907. Q&AF: Overcoming Self-Doubt, Staying Sober In Business & Keeping Business When Relocating

On today’s episode, Andy answers live call-in questions on how to overcome self-doubt when you feel like you’re never doing enough, how to stay sober while growing a business, and how to keep finding customers when relocating to a new state.

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

• 0:16Andy Frisella?

  What is up guys? It's Andy Frisella and this is the show for the realist saying goodbye to the lies, the fakeness and delusions of modern society and welcome to motherfucking reality guys. Today we have Q and AF. 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, email your questions in to [email protected]. That's DJ. Hello children. You can also go on the YouTube video of the Q and AF episodes and go right below the video. There's a link there. You click that link and you can call in live to the show. Other times throughout the week, we have shows within the show. Okay. We call it a little peanut butter and jelly.

• 0:59Andy Frisella?

  We have some personal development and then we have some what's going on in the world. A lot of people don't understand why we have those two, but it's very simple. If we don't have the proper environment to sprout prosperity, which is culture and society, it doesn't matter what rules we follow in terms of being successful. So we talk about both here. So we're going to have CTI. That's Cruise the Internet. That's where we put topics on the screen. We speculate on what's going on in the world. We joke around a little bit and then we talk about how we the people have to solve these problems going on in the world. Other times throughout the week, we might have a real talk. Real talk's just five to 20 minutes of me giving you some real talk.

• 1:38Andy Frisella?

  And then occasionally we have 75 hard verses. That's where somebody who has completed the 75 hard program comes on the show, talks about how they were before, how they are now, and how they use the 75 hard program to drastically improve their life. If you're unfamiliar with 75 hard, it is the initial phase of the live hard program, which you can get for free at episode 208 on the audio feed. Now the live hard program is the world's most famous ever mental transformation program and it happens to be free. You get it as episode 208 on the audio feed. It is not on YouTube. And there's a book you can buy. It's not required, but you can buy it.

• 2:20Andy Frisella?

  And it's pretty good because we can't keep it in stock. You can get it at andyfrisella.com. It's called the book on mental toughness. So it'll outline the entire live hard program, plus a whole bunch of other information on mental toughness, why it's important, how you can use it to build your life and take back control. All right. Break free of the matrix. That's what they like to say. So we also have a fee for the show. The fee is very simple. We don't run ads on the show. All right. I don't take corporate deals because I don't want to be told what I can and can't say. And in exchange for that, I ask very simply that you help us grow the show by sharing it. All right. So if the show makes you think, if it makes you laugh, it gives you new perspective. It's something worth talking about. Do us a favor and don't be a hoe.

• 3:02Speaker 01

  Share the show.

• 3:03Andy Frisella?

  All right. What's up?

• 3:04Speaker 01

  Happy Monday.

• 3:05Andy Frisella?

  Yeah. Yeah. What are you laughing at?

• 3:07Speaker 01

  Oh, you know, a little off camera action. That's all.

• 3:10Andy Frisella?

  What do you mean?

• 3:11Speaker 01

  Yeah.

• 3:11Andy Frisella?

  I don't know what you're talking about.

• 3:12Speaker 01

  What's going on, man?

• 3:13Andy Frisella?

  Nothing, dude.

• 3:14Speaker 01

  Yeah. Another beautiful day.

• 3:15Andy Frisella?

  Yeah, it sure is.

• 3:16Speaker 01

  Dude, I checked my forecast this morning for this week and it is rain every day.

• 3:21Andy Frisella?

  Bro, I feel like we've gotten so much rain lately, like this whole, like since March to now, it's just been crazy.

• 3:28Speaker 01

  It's been a lot of rain, a lot of rain.

• 3:29Andy Frisella?

  Yeah.

• 3:32Speaker 01

  It sucks.

• 3:33Andy Frisella?

  Yeah.

• 3:33Speaker 01

  It sucks. We need, we need a beach.

• 3:36Andy Frisella?

  All right. You're, listen.

• 3:37Speaker 01

  Me and you.

• 3:38Andy Frisella?

  You know.

• 3:39Speaker 01

  Speedos.

• 3:39Andy Frisella?

  Hey.

• 3:40Speaker 01

  On the beach.

• 3:40Andy Frisella?

  I am in. I'm in. I really, I don't care.

• 3:45Speaker 01

  What's the best, what, what, what's like, I don't know. Like what's the best beach to go to? Like, I don't, I don't know. Like I want white sand. You know what I'm saying?

• 3:54Andy Frisella?

  Uh, the, the Gulf Coast, the Gulf of America coast.

• 3:58Speaker 01

  Gulf of America coast. Yeah.

• 3:59Andy Frisella?

  Uh, up there in the north part of Florida, Destin area, has some beautiful beaches, white sand.

• 4:07Andy Frisella?

  You know, if you're looking for domestic beaches, I think that the, the west coast of Florida has some very nice beaches.

• 4:14Speaker 01

  Yeah.

• 4:14Andy Frisella?

  Gulf side, Gulf of America side.

• 4:16Speaker 01

  Yeah.

• 4:16Andy Frisella?

  Yeah. And then the, on the other, on the other side of Gulf of America in Mexico, they have nice beaches as well.

• 4:23Speaker 01

  There's some decent ones over there too.

• 4:24Andy Frisella?

  Yeah.

• 4:24Speaker 01

  Yeah, there's decent ones.

• 4:25Andy Frisella?

  I like, I like the Mexico beaches on the Gulf of America.

• 4:28Speaker 01

  Hmm.

• 4:28Andy Frisella?

  You know? Why?

• 4:31Speaker 01

  No, we're being politically correct.

• 4:33Andy Frisella?

  Yeah.

• 4:33Speaker 01

  Actually, so it's fine. Yeah, dude, I've, I've, listen, I'm, I'm, I'm saying, let's do it.

• 4:38Andy Frisella?

  Okay.

• 4:38Speaker 01

  I'm down.

• 4:39Andy Frisella?

  Yeah.

• 4:39Speaker 01

  I'm down. You let me know. Um, sick, man. Uh, well, it is Monday, so you guys know what that means. Q and A. Make some people better.

• 4:48Andy Frisella?

  That's right.

• 4:48Speaker 01

  That's what we're gonna do.

• 4:49Andy Frisella?

  That's right.

• 4:50Speaker 01

  And, um, let's get it started. Let's, we had a call in.

• 4:53Andy Frisella?

  Oh, we do?

• 4:53Speaker 01

  We'll start with a call in.

• 4:54Andy Frisella?

  Start with a call in?

• 4:55Speaker 01

  Start with a call in.

• 4:56Andy Frisella?

  Alright.

• 4:56Speaker 01

  Let's, uh, let's give our boy Dylan a ring.

• 5:05Speaker 02

  Hello?

• 5:06Speaker 01

  Dylan, what's up, my man?

• 5:08Speaker 02

  What up, DJ?

• 5:09Speaker 01

  What's going on, bro?

• 5:11Speaker 02

  Aw, dude, fucking great now.

• 5:14Speaker 01

  Yeah? Oh, that's nice. That's nice. What you up to?

• 5:18Speaker 02

  Uh, just, uh, on my way back from a, a friend's wedding.

• 5:21Speaker 01

  Oh, sick. Sick. Awesome. I got, I got the big guy here.

• 5:24Andy Frisella?

  What's up, Dylan? How are you, bro?

• 5:27Speaker 02

  I'm doing outstanding, Andy. Aw, dude, this is, this is so fucking cool. This is, this is sick.

• 5:33Andy Frisella?

  So, how was the wedding?

• 5:36Speaker 02

  It was awesome. Uh, my friend got married recently. Uh, how's it going?

• 5:40Speaker 01

  That's it, did he run off?

• 5:43Speaker 02

  Uh, they were waiting till married, so, kinda a little bit.

• 5:50Speaker 01

  Sick, man. So, what can we help you with, bro?

• 5:55Speaker 02

  Yeah, so, just some background. So, uh, I played, uh, division three football for, uh, a school in the Midwest called Wisconsin River Falls. Uh, stayed there all four years. And then I luckily had the, uh, an opportunity to play, um, I got invited to the Colts mini camp in May. So, uh, went there, you know, uh, did, was a little nervous at first, you know, just like how, how new everything was. Uh, unfortunately, uh, didn't make the team, uh, left, got cut like that weekend. But I've, you know, I've been draining my ass off, staying ready, cause you know, got that foot in the door and that just drove me back to, you know, try to get to that point. And I've really just been lifting, working my ass off since, since, since the season ended in November. And my question is really, uh-

• 6:42Speaker 02

  So like I'm a really self like motivated and really like determined athlete to get to the, you know, my dream and my destiny that I think that was, you know, like designed for me, but I still struggle with, you know, self doubt and consistently thinking that like what I'm doing isn't enough. And I guess my question for you is like, when you first started your business, what helped you get through those times where like, man, I don't know if I'm going to make it. I don't know. Like if what I'm doing is enough, like, is it all going to be worth it? Uh, yeah.

• 7:15Andy Frisella?

  Okay. Well, um, I got some bad news for you, bro. And that is this. Uh, that feeling really never goes away if you're an ambitious person. Uh, if you want to continue to grow, continue to get better, continue to evolve, which is required in entrepreneurship. If, if you want to continue to innovate, which is required and adapt, which is required, you almost have to have a paranoid feeling about not being good enough. Because what that does is that causes you to pay attention to every single detail and to make sure that all of your I's are dotted and your T's are crossed.

• 8:01Andy Frisella?

  And a lot of people look at this attitude because it's uncomfortable and it creates anxiety and it's not this peaceful, calm feeling that, you know, you get to have when you're not working on important projects. They think that it's a bad thing, but the reality is, bro, is that having the feeling that you have is actually a very strong sign that you're going to be successful in business. Because the key to business long-term is the ability to do the monotonous things at a high level and then continue to evolve and create and adapt to the ever-changing and fast-changing way that business is done. So.

• 8:45Andy Frisella?

  A lot of people feel like, you know, man, what's wrong with me because I'm always thinking about this, or I'm always thinking about that, or I'm always high strung, or I'm always on edge. But dude, that edge is exactly what allows you to continuously get better, which is the requirement of, of being in the, the area of life entrepreneurship that you have chosen. You have chosen to be an entrepreneur and to be a successful entrepreneur, you by default have to be a high level entrepreneur. And to be a high level entrepreneur, you have to be detail oriented.

• 9:24Andy Frisella?

  And to be detail oriented, you have to feel a little bit insecure so that you notice the details that other people won't. And so I would, I think you should think about reframing this

• 9:39Andy Frisella?

  as a good thing as opposed to something that is hard to deal with. I had this happen to me when I was about 12 years into business. I was having a lunch meeting with a guy who was much further along in business than I was. And I asked him when we sat down, I said, dude, when does it, when does it stop? Like, when does it, when does that feeling stop? When does, when does everything feel okay? And his answer was right before you're about to lose. And I'm like, fuck.

• 10:11Speaker 01

  Geez.

• 10:12Andy Frisella?

  Yeah, I'm like, damn dude, like that's, that's some real shit. And, and I, I think the awareness that you have, brother, is, is an asset that most people don't have. And as a, instead of you seeing it as something that you need to get past or work through or deal with, I think you should look at it as, man, it's really good that I have this awareness because it allows me to see things that other people won't. It allows me to operate at a higher detail. It allows me to do the things that other people, uh, refuse to do or don't want to do because I want to win. And, um, I think it's a great quality to have.

• 10:53Andy Frisella?

  Every single successful entrepreneur that I know personally that succeeds at a high level has the same, uh, doubt, insecurity, feeling of not being good enough, even when they're.

• 11:06Andy Frisella?

  You know, even when there would be in a position that most people would say you have it made, they still carry that with them. Uh, and, and what people fail to identify is that the reason they are in that position to, you know, be looked at and said, man, that person's got it made is because they carry this feeling of doubt, paranoia, uh, I'm not good enough, and then they take action against that.

• 11:31Andy Frisella?

  Does that make sense?

• 11:32Speaker 02

  Yeah, a hundred percent. Yeah, yeah, I understand everything. Actually, you kind of said something, uh, similar in one of your recent podcasts with the guy with that had a construction company, I think. So this is definitely just to hear this firsthand is.

• 11:47Andy Frisella?

  Yeah, is, bro. This is just the way it is. I mean, look, I would love to be able to tell you, yeah, man, you know, eventually you're going to get this much money in the bank and you won't feel that way. Or eventually you're going to get to here and you won't feel that way.

• 12:04Andy Frisella?

  That's not been my experience. In fact, I actually think it gets a little worse because as you grow, it's not just about you anymore. It's about your team. It's about the company. It's about people's families. It's about their kids. And when that responsibility really starts to weigh on you and it's not just about yourself, I think that feeling actually gets a lot worse. Like you're always thinking, fuck, could I be doing better? Or am I letting these people down? Or should I be doing this? Or, you know, and, and by that time, I think you're a little more like, I am definitely in a place where I accept that as part of my reality, but I do remember for a long

• 12:46Andy Frisella?

  time wishing that I didn't feel that way because it was so uncomfortable. So, um, you know, I think you'll acclimate more to it, but I think you could acclimate faster by understanding how valuable it is to your path.

• 13:01Speaker 02

  100% yeah cuz I go by something that Nick Saban always says that to get where you want to be it takes what it takes you don't got a lot of choices and

• 13:09Andy Frisella?

  That's it.

• 13:09Speaker 02

  And

• 13:11Andy Frisella?

  I mean, that's it dude.

• 13:12Speaker 02

  Obviously, yup.

• 13:14Andy Frisella?

  Well, yeah, man, and it's and it sometimes it takes more for other people, you know? Sometimes it takes less. Some people start off further along. Some people start off further back. Some people have a natural set of skills that allows them to move faster. Some people have to develop those skills. So the answer to everything is exactly what Saban says. It's whatever the fuck it takes, man. And uh.

• 13:38Speaker 02

  100%.

• 13:39Andy Frisella?

  Yeah, I and that's different for everyone and we can't make that quote unquote fair. It's just what it is. So. Yeah, brother. I mean, I I would say that you are very blessed. Uh, for whatever reason, to have that awareness in the beginning, um. Because I think eventually you're gonna look back and you say, the reason that I was successful is because I was paying attention to everything because I cared the way that I cared. And uh, it will beca- it will become something, a quality that you very much so value and appreciate about yourself.

• 14:16Speaker 02

  100% I appreciate it.

• 14:18Andy Frisella?

  Yeah, brother.

• 14:19Speaker 01

  All right, Dylan, man. Go kick your ass, man.

• 14:22Speaker 02

  Yeah, sir. Yeah, I'm sorry. I'll I'll just say one thing. I just want to say that God bless you guys, man. Like, I listen to your show every day at at work. I I wake up at 5:15. And I I listen to your podcast every day, every morning, cutting grass at a golf course and to say that you guys have inspired me to think the way I think. Like Andy, like I I just I listen to you every day. Like DJ, thank you too. Like, like your whole team, like you guys are. Like you guys are are doing and saying the saying the work that not a lot of people want to say anymore because everybody getting soft and shit. That's what you always say. So. Like, I just want to say I I appreciate you guys and taking time out of your day to come talk to me and yeah, just keep doing what you're doing.

• 15:02Andy Frisella?

  Well, bro, we do it so that guys like you will go out and fucking build what this country's supposed to be. So uh, that that appreciation is mutual.

• 15:11Speaker 01

  Thank you, bro.

• 15:12Speaker 02

  Yes, sir.

• 15:13Andy Frisella?

  All right, brother. Well, have a good rest of your day. We'll catch up with you soon.

• 15:17Speaker 02

  You all too, man.

• 15:17Andy Frisella?

  All right. See you, Dylan.

• 15:20Speaker 01

  It's an interesting thing because I've noticed this. I've noticed this and I want to get your take on it because I don't know if it's a science to it. But why does it seem that like a lot of people who are successful in business have a sports background or something? Like what is that? Like is that a real thing?

• 15:39Andy Frisella?

  I feel like, yeah.

• 15:41Speaker 01

  You know what I'm saying?

• 15:42Andy Frisella?

  Yeah, but I mean dude, I think it's a, I think it's a very real thing.

• 15:47Speaker 01

  I don't know the numbers on it, but.

• 15:48Andy Frisella?

  Well, because all of the skills that you learn in sports translate to business in a different way. You know, you've got to do a million reps to get competent at something. You know what I mean? Like if you start off with soccer, you don't know how to dribble. You don't know how to, you know, take shots. You don't, you don't know how to pass the ball. Same thing in basketball, same thing in baseball. I mean dude, to, to learn how to hit a baseball is a multi-year process. Like you don't just stand up there at five years old and hit a baseball. Like you start by hitting the ball off the tee and when you swing, you don't even hit the ball. You hit the tee 400 times in a row. Then eventually you hit the ball, right? Then eventually you get to like where they toss it to you. Then they, you know what I'm saying?

• 16:33Andy Frisella?

  And it's a multi-year commitment to even be able to hit a baseball. Somehow people forget that when it comes to their lives or their business or whatever. But the reality of sports and business being parallel is about as close as you can get, both on an individual level and a team level. To have a successful team, you have to do your job and you have to trust that the people on the field are going to do their jobs. And if everybody does their jobs, you're going to win a lot more than you lose. It's the same thing in business. Yes, you could have a small business and it could be one or two people and one person you could carry the whole team. But that does not work when there's 50 people, all right?

• 17:18Andy Frisella?

  Or 100 or 500 or even 15. You have to do your job and then you have to teach everybody else how to do their job. And then everybody else has to do the job together to win. And so the. The lessons on a macro scale are the same and the lessons on a micro scale are the same. You've got a guy on the baseball team who's staying out till four in the morning and not fucking practicing and not hitting. Oh, and you know, at first he's still hitting 300, but then after two months of that shit, he's hitting fucking 180. And you gotta go to him and be like, hey, you motherfucker, you're fucking it up for all of us.

• 17:55Speaker 01

  Yeah.

• 17:55Andy Frisella?

  Right? And those are the same things that have to happen in business or on any team.

• 18:01Andy Frisella?

  So yeah, dude, I think it's very parallel uh from both a micro and and macro level. And it's confusing to me. How more athletes don't understand that.

• 18:14Speaker 01

  Just about to ask you. I was gonna, but my question was gonna be, so like, I wonder why then so many athletes, even at the professional level or whatever, get out and then don't. Like, why are they fucking killing? You would think that they would just killing it.

• 18:28Andy Frisella?

  Remember dude, like it's not always as it seems in sports, you know, sometimes guys that are considered to be great are really only great because the team around them is great. And then they believe that it's them that's great. And then when they don't have the team, they don't do as good. So, you know, not every, you know what I'm saying? So like, there's guys who get paid a lot of money in sports because their team is fucking awesome and they're pretty good. Okay. And they just happen to be in a position where they get the credit. But you remove the teamwork and they think, oh, I'm the superstar. And then it happens to be that they aren't. So there's all kinds of things that happen, but you know, it's very parallel.

• 19:09Andy Frisella?

  Um, this is why I think it's important for parents to really get their kids into sports.

• 19:17Andy Frisella?

  You know, like fuck dude, even the physical

• 19:21Andy Frisella?

  pain that you have to go through to be good at sports, the conditioning, you know, the training. That shit all, you know, it, it all translates to real things in life, putting yourself in intentionally uncomfortable positions, you know? I, I really think sometimes, bro, it'd be easier to teach like.

• 19:40Andy Frisella?

  Sixth graders how to be successful in business than it is adults. Because the adults have told themselves stories about why they can't do things. Where these kids are just like, okay, I'll do it.

• 19:51Speaker 01

  Yeah.

• 19:51Andy Frisella?

  You know what I mean?

• 19:51Speaker 01

  Yeah, they will, bro.

• 19:52Andy Frisella?

  Yeah.

• 19:52Speaker 01

  I feel like if you had like a fucking like a little, little, little, little T baseball team, brother, you fucking crushed.

• 19:57Andy Frisella?

  Yeah. But, but, but like it's, you know, the adults tell themselves stories like this. Like you could take someone who understands the principles of teamwork, the principles of individual work, culture, leadership, mindset and all these things and you, you could take someone like that. And, you know, pull them out of that environment. And they will say, well, yeah, I was really good at, at baseball. I was really good at football. But business is just not something I'm good at. And so they tell themselves these other stories, even though the principles are, are parallel. You know, like there's no, I think the biggest thing about business and entrepreneurship is that people think there's some sort of like

• 20:41Andy Frisella?

  third party approval that you have to be or club that you gotta be invited into. You know what I mean? Like,

• 20:47Speaker 01

  Yeah.

• 20:47Andy Frisella?

  You don't, there's nobody that's gonna come along and say, hey, by the way, I see a whole bunch of good shit in you. You could be fucking the next best entrepreneur. That never happens. And I remember thinking like when I started in business that that would eventually happen. Like the people who were further along than me would come to me and they would see something in me and they would say, I recognize that you and you got it. And that doesn't happen, bro. You've got to like, tell yourself that. You've got to be able to look at other people and be like,

• 21:16Andy Frisella?

  I could beat that fucking guy. Or I'm as good as that guy. Or what's, you know, I could be as good as that guy if I did what he did. You know what I mean? So I'm gonna do what he does and I'll get better. Like, kids will do that.

• 21:28Speaker 01

  Fuck, yeah, they will.

• 21:28Andy Frisella?

  You know what I'm saying? Adults will have a story as to why they can't. You know, adults are amazing justifiers, bro. They can justify anything. That's why, you know, Live Hard is such a valuable program and 75 Hard is such a valuable program. Because one of the biggest things that it does is it brings awareness to the bullshit that you tell yourself. It brings awareness to the internal dialogue that keeps you from doing the things you actually want to do. You can see it and identify it very clearly and then you know how to overcome it. You know, there's a reason we say win the war with yourself because that's really the only war that matters.

• 21:58Speaker 01

  That's real, man. That's real. Guys, Andy, let's get a question number two. This is a write in.

• 22:05Speaker 01

  Write in question here. Uh, question number two, guys. Hello, A and D. A and D.

• 22:11Andy Frisella?

  Yep.

• 22:11Speaker 01

  Yep. Uh, I'm Anthony, 22, from Chicago. Andy, I've been a stoner for five years, just graduated college, and I want to take my career in real estate and finance seriously.

• 22:25Andy Frisella?

  How old is he?

• 22:26Speaker 01

  22. Been chief in four minutes.

• 22:31Speaker 01

  Uh, but as a self-proclaimed stoner, how do you maintain the discipline, uh, to stay sober in business?

• 22:38Andy Frisella?

  Uh, I, I wouldn't say that I'm a stoner. I would say, yeah, I mean, I like to smoke marijuana occasionally. Um, I did go through a periods of my life where I was smoking daily, but that's not something that I, you know, I don't brand myself a stoner.

• 22:59Andy Frisella?

  I don't think that's cool, you know?

• 23:01Speaker 01

  Yeah.

• 23:01Andy Frisella?

  I just honest with you guys. Like, I, I don't drink because I think drinking is very hard for me mentally and physically. So instead, I like to smoke weed. Um, it helps with my anxiety. It actually helps me think a little bit more clearly because what it does is it declutters my mind. And to be honest, for me, um, I have some of the best organi- organization sessions regarding the ideas that I have because I'm not thinking about anything else. So,

• 23:37Andy Frisella?

  you know, I don't have fucking Bob Marley pictures hanging on my fucking wall and shit. You know what I'm saying? Like, and some fucking, you know, uh,

• 23:43Speaker 01

  Little Bob Marley fucking ashtrays and shit.

• 23:46Andy Frisella?

  I'm not growing dreads, bro. Like, I don't think that, I don't think there's anything cool about that whole, uh, lifestyle. Like, you know, when you're making drugs or alcohol lifestyle, it's usually a problem.

• 24:00Andy Frisella?

  So I'll start there. Uh, the other thing is, is like, bro, you know, I didn't really start smoking.

• 24:10Andy Frisella?

  Uh, I, I quit smoking from the time that I was probably like 20

• 24:16Andy Frisella?

  until I was probably.

• 24:20Andy Frisella?

  Thirty eight or nine?

• 24:21Speaker 01

  Wow.

• 24:21Andy Frisella?

  Yeah, because I was so focused on what I was doing. Now that, at that time, I was drinking, which was probably worse.

• 24:30Andy Frisella?

  But

• 24:33Andy Frisella?

  I think had I not been drinking that entire time, I probably, I for sure would have progressed more quickly. Now, I will say that with, I saying this. Most of the time that I was drinking, I was drinking with people from our company. And I have a lot of fun memories of that. And we had a lot of fun, a lot of good times together. And so I don't regret it because those stories that we have are irreplaceable. Like, some of the guys that you guys follow, you know, up here at HQ, I got some funny fucking stories about those motherfuckers. And they got some funny ones about me. And those are my homies. And I enjoy that part of my life. So I don't like regret it. It's just not good for me anymore.

• 25:14Andy Frisella?

  So I just say that. And I think that it's important for you young people to understand that, like, dude, marijuana is very dangerous for your mental development until you're over 25. The studies show that. Dr. Amen, who is like the world's foremost expert on brain development.

• 25:32Andy Frisella?

  He, he will, he talks about this. And after the age of 25, marijuana is much less harmful for an adult. So like, dude, what'd he say he was 20?

• 25:41Speaker 01

  Twenty-two.

• 25:42Andy Frisella?

  Bro, you need to quit that shit. Like, you need to fucking get the fuck off of it. You need to stop smoking weed. You need to focus on your shit. You need to let your brain develop. And hopefully, you didn't completely ruin it for the last five years of fucking weed smoking. So my advice to you is be to fucking stop smoking weed because your brain will physically not develop the way that it's supposed to develop at that age.

• 26:06Andy Frisella?

  Now, what was the main question you had?

• 26:07Speaker 01

  Just maintaining discipline to stay sober in business.

• 26:11Andy Frisella?

  Well, do you want to be fucking retarded? I'm being dead serious. Do you want your brain not to work? Do you want your brain to be fucking less development than your, less developed than your competitors? Are you good enough to be able to smoke weed every day and beat everybody else at what they do?

• 26:27Andy Frisella?

  Be honest.

• 26:27Speaker 01

  No.

• 26:28Andy Frisella?

  Cause the fucking truth is you're not. So it comes down to, do you actually want to win or do you not want to win? Do you actually want the things you say you want, or do you not want the things you say you want? Um, if I'm somebody who's, you know, not even in a fucking close to the stratosphere of where I want to be in my life, I probably would stay away from drugs and alcohol completely. Uh, that's, that's my opinion. I've seen way more, way too many people ruin their lives with substance abuse to think that like, it's acceptable if you're trying to be a high achiever. And in fact, most very high achievers that I know, don't fucking smoke or drink.

• 27:06Speaker 01

  Yeah.

• 27:07Andy Frisella?

  Alright.

• 27:08Speaker 01

  Pretty straight edge, yeah.

• 27:08Andy Frisella?

  Yeah.

• 27:09Speaker 01

  Yeah.

• 27:09Andy Frisella?

  So, uh, and you know why? Because they understand, they are humble enough to understand that they are in a competition with other very smart people. And all these people in real life, in society, on the internet, they try to convince people that, you know, this isn't a competition and you're not in a competition. Listen dude, you are in a competition. When you're in business, you are in the biggest competition that there is. When you're creating content and you're trying to be the best content creator, you're in a competition. Alright? The, the nature of human existence is competition, whether it be,

• 27:49Andy Frisella?

  you know, your personal life, uh, there's probably other people that were competing for your spouse. Um, whether it be your business life, there's certainly other people that are creating, competing for your job. Uh, whether it be really anything. Okay, uh, what, what's the nature of the Bible and church? To be a better person, that's a competition with yourself, with God. Okay, so this idea that there's no competition and that nothing's a competition is a, is a faulty bullshit idea that's put out by people who want to opt out of competing. They want to say, hey man, I could just float through life and everything would be cool and I'll be peaceful. And that what they don't understand is that, uh, yeah, that might work today. You could tell yourself that today.

• 28:34Andy Frisella?

  You could tell yourself that tomorrow. But eventually you find yourself in the same position that you're in and everybody else has progressed because everybody else understands that it is. So.

• 28:45Andy Frisella?

  You have to be real about your ability to compete. Are you the best? If you say you're the best, then where are the results? If the results don't show you're the best, then guess what? You ain't the fucking best. Which means you need to focus all of your attention, all of your effort, all of your mental capacity on becoming the best, which you can't do when you're hungover or fucking stoned. So, and people could say, well, then why do you smoke? If you're still trying to get, but I don't know, bro, like I, real talk, uh, I probably shouldn't. But at the same time, I do whatever the fuck I want. I go wherever I want. I, I fucking buy whatever I want. I live how I, how I, everything past where I'm at for me is fucking gravy. Because I'm so far past where I ever thought I would be in the first place. It is what the fuck it is.

• 29:31Andy Frisella?

  So if you can go, you know, and say that about your life, then if you want to smoke a joint once in a while, I don't fucking think it's a problem. But when you're sitting in a little shitty apartment and your life hasn't materialized yet and you don't know if it's gonna, it's probably a good idea not to.

• 29:47Speaker 01

  Yeah, I, I think that's the thing too, man, like especially with the younger generation. It's, it's a perspective issue, right? Because they're in it, they don't see where this is going to lead them in 10 years or 15 years.

• 29:58Andy Frisella?

  Bro.

• 29:58Speaker 01

  You know what I'm saying?

• 29:59Andy Frisella?

  Like there's a reason why I don't smoke weed on video. You know, you got all these fucking, these other little mentor dudes. They're rolling up cones on a fucking video, trying to be cool. It's not that cool, man.

• 30:12Speaker 01

  No.

• 30:12Andy Frisella?

  It's not that cool. I like it, but it's not cool, like it's not cool to fucking make it cool to like kids and shit.

• 30:18Speaker 01

  Right.

• 30:18Andy Frisella?

  And you know, maybe, maybe I should lie about it and say I don't do it, but dude, I, I try to keep it real with you guys, you know? So I don't think it's a good thing for fucking younger people to do. And to be honest, if I had kids, I probably wouldn't. I probably would never, they probably never see me fucking smoke. You know what I'm saying? Um, but you know?

• 30:40Andy Frisella?

  It is what it is.

• 30:41Speaker 01

  Yeah, I love it, man.

• 30:43Andy Frisella?

  I mean, I don't know, like, I don't want to sound like a fucking. I don't want to sound like an asshole, but like, I've given everything, I've given my whole life to what I have. If I want to smoke some fucking weed once in a while, guess what? Fuck, smoke weed. Um, if I was in an apartment and I was paying 500 bucks a month with roommates and trying to build a business. Uh, I would have no problem not smoking weed because I would look around at my life and say, fuck. This sucks. I need to fucking fix this and this and this, and I would fucking do that. Um, and you know, if you want to develop discipline around being able to control yourself, that's the whole point of the Live Hard program and the 75 Hard program. Uh, if you want to control your discipline and you want to take control of

• 31:25Andy Frisella?

  the outside circumstances of your life, which actually give you control of most of your life. Uh, do the program because it will teach you how to adhere, you know? Most of the problem that people have in life isn't that they don't know what to do, it's that they can't follow the plan to do it. And that's what 75 Hard and Live Hard fixes. It fixes your ability to adhere and have discipline over the decisions that we are in control of day by day by day. And when we take control of the things that we can control, we find out that we were 95%, 98% in control of all the important things that dictate our results. So if I were you, I would live the Live Hard program.

• 32:10Andy Frisella?

  Uh, I would live the Live Hard program every fucking year.

• 32:15Andy Frisella?

  But especially if I was fucking 22 years old. Because it's going to teach you a skill set that none of your peers are going to have. And if I was 22 and I would have had the ability to control my external environment, the way that I do now, I would have been where I'm at now by the time I was fucking 30. That's the truth. I didn't learn what I'm telling you until I was like 36, 37, 38 years old. So.

• 32:42Andy Frisella?

  Yeah, man. That's my answer.

• 32:44Speaker 01

  There you go, Anthony.

• 32:45Andy Frisella?

  You're not as good as you think you are, bro. You need to calm the fuck down and you need to, uh, realize that. And, and take control. Real talk.

• 32:55Speaker 01

  Yeah, quick.

• 32:56Andy Frisella?

  Yeah.

• 32:57Speaker 01

  Quick. I love it. I love it. We got one more, uh, we got another question. Got a call in.

• 33:02Andy Frisella?

  Calling.

• 33:03Speaker 01

  Another call in. Let's hit Travis up. Mr. Travis. Here we go.

• 33:11Speaker 03

  Hello, this is Travis.

• 33:13Speaker 01

  Travis, what's up, dude? This is DJ.

• 33:15Speaker 03

  DJ, what is going on, brother?

• 33:19Andy Frisella?

  What's up, Travis? This is Andy.

• 33:22Speaker 03

  Andy, how are you doing, man? So good to hear from both of you.

• 33:26Andy Frisella?

  Yeah, it's good to hear from you too. Where are you, uh, calling in from, bro?

• 33:30Speaker 03

  I'm calling in from Virginia Beach, Virginia.

• 33:33Speaker 01

  Oh, man. I've been there before.

• 33:35Andy Frisella?

  Yeah. That's where the, the SEAL, the SEAL's base is, right?

• 33:39Speaker 01

  Yeah.

• 33:40Speaker 03

  Yep. Yeah, we, we got a bunch of bases around here. SEAL bases is here. Um, Norfolk's here. Whole bunch of, whole bunch of bases.

• 33:48Andy Frisella?

  Uh, that's cool. So what's going on today, bro? How are you?

• 33:52Speaker 03

  I'm good. I'm good. I'm busy in the workshop. I've got a, I've got a couple builds. I'm just trying to wrap up and get delivered by Tuesday. So I'm out here getting my sweat on. It feels good today. It's a, it's a brisk 84 with a stiff breeze. It's, it's pretty nice to be outside and working.

• 34:08Andy Frisella?

  That does sound nice.

• 34:08Speaker 01

  That does, it does sound.

• 34:09Andy Frisella?

  So what, what's, what business are you in?

• 34:12Speaker 03

  So I'm a custom woodworker. Um, I've been doing it on paper since 2018, but I've been building really anything and everything since 2010. Uh, so custom furniture, a little bit of everything. Uh, so that's what, that's what I do. That's the, that's my business.

• 34:31Andy Frisella?

  Well, what can we help you with, bro?

• 34:34Speaker 03

  Man, I've got a question I've just been just wrestling with for the past couple of years. So a little bit of backstory for context for the question. Um, so my wife is in the Navy. She signed up COVID-ish times. Um, so she went to officer training school, did that whole thing. Then we moved up here shortly after. Um, so we move pretty often being in the military. She's an officer. So my question is, I'm gonna read it so I don't misquote myself. So moving, when moving to a new area, what's the best way to connect, um, quickly and find your ideal customer or customer base?

• 35:14Speaker 03

  And then my second question is, how can I keep my previous customers engaged and turn them into long-term repeat clients, even if I'm no longer local to their area?

• 35:26Andy Frisella?

  Oh, man. Well, it's, I can relate to this. Um, when I moved to Springfield, Missouri, from St. Louis to open our business Supplement Superstores, I didn't know anybody. I knew, I knew, I knew my business partner, a couple of people from St. Louis, but I knew nobody from Springfield. And so I was in the same predicament. And this was in 1999, 2000. Okay. So there was no internet. Um, so I had to do the, the press and, you know, the, the press in the flesh, so to speak. You know what I'm saying? The tummy sticks, you know?

• 36:05Andy Frisella?

  Uh, we had, we had to go around, you know, Springfield, Missouri, shaking hands, meeting people, making friends, introducing myself. Hey, I'm Andy. We just opened this vitamin store right down the street. This is what I do. Uh, if you ever need something like that, you know, we're here. And then, you know, usually you get shooed off and, and, uh, you know, it doesn't come of anything. But we did enough of that where we had, you know, a few people willing to come in and give us a shot. And off of those few people, we did a good enough job to where those people would then bring other people. And that is legitimately how we built our first company, Supplement Superstores. And to be honest,

• 36:49Andy Frisella?

  It's still the way we try to operate today. You know, we try to make sure that we service the customer the best that we can in hopes that, you know, they will recommend other people to come to us. And that's the foundation of business. The foundation of good business is solve the problem. Do it in a way that is remarkable in terms of them wanting to legitimately say something or recommend you to someone else. And then you do, you repeat that cycle over and over again and your business grows. Now, I had a second experience with that when I moved back to St. Louis. Okay, so I lived in Springfield for eight years.

• 37:33Andy Frisella?

  I moved back to St. Louis to expand our business. Our first form still did not exist. So when we got back to St. Louis, I had to sort of do the same thing again where I had to go around, even though I was from here, I'd been gone for so long that people kind of forgot. So I had to start over, you know, and that was lots of meetings and lots of, you know, lunches and lots of shaking hands and, and all that stuff all over again. And it comes down to this, man. Make a friend, make a sale. All right. If you're friendly with people, people buy from their friends, dude. They buy from their friends more than they will buy from someone who isn't.

• 38:17Andy Frisella?

  And a lot of people on the internet and entrepreneurial world will complain and say, nobody supports me and this and that. Well, nobody's going to support you if your product's not as good as what it should be. And you can't expect people to buy and support you just because you exist if you're not as good. So you have to fundamentally be as good or better than other people. But then, when you are, your friends and family are proud to support you, you know? And if we're realist about why they don't, it's because most people just aren't that good. So I've done this a few different times, bro. And, you know, it really comes down to the simplest of simple, which is

• 38:56Andy Frisella?

  Doing a great job, taking pride in your work, making sure that people are blown away with what you do. And then leveraging the word of mouth story that that they tell their friends in a new business for yourself. And then repeating that over and over and over again. And whether you're starting out from, you know, a new area or you're in an area that you grew up in your whole life. The principles of growing a business are the same. And if you think about it like this, dude, this is where a lot of people really mess this up. Is that they think there is unlimited amounts of customers. And if you imagine your business, uh, like just imagine you have a bucket, okay?

• 39:39Andy Frisella?

  And in the bucket, you have, uh, at the bottom, you have a bunch of holes. All right. And you go out and you spend marketing money on acquiring new customers and people go in the bucket. And then, you know, they come in and then they just go right out the bottom because your product's not good enough. Your experience isn't good enough. Uh, however, you're doing things isn't capturing their loyalty. Could be a bunch of different things. The customer experience is off.

• 40:08Andy Frisella?

  And people, what people think is because they don't have the complete formula set, meaning they have holes in the bottom of their bucket. People start to believe that whatever they're doing isn't working or it's this or, you know, uh, people don't want my product or they won't become a return customer. Well, if you just plug the holes in the bottom of the bucket. Meaning make sure your product's great. Make sure the customer experience is great. Make sure that you do things that make them feel valued along the way. Um, give them a story to tell, meaning like however you deliver the product should be.

• 40:49Andy Frisella?

  There should be a, uh, you should be crafting your delivery, your experience with a outcome of the story that you would like to be told about you when you're thinking about your business, right? How am I going to make this product, deliver it, make them say, holy shit, this is the best piece of furniture I ever seen. With the intent of them telling other people like, hey, man, uh, you know, this is where I got this. You guys need to check him out. If you think like that, it doesn't matter where you're from, you're going to be able to accumulate customers because the holes in the bottom of that bucket get plugged and then the customers accumulate.

• 41:32Andy Frisella?

  And then you create this giant momentum of word of mouth based off having multiple customers. Now, as far as people being remote or further away from you, I'm sure there's logistical challenge that's there with, with being a physical company, a custom company, custom woodwork.

• 41:52Andy Frisella?

  But the idea is still the same. If you can abridge those, those physical moats, meaning your ability to deliver the product in a fast, efficient, quality way, that it's going to work the same for you there too. So, um, that, I mean, dude, it's, I know that's probably a more simple answer than what you wanted me to tell you, but dude, it, it's really, it's really, that's it. It's all it is. So if there's something more specific I could maybe help you with here, I mean, you're definitely free to follow up with a question, but, um, Yeah, yeah. Yeah. I mean, mainly dude, this is, this is how it works.

• 42:32Speaker 04

  What, what I'm working on is just an amazing product and amazing process. And I know with those two, if I can just really hone in on that, that works. Cause what, what we do at my company, we use trees displays from natural disasters to build heirloom quality furniture, which is really, really cool. We have an awesome way to build that. But building that story where it's just easily digestible for a customer, that's been kind of a challenge. And then the other thing that I've, this is probably dumb, but I've been going to a lot of like pop up places, farmers markets, and I've been told this a long time, you know, you know, don't, don't sell Gucci at Goodwill kind of thing. So it's, I don't know if that's the, the right avenue to just old school methods work for

• 43:16Speaker 04

  new school tactics. So like, I know.

• 43:20Speaker 04

  Getting in front of people is the best way for people to know that I exist and that's, that's the number one challenges in Virginia Beach is trying to just let people know, hey, I'm here. I'd love to help you if this is something that you need. So is that kind of, is going to farmers markets like dumb? Or is it the right way to just find physically your customer base?

• 43:43Andy Frisella?

  I don't think anything is dumb if it's going to get you in front of people. Okay. Are there better ways? Maybe. And I'll give a few in just a second, but keep in mind,

• 43:55Andy Frisella?

  when, when we do events, you know, we do lots of events at first form and S2. And, and our goal is not to go do an event that just has the right kind of people in it. Our goal is to go to an event and make one relationship, one customer out of that event. And when you do that, we know that like, let's just say for you, you get one customer out of these farmer markets.

• 44:23Andy Frisella?

  If you can get one customer and you can deliver a great job and you can document the job and the satisfaction and the experience and then leverage that through social media, that's going to bring you more customers. So a lot of it is how you value each customer. And I have now found a way in business to grow a business, even at the size of the companies that we operate now, where it isn't one customer at a time. If you came to our all company meeting that happens every single fucking Monday morning, we would talk, you would hear me say, and you would hear Sal say, one customer at a time,

• 45:04Andy Frisella?

  one person at a time, you would hear that a thousand times because that's how we've built everything. And I think a lot of people get hung up on the idea of grabbing a whole bunch of customers at once. Not really understanding that a lot of that shit that you hear on the internet is geared towards like selling a $2 widget or a, you know, a temporary e-comm product that's going to change next week.

• 45:28Speaker 04

  Right.

• 45:30Andy Frisella?

  And we're talking about building a real custom company, brand like you're trying to build, you know, that's a different thing. And so you have to recognize the value of one job, what it was worth, you know, hey, I spent three hours at the farmer's market. I met one guy. I did a cabinet for him. I documented the cabinet. I got him to do a little testimonial and I put that on my, on my social and now that brought me two more customers. Well, that brings a complete different value than saying, you know, is this the right thing or not? And so when we look at, when you look at that, that's how I would think about that if I were you. Okay?

• 46:08Andy Frisella?

  Now, where could you go to get in front of the right customers that you would like to be in front of? What is your ideal customer in your mind?

• 46:23Speaker 04

  My ideal customer? Man, I think, I think that changes from season to season because in South Carolina, it was one person, but here it's another person. I think it's a person who has just like a love and understanding for not even necessarily wood, but it could be land conservation. It could be just the natural beauty of wood. But what I'm really gearing towards is the person who wants to have like a dining room table or a conference table and just have family gatherings over there, just have tons of memories around that and then be able at one day to pass that on to someone. So then the memories kind of go with the family. That's, that is my ideal customer.

• 47:06Speaker 04

  It's not, you know, they make X amount or whatever, like my tables do start at a certain price.

• 47:11Andy Frisella?

  So let me ask you this. Are you telling that story through your social media? Meaning when you show your woodwork or when you market yourself, are you, that's a, first of all, that's a great story. Okay? And me not giving two fucks about furniture, if you told me that story, I would be like, yeah, man, that's how it should be. And. I would lean into that story.

• 47:38Speaker 04

  Appreciate that.

• 47:39Andy Frisella?

  Yeah, no, it's a, that's a real thing and I could tell it was real coming from you. So, you know, you need to, you need to lean into that story. Like, hey, man, you know, in a, in a throwaway world, where everything's instant, everything's cheap, everything's replaceable. We're, we're making real American handmade goods that, that your family's gonna sit around and have holidays around and some of your best memories are gonna be around. And this is gonna get passed down to your kids. And they're gonna have their memory, like, bro, that's a real great story about what you do. And Especially now in this time. Of course, yes, right, exactly. Because everything's going so far the other way. People are craving that stuff.

• 48:23Andy Frisella?

  So, first off,

• 48:25Speaker 04

  I appreciate that.

• 48:25Andy Frisella?

  Yeah, you should be telling that, dude.

• 48:30Andy Frisella?

  You know, go back to the example we were talking about a minute ago where you document the entire thing that, that story should be woven in to, to how you show the projects that you built. Because just hearing you say that, never meeting you, never fucking seeing you, I felt something when you said that. So,

• 48:51Speaker 04

  Appreciate it.

• 48:52Andy Frisella?

  Yeah, bro, you should be telling that with your voice, by the way. You have a really good voice.

• 48:56Speaker 04

  Yeah.

• 48:57Andy Frisella?

  Yeah, for real, dude.

• 48:58Speaker 04

  I have a voice for radio, huh?

• 48:59Andy Frisella?

  Absolutely. Mate, you must be ugly.

• 49:03Speaker 04

  Dude, on my best day, I'm a four. I married up for sure.

• 49:08Andy Frisella?

  Hey, joy to the club, brother. Hey, we can't get it all, right? So, yeah, so, so, hey, man, you're on the team with us, bro. It's, if we got it all, we'd be on TV, right?

• 49:21Speaker 04

  That's it.

• 49:21Andy Frisella?

  But, but look.

• 49:22Speaker 04

  I break every camera in front of me.

• 49:23Andy Frisella?

  That's right.

• 49:24Speaker 04

  That's why I'm not documenting anything on social media, because all the cameras break when I start recording.

• 49:28Andy Frisella?

  Well, we'll get you one of the ugly cameras like we got. Those jokes just like me, too. He's got your level of jokes. So, uh, so, yeah, dude, I'd start telling those stories, man, and then, um, you know, get, get one job, you know, bro, all you gotta have is one or two jobs. Do you have one or two jobs?

• 49:48Andy Frisella?

  You just said you did.

• 49:48Speaker 04

  So the next, the next job I'm working on, it's, it's very complicated because being in a military town. So I'm delivering a completely custom Adirondack for a marine officer that's going to go on his ship. So I can't really, I can't get pictures of it there, but I'm working on trying to get a video with him outside, maybe in front or beside the ship because there's a lot of, a lot, a lot of red tape.

• 50:14Andy Frisella?

  No, I get that. But, but you can still tell the story like, hey, I made this for the admiral of this, you know, this is what he, this is what he asked, this is what we did. And you know, this is going to be something that after his service is done, he's going to pass down to his kids. Like there's a real story there. And, uh, and once you get one or two of these stories going, bro, the thing, they will, people will start to see you as like, oh, that's the guy that could create these amazing heirloom pieces that are high quality. And you know, instead of you having to go to the farmer's market to get started, you're going to start, start having people come to you.

• 50:56Andy Frisella?

  And that's, that's where we got to get you to. We got to get you from the going out and getting leads to where the leads come to you. And because the nature of what you're doing requires a lot of time, energy and expense. And you only have so much of that right now to do. So what the ideal thing would be for you to get some jobs, tell a story about the jobs, replicate the customers that you've, that you're already getting.

• 51:25Speaker 04

  Right.

• 51:26Andy Frisella?

  Create such a demand for your, for your product that you can charge whatever you want because it's limited time. And now you're in a place of options. Now you could say, all right, I would like to bring on an apprentice. I would like to start a little bit bigger of an operation where everything's still custom, but.

• 51:44Speaker 04

  That's the goal.

• 51:44Andy Frisella?

  Yeah. So, so dude, we got to get you from that place where you're out acquiring leads to where the leads are coming to you. And that's only going to be done through you doing a really good job, making an amazing product. And then also telling the story, which you happen to have an amazing story that goes along with the product. Um, and then, and then doing that, bro, like you're, it's,

• 52:05Speaker 04

  Yeah.

• 52:06Andy Frisella?

  It, it sounds like you've got it all figured out, man. Like, to be honest, it's just time. No, really, I know you probably don't.

• 52:13Speaker 04

  I know. It, it doesn't feel like it. Cause like, I don't, I don't mind chasing leads. Cause I, I love talking to people. I love just seeing if I can meet someone's need. Cause there's been so much where like, uh, they're like, I really love what you do. It's not going to work out for us, but I'm, I know a ton of people I can recommend you to, which has kind of been great. Cause it's like, it's word of mouth without earning the business, which is really rare for me. I think kind of rare for a lot of people. But it hasn't like, it's, it's good some months and then it's like Christmas time. As much money as I want to make, Andy, I can make, but it's that January, cause it's, cause I'm so close to retail, but I'm not quite. So it's just January, February, March are just like, you know, a ghost town in the bank account, which is fine.

• 52:56Speaker 04

  Cause you know, November, December, or Jan, or August, sorry, October, November, December is like, you know, harvest for me.

• 53:03Andy Frisella?

  Yeah. Well, here's what I would try to do this year is I would try to let these people know. I would just straight up tell them. I would say, Hey, look, I got a lot of extra business this year. I'm going to have to start booking for next year. Let's get you lined up in these slots. Uh, if you're going to want something next year, I'm going to need you to tell me this year. Cause like dude, your best customer is going to be the guy who fucking bought something this year, right? So, so like,

• 53:31Andy Frisella?

  my, like my, the guy I get my cigars from, right? Like cigars are a massive gift around Christmas and

• 53:38Speaker 04

  Oh, yeah.

• 53:38Andy Frisella?

  You know, sometimes I can't get what I want. And he's like, you gotta let me know way ahead of time. And it's, so dude, you gotta use that timeframe to your advantage with the customers you already have. And so I would also, you know, in addition to everything that, that we just said, I would start to, when, when you go through Christmas this year, I would let them know, I'd say, Hey, man, I really love doing this for you. If you want to do something again next year for Christmas. We're gonna have to put it on the books now. And that way you can start to populate your books ahead of time. And then what happens is the story becomes not, hey, uh, this dude built me, uh, you know, one-off piece.

• 54:21Andy Frisella?

  It's, hey, this is my custom woodworker, bro. He does the fucking most amazing shit. And now you're starting to build a little bit of a, of a legend around what you do, just by pre-booking the people who are already buying from you. Does that make sense?

• 54:36Speaker 04

  Yeah. That totally makes sense.

• 54:38Andy Frisella?

  Yeah.

• 54:38Speaker 04

  Yeah. And I think it creates a little bit of urgency.

• 54:41Andy Frisella?

  For sure.

• 54:41Speaker 04

  Go ahead and get the stuff in.

• 54:43Andy Frisella?

  Create, creating.

• 54:44Speaker 04

  That totally makes sense.

• 54:45Andy Frisella?

  Creating urgency and FOMO is a big deal, bro. Even if you have to manufacture it in the beginning. Meaning you've just gotta say, hey.

• 54:53Speaker 04

  Yeah.

• 54:53Andy Frisella?

  Uh, you know, I only have, and dude, it's not, it's not even bullshit. It's true with you. You only have so much time.

• 55:00Speaker 04

  Yeah, yeah.

• 55:00Andy Frisella?

  So.

• 55:01Speaker 04

  That's true.

• 55:02Andy Frisella?

  Um, so yeah, dude, I, I would, I think, bro, honestly, I think you're set to do, do really well. Um, I don't think you need to go do anything else right now, except take the customers that you have, make them extremely happy and start documenting the stories. And then when, you know, you start filling up for Christmas, which is gonna be soon. Um.

• 55:24Speaker 04

  Yeah.

• 55:24Andy Frisella?

  You know, start letting them know, hey, man, uh, just letting you know, this is my busiest time of year. I've got you in this year, no problem. But if you're gonna wanna do something again next year, a lot of my customers do, let's go ahead and get you on the books now. And that way we can meet, we can talk, uh, then, you know, we'll talk in March or, right, exactly. And, and, uh, and that way it helps line up your business for the next year. And so that creates the scarcity, right? Like, here's the story now.

• 55:52Speaker 04

  Yep.

• 55:52Andy Frisella?

  The, the story is, man, where'd you get that, uh, that humidor? Oh, man, my buddy made it for me, you know, custom, it was amazing. Um, actually, you know, like.

• 56:06Andy Frisella?

  I get in with him every year. He's really hard to get into, but maybe, maybe I could get you in with him. You know, and now the customers are starting to like, create the scarcity.

• 56:15Speaker 04

  Create demand for me.

• 56:16Andy Frisella?

  Yeah, bro. And, and this is what I've seen work in other, work very well in other, areas where people are trading their time and skill for money, like such as tattooing. Uh, my tattoo artist, you know, he, he's got a four-year book. You know what I mean? Like he, if you want to get in with him new, it's four fucking years away. So,

• 56:38Speaker 04

  Wow.

• 56:38Andy Frisella?

  But, but then guess what he does? If he's, if you got the money, he'll say, I'd get you in next month. And then you know what, you know what the story is about him? Hey, man, my guy's the fucking best. And you know what? I might be able to get you ahead. He's got a four-year book, which makes me feel cool.

• 56:54Speaker 04

  Now you're the guy.

• 56:55Andy Frisella?

  And him feel cool. Right. So, um, uh, it's, it's a lot of, you know, it's a, it's a lot, it's putting all this shit together so that people value what you do and then they'll talk about it and then bring you their, their people and, you know, I think you're in a good spot, dude. It, you love people, you love the work.

• 57:14Speaker 04

  Yeah.

• 57:15Andy Frisella?

  And, uh, you, you understand the value of the work. And I think really do with just a few adjustments, you'll be as busy as you want to be. And then you're going to have the options of how you want to scale it.

• 57:25Speaker 04

  Yeah. That's, that's the goal. Like, uh, really in the next two to three years, I want to bring on an apprentice because you, you teach what you know, but you reproduce who you are and, you know, skills, you, you can go learn skills anywhere, but to be a good human, to just love, love the, the process. You, you don't always get to learn that anywhere. So if I can just find someone who's just, I mean, an inch interested in what I'm doing, I think I could go make robots of myself and that's,

• 57:52Andy Frisella?

  Yeah.

• 57:52Speaker 04

  that's kind of the goal.

• 57:53Andy Frisella?

  Yeah, bro. For sure. A hundred percent. I think you're on it, dude. I think you're good. I would like for you to check back.

• 58:00Speaker 04

  I don't feel it most days.

• 58:01Andy Frisella?

  Well dude, nobody does. That's why you fucking get good at what you do. You don't feel good. Nobody gets great at something they think they're already great at. No, nobody, nobody, nobody gets better at something they think they're already the best at. Like it, you, to be good, you have to think your shit. Like that's, that's, that's part of, that's part of the recipe. You know what I'm saying? Like you have to understand that you're not doing a really great job to even be great. You know, uh, when, when fucking Michael Jordan was kicking everybody's ass. You know, he didn't go to practice thinking I'm the greatest. He went to practice thinking, man, I gotta get better. And the reason he thought I gotta get better is because he thought, man, I don't know if I know what the fuck I'm doing. So, all winners think like that, bro. It's not just you. I feel like that.

• 58:45Andy Frisella?

  Everybody I know, everybody I know that's successful feels that way.

• 58:49Speaker 04

  Right, right.

• 58:51Andy Frisella?

  Love it dude. We're gonna check in on you Travis.

• 58:53Speaker 04

  That's awesome.

• 58:53Andy Frisella?

  Yeah, bro. Check back in, check back in. Uh, I'd be curious to, check back in in the spring, bro. I want to hear,

• 59:01Speaker 04

  Okay.

• 59:02Andy Frisella?

  I want to hear how this worked out for you.

• 59:05Speaker 04

  Yeah, yeah. I, um, I got two things before we leave. One, um, I know you talked about making trophies. I, I've, I've got a couple mocked up. I'd love to send you some and see if, if you want some trophies to hand out, um, for your,

• 59:19Andy Frisella?

  Well, these guys, these guys,

• 59:21Speaker 04

  About sending trophies.

• 59:22Andy Frisella?

  These guys gotta win them first.

• 59:24Speaker 04

  Yeah, yeah. You let me know. I,

• 59:26Andy Frisella?

  Well, I got a few on back order actually.

• 59:28Speaker 04

  Oh, yeah.

• 59:30Andy Frisella?

  You got a few you owe back to me. That's what I mean by back order.

• 59:35Speaker 04

  Uh, the second thing is, um, I just, I really appreciate you guys and what you do. Um, seventy-five hard, uh, just finished my second round. Absolutely has changed my life. I'm down forty pounds since March. And, um, dude, I had a, uh, I had a very, very minor, um, health thing come up. And dude, it, it,

• 59:58Speaker 04

  you know, Firefly came up, you know, we just had our son. He's eleven months old and I just, I don't want another man to raise my son. So I was just, you know, I, I started looking to seeing the face and, you know, beating his face in every day. So,

• 1:00:08Andy Frisella?

  Well, that's awesome.

• 1:00:09Speaker 04

  Seventy-five hard was able to, to give me that mindset to do that. So, we're about to start round three. Once I get this injury healed up and we're just gonna, we're gonna make it a lifestyle here soon.

• 1:00:19Andy Frisella?

  Good, man. Good. Congratulations on all the success so far, brother. And congratulations on the new baby. That's awesome, bro.

• 1:00:26Speaker 04

  Thank you. He's a ham. We love him to death.

• 1:00:30Andy Frisella?

  All right, brother. We'll check back in with us in the spring for real, dude. I want to hear how it's going.

• 1:00:35Speaker 04

  Yes, sir. Absolutely. Thank you guys so much.

• 1:00:37Andy Frisella?

  And thank you, bro. Thanks for the support.

• 1:00:40Speaker 04

  Heck yeah. Have a good one.

• 1:00:41Andy Frisella?

  You too.

• 1:00:43Speaker 01

  Yeah, you know, what?

• 1:00:46Andy Frisella?

  What?

• 1:00:46Speaker 01

  You know who I kept thinking about? You know who I kept thinking about? In this convo?

• 1:00:52Andy Frisella?

  Who?

• 1:00:53Speaker 01

  Jesse James.

• 1:00:54Andy Frisella?

  Oh, yeah.

• 1:00:55Speaker 01

  Like, prime example, man. He's fucking, I mean, you waited years for a bike.

• 1:00:59Andy Frisella?

  Yeah.

• 1:01:00Speaker 01

  Still waiting on a bike, dude. I mean, like, I mean, but...

• 1:01:02Andy Frisella?

  Yeah. But then when I get it, I'm gonna be like, damn, dude. Look, I don't think you, you can't even get this.

• 1:01:07Speaker 01

  I can't get, yeah. No, I mean, like, it's a real thing.

• 1:01:10Andy Frisella?

  And, and, yeah, that's a, that's, you have to, if you're gonna make a lot of money with something with your hands, you have to do it in such a way where you stack people like that. Otherwise, it's, you can only get so much, you know what I mean? Or you gotta scale it out like he's talking about. But, just, there's, a lot of people, you know, they say online, too, they'll say, there's no way to make a lot of money if you're working with your hands, or you're working a craft, or you're this or that. No, there is. You just don't know how to do it. Yeah. You know what I mean?

• 1:01:39Speaker 01

  Cause that's, that's a couple of examples out there.

• 1:01:41Andy Frisella?

  That's right. And, and dude, you know, marketing is part of that. Telling a story is a big part of that. That guy's got a great story.

• 1:01:46Speaker 01

  Beautiful story. And he has some beautiful work, too. I've been checking out his IG, man.

• 1:01:50Andy Frisella?

  What's his IG?

• 1:01:51Speaker 01

  His IG is Reinvented Woodworks. Reinvented Woodworks, man.

• 1:01:55Andy Frisella?

  Yeah, you guys go give him a, give him a shout.

• 1:01:57Speaker 01

  Travis, you got some phenomenal wood there, bro.

• 1:02:00Andy Frisella?

  You would know.

• 1:02:01Speaker 01

  I'm looking at it.

• 1:02:02Andy Frisella?

  You're a wood expert.

• 1:02:03Speaker 01

  Thank you.

• 1:02:04Andy Frisella?

  Yeah.

• 1:02:04Speaker 01

  Thank you.

• 1:02:06Speaker 01

  Thank you.

• 1:02:06Andy Frisella?

  Yeah.

• 1:02:10Speaker 01

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

• 1:02:13Andy Frisella?

  All right, guys. We'll see you tomorrow. CTI, go out and kick some ass, make the world a better place, and, uh, don't be a hoe. Show the show.