Survival Mode vs. Success Mode: How to Capitalize on Chaos and Win Big | Daymond John (Fan Fav)

Fan Favorite: This episode originally aired on August 4, 2020. On this episode of Impact Theory with Tom Bilyeu, Daymond John shares the practical advice and no-nonsense wisdom that has made him incredibly successful. He discusses the three critical steps to negotiation, advises entrepreneurs to take what he calls “affordable steps”, and strongly advocates constantly seeking out new mentors. SHOW NOTES: Daymond suggests that you write your own obituary and really take inventory [3:12] Daymond knew what he didn’t want out of life, so he challenged himself [14:36] Daymond strongly advocates constantly finding new mentors [18:11] Daymond suggests young people become financially literate and learning coding [25:03] Daymond strongly advocates that people take what he calls “affordable steps” [26:55] Entrepreneurship was hard for Daymond because he didn’t see black people in that role [30:43] Daymond explains what you should do if you want to work with someone like him [40:25] You need to have empathy for everyone you are negotiating with [47:11] FOLLOW: WEBSITE: daymondjohn.com/ INSTAGRAM: instagram.com/thesharkdaymond/ FACEBOOK: facebook.com/TheSharkDaymond/ TWITTER: twitter.com/TheSharkDaymond CHECK OUT OUR SPONSORS Audible: Sign up for a free 30 day trial at https://audible.com/IMPACTTHEORY https://audible.com/IMPACTTHEORY1 ButcherBox: Ready to level up your meals? Go to https://ButcherBox.com/impact https://butcherbox.com/impact to get $20 off your first box and FREE bacon for life. Vital Proteins: Get 20% off by going to https://www.vitalproteins.com https://www.vitalproteins.com/ and entering promo code IMPACT at check out Upway: Get $150 OFF any purchase over a thousand when you use code IMPACT at https://upway.co https://upway.co/. Kettle & Fire: Get 20% off your first order at https://kettleandfire.com/impact with code IMPACT Netsuite: Download the CFO’s Guide to AI and Machine Learning at https://NetSuite.com/THEORY https://netsuite.com/THEORY Found: Try Found for FREE at https://found.com/impact Shopify: Sign up for your one-dollar-per-month trial period at https://shopify.com/impact Thrive Market: ​​Go to https:thrivemarket.com/impact http://thrivemarket.com/impact for 30% off your first order, plus a FREE $60 gift! American Alternative Assets: If you're ready to explore gold as part of your investment strategy, call 1-888-615-8047 or go to https://TomGetsGold.com https://tomgetsgold.com/ Tech Unheard: Tune into Tech Unheard from Arm and NPM—wherever you get your podcasts. iTrust Capital: Use code IMPACTGO when you sign up and fund your account to get a $100 bonus at https://www.itrustcapital.com/tombilyeu Mint Mobile: If you like your money, Mint Mobile is for you. Shop plans at https://mintmobile.com/impact. https://mintmobile.com/impact DISCLAIMER: Upfront payment of $45 for 3-month 5 gigabyte plan required (equivalent to $15/mo.). New customer offer for first 3 months only, then full-price plan options available. Taxes & fees extra. See MINT MOBILE for details. ********************************************************************** What's up, everybody? It's Tom Bilyeu here: If you want my help... STARTING a business:https://tombilyeu.com/zero-to-founder?utm_campaign=Podcast%20Offer&utm_source=podca[%E2%80%A6]d%20end%20of%20show&utm_content=podcast%20ad%20end%20of%20showjoin me here at ZERO TO FOUNDER https://tombilyeu.com/zero-to-founder?utm_campaign=Podcast%20Offer&utm_source=podca[%E2%80%A6]d%20end%20of%20show&utm_content=podcast%20ad%20end%20of%20show SCALING a business:https://tombilyeu.com/callsee if you qualify here. https://tombilyeu.com/call Get my battle-tested strategies and insights delivered weekly to your inbox:https://tombilyeu.com/sign up here. https://tombilyeu.com/ ********************************************************************** If you're serious about leveling up your life, I urge you to check out my new podcast,Tom Bilyeu’s Mindset Playbook https://open.spotify.com/show/47VE90Cittmo6TGGFqg2xf —a goldmine of my most impactful episodes on mindset, business, and health. Trust me, your future self will thank you. ********************************************************************** LISTEN TO IMPACT THEORY AD FREE + BONUS EPISODES on APPLE PODCASTS:http://apple.co/impacttheoryapple.co/impacttheory http://apple.co/impacttheory ********************************************************************** FOLLOW TOM: Instagram:https://www.instagram.com/tombilyeu/https://www.instagram.com/tombilyeu/ Tik Tok:https://www.tiktok.com/@tombilyeu?lang=enhttps://www.tiktok.com/@tombilyeu?lang=en Twitter:https://twitter.com/tombilyeuhttps://twitter.com/tombilyeu YouTube:https://www.youtube.com/@TomBilyeuhttps://www.youtube.com/@TomBilyeu Learn more about your ad choices. Visit megaphone.fm/adchoices https://megaphone.fm/adchoices See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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

• 0:00Tom Bilyeu?

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• 0:45Tom Bilyeu?

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• 1:08Speaker 01

  You're listening to Impact Theory.

• 1:10Tom Bilyeu?

  Impact Theory. Impact Theory.

• 1:12Speaker 01

  Impact Theory. Impact, baby!

• 1:14Tom Bilyeu?

  Hey, everybody. Welcome to another episode of Impact Theory. I am here with Daymond John. What is up, man? Thank you so much for coming on the show.

• 1:21Speaker 02

  Thank you for having me, man.

• 1:23Tom Bilyeu?

  Absolutely a pleasure. I have to say that in researching you, I really resonate with some of the ideas from the power broke to nobody's coming to save you, nobody's going to get you off the couch. That's on you. Where did that mindset develop for you?

• 1:39Speaker 02

  You know, I had, um, I've written several books and I'm dyslexic, so it's challenging for me to write, write books. And I realized that the mindset of being able to acquire something is first, the negotiation you have to have with yourself on... Why do you deserve it? Why are you in your circumstances? Uh, you know, what have you done wrong and they're not too late to change it? Or, you know, whatever it is. I mean, mental chains are the hardest to break. Um, so I, I get, I usually get the most, I compile like the most commonly asked questions because usually when I write my book, somebody asks me a question, I go, "Go read that book. Go read Tim Ferriss's book. Go read," you know, whatever the case is. But I realize a lot of people just didn't mentally think they had the power.

• 2:24Speaker 02

  So I wrote Power Shift, um, because, uh, like you said, uh, nobody's gonna come to your house and take you up the couch. I mean, e- especially today, right? Everybody right now is scared. They're, they're excited, they're concerned, they're not, they're, they're, they're, they're angry, uh, and they're not thinking of you right now. Uh, they're thinking about survival mode themselves. So until you understand, uh, that you are in charge of, uh, you know, your mental aptitude and the way that you're going to handle life and take on the, the bumps and the bruises, you know, until you understand it's, it's up to you, the buck's up to you, then you're never gonna get anywhere, so.

• 3:01Tom Bilyeu?

  Yeah, one thing that, that I have found, um, very difficult to deal with is that it's really hard if somebody has that mentality that they, somebody has to give them power or that somebody could even take power away from them. It's hard to get them, um, to start taking action that's really gonna help them. Do you have, say, magic words? If somebody's listening to this right now and they want you to be right, do you have sort of that key insight that helps people see, "No, no, no, I really can do this"?

• 3:29Speaker 02

  Yeah, you know, um, if they've looked at all their successes, where they're happy or where they've overcome things in life, um, they realize they dug deep into something, you know, they realize that they didn't take no for an answer. Um, if they look at where they are stuck or challenged, they need to reflect and say, "At what point in my life did that..." That starry eyed person, where did it go? You know, and what, what took that away? Um, and you'll realize at the end of the day, I mean, you know, listen, if you're somebody who is that, that middle aged person who turns back around and says, you know, I was Al Bundy, I was the star of the football team, I had that time or whatever, I was that beautiful woman,

• 4:11Speaker 02

  or I was that smart, loved my life, and now, you know, uh, you know, something's gone wrong. Um, once you accept that, you'll realize you can get back to where you were, or that good moment, but you just have to take a hard look, and take inventory. You have to write your obituary down right now, and you wanna know if you're going to live like that. Now, God willing, you're still gonna be here tomorrow, next year, ten years and twenty years from now, but until you create that change yourself, like, what do you expect to get? Out of it, you're gonna get zero. Right? And if you're miserable right now, then obviously you have done a lot of things, or made a lot of excuses, or had the wrong influences around you that

• 4:54Speaker 02

  has created the environment you're in, and what are you gonna do to change it? I mean, we're seeing it every day. I mean, I think that's why Shark Tank is such a great show. You know, you're sitting at home and you know, you used to think millionaires and billionaires are born with money, or everything happening, you're seeing moms and dads and kids and people of all colors and genders and race and sexual preference come on there and say, "No, I was home. I had zero. And I took this one sock, and I made two, and then I made four, and then guess what? Um, and I think that's why, uh, you know, it is. So to give you the short answer, it's taking a hard, deep look at your inventory of, you know, uh, what in life was your successes, what were your failures, and how did you learn from them?

• 5:38Speaker 02

  Taking inventory of where do you wanna go, how do you wanna be seen? Taking inventory of what is your, uh, you know, your assets right now? Do you have a certain amount of time? Are you somebody that lights up the room when you come in? Do you wanna cure somebody's problem? Do people love you? You know, uh, you know, are you willing to work harder than everybody else? Uh, you know, where is, where is the empathy you see in the world that's gonna need to be changed? So you take inventory of all these and you do some real soul searching, and you're at the first step of, uh, living a very fruitful life. And even if you don't get to where you wanna be, at least you know you left it all on the damn field.

• 6:15Tom Bilyeu?

  What do you say, though, to people for whom the deck really is stacked against them? Like, they're coming at it from a place that's harder than somebody else, you know, for better or worse, I think we'd all agree for worse, that the luck, who you know, all of that stuff is not evenly distributed, right? So some people are, they're certainly starting from a deficit. Do you give them a pass, or to you is it just sort of the nature of the beast that you have to outwork, outperform?

• 6:41Speaker 02

  I'm never gonna give them a pass because my father left when I was 10 years old, raised by a single mother. I started working when I was 10 years old. I haven't stopped working ever since. I'm dyslexic. I got left back in school. I never went to college. I didn't know anybody with wealth. I grew up in a community that was riddled with crap, and half of my friends were dead or in jail by the age of 21. I'm short, I have no athletic skill, I can't sing and I can't dance really well, and I'm black, and I've been at the, I've been at the, I've been at the barrel of a cop's gun three separate times, with my only crime was I had t-shirts in my back trunk and I was reaching for the stars.

• 7:25Speaker 02

  I've told I would never be able to do anything in life, and now I'm a motivational speaker, five-time author, bestselling author, I've been on a major network for 12 years, I've created a company that has influenced a good portion of the planet, I've employed thousands of people, and been able to change people's lives. You know, the reality is, I'm never gonna get away from being black, short, and dyslexic. That's just what it is. So let's get past that. I'm not gonna get away from the fact that COVID is here. That's just what it is, right? So if I can do it, and this is one of the main reasons that I do write the books and I put things out, because I'm a prime example of simplicity, hard work, and common sense

• 8:04Speaker 02

  with morals, and being able to embarrass yourself, take affordable steps, and learn from them, and you apply that, you can, you can do it. I do know it's hard. And reality is... I've met people that are more successful than me that had it harder than me. People that grew up in countries where they have to drink out of the same water that the animals drink out of. You know, that they've seen tragic, tragic things happen on a daily basis, you know? So, you know, it's out there, but we have two choices. To sit there and say, "What would be?" and just be another one of the statistics? Or to sit there and give it our best and learn from people like me. They say, "If my dumbass can make it, then you can do it too."

• 8:47Tom Bilyeu?

  Dude, one thing that really inspired me in your story is your mom. I love the story of you taking her to the meeting with Samsung. And I thought that was brilliant. You're like, "Look, my mom's smart. Why wouldn't I bring her?" What was it that she, like, gave you mentally? Because it seems like you're, and maybe you had to overcome some crazy shit that was problematic from a belief system standpoint. But you seem to have been on the right beliefs pretty early. Did she instill you with stuff that allowed you to reach for the stars even though you had what looked like, from anybody's perspective, to, you know, to be a lot of things that had to be overcome?

• 9:23Speaker 02

  You know, I think the beauty of my mother is that she always tried. And she always educated herself. And even if she had a day job, she worked on some kind of night job or another way to make money. But the key to her was that she educated herself. And she tried to educate me and educate me in real life experience. She, you know, listen, we're in a day and age right now where people are... It's tough, right? And people are thinking that white people are the oppressor or they have it better. Maybe they do, maybe they don't. Black people are being tortured and there is no way out. Maybe that is the challenge. But what my mother did when my father left, she did a couple of things.

• 10:07Speaker 02

  Number one, the man who came into my life, who I happen to call my stepfather, he dated my mother for about three or four years, happens to be of the Jewish faith. He happens to be white. And I learned at that time, I educated myself and I learned that people are people and we have more in common than we have against each other. And his brother actually was one of the lead attorneys over here who helped to free Mandela. And, and, and I, and I realized at that time, if you really look back, that whether it's civil rights war, civil war or the civil rights or apartheid, no, no oppression was never overthrown without unity of all colors. So, number one, that opened my mind to a world of accepting people for people and vice versa.

• 10:52Speaker 02

  Not being, not letting people make me feel lesser of a person because of my color. I walked into the room as a man and when I walked in the room as a man, a proud man, if you happen

• 11:02Tom Bilyeu?

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• 11:44Tom Bilyeu?

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• 12:29Tom Bilyeu?

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• 13:11Speaker 02

  Not to see my vision and there's nothing for us to do. But the other side of it is because we're different. We're going to get innovation because I'm going to share things with you that you may not know. And you're going to share things with me that we may not know. We're going to make money together. So she educated me in regards to that, but then also she would send me away to someplace different every summer for various reasons. And, and, and she wanted me to get out of the inner city where my friends were obviously, you know, being in, having challenges because they didn't have the right resources around. But she wanted me to see the world, so she would send me to Barbados or Toronto. Or I lived in Hawaii for, you know, the summer.

• 13:54Speaker 02

  Now somebody will sit there and go, oh, okay, Damon, well, sounds like you had a lot of resources living in Hawaii for the summer. No, my mother had a friend that worked on it, that was in the Navy and that woman had a son. My mother said, I will take your son for the summer. You take my son for the summer. And this would be before eleven, you can buy a ticket in advance. So my mother would buy a seventeen connecting flight ticket from New York to Hawaii three years earlier. So I will leave in June to get to Hawaii. I'll get there in September, but.

• 14:30Speaker 02

  My mind was open to all these things and the last thing um my mother did for me is at an early age she she made me understand that I'm in charge of my own destiny and this is the hardest thing to teach kids because I have I have the challenge teaching that to my daughter now and I believe that if you give somebody everything you make them the poorest person in the world and when I was in a school right when my parents got divorced I thought you know messing up would get my parents together because I was in the seventh grade and and and I remember the teacher telling my mother if Damon only passed one test one last test that we know he's uh rebelling we will let him go if not he's going to have

• 15:11Speaker 02

  to get left back and I went out that night before the test and I played as much basketball as I could and rode my bike and chewed bubble gum do whatever I did I I get a thirty on the test my mother goes into the school and the teachers go we know about the divorce we see what he's doing we're gonna allow him to move on from seventh grade to eighth grade and this was a Catholic school at the time because my mother said she said no no you're not you're not gonna allow him to move on because he needs to understand that his destiny is in his hands and I and and I don't have any money anymore so the little four thousand dollars a year I would pay for a Catholic school I I don't have it um and I'm taking Damon out and putting him in public school well of course during that summer I

• 15:56Speaker 02

  said first of all my mother said I'm gonna be on punishment for the whole summer I'm not gonna be able to go out but guess what she has two jobs there's no way in the world that she's gonna be able to tell if I'm going out or not and by the way that public school she wants to send me to they eat their young over there I mean they are horrible people my mother wouldn't send her little only child to that public school and guess what happened my mother goes out and gets a third job so she gets a babysitter to watch me she whips me the old school way lay down she took a belt pulled down my pants whipped my ass and then when I got to school in September it was not with my cozy little friends I

• 16:39Speaker 02

  knew for seven years I was in public school getting my ass whipped and it soaked in my wrist nobody's gonna save me

• 16:50Speaker 02

  Um, and so I, I learned responsibility at that time and that would, that would, I think it would, it would, it would follow me for the rest of my life that the buck stopped with me.

• 17:00Tom Bilyeu?

  Dude, your mom is legit. That gave me the chills when you were telling that story. Um, I have, I, I didn't get into quite that much trouble, but I had a similar, my mom was so fucking hardcore. She was not for play and she was just like, look, if I have to discipline you till the cows come home, then so be it. That's how it's gonna be. You're gonna be on a straight and narrow. You're gonna get your shit done. And that really did have an impact on me. And so I ended up not having kids. And part of the reason that I didn't have kids was two, one, like you said, I think if you give somebody everything, you make them the poorest person in the world. That is so well put. And I'd been very successful. And so I was afraid, if I, if I say this super, super raw, I was afraid I did not have the strength of character to deny my children something.

• 17:44Tom Bilyeu?

  When they look at you with those big, you know, doughy eyes, you, you recount that story so powerfully in your new book, Power Shift, where of course, we don't know you're talking about your three-year-old daughter, but you're telling the story of this like really intense negotiation and you reveal that it is your daughter. And I thought, yeah, that, that's the moment where I thought I was gonna be weak. So mad props to your mom. I think that is, um, that is so powerful. And forcing somebody to see the consequences of their actions, I think is, is really intense. Now, there's a couple of ways though, that you could have gone in that. And I'm super curious to know whether it was something else that she gave you that, that, you know, brought you back around to I can do this or something else. But one way is, you know, get so angry with her that you just continue to rebel and not do your thing.

• 18:26Tom Bilyeu?

  And fine, you want to send me to this school, then I'm gonna start hanging out with the bad kids and doing drugs or whatever. Um, why didn't you? Why'd you, I mean, you end up obviously killing it in life.

• 18:36Speaker 02

  I, well, initially with, initially with my mother, well, you know, I had common sense too. I realized that.

• 18:44Speaker 02

  You know, it's gotta be a bigger world out there than the little world that I knew in Hollis, Queens. And I would hear of people getting beat up or dying or going to jail. And I would say, I, I, I'm just not, I couldn't understand living in a cage for five, six, seven, 10 years. And I mean, listen, while we're thinking about this quarantine, people can't even, uh, they can't, they can't stand living in their home for a month, right? Um, so I, I realized it was what I didn't want out of life. I didn't know that I could potentially become successful and, uh, and that would happen later on in life. But I also broke my mother's heart when I heard her one night, I was listening in her bedroom and she was sobbing.

• 19:27Speaker 02

  Uh, she was very, she, she, she's a very, uh, strong woman. And I remember why she was sobbing. It was because I was not doing the right thing and I was getting whatever, you know, bad grades. And I think that I heard her on the phone and she was saying how much she was working and why was I doing this to her? And I think it was my love for her that made me want to do this, go on the straight and narrow. Um, so it was two things. It was, I didn't want to end up where I was seeing most people end up because, uh, I, I just had common sense and, you know, being a drug dealer was short-lived. And, and next thing I was breaking, uh, the heart of the only person in my life. And I just didn't want to do that.

• 20:07Speaker 02

  And then, and then I, I, I started to, to apply myself in various different ways. And I started to find my meaning in life on what I want to do, how I wanted to challenge myself and, uh, how I wanted to create a difference. And, and I think that they all kind of started to flow together, you know? But again, that didn't happen until I was like 20, uh, 21, 22. But you know, that's what kids do, we're trying to find ourselves.

• 20:32Tom Bilyeu?

  Yeah, for sure. Speaking of kids, man, if, um, so I know you had a, a health scare with thyroid cancer. Um, congratulations, by the way, for finding it so early and, and taking aggressive measures. Um, but if it had gone the other way. And you could only like sort of package up for your, your kids. Um, like three ideas, it doesn't have to be three, but just like a, a couple core ideas. Um, that you think maximize their chance for success. Like what are those foundational ideas? That have led to your success?

• 21:03Speaker 02

  Yeah, um, it would have been to, to constantly keep moving in different circles and finding mentors. Uh, and people that you are, are, are smarter than you, or they're complimentary to you. They're all reaching for the stars in a methodical way that your, your moral compass understands. So keep expanding your circle, uh, number one.

• 21:25Tom Bilyeu?

  Why is that important? Cause it's interesting when you talk about getting shipped around a lot as a kid to obviously experience different things. How does that help?

• 21:32Speaker 02

  Yeah, I think the worldview and I think different views make you a more well-rounded person, you know, um. And I think that having empathy for other people makes you, uh, somebody who people want to be with and, and, and you have better answers for things, you know? I think that you all see different races, religions or colors of people and you all start to say, um, it'll broaden your mind. It really will make you want to educate yourself in different ways. And you may find something that you never would have thought of. You may find a love and a passion in a different area that you want to go into. Um, you know, when I was, uh, when I was coming up, there was, uh, two companies, uh, Cross Colors and Kalkanai that were started.

• 22:17Speaker 02

  And, um, I remember seeing Kalkanai on a hang tag. And I remember saying, and I mean, this just, this light went off on my head. It said, wait a minute. I can, I can actually make and design my own clothes. Cause prior to that, we had only seen, um, people who are flamboyant, European, white, you know, designer, right? We never saw that. So the, the seeing of that person opened me up to say, maybe I want to try to make my own clothes and t-shirts. Now that's, that's point number one, but also in my travels, I met a lot of people who were, uh, gay.

• 23:00Speaker 02

  And I and white and brown and whatever the case is and I and I and they became good friends of mine. In my neighborhood and you know, listen, FUBU was very close to rap and was all it was about a uh, you know, a music that I wanted people to enjoy and I wanted to dress people for it, but it's a very homophobic culture.

• 23:24Speaker 02

  And to make a long story short, by opening up my mind to see that picture of that young man, by knowing of people who uh, have different sexual preferences, but knowing and loving them for who they were. I didn't mind becoming a designer, but all of my friends thought that I was gay at the time and they stopped talking to me. But I was so, I was comfortable with my sexuality because I knew people who happened to be gay that were great people. I was comfortable being able to design because I saw this thing. So it was all these exposures to things that made me say I'm going to do this because a lot of the things that we see people, uh, you know, that that hinder them is because they don't think it can be done because they think people will laugh at them because uh, uh, uh,

• 24:07Speaker 02

  they haven't seen somebody else do it that looks like them or who believes in the same things they they believe in. And I just think that those are the things that I, I, that's why I would share with my daughters. To go out and meet as many people in the world as they can and also to not lock themselves down until they're thirty five years old or older because you know, for the first fifteen years of your life.

• 24:28Tom Bilyeu?

  Lock themselves down, meaning marriage?

• 24:29Speaker 02

  Marriage, yeah, because I believe that for the first fifteen years, you're somebody's uh, daughter or son, right? And if you're gonna live to hopefully be a hundred years old, you know, after that, you're going to be somebody's uh, husband or wife, then somebody's parent, then somebody's grandparents. I want my daughters uh, to travel the world and know who they are just for ten years, right? From twenty to thirty, twenty, thirty five, whatever the case. If that other person you want to get married to, if they're not there, then screw them. I didn't say they don't have a boyfriend, but don't let them be you for a period of time. Know who you are, what you truly want out of life. And then last but not least, uh, you know, I would tell my daughters constantly educate themselves, you know? So those are the things that I would uh, uh, I would push on them.

• 25:13Tom Bilyeu?

  I love that, man. I think those are amazing things to push on somebody. You mentioned education with your mom as well, and I wanted to ask you then, how did she educate herself? Was it just buying books, library card? I'm guessing this is way before the internet, so what was she doing to further her education?

• 25:30Speaker 02

  Yeah, she would read newspapers, she would go and go to the library and pick up books and stuff, and she would also, if there was a way to do it, meaning she read a book, or she wanted to make a blouse for herself, she would then actually, hands-on, try to do it. She would also teach me about education myself, because, and she did it, you know, being very slick about it. She would say, "Hey, Danny, you know, I gotta, I gotta get the food ready, and then I gotta go to work, so do me a favor, can you read me the New York Times?" And so I would stand there next to her for an hour a day, and I would read the New York Times, and then she would ask me questions about it. And

• 26:11Speaker 02

  it got me used to reading. And I gotta say, you know, and I know that, you know, like your interviews, we go off on different topics and stuff like that, but something fascinating happened to me yesterday. My friend called me, and he said, you know, "My son, who's 12 years old, I bought him something very expensive, and I told him to read that whole manual, that book, you know, front page to the last page." And he was online, and he said, all his friends were laughing at him, because kids no longer wanna read.

• 26:42Tom Bilyeu?

  That's crazy.

• 26:43Speaker 02

  They're reading memes, or they hit the top hit on Google, and they wanna read little things like this, because there's too much information out there, whether it's good, bad, or indifferent, they don't have the attention span anymore, because, you know, our buddy Seth Golden will say, "They're not making more attention in this world." And the other thing, which is not that important, but his son does not know how to really write cursive. We're going into a new world where the kids are not educating themselves in certain ways, or... So I think that my mother teaching me, even though I'm dyslexic, how to sit down and have the patience to read something fully through, a full book, is extremely important for parents to teach their kids today, to get that discipline going early.

• 27:28Tom Bilyeu?

  Yeah, no question. And that whole notion of education, what it is, what topics matter, I think is really interesting. And I've heard you answer the question a lot of times, like, what would you have done different? And you always say financial literacy. You would have gotten that early. What are the topics that you think, like, right now, if somebody is listening to this, and let's say they're 14 or 15, and you just want to make sure that they're set up, what are the core things that they should be educating themselves on? So, obviously, financial literacy. What else?

• 27:55Speaker 02

  I think, I think technology, any form of coding, in any form, so they can write down code, neural line. I don't know how to do it myself, but, I mean, this is where the world is going to be going. So, I think operating those two things. And, you know, not as much as necessarily as you, you know, as when we grew up, but of course, health, you know. But, you know, a young kid at 14 years old, they're not thinking about much, you know, they're not thinking about, you know, drinking a green drink. But, you know, that investment pays off in so many more dividends when you're 30, 40, 50, 60 years old. But, but fully, definitely educating yourself on some kind of the digital divide

• 28:38Speaker 02

  as well, obviously, is a big challenge. And financial intelligence, those are the two keys.

• 28:43Tom Bilyeu?

  What do you think? So, a lot of your advice, I find, sort of circles around leadership. You have, you have really counterintuitive, and I would say, as a, as an entrepreneur, really insightful notions about motivating a staff, keeping them excited, keeping high, high-functioning talent around for the long term. So, where do you come down on, is leadership something that people can learn about? If so, sort of what are some key tenants? And then, you know, how do you think about deciding, am I an entrepreneur, am I an intrapreneur? Is there anything around those things people should be getting clarity on?

• 29:20Speaker 02

  Yeah, so the first part about entrepreneur and intrapreneur is I think that all people should think like entrepreneurs even working within a system. Um, because then you'll have more.

• 29:29Tom Bilyeu?

  What does that mean exactly?

• 29:31Speaker 02

  Uh, you know, that is, um, the basics to entrepreneurship is that you're seeing a problem that that, uh, you figured at first somebody else is gonna solve, but you decide that nobody else is solving it, you're gonna take on that problem. It is taking affordable steps, um, and, uh, you know, so you can act, learn, and then repeat. Um, entrepreneurs.

• 29:52Tom Bilyeu?

  So I, because I've read your stuff, I know what you mean by affordable steps. But give people like a super quick example from the early days of FUBU. This is, um, your rise is one of the most instructional, educational, inspirational rises of any entrepreneur ever. Um, it'd be great for people to get just a little taste.

• 30:10Speaker 02

  Yeah, so, you know, the theory of me having a clothing company and going into stores and, uh, you know, there's one way to look at it. Um, hey, I wanna have a clothing company and I'm going to take out a loan and I'm going to, um, you know, get some samples. And then I'm going to go around to the stores or I'm gonna market it or I'm gonna go online. And I'm gonna put up a store and, uh, you know, and I'm gonna invest in an online site. I'm gonna invest in social media, maybe I'm gonna do some Facebook ads and I'm gonna have a good amount of inventory, right? And that wasn't my, my, my, my way of doing it, not because, um, that, that couldn't be possible. It could be possible in whatever form back then, meaning I'll get a boutique or I'll get a kiosk or whatever Katie says. But I didn't have any money, so, um, taking affordable steps was something that I was able to do.

• 30:54Speaker 02

  I was, uh, able to, uh, make, make, get forty dollars and make eighty hats and go on the corner and stand on the corner and sell them and make eight hundred dollars and then, um, you know, get a couple of T-shirts and sell them. And it always went affordable, you know, boom, boom, and then a step back, right? Because I would. But I would be learning during the course of the process, right? So I made the hats, made eight hundred dollars. Alright, so let me go and buy eight hundred dollars worth of T-shirts at ten dollars a pop. That is eighty T-shirts. And what I'm going to do is I'm going to buy ten, I'm gonna buy eight colors, right? I'm gonna buy black, blue, green, red, ba ba ba ba, right? But because I did that, what did I learn?

• 31:35Speaker 02

  Well, out of the eighty T-shirts in fashion, sixty-five percent of all sales are black. Twenty, twenty percent is white and uh the other small percentage of the else. So now I got eighty T-shirts and I sold all the blacks and all the whites. Now I'm sitting on top of sixty T-shirts that I can't sell. Alright, so now I fall back. So the next time I then finally get some money, I buy more black, I buy more white, right? I took an affordable step. Well then I realized that my customer wanted only double, double XL because at that time, double XL was cool, baggy. I didn't, if the kid was ninety-five pounds holding a brick soaking wet, you know what I did? I took a small shirt and I cut the small up and I put double XL in the damn shirt.

• 32:20Speaker 02

  So, so you know, um, I, I, I, so that's why affordable steps are important because you act, learn and repeat. And I closed FUBO down three times from eighty-nine to ninety-two because I ran out of capital. But I ran out of five hundred dollars. I ran out of a thousand dollars and the business kept calling me back. I, you know, people would say, I saw the shirt, I love it. And I got this euphoria feeling, I said, I'm gonna do it again. I'm gonna start over again. So when I see really truly successful entrepreneurs, they failed six or seven or eight times. They started a company, they didn't have all their, their legal in place. They closed the company down, started it again. They didn't have their accounting, they had the legal, but they didn't have accounting. Started again, legal, accounting, they didn't have distribution, started again. By the time they get to their eighth company, they're like, yo, I got all this shit worked out.

• 33:05Speaker 02

  But they took affordable steps.

• 33:08Tom Bilyeu?

  Yeah, I love that idea of affordable steps. I think that's so important. People also should know that you're, when you first really started getting recognized, you were already 10 years in. Like you said, you'd shut it down almost three times. So getting that this is a long road that you're gonna be going, that it better be something that you're passionate about. I always tell people, "Look, the, the success is not guaranteed, but the struggle is." So if the struggle is guaranteed, you know this shit is gonna be hard, no matter what you do, then it better be something that you care about, because that's gonna be the only thing that keeps you sane as you're trying to build this thing. Yeah, that, that makes a lot of sense to me, for sure.

• 33:45Speaker 02

  And, and as we talk about the leadership stuff, and, and you know, and I love to simplify. I think that's what makes me, um, excited about stuff, you know? I've been to many speaking engagements, and I've seen a lot of things where people are, you know, they're PhDs, and they're talking so, so great about the information, but it's going over my head.

• 34:04Speaker 02

  I love to share with people my story and what I've done, because I share it in simplistic form, because sometimes people can get intimidated by what they see out there, and people they see out there. But my leadership, uh, my leadership theory is that, as a person of color who felt like there was a glass ceiling in various places that I may have worked, I never wanted people to feel like there's a glass ceiling working for me. Also...

• 34:32Tom Bilyeu?

  That's really interesting. Can we drill into that? So when you were coming up, and are we talking at Red Lobster? That's the only place I've heard of. I'm sure there were more.

• 34:38Speaker 02

  In life.

• 34:38Tom Bilyeu?

  In your story?

• 34:39Speaker 02

  In life, yeah, in life. I, you know, because when I was coming up...

• 34:42Tom Bilyeu?

  How did that internalize for you? Were you like, "Man, fuck, I just, I know I'm not getting opportunities because I'm black", or what did that, what was that?

• 34:50Speaker 02

  No, my, my, my feeling was, um,

• 34:55Speaker 02

  it'd be hard for me to go after opportunities, because I've never seen somebody, uh, on TV that looks like me, that wasn't music-related, or at, or, or, or in sports. And at that time, we didn't have the internet, so we couldn't get to see amazing business people of color, which there are millions of them, and they're amazing people. I would work at a, I would work as a foot messenger for a company called First Boston that happens to be a venture capital firm. And when I would have my paycheck every two weeks and I could afford a four dollar hamburger. I would go upstairs to the corporate uh uh dining room. And there were no women and there were no people of color there.

• 35:34Speaker 02

  So I felt that society only rewarded a certain person or they actually held other people back. Um, so as I would grow my career in my um, you know, my office. Uh, my office was United Nations. I couldn't care who you were, whether it's your education level or whether it's your color. Okay, yes, I did want you to be educated if you were my attorney. Uh, I was a high man intern for my attorney, but other than that, um, I believed also. That, I mean, the theory of being an entrepreneur is I'm making ten dollars right now. But I'd rather give you two and I'd only take eight because collectively now we're gonna make twelve and vice versa. But I never believed that no matter what job you were doing, were you ever beneath anybody else?

• 36:18Speaker 02

  You had to be able, in my company, you talk to the boy or the girl in the mailroom the same way. That you talk with respect to the CEO, because somebody dedicating themselves to you have no right to say that you are a better man or woman than that person. Cause that person has family, that person has love and that person is a person. So I think that that is where my leadership uh mentality has come in from. And as well as how can I have people be entrepreneurs in my company? If they can't, if they're not rewarded for potentially taking small steps and trying to do things outside of the box as long as it's morally. Uh, correct with what we're doing and long as nobody else gets hurt. Uh, so I, I have those, that, that's just been my way of leader, uh, leadership and.

• 37:02Speaker 02

  I'd be very honest, I don't like, you know, when, when my company was big and we had three or four hundred people working for us internally and another couple of thousand externally, I didn't like it. Um, so I also take my hat off to those who can move ten thousand, twenty thousand.

• 37:17Tom Bilyeu?

  What, what was it that you didn't like?

• 37:20Speaker 02

  You know, I felt like at that time, you know, as and I I came up, you know, in in the streets and I wasn't as educated a lot of time to certain leadership and I didn't realize for every fifty people you may need one H R person. So I I had an open door policy and I felt like I was a shrink. You know, all the time and I did want my people to feel comfortable to come and and be able to speak to me. Um, but again, I also, and that is my leadership way, I also have a a massive amount of respect for people who can you who can move ten thousand people in unison. Um, and and and and and lead lead people. So there's gonna be a million different ways to to be a leader.

• 37:59Tom Bilyeu?

  So if you're not looking for education for most roles, I get the thing about you want your attorney to be really well educated. But if you're not looking at education, you don't give a shit about skin color, what is it about? What is it you're looking for? Is it a trait? Uh, personality type like what? What do you go for?

• 38:16Speaker 02

  Yeah, so definitely it is a trait. It is a problem solving trait. Um, personality wise is I have to like you. Or I feel the team has to like you because you're not going to get too much production out of people that uh, have conflict and or don't want to work with each other because whether it's on Zoom, whether it's an investment, whether I'm employing somebody, you know, can I sit next to you for eight hours a day, five days a week for the next five years of my life? Um, and if I can and I'm excited about it and you're problem solver, well, then we're going to have innovation. Um, we're going to have, uh, it's gonna be, um, uh, you know, infectious for the rest of the team and we're gonna set a culture that

• 39:00Speaker 02

  that that people want to be part of and you're gonna retain more people because if you have heavy turnover, a lot of work stops, number one, you may be creating a competitor of yours because that person sees where you're doing wrong and says, I can do it better. Um, you know, or a lot of industry secrets are being let out. So I I don't want heavy turnover. I want people we can trust and just like in any relationship, when a couple of things happen bad. Well, if you get somebody new, you're gonna have your own form of problems. Anyway, let's let's realize what happened, but how can we learn from it? How can we get that out of the way? Because no longer will that happen because we've gotten that out of the way. And you know, so that's that's that's how I feel about it.

• 39:44Tom Bilyeu?

  Another skill set that certainly in the new book, I mean, is largely about this. That seems pretty important to your skill set is negotiating. People see you negotiate episode after episode on the Shark Tank.

• 39:57Speaker 02

  Yeah.

• 39:57Tom Bilyeu?

  So what are some things that you hope people take away from the book? What makes for a good negotiator? I thought you've really approached this in a unique way. You were giving advice you don't usually hear. So I'd love for you to lay out some of the basics.

• 40:09Speaker 02

  Yeah, you know, Shark Tank has spoiled people in regards to how they think the theory of negotiation goes because again, some of those pitches can be two hours long, but you only see eight minutes and it's very simple. Hi Sharks, my name is so forth and so on. And within eight minutes, you have a deal or you're not and it's very, very, you know, boom, boom, boom, boom, boom. Right? When, you know, the reality is the negotiation almost never closes the first time that you speak to somebody, almost never. And there's three parts to a negotiation. Number one, it is how do you build influence, whether in the room that minute on Zoom or whether when people do have that first point of interaction with you, when they pick up

• 40:49Speaker 02

  their phone and look and research you, when they look at your social media, are you able to build influence there because they already were kind of on the fence?

• 40:58Tom Bilyeu?

  That's really interesting. So are you saying that the things you put out into the world, the content that you create for your own social media account is a form of influence, even if you're, you know, only followed by your friends?

• 41:10Speaker 02

  Yeah, very true. I mean, that is, you know, before, you know, we used to, you know, get somebody's card or call their references or, you know, whatever the case, but we're no longer doing that. You know, we're meeting people and we're pulling up who they are as soon as we leave the elevator, you know? So, so, so I'll give you an example, you know? I was in an elevator and, you know, somebody, if somebody said to me, well, Damon. It's ninety seconds in an elevator, how can I build influence in that time? Well, you know, if you said to me, um, listen, I know who you are, I never thought I would need to. Here's what I'm doing, uh, you know, and, uh, you know, I love to solve these problems for people. And you know what?

• 41:50Speaker 02

  If you ever want to, uh, you know, have somebody from your team call, I'm willing to do this for you, do that for you, whatever the case is. And you know what? Either, you know, I can over provide for you or, um, we'll just shake hands and, you know, never see each other again. But I appreciate it, whatever the case is. I'm gonna leave that elevator and I'm gonna probably pull you up. And it's the same as kids, when kids come over to my company to work and we look on their social media. You know, we look at what they're saying. You know, we look at when they're posting, if you, if you're coming over and you're an accountant and you want to work in my company, well. You know, if you've got six TikTok videos that are popping up every single day and you're not in social media, well then when are you making those videos? You know, and you, you, you so, and, and we're looking at the things.

• 42:31Speaker 02

  Are you in, you love charitable organizations, are you, uh, you know, are you always on there with a smile? Hey, everybody, you know, like, we're, we're looking at these things, we're human beings and we're looking at these things. So, you know, that's where influence now is, cause no matter what, somebody's gonna look at what you're doing. They're gonna look you up.

• 42:49Tom Bilyeu?

  No question, so there was two parts to that influence. Um, that side of things is really powerful and I think people seem willfully blind or certainly unintentionally blind to how much they're broadcasting about themselves. Then the other part was, um, them making an offer, hey, look, maybe never call me, whatever, maybe it doesn't work out. But here are the things that I can do for you. How do you feel about people making that pitch? Um, because one thing that drives me crazy, I get people coming up to me all the time. Tom, just let me know how I can help you. And my thing is, don't make me think of how you can help me, like, that's the first thing you can do.

• 43:23Speaker 02

  Oh, my God.

• 43:23Tom Bilyeu?

  So.

• 43:24Speaker 02

  You sound like me.

• 43:25Tom Bilyeu?

  Yeah, what, what, how do you, like, what way actually moves you if somebody comes up and only has ninety seconds to, to give you a reason to go check their Instagram?

• 43:35Speaker 02

  Yeah, they need to see, they need to, they need to feel like they can add value in a certain way and they need to highlight their strengths on how they can bring that to the team. And maybe there's something there, maybe not. But yes, that happens to me all the time. Hey, man, you know, uh, let me get a job. How can I help you? I don't need that. I, I, I don't. If I had all the answers on how you can help me, you know, I'm, I'm still not gonna look for you. I would've had the answer. I would've had the, the solution already. Um, so yeah, I mean, you know, that is, that is how the best way people to pitch people is saying, how can I be of value to you? Okay, well, here's what I do. And I know you're in apparel, Damon. Um, you know, uh, you know, I do this or I do that. You know, I, I'm a paper cut expert on Google. You know, I, I can do this on Facebook pages. I'm a great editor.

• 44:19Speaker 02

  Uh, you know, and here's where I can help you with an apparel. I may say my apparel is covered, but I didn't realize that you can do that. You know, I'll give you a shot at another company that I'm working on. Is this within your, is this within your, you know, skill set? And you'll say yes, no, or indifferent.

• 44:34Tom Bilyeu?

  Yeah, that's huge. Letting somebody know, like even what you do. I'm always telling people, look, just tell people what you're up to. Tell them what your skill set is. When you find somebody that needs that thing, then it can be a tremendous fit. Like there's invariably something that, I mean, this is even more true for you because you have such a portfolio. But there are so many different things I'm looking for in sort of abstract areas of the business. That if somebody lines up on one of those abstract things and you tell me in an elevator or elsewhere, it's like, oh shit, okay, I actually do really need that thing. Um, that's super interesting. But if you're just asking me, I don't know what you know. So then it becomes this impossible situation where you're asking me to do work just to like possibly have something to do with a random stranger that I actually have no incentive to figure out how we can work together.

• 45:15Tom Bilyeu?

  So, all right, if influence is the, the first of the three parts of your strategy here with shifting power, um, what are the other two?

• 45:23Speaker 02

  Well, the next one's gonna be negotiation. And I love the old saying, I mean, they're around for, for a reason, you know, it's not what you accept, it's what you negotiate. And, uh, but people again, like Shark Tank, you know, uh, They don't realize that the best part of negotiation, what's in it for the other person on the other side of the table? Cause that person has their own challenges. And a lot of people uh get thrown off a negotiation because they don't ask the right questions. Uh and they may not have the amount of empathy they need. You know, if I'm talking to you and you know.

• 45:51Tom Bilyeu?

  Did you say empathy?

• 45:52Speaker 02

  Empathy, yeah. Uh because remember, everybody is, you know, you're negotiating when you're trying to get into the bathroom before your husband and wife. You're trying to tell your child, get on the school bus to take you to Chuck E. Cheese on the weekend, right? Uh so negotiating is something you're doing all day long. Uh but sometimes people don't know the right questions to ask. You know, I've seen people take things that I have said and said, well, you know, he doesn't want to do the deal. But sometimes they don't say, what's in your way? How can I make this more attractive to you? What else can I come back and bring to you? Is there any references that you would like to know? Because I'm telling you, I've done this several times. And and and by the way, even if we do this, if you have a challenge and we. I'll find ways to dissolve it fairly quickly, you'll get your money back, whatever the case is.

• 46:34Speaker 02

  But a lot of people are are so transactional and they just want to have the. The, you know, the conversation and and and and that's part of the negotiation process. But however, you know, most deals don't happen, as I said the first time you see somebody negotiating. But uh you see somebody or you talk to somebody. But the following part is how do you nurture that relationship way after the initial contact point? Because that person is either going to recommend you to many people, not recommend you to many people. They may do a deal later on down the road because you uh, you know, they felt that you had empathy. They felt that you knew what you wanted. They felt that you knew your value and your offering. And more importantly, you wanted to make sure that that they were okay.

• 47:15Speaker 02

  And you know, the cost of the barrier entry is nothing with you or easy. Um and they they can take affordable steps with you. And that is where you have to nurture those relationships. So you can do ten deals after that, or you have that person go on your board or be an ambassador or be a reference. So things of that nature.

• 47:34Tom Bilyeu?

  Yeah, that that's critical. And um so the the third part there is um how to how to. Because that is really that, right? The ongoing deal flow that you get with the different people, if I remember right from the book.

• 47:46Speaker 02

  Yeah, so it's three parts. It's how do you build with bones? How do you negotiate what's in it for the person you're negotiating with? And then how do you nurture that relationship to bring to bring more value and get more value out of that relationship? Whether the negotiation has happened or not.

• 48:02Tom Bilyeu?

  Yeah, Damon, to me, this is really, man, the three killer pillars to not just shifting power, which in a second, you should walk us through why you called it power shift, but isn't just the key to that, which is already interesting, but it is how you let your successes stack. And one of the things that's so intriguing about your career is that you've been able to branch out into different areas and continue to win, you know, obviously as an entrepreneur, but now as talent as well as an investor, as a motivational speaker, which we haven't even touched on. So you've really gone into all these different areas, but when I think about the three things that you just outlaid, that is what I talk a lot about the physics of something.

• 48:47Tom Bilyeu?

  Like when you get to the place where it can't be reduced anymore, and the way that you laid that out, especially nurturing a relationship, because you never know where that is going to go, having empathy, which is interesting, I don't hear a lot of people talk about that, certainly not in the context of negotiation, it really adds up to something pretty special, which is that it will get better and better and better for you over time. So even if you sort of lost in one deal, if you have a good relationship with them, that is, it's like that loss will pay dividends. And I'm assuming that the loss is just you left some money on the table out of empathy or just not being overly aggressive or whatever the case may be, but now it's like you've got a partner that you can go back to again in the future.

• 49:28Tom Bilyeu?

  Is that sort of one of the core things that you teach young entrepreneurs?

• 49:33Speaker 02

  I do. I teach them that they're solving a problem and they need to have empathy for everybody on the other side of the table. People want to always feel like you're in their corner. They want to feel like you understand their challenges and you respect and value them. If they're looking at it as you're just a number or they're just a number, then they're not going to want to do necessarily more with you. That's what I find. Of course, there are the exceptions, but having empathy is what I think is the biggest thing that all people should have. And I just think that it makes you a better person and it makes people feel appreciated. People just want to feel appreciated.

• 50:14Tom Bilyeu?

  So if you're rocking the empathy and you're really asking yourself like, how do I make this a win for the other person? How do you avoid getting taken advantage of? One, the other person might not be as empathetic as you. Two, they might just outright be going for the jugular. And especially if you're new, man, there's so many creative ways to negotiate that a lot of people just don't know, don't understand. What are some principles for how to not be taken advantage of?

• 50:38Speaker 02

  Yeah, well, first of all, when I'm saying be empathetic, I'm saying that it needs to be a win-win for both parties, but I'm not saying it could be taken advantage of. But I think what you bring up is a really good point is know where your line is drawn. Know what you are willing to deal with or not go in the room knowing what you're willing to deal with and stand firm by it and have no problem telling somebody where it's at. You know, some people are going to go for the jugular and that's okay. Maybe they've been trained like that. Maybe they're, you know, they grew up watching too many Wall Street movies and that's just what it did or they're not as mature at that point in life or just that's what they do. But you can still have empathy for somebody going for the jugular too. You have to find empathy for anybody. Mr. Scrooge still has a heart.

• 51:22Speaker 02

  There's something, you know, Kevin O'Leary has a heart, believe it or not. But if you're empathetic to him saying, all right, are you a VC that basically says, you know what, you need to be out of all your, you know, you need to have your business open and closing your investment in seven years, three years? Is that what you need for the projections? Do you need to tranche the money in different ways? Okay, if we do that hard deal of yours, I think I can over provide or there's some triggers that I can get some bonuses because listen, we're going to do it your way. Well, then how are you going to incentivize me?

• 51:54Tom Bilyeu?

  Well, dude, I love that you're out there trying to inspire people and motivate them. I think it's critical and I also think that your advice is real and it's good. And if people take it, their lives will be better, which is the barometer by which I judge all advice. So, man, keep doing it. I think it is absolutely fantastic and, you know, we're obviously in a super weird time, but your message about no one is coming to save you, but you can do this. You can make the change. You can learn, you can educate yourself, no matter how the deck is stacked against you, like you got this. I think it's phenomenal, man, and I hope people continue to flock to you and that message. And thanks again for being on the show. Oh, where can people find you? That is the right question.

• 52:29Speaker 02

  Yeah, I know. Thank you for all you do. And we gotta do this again because the time went by so quickly because we're having a really great conversation. Of course, people can find me on

• 52:36Tom Bilyeu?

  Anytime.

• 52:37Speaker 02

  Yeah, people can find me on social media. I'm at the Shark Damon. My name is spelled Damon, like Raymond with a D. And you know what? You can get like my digital curriculums and all that stuff on, you know, and some good nuggets to really get what you want out of life at nailyourpitch.com. So if you want to nail your pitch, go to nailyourpitch.com and get some stuff. And then you can find me fighting with Kevin O'Leary every, you know, Friday night. So, you know, so all the best, man. Thank you so much for this time.

• 53:07Tom Bilyeu?

  For sure, man. Thank you. Guys, if you haven't, be sure to dive into his stuff. Read his books. They're incredible. And if you haven't already, subscribe. And until next time, my friends, be legendary. Take care. Everybody, thank you so much for listening. And if this content is delivering value to you, please go to iTunes, go to Stitcher, rate and review us. That helps us build this community. And that is what we are all about right now. Building this community as big as we can to help as many people as we can, deliver as much value as possible. And you guys rating and reviewing really helps with that. All right, guys, thank you again so much. And until next time, my friends, be legendary. Take care.

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• 54:31Tom Bilyeu?

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