Jordan Belfort Reveals the Truth About Sales, Money, and Reinventing Yourself!

There's two ways to live your life, to There's two ways to live your life, to me. There's the decision to be just me. There's the decision to be just me. There's the decision to be just average and ordinary and exist. And then average and ordinary and exist. And then average and ordinary and exist. And then there's this other decision and a set of there's this other decision and a set of there's this other decision and a set of actions that go with it for life, which actions that go with it for life, which actions that go with it for life, which is what you've done. Even having been is what you've done. Even having been is what you've done. Even having been knocked down, even got incarcerated, knocked down, even got incarcerated, knocked down, even got incarcerated, he's chosen I want to live an he's chosen I want to live an he's chosen I want to live an extraordinary life. Sell me on why I extraordinary life. Sell me on why I extraordinary life. Sell me on why I should pursue that life if I'm listening should pursue that life if I'm listening should pursue that life if I'm listening to it today. Everyone to it today. Everyone to it today. Everyone has to have their own vision for their has to have their own vision for their has to have their own vision for their future, what they want. future, what they want. future, what they want. I've been a rich man and been extremely I've been a rich man and been extremely I've been a rich man and been extremely happy. happy. happy. I've been I've been I've been uh uh uh rich man and been very unhappy, very rich man and been very unhappy, very rich man and been very unhappy, very miserable. miserable. miserable. I've been poor and very miserable, as I've been poor and very miserable, as I've been poor and very miserable, as well. But never once in my life since well. But never once in my life since well. But never once in my life since I'm an adult have I been poor and happy. I'm an adult have I been poor and happy. I'm an adult have I been poor and happy. Now, I'm not saying you have to be the Now, I'm not saying you have to be the Now, I'm not saying you have to be the richest person in the world, but you it richest person in the world, but you it richest person in the world, but you it there's a certain amount of money you there's a certain amount of money you there's a certain amount of money you need to make if you want to live a great need to make if you want to live a great need to make if you want to live a great life, if you want to really, you know, life, if you want to really, you know, life, if you want to really, you know, go after your interests and have free go after your interests and have free go after your interests and have free time and have good medical care, a nice time and have good medical care, a nice time and have good medical care, a nice place to live, take care of your family, place to live, take care of your family, place to live, take care of your family, your children, donate to the places and your children, donate to the places and your children, donate to the places and the causes that you believe in, and just the causes that you believe in, and just the causes that you believe in, and just have fun. have fun. have fun. Then, there's going to be a certain Then, there's going to be a certain Then, there's going to be a certain amount of money you need to make. That amount of money you need to make. That amount of money you need to make. That number is up to you. It's different for number is up to you. It's different for number is up to you. It's different for everybody. And then you better make sure everybody. And then you better make sure everybody. And then you better make sure that your desire, you have that vision, that your desire, you have that vision, that your desire, you have that vision, your standard, your work ethic is your standard, your work ethic is your standard, your work ethic is congruent with that. If you know, you congruent with that. If you know, you congruent with that. If you know, you have a champagne vision and a beer work have a champagne vision and a beer work have a champagne vision and a beer work ethic, a beer standard, I ain't going to ethic, a beer standard, I ain't going to ethic, a beer standard, I ain't going to work out so well. So good. All right, welcome back to the show, All right, welcome back to the show, everybody. So, I'd say probably 7 or 8 everybody. So, I'd say probably 7 or 8 everybody. So, I'd say probably 7 or 8 years I've wanted to have this man on years I've wanted to have this man on years I've wanted to have this man on the show. I did his show like a million the show. I did his show like a million the show. I did his show like a million years ago. years ago. years ago. And I got to tell you guys something. I And I got to tell you guys something. I And I got to tell you guys something. I was I don't know if a surprise is the was I don't know if a surprise is the was I don't know if a surprise is the right word, but right word, but right word, but pleasantly happy, I guess. I was I liked pleasantly happy, I guess. I was I liked pleasantly happy, I guess. I was I liked him so much personally when I met him. him so much personally when I met him. him so much personally when I met him. Maybe a little bit different than his Maybe a little bit different than his Maybe a little bit different than his character in the movie, you You like I character in the movie, you You like I character in the movie, you You like I really, really enjoyed his company. really, really enjoyed his company. really, really enjoyed his company. And I consider him probably the best And I consider him probably the best And I consider him probably the best sales trainer there is going in the sales trainer there is going in the sales trainer there is going in the world today. Number one. He does a whole world today. Number one. He does a whole world today. Number one. He does a whole bunch of other things, too, but his bunch of other things, too, but his bunch of other things, too, but his style and the way he teaches sales is style and the way he teaches sales is style and the way he teaches sales is probably what I most align with. probably what I most align with. probably what I most align with. Um but I really enjoyed his company, and Um but I really enjoyed his company, and Um but I really enjoyed his company, and I think you're going to enjoy his I think you're going to enjoy his I think you're going to enjoy his company today as well because we're company today as well because we're company today as well because we're going to have a little bit of a going to have a little bit of a going to have a little bit of a different conversation than you probably different conversation than you probably different conversation than you probably seen him on other podcasts. So, seen him on other podcasts. So, seen him on other podcasts. So, here's who he is. He's the Wolf of Wall here's who he is. He's the Wolf of Wall here's who he is. He's the Wolf of Wall Street. That's how you really know him, Street. That's how you really know him, Street. That's how you really know him, but I know him as like a really good man but I know him as like a really good man but I know him as like a really good man and a great great sales trainer, super and a great great sales trainer, super and a great great sales trainer, super talented. Jordan Belfort, welcome to the talented. Jordan Belfort, welcome to the talented. Jordan Belfort, welcome to the show. show. show. That's very nice, Ed, and I feel the That's very nice, Ed, and I feel the That's very nice, Ed, and I feel the same about you, obviously. You were on same about you, obviously. You were on same about you, obviously. You were on my podcast my podcast my podcast a zillion years ago, and it was one of a zillion years ago, and it was one of a zillion years ago, and it was one of my best, uh, you know, performing my best, uh, you know, performing my best, uh, you know, performing podcasts. I don't do many. I'm so busy podcasts. I don't do many. I'm so busy podcasts. I don't do many. I'm so busy right now. I haven't really done right now. I haven't really done right now. I haven't really done podcasts in a couple years, but you were podcasts in a couple years, but you were podcasts in a couple years, but you were great, and, uh, uh, so it's great to be great, and, uh, uh, so it's great to be great, and, uh, uh, so it's great to be back, you know. back, you know. back, you know. >> Yeah, it's great to be with you, >> Yeah, it's great to be with you, >> Yeah, it's great to be with you, brother. So, brother. So, brother. So, you know, I want to You've been on every you know, I want to You've been on every you know, I want to You've been on every podcast, so I want to have a little bit podcast, so I want to have a little bit podcast, so I want to have a little bit of a different conversation with you, of a different conversation with you, of a different conversation with you, and, um, and do stuff that like and, um, and do stuff that like and, um, and do stuff that like it's hard for guy at your stature and it's hard for guy at your stature and it's hard for guy at your stature and your level for people when they listen your level for people when they listen your level for people when they listen to you to like relate to the story at to you to like relate to the story at to you to like relate to the story at all, right? Like it's all, right? Like it's all, right? Like it's one of the great stories of all time, one of the great stories of all time, one of the great stories of all time, but but but one of the theories I have about what one of the theories I have about what one of the theories I have about what holds people back is they get attached holds people back is they get attached holds people back is they get attached to a story about themselves. to a story about themselves. to a story about themselves. Something that happened when they were a Something that happened when they were a Something that happened when they were a kid, or their divorce, or a business kid, or their divorce, or a business kid, or their divorce, or a business setback. They get attached to a story, setback. They get attached to a story, setback. They get attached to a story, and then and then and then it or who they believe they are, and it or who they believe they are, and it or who they believe they are, and then it almost just then it almost just then it almost just they it reconfirms the story over and they it reconfirms the story over and they it reconfirms the story over and over again in their life. And in your over again in their life. And in your over again in their life. And in your case, case, case, that one window of your life is like the that one window of your life is like the that one window of your life is like the story, right? And it's how everybody story, right? And it's how everybody story, right? And it's how everybody knows you. knows you. knows you. Did to some extent, I know it was a Did to some extent, I know it was a Did to some extent, I know it was a great thing cuz you got notoriety from great thing cuz you got notoriety from great thing cuz you got notoriety from it, but I have to think there's a part it, but I have to think there's a part it, but I have to think there's a part of you that's like, all right. I was of you that's like, all right. I was of you that's like, all right. I was like I was a kid I was young. Like I'm a like I was a kid I was young. Like I'm a like I was a kid I was young. Like I'm a different human being now. How did you different human being now. How did you different human being now. How did you break out of that? Like how did you break out of that? Like how did you break out of that? Like how did you change the narrative of this is who you change the narrative of this is who you change the narrative of this is who you are in your life? And I know you are in your life? And I know you are in your life? And I know you probably don't get asked that a lot or probably don't get asked that a lot or probably don't get asked that a lot or if ever, but I'm curious because I think if ever, but I'm curious because I think if ever, but I'm curious because I think people listening are attached to the people listening are attached to the people listening are attached to the story, and they got to change the story, and they got to change the story, and they got to change the narrative. narrative. narrative. It's a good question. I mean, It's a good question. I mean, It's a good question. I mean, to start as I would say that um to start as I would say that um to start as I would say that um I personally, in my own mind, never had I personally, in my own mind, never had I personally, in my own mind, never had an issue with like breaking out of that. an issue with like breaking out of that. an issue with like breaking out of that. Like I knew I wasn't a bad guy anymore, Like I knew I wasn't a bad guy anymore, Like I knew I wasn't a bad guy anymore, and I think that's because and I think that's because and I think that's because um um um that wasn't the guy I was when I that wasn't the guy I was when I that wasn't the guy I was when I started. In other words, so I you know, started. In other words, so I you know, started. In other words, so I you know, it wasn't like I had to find some new it wasn't like I had to find some new it wasn't like I had to find some new person. It was more about rediscovering person. It was more about rediscovering person. It was more about rediscovering the person I was before I veered off the person I was before I veered off the person I was before I veered off course and went hog wild, then course and went hog wild, then course and went hog wild, then um um um and you know, and listen, I I never want and you know, and listen, I I never want and you know, and listen, I I never want to minimize what I did, but the fact is to minimize what I did, but the fact is to minimize what I did, but the fact is I was on Wall Street, and you know, [ __ ] I was on Wall Street, and you know, [ __ ] I was on Wall Street, and you know, [ __ ] that goes down on Wall Street. Like what that goes down on Wall Street. Like what that goes down on Wall Street. Like what I did is nothing in compared to what I did is nothing in compared to what I did is nothing in compared to what happened during the GFC, the global happened during the GFC, the global happened during the GFC, the global financial crisis, where like, you know, financial crisis, where like, you know, financial crisis, where like, you know, Goldman bankrupted Iceland and in I Goldman bankrupted Iceland and in I Goldman bankrupted Iceland and in I mean, the [ __ ] that I'm not I'm not mean, the [ __ ] that I'm not I'm not mean, the [ __ ] that I'm not I'm not trying to say two rights to you know, trying to say two rights to you know, trying to say two rights to you know, two wrongs make a right. I'm not two wrongs make a right. I'm not two wrongs make a right. I'm not minimizing. But it wasn't like you know, minimizing. But it wasn't like you know, minimizing. But it wasn't like you know, after the GFC, it was like, "Ah, you after the GFC, it was like, "Ah, you after the GFC, it was like, "Ah, you see? I mean, I was like I've been saying see? I mean, I was like I've been saying see? I mean, I was like I've been saying to my guys it it's you know, and I to my guys it it's you know, and I to my guys it it's you know, and I deserve to go to jail. I made mistakes. deserve to go to jail. I made mistakes. deserve to go to jail. I made mistakes. I you know, I you know, I you know, I manipulated stocks. Yeah, I'm not I manipulated stocks. Yeah, I'm not I manipulated stocks. Yeah, I'm not trying to minimize that." So, but in my trying to minimize that." So, but in my trying to minimize that." So, but in my own mind, it wasn't like I'm like, "I'm own mind, it wasn't like I'm like, "I'm own mind, it wasn't like I'm like, "I'm a criminal." I was I never got in a criminal." I was I never got in a criminal." I was I never got in trouble in my life. I come from a family trouble in my life. I come from a family trouble in my life. I come from a family where no one ever got in trouble. My where no one ever got in trouble. My where no one ever got in trouble. My parents are the most honest my dad, may parents are the most honest my dad, may parents are the most honest my dad, may he rest in peace, was honest. My mom is he rest in peace, was honest. My mom is he rest in peace, was honest. My mom is you know, the oldest woman in New York you know, the oldest woman in New York you know, the oldest woman in New York state to pass the bar. She was a CPA state to pass the bar. She was a CPA state to pass the bar. She was a CPA back in the '50s when, you know, women back in the '50s when, you know, women back in the '50s when, you know, women were not in the workplace like that. She were not in the workplace like that. She were not in the workplace like that. She was in the city in a big one of the big was in the city in a big one of the big was in the city in a big one of the big you know, you know, you know, eight back then. Now it's like probably eight back then. Now it's like probably eight back then. Now it's like probably the big three or four accounting firms, the big three or four accounting firms, the big three or four accounting firms, right? right? right? So, it wasn't like this thing I'm like, So, it wasn't like this thing I'm like, So, it wasn't like this thing I'm like, "Okay, I have to learn to be a "Okay, I have to learn to be a "Okay, I have to learn to be a a better person." It's more like, "Wow, a better person." It's more like, "Wow, a better person." It's more like, "Wow, you know, I really took a left turn in you know, I really took a left turn in you know, I really took a left turn in Albuquerque." And you know, and if you Albuquerque." And you know, and if you Albuquerque." And you know, and if you have to examine one thing, it's probably have to examine one thing, it's probably have to examine one thing, it's probably my values. my values. my values. You know? And I think that's really what You know? And I think that's really what You know? And I think that's really what it what it what really got corrupted in it what it what really got corrupted in it what it what really got corrupted in the sense of put putting a value on the sense of put putting a value on the sense of put putting a value on money above everything else. Like how money above everything else. Like how money above everything else. Like how much can you make more? That question much can you make more? That question much can you make more? That question you ask yourself, how do you make more? you ask yourself, how do you make more? you ask yourself, how do you make more? Um versus how do I give more value to Um versus how do I give more value to Um versus how do I give more value to people because the bottom line is people because the bottom line is people because the bottom line is business and making money the right way business and making money the right way business and making money the right way is simply about knowing how to monetize is simply about knowing how to monetize is simply about knowing how to monetize value. If you have something valuable value. If you have something valuable value. If you have something valuable that helps people, you can get rich and that helps people, you can get rich and that helps people, you can get rich and the more people you help the richer the more people you help the richer the more people you help the richer you're going to get if you know the you're going to get if you know the you're going to get if you know the rules of business. So like so those and rules of business. So like so those and rules of business. So like so those and those rules I do know quite well and I those rules I do know quite well and I those rules I do know quite well and I learned a lot of them from failing. I learned a lot of them from failing. I learned a lot of them from failing. I learned them from my failures and I learned them from my failures and I learned them from my failures and I learned them from my successes but more learned them from my successes but more learned them from my successes but more from my failures by the way than my from my failures by the way than my from my failures by the way than my successes. You know that's how you learn successes. You know that's how you learn successes. You know that's how you learn and you grow and of course back in my and you grow and of course back in my and you grow and of course back in my day there was no internet, there were no day there was no internet, there were no day there was no internet, there were no courses, there weren't really mentors courses, there weren't really mentors courses, there weren't really mentors like there are today. So you had to like there are today. So you had to like there are today. So you had to figure it all out on your own. You figure it all out on your own. You figure it all out on your own. You didn't have entrepreneurship courses. didn't have entrepreneurship courses. didn't have entrepreneurship courses. There were some great mentors out there, There were some great mentors out there, There were some great mentors out there, teachers. Well, you're one of them, teachers. Well, you're one of them, teachers. Well, you're one of them, right? There are some great people, right? There are some great people, right? There are some great people, right? So I feel for me it wasn't so right? So I feel for me it wasn't so right? So I feel for me it wasn't so much about having to discover a new much about having to discover a new much about having to discover a new person but to rediscover the old person. person but to rediscover the old person. person but to rediscover the old person. Now Now Now changing people's minds about you, changing people's minds about you, changing people's minds about you, that's a different side of the story. So that's a different side of the story. So that's a different side of the story. So I mean if you talk about self-belief, I I mean if you talk about self-belief, I I mean if you talk about self-belief, I didn't have an issue with that. I knew didn't have an issue with that. I knew didn't have an issue with that. I knew I'd never get in trouble again and I I'd never get in trouble again and I I'd never get in trouble again and I veered away from anything that could veered away from anything that could veered away from anything that could even possibly get me in trouble, right? even possibly get me in trouble, right? even possibly get me in trouble, right? You know, I don't Listen, I could have You know, I don't Listen, I could have You know, I don't Listen, I could have launched a meme coin 10 times and made launched a meme coin 10 times and made launched a meme coin 10 times and made 30, 50, 100 million dollars, never did. 30, 50, 100 million dollars, never did. 30, 50, 100 million dollars, never did. Could have launched NFTs, never did. All Could have launched NFTs, never did. All Could have launched NFTs, never did. All the things that could I knew I could the things that could I knew I could the things that could I knew I could make quick hits and I always had this make quick hits and I always had this make quick hits and I always had this idea, well, idea, well, idea, well, you know, if I make a ton of money you know, if I make a ton of money you know, if I make a ton of money is someone else losing money as a result is someone else losing money as a result is someone else losing money as a result of me making money? And if that's what's of me making money? And if that's what's of me making money? And if that's what's going to happen, I'm not into it. I've going to happen, I'm not into it. I've going to happen, I'm not into it. I've done I've been down that road before and done I've been down that road before and done I've been down that road before and it doesn't feel good. Thankfully, I have it doesn't feel good. Thankfully, I have it doesn't feel good. Thankfully, I have enough money right now. I don't need to enough money right now. I don't need to enough money right now. I don't need to do that and I would never sacrifice my do that and I would never sacrifice my do that and I would never sacrifice my ethics that way because it doesn't end ethics that way because it doesn't end ethics that way because it doesn't end well and you don't feel good after well and you don't feel good after well and you don't feel good after anyway. So those are sort of like the anyway. So those are sort of like the anyway. So those are sort of like the the rules that I live by right now and the rules that I live by right now and the rules that I live by right now and it's cost me a lot of opportunity. I it's cost me a lot of opportunity. I it's cost me a lot of opportunity. I could have made a lot more money than I could have made a lot more money than I could have made a lot more money than I have but I didn't launch a coin, I have but I didn't launch a coin, I have but I didn't launch a coin, I didn't do an NFT, I didn't engage in any didn't do an NFT, I didn't engage in any didn't do an NFT, I didn't engage in any of that nonsense of that nonsense of that nonsense and I think I'm and I think I'm and I think I'm better off for it at least inside. Maybe better off for it at least inside. Maybe better off for it at least inside. Maybe my bank account doesn't have as many my bank account doesn't have as many my bank account doesn't have as many zeros as it could have but it has enough zeros as it could have but it has enough zeros as it could have but it has enough zeros for me to live the life I want. zeros for me to live the life I want. zeros for me to live the life I want. You say that, you got enough zeros. I You say that, you got enough zeros. I You say that, you got enough zeros. I have this theory lately and I'm really have this theory lately and I'm really have this theory lately and I'm really curious you and I could speak to this I curious you and I could speak to this I curious you and I could speak to this I think at our age too. think at our age too. think at our age too. This is not something you'd hear on like This is not something you'd hear on like This is not something you'd hear on like most motivation or self-help or business most motivation or self-help or business most motivation or self-help or business podcast, but it's something I want to podcast, but it's something I want to podcast, but it's something I want to ask you about. So, I if you look at like ask you about. So, I if you look at like ask you about. So, I if you look at like climbing the ladder of life, right? Like climbing the ladder of life, right? Like climbing the ladder of life, right? Like when you're young and you're and you when you're young and you're and you when you're young and you're and you don't have a lot of responsibilities and don't have a lot of responsibilities and don't have a lot of responsibilities and single, I think every rung for the most single, I think every rung for the most single, I think every rung for the most part if you do it ethically is worth part if you do it ethically is worth part if you do it ethically is worth whatever the trade-off is whatever the trade-off is whatever the trade-off is to climb higher, right? This is This is to climb higher, right? This is This is to climb higher, right? This is This is I've always wanted to ask you this since I've always wanted to ask you this since I've always wanted to ask you this since we met. we met. we met. And uh And uh And uh but there is a point in my opinion as but there is a point in my opinion as but there is a point in my opinion as I've gotten older that these extra rungs I've gotten older that these extra rungs I've gotten older that these extra rungs and this may not affect everybody and this may not affect everybody and this may not affect everybody listening today, but it will at some listening today, but it will at some listening today, but it will at some point hopefully in your life point hopefully in your life point hopefully in your life where you've climbed pretty high and you where you've climbed pretty high and you where you've climbed pretty high and you do have some zeros in your bank account do have some zeros in your bank account do have some zeros in your bank account now. Maybe you got a little notoriety. now. Maybe you got a little notoriety. now. Maybe you got a little notoriety. No one ever tells you it's worth No one ever tells you it's worth No one ever tells you it's worth evaluating the trade-off for the next evaluating the trade-off for the next evaluating the trade-off for the next rung. rung. rung. Right? Like there really is. At some Right? Like there really is. At some Right? Like there really is. At some point on the climb in my opinion you do point on the climb in my opinion you do point on the climb in my opinion you do need to start to evaluate how's this need to start to evaluate how's this need to start to evaluate how's this affecting my health, my mental health, affecting my health, my mental health, affecting my health, my mental health, my relationships. No one ever talks my relationships. No one ever talks my relationships. No one ever talks about this. about this. about this. And I started climbing you know, I I had And I started climbing you know, I I had And I started climbing you know, I I had a TV show with NBC and and eventually I a TV show with NBC and and eventually I a TV show with NBC and and eventually I was like I don't know if this next rung was like I don't know if this next rung was like I don't know if this next rung I'm grabbing for is worth the trade-off I'm grabbing for is worth the trade-off I'm grabbing for is worth the trade-off in the climb. in the climb. in the climb. And I've kind of observed that with you. And I've kind of observed that with you. And I've kind of observed that with you. Like you got all this you got hot. I Like you got all this you got hot. I Like you got all this you got hot. I mean you are hot. Like lot of notoriety, mean you are hot. Like lot of notoriety, mean you are hot. Like lot of notoriety, but I also know you like you're kind of but I also know you like you're kind of but I also know you like you're kind of like a romantic dude. Like you love your like a romantic dude. Like you love your like a romantic dude. Like you love your relationships, you love the significant relationships, you love the significant relationships, you love the significant person in your life. Like did you do person in your life. Like did you do person in your life. Like did you do that at some point? What would your that at some point? What would your that at some point? What would your advice be to someone like climb your advice be to someone like climb your advice be to someone like climb your tail off now, but at some point you got tail off now, but at some point you got tail off now, but at some point you got to start looking at this stuff, right? to start looking at this stuff, right? to start looking at this stuff, right? Sure. I mean obviously like you know, Sure. I mean obviously like you know, Sure. I mean obviously like you know, listen, you know, if you're listen, you know, if you're listen, you know, if you're still still still acting the same way when you're in your acting the same way when you're in your acting the same way when you're in your 50s as you are when you were in your 50s as you are when you were in your 50s as you are when you were in your 20s. Are you still asking yourself the 20s. Are you still asking yourself the 20s. Are you still asking yourself the same questions? Then you haven't really same questions? Then you haven't really same questions? Then you haven't really lived. You haven't grown. You have a lived. You haven't grown. You have a lived. You haven't grown. You have a real issue, right? And I think for real issue, right? And I think for real issue, right? And I think for someone who's in their 20s or their 30s, someone who's in their 20s or their 30s, someone who's in their 20s or their 30s, that that is a time when you want to that that is a time when you want to that that is a time when you want to actually literally go out there and you actually literally go out there and you actually literally go out there and you want to focus on staking your claim and want to focus on staking your claim and want to focus on staking your claim and making, you know, a ton of money because making, you know, a ton of money because making, you know, a ton of money because I think money matters. It is important. I think money matters. It is important. I think money matters. It is important. Now, then that depends on your how you Now, then that depends on your how you Now, then that depends on your how you value money. Everyone has their own value money. Everyone has their own value money. Everyone has their own number and their own standard of what number and their own standard of what number and their own standard of what they want to make. So, you know, as long they want to make. So, you know, as long they want to make. So, you know, as long as you're congruent with with what your as you're congruent with with what your as you're congruent with with what your belief systems are about, you know, I belief systems are about, you know, I belief systems are about, you know, I want to be super rich, but I don't want to be super rich, but I don't want to be super rich, but I don't really want to put in the effort. Well, really want to put in the effort. Well, really want to put in the effort. Well, that's not going to really end that that's not going to really end that that's not going to really end that well, right? But for people like us who well, right? But for people like us who well, right? But for people like us who had a desire to really be successful and had a desire to really be successful and had a desire to really be successful and and and make a lot and live a great life and and make a lot and live a great life and and make a lot and live a great life financially, right? There's a time when financially, right? There's a time when financially, right? There's a time when you got to, you know, put the hours in. you got to, you know, put the hours in. you got to, you know, put the hours in. Now, just to be clear, I still put the Now, just to be clear, I still put the Now, just to be clear, I still put the hours in right now. Like because I love hours in right now. Like because I love hours in right now. Like because I love it. Yeah. Yeah. Like if I didn't if I it. Yeah. Yeah. Like if I didn't if I it. Yeah. Yeah. Like if I didn't if I didn't didn't didn't I don't look at my work as work. Right. I don't look at my work as work. Right. I don't look at my work as work. Right. Everybody, just so you know, this is a Everybody, just so you know, this is a Everybody, just so you know, this is a Saturday. He and I are doing this on a Saturday. He and I are doing this on a Saturday. He and I are doing this on a Saturday morning. So, most people are Saturday morning. So, most people are Saturday morning. So, most people are cooling it on the weekend. He and I cooling it on the weekend. He and I cooling it on the weekend. He and I still crushing it. So, keep that in still crushing it. So, keep that in still crushing it. So, keep that in context. context. context. >> I was coding since 7:00 a.m. this >> I was coding since 7:00 a.m. this >> I was coding since 7:00 a.m. this morning. All right? I've been coding morning. All right? I've been coding morning. All right? I've been coding since 7:00. I you know, I code I'm an AI since 7:00. I you know, I code I'm an AI since 7:00. I you know, I code I'm an AI company and I've been coding and and company and I've been coding and and company and I've been coding and and debugging. I did it 17 hours. I mean, debugging. I did it 17 hours. I mean, debugging. I did it 17 hours. I mean, like I I'm on a [ __ ] tear. Yeah. To like I I'm on a [ __ ] tear. Yeah. To like I I'm on a [ __ ] tear. Yeah. To me, like it's not work. I enjoy it. It me, like it's not work. I enjoy it. It me, like it's not work. I enjoy it. It keeps me stimulated. I would go crazy if keeps me stimulated. I would go crazy if keeps me stimulated. I would go crazy if I just sat there. And but I still worked I just sat there. And but I still worked I just sat there. And but I still worked out yesterday, you know, my wife is out yesterday, you know, my wife is out yesterday, you know, my wife is here. In other words, it's balanced. So, here. In other words, it's balanced. So, here. In other words, it's balanced. So, so but but here's the point that that I so but but here's the point that that I so but but here's the point that that I think you're really making, which is a think you're really making, which is a think you're really making, which is a good one. And you know, there there's a good one. And you know, there there's a good one. And you know, there there's a difference difference difference when you're saying, you know, I want to when you're saying, you know, I want to when you're saying, you know, I want to climb higher and make more. You know, climb higher and make more. You know, climb higher and make more. You know, the most money I ever made is not when the most money I ever made is not when the most money I ever made is not when I'm working the hardest necessarily. I'm working the hardest necessarily. I'm working the hardest necessarily. Mhm. It's like, you know, like if you Mhm. It's like, you know, like if you Mhm. It's like, you know, like if you have a good business and you built it have a good business and you built it have a good business and you built it the right way, you know, whether you the right way, you know, whether you the right way, you know, whether you make make make a million a year, 10 million, or 100 a million a year, 10 million, or 100 a million a year, 10 million, or 100 million is really more function of how million is really more function of how million is really more function of how well the business was structured, what well the business was structured, what well the business was structured, what industry you're in, and industry you're in, and industry you're in, and because and and you know, and the because and and you know, and the because and and you know, and the timing, too, by the way. But, the point timing, too, by the way. But, the point timing, too, by the way. But, the point is you really have to work harder to is you really have to work harder to is you really have to work harder to make a lot more money. It's really some make a lot more money. It's really some make a lot more money. It's really some of it is some of it is luck, by the way. of it is some of it is luck, by the way. of it is some of it is luck, by the way. Some people get lucky. And I when I say Some people get lucky. And I when I say Some people get lucky. And I when I say I'm lucky, it it's not like, oh, you I'm lucky, it it's not like, oh, you I'm lucky, it it's not like, oh, you just No, there's a lot of massive power, just No, there's a lot of massive power, just No, there's a lot of massive power, but you just were in the right place, but you just were in the right place, but you just were in the right place, right time, and then you had the right right time, and then you had the right right time, and then you had the right idea. You executed right. So, you could idea. You executed right. So, you could idea. You executed right. So, you could work your ass off and make work your ass off and make work your ass off and make $200,000 a year in one industry, you can $200,000 a year in one industry, you can $200,000 a year in one industry, you can work your ass off in another and make 10 work your ass off in another and make 10 work your ass off in another and make 10 or then cash out for 50 or a billion or then cash out for 50 or a billion or then cash out for 50 or a billion dollars. So, it's not so much that it's dollars. So, it's not so much that it's dollars. So, it's not so much that it's like, I have to work harder to make like, I have to work harder to make like, I have to work harder to make more. The thing you're talking about is more. The thing you're talking about is more. The thing you're talking about is like chasing after every opportunity. like chasing after every opportunity. like chasing after every opportunity. >> Exactly. Yes. You're like you have to >> Exactly. Yes. You're like you have to >> Exactly. Yes. You're like you have to like you want to be more significant, like you want to be more significant, like you want to be more significant, you want to and then you find out that you want to and then you find out that you want to and then you find out that all you're doing basically is is all you're doing basically is is all you're doing basically is is executing on ideas and you're not really executing on ideas and you're not really executing on ideas and you're not really living a life. That's a very different living a life. That's a very different living a life. That's a very different thing. Correct. Yeah, and I think people thing. Correct. Yeah, and I think people thing. Correct. Yeah, and I think people should know that. I I I I I'm big on it should know that. I I I I I'm big on it should know that. I I I I I'm big on it right now cuz I don't think most right now cuz I don't think most right now cuz I don't think most successful people will warn you about successful people will warn you about successful people will warn you about it. And I just think like in my case, it. And I just think like in my case, it. And I just think like in my case, like there's a point where you got to like there's a point where you got to like there's a point where you got to evaluate what you are trading for the evaluate what you are trading for the evaluate what you are trading for the pursuit of significance, money, whatever pursuit of significance, money, whatever pursuit of significance, money, whatever it is. And by the way, I totally agree it is. And by the way, I totally agree it is. And by the way, I totally agree with you. I I've been happy poor and with you. I I've been happy poor and with you. I I've been happy poor and happy rich. Happy rich is a zillion happy rich. Happy rich is a zillion happy rich. Happy rich is a zillion times better. Being able to take care of times better. Being able to take care of times better. Being able to take care of your family. I was thinking about the your family. I was thinking about the your family. I was thinking about the other day, someone I knew you were other day, someone I knew you were other day, someone I knew you were coming on and actually my son, who coming on and actually my son, who coming on and actually my son, who reached out to you to help you with your reached out to you to help you with your reached out to you to help you with your golf game a little bit. golf game a little bit. golf game a little bit. My son My son My son Oh, so do I, brother. We got to play Oh, so do I, brother. We got to play Oh, so do I, brother. We got to play together. You'll feel much better about together. You'll feel much better about together. You'll feel much better about your game. But, your game. But, your game. But, um I took My son will tell you this. He um I took My son will tell you this. He um I took My son will tell you this. He said, "I really liked him." said, "I really liked him." said, "I really liked him." Like I really liked him. Like I think Like I really liked him. Like I think Like I really liked him. Like I think had it been at a different time in both had it been at a different time in both had it been at a different time in both our lives, he and I would have been very our lives, he and I would have been very our lives, he and I would have been very close friends. I just enjoyed his close friends. I just enjoyed his close friends. I just enjoyed his company. Something about our energy that company. Something about our energy that company. Something about our energy that was very similar. was very similar. was very similar. And I said to Max, my son, I said, "I And I said to Max, my son, I said, "I And I said to Max, my son, I said, "I liked him like instantly. Like shook his liked him like instantly. Like shook his liked him like instantly. Like shook his hand and liked him." And Max says, "Dad, hand and liked him." And Max says, "Dad, hand and liked him." And Max says, "Dad, you got to ask him about this because you got to ask him about this because you got to ask him about this because part of the things he's been talking part of the things he's been talking part of the things he's been talking about lately is like in sales is like about lately is like in sales is like about lately is like in sales is like the first 4 seconds." the first 4 seconds." the first 4 seconds." Will you talk about that for a second so Will you talk about that for a second so Will you talk about that for a second so everybody gets that cuz I think most everybody gets that cuz I think most everybody gets that cuz I think most people think I'm not in sales. Yes, you people think I'm not in sales. Yes, you people think I'm not in sales. Yes, you are. are. are. Yeah, right. Well, let me think. Of Yeah, right. Well, let me think. Of Yeah, right. Well, let me think. Of course, listen, I think you know, course, listen, I think you know, course, listen, I think you know, sometimes you know, there's someone and sometimes you know, there's someone and sometimes you know, there's someone and it's kind of like you're very similar. it's kind of like you're very similar. it's kind of like you're very similar. So, it's very easy to get into rapport So, it's very easy to get into rapport So, it's very easy to get into rapport with someone who's similar to you, with someone who's similar to you, with someone who's similar to you, right? And also, you know, um one of the right? And also, you know, um one of the right? And also, you know, um one of the things that's a benefit to me or things that's a benefit to me or things that's a benefit to me or detriment to some people, I guess, is detriment to some people, I guess, is detriment to some people, I guess, is that everyone knows me pretty well, my that everyone knows me pretty well, my that everyone knows me pretty well, my reputation. So, you could love me or reputation. So, you could love me or reputation. So, you could love me or hate me, whatever. If you want to hate hate me, whatever. If you want to hate hate me, whatever. If you want to hate me for what I did 38 years ago, go ahead me for what I did 38 years ago, go ahead me for what I did 38 years ago, go ahead and hate me. and hate me. and hate me. You know, the haters driving engagement You know, the haters driving engagement You know, the haters driving engagement is more than the lovers anyway. Right. is more than the lovers anyway. Right. is more than the lovers anyway. Right. But but either way, um so I you know, But but either way, um so I you know, But but either way, um so I you know, for me it's pretty um for me it's pretty um for me it's pretty um like I I go in with a lot of sort of, like I I go in with a lot of sort of, like I I go in with a lot of sort of, you know, um backstory and a lot of you know, um backstory and a lot of you know, um backstory and a lot of credentials already loaded in. And you credentials already loaded in. And you credentials already loaded in. And you do the same, okay? You do the same, do the same, okay? You do the same, do the same, okay? You do the same, right? But there is this idea and it's right? But there is this idea and it's right? But there is this idea and it's very true in terms of this initial very true in terms of this initial very true in terms of this initial impression and it's just, you know, impression and it's just, you know, impression and it's just, you know, literally and it's it's very simple and literally and it's it's very simple and literally and it's it's very simple and it's learnable in terms of how you make it's learnable in terms of how you make it's learnable in terms of how you make eye contact, how you shake hands with eye contact, how you shake hands with eye contact, how you shake hands with somebody, how close do you stand, you somebody, how close do you stand, you somebody, how close do you stand, you know, what's your tonality like. You're know, what's your tonality like. You're know, what's your tonality like. You're like, "Hey, nice to meet Hey, nice to like, "Hey, nice to meet Hey, nice to like, "Hey, nice to meet Hey, nice to meet you." You know, it is simple stuff meet you." You know, it is simple stuff meet you." You know, it is simple stuff that's learnable but it's powerful. And that's learnable but it's powerful. And that's learnable but it's powerful. And and then what happens though and I think and then what happens though and I think and then what happens though and I think what people don't realize is that you what people don't realize is that you what people don't realize is that you said that to your son, said that to your son, said that to your son, like I liked the guy instantly, but like I liked the guy instantly, but like I liked the guy instantly, but if I would have revealed myself to be an if I would have revealed myself to be an if I would have revealed myself to be an in second number eight or second number in second number eight or second number in second number eight or second number 30 or in minute number five, you would 30 or in minute number five, you would 30 or in minute number five, you would have you would have said something, "The have you would have said something, "The have you would have said something, "The guy is an idiot." guy is an idiot." guy is an idiot." >> I hated him the second I laid my eyes on >> I hated him the second I laid my eyes on >> I hated him the second I laid my eyes on him. Like you know, him. Like you know, him. Like you know, all those first few seconds that was all those first few seconds that was all those first few seconds that was advised you the opportunity to then advised you the opportunity to then advised you the opportunity to then prove that your first impression was prove that your first impression was prove that your first impression was correct. So, you have to be very correct. So, you have to be very correct. So, you have to be very careful. It's not like you make a good careful. It's not like you make a good careful. It's not like you make a good first impression and now I'm an [ __ ] first impression and now I'm an [ __ ] first impression and now I'm an [ __ ] True. First impression opens up the True. First impression opens up the True. First impression opens up the ability for you then to get the deeper ability for you then to get the deeper ability for you then to get the deeper rapport. Rapport is not a constant, rapport. Rapport is not a constant, rapport. Rapport is not a constant, right? But one of these people to be right? But one of these people to be right? But one of these people to be very, very aware of is that, you know, very, very aware of is that, you know, very, very aware of is that, you know, you're one stupid statement away from you're one stupid statement away from you're one stupid statement away from revealing yourself to be, you know, a revealing yourself to be, you know, a revealing yourself to be, you know, a novice or an [ __ ] And you have to novice or an [ __ ] And you have to novice or an [ __ ] And you have to really when you're especially in a really when you're especially in a really when you're especially in a business setting. Not when you're with business setting. Not when you're with business setting. Not when you're with your friends, it's very different. You your friends, it's very different. You your friends, it's very different. You know, you just want to be you. know, you just want to be you. know, you just want to be you. Um although like again, they always say Um although like again, they always say Um although like again, they always say when you meet someone for the first when you meet someone for the first when you meet someone for the first time, a girl or a guy, I send my time, a girl or a guy, I send my time, a girl or a guy, I send my representative. It's like my best self. representative. It's like my best self. representative. It's like my best self. Right, everybody right. That's right. Right, everybody right. That's right. Right, everybody right. That's right. You know? You do, but I You know? You do, but I You know? You do, but I I also think like today, 30 years ago, a I also think like today, 30 years ago, a I also think like today, 30 years ago, a lot of the population weren't good at lot of the population weren't good at lot of the population weren't good at communication and selling. But like now, communication and selling. But like now, communication and selling. But like now, it's at an all-time low because of the it's at an all-time low because of the it's at an all-time low because of the internet, because kids are in their internet, because kids are in their internet, because kids are in their phones. I mean, people's interpersonal I phones. I mean, people's interpersonal I phones. I mean, people's interpersonal I was here in the hotel last night and was here in the hotel last night and was here in the hotel last night and bunch of young people got in the bunch of young people got in the bunch of young people got in the elevator with me. A couple of them knew elevator with me. A couple of them knew elevator with me. A couple of them knew who I was and I I couldn't get any of who I was and I I couldn't get any of who I was and I I couldn't get any of them to even look me in the eye them to even look me in the eye them to even look me in the eye or introduce themselves. And that's not or introduce themselves. And that's not or introduce themselves. And that's not a that's not a that's not a global a that's not a that's not a global a that's not a that's not a global criticism. But like here's this thing criticism. But like here's this thing criticism. But like here's this thing you guys called the straight-line system you guys called the straight-line system you guys called the straight-line system that I think you all should go get if that I think you all should go get if that I think you all should go get if you want to learn to sell and you want to learn to sell and you want to learn to sell and communicate better. Cuz you get into the communicate better. Cuz you get into the communicate better. Cuz you get into the real stuff. And I want to just let's real stuff. And I want to just let's real stuff. And I want to just let's just give everyone a little flavor here. just give everyone a little flavor here. just give everyone a little flavor here. One thing you're great at, like great at One thing you're great at, like great at One thing you're great at, like great at when you speak on stage right now today, when you speak on stage right now today, when you speak on stage right now today, um one-on-one, is your tonality. um one-on-one, is your tonality. um one-on-one, is your tonality. Your tonality, you know how to use Your tonality, you know how to use Your tonality, you know how to use inflection in your voice. You know how inflection in your voice. You know how inflection in your voice. You know how one tone is to command respect and one tone is to command respect and one tone is to command respect and you're an authority figure. And other you're an authority figure. And other you're an authority figure. And other ones like, "Hey, to ease things up." You ones like, "Hey, to ease things up." You ones like, "Hey, to ease things up." You know, you do that very well. Speak to know, you do that very well. Speak to know, you do that very well. Speak to that a little bit. Yeah, well I mean I that a little bit. Yeah, well I mean I that a little bit. Yeah, well I mean I think that that's obviously, you know, think that that's obviously, you know, think that that's obviously, you know, one of the things I'm known for is the one of the things I'm known for is the one of the things I'm known for is the is teaching tonality. And and I think is teaching tonality. And and I think is teaching tonality. And and I think there's some people that there's some people that there's some people that naturally have really, really great naturally have really, really great naturally have really, really great tonality. I I'm one of them for sure, tonality. I I'm one of them for sure, tonality. I I'm one of them for sure, right? You are too. This is There's some right? You are too. This is There's some right? You are too. This is There's some but most people don't really have that but most people don't really have that but most people don't really have that gift. It It comes much less naturally. gift. It It comes much less naturally. gift. It It comes much less naturally. But again, the good news is it's an But again, the good news is it's an But again, the good news is it's an entirely learnable skill. And you know, entirely learnable skill. And you know, entirely learnable skill. And you know, the way you learn it is by first, you the way you learn it is by first, you the way you learn it is by first, you know, the first thing is understanding know, the first thing is understanding know, the first thing is understanding like, "Okay, well what are they?" You like, "Okay, well what are they?" You like, "Okay, well what are they?" You know, what You know, you don't know what know, what You know, you don't know what know, what You know, you don't know what you don't know, right? You're you don't know, right? You're you don't know, right? You're unconsciously incompetent, right? And unconsciously incompetent, right? And unconsciously incompetent, right? And then the idea is like someone raises then the idea is like someone raises then the idea is like someone raises like me raises your awareness and like me raises your awareness and like me raises your awareness and become consciously incompetent, like become consciously incompetent, like become consciously incompetent, like he's like, "Oh my god. So, wait. I know he's like, "Oh my god. So, wait. I know he's like, "Oh my god. So, wait. I know I He sounds so good for a reason." Like I He sounds so good for a reason." Like I He sounds so good for a reason." Like when Leo in the movie, right? Leo when Leo in the movie, right? Leo when Leo in the movie, right? Leo sounded so amazing on the phone and when sounded so amazing on the phone and when sounded so amazing on the phone and when he gave the speeches, right? Well, he he gave the speeches, right? Well, he he gave the speeches, right? Well, he didn't sound like that before I met him didn't sound like that before I met him didn't sound like that before I met him when he would pick up a phone to try to when he would pick up a phone to try to when he would pick up a phone to try to sell stock. I trained him and obviously sell stock. I trained him and obviously sell stock. I trained him and obviously he's an immensely talented individual. he's an immensely talented individual. he's an immensely talented individual. >> Wow, okay. Instant but until he was >> Wow, okay. Instant but until he was >> Wow, okay. Instant but until he was trained, he didn't And of course he's trained, he didn't And of course he's trained, he didn't And of course he's smart enough to know show me how to do smart enough to know show me how to do smart enough to know show me how to do this. What is the system? How do you this. What is the system? How do you this. What is the system? How do you sound the way you sound, right? And you sound the way you sound, right? And you sound the way you sound, right? And you know, I broke it down for him to these know, I broke it down for him to these know, I broke it down for him to these core tonalities then I showed him, core tonalities then I showed him, core tonalities then I showed him, "Here's where you lower your voice. "Here's where you lower your voice. "Here's where you lower your voice. Here's how you speak with certainty. Here's how you speak with certainty. Here's how you speak with certainty. Here are the gestures." He even made the Here are the gestures." He even made the Here are the gestures." He even made the gestures I made, everything. So, it's a gestures I made, everything. So, it's a gestures I made, everything. So, it's a combination of body language, tonality. combination of body language, tonality. combination of body language, tonality. And the thing is once you become aware And the thing is once you become aware And the thing is once you become aware wait, these there are tonalities. Well, wait, these there are tonalities. Well, wait, these there are tonalities. Well, the first step that is to say, "Okay, the first step that is to say, "Okay, the first step that is to say, "Okay, well, in a sale, you know, let me well, in a sale, you know, let me well, in a sale, you know, let me gradually, if I had a script and you gradually, if I had a script and you gradually, if I had a script and you start with the script, right? Because start with the script, right? Because start with the script, right? Because that's the only way to learn it. It that's the only way to learn it. It that's the only way to learn it. It Where would I speak with certainty? Where would I speak with certainty? Where would I speak with certainty? Where would I lower my voice? Where Where would I lower my voice? Where Where would I lower my voice? Where would I with sincerity would I with sincerity would I with sincerity and empathy? Where would I say, "Like and empathy? Where would I say, "Like and empathy? Where would I say, "Like sound fair enough? You're reasonable. sound fair enough? You're reasonable. sound fair enough? You're reasonable. I'm reasonable." Right? Where would I I'm reasonable." Right? Where would I I'm reasonable." Right? Where would I say, "You know, you know, that Does that say, "You know, you know, that Does that say, "You know, you know, that Does that idea make sense? Do you like the idea?" idea make sense? Do you like the idea?" idea make sense? Do you like the idea?" Like hypothetically, there's all the Like hypothetically, there's all the Like hypothetically, there's all the right? Now, right? Now, right? Now, when you actually have that broken down when you actually have that broken down when you actually have that broken down for you and applied for you and applied for you and applied and you actually practice that, right? and you actually practice that, right? and you actually practice that, right? And you take a couple of days, not very And you take a couple of days, not very And you take a couple of days, not very long to learn it, something really odd long to learn it, something really odd long to learn it, something really odd happens. Very quickly your brain happens. Very quickly your brain happens. Very quickly your brain re-wires itself and you no longer need re-wires itself and you no longer need re-wires itself and you no longer need to think about it. Your brain start And to think about it. Your brain start And to think about it. Your brain start And the more you practice, even if you're the more you practice, even if you're the more you practice, even if you're not born with the gift, all right? Even not born with the gift, all right? Even not born with the gift, all right? Even if you're terrible at it, you can get if you're terrible at it, you can get if you're terrible at it, you can get competent at it very quickly. It's not competent at it very quickly. It's not competent at it very quickly. It's not like you have to script out everything like you have to script out everything like you have to script out everything you say for the rest of your life. Once you say for the rest of your life. Once you say for the rest of your life. Once you start getting into the rhythm and you start getting into the rhythm and you start getting into the rhythm and your brain starts to understand, it will your brain starts to understand, it will your brain starts to understand, it will naturally start applying tonalities at naturally start applying tonalities at naturally start applying tonalities at the right points in conversation. the right points in conversation. the right points in conversation. And that's the key. So, the first step And that's the key. So, the first step And that's the key. So, the first step is understanding what they are. is understanding what they are. is understanding what they are. The next step is saying, "Where do you The next step is saying, "Where do you The next step is saying, "Where do you say them then how do I say them then say them then how do I say them then say them then how do I say them then actually technically applying it through actually technically applying it through actually technically applying it through practice practice practice and role playing and then you'll be and role playing and then you'll be and role playing and then you'll be going to be clunky at first of course so going to be clunky at first of course so going to be clunky at first of course so you're not going to be no one's perfect you're not going to be no one's perfect you're not going to be no one's perfect at first right? The old adage no kids at first right? The old adage no kids at first right? The old adage no kids walk every kid walks why well the first walk every kid walks why well the first walk every kid walks why well the first they fall down but parents they give they fall down but parents they give they fall down but parents they give them encouragement them encouragement them encouragement I don't want to repeat that's an old I don't want to repeat that's an old I don't want to repeat that's an old Tony Robbins story. Tony Robbins story. Tony Robbins story. >> no it's true though. But it's true as I >> no it's true though. But it's true as I >> no it's true though. But it's true as I love to say it's a truism right? But the love to say it's a truism right? But the love to say it's a truism right? But the point is is that like that's how you point is is that like that's how you point is is that like that's how you learn. And I think some of the problems learn. And I think some of the problems learn. And I think some of the problems problems like they're scared to look problems like they're scared to look problems like they're scared to look ridiculous well guess what yeah you know ridiculous well guess what yeah you know ridiculous well guess what yeah you know if you don't want to look a little bit if you don't want to look a little bit if you don't want to look a little bit ridiculous or sound a bit wooden in the ridiculous or sound a bit wooden in the ridiculous or sound a bit wooden in the beginning well you're never going to get beginning well you're never going to get beginning well you're never going to get perfect but it doesn't take long to get perfect but it doesn't take long to get perfect but it doesn't take long to get perfect. And it's worth it it's worth perfect. And it's worth it it's worth perfect. And it's worth it it's worth it. it. it. >> By the way you're all welcome because >> By the way you're all welcome because >> By the way you're all welcome because this is stuff that you really don't you this is stuff that you really don't you this is stuff that you really don't you you watch people that you connect with you watch people that you connect with you watch people that you connect with do these things well and if you're not do these things well and if you're not do these things well and if you're not aware if you're not conscious it's like aware if you're not conscious it's like aware if you're not conscious it's like invisible why you connect with them why invisible why you connect with them why invisible why you connect with them why they persuade you. Now you're learning they persuade you. Now you're learning they persuade you. Now you're learning from two persuasive people how to do it. from two persuasive people how to do it. from two persuasive people how to do it. Here's the other thing that you do Here's the other thing that you do Here's the other thing that you do really well really well really well and it's silence. and it's silence. and it's silence. So I've watched you speak on stage we've So I've watched you speak on stage we've So I've watched you speak on stage we've actually not been backstage together but actually not been backstage together but actually not been backstage together but we've been at many events where you're we've been at many events where you're we've been at many events where you're before me or after me and vice versa. before me or after me and vice versa. before me or after me and vice versa. And when I watch good stand up comics And when I watch good stand up comics And when I watch good stand up comics I watch good uh stage speakers I watch I watch good uh stage speakers I watch I watch good uh stage speakers I watch great sales people great sales people great sales people they're they have a different level of they're they have a different level of they're they have a different level of the utilization and comfort level with the utilization and comfort level with the utilization and comfort level with silence in a conversation. silence in a conversation. silence in a conversation. Right? And this is like a nuance most Right? And this is like a nuance most Right? And this is like a nuance most people don't realize and it's just I people don't realize and it's just I people don't realize and it's just I want them inside what you and I would want them inside what you and I would want them inside what you and I would talk about. Talk about the idea of using talk about. Talk about the idea of using talk about. Talk about the idea of using or being comfortable with silence. Yeah or being comfortable with silence. Yeah or being comfortable with silence. Yeah yeah we call it uncomfortable silences yeah we call it uncomfortable silences yeah we call it uncomfortable silences and what happens is is people that don't and what happens is is people that don't and what happens is is people that don't really communicate well they feel the really communicate well they feel the really communicate well they feel the need to jump in and fill the vacuum. Yep need to jump in and fill the vacuum. Yep need to jump in and fill the vacuum. Yep yep yep yes. yep yep yes. yep yep yes. >> and obviously there's nothing wrong with >> and obviously there's nothing wrong with >> and obviously there's nothing wrong with silence okay? And but it even like in silence okay? And but it even like in silence okay? And but it even like in sales you know especially in persuasion sales you know especially in persuasion sales you know especially in persuasion right? You know God gave you two ears right? You know God gave you two ears right? You know God gave you two ears and one mouth to listen twice as much as and one mouth to listen twice as much as and one mouth to listen twice as much as you speak, right? But that But like you speak, right? But that But like you speak, right? But that But like that's kind of, you know, okay and and that's kind of, you know, okay and and that's kind of, you know, okay and and it's true, but when you speak, you want it's true, but when you speak, you want it's true, but when you speak, you want to say something that matters. And when to say something that matters. And when to say something that matters. And when you listen, you listen, you listen, you don't want to listen like Uh-huh. Uh-huh. Uh-huh. Uh-huh. Uh-huh. Uh-huh. They'll hate you. It's more Uh-huh. They'll hate you. It's more Uh-huh. They'll hate you. It's more Wow, uh-huh. Oh, yep, uh-huh. Wow, uh-huh. Oh, yep, uh-huh. Wow, uh-huh. Oh, yep, uh-huh. This is called active listening. Uh-huh, This is called active listening. Uh-huh, This is called active listening. Uh-huh, yep, uh-huh. Nodding your head, yep, uh-huh. Nodding your head, yep, uh-huh. Nodding your head, leaning back when someone's like leaning back when someone's like leaning back when someone's like scratching scratching scratching Oh, yep, total Oh, yep, total Oh, yep, total So it's just sort of like this So it's just sort of like this So it's just sort of like this communication. When you're not speaking, communication. When you're not speaking, communication. When you're not speaking, you're communicating all the time. Mhm. you're communicating all the time. Mhm. you're communicating all the time. Mhm. What about also asking the second What about also asking the second What about also asking the second question? I just want to ask you about question? I just want to ask you about question? I just want to ask you about that. So that. So that. So to me, when I think someone's really to me, when I think someone's really to me, when I think someone's really listening to me, listening to me, listening to me, if they've asked me a question and then if they've asked me a question and then if they've asked me a question and then I've answered it and then they'll ask I've answered it and then they'll ask I've answered it and then they'll ask like a clarification question or the like a clarification question or the like a clarification question or the next layered question. And then I'm next layered question. And then I'm next layered question. And then I'm like, oh, they're really connecting with like, oh, they're really connecting with like, oh, they're really connecting with me. Whereas most people are like I'm in me. Whereas most people are like I'm in me. Whereas most people are like I'm in sales now. I've learned to ask questions sales now. I've learned to ask questions sales now. I've learned to ask questions and it's just like this robotic process and it's just like this robotic process and it's just like this robotic process of even podcasts like this. of even podcasts like this. of even podcasts like this. It's like robotic. Like they didn't even It's like robotic. Like they didn't even It's like robotic. Like they didn't even hear what you said. They're onto the hear what you said. They're onto the hear what you said. They're onto the next thing on their list, right? Whereas next thing on their list, right? Whereas next thing on their list, right? Whereas like I'm listening to you like I'm listening to you like I'm listening to you and there's a there's a there's a second and there's a there's a there's a second and there's a there's a there's a second and a third and maybe even a fourth and a third and maybe even a fourth and a third and maybe even a fourth question down the line. Right. So this question down the line. Right. So this question down the line. Right. So this is is is It's funny you say that cuz it's like It's funny you say that cuz it's like It's funny you say that cuz it's like it's like literally like dead on bull's it's like literally like dead on bull's it's like literally like dead on bull's acting. So like when I teach people acting. So like when I teach people acting. So like when I teach people like, you know, the art of prospect and like, you know, the art of prospect and like, you know, the art of prospect and gather intelligence, right? You know, gather intelligence, right? You know, gather intelligence, right? You know, one of the rules is you want to, you one of the rules is you want to, you one of the rules is you want to, you know, go from big picture questions to know, go from big picture questions to know, go from big picture questions to smaller picture questions, less invasive smaller picture questions, less invasive smaller picture questions, less invasive questions to more Like the first questions to more Like the first questions to more Like the first question you ask someone if you're question you ask someone if you're question you ask someone if you're trying to get someone to like, you know, trying to get someone to like, you know, trying to get someone to like, you know, invest in the stock market. I mean, how invest in the stock market. I mean, how invest in the stock market. I mean, how much money you have in the bank? I'll much money you have in the bank? I'll much money you have in the bank? I'll think to yourself. It's like, so, you think to yourself. It's like, so, you think to yourself. It's like, so, you know, how long you've been in the know, how long you've been in the know, how long you've been in the market? How long you've been in the market? How long you've been in the market? How long you've been in the market for? What do you typically like? market for? What do you typically like? market for? What do you typically like? You like tech? You like questions You like tech? You like questions You like tech? You like questions anybody would answer. Ask four or five anybody would answer. Ask four or five anybody would answer. Ask four or five of those. And by the way, what do you of those. And by the way, what do you of those. And by the way, what do you have What do you typically put into an have What do you typically put into an have What do you typically put into an idea? You know, ballpark. Oh, yeah, and idea? You know, ballpark. Oh, yeah, and idea? You know, ballpark. Oh, yeah, and how much do you have in the market? Oh, how much do you have in the market? Oh, how much do you have in the market? Oh, two two two Don't tell you, right? So all of these Don't tell you, right? So all of these Don't tell you, right? So all of these rules, but one of the key rules, and rules, but one of the key rules, and rules, but one of the key rules, and there's two sides to this, is I'm going there's two sides to this, is I'm going there's two sides to this, is I'm going to take it even a layer deeper, right? to take it even a layer deeper, right? to take it even a layer deeper, right? Absolutely, it's about keeping a logical Absolutely, it's about keeping a logical Absolutely, it's about keeping a logical progression, okay? And asking these progression, okay? And asking these progression, okay? And asking these follow-ups, like unpacking, not follow-ups, like unpacking, not follow-ups, like unpacking, not ping-ponging. Someone asked you a ping-ponging. Someone asked you a ping-ponging. Someone asked you a question, they give you get an answer. question, they give you get an answer. question, they give you get an answer. If that answer dictates a follow-up, you If that answer dictates a follow-up, you If that answer dictates a follow-up, you need to follow up on that question and need to follow up on that question and need to follow up on that question and dig a bit deeper to get to the next dig a bit deeper to get to the next dig a bit deeper to get to the next layer. And in addition to that, if you layer. And in addition to that, if you layer. And in addition to that, if you want to really impress people, is almost want to really impress people, is almost want to really impress people, is almost when someone says something and you when someone says something and you when someone says something and you should be an expert in what you're should be an expert in what you're should be an expert in what you're selling in the field, whatever problem selling in the field, whatever problem selling in the field, whatever problem you're trying to solve, you want to you're trying to solve, you want to you're trying to solve, you want to clarify what they said in a way that clarify what they said in a way that clarify what they said in a way that makes it even more powerful, so you makes it even more powerful, so you makes it even more powerful, so you mirror back to them. So, let me mirror back to them. So, let me mirror back to them. So, let me understand this. And then if you really understand this. And then if you really understand this. And then if you really have some insight, some industry have some insight, some industry have some insight, some industry insight, even explain it more to them. insight, even explain it more to them. insight, even explain it more to them. Like, exactly, boom. Then they're like, Like, exactly, boom. Then they're like, Like, exactly, boom. Then they're like, holy This guy gets it. He knows it. Wow. holy This guy gets it. He knows it. Wow. holy This guy gets it. He knows it. Wow. And you can really impress people. not And you can really impress people. not And you can really impress people. not only following up with more questions, only following up with more questions, only following up with more questions, you're also clarifying what they said you're also clarifying what they said you're also clarifying what they said and even maybe giving insight, not and even maybe giving insight, not and even maybe giving insight, not insight. If something If you have the insight. If something If you have the insight. If something If you have the ability to show tidbits of industry ability to show tidbits of industry ability to show tidbits of industry knowledge, it keeps building you up in knowledge, it keeps building you up in knowledge, it keeps building you up in their mind as an expert. He's a real their mind as an expert. He's a real their mind as an expert. He's a real expert versus being a novice or just expert versus being a novice or just expert versus being a novice or just like, you know, someone in the middle. like, you know, someone in the middle. like, you know, someone in the middle. So, yeah, keeping this logical flow, So, yeah, keeping this logical flow, So, yeah, keeping this logical flow, making sure that you ask follow-ups. making sure that you ask follow-ups. making sure that you ask follow-ups. Well, don't ask them if there's no Well, don't ask them if there's no Well, don't ask them if there's no nothing to follow up on, but when nothing to follow up on, but when nothing to follow up on, but when they're obviously there, you want to ask they're obviously there, you want to ask they're obviously there, you want to ask them. And you also want to make sure them. And you also want to make sure them. And you also want to make sure that you are communicating back to them that you are communicating back to them that you are communicating back to them that you understand them and that maybe that you understand them and that maybe that you understand them and that maybe you even are adding value right from you even are adding value right from you even are adding value right from there by clarifying their statements and there by clarifying their statements and there by clarifying their statements and adding on even other problems. Like, and adding on even other problems. Like, and adding on even other problems. Like, and you so you might also be then running you so you might also be then running you so you might also be then running into this, correct? And I Yeah, exactly. into this, correct? And I Yeah, exactly. into this, correct? And I Yeah, exactly. So, So, So, so last sales question. This is so good. so last sales question. This is so good. so last sales question. This is so good. I I wasn't going to ask you this one, I I wasn't going to ask you this one, I I wasn't going to ask you this one, but since you said it, but since you said it, but since you said it, you said expert, right? What about just you said expert, right? What about just you said expert, right? What about just the mindset of your approach? Do you the mindset of your approach? Do you the mindset of your approach? Do you think if I'm in sales or anything, I think if I'm in sales or anything, I think if I'm in sales or anything, I sell cars, I sell uh sell cars, I sell uh sell cars, I sell uh I own a dry cleaners and you walk in. It I own a dry cleaners and you walk in. It I own a dry cleaners and you walk in. It doesn't matter. That's still a form of doesn't matter. That's still a form of doesn't matter. That's still a form of sales, right? sales, right? sales, right? Do you believe that the mindset I should Do you believe that the mindset I should Do you believe that the mindset I should have if I'm a realtor, let's just say. have if I'm a realtor, let's just say. have if I'm a realtor, let's just say. I assume the the mindset of an authority I assume the the mindset of an authority I assume the the mindset of an authority in that industry. Like, I think this in that industry. Like, I think this in that industry. Like, I think this escapes most people. I'm like, I don't escapes most people. I'm like, I don't escapes most people. I'm like, I don't know if this person really is any good know if this person really is any good know if this person really is any good at Like, if I'm going to have knee at Like, if I'm going to have knee at Like, if I'm going to have knee surgery, I don't want it to be your surgery, I don't want it to be your surgery, I don't want it to be your third one. Like, I want it I want a third one. Like, I want it I want a third one. Like, I want it I want a great knee surgeon, right? So, do you great knee surgeon, right? So, do you great knee surgeon, right? So, do you think as a sales person, one of the key think as a sales person, one of the key think as a sales person, one of the key things is to assume the role, the things is to assume the role, the things is to assume the role, the mindset, the posture of an authority? mindset, the posture of an authority? mindset, the posture of an authority? Like, just being an authority in your Like, just being an authority in your Like, just being an authority in your industry or do you not buy into that? industry or do you not buy into that? industry or do you not buy into that? No, you it's an absolute must and I'll No, you it's an absolute must and I'll No, you it's an absolute must and I'll tell you why. tell you why. tell you why. And it's one of the things that holds a And it's one of the things that holds a And it's one of the things that holds a lot of people back, especially in the lot of people back, especially in the lot of people back, especially in the beginning, because the key is is that beginning, because the key is is that beginning, because the key is is that human beings intuitively, we learn we human beings intuitively, we learn we human beings intuitively, we learn we know what experts know what experts know what experts are supposed to look like and sound are supposed to look like and sound are supposed to look like and sound like. And we also know what they don't like. And we also know what they don't like. And we also know what they don't look like and sound like. We know that. look like and sound like. We know that. look like and sound like. We know that. And we've been exposed to this since we And we've been exposed to this since we And we've been exposed to this since we were very small. When we were very were very small. When we were very were very small. When we were very young, if we were sick, our parents took young, if we were sick, our parents took young, if we were sick, our parents took us to a doctor. We noticed how the us to a doctor. We noticed how the us to a doctor. We noticed how the doctor dressed a certain way, acted a doctor dressed a certain way, acted a doctor dressed a certain way, acted a certain way. Even our own parents certain way. Even our own parents certain way. Even our own parents deferred to the doctor. He had diplomas deferred to the doctor. He had diplomas deferred to the doctor. He had diplomas on the wall and everyone treated him on the wall and everyone treated him on the wall and everyone treated him with respect because he had gone to with respect because he had gone to with respect because he had gone to school for many years and learned school for many years and learned school for many years and learned everything there was to know about everything there was to know about everything there was to know about making sick people better. And when you making sick people better. And when you making sick people better. And when you went in to see the doctor, what did he went in to see the doctor, what did he went in to see the doctor, what did he do? He started asking you questions and do? He started asking you questions and do? He started asking you questions and examining you. And when he asked examining you. And when he asked examining you. And when he asked question, you didn't say, "Well, what do question, you didn't say, "Well, what do question, you didn't say, "Well, what do you want to know that, doc?" How about you want to know that, doc?" How about you want to know that, doc?" How about that? No, you answer his questions that? No, you answer his questions that? No, you answer his questions honestly and forthrightly. Why? Cuz he's honestly and forthrightly. Why? Cuz he's honestly and forthrightly. Why? Cuz he's an expert. And then he asked you a an expert. And then he asked you a an expert. And then he asked you a series of questions. And then when he series of questions. And then when he series of questions. And then when he was done, he didn't say, "Okay, have a was done, he didn't say, "Okay, have a was done, he didn't say, "Okay, have a nice day." You're like, nice day." You're like, nice day." You're like, "What?" He said, "Okay, well, based on "What?" He said, "Okay, well, based on "What?" He said, "Okay, well, based on what you said, let me tell you here's what you said, let me tell you here's what you said, let me tell you here's what's going on." He tells you what's what's going on." He tells you what's what's going on." He tells you what's happening and then gives you a happening and then gives you a happening and then gives you a prescription if necessary, a procedure, prescription if necessary, a procedure, prescription if necessary, a procedure, whatever it might be. He gives you a whatever it might be. He gives you a whatever it might be. He gives you a solution. So, we look at it and we solution. So, we look at it and we solution. So, we look at it and we That's how we've been trained our life. That's how we've been trained our life. That's how we've been trained our life. When we were growing up and we wanted to When we were growing up and we wanted to When we were growing up and we wanted to learn a sport, our parents would hire us learn a sport, our parents would hire us learn a sport, our parents would hire us a coach who was an expert, a tutor. When a coach who was an expert, a tutor. When a coach who was an expert, a tutor. When we got older into business, if you had we got older into business, if you had we got older into business, if you had problems, you would hire a lawyer, an problems, you would hire a lawyer, an problems, you would hire a lawyer, an accountant. We seek out experts to help accountant. We seek out experts to help accountant. We seek out experts to help us solve our problems and eliminate pain us solve our problems and eliminate pain us solve our problems and eliminate pain points. And when we're in the presence points. And when we're in the presence points. And when we're in the presence of someone, and here's the important of someone, and here's the important of someone, and here's the important thing, that we believe to be an expert, thing, that we believe to be an expert, thing, that we believe to be an expert, we defer. We allow the expert to control we defer. We allow the expert to control we defer. We allow the expert to control the flow of the encounter. That's what the flow of the encounter. That's what the flow of the encounter. That's what we do. When we are in the presence of we do. When we are in the presence of we do. When we are in the presence of someone we believe is a novice, we will someone we believe is a novice, we will someone we believe is a novice, we will try to control the encounter and cut try to control the encounter and cut try to control the encounter and cut them off, take them out into Pluto, and them off, take them out into Pluto, and them off, take them out into Pluto, and all bad things start to happen. Now, the all bad things start to happen. Now, the all bad things start to happen. Now, the problem is is that when people start in problem is is that when people start in problem is is that when people start in an industry and start in sales, they an industry and start in sales, they an industry and start in sales, they feel like, "Well, I'm not an expert feel like, "Well, I'm not an expert feel like, "Well, I'm not an expert selling cars yet, so I really can't selling cars yet, so I really can't selling cars yet, so I really can't sound like one until I am one." sound like one until I am one." sound like one until I am one." Okay? Okay? Okay? I put me on a call and I'll sound like a I put me on a call and I'll sound like a I put me on a call and I'll sound like a expert like in 7 minutes. Now, believe expert like in 7 minutes. Now, believe expert like in 7 minutes. Now, believe me, the night before I'd be up for 12 me, the night before I'd be up for 12 me, the night before I'd be up for 12 hours learning everything about cars. hours learning everything about cars. hours learning everything about cars. And I would And I would And I would And I I'm not saying to lie, I'm saying And I I'm not saying to lie, I'm saying And I I'm not saying to lie, I'm saying you want to actually act as if, and you you want to actually act as if, and you you want to actually act as if, and you better become an expert and close that better become an expert and close that better become an expert and close that gap really quick. But there is gap really quick. But there is gap really quick. But there is absolutely nothing that you need to You absolutely nothing that you need to You absolutely nothing that you need to You don't have to like pretend to be a don't have to like pretend to be a don't have to like pretend to be a novice. You can act like one before novice. You can act like one before novice. You can act like one before you're one, and then quickly close that you're one, and then quickly close that you're one, and then quickly close that knowledge gap. And conversely, I know a knowledge gap. And conversely, I know a knowledge gap. And conversely, I know a lot of people who are stone-cold lot of people who are stone-cold lot of people who are stone-cold experts experts experts and sound like novices, and they can't and sound like novices, and they can't and sound like novices, and they can't sell their way out of a paper bag. sell their way out of a paper bag. sell their way out of a paper bag. So, it's not so much being one, it's So, it's not so much being one, it's So, it's not so much being one, it's sounding like one. But then, of course, sounding like one. But then, of course, sounding like one. But then, of course, you want to become one and not You don't you want to become one and not You don't you want to become one and not You don't want this to be like just a facade. You want this to be like just a facade. You want this to be like just a facade. You need to be an expert. need to be an expert. need to be an expert. You guys, this is so good. I got to tell You guys, this is so good. I got to tell You guys, this is so good. I got to tell you, like So, I'm Why don't you turn on you, like So, I'm Why don't you turn on you, like So, I'm Why don't you turn on the I just want to remind the audience the I just want to remind the audience the I just want to remind the audience of this. I'll tell you this, too. My dad of this. I'll tell you this, too. My dad of this. I'll tell you this, too. My dad was an alcoholic drug addict till I was was an alcoholic drug addict till I was was an alcoholic drug addict till I was 15, and then my dad got sober. And like 15, and then my dad got sober. And like 15, and then my dad got sober. And like anybody who gets sober, typically anybody who gets sober, typically anybody who gets sober, typically there's someone who helps you or becomes there's someone who helps you or becomes there's someone who helps you or becomes your sponsor or whatever it is. The guy your sponsor or whatever it is. The guy your sponsor or whatever it is. The guy who helped my dad get sober was sober who helped my dad get sober was sober who helped my dad get sober was sober himself 31 days. That's it. himself 31 days. That's it. himself 31 days. That's it. So, he was not an expert. So, he was not an expert. So, he was not an expert. But what he was is he cared. What he did But what he was is he cared. What he did But what he was is he cared. What he did is he sounded like an expert, but he is he sounded like an expert, but he is he sounded like an expert, but he wasn't one. So, a lot of you think that wasn't one. So, a lot of you think that wasn't one. So, a lot of you think that you've got to have, you know, you got to you've got to have, you know, you got to you've got to have, you know, you got to be the best in the world at what you do. be the best in the world at what you do. be the best in the world at what you do. Yeah, you do eventually, but in the Yeah, you do eventually, but in the Yeah, you do eventually, but in the interim, you can still make a lot of interim, you can still make a lot of interim, you can still make a lot of sales. You can still help a lot of sales. You can still help a lot of sales. You can still help a lot of people. One of those sales on getting people. One of those sales on getting people. One of those sales on getting sober was my dad from a dude who was sober was my dad from a dude who was sober was my dad from a dude who was only sober 31 days. And I'm sitting here only sober 31 days. And I'm sitting here only sober 31 days. And I'm sitting here with all of you guys today, I think in with all of you guys today, I think in with all of you guys today, I think in large part because that did happen with large part because that did happen with large part because that did happen with my dad. So, just remember the ripple my dad. So, just remember the ripple my dad. So, just remember the ripple effect of helping one person even in the effect of helping one person even in the effect of helping one person even in the beginning of your career. Now, here's beginning of your career. Now, here's beginning of your career. Now, here's what is the best part about everything what is the best part about everything what is the best part about everything Jordan teaches. Now, we're going to Jordan teaches. Now, we're going to Jordan teaches. Now, we're going to shift gears to AI in a second, but shift gears to AI in a second, but shift gears to AI in a second, but which is ethical selling. which is ethical selling. which is ethical selling. And I think just because of the Wolf of And I think just because of the Wolf of And I think just because of the Wolf of Wall Street, like if they didn't Wall Street, like if they didn't Wall Street, like if they didn't encounter you the last trillion years encounter you the last trillion years encounter you the last trillion years since the movie, right, and seen your since the movie, right, and seen your since the movie, right, and seen your work, which there are people here today work, which there are people here today work, which there are people here today that haven't. that haven't. that haven't. We're not talking about manipulation We're not talking about manipulation We're not talking about manipulation here. We're not talking about um trying here. We're not talking about um trying here. We're not talking about um trying to get somebody to do something that's to get somebody to do something that's to get somebody to do something that's not good for them. I just want you to not good for them. I just want you to not good for them. I just want you to speak to that cuz when you anytime in speak to that cuz when you anytime in speak to that cuz when you anytime in the world now where you start teaching the world now where you start teaching the world now where you start teaching people how to persuade or communicate, people how to persuade or communicate, people how to persuade or communicate, even like how I was raised, ah, I got even like how I was raised, ah, I got even like how I was raised, ah, I got it. It's all like slight of hand and it. It's all like slight of hand and it. It's all like slight of hand and trickeration over here. But that's not trickeration over here. But that's not trickeration over here. But that's not what we're talking about. what we're talking about. what we're talking about. >> a few parts that's so clearly that's not >> a few parts that's so clearly that's not >> a few parts that's so clearly that's not that. And I always say like, you know, that. And I always say like, you know, that. And I always say like, you know, get you know, you're not using the you get you know, you're not using the you get you know, you're not using the you know, the straight line system. You're know, the straight line system. You're know, the straight line system. You're not using it because you want to get not using it because you want to get not using it because you want to get people to do things they shouldn't do or people to do things they shouldn't do or people to do things they shouldn't do or buy things they shouldn't buy. It's the buy things they shouldn't buy. It's the buy things they shouldn't buy. It's the opposite, right? It's about getting opposite, right? It's about getting opposite, right? It's about getting people to overcome these internal and people to overcome these internal and people to overcome these internal and mostly irrational barriers they have to mostly irrational barriers they have to mostly irrational barriers they have to taking action taking action taking action to get things they actually should get to get things they actually should get to get things they actually should get and solve problems they need to solve. and solve problems they need to solve. and solve problems they need to solve. There are some people, for example, that There are some people, for example, that There are some people, for example, that have what I call a very high action have what I call a very high action have what I call a very high action threshold. Their belief systems, their threshold. Their belief systems, their threshold. Their belief systems, their experiences are such the way they're experiences are such the way they're experiences are such the way they're just wired, just wired, just wired, makes it very difficult for them to make makes it very difficult for them to make makes it very difficult for them to make a decision. They will torture themselves a decision. They will torture themselves a decision. They will torture themselves that painfully slow when it comes to that painfully slow when it comes to that painfully slow when it comes to decisions, and they hate sales people, decisions, and they hate sales people, decisions, and they hate sales people, they don't want to be persuaded, and they don't want to be persuaded, and they don't want to be persuaded, and very often those people go through life very often those people go through life very often those people go through life lacking a lot of things they need and lacking a lot of things they need and lacking a lot of things they need and don't have their problems solved. My dad don't have their problems solved. My dad don't have their problems solved. My dad was one of them. I love May he rest in was one of them. I love May he rest in was one of them. I love May he rest in peace. He was a wonderful dad, but he peace. He was a wonderful dad, but he peace. He was a wonderful dad, but he hated sales people, which is pretty hated sales people, which is pretty hated sales people, which is pretty funny, right? And ironic at least. funny, right? And ironic at least. funny, right? And ironic at least. Ironically though, which is that like Ironically though, which is that like Ironically though, which is that like people like that, you know, well, how do people like that, you know, well, how do people like that, you know, well, how do they buy [ __ ] Like if they're that they buy [ __ ] Like if they're that they buy [ __ ] Like if they're that tough, well, they buy things when tough, well, they buy things when tough, well, they buy things when they're they're they're desperate, and they can desperate, and they can desperate, and they can when the pain gets so bad, then suddenly when the pain gets so bad, then suddenly when the pain gets so bad, then suddenly that action threshold drops, right? So that action threshold drops, right? So that action threshold drops, right? So like but once they buy from someone, like but once they buy from someone, like but once they buy from someone, that's their guy. Like my dad, he had that's their guy. Like my dad, he had that's their guy. Like my dad, he had his car guy. Like Vinnie was a his car his car guy. Like Vinnie was a his car his car guy. Like Vinnie was a his car guy. Vinnie had the Sunoco station, the guy. Vinnie had the Sunoco station, the guy. Vinnie had the Sunoco station, the local like no one's touching my dad's local like no one's touching my dad's local like no one's touching my dad's Dodge Dart but Vinnie. Like if Enzo Dodge Dart but Vinnie. Like if Enzo Dodge Dart but Vinnie. Like if Enzo Ferrari said, "Max, I'm going to fix Ferrari said, "Max, I'm going to fix Ferrari said, "Max, I'm going to fix your car for free. I'm going to make it your car for free. I'm going to make it your car for free. I'm going to make it Enzo, Enzo, Enzo, don't touch my car, okay? Only Vinnie don't touch my car, okay? Only Vinnie don't touch my car, okay? Only Vinnie can That was my dad with everything." can That was my dad with everything." can That was my dad with everything." Now, I'll tell you a great story though. Now, I'll tell you a great story though. Now, I'll tell you a great story though. Um, you know, when I was about 12, and Um, you know, when I was about 12, and Um, you know, when I was about 12, and he he he was like that with everything. he he he was like that with everything. he he he was like that with everything. He had a car guy, he had a shirt guy, he He had a car guy, he had a shirt guy, he He had a car guy, he had a shirt guy, he had one barber, every one guy for had one barber, every one guy for had one barber, every one guy for everything. And they could be ripping everything. And they could be ripping everything. And they could be ripping his eyeballs out, overcharging. "Oh, his eyeballs out, overcharging. "Oh, his eyeballs out, overcharging. "Oh, Vinnie's my guy, and that's that, Vinnie's my guy, and that's that, Vinnie's my guy, and that's that, right?" Cuz they don't want That's how right?" Cuz they don't want That's how right?" Cuz they don't want That's how it happens, right? New York to Florida, it happens, right? New York to Florida, it happens, right? New York to Florida, New York to Williamsburg, Colonial New York to Williamsburg, Colonial New York to Williamsburg, Colonial Williamsburg, whatever it was. We we Williamsburg, whatever it was. We we Williamsburg, whatever it was. We we were like 3 hours outside of um New were like 3 hours outside of um New were like 3 hours outside of um New York, right? On the way down south, and York, right? On the way down south, and York, right? On the way down south, and we're like like not great part of the we're like like not great part of the we're like like not great part of the country, right? Like you know, country, right? Like you know, country, right? Like you know, hillbilly, and my father's car hillbilly, and my father's car hillbilly, and my father's car overheats. It's myself, my mother, my overheats. It's myself, my mother, my overheats. It's myself, my mother, my brother. My dad's driving the Dodge brother. My dad's driving the Dodge brother. My dad's driving the Dodge Dart, right? And um smoke's coming out Dart, right? And um smoke's coming out Dart, right? And um smoke's coming out of the radiator, and it's like 5:30 p.m. of the radiator, and it's like 5:30 p.m. of the radiator, and it's like 5:30 p.m. and the sun's like start to set, and and the sun's like start to set, and and the sun's like start to set, and and you know what my dad did? He went to and you know what my dad did? He went to and you know what my dad did? He went to the first gas station he could find and the first gas station he could find and the first gas station he could find and said, "Fix my car. I don't care how much said, "Fix my car. I don't care how much said, "Fix my car. I don't care how much it cost." It could have said the name of it cost." It could have said the name of it cost." It could have said the name of the gas station could have been Dewey, the gas station could have been Dewey, the gas station could have been Dewey, Cheatem, and Howe, and he still would Cheatem, and Howe, and he still would Cheatem, and Howe, and he still would have done it because at that point the have done it because at that point the have done it because at that point the worry he was feeling caused his worry he was feeling caused his worry he was feeling caused his action threshold to drop to zero. Just action threshold to drop to zero. Just action threshold to drop to zero. Just fix it. I don't care. fix it. I don't care. fix it. I don't care. Right now in persuasion, we can use that Right now in persuasion, we can use that Right now in persuasion, we can use that to help people like my father make great to help people like my father make great to help people like my father make great decisions that they should be making by, decisions that they should be making by, decisions that they should be making by, you know, by uncovering what are their you know, by uncovering what are their you know, by uncovering what are their pain points? What are they really pain points? What are they really pain points? What are they really worried about? What is that deep worry worried about? What is that deep worry worried about? What is that deep worry that rests at the base of their skull that rests at the base of their skull that rests at the base of their skull and keeps him up all night long? And the and keeps him up all night long? And the and keeps him up all night long? And the way you get that, uncover that, is way you get that, uncover that, is way you get that, uncover that, is through intelligence gathering by asking through intelligence gathering by asking through intelligence gathering by asking questions and digging deeper, as you questions and digging deeper, as you questions and digging deeper, as you were speaking about. And once you have were speaking about. And once you have were speaking about. And once you have that that information, you don't want to that that information, you don't want to that that information, you don't want to say, "Oh, I saw a problem." No, I'm not say, "Oh, I saw a problem." No, I'm not say, "Oh, I saw a problem." No, I'm not just saying that. just saying that. just saying that. I want to amplify that. Let them really I want to amplify that. Let them really I want to amplify that. Let them really understand what is costing understand what is costing understand what is costing them, what the problem is, what's them, what the problem is, what's them, what the problem is, what's holding them back. And And then you want holding them back. And And then you want holding them back. And And then you want to reserve that. And later on in the to reserve that. And later on in the to reserve that. And later on in the conversation, when they're really in conversation, when they're really in conversation, when they're really in that point they want to make a decision, that point they want to make a decision, that point they want to make a decision, you say, "Listen, you say, "Listen, you say, "Listen, let me ask you this." And you let me ask you this." And you let me ask you this." And you reintroduce that pain. Let them reintroduce that pain. Let them reintroduce that pain. Let them understand what's truly at stake. It's understand what's truly at stake. It's understand what's truly at stake. It's very powerful. very powerful. very powerful. Master class, everybody. You're welcome. Master class, everybody. You're welcome. Master class, everybody. You're welcome. You're welcome. Uh this is so good. I You're welcome. Uh this is so good. I You're welcome. Uh this is so good. I mean, I'm actually processing this mean, I'm actually processing this mean, I'm actually processing this thinking I love when I'm in the middle thinking I love when I'm in the middle thinking I love when I'm in the middle of doing a podcast. I'm like, "This is of doing a podcast. I'm like, "This is of doing a podcast. I'm like, "This is going to download like crazy cuz the going to download like crazy cuz the going to download like crazy cuz the content is so good." Okay, I want to content is so good." Okay, I want to content is so good." Okay, I want to interrupt it. You do all this interrupt it. You do all this interrupt it. You do all this automatically. You are a great automatically. You are a great automatically. You are a great communicator, right? So, what happens is communicator, right? So, what happens is communicator, right? So, what happens is all the things I'm saying are part of all the things I'm saying are part of all the things I'm saying are part of the straight line system. But So, it's a the straight line system. But So, it's a the straight line system. But So, it's a system. But what happens is great system. But what happens is great system. But what happens is great communicators, great closers, they do communicators, great closers, they do communicators, great closers, they do all this. They do it unconsciously. Yep. all this. They do it unconsciously. Yep. all this. They do it unconsciously. Yep. Yeah, and some of it, by the way, some Yeah, and some of it, by the way, some Yeah, and some of it, by the way, some of it is actually consciously. And so of it is actually consciously. And so of it is actually consciously. And so also when you're uh professional also when you're uh professional also when you're uh professional communicator and you hear someone speak communicator and you hear someone speak communicator and you hear someone speak truthfully about how to do it correctly, truthfully about how to do it correctly, truthfully about how to do it correctly, it's a validation. You're like, "I do it's a validation. You're like, "I do it's a validation. You're like, "I do that. That's true for me." I see all that. That's true for me." I see all that. That's true for me." I see all this online this online this online guru stuff from these sales trainers, guru stuff from these sales trainers, guru stuff from these sales trainers, and I'm like, "That's just crap. That's and I'm like, "That's just crap. That's and I'm like, "That's just crap. That's not how it works. That's not the real not how it works. That's not the real not how it works. That's not the real world. And by the way, that's not even world. And by the way, that's not even world. And by the way, that's not even ethical what you're teaching. And so, ethical what you're teaching. And so, ethical what you're teaching. And so, that's why that's why that's why what you're talking about, you know, I what you're talking about, you know, I what you're talking about, you know, I resonate with so much. So, many of you resonate with so much. So, many of you resonate with so much. So, many of you have asked how to see me speak live. And have asked how to see me speak live. And have asked how to see me speak live. And for the first time ever, you can come for the first time ever, you can come for the first time ever, you can come see me speak live in person. All of my see me speak live in person. All of my see me speak live in person. All of my speeches have been private events, but speeches have been private events, but speeches have been private events, but now I'm teaming up with Life Surge now I'm teaming up with Life Surge now I'm teaming up with Life Surge speaking all over the country. Life speaking all over the country. Life speaking all over the country. Life Surge is a one-day faith-based event Surge is a one-day faith-based event Surge is a one-day faith-based event where you'll walk in hungry for success, where you'll walk in hungry for success, where you'll walk in hungry for success, and you'll leave ready to build your and you'll leave ready to build your and you'll leave ready to build your resources to leave an impact on others. resources to leave an impact on others. resources to leave an impact on others. We're talking faith-fueled finance, We're talking faith-fueled finance, We're talking faith-fueled finance, growing your resources, crushing growing your resources, crushing growing your resources, crushing obstacles, and then, yeah, using it all obstacles, and then, yeah, using it all obstacles, and then, yeah, using it all for something way bigger than yourself. for something way bigger than yourself. for something way bigger than yourself. I'm joining Life Surge in a few cities I'm joining Life Surge in a few cities I'm joining Life Surge in a few cities this year, and I'd love to see you this year, and I'd love to see you this year, and I'd love to see you there. I'll be sharing the stage with there. I'll be sharing the stage with there. I'll be sharing the stage with legends such as two-time football legends such as two-time football legends such as two-time football champion Tim Tebow, star of Duck Dynasty champion Tim Tebow, star of Duck Dynasty champion Tim Tebow, star of Duck Dynasty Willie Robertson, and leadership hero of Willie Robertson, and leadership hero of Willie Robertson, and leadership hero of mine John Maxwell, pastor and author mine John Maxwell, pastor and author mine John Maxwell, pastor and author Craig Groeschel, and worship with Craig Groeschel, and worship with Craig Groeschel, and worship with artists like Natalie Grant. Tickets are artists like Natalie Grant. Tickets are artists like Natalie Grant. Tickets are on sale at lifesurge.com. on sale at lifesurge.com. on sale at lifesurge.com. And just for my listeners, you can use And just for my listeners, you can use And just for my listeners, you can use the code ED30 for 30% off a ticket. the code ED30 for 30% off a ticket. the code ED30 for 30% off a ticket. There will be a link in the show notes, There will be a link in the show notes, There will be a link in the show notes, so click through and take some time to so click through and take some time to so click through and take some time to join us. Cities are being added all the join us. Cities are being added all the join us. Cities are being added all the time, so if you don't see one near you time, so if you don't see one near you time, so if you don't see one near you now, check back. I hope to see you now, check back. I hope to see you now, check back. I hope to see you there. So, a little bit of a there. So, a little bit of a there. So, a little bit of a name-dropper thing, I want to shift a name-dropper thing, I want to shift a name-dropper thing, I want to shift a little bit cuz we're only got Well, I little bit cuz we're only got Well, I little bit cuz we're only got Well, I don't have too much time, but don't have too much time, but don't have too much time, but you're doing stuff in AI right now, you you're doing stuff in AI right now, you you're doing stuff in AI right now, you were telling me off camera where you got were telling me off camera where you got were telling me off camera where you got some huge success in that lane already some huge success in that lane already some huge success in that lane already as well. So, it's an ironic Leo thing. I as well. So, it's an ironic Leo thing. I as well. So, it's an ironic Leo thing. I was sitting in a van about 5 months ago, was sitting in a van about 5 months ago, was sitting in a van about 5 months ago, and Leo was sitting next to me. and Leo was sitting next to me. and Leo was sitting next to me. Who played you in the movie, right? And Who played you in the movie, right? And Who played you in the movie, right? And uh and by the way, he's not a uh uh and by the way, he's not a uh uh and by the way, he's not a uh talkative dude until you get the ball talkative dude until you get the ball talkative dude until you get the ball rolling a little bit. Great guy, by the rolling a little bit. Great guy, by the rolling a little bit. Great guy, by the way. He's a great guy. He's a great guy. way. He's a great guy. He's a great guy. way. He's a great guy. He's a great guy. I got to know him that night. He's a I got to know him that night. He's a I got to know him that night. He's a terrific guy. terrific guy. terrific guy. >> Did you tell him that you know me? Cuz >> Did you tell him that you know me? Cuz >> Did you tell him that you know me? Cuz we're friends. Did you tell him that? we're friends. Did you tell him that? we're friends. Did you tell him that? >> I did. How do you think I bridged the >> I did. How do you think I bridged the >> I did. How do you think I bridged the gap? I I dropped your name. Of course I gap? I I dropped your name. Of course I gap? I I dropped your name. Of course I did. And there's another actor there did. And there's another actor there did. And there's another actor there that's a actually a really good friend that's a actually a really good friend that's a actually a really good friend of mine, which also helped. But anyway, of mine, which also helped. But anyway, of mine, which also helped. But anyway, I asked them both, I said, "What's I asked them both, I said, "What's I asked them both, I said, "What's different in the movie business than, different in the movie business than, different in the movie business than, say, 5 10 years ago?" And like, they say, 5 10 years ago?" And like, they say, 5 10 years ago?" And like, they both their heads almost dropped. Like, both their heads almost dropped. Like, both their heads almost dropped. Like, "Oh, bro, like streaming's changed "Oh, bro, like streaming's changed "Oh, bro, like streaming's changed everything, number one, the way we shoot everything, number one, the way we shoot everything, number one, the way we shoot the movies, but he said, I said, what's the movies, but he said, I said, what's the movies, but he said, I said, what's the biggest one? He goes, it's just the biggest one? He goes, it's just the biggest one? He goes, it's just starting, but it's AI. starting, but it's AI. starting, but it's AI. And uh and he goes, the way movies are And uh and he goes, the way movies are And uh and he goes, the way movies are going to be shot, um what budgets we're going to be shot, um what budgets we're going to be shot, um what budgets we're going to be allowed to do, how scenes going to be allowed to do, how scenes going to be allowed to do, how scenes are set up, uh it's how writing is going are set up, uh it's how writing is going are set up, uh it's how writing is going to be done. It's a real tsunami coming to be done. It's a real tsunami coming to be done. It's a real tsunami coming to our industry, and I don't know where to our industry, and I don't know where to our industry, and I don't know where it's all going to land. it's all going to land. it's all going to land. And uh and then I started to think about And uh and then I started to think about And uh and then I started to think about what we do, meaning anything what we do, meaning anything what we do, meaning anything sales-related, anything anyone's doing, sales-related, anything anyone's doing, sales-related, anything anyone's doing, you know, like, I certainly wouldn't you know, like, I certainly wouldn't you know, like, I certainly wouldn't mind being a plumber right now, cuz I mind being a plumber right now, cuz I mind being a plumber right now, cuz I think those dudes are safe. But, like, think those dudes are safe. But, like, think those dudes are safe. But, like, what are your overall thoughts or advice what are your overall thoughts or advice what are your overall thoughts or advice to people listening about to people listening about to people listening about this thing coming our way called AI when this thing coming our way called AI when this thing coming our way called AI when it comes to sales, but also just, you it comes to sales, but also just, you it comes to sales, but also just, you know, entrepreneurship in general? know, entrepreneurship in general? know, entrepreneurship in general? You've obviously decided to get out in You've obviously decided to get out in You've obviously decided to get out in front of this cram course. Your If I had front of this cram course. Your If I had front of this cram course. Your If I had met When I met you, if I said you'd be met When I met you, if I said you'd be met When I met you, if I said you'd be coding the morning that we're doing my coding the morning that we're doing my coding the morning that we're doing my podcast someday, you'd be like, what the podcast someday, you'd be like, what the podcast someday, you'd be like, what the heck is coding? Like, there's no way. heck is coding? Like, there's no way. heck is coding? Like, there's no way. So, take them through kind of what So, take them through kind of what So, take them through kind of what you've done to get in front of it and you've done to get in front of it and you've done to get in front of it and your thoughts on it. your thoughts on it. your thoughts on it. I I got into artificial intelligence, um I I got into artificial intelligence, um I I got into artificial intelligence, um maybe it was about 2 years ago, a little maybe it was about 2 years ago, a little maybe it was about 2 years ago, a little bit more, maybe, right? We run people's bit more, maybe, right? We run people's bit more, maybe, right? We run people's sales operations and advise them, right? sales operations and advise them, right? sales operations and advise them, right? And and they were trying to uh and some And and they were trying to uh and some And and they were trying to uh and some company, I forgot the name of it, uh company, I forgot the name of it, uh company, I forgot the name of it, uh maybe it was Air AI or something. Oh, we maybe it was Air AI or something. Oh, we maybe it was Air AI or something. Oh, we have a sales agent that's an AI, and it have a sales agent that's an AI, and it have a sales agent that's an AI, and it can go out there and close sales and do can go out there and close sales and do can go out there and close sales and do lead generation, and lead generation, and lead generation, and and my it was I I didn't even hear about and my it was I I didn't even hear about and my it was I I didn't even hear about it. Someone else got pitched at the it. Someone else got pitched at the it. Someone else got pitched at the company, then sent it to me. I said, company, then sent it to me. I said, company, then sent it to me. I said, well, let me hear it, and it sucked. well, let me hear it, and it sucked. well, let me hear it, and it sucked. Terrible, right? Then I went and looked Terrible, right? Then I went and looked Terrible, right? Then I went and looked at the pricing. The pricing was at the pricing. The pricing was at the pricing. The pricing was ridiculous back then, right? But, it was ridiculous back then, right? But, it was ridiculous back then, right? But, it was not good. The latency was terrible. You not good. The latency was terrible. You not good. The latency was terrible. You could fool it in 2 seconds. It would say could fool it in 2 seconds. It would say could fool it in 2 seconds. It would say stupid right? But, that was the first stupid right? But, that was the first stupid right? But, that was the first like shot across the bow. Maybe it was like shot across the bow. Maybe it was like shot across the bow. Maybe it was almost 2 and 1/2 years ago, almost 2 and 1/2 years ago, almost 2 and 1/2 years ago, maybe even three. Wow. So, it was early, maybe even three. Wow. So, it was early, maybe even three. Wow. So, it was early, right? It was before it was when ChatGPT right? It was before it was when ChatGPT right? It was before it was when ChatGPT it was like 3.0 maybe. It was like a it was like 3.0 maybe. It was like a it was like 3.0 maybe. It was like a really long time. I'm always very nice really long time. I'm always very nice really long time. I'm always very nice to AI cuz when they rule us, it's not to AI cuz when they rule us, it's not to AI cuz when they rule us, it's not going to kill me. You know, I'm like, going to kill me. You know, I'm like, going to kill me. You know, I'm like, "Oh, I love my AI." Right. Right. A "Oh, I love my AI." Right. Right. A "Oh, I love my AI." Right. Right. A friend of mine, good friend of mine, a friend of mine, good friend of mine, a friend of mine, good friend of mine, a top VC, Shervin Pishevar, and I are good top VC, Shervin Pishevar, and I are good top VC, Shervin Pishevar, and I are good friends. We were out for dinner. I told friends. We were out for dinner. I told friends. We were out for dinner. I told him this and I said, "You know, him this and I said, "You know, him this and I said, "You know, if we could build an AI, imagine me, if we could build an AI, imagine me, if we could build an AI, imagine me, imagine if I could have a digital twin imagine if I could have a digital twin imagine if I could have a digital twin Jordan that knew everything and we could Jordan that knew everything and we could Jordan that knew everything and we could teach this thing to sell like me, that teach this thing to sell like me, that teach this thing to sell like me, that would be freaking amazing." And so we would be freaking amazing." And so we would be freaking amazing." And so we began this venture, okay? And we first began this venture, okay? And we first began this venture, okay? And we first funded ourselves, funded ourselves, funded ourselves, um, and I spent about a year just um, and I spent about a year just um, and I spent about a year just wasting money because I had to learn wasting money because I had to learn wasting money because I had to learn about technology, all right? And about technology, all right? And about technology, all right? And engineers and good ones and bad ones. engineers and good ones and bad ones. engineers and good ones and bad ones. But I went on a massive crash course. But I went on a massive crash course. But I went on a massive crash course. I'm really tech You I am so technical I'm really tech You I am so technical I'm really tech You I am so technical you wouldn't even believe it how you wouldn't even believe it how you wouldn't even believe it how technical I am about artificial technical I am about artificial technical I am about artificial intelligence, coding, and architecture. intelligence, coding, and architecture. intelligence, coding, and architecture. And so I had to because I I'm a believer And so I had to because I I'm a believer And so I had to because I I'm a believer in any business you're in, if you don't in any business you're in, if you don't in any business you're in, if you don't know that business, you don't know the know that business, you don't know the know that business, you don't know the industry, you are going to get slammed. industry, you are going to get slammed. industry, you are going to get slammed. Your people will lie to you. They'll Your people will lie to you. They'll Your people will lie to you. They'll think it They'll think they don't mean think it They'll think they don't mean think it They'll think they don't mean to, but they're just going to You don't to, but they're just going to You don't to, but they're just going to You don't You don't You can't tell fact from You don't You can't tell fact from You don't You can't tell fact from fiction, blah blah blah, right? Um, and fiction, blah blah blah, right? Um, and fiction, blah blah blah, right? Um, and then I got lucky in the sense that the then I got lucky in the sense that the then I got lucky in the sense that the tailwinds, and I knew this was really tailwinds, and I knew this was really tailwinds, and I knew this was really Look, I knew that the AI would improve, Look, I knew that the AI would improve, Look, I knew that the AI would improve, the models would improve. That was the models would improve. That was the models would improve. That was obvious to me. So I didn't So I always obvious to me. So I didn't So I always obvious to me. So I didn't So I always built it from the sense that I'm not built it from the sense that I'm not built it from the sense that I'm not worried I'm not building this worried I'm not building this worried I'm not building this application for what AI can do today. application for what AI can do today. application for what AI can do today. I'm going to catch this when it's ready I'm going to catch this when it's ready I'm going to catch this when it's ready in a year and a half from now. So I in a year and a half from now. So I in a year and a half from now. So I didn't go into this trying to build a a didn't go into this trying to build a a didn't go into this trying to build a a a sales agent that can get on a a sales agent that can get on a a sales agent that can get on a telephone call and qualify a lead. That telephone call and qualify a lead. That telephone call and qualify a lead. That I didn't do that. I I I I have that and I didn't do that. I I I I have that and I didn't do that. I I I I have that and we do that. We have a company that does we do that. We have a company that does we do that. We have a company that does that. That's child's play, it's nothing, that. That's child's play, it's nothing, that. That's child's play, it's nothing, right? Okay, you do in 2 seconds, right? right? Okay, you do in 2 seconds, right? right? Okay, you do in 2 seconds, right? I said, "I want to build an AI that can I said, "I want to build an AI that can I said, "I want to build an AI that can freaking close a complex sale, carry on freaking close a complex sale, carry on freaking close a complex sale, carry on a conversation over 2 months if it has a conversation over 2 months if it has a conversation over 2 months if it has to, with callbacks, texting, email, to, with callbacks, texting, email, to, with callbacks, texting, email, persistent memory, a an omni channel persistent memory, a an omni channel persistent memory, a an omni channel agent that can actually handle a a a agent that can actually handle a a a agent that can actually handle a a a complex insurance, financial services, complex insurance, financial services, complex insurance, financial services, mortgages, and literally close life me. mortgages, and literally close life me. mortgages, and literally close life me. When it's still people don't think it's When it's still people don't think it's When it's still people don't think it's still We do it, okay? And it's still not still We do it, okay? And it's still not still We do it, okay? And it's still not quite ready, just to be clear. It's like quite ready, just to be clear. It's like quite ready, just to be clear. It's like another 2 months away from full another 2 months away from full another 2 months away from full enterprise ready. So, we're still in enterprise ready. So, we're still in enterprise ready. So, we're still in stealth mode, right? Because it's very stealth mode, right? Because it's very stealth mode, right? Because it's very difficult to do that what like what I'm difficult to do that what like what I'm difficult to do that what like what I'm saying. It's not like It is not Whatever saying. It's not like It is not Whatever saying. It's not like It is not Whatever you think about AI, these things are you think about AI, these things are you think about AI, these things are Einstein and Forrest Gump at the same Einstein and Forrest Gump at the same Einstein and Forrest Gump at the same time. That's what they are, okay? And time. That's what they are, okay? And time. That's what they are, okay? And you can't the where people most mostly you can't the where people most mostly you can't the where people most mostly fall down with this stuff is the model fall down with this stuff is the model fall down with this stuff is the model is only one part of it, okay? You need a is only one part of it, okay? You need a is only one part of it, okay? You need a very complex architecture around the very complex architecture around the very complex architecture around the model with persistent memory, state model with persistent memory, state model with persistent memory, state management, routers that keep the model management, routers that keep the model management, routers that keep the model honest. There's all these different app honest. There's all these different app honest. There's all these different app There's a very complex application, and There's a very complex application, and There's a very complex application, and once you have that architecture, then once you have that architecture, then once you have that architecture, then you can start handling conversation that you can start handling conversation that you can start handling conversation that can run 30 minutes, an hour. You can can run 30 minutes, an hour. You can can run 30 minutes, an hour. You can have a conversation that goes 8 minutes. have a conversation that goes 8 minutes. have a conversation that goes 8 minutes. And you know, can you call me back at And you know, can you call me back at And you know, can you call me back at 3:00 this afternoon? I got Sure, no 3:00 this afternoon? I got Sure, no 3:00 this afternoon? I got Sure, no problem. And it remembers where you are, problem. And it remembers where you are, problem. And it remembers where you are, picks up where it left off, and sends picks up where it left off, and sends picks up where it left off, and sends you a text in the middle, calls you back you a text in the middle, calls you back you a text in the middle, calls you back in a week, collects dot in a week, collects dot in a week, collects dot So, that's what I've been building with So, that's what I've been building with So, that's what I've been building with my team, but the plan is well, you know, my team, but the plan is well, you know, my team, but the plan is well, you know, we're we we we're we're already post we're we we we're we're already post we're we we we're we're already post revenue, but we're going to really revenue, but we're going to really revenue, but we're going to really launching now over the next 30 days, big launching now over the next 30 days, big launching now over the next 30 days, big scaling. And then we're going to do a scaling. And then we're going to do a scaling. And then we're going to do a series A at the end of probably series A at the end of probably series A at the end of probably hopefully May or June. My partner is a hopefully May or June. My partner is a hopefully May or June. My partner is a massive player in the VC space. He may massive player in the VC space. He may massive player in the VC space. He may be be be Uber, Airbnb, Uber, Airbnb, Uber, Airbnb, um you know, Robinhood, big players. So, um you know, Robinhood, big players. So, um you know, Robinhood, big players. So, we'll pause we'll pause we'll pause right have a great team, a great team of right have a great team, a great team of right have a great team, a great team of about 15 engineers full-time. about 15 engineers full-time. about 15 engineers full-time. >> By the way, remember whose son helped >> By the way, remember whose son helped >> By the way, remember whose son helped you with your golf clubs, just what I'm you with your golf clubs, just what I'm you with your golf clubs, just what I'm saying. I want to know uh saying. I want to know uh saying. I want to know uh that sounds good for you and sounds good that sounds good for you and sounds good that sounds good for you and sounds good for the world. for the world. for the world. Doesn't sound so good if I were in real Doesn't sound so good if I were in real Doesn't sound so good if I were in real estate or insurance, though, right? What estate or insurance, though, right? What estate or insurance, though, right? What are your What's your overall like are your What's your overall like are your What's your overall like 30,000-ft view 30,000-ft view 30,000-ft view Cuz look, let's be be like we also make Cuz look, let's be be like we also make Cuz look, let's be be like we also make money from people that are in the sales money from people that are in the sales money from people that are in the sales industry as well, but what would you say industry as well, but what would you say industry as well, but what would you say to somebody who's sitting there going, to somebody who's sitting there going, to somebody who's sitting there going, "Uh-oh. "Uh-oh. "Uh-oh. Uh-oh. You know, what do I do now? I'm Uh-oh. You know, what do I do now? I'm Uh-oh. You know, what do I do now? I'm in I'm in my car right now driving to my in I'm in my car right now driving to my in I'm in my car right now driving to my sales appointment, and I sales appointment, and I sales appointment, and I Am I going to be replaced by Am I going to be replaced by Am I going to be replaced by a robot?" Yeah, yeah. So, what here's a robot?" Yeah, yeah. So, what here's a robot?" Yeah, yeah. So, what here's what I would say. what I would say. what I would say. Um Um Um I give Google so much credit and so much I give Google so much credit and so much I give Google so much credit and so much respect. respect. respect. Cuz that's the classic the innovator's Cuz that's the classic the innovator's Cuz that's the classic the innovator's dilemma, right? In other words, they dilemma, right? In other words, they dilemma, right? In other words, they owns the search market, and if you're owns the search market, and if you're owns the search market, and if you're going to have AI suddenly making general going to have AI suddenly making general going to have AI suddenly making general search with ads obsolete or search with ads obsolete or search with ads obsolete or semi-obsolete or not, you know, the semi-obsolete or not, you know, the semi-obsolete or not, you know, the first thing you want to do, which is first thing you want to do, which is first thing you want to do, which is true, right? Google would say, "Well, true, right? Google would say, "Well, true, right? Google would say, "Well, I'm I'm not going to put AI into my I'm I'm not going to put AI into my I'm I'm not going to put AI into my search." But they did. And they put If search." But they did. And they put If search." But they did. And they put If you notice, they they did a very smart you notice, they they did a very smart you notice, they they did a very smart thing. That's brilliant. That's a That's thing. That's brilliant. That's a That's thing. That's brilliant. That's a That's what companies up with. They say, "I'm what companies up with. They say, "I'm what companies up with. They say, "I'm holding on. I have to protect what I holding on. I have to protect what I holding on. I have to protect what I have. I'm not going to innovate and move have. I'm not going to innovate and move have. I'm not going to innovate and move forward. I can't make myself obsolete." forward. I can't make myself obsolete." forward. I can't make myself obsolete." And then someone else makes them And then someone else makes them And then someone else makes them obsolete. obsolete. Okay? Now, I will obsolete. obsolete. Okay? Now, I will obsolete. obsolete. Okay? Now, I will say this. That right there, not say this. That right there, not say this. That right there, not interrupt you. That right there, all you interrupt you. That right there, all you interrupt you. That right there, all you entrepreneurs, that's a huge lesson. entrepreneurs, that's a huge lesson. entrepreneurs, that's a huge lesson. What he just said right there. What he just said right there. What he just said right there. Don't protect territory trying to Don't protect territory trying to Don't protect territory trying to remain, you know, protect yourself from remain, you know, protect yourself from remain, you know, protect yourself from being obsolete because that's how you being obsolete because that's how you being obsolete because that's how you become it. Ask Blockbuster Video when become it. Ask Blockbuster Video when become it. Ask Blockbuster Video when they had a chance to just scoop up they had a chance to just scoop up they had a chance to just scoop up Netflix for nine bucks. So, just just Netflix for nine bucks. So, just just Netflix for nine bucks. So, just just stay in there. Okay. Frame it stay in there. Okay. Frame it stay in there. Okay. Frame it differently. If you don't disrupt differently. If you don't disrupt differently. If you don't disrupt yourself, someone else will disrupt you. yourself, someone else will disrupt you. yourself, someone else will disrupt you. Wow. Wow. Wow. Say it like that, right? And so, Say it like that, right? And so, Say it like that, right? And so, yet yet, yet yet, yet yet, their search revenue their search revenue their search revenue is still booming. Yeah, yeah. I know. is still booming. Yeah, yeah. I know. is still booming. Yeah, yeah. I know. But But But okay, there's always going to be a need okay, there's always going to be a need okay, there's always going to be a need for sales people, always. Always. Now, for sales people, always. Always. Now, for sales people, always. Always. Now, do I think things like lead gen is going do I think things like lead gen is going do I think things like lead gen is going to get commoditized? Yes, but there is to get commoditized? Yes, but there is to get commoditized? Yes, but there is certainly are going to be AIs out there certainly are going to be AIs out there certainly are going to be AIs out there selling. selling. selling. Um it's very very difficult to do. It is Um it's very very difficult to do. It is Um it's very very difficult to do. It is I am telling you it is ex- to get an AI I am telling you it is ex- to get an AI I am telling you it is ex- to get an AI to really have a sales conversation, to really have a sales conversation, to really have a sales conversation, they're not designed for that. It and they're not designed for that. It and they're not designed for that. It and I'll tell you why. Because to be a great I'll tell you why. Because to be a great I'll tell you why. Because to be a great salesperson, you need to be salesperson, you need to be salesperson, you need to be in control of the conversation. And the in control of the conversation. And the in control of the conversation. And the way you way you way you get into control is by being perceived get into control is by being perceived get into control is by being perceived as an expert, by being perceived as an as an expert, by being perceived as an as an expert, by being perceived as an expert on the ball, sharp, enthusiastic, expert on the ball, sharp, enthusiastic, expert on the ball, sharp, enthusiastic, people will defer, allow you to control people will defer, allow you to control people will defer, allow you to control the flow of a conversation, which allows the flow of a conversation, which allows the flow of a conversation, which allows you then to ask questions in a certain you then to ask questions in a certain you then to ask questions in a certain way, present in a certain way, allows way, present in a certain way, allows way, present in a certain way, allows you to take what would otherwise be a you to take what would otherwise be a you to take what would otherwise be a chaotic chaotic chaotic conversation that could go in a million conversation that could go in a million conversation that could go in a million directions and move it down the straight directions and move it down the straight directions and move it down the straight line. That's the straight line system, line. That's the straight line system, line. That's the straight line system, right? AI is designed the opposite. You right? AI is designed the opposite. You right? AI is designed the opposite. You ask it a question, it gives you an ask it a question, it gives you an ask it a question, it gives you an answer, which is reactive. answer, which is reactive. answer, which is reactive. >> Yeah, good point. And to be a great >> Yeah, good point. And to be a great >> Yeah, good point. And to be a great salesperson, you got to be proactive. salesperson, you got to be proactive. salesperson, you got to be proactive. So, it's very very difficult to get So, it's very very difficult to get So, it's very very difficult to get artificial intelligence to sell well. artificial intelligence to sell well. artificial intelligence to sell well. Really, it requires a massive amount of Really, it requires a massive amount of Really, it requires a massive amount of architecture, prompting, prompt architecture, prompting, prompt architecture, prompting, prompt engineering, context engineering, right? engineering, context engineering, right? engineering, context engineering, right? And And And but the point is but the point is but the point is like we are at this thing called the like we are at this thing called the like we are at this thing called the singularity. Like where you can't look singularity. Like where you can't look singularity. Like where you can't look past the horizon of that horizon and past the horizon of that horizon and past the horizon of that horizon and say, "I don't know what the [ __ ] is say, "I don't know what the [ __ ] is say, "I don't know what the [ __ ] is going to happen in 5 years from now." going to happen in 5 years from now." going to happen in 5 years from now." But what I do know is this. Oh, with I But what I do know is this. Oh, with I But what I do know is this. Oh, with I would I nothing is certain, but with would I nothing is certain, but with would I nothing is certain, but with great certainty is that a lot of the great certainty is that a lot of the great certainty is that a lot of the jobs that we have right now, yeah, jobs that we have right now, yeah, jobs that we have right now, yeah, they're going to be replaced, but they're going to be replaced, but they're going to be replaced, but there'll be more jobs created. And I there'll be more jobs created. And I there'll be more jobs created. And I think that there's going to be a shift. think that there's going to be a shift. think that there's going to be a shift. I think it's it's so much easier right I think it's it's so much easier right I think it's it's so much easier right now to be an entrepreneur. now to be an entrepreneur. now to be an entrepreneur. It is so much easier now to start It is so much easier now to start It is so much easier now to start businesses, to do whatever you want to businesses, to do whatever you want to businesses, to do whatever you want to do cheaply, effectively, efficiently. do cheaply, effectively, efficiently. do cheaply, effectively, efficiently. And you know, AI can be a great mentor, And you know, AI can be a great mentor, And you know, AI can be a great mentor, but the problem is they won't tell you but the problem is they won't tell you but the problem is they won't tell you everything is good, which is really everything is good, which is really everything is good, which is really problematic. In other words, when you if problematic. In other words, when you if problematic. In other words, when you if you don't you don't you don't collaborating with an AI is an art. I collaborating with an AI is an art. I collaborating with an AI is an art. I collaborate with collaborate with collaborate with I have like multiple AIs and I am on I have like multiple AIs and I am on I have like multiple AIs and I am on these high very high level plans. I'm on these high very high level plans. I'm on these high very high level plans. I'm on all these all these pro level plans and all these all these pro level plans and all these all these pro level plans and I have APIs into them for unlimited I have APIs into them for unlimited I have APIs into them for unlimited usage, right? With with the highest usage, right? With with the highest usage, right? With with the highest level of intelligence. But if you don't level of intelligence. But if you don't level of intelligence. But if you don't if you're not an expert yourself, if you're not an expert yourself, if you're not an expert yourself, it's going to tell you everything is it's going to tell you everything is it's going to tell you everything is good, every idea is perfect, blah blah good, every idea is perfect, blah blah good, every idea is perfect, blah blah blah blah. It doesn't work out that way. blah blah. It doesn't work out that way. blah blah. It doesn't work out that way. But what it can do is if you know what But what it can do is if you know what But what it can do is if you know what you're doing or at least have if you're you're doing or at least have if you're you're doing or at least have if you're careful and you work with it and you careful and you work with it and you careful and you work with it and you learn that the art of essentially how do learn that the art of essentially how do learn that the art of essentially how do you prompt an AI, how do you actually you prompt an AI, how do you actually you prompt an AI, how do you actually keep it going in the direction, right? keep it going in the direction, right? keep it going in the direction, right? How do you let it play devil's advocate How do you let it play devil's advocate How do you let it play devil's advocate or even have two? One is one you say, or even have two? One is one you say, or even have two? One is one you say, "Listen, someone gave me this idea. It's "Listen, someone gave me this idea. It's "Listen, someone gave me this idea. It's the stupidest idea. Just tell me why the stupidest idea. Just tell me why the stupidest idea. Just tell me why this is not going to Why is this the this is not going to Why is this the this is not going to Why is this the stupidest dumbest idea I've ever heard?" stupidest dumbest idea I've ever heard?" stupidest dumbest idea I've ever heard?" Right. And one idea is creating the idea Right. And one idea is creating the idea Right. And one idea is creating the idea if you're helping you, then one's saying if you're helping you, then one's saying if you're helping you, then one's saying how bad it is and then you got to start how bad it is and then you got to start how bad it is and then you got to start to see the truth. Cuz you only have them to see the truth. Cuz you only have them to see the truth. Cuz you only have them telling you how good it is, they'll just telling you how good it is, they'll just telling you how good it is, they'll just tell you they'll find statistics and if tell you they'll find statistics and if tell you they'll find statistics and if they don't exist, they'll make them up, they don't exist, they'll make them up, they don't exist, they'll make them up, okay? But the point I'm making is this, okay? But the point I'm making is this, okay? But the point I'm making is this, to get back to your your question, is to get back to your your question, is to get back to your your question, is that will some sales people be replaced? that will some sales people be replaced? that will some sales people be replaced? Yeah, for sure. And there'll be new Yeah, for sure. And there'll be new Yeah, for sure. And there'll be new sales jobs created that are probably sales jobs created that are probably sales jobs created that are probably even higher paying and other things like even higher paying and other things like even higher paying and other things like that. So, but you know, you can't live that. So, but you know, you can't live that. So, but you know, you can't live your life worrying about what's going to your life worrying about what's going to your life worrying about what's going to happen. You have to sit there and be on happen. You have to sit there and be on happen. You have to sit there and be on the edge of, you know, what's happening the edge of, you know, what's happening the edge of, you know, what's happening and disruption's going to happen. and disruption's going to happen. and disruption's going to happen. All right. Um speaking of living your All right. Um speaking of living your All right. Um speaking of living your life, life, life, this has been really tremendous. This this has been really tremendous. This this has been really tremendous. This will be my last question for you. will be my last question for you. will be my last question for you. But to speak this on living life in But to speak this on living life in But to speak this on living life in general, this is more like a broad general, this is more like a broad general, this is more like a broad question, but I want to step back cuz question, but I want to step back cuz question, but I want to step back cuz I want people just to hear from you. I want people just to hear from you. I want people just to hear from you. There's two ways to live your life to There's two ways to live your life to There's two ways to live your life to me. There's the decision to be just me. There's the decision to be just me. There's the decision to be just average and ordinary and exist, average and ordinary and exist, average and ordinary and exist, which is what a lot of people settle which is what a lot of people settle which is what a lot of people settle into doing in their life. into doing in their life. into doing in their life. And then there's this other decision and And then there's this other decision and And then there's this other decision and a set of actions that go with it for a set of actions that go with it for a set of actions that go with it for life, which is what you've done. I mean, life, which is what you've done. I mean, life, which is what you've done. I mean, those of you that are on audio, you those of you that are on audio, you those of you that are on audio, you can't see this, but the view behind this can't see this, but the view behind this can't see this, but the view behind this man is like beautiful. He's chosen man is like beautiful. He's chosen man is like beautiful. He's chosen even having been knocked down, even got even having been knocked down, even got even having been knocked down, even got incarcerated, he's chosen, I want to incarcerated, he's chosen, I want to incarcerated, he's chosen, I want to live an extraordinary life. I want to live an extraordinary life. I want to live an extraordinary life. I want to live greatly. I want to live greatly. I want to live greatly. I want to touch my potential. touch my potential. touch my potential. You know, I want to have a great life You know, I want to have a great life You know, I want to have a great life rich in memories and friendships and all rich in memories and friendships and all rich in memories and friendships and all that. that. that. I'm just curious like if you'd speak to I'm just curious like if you'd speak to I'm just curious like if you'd speak to that, you know, what why choose should that, you know, what why choose should that, you know, what why choose should everybody choose to go everybody choose to go everybody choose to go as corny as it sounds, man, like we're as corny as it sounds, man, like we're as corny as it sounds, man, like we're two dudes now halfway through our life two dudes now halfway through our life two dudes now halfway through our life probably, right? That have chosen to probably, right? That have chosen to probably, right? That have chosen to pursue our dreams in our life. pursue our dreams in our life. pursue our dreams in our life. And what's come with that is a lot of And what's come with that is a lot of And what's come with that is a lot of ups and downs, a lot of critics, a lot ups and downs, a lot of critics, a lot ups and downs, a lot of critics, a lot of crap, a lot of stress, the amount of of crap, a lot of stress, the amount of of crap, a lot of stress, the amount of which most people will never understand, which most people will never understand, which most people will never understand, the amount of work, the amount of huge the amount of work, the amount of huge the amount of work, the amount of huge lows lows lows and tremendous highs. and tremendous highs. and tremendous highs. Sell me on why I should pursue that life Sell me on why I should pursue that life Sell me on why I should pursue that life if I'm listening to it today. if I'm listening to it today. if I'm listening to it today. Here's what I would say. Here's what I would say. Here's what I would say. Everyone Everyone Everyone has to have their own vision for their has to have their own vision for their has to have their own vision for their future, what they want. You know, future, what they want. You know, future, what they want. You know, I'm going to one extreme, Mother Teresa, I'm going to one extreme, Mother Teresa, I'm going to one extreme, Mother Teresa, right? Yeah. Well, what was her, you right? Yeah. Well, what was her, you right? Yeah. Well, what was her, you know, what was her currency of value was know, what was her currency of value was know, what was her currency of value was helping people. She didn't care about helping people. She didn't care about helping people. She didn't care about money. It didn't matter to her. Money money. It didn't matter to her. Money money. It didn't matter to her. Money did not truly didn't It was not her did not truly didn't It was not her did not truly didn't It was not her value. Her value was how many people value. Her value was how many people value. Her value was how many people could I touch and help and soothe and could I touch and help and soothe and could I touch and help and soothe and heal, right? She's rich as any as as as heal, right? She's rich as any as as as heal, right? She's rich as any as as as as as Elon Musk in her own world. Right as as Elon Musk in her own world. Right as as Elon Musk in her own world. Right now, you have other people, you know, now, you have other people, you know, now, you have other people, you know, like you and I. I mean, like listen, I like you and I. I mean, like listen, I like you and I. I mean, like listen, I I'll tell you this very simple. I've I'll tell you this very simple. I've I'll tell you this very simple. I've been a rich man been a rich man been a rich man and been extremely happy. and been extremely happy. and been extremely happy. I've been I've been I've been uh uh uh rich man and been very unhappy, very rich man and been very unhappy, very rich man and been very unhappy, very miserable. miserable. miserable. I've been poor I've been poor I've been poor and very miserable as well. and very miserable as well. and very miserable as well. But never once in my life since I'm an But never once in my life since I'm an But never once in my life since I'm an adult have I been poor and happy. It is adult have I been poor and happy. It is adult have I been poor and happy. It is It is a real issue. Now, I'm not saying It is a real issue. Now, I'm not saying It is a real issue. Now, I'm not saying you have to be the richest person in the you have to be the richest person in the you have to be the richest person in the world, but you there's a certain amount world, but you there's a certain amount world, but you there's a certain amount of money you need to make if you want to of money you need to make if you want to of money you need to make if you want to live a great life, if you want to live a great life, if you want to live a great life, if you want to really, you know, enjoy the the finer really, you know, enjoy the the finer really, you know, enjoy the the finer things and really be able to go after things and really be able to go after things and really be able to go after your interests and have free time and your interests and have free time and your interests and have free time and have good medical care, a nice place to have good medical care, a nice place to have good medical care, a nice place to live, you have to take care of your live, you have to take care of your live, you have to take care of your family, your children, donate to the family, your children, donate to the family, your children, donate to the places and the causes that you believe places and the causes that you believe places and the causes that you believe in and just have in and just have in and just have fun. fun. fun. Then there's going to be a certain Then there's going to be a certain Then there's going to be a certain amount of money you need to make. That amount of money you need to make. That amount of money you need to make. That number is up to you. It's different for number is up to you. It's different for number is up to you. It's different for everybody. What I would say is this, you everybody. What I would say is this, you everybody. What I would say is this, you got to get first very clear on what your got to get first very clear on what your got to get first very clear on what your vision for the future is. Where do you vision for the future is. Where do you vision for the future is. Where do you want to be? Where do you see yourself in want to be? Where do you see yourself in want to be? Where do you see yourself in 5 years? What life do you want? 5 years? What life do you want? 5 years? What life do you want? And then you better make sure that your And then you better make sure that your And then you better make sure that your desire, you have that vision, your desire, you have that vision, your desire, you have that vision, your standard, your work ethic is congruent standard, your work ethic is congruent standard, your work ethic is congruent with that. If you know, you have with that. If you know, you have with that. If you know, you have champagne vision and a beer work ethic, champagne vision and a beer work ethic, champagne vision and a beer work ethic, a beer standard, that ain't going to a beer standard, that ain't going to a beer standard, that ain't going to work out so well. work out so well. work out so well. All right, bottom line. So good. This All right, bottom line. So good. This All right, bottom line. So good. This has been such I'm really glad we did it. has been such I'm really glad we did it. has been such I'm really glad we did it. This has been like a really great This has been like a really great This has been like a really great conversation. Thank you, by the way, for conversation. Thank you, by the way, for conversation. Thank you, by the way, for doing this today on a Saturday. You guys doing this today on a Saturday. You guys doing this today on a Saturday. You guys Yeah, but well I want to see in person Yeah, but well I want to see in person Yeah, but well I want to see in person again. Um again. Um again. Um and take your money on the golf course. and take your money on the golf course. and take your money on the golf course. You guys go get Straight Line Sales You guys go get Straight Line Sales You guys go get Straight Line Sales Course, which is his course. He's also Course, which is his course. He's also Course, which is his course. He's also got a book called The Wolf of Investing, got a book called The Wolf of Investing, got a book called The Wolf of Investing, which could help you with the latter which could help you with the latter which could help you with the latter part that he just talked about. And part that he just talked about. And part that he just talked about. And share this episode, you guys. I bet you share this episode, you guys. I bet you share this episode, you guys. I bet you this is a side of Jordan that all of you this is a side of Jordan that all of you this is a side of Jordan that all of you have heard or seen before and that's have heard or seen before and that's have heard or seen before and that's what I wanted to accomplish today. It's what I wanted to accomplish today. It's what I wanted to accomplish today. It's the side that I've seen and the one that the side that I've seen and the one that the side that I've seen and the one that I like. So, Jordan, thanks, brother. It I like. So, Jordan, thanks, brother. It I like. So, Jordan, thanks, brother. It was great. God bless you. Max out.