The Most Underrated Skill For Success & Why You Should Stop Chasing Money w/Billionaire Ryan Smith EP 1146

Today’s guest is Ryan Smith. He’s the CEO and co-founder of Qualtrics, one of the leading platforms that helps gather and analyze data from customers and employees to use for market research which he started out of his father’s basement with his brother and father. He was included in Fortune’s “40 under 40” in 2016. Qualtrics was acquired for $8 Billion in 2019. In 2020, he’s become the owner of the Utah Jazz NBA Team. Ryan is also a philanthropist. He’s the co-founder and board member of 5 for the Fight, which is a global campaign to gather funds for cancer research by donating $5. In this episode we discuss why you should stop chasing money, how to balance priorities in the pursuit of success, how hitting rock bottom in a new country all by himself transformed Ryan’s life forever, the most underrated skill to have in life, how he became an owner of the Utah Jazz, and so much more! For more go to: www.lewishowes.com/1146Check out Ryan's websites: 5forthefight.org www.qualtrics.comThe Wim Hof Experience: Mindset Training, Power Breathing, and Brotherhood: https://link.chtbl.com/910-podA Scientific Guide to Living Longer, Feeling Happier & Eating Healthier with Dr. Rhonda Patrick: https://link.chtbl.com/967-podThe Science of Sleep for Ultimate Success with Shawn Stevenson: https://link.chtbl.com/896-pod Get more from Lewis! Get my New York Times Bestselling book, Make Money Easy! Get The Greatness Mindset audiobook on SpotifyText Lewis AIYouTubeInstagramWebsiteTiktokFacebookX

Speaker names marked ? are inferred from speaking time and the show’s known hosts — they are not voice-verified.

• 0:00Speaker 00

  This is episode number 1,146 with owner of the Utah Jazz and founder of Qualtrics, Ryan Smith. Welcome to the School of Greatness. My name is Lewis Howes, former pro athlete turned lifestyle entrepreneur. And each week, we bring you an inspiring person or message to help you discover how to unlock your inner greatness. Thanks for spending some time with me today. Now let the class begin.

• 0:31Speaker 00

  Bruce Lee said, "Always be yourself. Express yourself. Have faith in yourself. Do not go out and look for a successful personality and duplicate it." And Napoleon Hill said, "Think twice before you speak because your words and influence will plant the seed of either success or failure in the mind of another." So excited about today's guest. His name is Ryan Smith. I had a great time with him. He is the CEO and co-founder of Qualtrics, one of the leading platforms that helps gather and analyze data from customers and employees to use for market research, which he started out of his father's basement with his brother and his father. He was included in Fortune's 40 Under 40 in 2016, and Qualtrics was acquired for $8 billion in 2019. And in 2020, he's

• 1:16Speaker 00

  become the owner of the Utah Jazz NBA team. Ryan is also a philanthropist. He's the co-founder and board member of Five for the Fight, which is a global campaign to gather funds for cancer research by donating $5. And in this episode, we discuss a lot of different things. One is why you should stop chasing money. How to balance priorities in the pursuit of success. How hitting rock bottom in a new country all by himself transformed Ryan's life forever. The most underrated skill to have in life right now. How he became the owner of the Utah Jazz, and so much more. And if you're enjoying this, make sure to share this with someone that you think would be inspired as well. You can copy and paste

• 1:58Speaker 00

  this link wherever you're listening to this, or use the link lewishouse.com/1146. As well as if this is your first time here, please subscribe over on Apple Podcasts right now. Just click the subscribe button and leave us a review if at any point you're enjoying this conversation. Okay, in just a moment, the one and only Ryan Smith.

• 2:21Lewis Howes?

  Welcome back everyone to School of Greatness Podcast. Very excited about our guest today. We are here at the Utah Jazz practice facility with the owner Ryan Smith.

• 2:30Speaker 02

  What's up, man?

• 2:31Lewis Howes?

  Good to see you, man.

• 2:31Speaker 02

  How are you?

• 2:32Lewis Howes?

  Doing very good. Excited to connect with you. You've got to be one of the most chill, relaxed billionaires I've ever met. That you focus on your family and your wife first is what I've learned from you. What I've read about you, when I've seen you talk in other interviews. You've got five kids. You care deeply about your wife. You care deeply about your faith. And you're on a mission to change lives as well. And I love learning about that. Why, how have you stayed humble in the pursuit of success and building a business? That has been this massive business and now being majority owner of the Utah Jazz. But also been committed to family and faith. Because it seems like we see most people aren't able to do both.

• 3:16Speaker 02

  Yeah, I mean, so first of all, like depending on the day, you might ask my wife. She might disagree who's first and what goes on.

• 3:22Lewis Howes?

  Right, right, right.

• 3:23Speaker 02

  Because that's just part of the grind.

• 3:24Lewis Howes?

  Of course.

• 3:26Speaker 02

  But I think it's aspirational, right?

• 3:27Lewis Howes?

  Yeah.

• 3:27Speaker 02

  Like, and humble, I don't know if it's something that anyone's ever described me as. But I try my best. I think that the idea is maybe like, how do you not change that much, right? So, so first of all, like, that's what makes you happy. Like, if you take family and, you know, your true north star out of the equation, like, you can get lost pretty easy in this world.

• 3:52Lewis Howes?

  Yes.

• 3:53Speaker 02

  And I think it limits everything. I think it limits your potential. I think it limits what you can do for other people. And so for me and my family, like, having faith that we know where we're going and why. And when times get weird, you always have an anchor or a new north star to go to, is like priority number one, right? And without that, it's hard. And everyone can find that, right? In something. And then who do you want to go with? Like, um, I wanna go with my people. I wanna go with my family and my wife and like the people that we're growing with to that, to that destination or wherever it is we're

• 4:34Speaker 02

  going along the journey and like, um, and they remind you. They remind you like, hey, Ryan, like, you know, everyone thinks this balance is, is this idea that we've got like this completely balanced life. It's, that's not what balance is. Like, this is an airplane. Like, one wing is in the water at all times are down. And you just gotta have people around you that are like, hey, Ryan, like, dude, you're not bringing it this week. Or like, hey, man, like, this is not who I married. Like, you've gotta get that other wing up.

• 5:07Lewis Howes?

  Will your wife call you out on those things?

• 5:08Speaker 02

  Oh, yeah, for sure. Like, all the time. Like, I haven't seen you in a week. Like, what's going on? Or it's been two weeks. And, look, you're gonna have parts of your life, like, like if we've had a child, like, everything else shifts to the family or someone's sick. Or, you know, when, when Qualtrics was going public, like, it was off balance this way. The key is that you get it back. You keep getting it back. And it's not, if, if you take a look at balance within a month or a day, or maybe even a quarter, you're gonna have it tilted. But you've gotta look at it and say, hey, over a period of a year, or six months, or three months, like, how, how do you, do you balance that out?

• 5:53Lewis Howes?

  Right.

• 5:54Speaker 02

  And I think that we can line up to that.

• 5:57Lewis Howes?

  Yeah, yeah.

• 5:58Speaker 02

  As humans. Like, we can't control life and what happens because one wing or one thing will always be, you know, the major.

• 6:06Lewis Howes?

  Yeah.

• 6:06Speaker 02

  And then something else is the minor.

• 6:08Lewis Howes?

  And it sounds like, I mean, if you're building your business and launching it, there's gonna be a lot of momentum and energy for months or years, building something, you're not gonna have that balance with everything else in your life as well. Uh, but it sounds like if you can re-correct it and spend more time with family for a period of time, go back to business, then that's kind of been your approach, right?

• 6:25Speaker 02

  Yeah, I mean, look, we started, I mean, Qualtrics was 20 years of just that, of just grinding. Like, like, I mean, there's, I feel like there's very few people who went through our journey, right? Being in Provo, Utah, not raising venture capital, doing it ourselves. Like, nothing was handed to us. And so, there were times where...

• 6:46Speaker 02

  You kinda needed that correction.

• 6:50Lewis Howes?

  Yes.

• 6:50Speaker 02

  And but what people don't understand is that correction actually charged the batteries to make you go further.

• 6:55Lewis Howes?

  Right.

• 6:56Speaker 02

  So it's a little counterintuitive that if you if you burn all the way, like you limited the upside of everyone.

• 7:04Lewis Howes?

  Right.

• 7:05Speaker 02

  Everyone around you that you can you can try to impact with.

• 7:08Lewis Howes?

  Was the what was the mindset for you 20 years ago on building this? Was it I'm gonna, you know, be a build this multi-billion dollar company that exit? Am I going is it all about money focused and driven around that? What was the mindset to growing it to where it's been today?

• 7:23Speaker 02

  I mean, we weren't we didn't have a mindset like I think I think this achieved everything that we thought it was going to achieve probably years ago.

• 7:34Lewis Howes?

  You didn't think that was gonna happen?

• 7:37Speaker 02

  We we didn't we didn't let ourselves dream. I mean, there was dreams, but

• 7:43Speaker 02

  when you're when you're in it and you're in the grind, you can't see more than about 90 days in front of you.

• 7:48Lewis Howes?

  I thought we'd make some money, have we get some more sales.

• 7:50Speaker 02

  How do you survive? And like, like, yeah, we'd go through our annual planning and we'd be like, oh, wow. Like, there was no five-year vision. There might have been on our product side.

• 8:00Lewis Howes?

  Yes.

• 8:00Speaker 02

  But there wasn't on how does five-year like I don't have that now. I don't have this five-year plan like, okay, for our business, this is what's gonna happen in five years. I mean, we went from raising money one year to selling a year later to IPO two years later. No one had that in their plans.

• 8:19Lewis Howes?

  Crazy.

• 8:20Speaker 02

  And right, and so I think that you we were just putting our heads down and going and staying focused and trying to execute and do it as a team and not worry about probably more than anything like who got the credit or who was right, more that we're right or maybe we can do it and. And I think that that's lifted everyone and everything. And so, so there hasn't been this, hey, this is the destination or the endpoint. It's been, let's just be opportunistic at every possible checkpoint that there is.

• 8:56Lewis Howes?

  Yes.

• 8:57Speaker 02

  And let's just assume that we're gonna work till we're 80. I'm gonna work till I'm 80.

• 9:02Lewis Howes?

  Right.

• 9:02Speaker 02

  I don't wanna retire. I could've probably done that. Like, I'm gonna work till I'm 80. Whether I mentally have said that's what I'm gonna go do, I just know myself at this point. I keep jumping into things, whether I like it or not. So, it's probably easier to say, hey, Ryan, do you see yourself as an 80-year-old or an 85-year-old hanging it up? The answer is no.

• 9:24Lewis Howes?

  No. Why is that?

• 9:27Speaker 02

  I don't know. Like, cuz this isn't how I was as a kid. Like, I believe that when you're building things and you're building platforms, first of all, you can do a lot of good. Like, the scariest thing for me is when it's just me and there's not a platform, there's not a Qualtrics, there's not a Jazz, there's not something else. Because the power of getting groups of people together to go do big things is addicting. And the impact that you can see, that you can have, is also addicting. And so...

• 9:59Lewis Howes?

  So you're saying, when you mean a platform, you mean it's better to have a community, whether it's employees or a team involved, as opposed to, I've exited, I've got all this cash, and it's just me by myself? Is that what you mean?

• 10:09Speaker 02

  For me, 100%. Like, no one needs that, Ryan, in the world.

• 10:15Lewis Howes?

  What is that version?

• 10:15Speaker 02

  I don't know. But like, every time that's come into the cards, like, we've turned away from that very quickly.

• 10:22Lewis Howes?

  Really?

• 10:23Speaker 02

  And so, it's... And I think it, like, if you actually think about it, it's businesses, it's organizations, it's nonprofits, it's groups of people that actually change the world.

• 10:33Lewis Howes?

  Yeah.

• 10:34Speaker 02

  Right? And, you know, sometimes one individual gets a lot of credit. But if you look at those people who we believe have changed the world, whether it's Elon, or Bezos, or whoever it is in whatever area, like, there's a whole group of people that are working together on a mission. It's not one person.

• 10:52Lewis Howes?

  Right.

• 10:52Speaker 02

  And so, that's addicting to me.

• 10:54Lewis Howes?

  Sure, sure.

• 10:56Speaker 02

  And, you know, that's something that, I don't know, keeps going. So, so saying, hey, I'm gonna go till 80, and like... It actually makes that vision go out.

• 11:07Lewis Howes?

  Yeah.

• 11:07Speaker 02

  That we're not sitting here going, hey, we gotta do this in five years.

• 11:10Lewis Howes?

  Right. Interesting.

• 11:12Speaker 02

  I mean, I'm 20 years into Qualtrics.

• 11:14Lewis Howes?

  So what does that do if you don't have the sense of urgency, like this has gotta be done in the next couple of years? You know what? If it happens at 80, that's fine. What is that? What shifts?

• 11:22Speaker 02

  Those are two different things. Okay, because I don't think I've ever been described as someone, I'm actually the opposite. If you actually look at my co-founders or people that I'm with, they will tell you that I've got too much urgency. Right?

• 11:37Lewis Howes?

  Interesting.

• 11:38Speaker 02

  But

• 11:41Speaker 02

  that can also be destructive.

• 11:43Lewis Howes?

  Yeah.

• 11:43Speaker 02

  If you think it's all going away in 90 days.

• 11:46Lewis Howes?

  Yes.

• 11:46Speaker 02

  So, you know, part of, part of the things that I've found is the older you get in leading people and growing is you have to become really good at managing polar opposite emotions.

• 12:00Lewis Howes?

  Yes.

• 12:01Speaker 02

  All right, so.

• 12:02Lewis Howes?

  Give me an example.

• 12:02Speaker 02

  Well, like at Qualtrics, it's like, um, how do we grow fast but also make money? How do you care about your people so that you're all a family, but it the other point, it's like you've gotta actually run a business.

• 12:19Lewis Howes?

  Yeah, you gotta let people go and you gotta, yeah.

• 12:22Speaker 02

  Or at the Jazz, it's like, we've gotta build to win this season, but we also need to make sure that we have, like, tomorrow will come and there's another season too, right? These are polar opposite emotions. You've gotta, you've gotta go feel, be fulfilled, but you also have to not turn in so you are what you do. Right? What I do is different than probably who I am.

• 12:47Lewis Howes?

  Who are you?

• 12:49Speaker 02

  I think, I think I'm all, I think we're all trying to figure that out a little bit.

• 12:54Speaker 02

  But it's, I don't know. I, I, I think I'm, right now, I think first and foremost, I'm probably, you know, Ashley's husband and Jet's dad.

• 13:03Lewis Howes?

  Yeah.

• 13:04Speaker 02

  Like, hopefully, like in my head I am.

• 13:09Speaker 02

  And you know, that's, that's where I wanna, that's where I wanna be, right? And then with that and all the things that come along with that, like I'm a, I'm a son. You know, I'm a, I'm a chairman, I'm a, I'm a governor here. I have all these other roles, but first and foremost, this is the one that probably will be the most permanent.

• 13:33Lewis Howes?

  Right.

• 13:34Speaker 02

  Right?

• 13:34Lewis Howes?

  Yeah.

• 13:35Speaker 02

  And so.

• 13:36Lewis Howes?

  Husband and father.

• 13:37Speaker 02

  Husband, father, yeah, I mean, for, for sure. I hope, like always, right? Like, like.

• 13:43Lewis Howes?

  How long you been here with your wife?

• 13:44Speaker 02

  Uh, 15 years.

• 13:45Lewis Howes?

  15 years. What's the greatest lesson she's taught you?

• 13:49Speaker 02

  Oh, my gosh.

• 13:51Speaker 02

  This week?

• 13:52Lewis Howes?

  In the last 15 years?

• 13:54Speaker 02

  Probably number one for Ash is if you are who you are and you're just not trying to be someone else, that the world will come around and accept you for that.

• 14:11Speaker 02

  You know, I've got, I've got a wife who, who, um, she's just who she is and she just hasn't changed much throughout the process and like,

• 14:21Speaker 02

  and just being steady throughout that actually matters. It's, it's nothing flamboyant, it's nothing that's extravagant that's coming. It's, it's, I'm gonna be steady and I'm gonna work hard. And I think, I think that she's kept everything grounded. You know, she, she grew up in Las Vegas, um, you know, both of our parents were divorced growing up. Like, it's not like we came from this thriving and she's just always kinda stayed that person. And that's, that's deep, but it's like, it's, it's the core to everything because what comes out of that is like hard work matters. Education matters, like, um, there's no shortcuts. And, um, and by the way, like, we're just trying our hardest. We're in, we're completely imperfect, like.

• 15:05Lewis Howes?

  Figuring it out, yeah.

• 15:06Speaker 02

  Life's messy, right? Life's been messy for us like the whole time. I think everyone wants to paint a picture that there's perfection, but like it's fricking messy, bro.

• 15:16Lewis Howes?

  Yeah.

• 15:16Speaker 02

  Like.

• 15:17Lewis Howes?

  Especially with five kids, it's probably.

• 15:18Speaker 02

  Yeah, but like everything, like my upbringing was messy, like everything. When you found a company, it's messy.

• 15:24Lewis Howes?

  Yeah.

• 15:24Speaker 02

  You know, and everyone wants this perfection, like we're, we're starting a company, we've got our swag. We've got like our website, our MBA model, it's like. That's not how it's gonna work, by the way.

• 15:35Lewis Howes?

  Right.

• 15:36Speaker 02

  Like, it's, uh, it's much more of a roller coaster.

• 15:39Lewis Howes?

  Yes.

• 15:39Speaker 02

  And so I think, I think that's, that's kinda how we work together, so.

• 15:45Speaker 02

  That's good.

• 15:45Lewis Howes?

  That's cool. I wanna ask you about money mindset, cuz it seems like, it seems like you never really were in things for the money. Maybe, maybe I'm wrong here, but when someone's starting a company and they don't have a lot of money, how should they be thinking about their mindset around money? In order to not make that the only obsession, but also to help them grow and build financial abundance?

• 16:08Speaker 02

  It's hard. That's a hard question.

• 16:11Speaker 02

  Because everyone wants to be mission driven.

• 16:13Lewis Howes?

  Mm-hmm.

• 16:13Speaker 02

  Like, there's no one I know that, I mean, there are some people who are just like, capital, capital, capital. I'm the, I'm the world's biggest capitalist, but like, I think for most people, like, mission supersedes financial.

• 16:28Lewis Howes?

  Mm-hmm.

• 16:29Speaker 02

  But, there's a lot of problems that can be solved when you're not living check to check, and you actually have food and all of that, right? So.

• 16:40Lewis Howes?

  You gotta more strategy.

• 16:41Speaker 02

  Yeah, maybe not today when you're starting a company, but when we were starting, like, you didn't, like, I, I didn't have enough for rent. Like, I didn't have, I mean, this is where we started, I started in college, right?

• 16:51Lewis Howes?

  And you were starting out of your dad's basement or something?

• 16:53Speaker 02

  Yeah, like, like, because we didn't have enough money for an office, right? Like, all these, for five years, right? And so, you look at these things and, um, ultimately, like, it shapes who you are. I wouldn't trade it for the world, but I never wanna go back there.

• 17:08Lewis Howes?

  Right, never.

• 17:09Speaker 02

  You know, a lot of times, people, people come and they say, "Hey, look, I'm gonna go build something." And when you're building it, you're wishing. You're wishing for the future. And, you know, for us, it was like, I'm wishing that, wouldn't it be cool to have a marketing department? Wouldn't it be cool that when you went somewhere and you said the name Qualtrics, actually, people knew what it was? Like, just something that's simple, right? Um, wouldn't it be cool that you could hire people? You could have engineers or people to join you? Wouldn't it be cool to have, like, a real logo?

• 17:41Lewis Howes?

  Right.

• 17:41Speaker 02

  Right? Like, you're wishing for all of these things.

• 17:45Lewis Howes?

  Mm.

• 17:45Speaker 02

  But what happens is, is like, especially in tech, like, we get to the point where we're there, and then we wish we were smaller. We wish we were back in the basement. We wish we were to start up again. It's just like this hamster wheel.

• 18:00Lewis Howes?

  Yeah, because more, you know, once you get a thousand employees, it's a lot of different problems.

• 18:04Speaker 02

  Yeah, so everyone's like, oh, man, I wish it was small again. I was like, well, wait a minute, when you were small, you were wishing you had a thousand employees.

• 18:10Lewis Howes?

  Right.

• 18:11Speaker 02

  And so how do you develop a mindset where you can wish

• 18:16Speaker 02

  that you're going somewhere and then when you get there, kind of be happy that you're there and like go to the next one and the next one and the next one. I think that's how you build. So when, but back to the question, like really when it comes down to financials is if you kind of run that same exercise and you say, hey, look, like, I want to get to a point, but it's really more about what you do when you get to that point because you'll figure out a way to spend whatever point you get to.

• 18:43Lewis Howes?

  Right.

• 18:44Speaker 02

  It's really about, all right, is there a point that financially it makes me happy? Is there a point that it doesn't? For me, like, once it gets to a point, like, it's actually pretty underwhelming.

• 18:57Lewis Howes?

  Really?

• 18:59Speaker 02

  In the eyes of other people, like, I'll give you an example, like, when, when, when we sold our company, you would think that that would be like an exuberant day.

• 19:10Lewis Howes?

  High moment, yeah.

• 19:11Speaker 02

  Yeah, and reality is, is,

• 19:15Lewis Howes?

  Especially when you sell for billions.

• 19:17Speaker 02

  That wasn't that. And so if you were chasing that.

• 19:21Lewis Howes?

  That wasn't the mission for you.

• 19:24Speaker 02

  We didn't really know exactly how that would impact.

• 19:27Lewis Howes?

  Right.

• 19:28Speaker 02

  Because we'd never been through it.

• 19:29Lewis Howes?

  Yeah.

• 19:29Speaker 02

  But you would think it would be this overwhelming thing. It wasn't.

• 19:33Lewis Howes?

  What was the feeling like?

• 19:36Speaker 02

  It was just like, eh.

• 19:37Lewis Howes?

  Another day.

• 19:38Speaker 02

  Yeah, like my wife was like scary, like, it's much more around

• 19:43Speaker 02

  when you saw a younger employee base where folks who worked with us got to pay off a house or a car.

• 19:52Lewis Howes?

  That must have been cool.

• 19:54Speaker 02

  That hits you harder.

• 19:55Lewis Howes?

  Right.

• 19:56Speaker 02

  Than the overall thing. And so for me, that taught me a lesson.

• 20:00Lewis Howes?

  What's that lesson?

• 20:01Speaker 02

  It taught me a lesson that if you are only striving for that financial.

• 20:07Speaker 02

  You know, goal, or hurdle, or whatever it is, when you get there, you will be incredibly disappointed. And it kind of ties in, well, if you're gonna work till you're 80, and you know how long you're gonna work, actually, that journey is what you will look back on and say, hey, that was the mission. And so, I think for us, it had much more to do with, wait, when that moment happened, when we did something, who was around?

• 20:36Speaker 02

  Who was around? Are those the people you want to be around with? Are, um, who are you sharing it with? What's the cost that it's been to get there along the way? The price you paid, yeah. The price you paid, because I know a lot of people who scale, like, one aspect of their life, and they're incredibly successful, and they've sacrificed everything for that, but everything else is a disaster. And I know a lot of people who don't want to scale anything because they're afraid, you know, maybe they, in their mind, don't think that they could do it all. And so, they're smart enough, they're advantageous enough, they're entrepreneurial enough, but maybe they don't want to go because they're worried, or maybe they're dealt a hand on this side of the house

• 21:21Speaker 02

  that doesn't allow for that, whether it's health, whether it's trials of another kind. And, that's okay. Like, that's perfectly, I mean, some of the smartest people I know, and my closest friends, like, would never go for it. Right. Right? And, other people are wired different. And so, I think you've got to really focus on, if you know it's gonna be about the journey, and, there's times where I didn't know that. Right. But, what are you learning in that moment? And then, if the advice was to someone starting, like, just trust me, like, it's going to be about who you're with. Interesting.

• 22:02Speaker 02

  And, like, what that can become in your life, and, like, not ruin everything for it. Right, right. Because, I think you've got to scale. Every aspect of your life to chase what everyone's trying to chase, which is ultimate happiness. And it seems to be harder and harder.

• 22:23Lewis Howes?

  Yeah.

• 22:24Speaker 02

  With where the world's at, like, to find it.

• 22:26Lewis Howes?

  Yeah.

• 22:27Speaker 02

  Even though you might be successful or something else, it's like, how do you genuinely become?

• 22:32Lewis Howes?

  You may not be fulfilled inside still, yeah.

• 22:34Speaker 02

  We see it all the time, like, all the time.

• 22:39Speaker 02

  And it's becoming even more transparent with social media.

• 22:42Lewis Howes?

  Yeah.

• 22:43Speaker 02

  Like, it's hard.

• 22:44Lewis Howes?

  Yeah. I'm curious, in your opinion, what is harder to scale? Zero to one million? One million to 10? 10 million to 100 million? Or 100 million to a billion? Which is the hardest phase?

• 22:59Speaker 02

  So, I'm actually glad you brought them up that way. Because if I look at a company that's gone from zero to one million, and then you look who's gone from 100 to 500, and you look at the company and the team, it's like a band. Oftentimes, the band in the basement or in high school, by the time they hit a big, you're like, wait, there's only one person that's still the same.

• 23:25Lewis Howes?

  Right.

• 23:27Speaker 02

  And people don't understand that.

• 23:31Lewis Howes?

  You mean the rest of the band is gone?

• 23:32Speaker 02

  Yeah, there's, like, there's a lot of people I know that are phenomenal at, like, you know, as Peter Thiel says, the zero to one phase, right?

• 23:41Lewis Howes?

  Yes.

• 23:42Speaker 02

  But maybe those aren't the right people for the one to one billion, 100 to 1 billion phase.

• 23:49Lewis Howes?

  Right, right.

• 23:51Speaker 02

  If you can hold it together, which, like, I feel so incredibly blessed to have been there from the zero phase to the billion phase, which will cross through a billion in revenue this year at Qualtrics.

• 24:07Speaker 02

  But it took 20 years. And you've got to hold 20 years together.

• 24:10Lewis Howes?

  Crazy.

• 24:12Speaker 02

  And, you know, I probably wanted to quit 20 times, right? Like, I think I have, probably, like, five. Like, it's just, it's just holding that together and then to be able to also do that with your dad and your brother at some level across that. Once again, like, who do you want to do it with if you were to get there?

• 24:29Lewis Howes?

  Yeah.

• 24:30Speaker 02

  Because everyone's like, hey, you don't want to work with family. And I was like, wait a minute, timeout. If you could make it work... And you were able to have like some moments. Who would you want to be around you?

• 24:41Lewis Howes?

  Right, your family.

• 24:42Speaker 02

  Your family?

• 24:43Lewis Howes?

  Yeah.

• 24:44Speaker 02

  That's who you'd want to win with.

• 24:45Lewis Howes?

  Mm-hmm.

• 24:47Speaker 02

  But the odds aren't in your favor.

• 24:50Lewis Howes?

  Why is that, you think? Why is it hard to work with family in business?

• 24:53Speaker 02

  So in my world... Yeah, I mean, look, Jared and I, like, we would... I mean, I recruited my brother back from Google. It was a huge thing and like, like, we did not get along for the first year. And so, we got to the point where I was like, is this, is this the right thing? But then there came a point where I was like, whoa, this guy's the best co-founder in the world. He has to love me. He has to.

• 25:16Lewis Howes?

  Yeah.

• 25:16Speaker 02

  Right? And then also, he has to wake up in the morning, come back to work with me. He's not gonna quit me.

• 25:21Lewis Howes?

  Right.

• 25:21Speaker 02

  Right? Like, like, and so we were, we were able to go deeper when it came to innovation than any of the other executives we had around the table.

• 25:32Lewis Howes?

  Really? Why is that?

• 25:33Speaker 02

  Because our pain threshold with each other were very different. So, for example, when we were in a tough situation, maybe we're on iteration two of a problem, like, we can't figure it out the first time, have another meeting, or we go at it. You know, typically, people give up. They're like, okay, uncle, I'm just gonna give you your way.

• 25:54Lewis Howes?

  Right, right.

• 25:55Speaker 02

  My brother and I could go to iteration fifteen or sixteen.

• 25:58Lewis Howes?

  Oh, my gosh.

• 25:59Speaker 02

  Right? Where, like, the pain threshold was, like, unbelievable.

• 26:02Lewis Howes?

  Exhausting.

• 26:03Speaker 02

  Exhausting, and stuff was said that you're like, most, you would never say, like... But we always come out with a different solution than...

• 26:13Lewis Howes?

  That was the best solution.

• 26:14Speaker 02

  Than we went in with at iteration two, iteration three, iteration four, iteration five. And so, I, looking back and learning from that, I believe that the iterations and how deep you can go with people are gonna determine, are highly, you know, relevant to your success.

• 26:38Lewis Howes?

  Interesting.

• 26:39Speaker 02

  And just because I think that...

• 26:44Speaker 02

  You end up in a different spot.

• 26:46Lewis Howes?

  Yeah. What would you say would be like three rules of working with family? If you could go back and started again, working with family. You're like, if you implemented these three ground rules together, it would support the process better.

• 26:58Speaker 02

  I think people just need to know their roles, right? Right? Like, not everyone, like, my father was unbelievable. I tell this story about my brother, I remember, and we had a co-founder, Stuart. Like, I remember sitting in Sequoia Capital's office, and we're sitting in front of everyone. And they said, hey, we're willing to give you money. This is in 2012. We were raising the largest Series A round since 2008. We were in $70 million. And, I mean, the world's changed, but this was, I mean, this was 2012. And they looked at us and they said, we'll give you the money, but who's the CEO?

• 27:30Lewis Howes?

  And the comment, what, it was a two people, three people?

• 27:31Speaker 02

  It was just like, we ran it together. We just like, we were like two in a box, or three in a box. Like, we all just...

• 27:36Lewis Howes?

  You're your brother and your dad.

• 27:37Speaker 02

  Me and my brother and Stuart and my dad. And my dad was kind of, you know, more of like a chairman of the... He refereed a lot, right?

• 27:45Lewis Howes?

  It was three of you, essentially, running.

• 27:46Speaker 02

  It was three of us, and it was really, it came down to me and my brother. And I had just recruited my brother back to Google, from Google. So he did not come back from Google. He was running Google China.

• 27:55Lewis Howes?

  It's pretty big.

• 27:56Speaker 02

  To work for his younger brother. That was not part of his plan. So it was like, alright, we're gonna do this together, or it's not gonna work. And...

• 28:06Lewis Howes?

  And they didn't like that?

• 28:07Speaker 02

  No, they were like, we need a CEO. And it was just crickets. Like, they posed a question, it was just crickets. So here we have this money on the table, and it is quiet.

• 28:16Lewis Howes?

  Wow.

• 28:17Speaker 02

  Who's gonna be the CEO? And, I mean, it seemed like forever. But finally, he slaps the table and gets up, and he goes, "I don't do media. It's him."

• 28:28Lewis Howes?

  Wow, your brother says this?

• 28:29Speaker 02

  Yes.

• 28:30Lewis Howes?

  Wow.

• 28:31Speaker 02

  And from that point on, that was my role. Like, I was the CEO of Qualtrics since 2012. All because he didn't want to do media interviews.

• 28:39Lewis Howes?

  Wow.

• 28:40Speaker 02

  Right?

• 28:41Lewis Howes?

  Man, what do you think would have happened if you stepped up and said, "You know what? I'll be the CEO." And you're the one who took the role?

• 28:49Speaker 02

  I don't, I don't know. Well, first of all, and part of it becomes a little bit of a self fulfilling prophecy. Like, he then became like, alright, I'm getting ready for CEO. Like, this is what you've got to do, this is how you gotta be. And he became my biggest like advocate.

• 29:03Lewis Howes?

  Wow.

• 29:04Speaker 02

  And so, like, we, when people would have to give me feedback on like where I suck, right?

• 29:11Lewis Howes?

  He was right there giving me feedback.

• 29:13Speaker 02

  They would give it to him, and he would digest it in a way that they could deliver to me, right? So like, all of my 360 reviews were all through Jared.

• 29:22Lewis Howes?

  Right.

• 29:23Speaker 02

  And then he'd be like, hey, Ryan, um, and it's your brother, it's your older brother. So it's like, let me tell you where your blind spots are.

• 29:28Lewis Howes?

  Right.

• 29:29Speaker 02

  This, this, this, this, and this. And I'd be like, well, what about this? And, like, so I take, like, so much of my, like, anything that I've accomplished from, from having that, but also the role and everything that was, was set up there. And so, I don't know. I think, I think having a role, and a strong role, is, is critical with anyone, especially with family.

• 29:53Lewis Howes?

  Yeah, so knowing your role.

• 29:54Speaker 02

  Yeah, knowing your role. I think, um, number two would be, I mean, I don't know that there's three, there's, I'm gonna tell you, there's like three lessons with it.

• 30:03Lewis Howes?

  Yeah, yeah.

• 30:04Speaker 02

  Um, I think number, number two is really understanding that no matter what happens, nothing's bigger than the relationships, and no one's gonna get between you. I mean, we always had this rule that no one got between Jared and I.

• 30:17Lewis Howes?

  Hmm.

• 30:18Speaker 02

  Right?

• 30:19Lewis Howes?

  Right.

• 30:19Speaker 02

  And I don't think it ever happened. And people were always trying to get between us and break us up.

• 30:24Lewis Howes?

  Why?

• 30:25Speaker 02

  No, I don't think, I don't think people would try to. But when you're dealing with thousands of people, like, there are certain folks, like, that would either go to one of us or go to the other, and sometimes it would happen over and over again, right? And, and, or, there were topics that were based around people that we didn't agree on, and maybe sometimes it was always the same scenario with the same people.

• 30:51Lewis Howes?

  Mm-hmm.

• 30:52Speaker 02

  Everyone needed to know that this was thicker than anything else.

• 30:56Lewis Howes?

  Got it, yeah, okay.

• 30:58Speaker 02

  Right? And I think anyone who's had a co-founder at scale, that's a common thing.

• 31:03Lewis Howes?

  Right.

• 31:04Speaker 02

  But with a sibling, like, that could, that could always be there. And then, and, and I think part of that's the, the third one is like, if you do it right, like, you have a chance to like... Like the upside of this is worth it. You know, and I have a, I have, I have a friend who's a professional athlete who, who called me about working with a family member. And asked me this exact same question. And it was a critical role for this person. Where it'd be very visible, very part of him. And I said, well, first, imagine when you've got the championship.

• 31:49Speaker 02

  And it's the two of you together.

• 31:50Lewis Howes?

  That's gotta feel good.

• 31:51Speaker 02

  And it was just like, it was like a tear shed moment for this individual. I was like, but.

• 31:56Lewis Howes?

  But it could be a mess as well.

• 31:59Speaker 02

  Like a good job the other way, right? And so this is really like how you have to look at it.

• 32:04Lewis Howes?

  Yeah, I feel like honest communication consistently is the only way also. It's like radical honesty.

• 32:11Speaker 02

  Yeah, radical transparency is like one of the things that we, we have.

• 32:14Lewis Howes?

  Really?

• 32:15Speaker 02

  But that's, that's, that's just that trust and nothing's gonna be, get between you and everything.

• 32:18Lewis Howes?

  Yeah, wow, that's crazy, man. What, um. I'm sure, I'm assuming you have a lot of high net worth, wealthy friends or acquaintances, peers. What would you say is the best strategy, once you've accumulated a certain amount of wealth, in order to make sure that you continue to have happiness and joy and not just like, okay, now that I've accumulated this, I'm just gonna hoard it and, you know, I'm gonna play it safe or like, what's the strategy you find to continue to build wealth and fulfillment at the same time?

• 32:54Speaker 02

  I don't, I'm gonna be honest, I just don't think about it a lot, right? From people that I see that have done that, the ones that I admire the most are the ones who, um, first of all, they, they've kind of gotten it over time.

• 33:13Speaker 02

  Right, it's really hard, yeah, it's really hard when someone has a life-changing moment. You see this in sports a lot where it's like, you go from being in college and then boom, that's hard. Like, I did not come on that journey, right? For us and a lot of the people that I know, it's been this just little by little by little and then you wake up and you're in a different spot, right?

• 33:35Lewis Howes?

  Right.

• 33:36Speaker 02

  And I think that's a little bit, probably easier to get acclimated than someone who gets it all at once, but when, you know, when a lot of the big tech booms were happening out in the Bay Area, there was, there was always a bunch of rules.

• 33:50Lewis Howes?

  Right.

• 33:50Speaker 02

  And one of them was, hey, if someone was in that spot and they were working for Google or Facebook and, you know, the big ship came in for them or the big bag, right? They would say, "Don't do anything for a year."

• 34:02Lewis Howes?

  Don't spend it for a year.

• 34:03Speaker 02

  "Don't do anything for a year." Like, just don't do anything. And like, I think that's from what I've seen with a lot of people, that's pretty good advice. Like, if you, if you like something, write it down. If you like it a year later, well, then go do it.

• 34:16Lewis Howes?

  Yeah, right. Do it later, yeah. Don't do it tomorrow, yeah.

• 34:18Speaker 02

  But I also think that like, you know, no one, like, that's not a defining moment of who you are or whatever it is. And then I, I think there's a, there's a quote that I've always tried to live by. It's like, "Don't use the people to help you get money. Use the money to help the people."

• 34:37Lewis Howes?

  Hmm.

• 34:38Speaker 02

  Right? And I think the more that that is in the vision, that you really don't care about what happens here.

• 34:46Lewis Howes?

  Right.

• 34:47Speaker 02

  Right?

• 34:47Lewis Howes?

  Focus on service. Focus on people, yeah.

• 34:50Speaker 02

  And that's, like, I, I like to work. I like to do things. Like, so, as long as I'm working, then ideally, I'm working on stuff that will continue to grow.

• 35:03Lewis Howes?

  Sure.

• 35:03Speaker 02

  Right? I'm not gonna do stupid things that like, I waste on, but I, there's probably a lot of things I do that don't make sense financially, like this. Like this isn't.

• 35:13Lewis Howes?

  Buying an NBA team is not a smart financial.

• 35:15Speaker 02

  No, it's not that it's not smart, it's usually like, it's not about the money.

• 35:18Lewis Howes?

  Yeah. What is it about for you?

• 35:21Speaker 02

  I think for me and my partners, like, it's about, like, this is an incredible platform. I mean, the NBA is probably one of the the biggest platforms in the world. I mean, especially in the state of Utah, like, it's the, it's the platform and like, um, if you look at the good that can be done from the team, um, if you look at the good that's happening in the NBA, if you look at everyone's, um, response and how we've let out through COVID, if you look at how we've let out through social justice and equality, like, these are things that attracted me to the NBA. I think maybe some people would probably say, hey, I don't, I don't, like, we're the opposite, like, like, that's, that's what we love. Like, this is an incredible platform. Um,

• 36:05Speaker 02

  we're putting on a show every night for people to have an experience and forget about the world for a while.

• 36:09Lewis Howes?

  Right.

• 36:10Speaker 02

  Like, in, in, when people didn't have the NBA through COVID, and then they came back, everywhere I went, someone said, hey, right, like, I forgot how much I needed that.

• 36:21Lewis Howes?

  Oh, man.

• 36:22Speaker 02

  Like, I forgot how much I needed that.

• 36:24Lewis Howes?

  Those three, four hours?

• 36:25Speaker 02

  Those three to four hours, the experience with my kids, it felt normal again, like, I just loved it. I need something to cheer for.

• 36:33Lewis Howes?

  Hmm.

• 36:34Speaker 02

  And that's pretty special. Like, for me, those are the things that drive it. And then, you know, doing something that's never been done. I mean, we won, we won a championship in Utah, like, Utah's had such an amazing growth, like, we're the youngest demographic, like, last 10 years, like, it is crazy, the renaissance that's happened here. The demographics have changed, like, everything's changed. And so, with the tech boom and, you know, I think, I think even COVID with people trying to kind of try to figure out who they are and what they want to be when they grow up, they're like, wait, I don't, I don't know that I want to live in a 24 story high-rise, like, maybe I want to come and get a yard and be in the mountains, but be close to everything and like, have career opportunities.

• 37:14Lewis Howes?

  Sure.

• 37:15Speaker 02

  Like, this is where, you know, people are starting to find, like, wellness.

• 37:20Lewis Howes?

  Hmm.

• 37:21Speaker 02

  Right? In a world that's not very well.

• 37:23Lewis Howes?

  Yeah.

• 37:24Speaker 02

  Right?

• 37:24Lewis Howes?

  Yeah. That's beautiful, man. So it's been almost a year, right, since you've been here with the Jazz, since you acquired Jazz, right?

• 37:32Speaker 02

  Yep.

• 37:32Lewis Howes?

  Was it last October, if that's right?

• 37:34Speaker 02

  Yeah, it's, um, I mean, it closed in December, January.

• 37:37Lewis Howes?

  Got you.

• 37:38Speaker 02

  Yeah, I mean, it's less than a year.

• 37:39Lewis Howes?

  It's crazy, man.

• 37:40Speaker 02

  Yeah, it's nuts.

• 37:41Lewis Howes?

  How's it, how's it feel, though, for you? It doesn't feel like too much, or you feel like... Because this was a dream for a while, like an idea when you were younger of like, you used to love coming to the games, you used to...

• 37:52Speaker 02

  Yeah, like, look, like, like, people get an opportunity, I think, at times to, like, if you're lucky, you could be part of the NBA.

• 38:00Lewis Howes?

  Right.

• 38:00Speaker 02

  In some level. But this is like my team. This is like the team I grew up, like.

• 38:05Lewis Howes?

  That's crazy, man.

• 38:06Speaker 02

  Yeah, that doesn't happen very often.

• 38:08Lewis Howes?

  That's nuts.

• 38:09Speaker 02

  And then, once again, it's like who you want to do it with.

• 38:12Lewis Howes?

  Right.

• 38:12Speaker 02

  It's like myself and Dwyane Wade and Ryan Sweeney, and like, these are my, these are my people, like, like, they're, that makes it so much fun, right? And like, um, but it's a lot of work. Like, like, people care about enterprise technology, but they really care about their sports, right?

• 38:30Lewis Howes?

  They love it, man.

• 38:31Speaker 02

  And, and so you're trying to, you're trying to, to do things the right way. And I just hope we give, you know, people something to be proud of. Like, and that's, that's it. And, and, you know, the Miller family who had owned this franchise for 35, it's such an incredible job, it's like, they like keeping it in Utah and doing all these things, but also, you know, second-winningest team in 35 years, right? So, so if you look at that, like, there's something to be said about what you can do. I mean, we're not a small market. People view us as, we're not a small market, right? We've got, like, in every other aspect, we're not a small market. And so we, we need to bring, you know, the rest of that up. And I think we can help lead out, um, in this region, um, to do some incredible things. So that's exciting.

• 39:16Lewis Howes?

  Where do you think winning a championship starts that?

• 39:20Speaker 02

  Oh geez. So first of all, I've never won one. And so, I mean, to be honest with you, I've talked to a lot of people who have.

• 39:29Lewis Howes?

  Hmm. What have you learned from them?

• 39:31Speaker 02

  Yeah, I mean, a lot of them, I mean, last year was kind of interesting, right? Like, like, we, we felt like we were really close and we had, we had the capabilities.

• 39:39Lewis Howes?

  Couple of injuries, right?

• 39:40Speaker 02

  Two injuries. And it's like, okay, well, like, what do you do? But, but I think there's a lesson to be learned. I talked to one, one guy who's won a couple of championships. And he's like, the thing about a championship is like, you never know quite what you need. Until you're in the moment, right? Um, I mean, you have a pretty good idea when you're, when you're not close. But when you're, when you're close, like, you never know how much you need. You just, you just have to execute, right? You just need a little bit more than, than everyone else. And I think if you look at how it played out this year with Milwaukee, that's exactly what happened.

• 40:13Lewis Howes?

  Right.

• 40:14Speaker 02

  They had a little bit more at the time than everyone, everyone else. And that's what makes them champions. And, and, you know, there are people, there are players, there are coaches, there are teams, there are franchises. That seem to be able to bring that every time. And sometimes it doesn't all click at the very beginning. Sometimes like, you, you have to wait and then it clicks and boom, boom, boom, boom, boom. And so, I hope we get to experience that, man.

• 40:39Lewis Howes?

  Yeah. Well, if you're going to be working for 40 more years, I'm sure you will. I'm sure 40 years is a lot.

• 40:45Speaker 02

  The odds are good, but it'll be, it'll be hard too, right?

• 40:49Lewis Howes?

  Yeah, of course.

• 40:50Speaker 02

  There's a lot of really.

• 40:52Lewis Howes?

  Do you remember, do you remember your first game? How old were you?

• 40:54Speaker 02

  Yeah, it was with my grandfather and we were actually, um, you know, in a, in a different, in a different place. But yeah, I remember my grandfather used to take me, or he would, you know, and we'd watch. I remember more watching games.

• 41:07Lewis Howes?

  On TV?

• 41:07Speaker 02

  On TV with my grandfather.

• 41:09Lewis Howes?

  How old were you when you?

• 41:10Speaker 02

  Oh geez, like, five, six, seven.

• 41:12Lewis Howes?

  Wow.

• 41:13Speaker 02

  Like, I was, I was, I was a sports junkie, like, growing up. And like, like, he loved the Jazz. Like, he loved the Jazz. And like. It's just like, it's kind of trippy to think that this is the spot that you're in. Like, as that little kid, like, parents would drop you off. In my case, my parents would be like, "All right, you kids, go. Go stay with your grandfather." And he was always like, "What are we gonna do? We're gonna watch the Jazz game, right? We're gonna listen to Hot Rod. We're gonna like, do these things." And like, that was, that was like, a moment.

• 41:44Lewis Howes?

  Did you ever think like, "I wanna play for the Jazz," or "I wanna own, be the owner of this?"

• 41:48Speaker 02

  You never think about, like, being in this spot. I think we all thought, like, growing up, like, I was like, "All right." I mean, I didn't, I didn't grow up and be like, "Hey, I have an idea. I'm gonna start a company with enterprise software."

• 41:59Lewis Howes?

  Right.

• 42:00Speaker 02

  That wasn't in any cards, in any... I mean, look back through what you wanted to be when you grew up. It was like, "I wanna be a policeman, a fireman. I wanna play on PGA Tour, and I wanna be in the NBA," or whatever it is. Like, that's what I was. Like, I mean, there was a phase, I wanted to be Andre Agassi. There was a phase, I wanna be Michael Jordan. There was a phase, like, but it wasn't in the cards, right? I graduated high school, like, 5'10", 160 pounds, right? Like, that wasn't happening, so...

• 42:25Lewis Howes?

  Was there ever a moment where you were like, "It'd be fun to be the owner of this one day"? Did you ever think that, growing up?

• 42:29Speaker 02

  To be honest with you, it just, things just kinda happened. Like, it wasn't, like, aspirational. I think in the last couple of years, I was like, "Look, I, I'd gotten really close to Adam Silver and people in the league, and I had said, 'Whoa, this is intriguing. I, I see the value of the platform. I see the value of everything that we're doing.'"

• 42:46Lewis Howes?

  Were they recruiting you?

• 42:48Speaker 02

  No, I don't think the NBA, like, says, "Hey, look." They, they got a long list. They don't need to recruit, right? Of people who would love to have a shot. There's only 30 of these, right? And so, so, there's a lot of people who wanna be involved. However, you know, I mean, they also wanna make sure that people are straight, right? Like, they're, they're like, they're, they're gonna be good in that...

• 43:08Lewis Howes?

  For the culture and the, yeah, organizations, yeah.

• 43:11Speaker 02

  In the, in the role. Like, like, are they gonna be a good ambassador, right?

• 43:15Lewis Howes?

  Right.

• 43:16Speaker 02

  And like, 'cause, 'cause truly, you are. Like, you, you are an ambassador for... The league and they go through a pretty thorough process, not only for myself, but any partner I bring in as well.

• 43:26Lewis Howes?

  Really?

• 43:26Speaker 02

  Yeah.

• 43:27Lewis Howes?

  What is that process like?

• 43:28Speaker 02

  It's, it's...

• 43:29Lewis Howes?

  Like a bunch of interviews, a background check?

• 43:31Speaker 02

  Yeah, a bunch of interviews. They like know who you are. I mean, it's deep, it's detailed. I mean, it's as thorough as any process I've ever been through.

• 43:37Lewis Howes?

  Don't just let anyone with money buy the team.

• 43:39Speaker 02

  No, not at all.

• 43:40Lewis Howes?

  They have to accept you almost.

• 43:41Speaker 02

  Yeah, for sure.

• 43:42Lewis Howes?

  It's like an application.

• 43:43Speaker 02

  A hundred percent. Like, I mean, it's just like, okay, is this someone that we want that's gonna... I mean, because at the end of the day, you've got thirty groups or thirty ownership groups or governors that are... That's what makes the NBA and like, you're kinda all in it together. And so if you look at the people and the good that other groups have done, whether it's, you know, what's happened in Chicago and like the Reinsdorf family and like, or the Buss family in LA, like, I mean, they've lifted the value. And I think the Millers were one, or Mark Cuban, or now Ballmer, and like ourselves, like, it's, um, it's pretty cool. It's a pretty cool group that I think is, um...

• 44:26Speaker 02

  I mean, we compete against each other pretty hard, but there's also,

• 44:30Lewis Howes?

  There's some crooks.

• 44:30Speaker 02

  There's also some really unique folks and like with Barack Obama now coming into NBA Africa that was just announced, right? And being a shareholder in that, to expand the game that way, like you're, what an amazing get, right? For the NBA and like, that's unbelievable.

• 44:46Lewis Howes?

  Wow. So, you think you'll be working for another forty years doing this? And you think you'll keep the team yourself and be the main owner?

• 44:53Speaker 02

  I hope so. Like, or, I mean, I mean, I don't, I don't know. I mean, I don't think, I always think of us as kind of our group, but like, yeah, I mean, I'm the one that lives in Utah.

• 45:05Speaker 02

  But, yeah, I hope so, as long as it's, like, it's right.

• 45:10Lewis Howes?

  It's fun and it's gonna grow in here.

• 45:11Speaker 02

  Well, I mean, it's work, right? I don't know, it's like, hey, I'm not sitting here going, hey, this is fun, like, I mean, it's hard, right? But... But if it's right, if it's supposed to be right and like you feel it, if it gets to a point where it's not, then and then and then look, there's gonna be windows that are miserable. I mean, that's why you're signing up for sports, right?

• 45:30Lewis Howes?

  Right.

• 45:31Speaker 02

  Right?

• 45:31Lewis Howes?

  Losing seasons.

• 45:32Speaker 02

  No one likes to lose. I mean, we, you know, in business, like you measure by market share.

• 45:37Lewis Howes?

  Mm-hmm.

• 45:38Speaker 02

  Oh, well, you have this amount of market share, you have this. No one's going, hey, the Jazz had X amount of market share. That doesn't get you any point. It's like, this is a closed market, there's one winner.

• 45:49Lewis Howes?

  It's it, man.

• 45:49Speaker 02

  And everyone else doesn't feel great.

• 45:51Lewis Howes?

  Right.

• 45:51Speaker 02

  Right? Like, which is very different than a world where it's like, hey, we, you know, we win six out of 10 deals, it's pretty good.

• 45:58Lewis Howes?

  It's pretty good.

• 45:59Speaker 02

  Yeah, we're all happy, like, everyone's feeling great, like.

• 46:01Lewis Howes?

  Mm-hmm.

• 46:02Speaker 02

  It's just not, it's not the same game.

• 46:04Lewis Howes?

  What do you think will be your biggest challenge that'll hold you back as a leader of the organization?

• 46:10Speaker 02

  I don't know. I don't know, yeah, I mean, it's all pretty, it's all pretty new. I mean, I think that, um, I think the biggest challenge that holds anyone back is just people and your ability to bring people together and, and like, make it all work. But, you know, I try to be a little more optimistic and think about what are the, what's the competitive advantage we have, like?

• 46:33Lewis Howes?

  Mm-hmm.

• 46:33Speaker 02

  What have we learned in other businesses with our group that actually is gonna make us, like, actually be able to raise the game?

• 46:41Lewis Howes?

  Right, right.

• 46:43Speaker 02

  And, um, you know, I, I feel like some of the things that probably would hold me back, I, I try to offset with my partners.

• 46:53Lewis Howes?

  Mm-hmm.

• 46:53Speaker 02

  Because maybe their strength is where I'm weak. And that was definitely the case with my brother, I think, and, as I've been working with Dwayne and Ryan Sweeney and Mike Cannon-Brooks, like, we all kinda come at it differently. And so, sometimes you need someone else to come in.

• 47:06Lewis Howes?

  Yeah, yeah.

• 47:07Speaker 02

  And help and, but I think, I think we're, the good news, I mean, all of us are in our young, or the youngest ownership group, our group that we've got together.

• 47:16Lewis Howes?

  Really?

• 47:16Speaker 02

  Yeah, and, and that's cool, man.

• 47:17Lewis Howes?

  That's very cool.

• 47:18Speaker 02

  I mean, that's cool, like, and so, I think that's, uh...

• 47:21Lewis Howes?

  It's exciting.

• 47:21Speaker 02

  Yeah. It's, it's fun, and it's fun to talk to people who kinda see it your way and, you know, and I inherited a great organization, are you kidding me, like Donovan and...

• 47:30Lewis Howes?

  Yeah, man.

• 47:31Speaker 02

  Um, Rudy and, and Quinn, um, it's pretty, it's pretty amazing.

• 47:35Lewis Howes?

  Pretty sweet. I'm curious about, um...

• 47:40Lewis Howes?

  Your faith. And I've heard that you're extremely committed to your faith and also giving back to your faith financially. Is that accurate?

• 47:50Speaker 02

  Yeah.

• 47:50Lewis Howes?

  Tithing and giving back, yeah. You've been very consistent in that process, right?

• 47:54Speaker 02

  Yeah, for sure.

• 47:56Lewis Howes?

  It seems like every time I meet or connect with someone who's accumulated a lot of wealth, they all tell me the same thing, like to give back as much as possible. And the more they give back, the more the money keeps coming to them. Would you subscribe to that philosophy? Or do you just feel like this is how you were raised?

• 48:12Speaker 02

  No, I mean, it wasn't something I was raised. I mean, like, like, you know, I was led on to it, but it was something I decided, right?

• 48:18Lewis Howes?

  Really? How old were you when you decided?

• 48:21Speaker 02

  I was probably 18 years old.

• 48:22Lewis Howes?

  Really?

• 48:23Speaker 02

  You know, I was probably down a much different path in life that wasn't on the path I'm on now. And I said, whoa, this, this, something's got to change.

• 48:31Lewis Howes?

  What was that path like?

• 48:32Speaker 02

  Well, like, I was, I went to Seoul, Korea to teach English.

• 48:37Lewis Howes?

  At 18?

• 48:37Speaker 02

  At 17, right?

• 48:39Lewis Howes?

  Did you do a mission for two years as well?

• 48:40Speaker 02

  Yeah, afterwards.

• 48:42Lewis Howes?

  She was taught in Korea first.

• 48:44Speaker 02

  I taught in Korea.

• 48:44Lewis Howes?

  At 17?

• 48:45Speaker 02

  Yeah, 17 years old.

• 48:46Lewis Howes?

  Before college?

• 48:47Speaker 02

  Yeah, well, yeah, so I went, I went to Seoul, Korea. It didn't go the way I planned. I went over to two friends, they came home. My dad's like, hey, you're kind of up to no good anyway, so you're not gonna, if you're over there by yourself and have to kind of hit rock bottom, it's probably a good thing.

• 49:01Lewis Howes?

  It's good for you.

• 49:02Speaker 02

  Yeah, and, you know, a 17-year-old American in Korea, I mean, it was different. I, I met a couple guys in the subway and like, ended up moving in like three months later, after kind of sticking it out and kind of really hitting rock bottom, with, with three people who I truly were like, whoa, these are actually the type of people I want to be like. You know, these are, these are people who were having fun and actually, but they were like,

• 49:29Lewis Howes?

  Clean fun.

• 49:30Speaker 02

  They were clean fun. And they were like, they were happy and they were witty and they were like, they were like responsible and they were successful. And I was like, but they're actually more fun than that group.

• 49:39Lewis Howes?

  Right.

• 49:39Speaker 02

  And I was like, whoa, what is that? And that's where I said, like, they all had this commonality and like, we started with them. And then I, I decided, wait, I want to be like them. And, and that's when I decided, it's like, I want to go do a church mission. And, you know, that process is kind of daunting because you like fill out your application and you pay for it. So I had earned enough money and my brothers would have never believed me that I was going to go do this. So I, when I, when I told them I had enough money to pay for it myself, then they're like, oh, okay, he must be serious, right? Because... That's that's just how they are, but you know, we we did that and I got called to Mexico City. So I went from Seoul, Korea to Mexico City.

• 50:17Lewis Howes?

  So how old were you at this point?

• 50:18Speaker 02

  I was nineteen.

• 50:19Lewis Howes?

  So you were a year and a half in Seoul?

• 50:20Speaker 02

  Yeah, I was a year in Seoul and then like.

• 50:22Lewis Howes?

  Teaching English?

• 50:23Speaker 02

  Teaching English in six months and then went so so like.

• 50:26Lewis Howes?

  Straight from Korea, you went to Mexico City?

• 50:28Speaker 02

  So from seventeen to twenty-one, I was only in the US for like a four-month period, four to six months, right? And there I land, I don't know, I don't know Spanish, I land with, you know, and you you pair them up in twos and like, like, the the first guy that I was paired up with was like, he didn't, he came from a little farm town in like northern Mexico, who spoke no English, like nothing, and I spoke very little Spanish. And I'm in the hills of Mexico City, like, I mean, in altitude, it's free.

• 50:58Lewis Howes?

  Oh, yeah, it's hard to breathe there.

• 51:00Speaker 02

  Yeah, and I was just like, whoa, like, and that's where kind of like, it it like, there was just, you know, you do that enough and like, I was there for two years and I saw Mexico City. I came back a different human, right? I came back and for the first time ever wanted to go to college. I was a high school dropout before that. I wanted to go to college.

• 51:19Speaker 02

  But you can't walk in being a high school dropout who might have had a college certi- or high school certificate and say, hey, I want to go to a top university. They're like, where's your ACT, where's your RCT? I had none of that. And I think I had like a two-point-oh GPA or a one-point-something because I, I just, my parents had got divorced in high school, like, it was a mess, like, in my life, it was a mess. And so I came back in and within six months, I was at BYU, it's top university, got into the top fifteen business program and started Qualtrics, met my wife, and like, the world took off.

• 51:53Lewis Howes?

  Wow.

• 51:54Speaker 02

  Right? And so if like, you look at the before and after for me, it's like, it's night and day. Right? It's like, not even like, like, that world was not for me and I became a world where like, everything started going better. Everything started going right. And and one of the things that that was part of that is like, you you talk about giving back or things, I mean, this this concept of tithing where you give like, one out of every ten dollars you make, when I made no money, I decided like, at twenty-one, when I started making a little money, hey, I'm gonna, I'm gonna do that program.

• 52:26Lewis Howes?

  Wow.

• 52:26Speaker 02

  And it it seemed to work pretty well, right?

• 52:30Lewis Howes?

  Even when you didn't have a lot?

• 52:31Speaker 02

  Yeah, yeah, it's exactly when you started. And so I kept asking myself along the way.

• 52:37Speaker 02

  If I was 21 and I was doing that program, why when I'm 24 and I have a little bit more, am I too good for it now? Why when I'm 30 and the check size is bigger, am I too good for it?

• 52:51Lewis Howes?

  Right.

• 52:51Speaker 02

  If I change so much, that if it's a million dollars, that you're giving, that that changes your decision when at 21, it's the same ratio.

• 53:02Lewis Howes?

  Interesting.

• 53:04Speaker 02

  And for me, it's actually become something that I enjoy.

• 53:08Lewis Howes?

  Really?

• 53:09Speaker 02

  Because I'm scared when the day comes, when, if the check size makes me change the same person I was when I was 21.

• 53:19Lewis Howes?

  Now, it's, I hear the other point of the coin where people say, you know what? I'll do that when I start making more, when I can afford to do that. Because right now, I'm not making that much. Why should people be contributing in some way to some, whether it be charity or church or whatever, when they have very little, when they're like, I'm just trying to get by month to month right now? Do you think it's important then still? Or wait until you have savings and some money in the bank?

• 53:46Speaker 02

  Well, so, I think there's a lot of different philosophies and a lot, and I'm never one to tell people how to, how to live.

• 53:53Lewis Howes?

  Right.

• 53:53Speaker 02

  Right? And I think everyone needs to go on their own path. You know, I told you my path, right? But there are some observations and some learnings that, that I've taken on my path. Number one is, how do you know you're gonna be at that day?

• 54:10Lewis Howes?

  Right, you may never get there.

• 54:11Speaker 02

  You may never get there.

• 54:12Lewis Howes?

  So you may never be giving back.

• 54:13Speaker 02

  And I have too many friends who have never gotten there.

• 54:14Lewis Howes?

  And they are never giving back, yeah.

• 54:17Speaker 02

  Second, I think it makes you better on the path, and it's much more habitual. We are creatures of habit.

• 54:23Lewis Howes?

  Yes. It's automatic.

• 54:25Speaker 02

  I think, I think at least for me personally, I would struggle personally with my, with my kind of persona of just who I am, if I had to go develop the muscle later.

• 54:38Lewis Howes?

  Yeah.

• 54:39Speaker 02

  And at least I wasn't trying to do it throughout.

• 54:43Lewis Howes?

  Yeah, yeah, interesting.

• 54:46Speaker 02

  But I've also seen people who have waited, waited, waited, and then flip and focus 100% of their talents on giving and they impact and change the world.

• 54:56Lewis Howes?

  Right.

• 54:57Speaker 02

  You know, I think Bill and Melinda did a really good job on that when people used to criticize them.

• 55:02Lewis Howes?

  Then it was like the other way around, yeah.

• 55:03Speaker 02

  And then it flipped to where Warren Buffett's handing them all their money.

• 55:06Lewis Howes?

  Right, right.

• 55:07Speaker 02

  Right, and so, so those two, you know, right or wrong,

• 55:13Speaker 02

  have actually done a pretty good job at giving, I mean malaria and everything else, it's pretty, if you actually study it, it's pretty incredible.

• 55:22Lewis Howes?

  Yeah.

• 55:22Speaker 02

  Education, everything else. However, like I don't anticipate or believe that there wasn't this, like somewhere in their line, they were developing a muscle to be able to go do that, right? And so, but I don't, there's not, it's gotta be personal or it doesn't matter anyways, right? Everyone's gotta go on their personal journey on what they think is, is good. The one thing I would say is, sacrifice to where it hurts a little.

• 55:50Lewis Howes?

  Hmm.

• 55:51Speaker 02

  If it doesn't hurt you, then like, it's not a sacrifice.

• 55:54Lewis Howes?

  What does that do for you when you're like, ee, that's a, ah.

• 55:57Speaker 02

  It's a good litmus test, like, it's good. Like, if you're too comfortable all the time, then you're, like for me, and my mentality, like it doesn't, it doesn't make it so that you, you actually wanna go achieve something.

• 56:11Lewis Howes?

  Mm-hmm.

• 56:12Speaker 02

  Like, I believe if I'm a little uncomfortable, um, all the time, then it's a good thing.

• 56:20Lewis Howes?

  Really?

• 56:20Speaker 02

  Keeps me going.

• 56:21Lewis Howes?

  Yeah, it's smart.

• 56:22Speaker 02

  Right, if I'm too comfortable and I'm like, this is great, like, you'll never hear me, like, ever be like, oh, things are going great. Right, like, oh, how's quality, it's going great, like, it's going great, like, it's never, I've never said that.

• 56:36Lewis Howes?

  Hmm.

• 56:36Speaker 02

  And I'm often around people who are like, how's it going, oh, startup's so amazing, I was like, I'd like, what am I missing? Cause like, we're for, you know, it's, I've never said that. Like, there's always for me, just a level of uncomfortableness that we continue to put ourselves in that make us like,

• 56:54Lewis Howes?

  Sure.

• 56:54Speaker 02

  Always feel like, and that's growth.

• 56:56Lewis Howes?

  Absolutely.

• 56:57Speaker 02

  That's growth.

• 56:58Lewis Howes?

  I wanna ask you two things about the, living in Korea, I mean, you didn't speak the language, I'm assuming, right? And so you're teaching English to people that don't speak English, and you don't speak the language. What lessons did you learn from that process of like, getting people to give you money who don't speak English that wanna learn English to?

• 57:15Speaker 02

  So, so with Korea, something clicked in my head. Because, you're right, you've got.

• 57:24Speaker 02

  You're trying to survive, you're over there. There's not many folks who are like you because you're a foreigner. And especially where I was. And you've got to go figure this problem out.

• 57:35Lewis Howes?

  That's crazy.

• 57:36Speaker 02

  And there's really a good chance that you're not going to get it right the first time. And so for me, what really like clicked was a process. And a process that, Ryan, for the first time, you have an idea, it's on you and only you to go execute it. And if it fails, go do it again and go to a different idea. And I kind of found myself. I kind of, for the first time ever, had to put my own brain and ideas to work and be able to get feedback in the moment of like, hey, that's a bad idea.

• 58:19Speaker 02

  Whether it was teaching kids and what would work to where they would understand.

• 58:25Lewis Howes?

  And you weren't a trained teacher either. You weren't like taught how to teach English.

• 58:29Speaker 02

  But like even back to how do you even get people to want to have to be a teacher? Right? And I remember going to this huge apartment complex and like, I had this idea because, you know, there was just these huge buildings where people lived. And there was like 50 of them in a row. Right? Because real estate was so expensive, like no one had a house, right? And so you'd go down to the basement of these places where you'd go in and there was just like 100 mailboxes. And I thought, wow, I bet if I put my number in a note in every mailbox, like someone would call.

• 59:08Lewis Howes?

  That says like, if you want to learn English.

• 59:09Speaker 02

  Yeah, like I'm in the area, I'm an English teacher, like, I'm here.

• 59:15Speaker 02

  But like, it seems so obvious, but it wasn't. Like, no one was doing it.

• 59:19Lewis Howes?

  No one was doing it. How many calls did you get by doing that?

• 59:21Speaker 02

  Well, like, I did that, and then like, the man's like, "Hey, you can't put..." Or the person, whoever the person was calling, "You can't solicit in there." And then, like, so that didn't work. Well, then I went back and... So, I changed my model. Like, I went and talked to the guy first, or the woman first, and said, "Hey, like, let me tell you what I'm trying to do."

• 59:43Lewis Howes?

  Hmm.

• 59:44Speaker 02

  And every one of them let me do it.

• 59:45Lewis Howes?

  That's interesting.

• 59:46Speaker 02

  Right?

• 59:47Lewis Howes?

  Are you speaking in English to them?

• 59:49Speaker 02

  Yeah, I tried whatever I could, right? It was hand motions, everything else. And then, and then it was crazy because

• 59:57Speaker 02

  back then I had a pager, right? And that was it. Because I, when people would call back, I couldn't speak to them anyways.

• 1:00:03Lewis Howes?

  Yeah.

• 1:00:03Speaker 02

  Because I didn't speak Korean. So I had to get a Korean speaker to respond to the pages.

• 1:00:08Lewis Howes?

  Oh my gosh.

• 1:00:09Speaker 02

  Right? So I didn't think that far through it, right? Well, my phone, my pager started, like, I had 13 messages that day.

• 1:00:17Lewis Howes?

  No way. The day you started...

• 1:00:19Speaker 02

  The first day. And I was like, "Whoa." Like, we're onto something. No one had done that. None of my roommates were doing that. Like, no one was doing it. Well, what happened was, is there was this idea that we, we would build a schedule of teaching because the less travel time you had, the more you could teach. And so, now not only did I have all these families that wanted to bring me in to teach, but we also had very little travel time.

• 1:00:46Lewis Howes?

  Yeah, smart.

• 1:00:47Speaker 02

  And so, but it was like four or five different iterations of that.

• 1:00:52Lewis Howes?

  Because it was in one building?

• 1:00:53Speaker 02

  Yeah, yeah, yeah, yeah, yeah. And that idea project. And they were all friends, and they all knew each other. It was great.

• 1:00:58Lewis Howes?

  Wow.

• 1:00:59Speaker 02

  And so that's why, and the experience was totally different over there after that.

• 1:01:03Lewis Howes?

  Hmm.

• 1:01:03Speaker 02

  And so, but it was an idea that wasn't intuitive, that like, and then a... I thought it was over when I couldn't put those in the boxes, and then... Like, we didn't give up and try it, and you innovate it, and you go, and that's kinda how the world goes. Like, everyone thinks that like growth is gonna be the straight line up, and if it's not like that, it's not the lottery ticket that you're hoping for, that you wanna go that's gonna liberate, whatever it is you're working on, right? Well, actually, it's not how it goes. Like, you normally go, and then you hit the wall, then you gotta slide over and go up again. And so, like, actually, if you zoomed in on a chart like this, and you actually looked at it really closely, it would be like this.

• 1:01:48Lewis Howes?

  Sure, sure.

• 1:01:49Speaker 02

  Right? But it would always be going forward. And that's what I've seen. Like, I'll give you a great example of Qualtrics. Like, we started Qualtrics by targeting academics, which is not a great market, right? You've got academic professors who have all day long to use your product and give you feedback.

• 1:02:06Lewis Howes?

  Right.

• 1:02:06Speaker 02

  Nowhere to go.

• 1:02:07Lewis Howes?

  Yeah.

• 1:02:07Speaker 02

  And they have no money, which is like the worst business model you would ever come up with.

• 1:02:11Lewis Howes?

  Right.

• 1:02:12Speaker 02

  But what they're not to know, these people have to go get published, and we were selling a software where they get feedback, and they get data, and then they publish it. We're like, it's perfect. So we go to the top of the university, and we're like, hey, we have something that all your professors can use. This is a no-brainer. All the money you're spending, you're gonna say, no one bought it. Like, no one wanted to make that decision. Well, then we went to the business school, and we talked to the dean of the business school, and they're like, no, no one wanted to make that decision. So here we are with two ideas that seemed logical, but it wasn't working. Then we went to the head of the marketing department. Well, that didn't work. So we're like, six months in, and 0 for 3, like, once again, like, are you willing to push to iteration, iteration, iteration, iteration?

• 1:02:58Speaker 02

  Well, we ended up getting, I remember I get one professor, Angela Lee at the Kellogg School of Business, and Angela Lee signed up on Qualtrics. And then she told her department head to buy it.

• 1:03:12Lewis Howes?

  So you got a professor that then went up, not down, yeah, yeah.

• 1:03:16Speaker 02

  And so you're starting at like 500 bucks, if that, right? And then you go up, and then the department head told the school to buy it, the business school, and then the business school bought it, and then another school bought it, and then another school bought it, and then three years later, I'm back at the university level.

• 1:03:31Lewis Howes?

  Right.

• 1:03:32Speaker 02

  Saying, hey, we're back, now do you wanna buy it? Cause here's everyone who's coming, and they're like, absolutely.

• 1:03:37Lewis Howes?

  Yeah.

• 1:03:38Speaker 02

  And so our thesis in our model was right. But the way to get there was three years off. Because we had to go this way.

• 1:03:49Lewis Howes?

  Right.

• 1:03:50Speaker 02

  Well, then we said, okay, where are the other Angela Lee's out there? And Angela told someone at, you know, at Wharton and then Columbia and then Duke and then Cambridge and like all over. And the next thing you know, we have, you know, 700,000 academics a year that are graduating trained on our platform.

• 1:04:08Lewis Howes?

  It's amazing.

• 1:04:08Speaker 02

  But it started out with an idea that was directionally right, but the execution had to be different.

• 1:04:15Lewis Howes?

  Yeah.

• 1:04:15Speaker 02

  And so it's no different than the putting the flyers in the box. That's what happened in Korea is that modeling or process actually became real.

• 1:04:25Lewis Howes?

  Wow, that's amazing.

• 1:04:27Speaker 02

  I agree.

• 1:04:29Lewis Howes?

  I'm curious about your mission. You got to Mexico City and the mission's two years, right? And it's you get to only speak to your family like twice a year or something?

• 1:04:39Speaker 02

  Yeah, now that it's like every week.

• 1:04:40Lewis Howes?

  Now you can FaceTime once a week. When you were doing it, it was like twice a year and you didn't get to visit for two years.

• 1:04:45Speaker 02

  Yeah.

• 1:04:46Lewis Howes?

  What would you say were the three biggest lessons from just being planted into a new country, new city, new language? Having to learn the language, having to enroll people in a vision with the language you don't understand? And get rejected over and over and over again. What are those two years?

• 1:05:01Speaker 02

  The number one lessons is I would give anything for my kids to go through that.

• 1:05:05Lewis Howes?

  Oh, yeah. The greatest gift, probably, right?

• 1:05:07Speaker 02

  The greatest gift because as much as I was able to help and talk about families and like direction and North Star with a lot of people, the real beneficiary of all that was me.

• 1:05:18Lewis Howes?

  Right.

• 1:05:18Speaker 02

  I grew up.

• 1:05:19Lewis Howes?

  Fast.

• 1:05:20Speaker 02

  And.

• 1:05:22Lewis Howes?

  It's like 20 years and two.

• 1:05:23Speaker 02

  And my, like, what an incredible system, right? Like, I mean, you got a bunch of 19 year olds out there, like rolling around, like.

• 1:05:33Lewis Howes?

  Trying to speak a language.

• 1:05:35Speaker 02

  I mean, that's young and like we're doing, it's like, I was so impressed. And then the organization of it all and like, it's.

• 1:05:43Lewis Howes?

  Accountability.

• 1:05:44Speaker 02

  It's one of the coolest things I've ever seen in any organization. I've seen organizations all over the world. It's one of the coolest things I've ever seen. And I still to this day pull from the organizational design, the motivations and like how it all worked. And then it's also the only time that I learned that true focus on one thing. Changes how you work on that thing.

• 1:06:09Lewis Howes?

  Hmm, when there's no other option.

• 1:06:11Speaker 02

  Yeah, the reason, you know, and I think all the kids now can call home or FaceTime every week. I, I actually feel bad. I mean, I understand why, but I feel bad because going four weeks only with one mission of serving and helping other people and doing it in a region like I found gears I had no clue I had.

• 1:06:33Lewis Howes?

  Wow.

• 1:06:34Speaker 02

  Like no clue I had.

• 1:06:36Lewis Howes?

  Focus and energy and resilience.

• 1:06:37Speaker 02

  Focus and energy and resilience and like

• 1:06:40Lewis Howes?

  Creativity.

• 1:06:41Speaker 02

  Stituiveness and like waking up and the ideas and like how you're gonna differentiate and like what you're gonna do and where you're gonna go that day and listening and like going, where am I supposed to be right now?

• 1:06:51Lewis Howes?

  Wow.

• 1:06:52Speaker 02

  I find out that everything I learned in that actually came out later throughout our 20-year journey.

• 1:07:01Lewis Howes?

  Wow.

• 1:07:01Speaker 02

  At one point or another, I was like, hey, I've been in this spot before.

• 1:07:04Lewis Howes?

  You tapped into it.

• 1:07:05Speaker 02

  I tapped into it. And that's, and you have a breakthrough.

• 1:07:12Lewis Howes?

  Wow.

• 1:07:12Speaker 02

  And so I think that, I think that like, I, I don't know, like I would have never known. I mean, I was, I was told by, by, by someone early on that like, you know, you're gonna be a spot, someone told me as an 18-year-old, you're gonna be a spot where you're, you'll speak in front of people and you'll do all these things and like, I was like, no, I won't. Like, that's not in the cards.

• 1:07:34Lewis Howes?

  Right, that wasn't.

• 1:07:35Speaker 02

  I've never spoken in front of 50 people in my life. And then like, you find like, doing that in Spanish.

• 1:07:41Lewis Howes?

  It's crazy, man.

• 1:07:42Speaker 02

  Then to go sit up in English.

• 1:07:44Lewis Howes?

  That's crazy.

• 1:07:45Speaker 02

  Like, like, it's like, yeah, I can do it. So, so, so I think for me, it's, it's, it's kind of been a process the whole way.

• 1:07:52Lewis Howes?

  Yeah.

• 1:07:54Speaker 02

  But, but it also hasn't been perfect. Like, like, like if you follow it in any moment, like, it's like, okay, once again, back to that wing of the plane, like, it's down, it's messy.

• 1:08:04Lewis Howes?

  Mm-hmm.

• 1:08:06Speaker 02

  And people might look at it now and be like, well, look, what's, what's happened. It's like, no, it's messy.

• 1:08:11Lewis Howes?

  Hmm.

• 1:08:12Speaker 02

  Like, the whole thing's messy. And so I think that operating with that.

• 1:08:19Speaker 02

  Ambiguity has been something you learned because in Mexico, you have to operate successfully without like everything spelled out. And often, nothing's gonna go right.

• 1:08:31Lewis Howes?

  Never.

• 1:08:32Speaker 02

  And everything you plan's not gonna go right. And so, that's, I mean, I can't explain how valuable that's been. And then to have one of the other kids that were there with me become a co-founder of Qualtrics.

• 1:08:47Lewis Howes?

  No way. That was one of the... Oh, wow.

• 1:08:49Speaker 02

  And I had a lot of other friends that we were in college that were watching Qualtrics go. And none of them wanted to make the jump.

• 1:08:57Lewis Howes?

  But he did.

• 1:08:58Speaker 02

  But he operated beautifully in ambiguity. He actually thrived in it.

• 1:09:02Lewis Howes?

  Wow. He was used to it.

• 1:09:04Speaker 02

  And it worked out well.

• 1:09:06Lewis Howes?

  Where do you think you'd be right now if you didn't do that two-year mission?

• 1:09:11Speaker 02

  Everything good I have in my life, from my family, my wife, school, business, everything was tied to that.

• 1:09:21Lewis Howes?

  Wow. That's crazy.

• 1:09:25Speaker 02

  Call it what it is. I mean, for me, I mean, some people, it's not that clear. But for me, like where I was at 18, at 19, and where I was at 21,

• 1:09:37Speaker 02

  anyone who knows me knows that.

• 1:09:38Lewis Howes?

  Right.

• 1:09:39Speaker 02

  Anyone who was there knows that.

• 1:09:41Lewis Howes?

  Transformed your life.

• 1:09:42Speaker 02

  Yeah. This isn't like, hey, I'm going back and have this revisionist history. Like, everyone knows that. My family knows.

• 1:09:48Lewis Howes?

  Transformed.

• 1:09:49Speaker 02

  Like, they had me, they had already pegged me down a different path.

• 1:09:55Speaker 02

  They had, like, I was the one of the four brothers that they were most worried about.

• 1:10:00Lewis Howes?

  Yeah.

• 1:10:00Speaker 02

  Right?

• 1:10:01Lewis Howes?

  Yeah.

• 1:10:02Speaker 02

  And so, to actually have a, you know, a 36, you know, 54-month transformation, it's pretty amazing. It's pretty cool.

• 1:10:11Lewis Howes?

  What do you think's the greatest investment you've made in yourself besides investing in that? And what do you recommend other people that maybe aren't gonna invest in a mission?

• 1:10:19Speaker 02

  Yeah.

• 1:10:20Lewis Howes?

  What's the greatest personal investment they can do?

• 1:10:22Speaker 02

  I think it's a general one. Like, you, like, for me, in that CEO moment of my brother, when he decided that he wasn't gonna do that and I was.

• 1:10:35Speaker 02

  I kinda was like, damn, um, I have to be the fastest learner in the building.

• 1:10:40Lewis Howes?

  Oh, man.

• 1:10:41Speaker 02

  I have to learn faster than everyone. I have to act like I've been there and then figure out how to cram and like make it real, so I have to learn. That has been the number one lesson.

• 1:10:52Speaker 02

  Is I would much rather bet on someone who's a fast learner than someone who knows stuff.

• 1:10:57Lewis Howes?

  Ooh.

• 1:10:58Speaker 02

  Because if the world's gonna be ambiguous and messy.

• 1:11:01Lewis Howes?

  It always will. It's always gonna be changing.

• 1:11:03Speaker 02

  You always want the fastest learner.

• 1:11:05Lewis Howes?

  Interesting.

• 1:11:06Speaker 02

  Right? Because if someone knows one playbook or has been there before, sooner or later, you're gonna get out over the water and you're gonna like have to drop if you don't know it. But if you're actually a fast learner, you do it. So my, my thought on what the best investment is, is like, first of all, broad, like, be in learning mode all the time.

• 1:11:26Lewis Howes?

  Yeah.

• 1:11:26Speaker 02

  And like, I, I know people, like, it's funny, my, my brother, like, he has this crazy list of folks that he loves to go hang out with. And he like wrote them down, like, all the people that he will drop anything to go, no matter where he's at, no matter what city he is, to go be with.

• 1:11:43Lewis Howes?

  Wow. Cause he learns a lot from them.

• 1:11:45Speaker 02

  And he's like, there's 70 people that I have in my life that I will like drop in. And I was like, am I on the list, right? Like, and he's like, they're always in learning mode.

• 1:11:52Lewis Howes?

  Interesting.

• 1:11:54Speaker 02

  And they're trying to like, it doesn't matter how successful they are, they're curious, they're interested, they're, doesn't matter whether the person's rich or poor, or successful or not successful, or how old they are, they're trying to learn from, oh, you know, I was just talking to your kid and, you know, she's five and I just learned that, like, they're learning.

• 1:12:17Lewis Howes?

  Wow.

• 1:12:18Speaker 02

  They're trying to get something out of it. And then, you know, another commonality is they have a great deal or an ability to introspect. Introspection, not only in yourself, but what's going on in the moment.

• 1:12:31Lewis Howes?

  Yes.

• 1:12:32Speaker 02

  Is really powerful.

• 1:12:33Lewis Howes?

  Yeah.

• 1:12:33Speaker 02

  So like, you know.

• 1:12:35Lewis Howes?

  Reflecting. Being aware.

• 1:12:37Speaker 02

  Reflecting, but actually learning from it.

• 1:12:40Lewis Howes?

  Ah, and implementing, integrating.

• 1:12:42Speaker 02

  Implementing. And so, like, Okay, what holes did someone else fall in that I don't have to fall in?

• 1:12:48Lewis Howes?

  Right.

• 1:12:48Speaker 02

  And by the way, why do I always have to look out at someone else? What did I learn last week about my ride?

• 1:12:54Lewis Howes?

  Yes.

• 1:12:54Speaker 02

  And what happened?

• 1:12:56Lewis Howes?

  It's good lessons. It was a great lesson.

• 1:12:58Speaker 02

  So I think that that's where it becomes very powerful.

• 1:13:02Lewis Howes?

  Yeah.

• 1:13:03Speaker 02

  Is like when those people can start learning from

• 1:13:07Lewis Howes?

  Yeah.

• 1:13:07Speaker 02

  themselves and the ride.

• 1:13:09Lewis Howes?

  You've done a lot of good that people are aware of. You know, you do a lot to give back to cancer research, you're investing back in that and back in your church. You know, your community, you're very well known and respected here in Salt Lake and Utah community. What's something that you're proud of that most people don't know about you?

• 1:13:24Speaker 02

  I don't really think that way. And I try not, I don't, I don't care that, like, I just, I feel like, I just want to go work.

• 1:13:35Lewis Howes?

  Yeah.

• 1:13:36Speaker 02

  And kind of look back at the end and be like, if I get there.

• 1:13:39Lewis Howes?

  Yeah.

• 1:13:40Speaker 02

  If there's an end and be like, alright, was it good?

• 1:13:42Lewis Howes?

  Yeah.

• 1:13:42Speaker 02

  Like, I think too many people are way too focused on legacy. We can't control our legacy. You know, name the, name the number one business person in 1700s.

• 1:13:55Lewis Howes?

  Yeah.

• 1:13:56Speaker 02

  I mean, the number one in the world, like, I don't know, 1800, I don't know. Right? There might be two in 1900, but like, okay, great. Or like, that's not a legacy.

• 1:14:05Lewis Howes?

  After 100 years, it's like, no idea.

• 1:14:07Speaker 02

  Yeah, yeah, yeah, like, so that's not a legacy. And so many people are like, what's the, what's the Smith, like, I don't, just go be a good person and like, do good in the moment and try to like, help, but at the same time, like, go make a difference and like, try your hardest. Like, I am super, super, super imperfect and like, I think that like, people just, I'm just trying my hardest. Just like everyone else. Right? And so, I think for me, like, I don't know, I think we've done a lot recently. I mean, it's been out there, it's public on our LGBTQ plus, like, everything that we're doing around equality. There's a lot that goes on behind the scenes that people don't see, but like, you know, Equaltrix, Equaltrix,

• 1:14:51Speaker 02

  what's so crazy about where Equaltrix has evolved to? We're the experience management company. We have the ticker symbol XM. And if everything that I'm trying to help with philanthropically has to do with getting rid of a bad experience. And so I would have never thought that this business ended up to intersect with that business. Like, we help companies gather feedback to improve an experience, whether they fly on a plane. But cancer is a really bad experience.

• 1:15:22Lewis Howes?

  Yeah.

• 1:15:22Speaker 02

  And no one wants the phone call.

• 1:15:24Lewis Howes?

  No.

• 1:15:25Speaker 02

  And you've all had it. Everyone's had it. Or if they don't, they will. And you don't know what to do. And the person who gets it, like, there's nothing you can do. That, we gotta do better at that.

• 1:15:37Lewis Howes?

  Yeah.

• 1:15:38Speaker 02

  We've gotta make it so it's like, that sucks, I'm sorry, but we all know you're gonna get better.

• 1:15:45Lewis Howes?

  Right.

• 1:15:46Speaker 02

  And there are parts of cancer that are at that point now.

• 1:15:51Speaker 02

  Alright, so what can we do? And it's all about research. We gotta have breakthroughs.

• 1:15:54Lewis Howes?

  Yeah.

• 1:15:55Speaker 02

  Right? Systemic racism. Horrible experience. I can't, I can't imagine. I can't even imagine. It shouldn't exist still. How do we get rid of it? What are the things we're gonna do? And why, and that's what, I mean, to be honest with you, I love about the NBA and their platform.

• 1:16:17Lewis Howes?

  Yeah.

• 1:16:18Speaker 02

  Like, they're leading out on it. And it's working.

• 1:16:22Lewis Howes?

  Right.

• 1:16:23Speaker 02

  And it's slow.

• 1:16:24Lewis Howes?

  Right.

• 1:16:25Speaker 02

  And there's so far to go.

• 1:16:26Lewis Howes?

  Yeah.

• 1:16:27Speaker 02

  But watching change, that's a bad experience. Alright?

• 1:16:33Speaker 02

  If you're a transgender youth, what a hard experience. It's gotta get better.

• 1:16:40Lewis Howes?

  Yeah, yeah.

• 1:16:41Speaker 02

  Right? And so, to be in a spot where we're helping businesses, but also that's come, and so I feel like when it comes to what I want to do, whether people know about it or not, it's be a part of things that are bad experiences and say, hey, man, we're gonna work on the gnarly stuff.

• 1:17:00Lewis Howes?

  Yeah.

• 1:17:01Speaker 02

  Because like, those are three gnarly, gnarly... I mean, cancer's not for the faint of heart if you're gonna go work on it.

• 1:17:08Lewis Howes?

  No, it's not fun.

• 1:17:09Speaker 02

  Especially if you're gonna raise money to that problem or bucket called cancer.

• 1:17:13Lewis Howes?

  Crazy.

• 1:17:15Speaker 02

  Like, that's hard.

• 1:17:16Lewis Howes?

  Yeah.

• 1:17:17Speaker 02

  But, we're doing it every little step of the way. And if we wouldn't have started 10 years ago, we wouldn't have been.

• 1:17:26Lewis Howes?

  Where you're at now.

• 1:17:26Speaker 02

  Where we're at now.

• 1:17:27Lewis Howes?

  Yeah, yeah. That's beautiful.

• 1:17:29Speaker 02

  So.

• 1:17:29Lewis Howes?

  How can people get involved in the charities and the work you're doing? How can they connect with you personally, or?

• 1:17:38Speaker 02

  Yeah.

• 1:17:38Lewis Howes?

  Do you have websites, or?

• 1:17:39Speaker 02

  Well, like, for me, just, I'm at Ryan Qualtrics on Twitter. That's, that's about all I'm doing. I can't handle more than that, between email and that, like.

• 1:17:46Lewis Howes?

  Right.

• 1:17:47Speaker 02

  But just DM me, right?

• 1:17:48Lewis Howes?

  Okay.

• 1:17:48Speaker 02

  And then, um.

• 1:17:49Lewis Howes?

  And the cancer, if someone's getting involved?

• 1:17:51Speaker 02

  Fight for the fight, like.

• 1:17:52Lewis Howes?

  Fight for the five.

• 1:17:53Speaker 02

  Five for the fight.

• 1:17:54Lewis Howes?

  Five for the fight, yes.

• 1:17:55Speaker 02

  Yeah. And so, here's what's crazy, like, we started, like, this is how, this is, this is a crazy story, bro.

• 1:18:01Lewis Howes?

  Tell me.

• 1:18:02Speaker 02

  Here's a crazy story. So, the Utah Jazz contacted me at Qualtrics and said, hey,

• 1:18:11Speaker 02

  we, we actually were bidding out the stadium signage on who would sponsor the stadium.

• 1:18:15Lewis Howes?

  Yeah.

• 1:18:16Speaker 02

  And I was like, whoa, that'd be cool if it was Qualtrics Arena.

• 1:18:19Lewis Howes?

  Nice.

• 1:18:19Speaker 02

  Right? We didn't get it. Right? A month later, they called and said, hey, the NBA is gonna open up a patch on the jersey. And I was like, wow, Qualtrics would be on the jersey, that'd be cool, right? So we get down the road, I'm super interested, no one's ever done it before.

• 1:18:38Speaker 02

  It's gonna be multiple millions of dollars, is how we're gonna go. And, at the same time, we had started this foundation called Fight for the Fight. And we, we had this idea that we're gonna get everyone to give $5 for cancer.

• 1:18:49Lewis Howes?

  Mm-hmm.

• 1:18:50Speaker 02

  Instead of like, okay, rather than one $20 million, which a lot of people do, it's like, you need the big wells to come in and do this.

• 1:18:57Lewis Howes?

  Yeah, yeah.

• 1:18:57Speaker 02

  No, no, like.

• 1:18:57Lewis Howes?

  Five bucks.

• 1:18:58Speaker 02

  No, this is everyone's fight. 10 million people do it, there's $15 million, like, let's roll, you know? And we're about ready to ink the deal on the Qualtrics side, and Mike, who works with me, and like, we're, he goes, Ryan, like, we have this principle at Qualtrics called all in. Like, nothing good happens unless you're all in.

• 1:19:16Lewis Howes?

  Mm-hmm.

• 1:19:17Speaker 02

  Right? And this is like, the mission, why the mission's so good, is like, you're all in. Korea was so good, I was all in, I couldn't turn back.

• 1:19:23Lewis Howes?

  Right.

• 1:19:24Speaker 02

  And if you think about it in your life, like, unless you're all in.

• 1:19:28Speaker 02

  Like, nothing good's gonna happen. Right. No relationship's gonna go well. Mm-hmm. And so, that's another conversation. I'm like, hey, you gotta go all in on whatever you're doing, right? Yeah. He goes, "So are we all in on cancer?" I was like, "Well, what do you mean?" He's like, "We're all in on cancer, we're putting it on the patch." Wow. And I was like, "Whoa, like, I wanna see Quall Church on there." But you're like, "That would look cool." Like, this is the sacrifice, this is the pain. Ooh, you're like, "Ah." And we called the league, and the league was like, "No, just put a logo on there. We're not putting a nonprofit on there. You're not raising money on this." And the Jazz and the Millers, like, dug in. They were like, "No, this is like what we wanna do. Like, we wanna do this." And so, we were the first sponsorship in professional sports to actually have a non... US professional sports to have a nonprofit on there.

• 1:20:13Speaker 02

  That's sick. Right? That's sweet. It wasn't my idea, I'll be honest with you. You didn't wanna do it, you were like, "Ah, I wanna put Quall Church..." It wasn't my idea. Like, ultimately, I made the decision, and I went to our board and said, "Hey, this is the most expensive marketing campaign we've ever done, and there's no mention of our name on it." Oh, man. They literally thought that I had lost my mind. Oh, my gosh. I mean, it was the most expensive campaign by probably 3X. Oh, and you got zero direct benefit. Zero direct benefit. Oh, man. Well, we ended up raising close to $30 million. Wow. And it's still, there's, I remember the first year, like Donovan Mitchell won the slam dunk contest, and it's like, fight for the fight. And like, you have this first thought, second thought.

• 1:20:56Speaker 02

  And the second thought's always right, but your first thought as a human being is like, "Wow." Like, but it's become such a powerful thing that there's no... There's no first thought anymore. Wow. It's always the second thought. It's always like, "This is right." And, um... That's beautiful. Adam stood up in front of all the governors and the ownership of the league and said... And talked about this. That's cool. And who would've known that that is where I developed a relationship with the Millers? To be here.

• 1:21:34Lewis Howes?

  That was before.

• 1:21:35Speaker 02

  That was before.

• 1:21:36Lewis Howes?

  That was before.

• 1:21:36Speaker 02

  It was my first affiliation with U-Touch S. Didn't even have season tickets.

• 1:21:40Lewis Howes?

  When was this? A couple of years ago or is this?

• 1:21:42Speaker 02

  Yeah, five years.

• 1:21:42Lewis Howes?

  Wow. That's crazy.

• 1:21:46Speaker 02

  So, I don't know that we'd be here for that. For one, for that.

• 1:21:49Lewis Howes?

  For that sacrifice and that commitment to service and yeah.

• 1:21:52Speaker 02

  Getting to know them and like them going, alright, we're gonna partner and having trust. Because they could have sold the team to so many different people.

• 1:21:58Lewis Howes?

  Yeah, of course.

• 1:22:00Speaker 02

  And they came and said, no, like. You know, came and said, like, this is for you. And you and Ash and you're like, let's go.

• 1:22:07Lewis Howes?

  That's amazing. That's an inspiring story. And that's fiveforthefight.org. So people can go there and they can donate and learn more about what you guys are up to there.

• 1:22:14Speaker 02

  Five bucks and start a Fight for the Fight campaign.

• 1:22:15Lewis Howes?

  There you go.

• 1:22:16Speaker 02

  Right? Like, we have, we have high schools that like have Fight for the Fight on their jerseys. They do something, any project, like any kid, they wanna do a project, do a Fight for the Fight campaign. Five dollars for cancer. You take five for the fight, brand it yourself, do it, do it, you know. You could do anything, like Laguna Beach Fight for the Fight campaign. Like, that's what it, it is a crowdsourcing and it all goes to cancer research. We don't take a dime, the patch isn't paid for it, we donated the patch.

• 1:22:41Lewis Howes?

  Wow.

• 1:22:41Speaker 02

  And our goal is to raise fifty million dollars in, in, in ten years and that's not. We'll, we'll do more than that.

• 1:22:50Lewis Howes?

  Yeah.

• 1:22:51Speaker 02

  But we wanna do it through five and small at a time because it brings everyone to realize it's our cause.

• 1:22:58Lewis Howes?

  The community, yeah. It's beautiful, man. I love the mission, I love the story. This is a question I ask everyone towards the end of our interviews and it's called the Three Truths Question. So it's a hypothetical scenario. Like you imagine that you've been working for forty more years and you got another, however little much longer to live, but for whatever reason it's your last day. And you've gotta take all of your messages and work, it's gotta go with you to some other place. No one has access to this information or anything you've ever shared before. It's all gone. But you get to leave behind three things you know to be true or three lessons from your life with the rest of the, of the world. I call it three truths. What would you say are those three truths for you?

• 1:23:40Speaker 02

  And so would other people read them?

• 1:23:41Lewis Howes?

  Yes, the world would have access to this, but this is all they would have access to.

• 1:23:45Speaker 02

  Yeah.

• 1:23:45Lewis Howes?

  No other lessons from you or messages or videos or audio or books. It would all be just this.

• 1:23:52Speaker 02

  I mean, one of them would probably be like what really mattered. Like it would probably be like, and I've seen enough people that are close to the end. Who have kind of gone through something like that.

• 1:24:02Lewis Howes?

  Yeah.

• 1:24:03Speaker 02

  And their truths are like, people matter. And the people around you.

• 1:24:11Speaker 02

  And I think um that's that's something that we lose track of.

• 1:24:16Lewis Howes?

  Yeah, people matter.

• 1:24:18Speaker 02

  People matter. Number two is it's about the journey.

• 1:24:24Speaker 02

  The journey is the destination.

• 1:24:26Lewis Howes?

  Of course.

• 1:24:27Speaker 02

  And I know that that seems really obvious, but

• 1:24:32Speaker 02

  like that's 100% true.

• 1:24:35Lewis Howes?

  Yeah.

• 1:24:36Speaker 02

  And then probably number three is like God is real.

• 1:24:38Lewis Howes?

  Yeah.

• 1:24:41Speaker 02

  Like it has to be, right? And so like that's that's where that is.

• 1:24:46Lewis Howes?

  So I have one final question before I ask the question, Ryan. I want to acknowledge you for just being a, you seem like the realest guy. You seem like a realest guy who has put yourself through different scenarios to overcome, transform, grow up at different stages of life and also give back in a big way. And I think that's really inspiring. You're a great model for what's possible. Being a great father, great husband, great man of service as well. So I really acknowledge you for constantly showing up.

• 1:25:12Speaker 02

  I'm not supposed to be here.

• 1:25:15Lewis Howes?

  But you made it happen.

• 1:25:16Speaker 02

  Well, we gotta continue to make it happen.

• 1:25:18Lewis Howes?

  Consistently doing the work, man.

• 1:25:20Speaker 02

  Like it's, this isn't like

• 1:25:22Lewis Howes?

  It's amazing.

• 1:25:22Speaker 02

  You just put your head down and go and like try to be normal.

• 1:25:26Lewis Howes?

  It's amazing, man. I appreciate your normalness. It's really cool. Final, final question for you. What's your definition of greatness?

• 1:25:32Speaker 02

  Well, so first of all, I think it's what is your definition, right? You, you asked the question the right way.

• 1:25:38Lewis Howes?

  Yeah.

• 1:25:39Speaker 02

  And I think too many people believe that someone else's definition is what your greatness should be. Is how to talk about that. Don't let anyone else ever determine what your success is.

• 1:25:50Lewis Howes?

  Yeah.

• 1:25:52Speaker 02

  Because this is, you have your reasons for doing things. And I think that if you focus on that, but for me, it's like if I'm in that last moment or whatever, and first of all, people are at my funeral, must do something right, right? Like, you know, we talk about like sacrificing everything to the point where it's like, hey, like, great, you were successful, you did all this, but no one wants to go to your funeral, right? Like, I mean, that's a good litmus test, right? And you go to funerals and like, back your way into it. Go to someone's funeral, listen to what's said, and ask yourself, like, what's gonna be said about you? Right? Like, what did you?

• 1:26:36Speaker 02

  And often, it's the quiet people who might not be the most confident out there, that just go around this earth that you might not think they, and then you show up and like, there's 500 people that had the exact same experience, when you thought it was just you, and you're like, whoa, that person just was on a mission. And they, they said hi to everyone, they stopped by everyone's house, they did all of these different things. That was who they were, and you're like, oh my word. Like, they were dialed in, like, they knew, like, they were on this journey that I only saw one, one thousandth of it.

• 1:27:20Speaker 02

  But they did it to everyone. I thought I was special and had this special, and then everyone had it. And you're like, whoa, that's scaling, that's like, that's, and you've seen that, like, I mean, like, whether it's like, okay, was Kobe great? And it's like, look at the people that like, he impacted. Right? Or look at, like, quiet people, right? And, and, I don't know, I just, I think it's just... Just try your hardest every day.

• 1:27:50Speaker 00

  Yeah.

• 1:27:51Speaker 02

  And like, you know, get a little uncomfortable.

• 1:27:54Speaker 00

  Mm hmm.

• 1:27:55Speaker 02

  And I think that you'll probably be in a good spot.

• 1:28:00Speaker 00

  There you go. My man, right. Thanks, man. Appreciate it, bro. Thank you so much for listening to this episode. If you enjoyed it, the conversation with Ryan, make sure to share this with a friend. You can copy and paste the link. You can share this link anywhere on social media or text a friend right now. And if this is your first time here, click the subscribe button on Apple Podcasts or Spotify right now, as well as leave us a rating and review and let us know the part you enjoyed most about from this conversation with Ryan. And I want to leave you with this quote from Albert Einstein, who said, strive not to be a success, but rather to be of value. And I believe that's what this life is all about. It's about being of value. And the more valuable you become for other people, the more successful you'll become in return. And I want to remind you, if no one has told you lately, my friend, that you are loved, you are worthy, and you matter.

• 1:28:44Speaker 00

  I'm so grateful for you. I hope you enjoyed today's show. And as always, you know what time it is. It's time to go out there and do something great.