869. Q&AF: Building Foundations Of Success, First 90 Days Of Business & How To Pivot
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What is up guys, it's Andy Priscilla and this is the show for the realest. Say goodbye to the lies, the fakeness, and delusions of modern society and we're welcome.

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 you can still email these questions in to ask Andy at Andy for solid comm or you can go on YouTube drop your question in the comments we'll choose some from there as well if you want to call in you go right down in the link in the YouTube description and

is that right yeah you're on it man click it and fill it out that's it and maybe we'll put you on the show and andy will call you personally yep all right that's what q and a f's about now if you're new we have shows within the show we're going to have cti tomorrow that stands for cruise the internet that's where we put topics on the screen we speculate

on what's going on in the world, and we talk about how we the people have to solve these problems going on. Other times we're going to have real talk. Real talk is just 5 to 20 minutes of me giving you some real talk, and then we're going to have 75 Hard Versus. That's where people who have completed the 75 Hard program come in. They talk about how their life was before, how they used 75 Hard to get their life back in order, and how you can do the same. Now, if you're unfamiliar with 75 Hard, it is the initial phase of the Live Hard program.

which is the world's most popular mental transformation program, and it is free. You can find the entire program at episode 208 on the audio feed. Again, that's 208 on the audio feed. It's not on YouTube, all right?

With that being said, there is also a book you can buy on andyfersella.com called The Book on Mental Toughness, which goes through all the ins and outs of the Live Hard program, plus a whole bunch of extra content on mental toughness, why it's important, how to develop it, and how to use it in your life. Okay? Something that we do different on this show is we do not run ads on the show. We're the biggest show in the world that does not run ads. We ask very simply that you make us a little deal. I won't...

Talk about a whole bunch of stuff that I don't use And you help us grow the show Alright, I financed this show out of my own pocket

And I do that because I'm here to provide value, all right? So just do a little solid for us and help us grow the show if it brings you value. We have a little thing that we say around here that says, don't be a hoe. Shut the show. All right. What's up? What's going on, man? You got a clean line up there? Huh? You got freshened up? Oh, yeah. Just now. I just came right out of there. I see. It looks nice. Yeah. Looks good. Got everything cleaned up. How you doing? Good. Yeah, that's right. That's right. That's right.

What's new for you, man? 60% of the time, it works all the time. 60% of the time, it works all the time. I like that, man. That's technically 100%. No, technically, yeah. What's new with you, man? Nothing. No? Yeah. Here to- Those days you get busy. I don't really see you that much, man. Well, you know, I was on the toilet. Yeah, that's where I was.

I just got to pull one of your moves where I was like hiding. Listen, sometimes it's necessary. I know. You go for like three hours. Well, I mean. Yeah. Where's DJ? You don't rush it. You can't rush those things. Yeah. You know what I'm saying? It is funny, though, because I was reminiscing the other day. And like when we first got around each other, got together. I don't want that to sound, you know, homo sapien. But when we first got together, bro, we were like synced up on everything.

You know what I'm saying? Like, we timed our poops up. We worked out. You know what I'm saying? Yeah. Everything was insane. Then we grew apart. Then we grew apart. You know, it's natural. It happens in relationships. It just happens, yeah. We got rekindled this, man. Yeah, I agree. I mean, I already did my poop. Well, I don't know. It didn't work the first time, you know? What do you mean? Yeah.

We grew apart, so like how are we gonna? Is it really gonna work this time? I think we do a poop tomorrow together. Okay, we start there. All right. I'll go right start small Yeah, play bad. We used to play battle shits. Yeah Yeah

All right. Just a little reminiscing there. Yeah. Yeah. So what we got today, we're going to make some people better today as we always try to do here on Mondays. Um, we got a young buck for you. Yeah. Oh, before we get into this, uh, we are within probably a week or two of launching the MFCEO project. Um, just letting you guys know, you guys are asking me about when that's going to launch. Uh, I'm really excited about getting that going. We have a lot of cool stuff that goes along with it. Um,

That you guys are going to be thrilled about. So I just wanted to put that out there. Being asked a lot about that. It's going to be some killer content. Dude, the whole thing is awesome. Yeah. Excited for it. But yeah, we got a young buck here. Got a question about early on decisions and habits. So let's get Coleman on the line. Who? Coleman. Coleman. Coleman. All right. It's a nice strong name. Yeah. That's good. Let's get Coleman to call. Here he is. Hello? Coleman, what's up, dude?

Hey, DJ. How's it going, man? I got Andy here. You are live on the show. Coleman, what's up, bro? Hey, Andy. How are you, dude? What's up? Good. How are you guys? Good. Good. Just trying to figure out how we can help you today, brother. Yeah. So my question was, I am 21. I'm almost out of college. And what is the best or most important habit

that I can develop right now to develop real success, you know, not the stuff they teach me in school. Yeah, look dude, that's a good question, but at the end of the day, it's very simple. Discipline is the foundation of every single area of your life, okay? Whether it be your fitness, whether it be your business, whether it be your relationships,

If you have high discipline and you're able to cultivate discipline and then keep it sharp, you are at a tremendous advantage over everybody else, bro, because most people will go through their lives and they will wonder why they can do things sometimes and why they can't seem to do things other times, which makes them reactive to the environment. And if you really want to be successful, uh,

you have to learn how to control the controllables and that is only done through developing the skill of discipline meaning

If you can make conscious choices that align with your long-term outcomes when it is highly inconvenient or seemingly impossible, you are at a tremendous advantage over everybody else because when everybody else has to make these hard decisions, they're going to flake or they're going to falter or they're going to make an easier decision or they're going to compromise or they're going to cut a corner. That's what our culture has become. Our culture has become...

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

What I would do is I would recognize that the foundation of all my success in every area of life is going to come down to me making decisions that align with the outcome that I have set forth for myself. And if I could cultivate the ability to adhere to a plan when I'm 21 years old,

Then I can set any plan because I have really unlimited time or as much time as any human is going to have at 21 to create the outcome I want. So, dude, this is all about understanding discipline is a skill. It is not a trait. It's not something you're born with. It's something you have to develop. It's no different than learning.

Playing guitar, it's no different than shooting pistols. It's no different than any other skill. It's no different than taking a shower, okay? It's perishable. If you don't take a shower every day, you're going to fucking stink.

All right. And that's the reality of discipline too. If you don't practice your discipline day in and day out in an intentional manner, it's going to get rounded off and it's going to get weak. And that's going to put you back amongst your peers. If you want to excel amongst your peers, which is what you're asking, okay, you have to be able to make these decisions when it's inconvenient. And if you can figure out how to do that, which by the way,

I don't know, somebody that you know has developed, you know, the most famous program for that in the history of Earth. If you could develop that and keep it consistent and accept that that's what it is and it's in your control right now, bro, you're going to be so far ahead of the game. I would trade places with you in one second. Real talk. So...

All right. Thank you. Yeah, bro. I mean is that good or what? You got anything else? Yeah. What are you going to school for? What were you about to graduate with? I'm studying computer science and math. That's cool. Yeah. Yeah. I mean like what are you gonna do with that though? What do you want to do with that? I don't know yet. That's the problem. I feel like that's a lot of young people's problem. Well, dude, that's why I'm saying so that's why I'm saying this is such a fundamental foundational skill because

Bro, like look.

When you're in business, you've got to make decisions that are inconvenient, that are correct. When you're choosing to be fit, it's the same thing. In relationships, it's the same thing. In any area that you want to excel at in your life, the foundation, brother, is always going to be your ability to make the decisions that align with the long-term vision of your life in the short term. That's just what it is.

And if you can accept that reality, bro, and really work on that right now, whatever path you choose is going to be obtainable and easier because you have the understanding of how to make the right decision in the short term. So most people lack this ability, dude. And I know you're 21 and you're kind of just getting out there in the world. But dude, I could tell you as someone who's double your age, dude,

Most people don't have this bro. They just don't have it even now it's oh fuck. No, they don't fucking have it at 40 They don't have they don't have it. They don't live their life with that They live their life on the ebbs and flows of the momentum that they happen to catch because as humans we all catch momentum sometimes and It's usually when times have gotten pretty bad and we're desperate against the wall and we start to act with urgency well if you can act with urgency all the time and

you could make a lot more progress. But if you just make the proper decisions as you go, you don't really even need that much urgency. It'll just be the progress will be steady. It's just the way it is. Yeah. So, bro, if I was you, that's what I'd focus in on, man. All right. All right, brother. Well, I appreciate it, Coleman. Thanks, dude. Hey, make sure you bring a Ford GT next Sunday. I'll be there. All right. I will. Which one?

All of them. We'll see what we can do, bro. I appreciate you. All right. Thank you, guys. All right. See you, Coleman. Yeah, that's such a... I feel like that's probably one of the hardest things for the younger generation to do. It's like they just spent four years, you know, in school, and it's like, all right, what now? You know what I'm saying? It's like, you just got to go, but like... Well, I mean, look, dude. Yeah, what now? But whatever you choose, you want to be able to execute it on. Like, dude...

The problem most people have is not knowing what to do. It's being able to do what they actually want to do. And so they don't pick things that they actually want to do because they don't believe they have the skill set to follow through and make it happen.

So they end up choosing something that they believe they are capable of, which ultimately makes their life turn out in a way that they don't want. And that's what we hear from all of our friends and our parents and our teachers. Hey, you need to be a little bit more realistic. At least that's what I was told. I think we're all told that. And if we were able to realize that if we could just develop the skill set to adhere to a plan that

nothing's impossible man especially when you're 21 years old and you have all this time to do it you see what i'm saying 100 man i love it well colby appreciate the question uh let's get to question number two this is a right i love hearing those questions from young guys yeah like i love talking to the young bucks that's my bro if i was if i was if i was 21 years old

and I could develop what I just told him, holy shit, bro. I'd murder fucking everybody. I mean, it would be... Like, you know what I'm saying? Like, just thinking of the progress I've made in the last, you know, six to eight years living this way. You know, it's just...

My only regret is I wish I had figured it out when I was younger, you know No one ever told me the discipline was something you could develop. I thought it was something people were born with or is that important? Yeah, yeah, that's right, dude. And and it's the it's the foundation of everything It's the foundation of being a good parent. It's the foundation of being a good a good husband or wife. It's the foundation of Making money. It's the foundation of fitness. It's the found. It's the core principle of

achievement and fulfillment and success in every area of your life. And the people who don't have it, they make up all these excuses as to why their life ended up the way that it ended up. When in reality, they just couldn't make the decisions in the short term that they needed to make to get where they wanted to go. And so they did it. And that's that. Well, guys, a question number two, this might be a little older bug. Maybe let's get, let's get question number two, guys, Andy, I am a combat veteran.

a father of eight with one on the way, former congressional staffer, went to night school after the military, earned an MBA while working full-time, not a flex because higher education is a joke, but to prove to myself and to prove that I could see something to completion. I am thinking about walking away from a 10-year insurance career where I handled high net worth clients, including being responsible for coverage on your car collection at one point,

I am in the process of launching a solo cleaning business, Stars and Stripes Cleaning Company, to take control of my future and build real freedom for my family. Wait, this guy, he said he handled insurance on my collection? No, it was just an example. Oh, got it. Big car collections. I was going to say. Yeah.

But he says, I've got grit. I got discipline and a service first mindset. If you were me, how would you attack the first 90 days to gain traction, dominate my area and scale to something meaningful? First 90 day checklist, I guess, for a brand new business. It's a cleaning business. What I would do is I would find the most prestigious, most active business.

voices on social media in your community,

I would go and clean for them for free in exchange for an honest testimonial on social media. And I would say, hey, I will come clean your office or I will come clean your home or whatever. Did he say his, like, home or office? Whatever. Whatever they got. You need me to clean your shoes? I'll clean your fucking shoes. You need me to clean your dog's butthole after it fucking takes a shit? I'll make sure it's sparkly. Okay? Whatever the fuck you got to do,

to make sure that those people say, holy shit, I have never, ever, ever had someone clean my office this way or clean my home this way or clean my car this way. And do it for free to the loudest, most known people in your community that you can and

You know, tell them to give me an honest review on social media. That's all an honest one. Not, hey, a positive review or a five star review or no. Hey, if I do a shitty job, say I did a shitty job. OK, and if you make an honest offer in good faith, one, people are going to take it.

Two, if you do the job to the level that I know you're going to do, you don't raise eight kids, go to night school, become all this shit without high levels of fucking discipline. So when this man says, hey, I have high levels of discipline and grit, I believe it. Okay? Because the record shows that. What he's talking about is hard. Takes some work, yeah. So...

Let's be real, you have the skills and that's what I would do for the first couple months. I wouldn't quit my career. I would not quit your job. I would transition over.

Because, like, dude, look. That's what most people fuck up at. Well, look, you got to make enough money to pay your bills, okay? When you're transitioning from a career to a new business, you've got to do it in a way where you are covered, which means for most people that means decreasing their lifestyle, cutting all the waste, and this is what I'm recommending for this gentleman, cut all the waste out that you can, get real tight on your budget, start to do these cleanings,

to the point where you're starting to get paid and transition over. When you start to make enough money to survive doing the cleaning, not saying enough money to buy a fucking Rolls Royce, when you can transfer your life from the previous career to the new career and support it,

That's when you'd make the jump. Okay. And so I would, you know, give the first 90 days as a crossover period to create testimonials and word of mouth. And yeah, and I would make sure I would tell the only stipulation of the testimonials that I would be working to create, like I said, would be to for them not to tell anybody that you did it for free. And that's it.

and then you're gonna have a you'll have a bunch of testimonials on your page uh you'll have a bunch of good word of mouth going around and you'll be off and running yeah and that's that yeah

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

theme amongst it and amongst high-level entrepreneurs. It's the mentality of going and then adjusting, okay? You want to launch when you're not ready and then make it better as you go. As you go. Which, by the way, I've been working on this fucking thing with MFCEO guys for two fucking years. I could have launched it a year ago, but guess what? I wanted to make it better, and I wanted to make it perfect, and I want to do this thing. And...

When I should have just fucking put the motherfucker out and did it as we go. And I know all of you guys would be like, all right, cool. But my point in saying this is that sometimes no matter how seasoned you are, no matter how many times you've done this, you have to remind yourself that you have to go and then make the adjustments as you go. It doesn't become perfect and then you launch. You launch before it's fucking ready and then you listen to what people say, you make the adjustments, and then you continue to improve.

And you know, everybody falls back in that trap because as entrepreneurs, when we represent, and people don't think about this, a company that we create represents our fucking name. Okay. What do you want your name to say? Do you want it to say you do things half ass or do you want it to say I do things fucking perfectly? I'm of that camp. So when you are a person who wants to

a high level of reputation and success built around your name and your brand stalling until it's perfect becomes perfectly natural. But the problem is, is sometimes those people never launch anything.

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

Well, I think the key difference here, too, I guess what I was getting towards is more people who are just now starting. I think your situation, I think we could safely say it's a little bit different. No, it's... Do you have a reputation? My point, DJ, is that we all do this. It doesn't matter if you're at day one or if you're at 26 years in.

we all struggle with paralysis by analysis. And you have to recognize that that's what's going on, and then you have to force yourself to go. Yeah. I love it, man. I love it. Well, guys, let's get to our third question. We got another caller here. This is Jackson, who has a question about complacency when it comes to success. Yeah. So let's give Jackson a call. Mm-hmm.

Hello?

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

If I'm being completely honest, dude, I spent so much time struggling and so much time broke that it sort of traumatized me, which I think is a good thing because I don't ever feel that way. I'm always urgent. I'm always on the go. I always want to go. And the minute that I start feeling like I'm not moving, I get very anxious and I have to start moving. In fact, I would say...

the people around me probably get super annoyed about it because I'll come in out of nowhere and be fucking hyped up

And all it is, is me, me getting afraid that I'm going to go back to being where I was. And so, you know, my first 10 years, bro, and I'm sure, you know, you've heard me say this. I didn't make any money. You know, I didn't make any money the first three years, the next seven years, I made 60, $695 a month for a total of $58,380 the first 10 years I was in business. So for me, dude,

It's that was such a long time to spend grinding and then when I started getting some money, I appreciated it so much that I never want to go back. So for the most part,

That's how I've always operated. Now, have there been times where I felt myself get a little bit complacent? Absolutely. And those usually came after the times where I had a big level up in personal income. And in those times, when I started to feel that way, usually how it came across to me was,

I started to feel like what I was doing was pointless past the point of what I was doing it at. So for example, you know, like I made a lot of money and enough money for me to be happy for a long time. But when I start to feel that way, I look around at all the people who have helped me get in this position and I start to put my responsibility to take care of them and their families and I create external pressure

based upon my responsibilities to my employees and the people around me. So when I have gotten complacent,

I very simply remember that at this point in my life, this is not about me anymore. This is about everybody around me. And that when I look at it like that and I view it as, you know, I'm just a member of the team and I have to do my part. No different than, you know, Tom Brady has to show up for his guys to get paid. Right. Like if Tom Brady doesn't show up and play his fucking football game, his offensive lineman don't get paid. His, the rest of the team, the coaches, everybody. So,

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

I got you. So, you know, I hear Ed talk about this all the time too, in terms of, you know, falling back on, it seems like, and correct me if I'm wrong, but it seems like you have a set of habits and rituals, you know, that are important to you. He talks about that all the time and that same thing, and that gives you something to fall back on in times of stress and maybe complacency. Is that kind of what you're saying there too? Yeah, for sure, dude. And when I do get in that place where I have to go back, I'm,

I always go back to the fundamental systems. You know, I'm a systems guy. I create production systems. That's what I'm good at. That's what I'm good at in business. I create systems. Um, and I'll go back to the fundamentals, you know, the, the live hard program, the power list, these types of things. Uh, my, my visualization routines, um,

Those things help snap me right back into that productive, the best productive Andy that I can be. So when I do get a little off track, bro, I just go back to the fundamentals. You know, it's no different than Michael Jordan, dude. He stopped...

He started every practice with chest passes, you know, and then he moves to dribbling and then he moves to free throws. And it didn't matter if he had five rings. He still started that way. So what I found is that when I just find myself, you know, straying a little bit or getting a little bit complacent or a little bit off course, I just go back to the foundational systems that have gotten me here. And I've never failed.

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

Absolutely yeah and I appreciate everything you guys do I'm on day 29 of 75 hard right now definitely changed my life done it every year for the past five years and it's awesome so I feel the same way about that trying to create systems and it's just awesome to hear that that's how you view it as well. Yeah bro I really appreciate everything you guys do. Well I appreciate you man we wouldn't be here without you so thank you for all the support and trust me bro

I got to work at this just like you and just like everybody else. So it's, you know, we're all doing it together, brother. Absolutely. Yeah. Well, thank you guys so much. I appreciate you guys taking the question. It's awesome to get to talk to you and, you know, you guys have a great weekend. All right, brother. You too. Thank you so much for everything. Absolutely. Yeah. Thank you. Awesome. Thanks, Andy. Thanks, TJ. See you, brother.

I think that's a lesson of, like, the delayed gratification. Like, you almost went through it unintentionally. You know what I'm saying? Because you had to go through the struggle. Like, you didn't struggle by fucking choice. You know what I mean? And so, like, that gratification was delayed for so long. Yeah, dude. For me, you know, I'm just being real. Like, I was so embarrassed. Like, dude, when I didn't have any money, man, like, you know...

I just never, I never saw myself in the frame of someone who didn't have money. Like even when I was younger or when I was like in high school or even when I was a kid, like I always fucking saw myself as like, I'm going to be successful. Like that's how I saw myself. So like when, when, when we were running the business in the early days, you know, 99 to let's say, you know, 2013 or so, um,

That first 10 years of that timeframe were really, really hard for me because it was embarrassing. It was like embarrassing. Like all my friends were getting degrees and they were getting jobs and, you know, they were making remarks to me and they were going on vacations that I couldn't go on or buying cars I couldn't afford. And it started to like, it started to really wear on me because I'm like, fuck dude, I'm like the one person out of all these people that

Once that really wanted to be successful and it looks like I'm gonna get passed by and I'm gonna end up being the opposite of that You know, yeah, bro, but you know what was crazy is when I humbled myself and and I said Okay, maybe I'm not gonna be wealthy But I do enjoy helping people and I focused on helping people. I got wealthy, you know I'm saying well, it's just humbling yourself and realizing it's not about you. It's about them, you know, so

We got our final question. We got one more for you, Andy. This is another write-in. Guys, Andy, question number four. Andy, what are some true warning signs for a business that would suggest a pivot needs to be made? I'm four years in, and I, just like you, just went and started my company. About two months ago, we brought a new service to market.

This is our second true offering for a standalone service. We put a lot of effort and energy into launching this and nothing happened. Nothing happened compared to our expectations. At what point and what criteria should conversations and plans start happening to change the course? When do you know to make the pivot or that a pivot needs to be made? How long do you say he's been doing it? The new product, two months. Okay.

Been in business for you. And what's the product? I didn't really clarify. This is a new service he brought to market about two months ago. And it's not getting the expectations. Well, fucking nothing gets the expectations when we first launch it, motherfucker. Like, fuck, dude. You think I didn't fucking want to be fucking...

Jeff Bezos, the fucking year after I lost my shit. Like, fuck, dude. That's welcome to business. Shit doesn't go the way you want it to go. Sometimes things take longer than you think. And I can guarantee you this. If you give up on every idea after two motherfucking months, bro, you're going to be broke as fuck your entire life. Okay? So I don't know what the fuck. This motherfucker should have called in. I don't know what the product is. Okay? So I have limited. But here's the thing.

I don't care what the product, I do not care what the product is. I don't care. I don't care what the, you could be selling fucking the coolest product ever. And if you're presenting it wrong or you're advertising it wrong, or you don't have a market or you don't have people that are listening to you, nobody can know that it's a great product. Nobody knows about it. So my point here is that like 60 days is not enough for fucking anything. It's not enough.

Okay, so you have to ask yourself, why is this product not hitting? Is it because the product's not good? You got to be honest with yourself too, dude. This is a big problem with entrepreneurs. They, really good entrepreneurs are very, very honest with the quality of their product. And I actually think they lean towards thinking their product's not as good as it is because the mentality that you have to have is to always improve. All right, so true kick-ass entrepreneurs, you know,

Everybody thinks that they walk around and they just let their dick swing and they think they're bro. Most of them guys are like fucking running scared and they're like, fuck, I don't know if my shit's good enough. I got to make it better. But that's what makes it better because you always feel that way. But bro, you can't give up on something that you haven't explored the reason as to why it's not moving after 60 fucking days. Unless like you're, you know, like for me,

I have millions of people on my email list. I have millions and millions of customers on my business's emails list. I could figure out instantly if there's a demand for it. But, dude, if you're just starting, there's no way to know that. You know what I mean? For sure. So why is it not hitting? Is it the product? Is it how you're presenting it? Is it...

The ad copy, is it, you know, what the fuck is it? Yeah, what is it? No, he sounds like he has a fucking attention problem, you know? And you have to go through point by point by point by point and figure out why it is that you're not getting what it is. And I would bet that you probably don't have the messaging right. I bet it's a little bit of everything. I bet your messaging is off. I bet your product's a little bit off.

About the way you're presenting it is probably a little off I bet who you're presenting it to is a little bit off and these things these are not big switches to flip These are little bitty tiny turns of the dial that you need to dial in to see and by the way You might find out no one gives a shit. You might find out that it's it's uh, it's not a good product and You know if that's the case, you know you you you could pivot but

Micro pivots along the way or what actually create great shit You know what I'm saying? Like dude when we first launched first form the first product we came out with was called level one light All right. It was a low calorie low carb protein powder designed for women and You know how you know what happened? That's right, you know why you know why you know why nobody's heard of it because it didn't fucking sell and

Okay, so that was the first product of first form it did not sell product did not sell if I had said well fuck dude Nobody wants first form. Where would I be? See what I'm saying? So what I did was I Yeah, no shit so so this is a common trait amongst entrepreneurs and people in general in business guys you got to understand that

This is the concept that we talk about, about aggressive patience, okay? You have to give enough time for the cake to bake before you start fucking with the temperature or the recipe or the this or the that, okay?

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

Every single input that needs to be made, what the temperature of the oven is, how long you put it in there, what the ingredients are, what amounts, and what order to mix them in. And you have every single thing lined out. Here's the mistakes that entrepreneurs like to do.

One, they think that they are the chef and they think that they can change the ingredients even though they have no experience baking a fucking cake. I'm going to use gluten-free. I'm going to do this. I'm going to add a little more of this. I'm going to take a little of this out. Okay?

When you have a recipe for success and you have no experience in success, you do not have the understanding of what the change in the recipe. Okay? So that's first thing. They fuck up. That's the first thing. The second thing is what they do is they think like this. Well...

If it takes 40 minutes at 400 degrees, if I turn it up to 800, I'll get in 20 minutes. Okay? So they think they can out-hustle the time. All right? You can't out-hustle time. What happens if you throw the motherfucker in there at 800 degrees for 20 minutes? What do you get back? Oh, you get a crusty piece of shit. Okay? And that's what you're going to get in your business too. Yeah.

Okay, you're gonna get you're gonna get burned out. You're gonna get frustrated You're gonna get a product that does not resemble anything of what you set out because you lack the patience Okay, this is this is very common Amongst entrepreneurs we try to manipulate things that cannot be manipulated Okay, you can't take the struggle out of the recipe. You can't speed it up by going twice as hard. So

So you now you can make a maximum speed by going as hard as you can But you can't go any faster than that because there's time aspect and product adoption Customers had to become familiar They have to see it nine ten times before they ever want to buy it Like there's all kinds of things that you just can't get around and i'm going to tell you right now There's fucking nothing that you can make work in 60 days like that nothing. So My advice to you would be very simple

Tell yourself the truth. Is the product actually good? Is it a product that you made that's trying to like sort of trick people into buying it or is it a product that delivers tremendous value to one's life? If it's not a product that delivers tremendous value, how do you pivot it and turn the knob a little bit to make it become that so that people will be more likely to use it? If you can't do that,

then maybe it's time to develop something else. But a lot of the reason that products don't work for entrepreneurs is because they try to do this shit. Like they think of it like this. It's a fundamental difference in the way you think. If you ask 90 fucking 8% of, and you observe 98% of entrepreneurs, they try to operate from this place of, I'm going to make a product and I'm going to try to make the value of,

the perceived value as high as I possibly can without actually making the product as valuable as it could be. Okay. And it's almost like they're trying to trick the consumer. All right. And this comes from old advertising, big business, old, old days of doing, can't do shit like this anymore because the feedback loop is instant. So the entrepreneurs that are winning today are saying, okay,

and have one for the last 10, 15 years since social media came about, when the feedback loop became instant, are people who say, how do I develop something that actually delivers tremendous value? How do I make something that when people use or consume or share or talk about,

It's going to be something that they're they're saying holy shit. This is the best thing i've ever done This is the best app i've ever used. This is the best food I ever ate This is the this is the best service I ever had this this helps me tremendously If you create products that do that, you really can't lose Okay, you can't you can lose because you're stupid and you quit on things in 60 fucking days but

If you develop a product that is along the lines of actually contributing to someone's life, it's really hard to fuck up. So... It sounds like there's an emotional investment here. Because, I mean, you even talked about, like, I put a lot of effort and energy into it. Well, of course. That doesn't fucking matter. Yeah. Doesn't matter. Yeah. Did you have a lot of emotion, I guess, tied to that first product? Listen, no one gives a fuck how much work you put into shit. Ooh. Okay? No one cares. Did you see the clip from Wallow talking to black entrepreneurs? Yeah.

Wallow who is a fucking smart motherfucker the rapper. He's a social media guy. Okay, he's he's a he's a rapper and entrepreneur and all this shit and he was he was going this this clip went viral this week about him talk he was talking a bunch of black entrepreneurs he goes nobody gives a fuck that your business is black owned you know what they care about they care about if the products good they care about if the service is good they care about if it's actually something worth

you know buying or using or consuming i'm paraphrasing what he said but he's right okay no one gives a fuck about you no one cares who made it no one cares what race they are no one cares if it's a man or a woman no one gives a fuck about anything other than how good is the product and

How much does it benefit me? How much do I enjoy it? How good is the service that goes with it? How does it make me feel? There's no other way to sustain yourself in business other than being great. And everybody wants to hack their way around that. Everybody wants to make it easier. Everybody wants to trick the system.

And then they look at the people who have built the craziest shit, who live these big lives, and they're like, how'd they trick the system? They tricked the system by creating a great fucking product with a great fucking service that people enjoy and are proud to share with their friends. And when you do that, it doesn't matter what the product is. People will talk about it.

Okay, so we have to get this focus off of how much effort we put in or who we are or what group we belong to. And we have to realize that no one gives a fuck about that. They care about what fucking points you put on the board, bro. They care about what you create, what you build, who you become, and how they can do the same. So let's not like, you know, when people, I agree with you. He's emotionally attached. It's emotionally. I put a lot of work. Yeah, that's what the fuck you're supposed to do.

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

Yeah. I love it. But you also got to balance that with humility. How do I improve? How do I get better? Right. You got to have the balls to put the product out there, but you also have to have the wherewithal to question is the product actually what it could be and should be.

You know what I'm saying? Absolutely, man. Absolutely. Well, guys, Andy, that's a hell of a way to start a Monday, man. Yeah, guys. Hey, there's only one way to win, bro, and it's being undeniably great at what you do. I could answer 50 fucking thousand questions. It's going to come down to that same question.

principle every single time. So go out there, do the best you can become the best you can create the best that you can and things are going to work out.