869. Q&AF: Building Foundations Of Success, First 90 Days Of Business & How To Pivot

On today's episode, Andy answers your live call-in questions on build the foundations for your long term success when you are just finishing college, what to do in the first 90 days of starting to get the most traction for your business, and how to identify the true warning signs to pivot and make a change in your business.

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

• 0:02Andy Frisella?

  What is up guys, it's Andy Frisella and this is the show for the realist, say goodbye to the lies, the fakeness and delusions of modern society and welcome to motherfucking reality. Guys, today we have Q and A F. That's where you submit the questions and we give you the answers. Now you can submit your questions a few different ways. The first way is- Guys, you can still email these questions in to [email protected]. Or you can go on YouTube, drop your question in the comments, we'll choose some from there as well.

• 0:46Andy Frisella?

  If you want to call in, you go right down in the link in the YouTube description. Is that right? Yeah, you're on it, man. Click it and fill it out. That's it. And maybe we'll put you on the show. And Andy will call you personally. Yep. Alright, that's what Q and A F is about. Now if you're new, we have shows within the show. We're gonna have CTI tomorrow. That stands for Cruise the Internet. That's where we put topics on the screen, we speculate on what's going on in the world and we talk about how we the people have to solve these problems going on. Other times, we're gonna have Real Talk. Real Talk is just five to 20 minutes of me giving you some real talk. And then we're gonna have 75 Hard Versus. That's where people who have completed the 75 Hard program come in, they talk about how their

• 1:29Andy Frisella?

  life was before, how they used 75 Hard to get their life back in order and how you can do the same. Now if you're unfamiliar with 75 Hard, it is the initial phase of the Live Hard program, which is the world's most popular mental transformation program and it is free. You can find the entire program at episode 208 on the audio feed. Again, that's 208 on the audio feed, it's not on YouTube, alright? With that being said, there is also a book you can buy on andyfrisella.com called The Book on Mental Toughness, which goes through all the ins and outs of the Live Hard Program, plus a whole bunch of extra content on mental toughness, why it's important, how

• 2:11Andy Frisella?

  to develop it, and how to use it in your life. Okay, something that we do different on this show is we do not run ads on the show. We're the biggest show in the world that does not run ads. We ask very simply that you make us a little deal. I won't talk about a whole bunch of stuff that I don't use, and you help us grow the show. All right, I financed this show out of my own pocket. And I do that because I'm here to provide value. All right, so just do a little solid for us and help us grow the show if it brings you value. We have a little thing that we say around here that says, "Don't be a hoe."

• 2:46Speaker 01

  Show the show.

• 2:47Andy Frisella?

  All right. What's up?

• 2:49Speaker 01

  What's going on, man? You got a clean line up there?

• 2:50Andy Frisella?

  Huh?

• 2:51Speaker 01

  You got freshened up?

• 2:52Andy Frisella?

  Oh, yeah. Just now. I just came right out of there.

• 2:54Speaker 01

  Yeah, I see. It looks nice. Yeah.

• 2:55Andy Frisella?

  Got everything cleaned up. Yeah.

• 2:58Speaker 01

  How you doing?

• 2:59Andy Frisella?

  Good. That's right.

• 3:00Speaker 01

  That's right.

• 3:01Andy Frisella?

  What's new for you, man? 60% of the time, it works all the time.

• 3:06Speaker 01

  60% of the time, it works all the time. I like that, man. That's technically 100%. No, technically, yeah. What's new with you, man?

• 3:14Andy Frisella?

  Uh, nothing.

• 3:16Speaker 01

  You know?

• 3:17Andy Frisella?

  Yeah. Here to...

• 3:19Speaker 01

  You know, those days you get busy. I don't really see you that much, man.

• 3:22Andy Frisella?

  Well, you know, I was on the toilet.

• 3:24Speaker 01

  Yeah.

• 3:25Andy Frisella?

  Yeah, that's where I was. I was kind of pulling one of your moves where I was like hiding.

• 3:32Speaker 01

  Aight, listen, sometimes it's necessary.

• 3:33Andy Frisella?

  I know. You go for like three hours.

• 3:35Speaker 01

  Well, I mean...

• 3:36Andy Frisella?

  Yeah. Where's DJ?

• 3:37Speaker 01

  You don't rush it. You can't rush those things.

• 3:39Andy Frisella?

  Yeah.

• 3:40Speaker 01

  You know what I'm saying? It is funny though, because I was reminiscing the other day, and like, when we first got around each other, got together, I don't want that to sound, you know, homo sapien, but when we first got together, bro, we were like synced up on everything. You know what I'm saying? Like, we like timed our poops up, we worked out, you know what I'm saying? Like, everything was insane.

• 4:00Andy Frisella?

  Then we grew apart.

• 4:03Andy Frisella?

  Then we grew apart. You know, it's natural, it happens in relationships.

• 4:06Speaker 01

  This happens, yeah. We got to rekindle this, man.

• 4:08Andy Frisella?

  Yeah, I agree.

• 4:10Speaker 01

  I mean, I already did my poop.

• 4:11Andy Frisella?

  Well, I don't know, it didn't work the first time, you know.

• 4:14Speaker 01

  What do you mean?

• 4:15Andy Frisella?

  We grew apart, so like, how are we gonna?

• 4:17Speaker 01

  Rekindle it?

• 4:18Andy Frisella?

  Is it really gonna work this time?

• 4:20Speaker 01

  I think we do a poop tomorrow together.

• 4:21Andy Frisella?

  Okay.

• 4:22Speaker 01

  We start there.

• 4:22Andy Frisella?

  Alright.

• 4:23Speaker 01

  I'll go right next.

• 4:23Andy Frisella?

  Start small.

• 4:24Speaker 01

  Yep. Play batt- we used to play battle shits.

• 4:26Andy Frisella?

  Yeah, that's true.

• 4:28Speaker 01

  Yeah, man, alright. Just a little reminiscing there.

• 4:30Andy Frisella?

  Yeah. So what we got today?

• 4:33Speaker 01

  We're gonna make some people better today.

• 4:34Andy Frisella?

  Yeah?

• 4:35Speaker 01

  As we always try to do here on Mondays. Um, we got a young buck for you.

• 4:40Andy Frisella?

  Yeah, oh, before we get into this.

• 4:41Speaker 01

  Yeah.

• 4:42Andy Frisella?

  Uh, we are within probably a week or two of launching the MFCEO project. Um, just letting you guys know, you guys are asking me about when that's gonna launch. Uh, I'm really excited about getting that going. We have a lot of cool stuff that goes along with it.

• 4:56Speaker 01

  Mm-hmm.

• 4:57Andy Frisella?

  Um, that you guys are gonna be thrilled about, so I just wanted to put that out there, being asked a lot about that.

• 5:01Speaker 01

  Oh dude, it's gonna be some killer content.

• 5:03Andy Frisella?

  It's gonna, dude, the whole thing is awesome.

• 5:05Speaker 01

  Yeah, yeah, excited for it. But yeah, we got a young buck here. Um, got a question about early, early on decisions and habits, so let's, uh, let's get Coleman on the line.

• 5:15Andy Frisella?

  Who?

• 5:15Speaker 01

  Coleman.

• 5:16Andy Frisella?

  Coleman?

• 5:16Speaker 01

  Coleman.

• 5:17Andy Frisella?

  Alright.

• 5:17Speaker 01

  It's a nice, strong name.

• 5:18Andy Frisella?

  Yeah.

• 5:19Speaker 01

  Yeah, that's good. Let's get Coleman to call. Here he is.

• 5:34Speaker 02

  Hello?

• 5:35Speaker 01

  Coleman, what's up dude?

• 5:37Speaker 02

  Hey DJ.

• 5:38Speaker 01

  How's it going, man? I got, I got Andy here, you are live on the show.

• 5:41Andy Frisella?

  Coleman, what's up, bro?

• 5:43Speaker 02

  Hey Andy.

• 5:43Andy Frisella?

  How are you, dude?

• 5:44Speaker 02

  What's up? Good, how are you guys?

• 5:47Andy Frisella?

  Good. Good, just, uh, just trying to figure out how we can help you today, brother.

• 5:54Speaker 02

  Yeah, so my question was, I am 21, I'm almost out of college. And what is the best or most important habit that I can develop right now to develop real success, you know, not the stuff they teach me in school?

• 6:11Andy Frisella?

  Yeah, look dude, that's a good question, but at the end of the day, it's very simple. Discipline is the foundation of every single area of your life. Okay, whether it be your fitness, whether it be your business, whether it be your relationships. If you have high discipline and you're able to cultivate discipline and then keep it sharp, you are at a tremendous advantage over everybody else, bro. Because most people will go through their lives and they will wonder why they can do things sometimes and why they can't seem to do things other times, which makes them reactive to the environment.

• 6:56Andy Frisella?

  And if you really want to be successful, you have to learn how to control the controllables. And that is only done through developing the skill of discipline. Meaning if you can make conscious choices that align with your long-term outcomes when it is highly inconvenient or seemingly impossible, you are at a tremendous advantage over everybody else. Because when everybody else has to make these hard decisions, they're going to flake or they're going to falter, or they're going to make an easier decision, or they're going to compromise, or they're going to cut a corner. That's what our culture has become. Our culture has become, everybody's figuring out how to do it the quick, easy way, not

• 7:41Andy Frisella?

  realizing that the quick, easy way is actually the hard way. And if you can figure that out at 21 years old, brother, you are going to be at a tremendous advantage over everybody else. I didn't figure this out until I was in my late 30s. And I can tell you this, it's made a massive difference in my life.

• 8:01Andy Frisella?

  So if I was 21 again, what I would do is I would recognize that the foundation of all my success in every area of life is going to come down to me making decisions that align with the outcome that I have set forth for myself. And if I could cultivate the ability to adhere to a plan when I'm 21 years old, then I could set any plan because I have really unlimited time or as much time as any human's going to have at 21 to create the outcome I want. So dude, this is all about understanding, discipline is a skill. It is not a trait. It's not something you're born with.

• 8:44Andy Frisella?

  It's something you have to develop. It's no different than playing guitar. It's no different than shooting pistols. It's no different than any other skill. It's no different than taking a shower. Okay, it's perishable. If you don't take a shower every day, you're gonna fucking stink. All right. And that's the reality of discipline too. If you don't practice your discipline day in and day out in an intentional manner, it's going to get rounded off and it's going to get weak and that's going to put you back amongst your peers. If you want to excel amongst your peers, which is what you're asking, okay, you have to be able to make these decisions when it's inconvenient. And if you can figure out how to do that, which by the way, I don't know, somebody

• 9:27Andy Frisella?

  that you know has developed, you know, the most famous program for that in the history of Earth. If you could develop that and keep it consistent and accept that that's what it is and it's in your control right now, bro, you're going to be so far ahead of the game. I would trade places with you in one second. Real talk. So.

• 9:48Speaker 02

  All right. Thank you.

• 9:50Andy Frisella?

  Yeah, bro. I mean, is that good? Or what do you, what do you, you got anything else?

• 9:53Speaker 02

  Yeah.

• 9:54Speaker 01

  What are you going to school for? What are you about to graduate with?

• 9:58Speaker 02

  I'm studying computer science and math.

• 10:04Speaker 01

  That's cool.

• 10:05Andy Frisella?

  Yeah, yeah.

• 10:07Speaker 01

  I mean, like, what are you gonna do with that, though? What do you want to do with that?

• 10:13Speaker 02

  I don't know yet. That's the problem.

• 10:15Speaker 01

  I feel like that's like, that's a lot of young people's problem.

• 10:17Andy Frisella?

  Well, dude, that's why I'm saying, so that's why I'm saying this is such a fundamental foundational skill, because, bro, like, look, when you're in business, you've got to make decisions that are inconvenient, that are correct. When you're choosing to be fit, it's the same thing. In relationships, it's the same thing. In any area that you want to excel at in your life, the foundation, brother, is always going to be your ability to make the decisions that align with the long-term vision of your life i- in the short term. It's, that's just what it is. And if you can accept that reality, bro, a- and really work on that right now,

• 11:00Andy Frisella?

  whatever path you choose is going to be obtainable and easier because you have, you have the understanding of, of how to make the right decision in, in the short term. So, most people lack this ability, dude, and I know, I know, you know, you're 21 and you're kind of just getting out there in the world, but dude, I could tell you, as someone who's double your age, most people don't have this, bro. They just don't have it.

• 11:27Speaker 01

  Even now, it's what you're.

• 11:28Andy Frisella?

  Oh, fuck, no. They don't fucking have it at 40. They don't have, they don't have it. They don't live their life with that. They live their life on the ebbs and flows of the momentum that they happen to catch, because as humans, we all catch momentum sometimes. And it's usually when times have gotten pretty bad and we're desperate against the wall, and we start to act with urgency. Well, if you can act with urgency all the time, you can make a lot more progress. But if you just make the proper decisions, as you go, you don't really even need that much urgency. It'll just be, the progress will be steady.

• 12:04Speaker 01

  It's just the way it is.

• 12:05Andy Frisella?

  Yeah. So, bro, if I was you, that's what I'd focus in on, man.

• 12:11Speaker 02

  All right.

• 12:12Andy Frisella?

  All right, brother. Well, I appreciate it, Coleman. Thanks, dude.

• 12:17Speaker 02

  Hey, make sure you bring a Ford GT next Sunday. I'll be there.

• 12:21Andy Frisella?

  All right, I will. Which one?

• 12:25Speaker 02

  Uh, all of them.

• 12:29Andy Frisella?

  We'll see what we can do, bro. I appreciate you.

• 12:32Speaker 02

  All right. Thank you, guys.

• 12:33Andy Frisella?

  All right. See you, Coleman.

• 12:37Speaker 01

  Yeah, that's such a, I feel like that's probably one of the hardest things for, for the young, younger generation to do. It's like they just spent four years, you know, in school and it's like, all right, what now? You know what I'm saying? It's like, you gotta go, but like.

• 12:50Andy Frisella?

  Well, I mean, look, dude, yeah, what now? But whatever you choose, you want to be able to execute it on. Like dude, the, the problem most people have is not knowing what to do. It's being able to do what they actually want to do. And so they don't pick things that they actually want to do because they don't believe they have the skill set to follow through and make it happen. So they end up choosing something that they believe they are capable of, which ultimately makes their life turn out in a way that they don't want. And that's what we hear from all of our friends and our parents and our teachers. Hey, you need to be a little bit more realistic. At least that's what I was told. I think we're all told that. Um, and if we were able to realize that if we

• 13:33Andy Frisella?

  could just develop the skill set to adhere to a plan, nothing's impossible, man. Especially when you're 21 years old and you have all this time to do it. You see what I'm saying?

• 13:46Speaker 01

  Hundred percent, man. I love it. Well, Coleman, appreciate the question. Uh, let's get to question number two. This is a.

• 13:51Andy Frisella?

  I love hearing those questions from young guys, dude. Like, I love talking to the young bucks. It's my, bro, if I was, if I was, if I was 21 years old and I could develop what I just told him, holy shit, bro. I'd murder fucking everybody. I mean, it would be, like, you know what I'm saying? Like, just thinking of the progress I've made in the last, you know, six to eight years, living this way. You know, it's just.

• 14:19Andy Frisella?

  My only regret is I wish I had figured it out when I was younger. You know, no one ever told me that discipline was something you could develop. I thought it was something people were born with.

• 14:27Speaker 01

  Or is that important?

• 14:29Andy Frisella?

  Yeah, that's right, dude. And it's the it's the foundation of everything. It's the foundation of being a good parent. It's the foundation of being a good a good husband or wife. It's the foundation of making money. It's the foundation of fitness. It's the found it's the core principle of achievement and fulfillment and success in every area of your life. And the people who don't have it, they make up all these excuses as to why their life ended up the way that it ended up, when in reality, they just couldn't make the decisions in the short term that they needed to make to get where they wanted to go. And so they didn't. And that's that.

• 15:06Speaker 01

  That's real, man. Well, guys, any question number two?

• 15:11Speaker 01

  This might be a little older, Buck, maybe. Let's get let's get question number two, guys. Andy, I am a combat veteran, a father of eight with one on the way. Former congressional staffer, went to night school after the military, earned an MBA while working full time. Not a flex because higher education is a joke, but I but to prove to myself and to prove that I could see something to completion. I am thinking about walking away from a 10 year insurance career where I handled high net worth clients, including being responsible for coverage on your car collection at one point. I am in the process of launching a solo cleaning business, Stars and Stripes Cleaning

• 15:53Speaker 01

  Company, to take control of my future and build real freedom for my family.

• 15:58Andy Frisella?

  Wait, this guy, he say handle insurance on my collection?

• 16:02Speaker 01

  Well, I didn't know it was just an example, like

• 16:03Andy Frisella?

  Oh, got it.

• 16:04Speaker 01

  Big car collections.

• 16:05Andy Frisella?

  I was gonna say.

• 16:07Speaker 01

  No. But he says, I've got grit, I got discipline and a service first mindset. If you were me, how would you attack the first 90 days to gain traction, dominate my area and scale to something meaningful? First 90 day checklist, I guess, for a brand new business.

• 16:29Andy Frisella?

  Cleaning business.

• 16:32Andy Frisella?

  What I would do is I would find the most prestigious, most active voices on social media in your community. I would go and clean for them for free in exchange for an honest testimonial on social media. And I would say, hey, I will come clean your office, or I will come clean your home, or whatever. Did he say he's like?

• 16:58Speaker 01

  What his specialty is?

• 16:59Andy Frisella?

  Home or off, whatever, whatever they got.

• 17:01Speaker 01

  Whatever.

• 17:02Andy Frisella?

  Okay, you need me to clean your shoes, I clean your fucking shoes. You need me to clean your dog's butthole after it fucking takes a shit? I'll make sure it's sparkly.

• 17:10Speaker 01

  Yeah, right.

• 17:10Andy Frisella?

  Okay, whatever the fuck you gotta do to make sure that those people say, holy shit, I have never, ever, ever had someone clean my office this way, or clean my home this way, or clean my car this way. And do it for free to the loudest, most known people in your community that you can. And, you know, tell them to give me an honest review on social media. That's all, an honest one, not, hey, a positive review, or a five star review, or, no. Hey, if I do a shitty job,

• 17:46Speaker 01

  Say that.

• 17:47Andy Frisella?

  Say I did a shitty job.

• 17:48Speaker 01

  Yeah.

• 17:49Andy Frisella?

  Okay? And if you make an honest offer in good faith, one, people are gonna take it. Two, if you do the job to the level that I know you're going to do, you don't raise eight kids, go to night school, become all this shit without high levels of fucking discipline. So when this man says, hey, I have high levels of discipline and grit, I believe it. Okay, because the record shows that. What, what he's talking about is hard.

• 18:13Speaker 01

  Takes some, takes some work, yeah.

• 18:15Andy Frisella?

  So, let's be real, you have the skills, and that, that's what I would do for the first, you know, couple of months, I wouldn't quit my career, I would not quit your job. I would transition over. I, cause like dude, look.

• 18:30Speaker 01

  That's what most people fuck up at.

• 18:31Andy Frisella?

  Well, look, you gotta make enough money to pay your bills, okay? When you're transitioning from a career to a new business, you've gotta do it in a way where you're covered. Which means for most people, that means decreasing their lifestyle, cutting all the waste, and this is what I'm recommending for this gentleman. Cut all the waste out that you can, get real tight on your budget, start to do these cleanings, uh, to the point where you're starting to get paid. And transition over when you start to make enough money to survive doing the cleaning. Not saying enough money to buy a fucking Rolls Royce.

• 19:08Andy Frisella?

  Uh, when you can transfer your life from the previous career to the new career and support it. That's when you'd make the jump. Okay. And so I would, uh, you know, give the first 90 days as a crossover period to create testimonials and word of mouth.

• 19:30Andy Frisella?

  And, uh, yeah, and I would make sure I would tell the, the only stipulation of the testimonials that I would be working to create. Like I said, would be to, for them not to tell anybody that you did it for free. And that's it. And then you're going to have, you'll have a bunch of testimonials on your page. Uh, you'll have a bunch of good word of mouth going around. And you'll be off and running.

• 19:54Speaker 01

  Yeah.

• 19:54Andy Frisella?

  And that's that.

• 19:55Speaker 01

  Yeah. What do you think, when, when it comes to like people just getting going, I guess. I guess, I guess my question is like, how do you, and not to say that this person would get like the paralysis by analysis thing, right? But like, you know, somebody that has, you know, high, high standards and wants the best. How do you make sure, I guess, like self audit to make sure you're not getting stuck in the, in, in the actual going piece of that?

• 20:19Andy Frisella?

  Well, look, entrepreneurship has a very common, uh, theme amongst it. Uh, and amongst high level entrepreneurs. It's, it's the mentality of going and then adjusting. Okay. You want to launch when you're not ready and then make it better as you go.

• 20:36Speaker 01

  As you go.

• 20:36Andy Frisella?

  Which by the way, I've been working on this fucking thing with MFCEO guys for two fucking years. I could have launched it a year ago, but guess what? I wanted to make it better and I wanted to make it perfect and I want to do this thing. And when I should have just fucking put the motherfucker out and did it as we go. And I know all of you guys would be like, all right, cool. But we, my point in saying this is that sometimes you, no matter how seasoned you are, no matter how many times you've done this, you have to remind yourself that you have to go and then make the adjustments as you go. You don't, it doesn't become perfect and then you launch. You launch before it's fucking ready and then you listen to what people say. You make the adjustments and then you continue to improve.

• 21:19Andy Frisella?

  And you know, everybody falls back in that trap because as entrepreneurs.

• 21:25Andy Frisella?

  When we represent, and people don't think about this, a company that we create represents our fucking name, okay?

• 21:35Andy Frisella?

  What do you want your name to say? Do you want it to say you do things half ass? Or do you want it to say, I do things fucking perfectly? I'm of that camp. So when you are a person who wants a high level of reputation and success built around you, your name and your brand, stalling until it's perfect becomes perfectly natural. But the problem is, is sometimes those people never launch anything.

• 22:03Speaker 01

  Right.

• 22:04Andy Frisella?

  Right? And then the market passes them by and then the opportunity goes by and then all of a sudden they're saying, I could've, would've, should've. And that's where courage comes in. That's where the courage aspect of becoming, courage is one of the biggest things that people gotta have to be successful, dude. It's you, you gotta be willing to go and then build it as you go.

• 22:23Speaker 01

  Yeah. Well, I think like, I think the key difference here too, I guess what I was getting towards is more people who are just now starting. I think your situation, I think we could safely say it's a little bit different. Like, you have a reputation.

• 22:33Andy Frisella?

  My point DJ is that we all do this. It doesn't matter if you're at day one or if you're at 26 years in. We all struggle with paralysis by analysis and you have to fix, you, you have to recognize that's what's going on and then you have to force yourself to go.

• 22:51Speaker 01

  To do something about it.

• 22:52Andy Frisella?

  Yeah.

• 22:53Speaker 01

  I love it, man. I love it. Well, guys, let's get to our third question. We got another, uh, we got another caller here.

• 23:00Speaker 01

  Uh, this is, uh, Jackson, who has a question about complacency when it comes to success.

• 23:06Andy Frisella?

  Yeah.

• 23:06Speaker 01

  So let's give Jackson a call.

• 23:22Speaker 02

  Hello?

• 23:23Andy Frisella?

  Jackson, what's up dude? This is DJ, you're live on the Really F Show with Andy. What's up Jackson?

• 23:27Speaker 02

  What's up guys, how are you?

• 23:29Andy Frisella?

  Good bro, how are you?

• 23:31Speaker 02

  I'm doing fantastic. I appreciate you guys taking my question.

• 23:35Andy Frisella?

  Yeah, so what can we do for you, brother?

• 23:39Speaker 02

  So I, I guess let me, let me pull it up because to be completely honest, I don't remember what the fuck I submitted to you guys, it was two weeks ago, but I heard it, was there a point early on when the first taste of success, money recognition, where any of that stuff almost made you slow down? And if so, what snapped you out of it and made you double down instead?

• 24:05Andy Frisella?

  You know,

• 24:10Andy Frisella?

  if I'm being completely honest dude, I spent so much time struggling and so much time broke that it sort of traumatized me, which I think is a good thing. Because I don't ever feel that way. I'm always urgent, I'm always on the go, I always want to go. And the minute that I start feeling like I'm not moving, I get very anxious and I have to start moving. In fact, I would say the people around me probably get super annoyed about it because I'll come in out of nowhere and be fucking hyped up. And all it is, is me, me getting afraid that I'm gonna go back to being where I was. And so,

• 24:54Andy Frisella?

  you know, my first 10 years, bro, and I'm sure you know, you've heard me say this, I didn't make any money, you know, I didn't make any money the first three years. The next seven years, I made $695 a month for a total of $58,380 the first 10 years I was in business. So, for me dude, it's, that was such a long time to spend grinding. And then when I started getting some money, I appreciated it so much that I never want to go back. So. For the most part, that's how I've always operated. Now have there been times where I felt

• 25:35Andy Frisella?

  myself get a little bit complacent? Absolutely. And those usually came after the times where I had a big level up in personal income. And in those times, when I started to feel that way, usually how it came across to me was I started to feel like it was what I was doing was pointless, past the point of what I was doing it at. So, for example, you know, like, I made a lot of money and enough money for me to be happy for a long time. But when that started, when I start to feel that way, I look around at all the people who have helped me get in this position and I start

• 26:19Andy Frisella?

  to put my responsibility to take care of them and their families. And I create external pressure based upon my responsibilities to my employees and the people around me. So when I have gotten complacent, I very simply remember that at this point in my life, this is not about me anymore. This is about everybody around me. And that, when I look at it like that, and I view it as, you know, I'm just a member of the team and I have to do my part, no different than, you know, Tom Brady has to show up for his guys to get paid, right? Like if Tom Brady doesn't show up and play his fucking football game, his offensive lineman don't get paid, his, the rest of the team, the

• 26:59Andy Frisella?

  coaches, everybody. So, when I, when I feel complacent, I just remember the position I'm in, and how much I love the people around me and how much I care about them and, and, and what I want for them. And that snaps me out of it and gets me going again.

• 27:18Andy Frisella?

  I got you. So, you know, I hear Ed talk about this all the time.

• 27:21Speaker 02

  In terms of, you know, falling back on, it seems like, and correct me if I'm wrong, but it seems like you have a set of of habits and rituals, you know, that are important to you. He talks about that all the time and, and, and that same thing. And that gives you something to fall back on in times of stress and, and uh, maybe complacency. Is that kind of what you're saying there too?

• 27:40Andy Frisella?

  Yeah, for sure, dude. And, and when I do get in that place where I have to go back, I always go back to the fundamental systems. You know, I'm a systems guy. I create production systems. That's what I'm good at. That's what I'm good at in business. I create systems. Um, and I'll go back to the fundamentals, you know, the, the live hard program, the power list, these types of things. Uh, my, my visualization routines.

• 28:06Andy Frisella?

  Those things help snap me right back into that productive, the best productive Andy that, that I can be. So when I do get a little off track, bro, I just go back to the fundamentals, you know, it's, it's, it's no different than Michael Jordan, dude. He stopped, uh, he started every practice with chest passes, you know, and then he moves to dribbling and then he moves to free throws. And it didn't matter if he had five rings. He still started that way. So, um, what I've found is that when I just find myself, you know, straying a little bit or getting a little bit complacent or a little bit off course, I just go back to, to the foundational systems that have gotten me here and I've never failed

• 28:48Andy Frisella?

  to lose that way. Uh, once I get back into those, those habits and, and those belief systems and that accountability system for myself, the progress starts right back. So, uh, you know, that, that's definitely how I do it, brother.

• 29:04Speaker 02

  Absolutely. Yeah. And I appreciate everything you guys do. I'm, uh, I'm on day 29 of 75 hard right now. Definitely changed my life. Done it every year for the past five years and, uh, it's awesome. So I feel, I feel the same way about that. Trying to create systems and, and it's just awesome to hear that that's how you view it as well.

• 29:21Andy Frisella?

  Yeah, bro.

• 29:21Speaker 02

  Bro, I really appreciate everything you guys do.

• 29:23Andy Frisella?

  Well, I appreciate you, man. We wouldn't be here without you. So thank you for all the support and trust me, bro. Uh, I gotta work at this just like you and just like everybody else. So it's, um, you know, we're all doing it together, brother.

• 29:38Speaker 03

  Absolutely. Yeah. Well, thank you guys so much. I appreciate you guys taking the question. It's awesome to get to talk to you and you know, you guys have a great weekend.

• 29:48Andy Frisella?

  All right, brother. You too. Thank you so much for everything.

• 29:51Speaker 03

  Absolutely. Yeah, thank you. Awesome. Thanks, Andy. Thanks, DJ.

• 29:54Speaker 01

  See you, brother. I think, I think that's a, it's a, it's a lesson of like the delayed gratification. Like you almost went through it unintentionally. You know what I'm saying? Because you had to go through the struggle. Like you didn't struggle by fucking choice, you know? And so like that, that gratification was delayed for so long.

• 30:12Andy Frisella?

  Yeah, yeah, dude. For me, you know, I'm just being real. Like I, I was so embarrassed. Like dude, when I, when I didn't have any money, man, like, you know, uh,

• 30:30Andy Frisella?

  I, I just never, I never saw myself in the frame of someone who didn't have money. Like even when I was younger or when I was like in high school or even when I was a kid. Like I always fucking saw myself as like, I'm going to be successful. Like that's how I saw myself. So like when, when,

• 30:50Andy Frisella?

  when we were running the business in the early days, you know, 99 to let's say, you know, 2013 or so.

• 31:01Andy Frisella?

  That first 10 years of that timeframe were really, really hard for me because it was embarrassing. It was like embarrassing. Like all my friends were getting degrees and they were getting jobs and, you know, they were making remarks to me and they were going on vacations that I couldn't go on or buying cars I couldn't afford. And, and it started to like, it started to really wear on me. Because I'm like, fuck dude, I'm like the one person out of all these people that wants, that really wanted to be successful and it looks like I'm going to get passed by and I'm going to end up being the opposite of that. You know, yeah, bro. But you know what was crazy is when I humbled myself and

• 31:46Andy Frisella?

  And I said, okay, maybe I'm not gonna be wealthy, but I do enjoy helping people. And I focused on helping people, I got wealthy. You know what I'm saying?

• 31:57Speaker 01

  Magic.

• 31:58Andy Frisella?

  Well, it's just humbling yourself and realizing it's not about you, it's about them.

• 32:01Speaker 01

  Yeah.

• 32:02Andy Frisella?

  You know?

• 32:02Speaker 01

  Yeah, that's real.

• 32:03Andy Frisella?

  So.

• 32:04Speaker 01

  We got our final question, we got one more for you, Andy, this is another write-in. Guys, Andy, question number four. Andy, what are some true warning signs for a business that would suggest a pivot needs to be made? I'm four years in, and I, just like you, just went and started my company. About two months ago, we brought a new service to market. This is our second true offering for a standalone service. We put a lot of effort and energy into launching this, and nothing happened. Nothing happened compared to our expectations.

• 32:44Speaker 01

  At what point and what criteria should conversations and plans start happening to change the course? When do you make the pivot? When do you know to make the pivot? Or that a pivot needs to happen?

• 32:55Andy Frisella?

  How long do you say he's been doing it?

• 32:56Speaker 01

  Uh, the new product, two months. Been in business for.

• 33:00Andy Frisella?

  And what's the product?

• 33:01Speaker 01

  I didn't really clarify. This is a new service he brought to market about two months ago. And they're not, it's not getting, uh, the expectations.

• 33:10Andy Frisella?

  Well, fucking nothing gets the expectations when we first launch it, motherfucker. Like, fuck dude, you think I didn't fucking wanna be, uh, fucking Jeff Bezos the fucking year after I launched my shit? Like, fuck dude, that's welcome to business. Shit doesn't go the way you want it to go.

• 33:28Speaker 01

  Yeah.

• 33:29Andy Frisella?

  Sometimes things take longer than you think. And I can guarantee you this, if you give up on every idea after two motherfucking months, bro, you're gonna be broke as fuck your entire life. Okay? So, I don't know what the fuck, this motherfucker should've called in. I don't know what the product is. Okay? So, I have limited, uh, but here's the thing. I don't care what the. I do not care what the product is. I don't care. I don't care what the, you could be selling fucking the coolest product ever.

• 34:03Andy Frisella?

  And if you're presenting it wrong, or you're advertising it wrong, or you don't have a market, or you don't have people that are listening to you. They, nobody can know that it's a great product. Nobody knows about it. So.

• 34:19Andy Frisella?

  My point here is that like 60 days is not enough for fucking anything. It's not enough. Okay. So you have to ask yourself, why is this product not hitting? Is it because the product's not good? You gotta be honest with yourself too, dude. This is a big problem with entrepreneurs. They, really good entrepreneurs are very, very honest with the quality of their product. And I actually think they lean towards thinking their product's not as good as it is because the mentality that you have to have is to always improve. All right. So true kick ass entrepreneurs, you know. Everybody thinks that they walk around and they just let their dick swing and they think they're, bro, most of them guys are like fucking running scared.

• 35:00Andy Frisella?

  And they're like, fuck, I don't know if my shit's good enough. I gotta make it better. But that's what makes it better because you always feel that way. But, bro, you can't give up on something that you haven't explored the reason as to why it's not moving after 60 fucking days. Unless like you're, you know, like for me, I have millions of people on my email list. I have millions and millions of customers on my business's emails list. I could figure out instantly if there's a demand for it, but dude, if you're just starting, there's no way to know that. You know what I mean? So why is it not hitting? Is it the product? Is it how you're presenting it? Is it? The, the ad copy? Is it, you know, what, what the fuck is it?

• 35:43Andy Frisella?

  Yeah. What is it? What's, no, he sounds like he has a fucking attention problem, you know, and um.

• 35:50Andy Frisella?

  You, you have to go through point by point by point by point. And figure out why it is that you're not getting what it is. And I would bet that you probably don't have the messaging right. I bet it's a little bit of everything. I bet your messaging is off. I bet your product's a little bit off. I bet the way you're presenting it is probably a little off. I bet who you're presenting it to is a little bit off. And these things, these are not big switches to flip. These are little bitty tiny turns of the dial that you need to dial in to see. And by the way, you might find out, no one gives a shit. You might find out that it's, it's, uh, it's not a good product. And, um,

• 36:31Andy Frisella?

  you know, if that's the case, you know, you, you, you could pivot. But micro pivots along the way are what actually create great shit. You know what I'm saying? Like, dude, when we first launched First Form, the first product we came out with was called Level One Light. All right. It was a low calorie, low carb protein powder designed for women. And, uh, you know, you know what happened?

• 36:54Speaker 01

  I haven't even heard of.

• 36:56Andy Frisella?

  That's right. You know why? You know why? You know why nobody's heard of it? Cause it didn't fucking sell. Okay. So that was the first product of First Form. It did not sell. Product did not sell. If I had said, well, fuck dude, nobody wants First Form. Where would I be? You see what I'm saying? So what I did was I.

• 37:16Speaker 01

  You'd be light.

• 37:17Andy Frisella?

  Yeah, yeah, no shit. So, so this is a common trait amongst entrepreneurs and people in general in business, guys. You gotta understand. This is the concept that we talk about, about aggressive patience. Okay? You have to give enough time for the cake to bake

• 37:42Andy Frisella?

  before you start fucking with the, the, the, the temperature or the recipe or the this or the that. You can't, you can't do it. Time is a factor. Okay? Like, we have to understand. And I use the analogy of baking a cake. All right? You get the best cake recipe from fucking Martha Stewart, her award winning cake recipe. That's won every award across the world and across the universe. It's the best cake ever. And she gives you the exact ingredients. Okay?

• 38:12Andy Frisella?

  And she tells you every single input that needs to be made, what, how, what the temperature of the oven is, how long you put it in there, what the ingredients are, and what amounts, and what order to mix them in, and you have every single thing lined out. Here's the mistakes that entrepreneurs like to do. One, they think that they are the chef, and they think that they can change the ingredients, even though they have no experience baking a fucking cake. I'm gonna use gluten free. I'm gonna do this, I'm gonna add a little more of this, I'm gonna take a little of this out, okay? When you have a recipe for success, and you have no experience in success, you do not

• 38:57Andy Frisella?

  have the understanding of what to change in the recipe. Okay, so that's first thing. They fuck up. That's the first thing. The second thing is, what they do is they think like this, well, if it takes 40 minutes at 400 degrees, if I turn it up to 800, I'll get in 20 minutes. Okay, so they think they can out hustle the time, alright? You can't out hustle time. What happens if you throw the motherfucker in there at 100 degrees for 20 minutes? What do you get back? Oh, you get a crusty piece of shit. Yep. Okay, and that's what, that's what you're gonna get in your business too. Yeah. Okay, you're gonna get, you're gonna get burned out, you're gonna get frustrated,

• 39:39Andy Frisella?

  you're gonna get a product that does not resemble anything of what you set out, because you lack the patience, okay? This is, this is very common amongst entrepreneurs. We try to manipulate things that cannot be manipulated, okay? You can't take the struggle out of the recipe, you can't speed it up by going twice as hard. So, you, now you can make a maximum speed by going as hard as you can, but you can't go any faster than that, because there's time aspect and product adoption. Customers had to become familiar, they have to see it nine, 10 times before they ever wanna buy it. Like, there's all kinds of things that you just can't get around, and I'm gonna tell you right now, there's fucking nothing.

• 40:23Andy Frisella?

  That you can make work in 60 days like that. Nothing. So my advice to you would be very simple. Tell yourself the truth. Is the product actually good? Is it a product that you made? That's trying to like sort of trick people into buying it? Or is it a product that delivers tremendous value to one's life? If it's not a product that delivers tremendous value, how do you pivot it and turn the knob a little bit to make it become that? So that people will be more likely to use it. If you can't do that, then maybe it's time to develop something else. But a lot of the reason that products don't work for entrepreneurs is because they try to

• 41:04Andy Frisella?

  do this shit. Like they think of it like this. It's a fundamental difference in the way you think. If you ask 90 fucking eight percent of, and you observe 98% of entrepreneurs, they try to operate from this place of I'm going to make a product and I'm going to try to make the value

• 41:27Andy Frisella?

  the perceived value as high as I possibly can without actually making the product as valuable as it could be. Okay. And it's almost like they're trying to trick the consumer. All right. And this comes from old advertising, big business, old, old days of doing, can't do shit like this anymore because the feedback loop is instant. So the entrepreneurs that are winning today are saying, and have won for the last 10, 15 years since social media came about, when the, when the feedback loop became instant, are people who say, how do I develop something that actually delivers tremendous value? How do I make something that when people use or consume

• 42:11Andy Frisella?

  or share or, you know?

• 42:16Andy Frisella?

  Talk about it's going to be something that they're they're saying, holy shit. This is the best thing I've ever done. This is the best app I've ever used. This is the best food I ever ate. This is the, this is the best service I ever had. This, this helps me tremendously. If you create products that do that, you really can't lose. Okay, you can't, you can lose because you're stupid and you quit on things in 60 fucking days. But if you develop a product that is along the lines of actually contributing to someone's life, it's really hard to fuck up. So.

• 42:50Speaker 01

  It sounds like there's an emotional investment here because I mean, even talk about I put a lot of effort and energy.

• 42:54Andy Frisella?

  Of course, that doesn't fucking matter.

• 42:56Speaker 01

  Yeah.

• 42:56Andy Frisella?

  Doesn't matter.

• 42:57Speaker 01

  Yeah. Did you have a lot of emotion, I guess tied to that first product?

• 43:00Andy Frisella?

  No one gives a fuck how much work you put into shit. Okay, no one cares. Did you see the clip from Walla talking to black entrepreneurs? Walla, who is a fucking smart motherfucker.

• 43:12Speaker 01

  The rapper?

• 43:13Andy Frisella?

  He's a social media guy.

• 43:15Speaker 01

  Okay.

• 43:15Andy Frisella?

  He's, I think he's a, he's a rapper and entrepreneur and all this shit. And he was, he was going, this, this clip went viral this week about him talk, he was talking to a bunch of black entrepreneurs. He goes, nobody gives a fuck that your business is black owned. You know what they care about? They care about if the product's good. They care about if the service is good. They care about if it's actually something worth, you know, buying or using or consuming. I'm paraphrasing what he said, but he's right. Okay, no one gives a fuck about you. No one cares who made it. No one cares what race they are. No one cares if it's a man or a woman. No one gives a fuck about anything other than how good is the product?

• 44:00Andy Frisella?

  And how much does it benefit me? How much do I enjoy it? How good is the service that goes with it? How does it make me feel? It's, there's no other way to sustain yourself in business other than being great. And everybody wants to hack their way around that. Everybody wants to make it easier. Everybody wants to trick the system. And then they look at the people who have built the craziest shit who live these big lives and they're like, how they tricked this, they tricked the system by creating a great fucking product with a great fucking service that people enjoy and are proud to share with their friends. And when you do that, it doesn't matter what the product is, people will talk about it.

• 44:44Andy Frisella?

  Okay, so we have to get this focus off of how much effort we put in or who we are or what group we belong to. And we have to realize that no one gives a fuck about that. They care about what fucking points you put on the board, bro. They care about what you create, what you build, who you become and how they can do the same. So let's note like, you know, when people, I agree with you. He's emotionally attached.

• 45:07Speaker 01

  It's emotionally.

• 45:08Andy Frisella?

  I put a lot of work. Yeah, that's what the fuck you're supposed to do. You know, like you have to let go of that shit.

• 45:16Speaker 01

  That's real, man.

• 45:17Andy Frisella?

  The things you care about are not the things that your customers care about, bro. It's our own egos. We all have egos. You know, I don't, I don't have an ego. The fuck you don't. Everybody has one. And you need a big one to be successful in business too, because you need to fucking believe in yourself more than other people believe in you. So, yeah.

• 45:36Speaker 01

  I love it.

• 45:36Andy Frisella?

  But you also got to balance that with humility.

• 45:38Speaker 01

  Yeah.

• 45:38Andy Frisella?

  How do I improve? How do I get better? Right? You gotta have the balls to put the product out there, but you also have to have the wherewithal to question, is the product actually what it could be and should be? You know what I'm saying?

• 45:50Speaker 01

  Absolutely, man. Absolutely. Well, guys, Andy, that's a hell of a way to start a Monday.

• 45:54Andy Frisella?

  Yeah, guys. Hey, there's only one way to win, bro. And it's being undeniably great at what you do. I could answer 50 fucking thousand questions. It's going to come down to that same principle every single time. So go out there, do the best you can, become the best you can, create the best that you can, and things are gonna work out.