22:00

signing up some clients, you're gonna

22:02

have less doubt. You're gonna say, dude, I signed up

22:04

my first client. How about that?

22:07

You've been doing this four months. You haven't signed up

22:09

a single fucking client. What are you

22:11

doing? I would bet that you've been sitting there wondering

22:14

when these clients are gonna fall out of

22:16

the sky and you're probably making all these

22:18

plans and, well, I need to do

22:20

this, I need to do that, I need to do

22:23

this, I need to get ready over here first, instead

22:25

of just going. Go sign up some people and you're

22:27

gonna have less doubt because you're gonna see that it's

22:29

easier. And I'll leave you with this last thing. There's

22:32

a very famous movie called The Edge

22:34

and if you haven't seen it, it's

22:36

one of the greatest movies ever made, in my opinion.

22:40

It has Anthony Hopkins, who's a rich billionaire

22:42

and they crash a plane and they have

22:44

to survive. He

22:46

says a very profound quote in the

22:49

movie and he says this

22:51

to his team, there's three of them or four

22:53

of them and they're all freaking the fuck out

22:55

because they're gonna die. These are all wealthy city

22:57

people and they're in the middle of the wilderness.

23:01

He says, hey, what one

23:03

man can do, another can do and

23:06

that is the truth. If you look around

23:08

and you see all these people building these

23:10

marketing agencies, there is zero reason that you

23:12

can't do the same. We

23:14

see all these people climb Mount Everest.

23:16

You can do the same. We see

23:18

all these people run marathons. You can

23:20

do the same. We see all these

23:22

people build amazing companies. You can do

23:24

the same. What's possible for one human

23:26

is possible for another human. Now, are

23:28

there limitations to that? Can I go

23:31

out and 360 dunk a basketball like

23:33

LeBron James? No, there are definitely things

23:35

that limit you but they're not limiting

23:37

you, okay? We're talking about business. We're

23:39

talking about entrepreneurship. If you are willing

23:41

to make the commitment and you are

23:43

willing to give what it takes and

23:45

you are willing to take the punches

23:47

and you are intelligent enough to learn

23:49

the lessons, to move forward with

23:51

those lessons and apply them the next time, you

23:54

cannot lose. You can't lose, all

23:56

right? But sitting there and saying,

23:58

oh man, I have... all this self-doubt,

24:00

I don't know what to do, that

24:03

is automatic loss. What you have to do

24:05

is take action. What you have to do is

24:07

go sign some people up. And when you

24:09

sign people up, you're going to be

24:12

like, yeah, I signed some people up. And the

24:14

very next thought that you have should be, okay,

24:16

how could I have signed them up better? How

24:18

could I have handled this better? Yes, I

24:21

scored the goal, but how could

24:23

I have done it better? Okay.

24:25

And that self-assessment process of

24:27

analyzing even the wins,

24:29

not just the losses, even the wins is

24:32

what makes you gain the most amount of skill

24:34

in the shortest amount of time, which makes you

24:37

formidable. All right. So not only should you be

24:39

sitting there saying, man, they said no to me,

24:41

why they say no to me, when they say

24:43

yes, you should say why they say yes. And

24:45

how could I have gotten to that yes easier?

24:47

All right. And if you adapt

24:50

and adopt this thinking, you

24:53

can't lose, bro. You just can't. And

24:56

let me ask you this because I think

24:58

this is another

25:00

piece of this, man. It's like, no, I've always thought

25:03

of you as somebody who is very

25:05

honest. You're honest with others. You're

25:07

honest with yourself, especially, right? And

25:10

I think this is something else that a lot

25:12

of people miss, man. It's like the ability to

25:15

be honest about the work that you're actually doing.

25:17

Yeah. And it's like, no, I have to imagine,

25:19

like, I wish I would have met Andy at

25:21

19. You know what I'm saying? But I'm sure

25:23

I'm willing to bet that there was a few

25:26

conversations that you had with yourself over Chris, maybe

25:28

in public, private, whatever. But it's like, am

25:31

I actually putting in the work that I'm supposed to be doing to

25:33

get where I'm saying I want to go? Let me tell you a

25:35

story about that. All right. So

25:37

my first 10 years

25:40

in business, as you guys know, I made $58,380 total.

25:45

That's what I made. All right. First three years, I

25:48

made $0. Next seven years,

25:50

I made $695 a

25:53

month. All right. I could have made more money working at

25:55

fucking McDonald's for that 10 years. All

25:57

right. Real talk. All right. I

26:02

started making a little bit of money.

26:04

We started, things started, I started figuring

26:06

it out, right? I

26:09

wrote Gary Vee a letter. Everybody knows

26:11

Gary Vee. All right, I wrote him a

26:13

letter and I said, hey, just so

26:15

you know, I read your book. You

26:18

know, I made a lot of money. This is like 2013 or 14.

26:21

I started making money. I said,

26:23

I just want you to know, you probably think nobody listens

26:25

to you, but this is what I've done with

26:28

your information. He

26:30

invites me to come to New York. So

26:33

I fly up to New York. I

26:35

meet him, we have dinner and dinner was at like nine

26:37

or 10 o'clock. It was really late. And I was thinking

26:39

like, this

26:41

is like really late, but I guess it's New York. You

26:43

know, that's how they do things. So you never sleep. Yeah,

26:45

right. So I

26:47

go in, we're sitting down, we have

26:49

a couple drinks and you

26:52

know, I think it was nine o'clock we had the meeting

26:55

and at 10 o'clock, like

26:57

it got close to 10, he goes, hey

26:59

man, you know, I'm sorry, but I

27:02

got some other meetings. And

27:04

I'm like, it's 10 o'clock. He goes, yeah, I

27:06

have one after you and then I got two more. And

27:09

I'm like, what do you mean? And he's like,

27:11

well, I got a 10 o'clock, 11 o'clock and a 12 o'clock meeting.

27:14

He's like, they're right there. And they were sitting over there

27:16

at the fucking table. And I was

27:18

like, holy shit. I

27:22

think I'm working hard and look at this guy. Okay,

27:25

and seeing that one time

27:27

taught me the lesson of what it takes. It

27:30

does not, you cannot casually win at

27:32

entrepreneurship. You cannot win half ass. You

27:34

cannot win without being all in. And

27:36

you're gonna hear all these people talk

27:38

about balance and this and that and

27:40

this. That doesn't apply to you as

27:42

an entrepreneur. It's just doesn't, all

27:45

right? Your balance looks different. Their balance

27:47

looks like I wake up

27:49

in the morning, I did this many hours of this.

27:52

I get to this time, I get to go home, I'd

27:54

be my family. That's what balance looks like for them. It's

27:56

on a daily scale. Balance for

27:58

an entrepreneur. Is

28:00

over the course of your life and by

28:02

the way, it's not always a sure bet But

28:05

you're gonna give a lot Let's say in your 20s to

28:08

live a life in your 40s that no one else

28:10

can live So when you look at balance over the

28:12

scale of decades that's

28:14

how entrepreneurs get to look at balance and

28:18

It's not guaranteed. Okay, I'll give

28:20

you an example Kobe Bryant work

28:22

his whole life To become one of

28:24

the best basketball players that ever lived and

28:27

when he got done at 40 years old He said

28:29

now I'm gonna start living what happened. Yeah,

28:31

he was killed in a helicopter crash So

28:35

there's no guarantee for entrepreneurs in anything.

28:37

There's no guarantee you're gonna win. There's

28:39

no guarantee You're gonna live this crazy

28:41

life. There's no guarantee you're gonna have

28:43

balance There's no guarantees and

28:46

it takes a special kind of person

28:48

to have zero Guarantees and still go

28:50

after that dream and this is like I

28:53

said, this is why I get so upset

28:55

with the internet culture Painting this

28:57

rosy picture of what it's actually like.

28:59

Yeah, dude. There's no guarantees man. There's

29:01

no safety net There's nobody that bails

29:03

you out and and if you fail,

29:05

you know People don't care because

29:08

they see a million failures a day. They

29:10

got their own problems. So that's

29:12

the reality, dude It's very hard. And when you sign

29:14

up for it, you're signing up for a different kind

29:16

of life Love

29:19

it guys Andy question number three

29:22

What's up, Andy? Andy I recently started

29:24

75 heart The

29:27

book I chose to read is the magic

29:29

of thinking big in the

29:31

end of chapter one There are three main points that

29:33

are hit one think success

29:35

don't think failure to

29:37

remind yourself You're better than you

29:39

think you are and three believe big

29:42

My question is when going through

29:44

the grind Having challenging

29:46

days or starting something new. How

29:49

have you translated or overcome the

29:51

negative thoughts? Thank

29:53

you for the culture and energy you

29:55

bring those dark days man. Hey

29:58

look that nobody has right? Yeah Look,

30:00

first of all, you are better than you think

30:02

you are. OK, we have this ability to look

30:04

at everybody else and think they have some sort

30:06

of secret or advantage or knowledge or skills that

30:08

we don't have. If they do have knowledge and

30:10

skills that we don't have, it's because they went

30:13

out and got punched in the face and learned

30:15

them. That's the reality. Or

30:17

they made bigger investments in their personal development.

30:19

So that's true. Now. Going

30:23

down this path of becoming

30:26

successful, whether it's an entrepreneur,

30:28

an entrepreneur or anything

30:30

else, an athlete, a musician. You're

30:33

going to have negativity. All right.

30:35

You're going to have negativity from

30:37

a bunch of different places. You're

30:39

going to have negativity from the

30:41

outside sources, meaning other individuals. Maybe

30:43

it's friends, maybe it's family, maybe

30:45

it's strangers on the

30:48

Internet. OK, you're going to get

30:50

negativity there. You're going to get

30:52

negativity because the path to what

30:54

you're trying to do is difficult.

30:57

And because you don't understand how

30:59

difficult it is, you

31:01

are going to feel like the

31:03

resistance that is natural

31:05

for everybody is actually negative when

31:08

in reality it's just the path.

31:10

OK. That would be like me

31:12

and you climbing a mountain and

31:14

us saying, man, this

31:16

is this sucks. This mountain hates us when

31:18

it's the mountain, bro. You know

31:21

what I'm saying? And so we have

31:23

to understand the difference between negativity and

31:25

our perception of negativity. Things

31:27

being hard because they're hard is

31:30

not a negative action

31:32

towards you. It's not personal. It's just

31:34

hard. It's hard for everybody. That's right.

31:36

So what we have to remember is

31:39

that when we perceive negativity or

31:42

we have actual negativity, we have

31:44

to figure out a way to

31:46

leverage that to our favor. All

31:49

right. So what do we do?

31:51

We take the negativity, the doubt,

31:53

the frustration, the fear, the anger,

31:56

all of that. And the minute

31:58

we start to feel it. We say,

32:01

uh-uh, motherfucker, I'm winning. I

32:03

don't care what that's, I don't care what that

32:05

person says. I don't care what they think. My

32:08

mind's lying to me. I am going to

32:10

win. And so what you do is you,

32:13

the minute you have a twinge of

32:15

this negativity, whether it be actual negativity

32:17

or whether it just be the perceived

32:19

negativity that you have because the path

32:22

is hard, you take that

32:24

and you start to do something productive

32:26

that is going to bring you closer

32:28

to your goal. When most people feel

32:30

negativity, what do they do? They quit

32:32

or they take a break or they

32:34

tell themselves, I need to chill for

32:36

a minute or I need to relax

32:38

or I need to unwind or I

32:40

need a drink. That's what

32:42

the average person does. And that's why

32:44

the average person loses the winner. They

32:46

take the negativity and they say, nah,

32:49

motherfucker, I'm fucking winning. And they take

32:51

that negativity the minute that they feel

32:53

it and they go out and do

32:55

something that's going to move them closer

32:57

to where they're trying to go. Maybe

32:59

that's send some emails. Maybe that's read

33:02

some books. Maybe that's getting off your

33:04

ass and doing some exercise. Maybe it's

33:06

a million different things. But the point

33:08

is you should take the negativity as

33:11

a sign to take

33:14

positive productive action. And

33:18

what we call this, what I call this

33:20

is a production pivot. All right. This means

33:23

the minute that I start to feel like

33:25

I don't want to do something that I

33:27

know I need to do, I'm using that

33:29

as the indicator as the light bulb that

33:32

goes off in my head that triggers me

33:34

to move and do the thing that's going

33:36

to move me closer to the goal. So

33:39

now I want you to think about this.

33:41

If the average person takes a break every

33:43

time they feel this way and you actually

33:45

get better every time you feel this way,

33:48

what's going to happen to the gap between

33:50

you and them? It's going to get real

33:52

fucking wide real fucking fast. Okay. So if

33:55

you want to win, you have to understand

33:57

we are going to face negativity. I

34:00

also have to understand that it is usable,

34:02

dark energy. There is a very

34:04

strong place for wanting to prove people

34:06

wrong. And all these idealistic people on

34:08

the internet that keep saying, oh, I

34:10

just want to make people proud of

34:12

me and I want to prove people

34:14

right. Who do you think is going

34:16

to win more? The person who takes

34:18

the negativity and takes a break and

34:20

says, oh, you know what? I really

34:22

just want to make my mom proud.

34:25

Or the person who takes the negativity

34:27

and says, I'm going to shove it

34:30

down your fucking throat so hard that

34:32

you never ever doubt me ever again.

34:35

Who's going to win that? The second guy

34:37

is going to win because just listen,

34:39

listen to how I'm saying it. Listen

34:42

to how you feel when you say it.

34:44

Say it yourself. I'm

34:46

going to go do some good things to make my

34:48

family proud or I am going to

34:51

shove it. Dude, the

34:53

energy to even say it is completely

34:55

different. OK, and it's way more powerful

34:57

to want to make people eat their

34:59

words. And I know a lot of

35:01

people, you know, they argue about that,

35:03

but you take

35:05

the greatest winners of all time.

35:07

The Michael Jordans, the Kobe Bryant's,

35:09

the the best business

35:11

people of all time. They all have that

35:13

dark side energy, bro. When you doubt them,

35:15

they will fucking step on your face with

35:18

their results. OK, so no,

35:20

for real. Yeah. So

35:24

I love when people the worst thing someone can

35:26

give me if you're competing with me.

35:30

Is something to prove. If

35:32

you can figure out a way to get me angry

35:35

and to get something to prove, I

35:37

will fucking crush you because

35:39

that's how I operate. I operate on that energy.

35:42

And, you know, I think it's

35:44

one of the most powerful underrated energies that

35:46

because nobody wants to talk about it. It's unlimited,

35:49

man. It is unlimited because you face unlimited

35:51

negativity. Think of all the fucking think of all

35:53

the positive reinforcement that you have and then think

35:55

of all the negative. Which one do you

35:57

have more of every single

35:59

person? has more negative than positive because of

36:01

the standards of mediocrity

36:04

that our society lives in. All

36:06

right, so if we don't know how to

36:08

use the majority of the energy, we're at

36:10

automatic disadvantage over everybody else. So

36:13

it is perfectly okay to

36:15

utilize that dark energy

36:17

to get pissed off. And

36:20

you should train your brain that when you

36:22

feel it, it makes you go out and

36:24

do something. Not sit there and be bitter.

36:27

Not sit there and be angry. Not sit

36:29

there and blame the world. I

36:31

need a break, or I need a drink,

36:33

or I need a this. No, you need

36:35

to get off your ass and you need

36:37

to go do something that's going to move

36:39

you closer to where you want to go.

36:41

That is the ultimate competitive advantage because negativity

36:44

freezes most people into inaction.

36:47

All right, and you are competing with those

36:49

people. A lot of, I'm only competing with myself.

36:51

Bullshit, bro. This is a game and you're

36:53

playing it and you're in it. There

36:55

are other teams on the field. There are other

36:58

companies. There are other individuals. There are other businesses.

37:00

Even if you're an entrepreneur, there's people in your

37:02

business that want to take your fucking role. Okay,

37:05

this is a competition. And should you compete

37:07

with yourself? Yes. But we also have to

37:09

recognize that there is real competition out there.

37:11

And if you're going to be a great

37:13

competitor, you're going to have to take the

37:15

negativity and figure out a way to make

37:17

yourself better because that's the energy that we

37:19

have the most of. You know, I

37:21

feel like this is also like a, I mean, just simple

37:23

pure motivation. You know what I'm saying? I feel like a

37:26

lot of people, they sit and

37:28

wait for the feel good, you know,

37:31

crowd cheering, motivation. They wait for permission.

37:33

Yeah, you go do it. You can

37:35

do it. They wait for permission. They

37:37

think that there is a quote

37:40

unquote club that invites

37:42

them in and says, hey, you know what,

37:44

man, I really believe that you

37:47

could be a part of this club. All

37:49

right. There is no club like that. Nobody

37:52

says that nobody comes along and gives

37:54

you permission, bro. You have to not

37:56

just get

37:58

a seat at the table. You got. to build your own

38:00

fucking chair and pull it up to the table.

38:03

That's the reality. No one's getting out of their

38:05

chair to offer you a chair. You

38:07

got to build your own and put it at the

38:09

table. And that's what the fuck it's about. Okay, so

38:11

none of these people that you think exist

38:13

that are here to certify your

38:16

qualifications to become great, that

38:19

never happens. I used to think the same thing when

38:21

I was young, dude. I thought, man, I really wish

38:24

I could get some of these guys to like, you

38:26

know, want to have dinner with me or want to

38:28

have, you know, help

38:30

me or want to approve of me. Even if they had

38:32

just said, hey, man, I think you got

38:34

what it takes, which never happened.

38:36

It never happened. So you know what

38:39

I had to do? I had to

38:41

make myself into someone that knew that

38:43

I had what it takes. And you

38:45

know how I did that? I did

38:47

that by proving to myself over and

38:49

over and over and over and over

38:51

again, that even in the hardest times,

38:54

I can move forward. When other people

38:56

flake and other people crumble, I

38:58

am still moving forward, okay? And that's

39:01

the resilience, that's the toughness, that's

39:03

the grit, that's the fortitude that

39:05

you have to build yourself into

39:07

as a character of

39:09

your humanity, all right? So this is

39:11

why Live Hard is such a real

39:13

program. It will build you into this

39:15

kind of person. And

39:19

that's it, dude. Like, you

39:21

have to be able to use what's given to

39:23

you. And we are unfortunately given way more negative

39:25

than we are positive. So how are you gonna

39:27

use it? Are you gonna use it by letting

39:30

it, you know, getting shy and sitting in the

39:32

basement and you know, saying, man, I'm not really,

39:34

I'm not ready to play this game. Or are

39:36

you gonna use it like, hey, fuck you. I

39:39

deserve this, I'm gonna show you, I'm gonna prove

39:41

you wrong. And then in five, 10 years, you're

39:44

gonna walk in the room and all those

39:46

people that doubted you, all those people that

39:48

said negative shit to you, all those people

39:50

that made jokes to you, all those people

39:52

that rolled their eyes at you, they're all

39:54

gonna tell you how proud they are. I

39:56

always believed in you. Yeah, motherfucker. I remember

39:58

and you'll remember too. Every single

40:01

person that ever said negative things to me, I

40:03

remember all of them, and I remember the exact

40:05

moment when they came back around and they said,

40:07

oh, I'm so proud of you.

40:09

And you know what's funny? By the time they

40:11

come back around and say they're proud of you,

40:14

you don't even need the validation anymore, because you

40:16

already know. You already know. I don't

40:18

give a fuck if you believed me back in

40:20

the day, and I remember that you didn't. But

40:23

I'm glad I made a believer out of you,

40:25

but I don't need your belief anymore because I

40:28

believe. And that's the most powerful thing that you

40:30

can have, your own belief in yourself, proving yourself

40:33

right, proving that you do have what it takes, and

40:35

nobody could take that from you once you've built that.

40:38

No one can come to me and say to me,

40:40

you're a fucking loser, or you don't know what you're

40:42

doing in business. Now, people might come to me and

40:44

say, hey, you got a big mouth, you say some

40:46

dumb shit sometimes. I'm going to say, okay, that's fair.

40:49

But if you came to me and you said, you're

40:51

a shitty business guy, you're bad at this, you're bad

40:53

at that, and I'd fucking laugh in their face. I'd

40:55

be like, all right, well, let's see your shit, bitch.

40:57

You see what I'm saying? So

41:00

this is about ourselves believing

41:04

in ourselves and creating belief in

41:06

ourselves by taking

41:08

the negativity and allowing it to push us

41:10

down the path that we are trying to

41:12

go. And if you could figure

41:14

out how to do that via the production pivot,

41:16

you're going to win because everybody else is going

41:19

to crumble when times get hard and you're going

41:21

to go faster. I fucking love it, man. Guys,

41:23

Andy, that was three. That was

41:25

a hell of a way to start the week.

41:27

Yeah, guys, let's go out and win. And remember,

41:29

you guys keep messaging. How can we support? You

41:31

could support by buying these drinks at your grocery

41:33

stores and gas stations. Meat sticks, protein

41:36

bars, energy drinks. Go hit them

41:38

up. I love you guys, I'll see you tomorrow. Yeah.

41:42

Went from sleeping on the floor,

41:44

now my jewelry box froze, fuck

41:46

a boat, fuck a stove. Counted

41:48

millions in a coke bag, bitch,

41:50

booty's swole. Got her on bankroll,

41:52

can't fold, just a note. Headshot,

41:54

case closed, closed.