of its revenue outside of Europe um should should should be sort of isolated should should should be sort of isolated should should should be sort of isolated and not be talking to leaders of these and not be talking to leaders of these and not be talking to leaders of these countries. And then he basically just countries. And then he basically just countries. And then he basically just addresses point by point the accusations addresses point by point the accusations addresses point by point the accusations in the article, but does it in such a in the article, but does it in such a in the article, but does it in such a smooth, non-defensive, smooth, non-defensive, smooth, non-defensive, French way where he basically turned a French way where he basically turned a French way where he basically turned a diss like a a diss track into a into a diss like a a diss track into a into a diss like a a diss track into a into a giant compliment for himself. And you giant compliment for himself. And you giant compliment for himself. And you know, he he he he he know, he he he he he know, he he he he he just addresses each term one by one. just addresses each term one by one. just addresses each term one by one. I'll give you one more. He's known as a I'll give you one more. He's known as a I'll give you one more. He's known as a lover of arts and tax breaks. lover of arts and tax breaks. lover of arts and tax breaks. And he's like, "Yeah, I contributed 200 And he's like, "Yeah, I contributed 200 And he's like, "Yeah, I contributed 200 million euros to the reconstruction of million euros to the reconstruction of million euros to the reconstruction of Notre Dame. I fund to the tune of 50 Notre Dame. I fund to the tune of 50 Notre Dame. I fund to the tune of 50 million mathematics research at the million mathematics research at the million mathematics research at the school. You know, I pay this much in school. You know, I pay this much in school. You know, I pay this much in taxes every single year. We employ taxes every single year. We employ taxes every single year. We employ 220,000 employees, 40,000 of them who 220,000 employees, 40,000 of them who 220,000 employees, 40,000 of them who work in France itself. Um yeah, like I'm work in France itself. Um yeah, like I'm work in France itself. Um yeah, like I'm sure you forgot to mention that in the sure you forgot to mention that in the sure you forgot to mention that in the research, but I'm you know, happy to research, but I'm you know, happy to research, but I'm you know, happy to help. Uh you know, happy to help you help. Uh you know, happy to help you help. Uh you know, happy to help you here." And um here." And um here." And um And so he's just he calls out like the And so he's just he calls out like the And so he's just he calls out like the wording, you know, that that they use wording, you know, that that they use wording, you know, that that they use for for the different things just making for for the different things just making for for the different things just making them seem a little bit ridiculous. And them seem a little bit ridiculous. And them seem a little bit ridiculous. And he ends um with "Rest assured, I will he ends um with "Rest assured, I will he ends um with "Rest assured, I will keep doing the Monde crossword, which I keep doing the Monde crossword, which I keep doing the Monde crossword, which I which that I must say is excellent." which that I must say is excellent." which that I must say is excellent." So he's leaving So he's leaving So he's leaving complimenting the crossword and complimenting the crossword and complimenting the crossword and basically inadvertently dissing the basically inadvertently dissing the basically inadvertently dissing the article. And I just thought, "Damn, this article. And I just thought, "Damn, this article. And I just thought, "Damn, this guy this was like such a perfect guy this was like such a perfect guy this was like such a perfect takedown takedown takedown where you normally see CEOs get really where you normally see CEOs get really where you normally see CEOs get really flustered. They either ignore, they flustered. They either ignore, they flustered. They either ignore, they deny, they go start to complain and say deny, they go start to complain and say deny, they go start to complain and say they're biased and they're it's a hit they're biased and they're it's a hit they're biased and they're it's a hit piece and, you know, play the victim. piece and, you know, play the victim. piece and, you know, play the victim. And instead, just so smooth. And I And instead, just so smooth. And I And instead, just so smooth. And I thought there's a lot that that American thought there's a lot that that American thought there's a lot that that American CEOs could learn from this." CEOs could learn from this." CEOs could learn from this." >> Do you know what the biggest thing is to >> Do you know what the biggest thing is to >> Do you know what the biggest thing is to use hu- humor? Bring to bring it back to use hu- humor? Bring to bring it back to use hu- humor? Bring to bring it back to Robert Cialdini, he says the rule uh Robert Cialdini, he says the rule uh Robert Cialdini, he says the rule uh likeability, how to be more likeable, likeability, how to be more likeable, likeability, how to be more likeable, one of the easiest ways, I don't know if one of the easiest ways, I don't know if one of the easiest ways, I don't know if he actually said it this way, but an he actually said it this way, but an he actually said it this way, but an easy way to be more likeable is to be easy way to be more likeable is to be easy way to be more likeable is to be humorous. humorous. humorous. >> Make them laugh. >> Make them laugh. >> Make them laugh. >> Yeah, it's to make people laugh and >> Yeah, it's to make people laugh and >> Yeah, it's to make people laugh and smile. And like make people laugh about smile. And like make people laugh about smile. And like make people laugh about the silliest stuff. And like if I heard the silliest stuff. And like if I heard the silliest stuff. And like if I heard about someone doing an article, if I was about someone doing an article, if I was about someone doing an article, if I was in this guy's shoes, and he was doing an in this guy's shoes, and he was doing an in this guy's shoes, and he was doing an article about my family, I would be article about my family, I would be article about my family, I would be livid, right? I wouldn't want to laugh livid, right? I wouldn't want to laugh livid, right? I wouldn't want to laugh about this. I'd be so angry. Um and the about this. I'd be so angry. Um and the about this. I'd be so angry. Um and the fact that he could do that is awesome. fact that he could do that is awesome. fact that he could do that is awesome. And it makes him 100% more likable. I And it makes him 100% more likable. I And it makes him 100% more likable. I didn't know anything about him other didn't know anything about him other didn't know anything about him other than like he's a business tycoon, but than like he's a business tycoon, but than like he's a business tycoon, but now I'm like, oh, I'm kind of a fan of now I'm like, oh, I'm kind of a fan of now I'm like, oh, I'm kind of a fan of you. you. you. >> Yeah, exactly. >> Yeah, exactly. >> Yeah, exactly. >> [laughter] >> [laughter] >> [laughter] >> You know, I wasn't going to read their >> You know, I wasn't going to read their >> You know, I wasn't going to read their annual letter this year, but this like annual letter this year, but this like annual letter this year, but this like basically he used the intrigue of basically he used the intrigue of basically he used the intrigue of gossip, that attention, that spotlight gossip, that attention, that spotlight gossip, that attention, that spotlight to say something very different, which I to say something very different, which I to say something very different, which I would say would say would say >> Obviously, if you just hate the guy, >> Obviously, if you just hate the guy, >> Obviously, if you just hate the guy, you're going to still hate the guy. If you're going to still hate the guy. If you're going to still hate the guy. If you love the guy, you're still going to you love the guy, you're still going to you love the guy, you're still going to love the guy. But the sort of the mass love the guy. But the sort of the mass love the guy. But the sort of the mass in the middle, which is folks like you in the middle, which is folks like you in the middle, which is folks like you and I who don't really care, aren't and I who don't really care, aren't and I who don't really care, aren't really paying attention, really paying attention, really paying attention, >> it's just one little nugget where you're >> it's just one little nugget where you're >> it's just one little nugget where you're like, "Hmm, I like that guy. Couldn't like, "Hmm, I like that guy. Couldn't like, "Hmm, I like that guy. Couldn't tell you exactly what he said, but I I tell you exactly what he said, but I I tell you exactly what he said, but I I liked his approach. And and if you've liked his approach. And and if you've liked his approach. And and if you've ever studied that ever studied that ever studied that >> word as well, je ne sais quoi. >> word as well, je ne sais quoi. >> word as well, je ne sais quoi. >> Yeah, he's >> Yeah, he's >> Yeah, he's >> [laughter] >> [laughter] >> [laughter] >> got that je ne sais quoi, you know what >> got that je ne sais quoi, you know what >> got that je ne sais quoi, you know what I mean? I mean? I mean? And it's people have studied this with And it's people have studied this with And it's people have studied this with like presidential debates and whatnot. like presidential debates and whatnot. like presidential debates and whatnot. It's like after the fact, you know, It's like after the fact, you know, It's like after the fact, you know, whether it's 2 hours later or 2 weeks whether it's 2 hours later or 2 weeks whether it's 2 hours later or 2 weeks later, you rarely can remember anything later, you rarely can remember anything later, you rarely can remember anything that was said, um, but you do remember that was said, um, but you do remember that was said, um, but you do remember how that person came across, how that person came across, how that person came across, um, and and the level of like sort of um, and and the level of like sort of um, and and the level of like sort of inadvertent, uh, trust and likability inadvertent, uh, trust and likability inadvertent, uh, trust and likability that you felt, uh, in the moment. So, that you felt, uh, in the moment. So, that you felt, uh, in the moment. So, your your impression lasts, although your your impression lasts, although your your impression lasts, although your memory for the specifics does not. your memory for the specifics does not. your memory for the specifics does not. >> Dude, what's crazy is I'm um, I'm not >> Dude, what's crazy is I'm um, I'm not >> Dude, what's crazy is I'm um, I'm not aligned with Mumford and Sons' beliefs. aligned with Mumford and Sons' beliefs. aligned with Mumford and Sons' beliefs. Mumford and Sons, the the mayor of New Mumford and Sons, the the mayor of New Mumford and Sons, the the mayor of New York, I'm not aligned with a lot of his York, I'm not aligned with a lot of his York, I'm not aligned with a lot of his beliefs. I'm not aligned with a lot of beliefs. I'm not aligned with a lot of beliefs. I'm not aligned with a lot of his ideas for policies. his ideas for policies. his ideas for policies. Uh, I see him talk on the internet and Uh, I see him talk on the internet and Uh, I see him talk on the internet and I'm like, "Oh my god, you've got this I'm like, "Oh my god, you've got this I'm like, "Oh my god, you've got this dialed in. You know how to be likable." dialed in. You know how to be likable." dialed in. You know how to be likable." It is just insane. Have you ever watched It is just insane. Have you ever watched It is just insane. Have you ever watched any of his videos? any of his videos? any of his videos? >> Oh, yeah. And it's same same exact >> Oh, yeah. And it's same same exact >> Oh, yeah. And it's same same exact reaction. reaction. reaction. >> Oh my god. Like he just has it dialed in >> Oh my god. Like he just has it dialed in >> Oh my god. Like he just has it dialed in perfectly. I went to um, perfectly. I went to um, perfectly. I went to um, out here in um, New York City there was out here in um, New York City there was out here in um, New York City there was the um, national track and field meet the um, national track and field meet the um, national track and field meet for like the profes- professionals and for like the profes- professionals and for like the profes- professionals and he popped in to say hi. And uh, like it he popped in to say hi. And uh, like it he popped in to say hi. And uh, like it it got more cheers than the actual race it got more cheers than the actual race it got more cheers than the actual race did. And uh, like I I I really disagree did. And uh, like I I I really disagree did. And uh, like I I I really disagree with virtually everything he's about, with virtually everything he's about, with virtually everything he's about, but he just oozed the cares the but he just oozed the cares the but he just oozed the cares the charisma. It was crazy. It It just charisma. It was crazy. It It just charisma. It was crazy. It It just absolutely crazy. I've I've he's just absolutely crazy. I've I've he's just absolutely crazy. I've I've he's just been on all the time. been on all the time. been on all the time. >> Yeah. Yeah, yeah. He's He kind of ran >> Yeah. Yeah, yeah. He's He kind of ran >> Yeah. Yeah, yeah. He's He kind of ran like a like a like a social media master class, right? Like social media master class, right? Like social media master class, right? Like just figuring out little memorable um just figuring out little memorable um just figuring out little memorable um likable things to do along the way, likable things to do along the way, likable things to do along the way, whether it was the speech at the Knicks whether it was the speech at the Knicks whether it was the speech at the Knicks or talking about like, "Oh, the like or talking about like, "Oh, the like or talking about like, "Oh, the like the halal food trucks is $14 now for a the halal food trucks is $14 now for a the halal food trucks is $14 now for a plate of chicken. What's going on?" And plate of chicken. What's going on?" And plate of chicken. What's going on?" And you know, just rather than like boring you know, just rather than like boring you know, just rather than like boring people with with uh you know, people with with uh you know, people with with uh you know, political jargon. political jargon. political jargon. >> What's the second thing? >> What's the second thing? >> What's the second thing? >> All right, let me tell you about uh >> All right, let me tell you about uh >> All right, let me tell you about uh Let me tell you about this company. So, Let me tell you about this company. So, Let me tell you about this company. So, I want to tell you about a company that I want to tell you about a company that I want to tell you about a company that is is is I had written off. I I just thought it's I had written off. I I just thought it's I had written off. I I just thought it's sort of like, I don't know, some archaic sort of like, I don't know, some archaic sort of like, I don't know, some archaic company. And then I saw some news company. And then I saw some news company. And then I saw some news recently that kind of blew my mind, some recently that kind of blew my mind, some recently that kind of blew my mind, some numbers, and it led me down a rabbit numbers, and it led me down a rabbit numbers, and it led me down a rabbit hole. And it's the business of Magic: hole. And it's the business of Magic: hole. And it's the business of Magic: The Gathering. The nerdy business of The Gathering. The nerdy business of The Gathering. The nerdy business of Magic: The Gathering. Magic: The Gathering. Magic: The Gathering. And And And I wasn't interested in this at the I wasn't interested in this at the I wasn't interested in this at the beginning. Let me just start with that. beginning. Let me just start with that. beginning. Let me just start with that. If you said, "Hey, would you like to If you said, "Hey, would you like to If you said, "Hey, would you like to know about the business of Magic: The know about the business of Magic: The know about the business of Magic: The Gathering?" I would have just, you know, Gathering?" I would have just, you know, Gathering?" I would have just, you know, moved on to the next stall. Uh I I was moved on to the next stall. Uh I I was moved on to the next stall. Uh I I was not paying too much attention to it, but not paying too much attention to it, but not paying too much attention to it, but >> I actually think Do you think someone >> I actually think Do you think someone >> I actually think Do you think someone would be talking to you with you guys would be talking to you with you guys would be talking to you with you guys for like urinal urinal? for like urinal urinal? for like urinal urinal? >> Yeah, yeah, exactly. It's like, "What's >> Yeah, yeah, exactly. It's like, "What's >> Yeah, yeah, exactly. It's like, "What's up, bub?" up, bub?" up, bub?" >> [laughter] >> "You like magic? Do you want to hear Do >> "You like magic? Do you want to hear Do you want to hear about the economics?" you want to hear about the economics?" you want to hear about the economics?" >> [laughter] >> [laughter] >> [laughter] >> I just feel like I wouldn't have paid >> I just feel like I wouldn't have paid >> I just feel like I wouldn't have paid attention to this, and I'm telling you attention to this, and I'm telling you attention to this, and I'm telling you it's very, very interesting. Okay, so it's very, very interesting. Okay, so it's very, very interesting. Okay, so the way I noticed this was uh Diego was the way I noticed this was uh Diego was the way I noticed this was uh Diego was telling me, he's like, "Oh, Hasbro stock telling me, he's like, "Oh, Hasbro stock telling me, he's like, "Oh, Hasbro stock popped." And he's been going to these popped." And he's been going to these popped." And he's been going to these card collectors conventions card collectors conventions card collectors conventions every weekend. So, he's been telling me every weekend. So, he's been telling me every weekend. So, he's been telling me about the Pokémon scene. He's just He's about the Pokémon scene. He's just He's about the Pokémon scene. He's just He's just been getting into that like just been getting into that like just been getting into that like subculture. He doesn't really buy any subculture. He doesn't really buy any subculture. He doesn't really buy any stuff himself, I I don't think, but he stuff himself, I I don't think, but he stuff himself, I I don't think, but he um um um >> He participates. >> He participates. >> He participates. >> interested in the obsession and the >> interested in the obsession and the >> interested in the obsession and the fanaticism and the like the subculture fanaticism and the like the subculture fanaticism and the like the subculture that that exists cuz it's like invisible that that exists cuz it's like invisible that that exists cuz it's like invisible to you unless you're in one of these to you unless you're in one of these to you unless you're in one of these conventions. conventions. conventions. So, he's like, "Yeah, Hasbro stock just So, he's like, "Yeah, Hasbro stock just So, he's like, "Yeah, Hasbro stock just popped." And it was because Magic just popped." And it was because Magic just popped." And it was because Magic just hit like an all-time high. Magic: The hit like an all-time high. Magic: The hit like an all-time high. Magic: The Gathering. I'm like, "Magic: The Gathering. I'm like, "Magic: The Gathering. I'm like, "Magic: The Gathering, isn't this like 20 years old? Gathering, isn't this like 20 years old? Gathering, isn't this like 20 years old? And it's true. Magic the Gathering has And it's true. Magic the Gathering has And it's true. Magic the Gathering has been compounding 17% a year on average been compounding 17% a year on average been compounding 17% a year on average for 17 straight years. And so the it's for 17 straight years. And so the it's for 17 straight years. And so the it's just been this like incredible just been this like incredible just been this like incredible compounding machine. This franchise compounding machine. This franchise compounding machine. This franchise which sounds like, you know, it might be which sounds like, you know, it might be which sounds like, you know, it might be like a quick fad like Beanie Babies. like a quick fad like Beanie Babies. like a quick fad like Beanie Babies. >> what it is. So like I had the cards when >> what it is. So like I had the cards when >> what it is. So like I had the cards when I was a kid, but I don't even know if it I was a kid, but I don't even know if it I was a kid, but I don't even know if it was a game or not. was a game or not. was a game or not. >> Yeah, so it's a it's a it's a game you >> Yeah, so it's a it's a it's a game you >> Yeah, so it's a it's a it's a game you can play. Two people can sit down and can play. Two people can sit down and can play. Two people can sit down and you can kind of like have a duel. So you can kind of like have a duel. So you can kind of like have a duel. So it's like a card game, but and this is it's like a card game, but and this is it's like a card game, but and this is kind of the genius of it, a lot a lot of kind of the genius of it, a lot a lot of kind of the genius of it, a lot a lot of the fun isn't even playing the game the fun isn't even playing the game the fun isn't even playing the game against each other. Like Pokémon, it's against each other. Like Pokémon, it's against each other. Like Pokémon, it's about collecting. about collecting. about collecting. And so how did they do this? And so this And so how did they do this? And so this And so how did they do this? And so this the backstory is pretty fascinating. So the backstory is pretty fascinating. So the backstory is pretty fascinating. So for So first of all, Hasbro is this for So first of all, Hasbro is this for So first of all, Hasbro is this company that owns Monopoly. They own company that owns Monopoly. They own company that owns Monopoly. They own Nerf guns. They own They They own a Nerf guns. They own They They own a Nerf guns. They own They They own a bunch of stuff. But like bunch of stuff. But like bunch of stuff. But like every you know, of every dollar that every you know, of every dollar that every you know, of every dollar that comes in, one out of every three is comes in, one out of every three is comes in, one out of every three is driven by Magic. It's like it is their driven by Magic. It's like it is their driven by Magic. It's like it is their cash cow. Magic will do, you know, 2 cash cow. Magic will do, you know, 2 cash cow. Magic will do, you know, 2 billion this year in revenue. It's been billion this year in revenue. It's been billion this year in revenue. It's been just cranking along. This was like, you just cranking along. This was like, you just cranking along. This was like, you know, an all-time best quarter. So you'd know, an all-time best quarter. So you'd know, an all-time best quarter. So you'd think like think like think like is this old IP not like fizzling out? is this old IP not like fizzling out? is this old IP not like fizzling out? No, no. It's like having its best No, no. It's like having its best No, no. It's like having its best quarter ever. If you read the true quarter ever. If you read the true quarter ever. If you read the true backstory, you realize one thing, which backstory, you realize one thing, which backstory, you realize one thing, which is what true sort of tinkering, the is what true sort of tinkering, the is what true sort of tinkering, the power of tinkering. So this guy starts power of tinkering. So this guy starts power of tinkering. So this guy starts with this He's making this game called with this He's making this game called with this He's making this game called Five Magics. Five Magics. Five Magics. And Five Magics is a game he makes, And Five Magics is a game he makes, And Five Magics is a game he makes, doesn't go anywhere, but he puts a lot doesn't go anywhere, but he puts a lot doesn't go anywhere, but he puts a lot of heart and soul and sweat into it. And of heart and soul and sweat into it. And of heart and soul and sweat into it. And he puts it on the shelf cuz who cares? he puts it on the shelf cuz who cares? he puts it on the shelf cuz who cares? And then he goes along and he's working And then he goes along and he's working And then he goes along and he's working a job, but then he creates this He has a job, but then he creates this He has a job, but then he creates this He has this other idea for this like more this other idea for this like more this other idea for this like more advanced game like robo something where advanced game like robo something where advanced game like robo something where you like kind of like build robots in you like kind of like build robots in you like kind of like build robots in the It's like a board game where you're the It's like a board game where you're the It's like a board game where you're actually like building a robot. And then actually like building a robot. And then actually like building a robot. And then he pitches it to this guy who's doing he pitches it to this guy who's doing he pitches it to this guy who's doing this Wizards game. And that guy's like, this Wizards game. And that guy's like, this Wizards game. And that guy's like, "Dude, this is too hard to build. Can "Dude, this is too hard to build. Can "Dude, this is too hard to build. Can you build something that's like more you build something that's like more you build something that's like more like kind of you know, this sort of like kind of you know, this sort of like kind of you know, this sort of sci-fi lore type of game, you know, this sci-fi lore type of game, you know, this sci-fi lore type of game, you know, this wizarding lore fantasy stuff. And make wizarding lore fantasy stuff. And make wizarding lore fantasy stuff. And make it like something simple. Not the like it like something simple. Not the like it like something simple. Not the like You you to build a robot, but like just You you to build a robot, but like just You you to build a robot, but like just like a card game or something. like a card game or something. like a card game or something. So he goes back and he's thinking and So he goes back and he's thinking and So he goes back and he's thinking and he's on a hike one day and he has a sort he's on a hike one day and he has a sort he's on a hike one day and he has a sort of eureka moment. He's like, "Oh, I of eureka moment. He's like, "Oh, I of eureka moment. He's like, "Oh, I could take five magics, but I could could take five magics, but I could could take five magics, but I could change it." And he has this really good change it." And he has this really good change it." And he has this really good insight, which is most games like chess insight, which is most games like chess insight, which is most games like chess or checkers or checkers or checkers um um um at the time were all like fixed games, at the time were all like fixed games, at the time were all like fixed games, meaning you open the box and the pieces meaning you open the box and the pieces meaning you open the box and the pieces are all what they are. Monopoly, like are all what they are. Monopoly, like are all what they are. Monopoly, like the the pieces are exactly what you the the pieces are exactly what you the the pieces are exactly what you think they are and I'm going to play think they are and I'm going to play think they are and I'm going to play with you and then when we're done we put with you and then when we're done we put with you and then when we're done we put the box the the box the the box the put the close the lid on the box and the put the close the lid on the box and the put the close the lid on the box and the the game stays in the box. the game stays in the box. the game stays in the box. And when Richard was growing up, he had And when Richard was growing up, he had And when Richard was growing up, he had a very unique upbringing. This is very a very unique upbringing. This is very a very unique upbringing. This is very This is like a fascinating part of this, This is like a fascinating part of this, This is like a fascinating part of this, how these like how these like how these like this like butterfly effect. So his dad this like butterfly effect. So his dad this like butterfly effect. So his dad moved him when he was very young to like moved him when he was very young to like moved him when he was very young to like Bangladesh and Nepal, these countries Bangladesh and Nepal, these countries Bangladesh and Nepal, these countries that you know that you know that you know totally fish out of water, didn't speak totally fish out of water, didn't speak totally fish out of water, didn't speak the language. the language. the language. And so to make friends, really the only And so to make friends, really the only And so to make friends, really the only thing he could do was play games because thing he could do was play games because thing he could do was play games because he didn't he didn't know how to talk, so he didn't he didn't know how to talk, so he didn't he didn't know how to talk, so they had to use the shared language of a they had to use the shared language of a they had to use the shared language of a game that he knew, that they knew. And game that he knew, that they knew. And game that he knew, that they knew. And that game for him was marbles. And so he that game for him was marbles. And so he that game for him was marbles. And so he would go and he would play marbles. And would go and he would play marbles. And would go and he would play marbles. And marbles is a very unique game where you marbles is a very unique game where you marbles is a very unique game where you don't go and open a box and play don't go and open a box and play don't go and open a box and play marbles, each kid brings their own marbles, each kid brings their own marbles, each kid brings their own marble set to the game and you play and marble set to the game and you play and marble set to the game and you play and you can win other people's marbles, you you can win other people's marbles, you you can win other people's marbles, you could trade marbles and you have your could trade marbles and you have your could trade marbles and you have your own ever-growing collection of marbles. own ever-growing collection of marbles. own ever-growing collection of marbles. And sometimes you'd run into a kid, he's And sometimes you'd run into a kid, he's And sometimes you'd run into a kid, he's got a marble you've never seen before got a marble you've never seen before got a marble you've never seen before and it made you just want want to go and it made you just want want to go and it made you just want want to go find your own version of that marble. find your own version of that marble. find your own version of that marble. You didn't even know it existed. And so You didn't even know it existed. And so You didn't even know it existed. And so that was part of the allure of the whole that was part of the allure of the whole that was part of the allure of the whole thing. And so he has this idea like, thing. And so he has this idea like, thing. And so he has this idea like, "Hey, what if I take that mechanic from "Hey, what if I take that mechanic from "Hey, what if I take that mechanic from marbles where marbles where marbles where it's this like infinite set of of of it's this like infinite set of of of it's this like infinite set of of of possibilities. You have your own possibilities. You have your own possibilities. You have your own collection, you bring the pieces to the collection, you bring the pieces to the collection, you bring the pieces to the game. It's not a game where the pieces game. It's not a game where the pieces game. It's not a game where the pieces are already inside the box." are already inside the box." are already inside the box." And that was the core insight for Magic And that was the core insight for Magic And that was the core insight for Magic the Gathering and why 20 years later the Gathering and why 20 years later the Gathering and why 20 years later it's printing, you know, $500 this it's printing, you know, $500 this it's printing, you know, $500 this quarter off of that single insight about quarter off of that single insight about quarter off of that single insight about like, "What if the players have their like, "What if the players have their like, "What if the players have their own collection that they would bring to own collection that they would bring to own collection that they would bring to the game, that would walk around with the game, that would walk around with the game, that would walk around with rather than like a fixed set of pieces. rather than like a fixed set of pieces. rather than like a fixed set of pieces. >> It It's a right now it's doing 2 billion >> It It's a right now it's doing 2 billion >> It It's a right now it's doing 2 billion a year in revenue. a year in revenue. a year in revenue. >> It's on pace for that this year, yeah. >> It's on pace for that this year, yeah. >> It's on pace for that this year, yeah. Like 1.7 last year, 2 billion this year. Like 1.7 last year, 2 billion this year. Like 1.7 last year, 2 billion this year. >> And so he's And by the way, he's the >> And so he's And by the way, he's the >> And so he's And by the way, he's the great great grandson of James Garfield. great great grandson of James Garfield. great great grandson of James Garfield. It's kind of cool. It's kind of cool. It's kind of cool. >> Yeah, the of the president, exactly. >> Yeah, the of the president, exactly. >> Yeah, the of the president, exactly. >> Yeah. So, he was like doing this. Did he >> Yeah. So, he was like doing this. Did he >> Yeah. So, he was like doing this. Did he sell it or what did he do? sell it or what did he do? sell it or what did he do? >> Yeah, so he sells it about, I don't >> Yeah, so he sells it about, I don't >> Yeah, so he sells it about, I don't know, know, know, I don't know. 6 9 years in, something I don't know. 6 9 years in, something I don't know. 6 9 years in, something like that. He sells it to Hasbro for 300 like that. He sells it to Hasbro for 300 like that. He sells it to Hasbro for 300 something million is the reported price. something million is the reported price. something million is the reported price. Then he had an earn out that took it up Then he had an earn out that took it up Then he had an earn out that took it up to almost 500 million. to almost 500 million. to almost 500 million. >> The what So, he was only 5 years or 7 >> The what So, he was only 5 years or 7 >> The what So, he was only 5 years or 7 years into this when he sold it? years into this when he sold it? years into this when he sold it? >> Something like that. He was very smart. >> Something like that. He was very smart. >> Something like that. He was very smart. So, he was building this game and I'll So, he was building this game and I'll So, he was building this game and I'll I'll tell you kind of like how we got it I'll tell you kind of like how we got it I'll tell you kind of like how we got it off the ground. I'll tell you how he did off the ground. I'll tell you how he did off the ground. I'll tell you how he did the very smart thing he did right before the very smart thing he did right before the very smart thing he did right before he sold it. And then why this is so he sold it. And then why this is so he sold it. And then why this is so great as a business model. So, so first great as a business model. So, so first great as a business model. So, so first how he got it off the ground. how he got it off the ground. how he got it off the ground. He has the idea, he starts tinkering He has the idea, he starts tinkering He has the idea, he starts tinkering with it and he's he and he's a total with it and he's he and he's a total with it and he's he and he's a total like game design nerd. He's been focused like game design nerd. He's been focused like game design nerd. He's been focused on game mechanics and game design for a on game mechanics and game design for a on game mechanics and game design for a long time. In fact, when I told you he long time. In fact, when I told you he long time. In fact, when I told you he like grew up in like Bangladesh and like grew up in like Bangladesh and like grew up in like Bangladesh and Nepal and he was playing these games, he Nepal and he was playing these games, he Nepal and he was playing these games, he actually got into Dungeons and Dragons, actually got into Dungeons and Dragons, actually got into Dungeons and Dragons, but he didn't know the rules. Like they but he didn't know the rules. Like they but he didn't know the rules. Like they didn't come with the rule set. So, he didn't come with the rule set. So, he didn't come with the rule set. So, he had the pieces, but he didn't know how had the pieces, but he didn't know how had the pieces, but he didn't know how to play. So, he was inventing his own to play. So, he was inventing his own to play. So, he was inventing his own rule rule set, which again is like, if rule rule set, which again is like, if rule rule set, which again is like, if you've looked through, you know, great you've looked through, you know, great you've looked through, you know, great inventions, it always comes with this inventions, it always comes with this inventions, it always comes with this weird constraint or this irritation that weird constraint or this irritation that weird constraint or this irritation that sounds like a total problem, but if if sounds like a total problem, but if if sounds like a total problem, but if if you they turned it into actually like you they turned it into actually like you they turned it into actually like the irritation drove the innovation. So, the irritation drove the innovation. So, the irritation drove the innovation. So, him not knowing the rules led him to him not knowing the rules led him to him not knowing the rules led him to experiment with all different types of experiment with all different types of experiment with all different types of rule game design and rule design and he rule game design and rule design and he rule game design and rule design and he would play it and later in life he would play it and later in life he would play it and later in life he actually found the official rule set. He actually found the official rule set. He actually found the official rule set. He was almost like bummed out like, "Oh, was almost like bummed out like, "Oh, was almost like bummed out like, "Oh, that's how you play? that's how you play? that's how you play? I've been inventing all these other like I've been inventing all these other like I've been inventing all these other like versions of this that were really versions of this that were really versions of this that were really interesting." So, he had been studying interesting." So, he had been studying interesting." So, he had been studying game mechanics for a long time and so game mechanics for a long time and so game mechanics for a long time and so even with Magic, he was play testing even with Magic, he was play testing even with Magic, he was play testing like crazy and he would do things that like crazy and he would do things that like crazy and he would do things that others weren't doing. So, he would find others weren't doing. So, he would find others weren't doing. So, he would find he would say, "Okay, who would be the he would say, "Okay, who would be the he would say, "Okay, who would be the best play testers for this? I can take best play testers for this? I can take best play testers for this? I can take guys who play these card games or these guys who play these card games or these guys who play these card games or these like board games, but he also went into like board games, but he also went into like board games, but he also went into baseball. He's like, "You know who baseball. He's like, "You know who baseball. He's like, "You know who really loves studying the the really loves studying the the really loves studying the the statistical statistical statistical um aspects of games with Strat-O-Matic." um aspects of games with Strat-O-Matic." um aspects of games with Strat-O-Matic." which was this like base baseball which was this like base baseball which was this like base baseball simulation game that like uber simulation game that like uber simulation game that like uber statistical nerds who love baseball statistical nerds who love baseball statistical nerds who love baseball would would get really into would would get really into would would get really into Strat-O-Matic. So, he'd find the best Strat-O-Matic. So, he'd find the best Strat-O-Matic. So, he'd find the best Strat-O-Matic players, get them to test Strat-O-Matic players, get them to test Strat-O-Matic players, get them to test this. Cuz he knew if you get the game this. Cuz he knew if you get the game this. Cuz he knew if you get the game design wrong, the game fizzles out. He's design wrong, the game fizzles out. He's design wrong, the game fizzles out. He's like, "You could have the rich kid like, "You could have the rich kid like, "You could have the rich kid problem, which is just it's all about problem, which is just it's all about problem, which is just it's all about going and buying the best cards, and going and buying the best cards, and going and buying the best cards, and once you have the best cards, you can't once you have the best cards, you can't once you have the best cards, you can't be beaten." He's like, "So, be beaten." He's like, "So, be beaten." He's like, "So, [clears throat] I can't have that [clears throat] I can't have that [clears throat] I can't have that problem. And I can't have this problem. problem. And I can't have this problem. problem. And I can't have this problem. And I can't have this problem." He's And I can't have this problem." He's And I can't have this problem." He's finding all the bugs before he ever got finding all the bugs before he ever got finding all the bugs before he ever got to launch. And by the time he gets to to launch. And by the time he gets to to launch. And by the time he gets to launch, he doesn't just try to launch launch, he doesn't just try to launch launch, he doesn't just try to launch this widely or, you know, just like this widely or, you know, just like this widely or, you know, just like launch it to his friends. He goes and he launch it to his friends. He goes and he launch it to his friends. He goes and he drives basically like down the coast, drives basically like down the coast, drives basically like down the coast, and he's going from like and he's going from like and he's going from like uh Comic-Con to like trading card uh Comic-Con to like trading card uh Comic-Con to like trading card conventions to conventions to conventions to um board game conventions, and he's um board game conventions, and he's um board game conventions, and he's finding like the white-hot center of who finding like the white-hot center of who finding like the white-hot center of who should love this game. And it should be should love this game. And it should be should love this game. And it should be basically like board game nerds. And he basically like board game nerds. And he basically like board game nerds. And he would go and he would demo it to like would go and he would demo it to like would go and he would demo it to like very small groups of people, but he very small groups of people, but he very small groups of people, but he would influence the influencers. He would influence the influencers. He would influence the influencers. He would get the guys who owned the shops. would get the guys who owned the shops. would get the guys who owned the shops. He would get the guys who write the He would get the guys who write the He would get the guys who write the magazine articles. He would get the guys magazine articles. He would get the guys magazine articles. He would get the guys who are the the pro players of other who are the the pro players of other who are the the pro players of other games. He would win them over. And once games. He would win them over. And once games. He would win them over. And once he won them over, they would then be his he won them over, they would then be his he won them over, they would then be his sales engine explaining it to the next sales engine explaining it to the next sales engine explaining it to the next people. And so, he would just like, you people. And so, he would just like, you people. And so, he would just like, you know, kind of like traveling in his know, kind of like traveling in his know, kind of like traveling in his truck with the game in his trunk, go and truck with the game in his trunk, go and truck with the game in his trunk, go and win over like hand-to-hand combat win over like hand-to-hand combat win over like hand-to-hand combat >> So, this is in uh it says he it's he >> So, this is in uh it says he it's he >> So, this is in uh it says he it's he says he launched this in '93. So, he was says he launched this in '93. So, he was says he launched this in '93. So, he was doing that in the '80s. doing that in the '80s. doing that in the '80s. >> And well, that was kind of his launch >> And well, that was kind of his launch >> And well, that was kind of his launch strategy. And then he right away it sold strategy. And then he right away it sold strategy. And then he right away it sold out. He sold like like hundreds of out. He sold like like hundreds of out. He sold like like hundreds of thousands of cards like in the first 4 thousands of cards like in the first 4 thousands of cards like in the first 4 days. And then he reprinted and he sold days. And then he reprinted and he sold days. And then he reprinted and he sold he had sold 10 million within the first he had sold 10 million within the first he had sold 10 million within the first like year or something like that. Like like year or something like that. Like like year or something like that. Like it was crazy. it was crazy. it was crazy. >> great movie. Like the the like early >> great movie. Like the the like early >> great movie. Like the the like early '90s, late '80s and San Diego, LA, like '90s, late '80s and San Diego, LA, like '90s, late '80s and San Diego, LA, like that is like a really cool setting. And that is like a really cool setting. And that is like a really cool setting. And then like a guy like going through all then like a guy like going through all then like a guy like going through all this like it's not going to work. It's this like it's not going to work. It's this like it's not going to work. It's not going to work. Oh, it might work a not going to work. Oh, it might work a not going to work. Oh, it might work a little bit. It's not going to work. little bit. It's not going to work. little bit. It's not going to work. Okay, it works. Like that type of movie Okay, it works. Like that type of movie Okay, it works. Like that type of movie would be great. would be great. would be great. >> to like boons, right? So he he runs out >> to like boons, right? So he he runs out >> to like boons, right? So he he runs out They it sells so fast, he has no cards. They it sells so fast, he has no cards. They it sells so fast, he has no cards. He can't print any more cards. It takes He can't print any more cards. It takes He can't print any more cards. It takes time to do a print run. But the scarcity time to do a print run. But the scarcity time to do a print run. But the scarcity of there being no more cards and people of there being no more cards and people of there being no more cards and people going into shops being like, "Hey, do going into shops being like, "Hey, do going into shops being like, "Hey, do you have any magic?" And the owners you have any magic?" And the owners you have any magic?" And the owners being like, "What's magic?" And then being like, "What's magic?" And then being like, "What's magic?" And then they would have to go figure out, "Why they would have to go figure out, "Why they would have to go figure out, "Why are people walking to our door like are people walking to our door like are people walking to our door like hunting for this thing? I've never seen hunting for this thing? I've never seen hunting for this thing? I've never seen this level of passion." So the scarcity this level of passion." So the scarcity this level of passion." So the scarcity drove the like economy of the of the drove the like economy of the of the drove the like economy of the of the game. And so he and and again, the game. And so he and and again, the game. And so he and and again, the business model, the genius of the business model, the genius of the business model, the genius of the business model. So normal board game business model. So normal board game business model. So normal board game will sell for like whatever, 20 bucks, will sell for like whatever, 20 bucks, will sell for like whatever, 20 bucks, let's call it. let's call it. let's call it. Well, the average Magic player is Well, the average Magic player is Well, the average Magic player is spending 100 bucks a year for like eight spending 100 bucks a year for like eight spending 100 bucks a year for like eight or nine years of their hobby. So the or nine years of their hobby. So the or nine years of their hobby. So the average player is spending like a average player is spending like a average player is spending like a thousand dollars. And obviously there's thousand dollars. And obviously there's thousand dollars. And obviously there's extreme collectors who are spending extreme collectors who are spending extreme collectors who are spending hundreds of thousands. There's casuals hundreds of thousands. There's casuals hundreds of thousands. There's casuals who fade out right away. But if you just who fade out right away. But if you just who fade out right away. But if you just do the math, like the LTV per customer do the math, like the LTV per customer do the math, like the LTV per customer is in the thousands of dollars per is in the thousands of dollars per is in the thousands of dollars per player. You could never get somebody to player. You could never get somebody to player. You could never get somebody to buy a board game for a thousand dollars. buy a board game for a thousand dollars. buy a board game for a thousand dollars. But by doing this kind of drip drip drip But by doing this kind of drip drip drip But by doing this kind of drip drip drip mechanism where you get into the game, mechanism where you get into the game, mechanism where you get into the game, but then you want your collection to but then you want your collection to but then you want your collection to become better so that you show up with become better so that you show up with become better so that you show up with like the ace up your sleeve and you have like the ace up your sleeve and you have like the ace up your sleeve and you have social status because you have cool social status because you have cool social status because you have cool cards. And then you can trade or sell cards. And then you can trade or sell cards. And then you can trade or sell those cards, so it's an investment. It's those cards, so it's an investment. It's those cards, so it's an investment. It's not spending. And that's what, you know, not spending. And that's what, you know, not spending. And that's what, you know, Pokémon did that afterwards. Uh Pokémon did that afterwards. Uh Pokémon did that afterwards. Uh Hearthstone did that afterwards. And now Hearthstone did that afterwards. And now Hearthstone did that afterwards. And now like, you know, a lot of the like sports like, you know, a lot of the like sports like, you know, a lot of the like sports card stuff have have have really taken card stuff have have have really taken card stuff have have have really taken that model and run with it. But, you that model and run with it. But, you that model and run with it. But, you know, Magic was really one of the OGs know, Magic was really one of the OGs know, Magic was really one of the OGs who did it. So I thought that was pretty who did it. So I thought that was pretty who did it. So I thought that was pretty amazing. amazing. amazing. >> The other cool thing he did was >> The other cool thing he did was >> The other cool thing he did was he bought Dungeons & Dragons. So he he bought Dungeons & Dragons. So he he bought Dungeons & Dragons. So he wanted to IPO the company. He realized wanted to IPO the company. He realized wanted to IPO the company. He realized like if I'm just one piece of IP, like if I'm just one piece of IP, like if I'm just one piece of IP, I'm going to be seen as inherently I'm going to be seen as inherently I'm going to be seen as inherently risky. And so Dungeons & Dragons had risky. And so Dungeons & Dragons had risky. And so Dungeons & Dragons had been out before him and it had like 40 been out before him and it had like 40 been out before him and it had like 40 million in revenue, but it had like 30 million in revenue, but it had like 30 million in revenue, but it had like 30 million in debt. And it was doing really million in debt. And it was doing really million in debt. And it was doing really poor They could they stopped printing poor They could they stopped printing poor They could they stopped printing cards cuz they just had too much debt. cards cuz they just had too much debt. cards cuz they just had too much debt. They owed a bunch of money. They were They owed a bunch of money. They were They owed a bunch of money. They were They had scattered their business too They had scattered their business too They had scattered their business too much. So he bought the company. Nobody much. So he bought the company. Nobody much. So he bought the company. Nobody knows exactly how much, but like it knows exactly how much, but like it knows exactly how much, but like it looks like it was like 30, 40 million looks like it was like 30, 40 million looks like it was like 30, 40 million maybe. And he just took care of their maybe. And he just took care of their maybe. And he just took care of their debts. And in doing so, he had a a more debts. And in doing so, he had a a more debts. And in doing so, he had a a more diversified, you know, uh brand diversified, you know, uh brand diversified, you know, uh brand portfolio of like another franchise that portfolio of like another franchise that portfolio of like another franchise that had millions of players and had been had millions of players and had been had millions of players and had been around for a while. And so, he's, you around for a while. And so, he's, you around for a while. And so, he's, you know, you buy it for 30 million, but know, you buy it for 30 million, but know, you buy it for 30 million, but then your egg your eventual exit is for, then your egg your eventual exit is for, then your egg your eventual exit is for, you know, 300 to 500 million to Hasbro you know, 300 to 500 million to Hasbro you know, 300 to 500 million to Hasbro because you were more defensible. So, I because you were more defensible. So, I because you were more defensible. So, I thought that was actually pretty thought that was actually pretty thought that was actually pretty brilliant as well. brilliant as well. brilliant as well. >> If you go on eBay and type in Magic the >> If you go on eBay and type in Magic the >> If you go on eBay and type in Magic the Gathering and sort by most expensive, Gathering and sort by most expensive, Gathering and sort by most expensive, there's cards on here that are hundreds there's cards on here that are hundreds there's cards on here that are hundreds of thousands of dollars. of thousands of dollars. of thousands of dollars. >> Yeah. >> Yeah. >> Yeah. >> That is wild. That is absolutely wild. >> That is wild. That is absolutely wild. >> That is wild. That is absolutely wild. >> I think the most expensive Pokémon card >> I think the most expensive Pokémon card >> I think the most expensive Pokémon card sold for like 10 million or something, sold for like 10 million or something, sold for like 10 million or something, 12 million or something. 12 million or something. 12 million or something. >> Yeah, you know the Gooch? You remember >> Yeah, you know the Gooch? You remember >> Yeah, you know the Gooch? You remember the Gooch? Or sorry, not the Gooch. the Gooch? Or sorry, not the Gooch. the Gooch? Or sorry, not the Gooch. >> [laughter] >> [laughter] >> [laughter] >> Mooch. >> Mooch. >> Mooch. >> I sure don't. >> I sure don't. >> I sure don't. >> Yeah, he's not the Gooch. He's he's the >> Yeah, he's not the Gooch. He's he's the >> Yeah, he's not the Gooch. He's he's the Mooch. Uh Anthony Scara- Mooch. Uh Anthony Scara- Mooch. Uh Anthony Scara- Scaramucci. The Mooch. Scaramucci. The Mooch. Scaramucci. The Mooch. His kid bought it from uh Logan Paul for His kid bought it from uh Logan Paul for His kid bought it from uh Logan Paul for like 10 or 17 million dollars, something like 10 or 17 million dollars, something like 10 or 17 million dollars, something like that. like that. like that. >> Right. >> Right. >> Right. >> [laughter] >> [laughter] >> [laughter] >> What's the Gooch known for? >> What's the Gooch known for? >> What's the Gooch known for? >> Uh you don't want to know. Um >> Uh you don't want to know. Um >> Uh you don't want to know. Um but uh did he raise funding? but uh did he raise funding? but uh did he raise funding? >> No. This is like a >> No. This is like a >> No. This is like a bootstrapped thing. bootstrapped thing. bootstrapped thing. >> And what year did he sell it? >> And what year did he sell it? >> And what year did he sell it? >> I think he sold it late '90s is my my >> I think he sold it late '90s is my my >> I think he sold it late '90s is my my guess. Um guess. Um guess. Um But it was like, you know, it was like But it was like, you know, it was like But it was like, you know, it was like eight years in the making before he even eight years in the making before he even eight years in the making before he even launched the game because he's been I launched the game because he's been I launched the game because he's been I mean, and it really he'd been thinking mean, and it really he'd been thinking mean, and it really he'd been thinking about this stuff since he was a child. I about this stuff since he was a child. I about this stuff since he was a child. I think there's a belief in think there's a belief in think there's a belief in entrepreneurship that entrepreneurship that entrepreneurship that these ideas just sort of exist, you just these ideas just sort of exist, you just these ideas just sort of exist, you just have to sort of find one and make one. have to sort of find one and make one. have to sort of find one and make one. And um or you sort of get to be the one And um or you sort of get to be the one And um or you sort of get to be the one who gets the winning lottery ticket. And who gets the winning lottery ticket. And who gets the winning lottery ticket. And then you read about stories like this. then you read about stories like this. then you read about stories like this. You read about the story of how the UFC, You read about the story of how the UFC, You read about the story of how the UFC, you know, almost went bankrupt and you know, almost went bankrupt and you know, almost went bankrupt and really like Dana White and the really like Dana White and the really like Dana White and the Fertittas, Fertittas, Fertittas, you know, built that thing brick by you know, built that thing brick by you know, built that thing brick by brick against pretty much every headwind brick against pretty much every headwind brick against pretty much every headwind you could have, being outlawed by by you could have, being outlawed by by you could have, being outlawed by by states, losing money, nobody would put states, losing money, nobody would put states, losing money, nobody would put them on TV, like just every headwind you them on TV, like just every headwind you them on TV, like just every headwind you could have, they faced and still built a could have, they faced and still built a could have, they faced and still built a multi-billion dollar company, still multi-billion dollar company, still multi-billion dollar company, still doing it today even after cashing out. doing it today even after cashing out. doing it today even after cashing out. And I think there are actually many And I think there are actually many And I think there are actually many businesses that were only going to be businesses that were only going to be businesses that were only going to be built like by one person. It was either built like by one person. It was either built like by one person. It was either going to be built by that person or it going to be built by that person or it going to be built by that person or it wasn't going to exist. And I don't think wasn't going to exist. And I don't think wasn't going to exist. And I don't think that's a popular belief, but when you that's a popular belief, but when you that's a popular belief, but when you hear these stories, you just can't hear these stories, you just can't hear these stories, you just can't imagine. Would there really imagine. Would there really imagine. Would there really [clears throat] have been another person [clears throat] have been another person [clears throat] have been another person who had the this combination of the who had the this combination of the who had the this combination of the background, the the hustle, the insight, background, the the hustle, the insight, background, the the hustle, the insight, the personality, the force of will, like the personality, the force of will, like the personality, the force of will, like the combination of factors that it takes the combination of factors that it takes the combination of factors that it takes to make it happen. Um the other time I to make it happen. Um the other time I to make it happen. Um the other time I felt this was when we were uh talking to felt this was when we were uh talking to felt this was when we were uh talking to Joe Gebbia from from Airbnb. And he was Joe Gebbia from from Airbnb. And he was Joe Gebbia from from Airbnb. And he was telling the the true founding story of telling the the true founding story of telling the the true founding story of Airbnb and all of the headaches that Airbnb and all of the headaches that Airbnb and all of the headaches that they faced along the way. And you know, they faced along the way. And you know, they faced along the way. And you know, just being shut down and being sued and just being shut down and being sued and just being shut down and being sued and being this and being that. And it was being this and being that. And it was being this and being that. And it was like being copied by these like much like being copied by these like much like being copied by these like much bigger, more well-funded competitors. bigger, more well-funded competitors. bigger, more well-funded competitors. And just the the number of times they And just the the number of times they And just the the number of times they escaped death in the first two years. escaped death in the first two years. escaped death in the first two years. It's like a dozen deaths that they It's like a dozen deaths that they It's like a dozen deaths that they escaped. You know, they're they're out escaped. You know, they're they're out escaped. You know, they're they're out of funding and then they create a cereal of funding and then they create a cereal of funding and then they create a cereal box for John McCain and Barack Obama and box for John McCain and Barack Obama and box for John McCain and Barack Obama and they sell that at the conventions and they sell that at the conventions and they sell that at the conventions and they get just enough money to continue they get just enough money to continue they get just enough money to continue their business. It's like, what the hell their business. It's like, what the hell their business. It's like, what the hell is going on? And so, you know, those are is going on? And so, you know, those are is going on? And so, you know, those are businesses that it's like, oh, Airbnb businesses that it's like, oh, Airbnb businesses that it's like, oh, Airbnb was not meant to survive. It broke the was not meant to survive. It broke the was not meant to survive. It broke the rules. It was supposed to die 12 times rules. It was supposed to die 12 times rules. It was supposed to die 12 times and it it finally the universe gave in. and it it finally the universe gave in. and it it finally the universe gave in. It was like, fine, go ahead and exist. It was like, fine, go ahead and exist. It was like, fine, go ahead and exist. It was not like just anybody was going It was not like just anybody was going It was not like just anybody was going to make that happen. to make that happen. to make that happen. >> [laughter] >> [laughter] >> [laughter] >> It was it was not going to happen that >> It was it was not going to happen that >> It was it was not going to happen that way. way. way. >> So good. There's a scene that um in in >> So good. There's a scene that um in in >> So good. There's a scene that um in in the movie Rudy. Have you seen the the the movie Rudy. Have you seen the the the movie Rudy. Have you seen the the football show or the football movie football show or the football movie football show or the football movie Rudy? Rudy? Rudy? >> Yeah. The like Rudy's like talking to a >> Yeah. The like Rudy's like talking to a >> Yeah. The like Rudy's like talking to a priest. Uh and the priest is like, Rudy, priest. Uh and the priest is like, Rudy, priest. Uh and the priest is like, Rudy, I've been a priest now for this long and I've been a priest now for this long and I've been a priest now for this long and there's only two things that I I've there's only two things that I I've there's only two things that I I've realized I believe in. realized I believe in. realized I believe in. There is a God and I ain't him. There is a God and I ain't him. There is a God and I ain't him. And uh And uh And uh >> [laughter] >> [laughter] >> [laughter] >> And whenever I hear stories of like Dana >> And whenever I hear stories of like Dana >> And whenever I hear stories of like Dana White, what do we say or we were we were White, what do we say or we were we were White, what do we say or we were we were paraphrasing someone else, but it was it paraphrasing someone else, but it was it paraphrasing someone else, but it was it was like, "Make sure your passion burns was like, "Make sure your passion burns was like, "Make sure your passion burns so bright that everyone will come to so bright that everyone will come to so bright that everyone will come to town to like watch you burn." Something town to like watch you burn." Something town to like watch you burn." Something like that. When I hear stories like like that. When I hear stories like like that. When I hear stories like this, that's what I'm envious of. I'm this, that's what I'm envious of. I'm this, that's what I'm envious of. I'm like, "Ah, I wish I cared about anything like, "Ah, I wish I cared about anything like, "Ah, I wish I cared about anything as much as this guy cared about a stupid as much as this guy cared about a stupid as much as this guy cared about a stupid card game." card game." card game." >> [laughter] >> [laughter] >> [laughter] >> Yeah, that's exactly right. When you >> Yeah, that's exactly right. When you >> Yeah, that's exactly right. When you hear the stories of like hear the stories of like hear the stories of like these kind of like these kind of like these kind of like singular singular singular force of will, creativity, you know, force of will, creativity, you know, force of will, creativity, you know, like the guy who Who is it? The guy who like the guy who Who is it? The guy who like the guy who Who is it? The guy who created created created >> Minecraft? One guy, Notch. >> Minecraft? One guy, Notch. >> Minecraft? One guy, Notch. Notch, yeah. Notch, yeah. Notch, yeah. >> The whole thing himself, you know what I >> The whole thing himself, you know what I >> The whole thing himself, you know what I mean? Um I I have I have a friend who's mean? Um I I have I have a friend who's mean? Um I I have I have a friend who's a very, very smart venture capitalist. a very, very smart venture capitalist. a very, very smart venture capitalist. You know, this guy is like backed to You know, this guy is like backed to You know, this guy is like backed to some of the biggest winners. And he said some of the biggest winners. And he said some of the biggest winners. And he said something to me once about I remember something to me once about I remember something to me once about I remember when esports was like on trend, and when esports was like on trend, and when esports was like on trend, and people were investing a lot in esports, people were investing a lot in esports, people were investing a lot in esports, and and and uh Overwatch franchises were selling for uh Overwatch franchises were selling for uh Overwatch franchises were selling for 20 million a pop cuz they were trying to 20 million a pop cuz they were trying to 20 million a pop cuz they were trying to make it the next NBA. And he wasn't make it the next NBA. And he wasn't make it the next NBA. And he wasn't buying any of it. And I'm like, "But buying any of it. And I'm like, "But buying any of it. And I'm like, "But this is kind of your thing. You like this is kind of your thing. You like this is kind of your thing. You like these like weird, niche uh things that these like weird, niche uh things that these like weird, niche uh things that could be huge, but they're kind of could be huge, but they're kind of could be huge, but they're kind of written off, and now they're starting to written off, and now they're starting to written off, and now they're starting to pick up steam. Like I'm surprised you're pick up steam. Like I'm surprised you're pick up steam. Like I'm surprised you're out." He goes, "Esports needs its Dana out." He goes, "Esports needs its Dana out." He goes, "Esports needs its Dana White." And he was like, "Uh I don't White." And he was like, "Uh I don't White." And he was like, "Uh I don't know who that person is." But he goes, know who that person is." But he goes, know who that person is." But he goes, "Anybody could have told you that. Like "Anybody could have told you that. Like "Anybody could have told you that. Like fighting, martial arts, like it was a fighting, martial arts, like it was a fighting, martial arts, like it was a thing thing thing for sure. for sure. for sure. But the guy who was going to make it the But the guy who was going to make it the But the guy who was going to make it the worldwide thing, it took a very special worldwide thing, it took a very special worldwide thing, it took a very special like batch of entrepreneurial energy to like batch of entrepreneurial energy to like batch of entrepreneurial energy to do that. And somebody who was going to do that. And somebody who was going to do that. And somebody who was going to just break through walls for 20 years. just break through walls for 20 years. just break through walls for 20 years. And he's like, "You just need to And And he's like, "You just need to And And he's like, "You just need to And he's like, "So I'm just waiting. I'm he's like, "So I'm just waiting. I'm he's like, "So I'm just waiting. I'm just waiting till esports has that." just waiting till esports has that." just waiting till esports has that." He's like, "I don't think esports is not He's like, "I don't think esports is not He's like, "I don't think esports is not going to be a thing, but I also don't going to be a thing, but I also don't going to be a thing, but I also don't think it's a thing it's going to be a think it's a thing it's going to be a think it's a thing it's going to be a thing right now because I don't see who thing right now because I don't see who thing right now because I don't see who that person is yet." And you see this that person is yet." And you see this that person is yet." And you see this with other things. Like right now with other things. Like right now with other things. Like right now longevity is obviously a huge trend. longevity is obviously a huge trend. longevity is obviously a huge trend. Wellness, longevity, it's kind of Wellness, longevity, it's kind of Wellness, longevity, it's kind of replaced health and fitness as like the replaced health and fitness as like the replaced health and fitness as like the way people want to optimize. way people want to optimize. way people want to optimize. And Bryan Johnson And Bryan Johnson And Bryan Johnson I think was the Dana White of that I think was the Dana White of that I think was the Dana White of that industry. I think Brian Johnson was industry. I think Brian Johnson was industry. I think Brian Johnson was willing to do things no one else would willing to do things no one else would willing to do things no one else would do in a way in a combination of like do in a way in a combination of like do in a way in a combination of like skills and personal sacrifice that uh skills and personal sacrifice that uh skills and personal sacrifice that uh very few people were ever going to um very few people were ever going to um very few people were ever going to um ever going to do. And he had that ever going to do. And he had that ever going to do. And he had that special combination. I think he's going special combination. I think he's going special combination. I think he's going to do it for a long enough time that to do it for a long enough time that to do it for a long enough time that it's going to be I mean it's already it's going to be I mean it's already it's going to be I mean it's already broken mainstream, but I think it's broken mainstream, but I think it's broken mainstream, but I think it's going to just keep going. And he you going to just keep going. And he you going to just keep going. And he you know know know in his case he's not creating like the in his case he's not creating like the in his case he's not creating like the one company necessarily that will be the one company necessarily that will be the one company necessarily that will be the winner in the way that like the say the winner in the way that like the say the winner in the way that like the say the UFC was. UFC was. UFC was. But I think he made it happen in a way But I think he made it happen in a way But I think he made it happen in a way that no doctor, no scientist, no fitness that no doctor, no scientist, no fitness that no doctor, no scientist, no fitness athlete was ever going to do. athlete was ever going to do. athlete was ever going to do. >> Yeah, man. I remember when we first came >> Yeah, man. I remember when we first came >> Yeah, man. I remember when we first came across him we were like across him we were like across him we were like there's this guy, he's got a blog, and there's this guy, he's got a blog, and there's this guy, he's got a blog, and he's like just writing about his blood he's like just writing about his blood he's like just writing about his blood levels, but look how he does it. Look levels, but look how he does it. Look levels, but look how he does it. Look how nerdy he is. how nerdy he is. how nerdy he is. >> Well, what were the factors, right? He >> Well, what were the factors, right? He >> Well, what were the factors, right? He had to have first personal wealth to had to have first personal wealth to had to have first personal wealth to start spending millions of dollars. No start spending millions of dollars. No start spending millions of dollars. No investor would have funded that. Right? investor would have funded that. Right? investor would have funded that. Right? Hey, hey, I'm going to go raise money to Hey, hey, I'm going to go raise money to Hey, hey, I'm going to go raise money to inject myself with crazy measure inject myself with crazy measure inject myself with crazy measure every organ in my body individually for every organ in my body individually for every organ in my body individually for its aging speed cuz I want to know that its aging speed cuz I want to know that its aging speed cuz I want to know that my left earlobe is aging differently my left earlobe is aging differently my left earlobe is aging differently than my my kidney. And I'm going to do than my my kidney. And I'm going to do than my my kidney. And I'm going to do that for years and like you know somehow that for years and like you know somehow that for years and like you know somehow that's going to work, right? Like he he that's going to work, right? Like he he that's going to work, right? Like he he needed personal wealth. needed personal wealth. needed personal wealth. Then how many wealthy guys would want to Then how many wealthy guys would want to Then how many wealthy guys would want to like like like donate their body to science while donate their body to science while donate their body to science while they're still alive? they're still alive? they're still alive? >> Yeah, well he you need someone who's >> Yeah, well he you need someone who's >> Yeah, well he you need someone who's basically like a little bit autistic and basically like a little bit autistic and basically like a little bit autistic and a lot a lot a lot ranks high on disagreeableness. ranks high on disagreeableness. ranks high on disagreeableness. >> And he I mean he admitted himself he was >> And he I mean he admitted himself he was >> And he I mean he admitted himself he was depressed and you know suicidal. And so depressed and you know suicidal. And so depressed and you know suicidal. And so he had nothing to lose. He's like, he had nothing to lose. He's like, he had nothing to lose. He's like, "Well, being rich isn't making me happy, "Well, being rich isn't making me happy, "Well, being rich isn't making me happy, so you know let's spend the money and do so you know let's spend the money and do so you know let's spend the money and do something else that will give me some something else that will give me some something else that will give me some sense of purpose and and and something sense of purpose and and and something sense of purpose and and and something that will will take me out of this that will will take me out of this that will will take me out of this funk." Then you needed somebody who had funk." Then you needed somebody who had funk." Then you needed somebody who had the unique quirky personality to be the unique quirky personality to be the unique quirky personality to be loved by some, hated by many, and loved by some, hated by many, and loved by some, hated by many, and watched by all. And so you know his watched by all. And so you know his watched by all. And so you know his look, his personality, his combination look, his personality, his combination look, his personality, his combination of scientific intelligence, business of scientific intelligence, business of scientific intelligence, business acumen, and then like willingness to acumen, and then like willingness to acumen, and then like willingness to look like a fool on social media, right? look like a fool on social media, right? look like a fool on social media, right? He's like, I actually believe that Brian He's like, I actually believe that Brian He's like, I actually believe that Brian Johnson is the greatest social media Johnson is the greatest social media Johnson is the greatest social media marketer in the world. And so like if marketer in the world. And so like if marketer in the world. And so like if you see him now, you know, he's like you see him now, you know, he's like you see him now, you know, he's like I'm going to live stream myself taking I'm going to live stream myself taking I'm going to live stream myself taking taking DMT or whatever like what's the taking DMT or whatever like what's the taking DMT or whatever like what's the thing like the toad pissed in my mouth thing like the toad pissed in my mouth thing like the toad pissed in my mouth and I'm going to hallucinate you know, and I'm going to hallucinate you know, and I'm going to hallucinate you know, whatever it is like he's doing that type whatever it is like he's doing that type whatever it is like he's doing that type of stuff on a live stream. You're like, of stuff on a live stream. You're like, of stuff on a live stream. You're like, oh my god, who would think to do this oh my god, who would think to do this oh my god, who would think to do this like is he he's got like Jake Paul's like is he he's got like Jake Paul's like is he he's got like Jake Paul's social media instincts packaged in Elon social media instincts packaged in Elon social media instincts packaged in Elon Musk's wealth and you know, Huberman Musk's wealth and you know, Huberman Musk's wealth and you know, Huberman scientific right? Like he's got like scientific right? Like he's got like scientific right? Like he's got like elements of each one of those not at the elements of each one of those not at the elements of each one of those not at the each one's level, but like that each one's level, but like that each one's level, but like that combination is just a very rare skill combination is just a very rare skill combination is just a very rare skill stack. stack. stack. >> Have you seen his YouTube videos? >> Have you seen his YouTube videos? >> Have you seen his YouTube videos? They're great. They're so good. They're They're great. They're so good. They're They're great. They're so good. They're they're not at all like anyone else's they're not at all like anyone else's they're not at all like anyone else's stuff. They're so good. stuff. They're so good. stuff. They're so good. >> And I'm not saying I agree with >> And I'm not saying I agree with >> And I'm not saying I agree with everything he's saying. I'm not saying I everything he's saying. I'm not saying I everything he's saying. I'm not saying I endorse whatever. I'm not I'm not saying endorse whatever. I'm not I'm not saying endorse whatever. I'm not I'm not saying any of that stuff. But all I'm saying is any of that stuff. But all I'm saying is any of that stuff. But all I'm saying is he undeniably he undeniably he undeniably broke through the noise and broke broke through the noise and broke broke through the noise and broke through the barriers and brought so much through the barriers and brought so much through the barriers and brought so much attention to this entire like way of attention to this entire like way of attention to this entire like way of living that it just seems like who else living that it just seems like who else living that it just seems like who else was going to do that? was going to do that? was going to do that? >> He told me his motivation. He was like >> He told me his motivation. He was like >> He told me his motivation. He was like I can't tell you I can't tell you I can't tell you who the 70th or 50th or 100th richest who the 70th or 50th or 100th richest who the 70th or 50th or 100th richest person was in 1975. person was in 1975. person was in 1975. But I can tell you who Galileo is. I can But I can tell you who Galileo is. I can But I can tell you who Galileo is. I can tell you what the Wright brothers did. I tell you what the Wright brothers did. I tell you what the Wright brothers did. I there's about five to 10 people who I there's about five to 10 people who I there's about five to 10 people who I could tell you what they invented and could tell you what they invented and could tell you what they invented and how they impact society. how they impact society. how they impact society. And none of them does it relate around And none of them does it relate around And none of them does it relate around money. And so that's when I realized money. And so that's when I realized money. And so that's when I realized that going after just business and that going after just business and that going after just business and making more money was not the answer to making more money was not the answer to making more money was not the answer to my question of how do I be somebody that my question of how do I be somebody that my question of how do I be somebody that other people remember in 500 years? Cuz other people remember in 500 years? Cuz other people remember in 500 years? Cuz that's my motivation. that's my motivation. that's my motivation. >> Dude, when you hear stuff like that, >> Dude, when you hear stuff like that, >> Dude, when you hear stuff like that, it's like such an amazing one-line kill it's like such an amazing one-line kill it's like such an amazing one-line kill shot because you know, 5 seconds earlier shot because you know, 5 seconds earlier shot because you know, 5 seconds earlier it's like it's like it's like you're crazy you'd be crazy to do that. you're crazy you'd be crazy to do that. you're crazy you'd be crazy to do that. And then he says one thing and like, I And then he says one thing and like, I And then he says one thing and like, I guess you'd be crazy not to do that. guess you'd be crazy not to do that. guess you'd be crazy not to do that. >> [laughter] >> [laughter] >> [laughter] >> You know what I mean? Like, that's how >> You know what I mean? Like, that's how >> You know what I mean? Like, that's how effective that is. It's like, yeah, effective that is. It's like, yeah, effective that is. It's like, yeah, you're right. Like, what is the money you're right. Like, what is the money you're right. Like, what is the money for? Nobody cares that you, you know, for? Nobody cares that you, you know, for? Nobody cares that you, you know, you sold Braintree/Venmo you sold Braintree/Venmo you sold Braintree/Venmo for $700 million, and then, you know, for $700 million, and then, you know, for $700 million, and then, you know, what are you going to do? Live the rest what are you going to do? Live the rest what are you going to do? Live the rest of your life sipping piña coladas? Like, of your life sipping piña coladas? Like, of your life sipping piña coladas? Like, you know, on islands you own? Like, you know, on islands you own? Like, you know, on islands you own? Like, yeah, you could do that. Or you could be yeah, you could do that. Or you could be yeah, you could do that. Or you could be a man of history, and like, a man of history, and like, a man of history, and like, >> [laughter] >> [laughter] >> [laughter] >> you could do this. Oh, okay, you could >> you could do this. Oh, okay, you could >> you could do this. Oh, okay, you could help people, you know, live forever. help people, you know, live forever. help people, you know, live forever. That That That I guess that isn't crazy. I guess that's I guess that isn't crazy. I guess that's I guess that isn't crazy. I guess that's actually sounds way better than the actually sounds way better than the actually sounds way better than the alternative. alternative. alternative. >> Do you ever watch the Grammys where they >> Do you ever watch the Grammys where they >> Do you ever watch the Grammys where they do like the seg- or like the Oscars, I do like the seg- or like the Oscars, I do like the seg- or like the Oscars, I forget, where they do the segment where forget, where they do the segment where forget, where they do the segment where they remember the people who died that they remember the people who died that they remember the people who died that year? It's like a constant of like, year? It's like a constant of like, year? It's like a constant of like, Oh, Oh, Oh, he died? Or like or like, oh, I remember he died? Or like or like, oh, I remember he died? Or like or like, oh, I remember that guy. And like, you maybe are that guy. And like, you maybe are that guy. And like, you maybe are thinking back to a time when you did thinking back to a time when you did thinking back to a time when you did remember because that movie that that remember because that movie that that remember because that movie that that person in was like your favorite movie person in was like your favorite movie person in was like your favorite movie when you're a kid. when you're a kid. when you're a kid. And you're like, he was the man. I love And you're like, he was the man. I love And you're like, he was the man. I love that guy. that guy. that guy. Okay. And like, it's just like, next. Okay. And like, it's just like, next. Okay. And like, it's just like, next. And whatever whatever I that segment And whatever whatever I that segment And whatever whatever I that segment exists, I'm like, exists, I'm like, exists, I'm like, the vast majority of a large percentage the vast majority of a large percentage the vast majority of a large percentage of the people who they're talking about of the people who they're talking about of the people who they're talking about are probably significantly more are probably significantly more are probably significantly more successful and impactful than I am. And successful and impactful than I am. And successful and impactful than I am. And yet, all they're going to get from me yet, all they're going to get from me yet, all they're going to get from me and millions of other people is a Huh. and millions of other people is a Huh. and millions of other people is a Huh. >> Right. >> Right. >> Right. >> Okay. Yeah. And like, >> Okay. Yeah. And like, >> Okay. Yeah. And like, >> [laughter] >> [laughter] >> [laughter] >> and and and some hand, I'm always like, >> and and and some hand, I'm always like, >> and and and some hand, I'm always like, that's a bummer. And then on the other that's a bummer. And then on the other that's a bummer. And then on the other side, I'm like, that's kind of freeing, side, I'm like, that's kind of freeing, side, I'm like, that's kind of freeing, right? Like, just do whatever you want right? Like, just do whatever you want right? Like, just do whatever you want then. then. then. And so, those segments always remind me And so, those segments always remind me And so, those segments always remind me of what Brian Johnson said. of what Brian Johnson said. of what Brian Johnson said. >> So so much of the worst things of our >> So so much of the worst things of our >> So so much of the worst things of our living life are caring about what other living life are caring about what other living life are caring about what other people might think of us while we're people might think of us while we're people might think of us while we're alive. If you stacked onto that, and you alive. If you stacked onto that, and you alive. If you stacked onto that, and you knew everybody would care about you and knew everybody would care about you and knew everybody would care about you and think about you when you were dead, it think about you when you were dead, it think about you when you were dead, it would I think it'd be net negative, would I think it'd be net negative, would I think it'd be net negative, right? Like, it's a good thing we don't right? Like, it's a good thing we don't right? Like, it's a good thing we don't all have these all have these all have these insane legacies that everybody knows insane legacies that everybody knows insane legacies that everybody knows about cuz it's freeing to let you about cuz it's freeing to let you about cuz it's freeing to let you actually just live your life on your own actually just live your life on your own actually just live your life on your own terms for what you you know, because terms for what you you know, because terms for what you you know, because nobody's thinking about you anyways. nobody's thinking about you anyways. nobody's thinking about you anyways. >> I don't even know how we got onto this. >> I don't even know how we got onto this. >> I don't even know how we got onto this. >> Magic the Gathering? >> Magic the Gathering? >> Magic the Gathering? >> Oh, Magic the Gathering. What's the guy >> Oh, Magic the Gathering. What's the guy >> Oh, Magic the Gathering. What's the guy doing now? doing now? doing now? >> That's the true magic of Magic the >> That's the true magic of Magic the >> That's the true magic of Magic the Gathering. Gathering. Gathering. How it brings us together. How it brings us together. How it brings us together. >> All right, is that it? >> All right, is that it? >> All right, is that it? >> That's it. >> That's it. >> That's it. >> That's the pod.