1 00:00:00,080 --> 00:00:01,240 Speaker 1: Fear is paralyzing. 2 00:00:01,440 --> 00:00:03,720 Speaker 2: I don't want to fail, I don't want to get rejected, 3 00:00:03,800 --> 00:00:06,600 Speaker 2: But I always think back to will I regret it 4 00:00:06,680 --> 00:00:09,479 Speaker 2: more than not doing it? Will I look back one 5 00:00:09,600 --> 00:00:11,639 Speaker 2: year from now if I'm in the same dead end job, 6 00:00:11,720 --> 00:00:15,000 Speaker 2: I will regret that decision more than I fear making 7 00:00:15,120 --> 00:00:16,480 Speaker 2: a decision and having. 8 00:00:16,239 --> 00:00:17,079 Speaker 1: It be the wrong one. 9 00:00:17,160 --> 00:00:18,560 Speaker 2: How are you going to move forward if you don't 10 00:00:18,680 --> 00:00:22,279 Speaker 2: put yourself in a position that actually makes you uncomfortable? 11 00:00:22,480 --> 00:00:25,720 Speaker 3: The Number one Health and well Inness Podcast, Jay Setty, 12 00:00:25,840 --> 00:00:32,240 Speaker 3: Jay Shetty, Say Only Jay Shetty, Hey everyone, welcome back 13 00:00:32,280 --> 00:00:35,360 Speaker 3: to On Purpose. Thank you so much for tuning in 14 00:00:35,640 --> 00:00:39,240 Speaker 3: to become the happier, healthier and more healed. I am 15 00:00:39,320 --> 00:00:42,840 Speaker 3: so excited today because I get to interview not only 16 00:00:42,920 --> 00:00:47,159 Speaker 3: someone who's a powerhouse entrepreneur, someone who's a dear friend 17 00:00:47,560 --> 00:00:51,800 Speaker 3: and a co founder in mine and Raddy's Sparkling tea brand, 18 00:00:52,080 --> 00:00:54,440 Speaker 3: JUNI and I know so many of you are fans. 19 00:00:54,440 --> 00:00:57,640 Speaker 3: I hope you actually drinking it right now while you're watching, 20 00:00:58,000 --> 00:00:59,560 Speaker 3: But I want to introduce you to one of my 21 00:00:59,600 --> 00:01:01,720 Speaker 3: dearest and someone that I have so much respect for, 22 00:01:01,840 --> 00:01:05,720 Speaker 3: so much admiration for someone who truly walks the talk 23 00:01:06,120 --> 00:01:10,400 Speaker 3: and has built incredible businesses. If you're someone who's stuck 24 00:01:10,440 --> 00:01:13,120 Speaker 3: in a job that you hate, this episode is for you. 25 00:01:13,560 --> 00:01:15,920 Speaker 3: If you're someone out there who has an idea or 26 00:01:15,959 --> 00:01:18,200 Speaker 3: a passion but you don't know how to get started, 27 00:01:18,720 --> 00:01:21,800 Speaker 3: this episode is for you. And if you've already taken 28 00:01:21,840 --> 00:01:24,600 Speaker 3: that leap, but you're struggling to figure out whether you're 29 00:01:24,640 --> 00:01:27,600 Speaker 3: in the right business, what it means to be an entrepreneur, 30 00:01:27,640 --> 00:01:31,160 Speaker 3: what it takes, this episode is for you. My guest 31 00:01:31,160 --> 00:01:35,800 Speaker 3: today is Kim Barell, nine time founder, two time best 32 00:01:35,840 --> 00:01:39,840 Speaker 3: selling author, investor in over one hundred companies, and a 33 00:01:39,880 --> 00:01:43,319 Speaker 3: proud mom of four. Kim built her first company from 34 00:01:43,440 --> 00:01:48,440 Speaker 3: her kitchen table at twenty three, became a multimillionaire by thirty, 35 00:01:48,880 --> 00:01:52,200 Speaker 3: and sold her last company for two hundred and thirty 36 00:01:52,200 --> 00:01:57,080 Speaker 3: five million dollars. Now she's helping the next generation of entrepreneurs, 37 00:01:57,120 --> 00:02:01,320 Speaker 3: including me and Raley, turn mistakes into million dollar lessons 38 00:02:01,560 --> 00:02:05,240 Speaker 3: with her new book, Mistakes That Made Me a Millionaire 39 00:02:05,440 --> 00:02:10,120 Speaker 3: How to Transform Setbacks to Extraordinary Success. If you're listening 40 00:02:10,240 --> 00:02:11,800 Speaker 3: or watching right now, I want you to go and 41 00:02:11,840 --> 00:02:14,359 Speaker 3: grab a copy of the book. The link is in 42 00:02:14,400 --> 00:02:18,079 Speaker 3: the comments. You won't regret it. Please welcome to on Purpose, 43 00:02:18,440 --> 00:02:20,440 Speaker 3: Kim Perol. Kim, it's great to have you here. 44 00:02:20,600 --> 00:02:22,839 Speaker 1: Thank you so much, Jim, so happy to be here. 45 00:02:22,960 --> 00:02:25,400 Speaker 3: I know, I'm so excited to be back with you 46 00:02:25,520 --> 00:02:29,080 Speaker 3: because we actually met when I was interviewing you for 47 00:02:29,160 --> 00:02:33,799 Speaker 3: your first book ever, The Execution Factor, and we instantly connected. 48 00:02:34,120 --> 00:02:36,520 Speaker 3: And I love that an entrepreneur was out there talking 49 00:02:36,600 --> 00:02:40,280 Speaker 3: about execution and actually doing stuff, and now here you 50 00:02:40,320 --> 00:02:42,560 Speaker 3: are talking about mistakes, which again I think is such 51 00:02:42,560 --> 00:02:45,440 Speaker 3: an important thing to talk about. And where I want 52 00:02:45,440 --> 00:02:47,000 Speaker 3: to start, and we'll get into Juny and all the 53 00:02:47,040 --> 00:02:49,600 Speaker 3: amazing stuff that we're excited about, but where I really 54 00:02:49,600 --> 00:02:52,400 Speaker 3: want to start is so much of my audience right 55 00:02:52,440 --> 00:02:56,160 Speaker 3: now is probably listening or watching. They're feeling stuck in 56 00:02:56,240 --> 00:02:59,600 Speaker 3: a job that they don't love. They might have an idea, 57 00:02:59,680 --> 00:03:01,639 Speaker 3: or maybe they don't even know what they're passionate about. 58 00:03:02,400 --> 00:03:05,960 Speaker 3: They just don't know where to start. What's the first 59 00:03:05,960 --> 00:03:06,640 Speaker 3: thing you should do? 60 00:03:06,800 --> 00:03:09,520 Speaker 2: Oh my gosh, Yes, I totally relate. And there's so 61 00:03:09,600 --> 00:03:12,720 Speaker 2: many people that I talk to that are saying how 62 00:03:12,960 --> 00:03:17,040 Speaker 2: they are stuck. And I wrote, I mean in the book, 63 00:03:17,160 --> 00:03:19,920 Speaker 2: I talk about staying too long, right, staying too. 64 00:03:19,840 --> 00:03:20,960 Speaker 1: Long in a job you hate. 65 00:03:20,960 --> 00:03:23,280 Speaker 2: In the job you wake up and you dread going 66 00:03:23,360 --> 00:03:26,120 Speaker 2: to and how do you get out? And I call 67 00:03:26,200 --> 00:03:29,400 Speaker 2: that my exit ramp strategy, Like, what's the exit ramp? 68 00:03:29,400 --> 00:03:31,120 Speaker 2: How do I get from where I am today to 69 00:03:31,160 --> 00:03:34,360 Speaker 2: where I want to be? And the first step starts 70 00:03:34,400 --> 00:03:36,840 Speaker 2: with thinking, for me, where do I want to be 71 00:03:36,920 --> 00:03:40,520 Speaker 2: in one year from today? It gets so overwhelming if 72 00:03:40,520 --> 00:03:43,040 Speaker 2: you try to have it all mapped out. But if 73 00:03:43,080 --> 00:03:45,600 Speaker 2: you can just think, what's my vision, where do I 74 00:03:45,640 --> 00:03:47,520 Speaker 2: want to be in one year, and then work your 75 00:03:47,520 --> 00:03:50,360 Speaker 2: way backwards to today and take small, tiny steps in 76 00:03:50,440 --> 00:03:53,880 Speaker 2: order to achieve it, it's more manageable. And I think 77 00:03:53,880 --> 00:03:55,840 Speaker 2: a year's a good enough, you know, a nice enough 78 00:03:55,880 --> 00:03:59,720 Speaker 2: amount of time to be able to put that first 79 00:03:59,760 --> 00:04:02,760 Speaker 2: step up into action and make that change that you 80 00:04:02,800 --> 00:04:05,840 Speaker 2: want to make. But it starts with knowing and making 81 00:04:05,920 --> 00:04:07,280 Speaker 2: you know that, putting that line in the sand that 82 00:04:07,320 --> 00:04:08,600 Speaker 2: I'm going to change my life. 83 00:04:08,840 --> 00:04:12,400 Speaker 3: Yeah, I remember, I'm thinking about when I've been on 84 00:04:12,440 --> 00:04:15,520 Speaker 3: the verge of wanting to quit or move. And before 85 00:04:15,560 --> 00:04:17,039 Speaker 3: I started doing all of this, I was in a 86 00:04:17,040 --> 00:04:22,640 Speaker 3: corporate job. I was stable, I was safe, I didn't 87 00:04:22,680 --> 00:04:25,680 Speaker 3: love it, and I wasn't necessarily that successful. I was 88 00:04:25,720 --> 00:04:27,640 Speaker 3: good at what I did, but it was going to 89 00:04:27,640 --> 00:04:31,599 Speaker 3: be a long time before I had a successful career trajectory. 90 00:04:32,240 --> 00:04:36,200 Speaker 3: And I remember, for me, it was asking that question, 91 00:04:36,800 --> 00:04:40,640 Speaker 3: and also, funnily enough, another question which was kind of 92 00:04:40,680 --> 00:04:42,800 Speaker 3: at the other extreme, which was do I want to 93 00:04:42,839 --> 00:04:45,400 Speaker 3: be where everyone else is who's twenty years older than 94 00:04:45,440 --> 00:04:47,760 Speaker 3: me in this company? So I would look at someone 95 00:04:47,760 --> 00:04:50,760 Speaker 3: who's at the company who's ten twenty years older, more 96 00:04:50,800 --> 00:04:52,919 Speaker 3: senior than me, I would think, do I want to 97 00:04:52,920 --> 00:04:56,400 Speaker 3: be doing that when I'm twenty years older than myself? 98 00:04:56,839 --> 00:05:00,000 Speaker 3: To also get a reality check, right, an twenty years? 99 00:05:00,480 --> 00:05:01,279 Speaker 1: How many times? 100 00:05:01,279 --> 00:05:03,680 Speaker 2: I mean, you definitely shouldn't stay that long, right. Someone 101 00:05:03,720 --> 00:05:04,920 Speaker 2: actually told me the other day they were in a 102 00:05:05,000 --> 00:05:08,640 Speaker 2: job for twenty years. I thought, oh my gosh, twenty years. Right. 103 00:05:09,080 --> 00:05:11,560 Speaker 2: My rule of thumb, if you're not earning and you're 104 00:05:11,640 --> 00:05:13,840 Speaker 2: not learning, you got to make a change. And if 105 00:05:13,880 --> 00:05:16,240 Speaker 2: you're not there, say you've been in a job less 106 00:05:16,279 --> 00:05:19,400 Speaker 2: than less than three years, but over three years, you 107 00:05:19,520 --> 00:05:22,640 Speaker 2: got to really look at what is your career path 108 00:05:22,680 --> 00:05:25,240 Speaker 2: because you could just get stuck, yeah, and you just 109 00:05:25,320 --> 00:05:27,800 Speaker 2: end up staying. And honestly, I stayed too long in 110 00:05:27,839 --> 00:05:30,080 Speaker 2: a job. I mean I had sold my company. I 111 00:05:30,160 --> 00:05:33,719 Speaker 2: ended up staying because it was comfortable, but I wasn't 112 00:05:33,880 --> 00:05:36,960 Speaker 2: living the highest and best use of my skills and 113 00:05:36,960 --> 00:05:40,880 Speaker 2: my talents. It was just easy and it was scary 114 00:05:40,880 --> 00:05:41,599 Speaker 2: to make change. 115 00:05:41,680 --> 00:05:43,360 Speaker 3: Right. Well, I think that's what it is like. I 116 00:05:43,360 --> 00:05:45,520 Speaker 3: think a lot of people, before we dive into some 117 00:05:45,520 --> 00:05:47,520 Speaker 3: of the mistakes, I made you a millionaire, I think 118 00:05:47,560 --> 00:05:49,600 Speaker 3: for a lot of people, we're just scared because we 119 00:05:49,640 --> 00:05:53,800 Speaker 3: don't see the options. We don't really know what's available. 120 00:05:54,200 --> 00:05:56,680 Speaker 3: We maybe even have been in a workplace that's made 121 00:05:56,720 --> 00:05:59,400 Speaker 3: us doubt our abilities. Maybe you've not been in an 122 00:05:59,440 --> 00:06:02,680 Speaker 3: empowering place, or you feel good about yourself. Maybe you 123 00:06:02,720 --> 00:06:06,640 Speaker 3: have a boss that doesn't acknowledge you or your commitments, 124 00:06:06,760 --> 00:06:09,800 Speaker 3: or maybe you have a team of people that have 125 00:06:09,920 --> 00:06:12,359 Speaker 3: made you shrink a little bit. Or maybe you've just 126 00:06:12,480 --> 00:06:14,520 Speaker 3: ended up in a job based on something you studied 127 00:06:14,560 --> 00:06:16,919 Speaker 3: at college and now you realize, I don't even like 128 00:06:17,000 --> 00:06:20,040 Speaker 3: this anymore. So when you're scared and you're facing fear, 129 00:06:21,080 --> 00:06:23,520 Speaker 3: what do you do with that? Because it can keep 130 00:06:23,600 --> 00:06:27,000 Speaker 3: you so paralyzed and so stuck, what do you do 131 00:06:27,120 --> 00:06:29,440 Speaker 3: to break through that fear? Of saying, well, let me 132 00:06:29,480 --> 00:06:31,479 Speaker 3: at least think about the next one year, let me 133 00:06:31,520 --> 00:06:33,240 Speaker 3: at least look at the options around me. 134 00:06:33,520 --> 00:06:36,560 Speaker 2: I mean, fear is paralyzing, right, And I've had that 135 00:06:36,600 --> 00:06:40,119 Speaker 2: happen for me, just paralyzing because I am scared. 136 00:06:40,120 --> 00:06:42,400 Speaker 1: I don't want to fail. I don't want to get rejected. 137 00:06:42,440 --> 00:06:45,400 Speaker 2: I don't want the pain that comes with trying something new. 138 00:06:46,000 --> 00:06:49,440 Speaker 2: But I always think back to will I regret it 139 00:06:49,520 --> 00:06:52,440 Speaker 2: more than not doing it? Like, will I look back 140 00:06:52,480 --> 00:06:54,360 Speaker 2: one year from now if I'm in the same dead 141 00:06:54,480 --> 00:06:57,760 Speaker 2: end job and I hate my you know what I 142 00:06:57,839 --> 00:07:01,360 Speaker 2: do every day, I will regret that decision more than 143 00:07:01,400 --> 00:07:04,640 Speaker 2: I fear making a decision and having it be the 144 00:07:04,680 --> 00:07:08,880 Speaker 2: wrong one. And so really thinking about is the regret, 145 00:07:09,160 --> 00:07:10,320 Speaker 2: you know, bigger than the fear. 146 00:07:10,600 --> 00:07:13,400 Speaker 3: Yeah, definitely. And I love that question and I've definitely 147 00:07:13,440 --> 00:07:15,760 Speaker 3: sat with that, and I think that's what made me 148 00:07:15,800 --> 00:07:17,480 Speaker 3: do what I do now, which is I would have 149 00:07:17,600 --> 00:07:22,080 Speaker 3: regretted if I never tried my hand at media. And 150 00:07:22,800 --> 00:07:24,360 Speaker 3: I look back now and I think, oh my gosh, 151 00:07:24,400 --> 00:07:26,120 Speaker 3: I would have been the craziest person in the world 152 00:07:26,480 --> 00:07:30,280 Speaker 3: to not try. And You're so right that regret is 153 00:07:30,320 --> 00:07:34,360 Speaker 3: probably the only emotions stronger than fear. Yes, and you 154 00:07:34,440 --> 00:07:37,280 Speaker 3: have to kind of tap into that to unlock and 155 00:07:37,320 --> 00:07:37,800 Speaker 3: get better. 156 00:07:37,920 --> 00:07:40,120 Speaker 1: Yeah, and thinking to your point, in twenty years, I 157 00:07:40,160 --> 00:07:42,960 Speaker 1: will regret staying here and regret doing It's also about 158 00:07:43,080 --> 00:07:45,520 Speaker 1: just staying in relationships. What you're going to look back 159 00:07:45,520 --> 00:07:48,240 Speaker 1: and regret being in that too, right, How but it's 160 00:07:48,240 --> 00:07:49,040 Speaker 1: hard to change. 161 00:07:49,120 --> 00:07:50,840 Speaker 2: I get it, like I've been there. It's so hard 162 00:07:50,880 --> 00:07:53,600 Speaker 2: to change. It's hard to make the decision. But again, 163 00:07:53,680 --> 00:07:55,880 Speaker 2: making sure that you think about the regret of not 164 00:07:55,920 --> 00:07:58,520 Speaker 2: making the decision is so much worse. 165 00:07:58,600 --> 00:08:01,560 Speaker 3: Yeah, Mistake number one you is waiting to be one 166 00:08:01,640 --> 00:08:04,960 Speaker 3: hundred percent ready. I think this is you hit the 167 00:08:05,040 --> 00:08:08,040 Speaker 3: nail on the head with this one. I really truly, 168 00:08:08,080 --> 00:08:12,120 Speaker 3: truly believe that we're all wrapped up in what you 169 00:08:12,200 --> 00:08:16,080 Speaker 3: call the four p's, like the perfectionism, like wanting it 170 00:08:16,120 --> 00:08:21,600 Speaker 3: to be perfect, brilliant, know everything about everything you say 171 00:08:21,640 --> 00:08:24,840 Speaker 3: we want to be. We procrastinate, like we'll just overthink 172 00:08:24,920 --> 00:08:29,440 Speaker 3: the thing. How ready do you need to be in 173 00:08:29,680 --> 00:08:31,800 Speaker 3: order to start, like on a scale of one to ten, 174 00:08:31,920 --> 00:08:35,000 Speaker 3: or actually let's look at percentages zero to one hundred percent. 175 00:08:35,840 --> 00:08:38,160 Speaker 3: What percentage ready do you need to be in order 176 00:08:38,200 --> 00:08:38,840 Speaker 3: to start. 177 00:08:39,040 --> 00:08:41,800 Speaker 2: I think when I look at being one hundred percent ready, 178 00:08:41,800 --> 00:08:44,040 Speaker 2: and it is mostly the fear, and I've been there. 179 00:08:44,120 --> 00:08:47,720 Speaker 2: I wasn't ready when I started my first company. I 180 00:08:47,720 --> 00:08:50,559 Speaker 2: mean I was too young, I didn't an experience. I've 181 00:08:50,600 --> 00:08:53,000 Speaker 2: never been to CEO, I didn't have any money. I 182 00:08:53,080 --> 00:08:56,760 Speaker 2: definitely I calculated because as my type a personality made 183 00:08:56,760 --> 00:08:59,439 Speaker 2: a spreadsheet it's like, not ready, how Kim, You're not ready? 184 00:08:59,679 --> 00:08:59,880 Speaker 3: You know? 185 00:09:00,040 --> 00:09:02,520 Speaker 1: And at that point you have to decide are you 186 00:09:02,640 --> 00:09:03,280 Speaker 1: ready enough? 187 00:09:03,840 --> 00:09:08,439 Speaker 2: And the way I decided was actually I learned really 188 00:09:08,480 --> 00:09:12,079 Speaker 2: early on. I had heard this Marine Corps rule of thumb, 189 00:09:12,400 --> 00:09:15,000 Speaker 2: which is a seventy percent rule, and so it said, 190 00:09:15,080 --> 00:09:18,720 Speaker 2: if you're seventy percent ready, you should take action. If 191 00:09:18,760 --> 00:09:21,760 Speaker 2: you're one hundred percent ready, you've already missed the opportunity. 192 00:09:22,320 --> 00:09:25,360 Speaker 2: So I started using that rule, the seventy percent rule 193 00:09:25,640 --> 00:09:29,839 Speaker 2: to take action. It helped me balance analysis and action 194 00:09:30,040 --> 00:09:32,400 Speaker 2: and move forward. And I still use it all the time. 195 00:09:32,440 --> 00:09:35,440 Speaker 2: If I'm setting for tventy percent ready, I take action, 196 00:09:35,640 --> 00:09:37,679 Speaker 2: I move and I assume I'm going to figure it 197 00:09:37,679 --> 00:09:40,200 Speaker 2: out along the way. And if you think so, to 198 00:09:40,240 --> 00:09:42,199 Speaker 2: your point, what's the percentage seventy percent? 199 00:09:42,280 --> 00:09:44,560 Speaker 3: I like that. I like that. Yeah, that really resonates. 200 00:09:44,720 --> 00:09:47,600 Speaker 3: I think that's right. I think one thing I love 201 00:09:47,679 --> 00:09:49,640 Speaker 3: that you said about there is that I think most 202 00:09:49,840 --> 00:09:54,480 Speaker 3: successful people they know that they'll figure it out along 203 00:09:54,480 --> 00:09:57,319 Speaker 3: the way. They don't believe that the first thing they 204 00:09:57,360 --> 00:09:59,640 Speaker 3: make will be the best thing, or they don't believe 205 00:09:59,679 --> 00:10:02,600 Speaker 3: the first thing they put out will be the final thing. 206 00:10:03,000 --> 00:10:06,040 Speaker 3: And I think when we're inexperienced, we think, no, the 207 00:10:06,120 --> 00:10:07,680 Speaker 3: first thing I have to put out has to be 208 00:10:07,720 --> 00:10:09,320 Speaker 3: my best thing. And you think about that and you go, 209 00:10:09,520 --> 00:10:12,880 Speaker 3: how's that even possible? Right? Like the first pair of 210 00:10:12,880 --> 00:10:15,960 Speaker 3: shoes that Nike made were not their best shoes. The 211 00:10:16,120 --> 00:10:19,280 Speaker 3: first drink that we made with JUNI like, our first 212 00:10:19,679 --> 00:10:22,800 Speaker 3: flavors were not our best flavors. Like the first thing 213 00:10:22,800 --> 00:10:24,800 Speaker 3: you make is never going to be the best, it's 214 00:10:24,840 --> 00:10:26,880 Speaker 3: not going to be the last, and it's not going 215 00:10:26,960 --> 00:10:29,320 Speaker 3: to be final. And so you had this vision of 216 00:10:29,400 --> 00:10:32,600 Speaker 3: I'll figure it out along the way. How does someone 217 00:10:33,600 --> 00:10:35,840 Speaker 3: know they're seventy percent ready? Like if they were, if 218 00:10:35,840 --> 00:10:38,680 Speaker 3: they had an idea, what is seventy percent classified it? 219 00:10:38,720 --> 00:10:40,000 Speaker 3: What do you think that's made up of? 220 00:10:40,440 --> 00:10:43,800 Speaker 2: I think seventy percent is enough that you're still like 221 00:10:43,920 --> 00:10:47,319 Speaker 2: perfecting the edges, right, you're still thinking, Oh, I could 222 00:10:47,360 --> 00:10:49,360 Speaker 2: make a tweak to my deck, or make a tweak 223 00:10:49,360 --> 00:10:51,760 Speaker 2: to my business plan, or make I'll wait a little 224 00:10:51,760 --> 00:10:52,480 Speaker 2: bit longer. 225 00:10:52,640 --> 00:10:54,120 Speaker 1: You know, you make up excuses. 226 00:10:54,240 --> 00:10:56,000 Speaker 2: So I think as the point where you start making 227 00:10:56,000 --> 00:10:59,440 Speaker 2: excuses for why you're not ready, that's the seventy percent, right, 228 00:10:59,440 --> 00:11:00,640 Speaker 2: So I think it's not. 229 00:11:01,000 --> 00:11:04,280 Speaker 1: I have done nothing. Obviously, you have to be seventy percent. 230 00:11:04,320 --> 00:11:07,360 Speaker 2: So you have an idea, You've probably made a prototype, 231 00:11:07,559 --> 00:11:09,360 Speaker 2: you're ready to go to market, and then you convince 232 00:11:09,400 --> 00:11:11,480 Speaker 2: yourself why you can't do it. Yes, that's the point 233 00:11:11,480 --> 00:11:14,200 Speaker 2: where you actually need to go and get customer feedback. 234 00:11:14,280 --> 00:11:16,000 Speaker 1: Me and you both know you got to get out there, 235 00:11:16,080 --> 00:11:17,120 Speaker 1: get the customer. 236 00:11:16,760 --> 00:11:20,720 Speaker 2: Feedback, get market feedback, because you're going to likely change. 237 00:11:20,960 --> 00:11:23,040 Speaker 3: Yeah, talk to me about those steps, because those steps 238 00:11:23,040 --> 00:11:24,880 Speaker 3: that you just laid out I think are so important. 239 00:11:24,880 --> 00:11:27,520 Speaker 3: You just said you got to make a product. You 240 00:11:27,600 --> 00:11:30,520 Speaker 3: got to make you go to make a prototype, You 241 00:11:30,600 --> 00:11:34,240 Speaker 3: got to get customer feedback. When you think about building something, 242 00:11:34,320 --> 00:11:38,800 Speaker 3: whatever it may be, that is actually the fastest way 243 00:11:38,800 --> 00:11:41,240 Speaker 3: to figure it out. And this idea of having a 244 00:11:41,280 --> 00:11:45,000 Speaker 3: prototype or a minimum viable product is core like, so, 245 00:11:45,040 --> 00:11:48,280 Speaker 3: if you want to write a book, write a blog post, yeah, 246 00:11:48,320 --> 00:11:50,400 Speaker 3: and put the blog post out. Then see whether people 247 00:11:50,400 --> 00:11:52,280 Speaker 3: connect with it and engage with it, what comments they 248 00:11:52,280 --> 00:11:54,720 Speaker 3: put on it. If you want to start a podcast, interview, 249 00:11:54,800 --> 00:11:56,559 Speaker 3: I mean when I first met you, I didn't have 250 00:11:56,600 --> 00:12:00,720 Speaker 3: a podcast. I was interviewing people on Facebook Live Yeah, 251 00:12:00,760 --> 00:12:02,839 Speaker 3: and I could see what the comments were saying and 252 00:12:02,880 --> 00:12:05,600 Speaker 3: I could engage with people, and that gave me confidence 253 00:12:05,600 --> 00:12:07,720 Speaker 3: to have an interview show and actually build a podcast. 254 00:12:08,000 --> 00:12:10,160 Speaker 3: To me, that is the first step for anyone out there. 255 00:12:10,160 --> 00:12:14,640 Speaker 3: It's like, whatever you want to build, build the smallest, cheapest, 256 00:12:15,120 --> 00:12:18,440 Speaker 3: easiest version of it and put it out there. Right, Yes, 257 00:12:18,520 --> 00:12:20,240 Speaker 3: talk to me about some of the examples you've had 258 00:12:20,240 --> 00:12:20,880 Speaker 3: to do that with. 259 00:12:21,200 --> 00:12:23,520 Speaker 2: I mean, yeah, I think for me, it's dream big, 260 00:12:23,840 --> 00:12:27,880 Speaker 2: really really big, and then start really small, right, start small? 261 00:12:27,920 --> 00:12:29,800 Speaker 2: And people ask me all the time do I need 262 00:12:29,840 --> 00:12:32,440 Speaker 2: to have money to start a business. The answer is no, 263 00:12:32,840 --> 00:12:36,240 Speaker 2: you actually don't today. I mean, you need to actually 264 00:12:36,360 --> 00:12:40,480 Speaker 2: have the grit and the ability to get your product 265 00:12:40,640 --> 00:12:42,600 Speaker 2: to market. So it could be a farmer's market, it 266 00:12:42,640 --> 00:12:45,760 Speaker 2: doesn't matter. It could be going door to door. You 267 00:12:45,880 --> 00:12:49,160 Speaker 2: just have to get a minimal viable product and understand 268 00:12:49,160 --> 00:12:51,679 Speaker 2: if you actually someone will pay for it, because if 269 00:12:51,760 --> 00:12:53,559 Speaker 2: not going to pay for it, it's a hobby. You've 270 00:12:53,559 --> 00:12:55,920 Speaker 2: always come there like I got a great idea, or someone. 271 00:12:55,679 --> 00:12:56,720 Speaker 1: Pay for your idea. 272 00:12:56,760 --> 00:12:59,240 Speaker 2: If it's not, it's a hobby, which is nice, but 273 00:13:00,120 --> 00:13:01,079 Speaker 2: is here to make money. 274 00:13:01,160 --> 00:13:03,439 Speaker 3: Absolutely. Yeah. I was talking about it with someone earlier today. 275 00:13:03,480 --> 00:13:07,679 Speaker 3: We had when we launched our smoothie air one, A 276 00:13:07,760 --> 00:13:09,679 Speaker 3: lot of people come then. So I did this launch 277 00:13:09,720 --> 00:13:11,120 Speaker 3: if you remember, and we did it with the book 278 00:13:11,160 --> 00:13:13,240 Speaker 3: and our drinks and everything else at air one, and 279 00:13:13,280 --> 00:13:16,240 Speaker 3: we loved them over there, and we had a lot 280 00:13:16,280 --> 00:13:18,640 Speaker 3: of people wait outside and they came in droves. And 281 00:13:18,960 --> 00:13:20,960 Speaker 3: I met this one guy. He was like really excited 282 00:13:20,960 --> 00:13:23,360 Speaker 3: to make content for me and like work with me, 283 00:13:24,200 --> 00:13:25,680 Speaker 3: and he showed me some of his stuff and it 284 00:13:25,679 --> 00:13:27,320 Speaker 3: looked cool, and I was like cool, talk to my 285 00:13:27,360 --> 00:13:29,520 Speaker 3: team and get connected. The next thing I know, he 286 00:13:29,559 --> 00:13:33,079 Speaker 3: was on vacation and shooting JUNI just for fun. 287 00:13:33,200 --> 00:13:33,680 Speaker 1: I love that. 288 00:13:33,720 --> 00:13:35,880 Speaker 3: And then he sent me a picture and now he's 289 00:13:36,040 --> 00:13:39,080 Speaker 3: editing so many things across different parts of our business. 290 00:13:39,280 --> 00:13:40,920 Speaker 3: But it was the same thing. He showed me, a 291 00:13:40,960 --> 00:13:43,240 Speaker 3: minimum viable product, right, So he went out and did 292 00:13:43,240 --> 00:13:45,320 Speaker 3: a pH issue. I never asked him to, no one 293 00:13:45,320 --> 00:13:46,760 Speaker 3: told him to. He went and did it. He was 294 00:13:46,760 --> 00:13:50,200 Speaker 3: on vacation. He shot Junie Cans in the ocean, sent 295 00:13:50,240 --> 00:13:52,960 Speaker 3: me pictures on DMS. I just saw it and I 296 00:13:53,000 --> 00:13:54,720 Speaker 3: was like, guys, this picture is really great. I remember 297 00:13:54,760 --> 00:13:57,040 Speaker 3: sending it to our chat and the whole team was like, oh, 298 00:13:57,080 --> 00:13:58,720 Speaker 3: that's awesome, and I'm like, yeah, we just got it 299 00:13:58,760 --> 00:14:01,080 Speaker 3: for free, Like this guy made it and now he's working. 300 00:14:01,160 --> 00:14:03,600 Speaker 3: So in any regard, I just feel like when you 301 00:14:03,640 --> 00:14:07,320 Speaker 3: can build the simplest, easiest, cheapest version of what you 302 00:14:07,360 --> 00:14:10,160 Speaker 3: believe in, that is the first step. Yes, and then 303 00:14:10,280 --> 00:14:12,440 Speaker 3: hear what people have to say. How do we get 304 00:14:12,480 --> 00:14:15,719 Speaker 3: over that hunch that we're scared of what people are 305 00:14:15,720 --> 00:14:18,439 Speaker 3: gonna think of what we put out there, because when 306 00:14:18,480 --> 00:14:22,640 Speaker 3: it's the easiest, cheapest version, we know it's not perfect. 307 00:14:23,280 --> 00:14:25,720 Speaker 3: And now we're trying to like over justify and be like, yeah, 308 00:14:25,720 --> 00:14:28,000 Speaker 3: but this isn't the final one. But how do you 309 00:14:28,040 --> 00:14:30,880 Speaker 3: allow yourself to put out something that's seventy percent knowing 310 00:14:31,320 --> 00:14:33,680 Speaker 3: that people are going to criticize, judge and have an 311 00:14:33,720 --> 00:14:34,400 Speaker 3: opinion on it. 312 00:14:34,480 --> 00:14:36,840 Speaker 2: I mean, they're gonna judge anyway, right, And so I 313 00:14:37,400 --> 00:14:39,720 Speaker 2: look at it, and the naysayers and the critics and 314 00:14:39,760 --> 00:14:43,040 Speaker 2: the dream killers, they're gonna tell you why it's not 315 00:14:43,080 --> 00:14:45,120 Speaker 2: gonna work no matter what you do. When I started 316 00:14:45,160 --> 00:14:47,400 Speaker 2: my first company, they're like that Internet is a fad, 317 00:14:48,000 --> 00:14:49,920 Speaker 2: like that Internet's going to be nowhere. 318 00:14:50,160 --> 00:14:52,640 Speaker 1: Obviously, the Internet became so large. 319 00:14:52,320 --> 00:14:55,920 Speaker 2: But back in the time, you just it's crazy to 320 00:14:55,920 --> 00:14:57,600 Speaker 2: think that people are like, no, the internet company is 321 00:14:57,640 --> 00:15:01,560 Speaker 2: gonna it's a terrible idea, Kim, obviously, but your confidence 322 00:15:01,680 --> 00:15:05,480 Speaker 2: in your idea has to be greater than anyone else's doubt. 323 00:15:05,760 --> 00:15:06,920 Speaker 1: That is the bottom line. 324 00:15:06,960 --> 00:15:09,920 Speaker 2: So you just have to believe more in what you're 325 00:15:09,920 --> 00:15:11,720 Speaker 2: building than anyone else's. 326 00:15:11,760 --> 00:15:12,640 Speaker 1: Like, that's all noise. 327 00:15:12,680 --> 00:15:14,920 Speaker 2: You just got to shut out the noise and keep 328 00:15:15,120 --> 00:15:16,280 Speaker 2: pushing towards your vision. 329 00:15:16,480 --> 00:15:19,000 Speaker 3: What have you seen, because you've also coached so many entrepreneurs, 330 00:15:19,000 --> 00:15:22,280 Speaker 3: you've invested in so many companies, you continue to build 331 00:15:22,280 --> 00:15:25,320 Speaker 3: so many companies yourself, what have you noticed about the 332 00:15:25,440 --> 00:15:33,520 Speaker 3: difference between delusional confidence and delusional confidence That works because 333 00:15:33,560 --> 00:15:36,960 Speaker 3: it almost feels like everyone who wins that life is 334 00:15:37,000 --> 00:15:40,360 Speaker 3: delusional to some degree. They had to over believe. But 335 00:15:40,400 --> 00:15:42,360 Speaker 3: then you also see a sub sect of people who 336 00:15:42,600 --> 00:15:45,880 Speaker 3: do over believe. But there isn't anything there, Like there 337 00:15:45,920 --> 00:15:49,040 Speaker 3: isn't value there, So yeah, where does that come in? 338 00:15:49,760 --> 00:15:53,360 Speaker 2: Ideas are a dime, a dozen executions everything, So I 339 00:15:53,400 --> 00:15:54,200 Speaker 2: get pitched all the time. 340 00:15:54,200 --> 00:15:55,440 Speaker 1: I got a great idea, a great idea. 341 00:15:55,520 --> 00:15:57,120 Speaker 2: You know what, the next three months from now, they're 342 00:15:57,120 --> 00:15:58,400 Speaker 2: gonna tell me I still have a great idea, and 343 00:15:58,440 --> 00:15:59,880 Speaker 2: then I'll see them in a year, Kim, I got 344 00:15:59,880 --> 00:16:03,480 Speaker 2: this amazing idea. Honestly, I want the guy or the woman, 345 00:16:03,560 --> 00:16:05,600 Speaker 2: the man, whoever it is, to come with me say 346 00:16:05,640 --> 00:16:07,720 Speaker 2: I've got a great idea. And I already started. 347 00:16:08,120 --> 00:16:08,840 Speaker 1: But it started. 348 00:16:08,840 --> 00:16:11,360 Speaker 2: I started my bait, my bathroom, I started my kitchen, 349 00:16:11,400 --> 00:16:13,040 Speaker 2: I started my garage. I don't care where you start, 350 00:16:13,400 --> 00:16:15,720 Speaker 2: but I actually had the courage to take the first step. 351 00:16:15,880 --> 00:16:19,520 Speaker 2: It's easy to dream, it's hard to do, and so 352 00:16:19,640 --> 00:16:21,440 Speaker 2: I want someone that is doing it. 353 00:16:21,720 --> 00:16:24,680 Speaker 3: Yes, that's why when you're watching Shark Tank or Dragon's Den, 354 00:16:25,480 --> 00:16:27,600 Speaker 3: the entrepreneurs that are the most impressive for the ones 355 00:16:27,600 --> 00:16:31,120 Speaker 3: who already have sales data, even if it's early days. 356 00:16:31,520 --> 00:16:34,680 Speaker 3: The entrepreneurs are always more impressed by that than they 357 00:16:34,680 --> 00:16:36,840 Speaker 3: are about someone who's like, well, we haven't put it 358 00:16:36,840 --> 00:16:39,280 Speaker 3: outs a market yet, we don't know. And so that 359 00:16:39,440 --> 00:16:41,920 Speaker 3: idea of learning and iterating, and I think it's like 360 00:16:41,960 --> 00:16:44,200 Speaker 3: shifting our mindset because I feel like when we were 361 00:16:44,200 --> 00:16:47,560 Speaker 3: at school, when you handed in a report, that was 362 00:16:47,600 --> 00:16:51,640 Speaker 3: it right? Right, So we were trained at school that 363 00:16:51,720 --> 00:16:53,880 Speaker 3: when you hand in a report or you do an exam, 364 00:16:54,280 --> 00:16:58,840 Speaker 3: it's final, it's done, whereas real life and business is 365 00:16:59,040 --> 00:17:02,200 Speaker 3: you hand in your first version of a prototype, and 366 00:17:02,240 --> 00:17:04,760 Speaker 3: then you iterate and you improve and you change and 367 00:17:04,800 --> 00:17:07,680 Speaker 3: you evolve. And so it's a real shift for people's 368 00:17:07,720 --> 00:17:11,320 Speaker 3: brains because we've all been conditioned to believe that, no, 369 00:17:11,440 --> 00:17:13,520 Speaker 3: once you hand it in, that's it, that's your grade. 370 00:17:13,840 --> 00:17:16,920 Speaker 3: Because if you've got a grade A, that's great, and 371 00:17:16,960 --> 00:17:18,679 Speaker 3: if you've got a grade C, that's it. You got 372 00:17:18,680 --> 00:17:21,480 Speaker 3: a grade C on your scorecard. You didn't get to go, oh, well, 373 00:17:21,560 --> 00:17:23,840 Speaker 3: now I'm going to make that report seven times better 374 00:17:23,880 --> 00:17:26,159 Speaker 3: and I'm going to change this paragraph and I'm going 375 00:17:26,200 --> 00:17:29,159 Speaker 3: to do this research. Whereas that's what real life's like. 376 00:17:29,280 --> 00:17:32,919 Speaker 3: So how have you trained yourself and trained other people 377 00:17:33,040 --> 00:17:36,840 Speaker 3: to change that mindset? Because I feel so many of 378 00:17:36,880 --> 00:17:40,080 Speaker 3: us get lost in thinking, well, no, it's final, it's done. 379 00:17:40,160 --> 00:17:42,159 Speaker 3: I don't have that ability to figure it out and 380 00:17:42,200 --> 00:17:42,880 Speaker 3: make things better. 381 00:17:43,480 --> 00:17:48,560 Speaker 2: I think it's interesting to watch because people are trained, 382 00:17:48,560 --> 00:17:51,800 Speaker 2: to your point to want to be perfect. Right these 383 00:17:51,840 --> 00:17:54,560 Speaker 2: picture perfect I get an A, I move on. But 384 00:17:54,640 --> 00:17:58,120 Speaker 2: the reality, the most successful people that I know are 385 00:17:58,200 --> 00:18:02,920 Speaker 2: making mistakes and iterating along the way, and that's where 386 00:18:02,960 --> 00:18:05,120 Speaker 2: you get the most growth because you're putting. 387 00:18:04,800 --> 00:18:05,560 Speaker 1: Yourself out there. 388 00:18:05,720 --> 00:18:09,479 Speaker 2: You're actually being okay if you fail, and if you're 389 00:18:09,520 --> 00:18:12,320 Speaker 2: okay to fail, you're probably twice as likely to succeed. 390 00:18:12,600 --> 00:18:12,760 Speaker 3: Right. 391 00:18:12,760 --> 00:18:15,920 Speaker 2: The entrepreneurs that fail first are gonna, you know, statistically 392 00:18:15,960 --> 00:18:18,560 Speaker 2: proven to do better the second time. So you actually 393 00:18:18,600 --> 00:18:22,199 Speaker 2: should be putting yourself in positions now you might not 394 00:18:22,320 --> 00:18:23,080 Speaker 2: be successful. 395 00:18:23,280 --> 00:18:25,840 Speaker 3: Yeah, I was watching a movie. You just reminded me 396 00:18:25,840 --> 00:18:28,280 Speaker 3: of something. I was watching The Founder again recently, which 397 00:18:28,320 --> 00:18:30,600 Speaker 3: is one of my favorite movies. It's the story of 398 00:18:30,640 --> 00:18:33,280 Speaker 3: Ray Kroc and how he built McDonald's. And if you 399 00:18:33,280 --> 00:18:35,439 Speaker 3: haven't watched it, anyone who's listening and watching, make sure 400 00:18:35,480 --> 00:18:37,000 Speaker 3: you go watch the movie. It's on Netflix, I think. 401 00:18:37,080 --> 00:18:39,359 Speaker 3: But I was watching it again because it's it's truly 402 00:18:39,359 --> 00:18:41,080 Speaker 3: one of my favorite movies, and there's this scene in 403 00:18:41,119 --> 00:18:45,280 Speaker 3: it where Ray Kroc, who's the who never founded McDonald's 404 00:18:45,280 --> 00:18:47,560 Speaker 3: but built the business because he took it off to 405 00:18:47,640 --> 00:18:50,960 Speaker 3: McDonald's brothers. But there's a scene where he's at like 406 00:18:51,000 --> 00:18:53,280 Speaker 3: this members club with his wife that his wife wants 407 00:18:53,280 --> 00:18:56,760 Speaker 3: to go to, and all of his friends have heard 408 00:18:56,760 --> 00:19:00,280 Speaker 3: about all his bad business ideas and he's a cut 409 00:19:00,440 --> 00:19:03,240 Speaker 3: on them, but they've all failed. So McDonald's is like 410 00:19:03,320 --> 00:19:06,560 Speaker 3: his seventh business or something like that, it's not his first, 411 00:19:06,920 --> 00:19:08,399 Speaker 3: and so all the people around him are kind of 412 00:19:08,440 --> 00:19:10,040 Speaker 3: laughing at him, going, oh, is this another one of 413 00:19:10,080 --> 00:19:13,600 Speaker 3: your franchise oh call franchise model, Like everyone's laughing it off, 414 00:19:14,080 --> 00:19:16,359 Speaker 3: and in that moment, his wife kind of stands up 415 00:19:16,359 --> 00:19:17,960 Speaker 3: for him and says, well, no, I think this time 416 00:19:18,000 --> 00:19:20,440 Speaker 3: it's different, and they kind of listen to her because 417 00:19:20,480 --> 00:19:23,480 Speaker 3: she thinks it's different. But it's so interesting that we're 418 00:19:23,520 --> 00:19:26,440 Speaker 3: all scared of the people closest to us because they've 419 00:19:26,440 --> 00:19:29,439 Speaker 3: seen us fail, and so making mistakes and failing is 420 00:19:29,640 --> 00:19:32,800 Speaker 3: uncomfortable because the people around us kind of remind us 421 00:19:32,840 --> 00:19:35,359 Speaker 3: of it. Like everyone at that table was like, raise 422 00:19:35,400 --> 00:19:38,280 Speaker 3: this one another one of your crazy ideas? And so 423 00:19:38,920 --> 00:19:40,919 Speaker 3: what do you do when you feel like the people 424 00:19:41,000 --> 00:19:45,080 Speaker 3: closest to you are your biggest doubters, because I think 425 00:19:45,119 --> 00:19:47,040 Speaker 3: that's we're not worried about the internet, we're not worried 426 00:19:47,040 --> 00:19:49,280 Speaker 3: about a customer because you don't really even know that. 427 00:19:49,440 --> 00:19:51,080 Speaker 3: You're worried about what your mom's going to say. Like 428 00:19:51,440 --> 00:19:54,199 Speaker 3: I remember when I was quitting my safe job to 429 00:19:54,200 --> 00:19:57,159 Speaker 3: do what I do today, my whole family was like, 430 00:19:57,160 --> 00:19:59,600 Speaker 3: you know, you're getting married this year, Like you don't 431 00:19:59,640 --> 00:20:03,520 Speaker 3: quit job when you're getting married, Like that's so unsafe. 432 00:20:03,720 --> 00:20:05,800 Speaker 3: Or I was hearing things like, well, you were so 433 00:20:05,880 --> 00:20:07,960 Speaker 3: lucky to get that job after you lived as a monk, 434 00:20:08,880 --> 00:20:10,720 Speaker 3: you know, you know it was so hard for you 435 00:20:10,800 --> 00:20:12,639 Speaker 3: to get that job, Like now you're going to leave that, 436 00:20:12,800 --> 00:20:14,280 Speaker 3: Like how are you going to give that up? How 437 00:20:14,320 --> 00:20:16,080 Speaker 3: are you going to pay your mortgage? How are you 438 00:20:16,080 --> 00:20:18,200 Speaker 3: going to pay rent? Like these are the things people 439 00:20:18,200 --> 00:20:21,400 Speaker 3: are hearing. And so making mistakes and failing is hard 440 00:20:21,440 --> 00:20:25,680 Speaker 3: because it's almost like everyone reminds you of your past mistakes. 441 00:20:25,880 --> 00:20:28,199 Speaker 3: So what do you do? Before we dive into the 442 00:20:28,280 --> 00:20:32,320 Speaker 3: next moment, let's hear from our sponsors. Thanks for taking 443 00:20:32,320 --> 00:20:35,040 Speaker 3: a moment for that. Now back to the discussion. 444 00:20:35,840 --> 00:20:37,879 Speaker 2: For me, when I was growing up, my dad is 445 00:20:37,920 --> 00:20:40,280 Speaker 2: a serial entrepreneur and who's always on the brink of 446 00:20:40,320 --> 00:20:43,600 Speaker 2: bankruptcy and starting some very much like great I always 447 00:20:43,680 --> 00:20:47,879 Speaker 2: got some idea, chasing some dream, betting the farm. But 448 00:20:48,000 --> 00:20:50,760 Speaker 2: at dinner he would ask us what was the worst 449 00:20:50,800 --> 00:20:53,119 Speaker 2: thing that happened to you today? And so from a 450 00:20:53,240 --> 00:20:56,600 Speaker 2: very young age, he normally I mean it's very odd 451 00:20:56,600 --> 00:20:58,360 Speaker 2: to ask. I have four children, right, if I asked 452 00:20:58,400 --> 00:20:59,960 Speaker 2: him all the time, what's the worst thing that happened? 453 00:21:00,280 --> 00:21:02,439 Speaker 2: I think it was entrepreneur therapy for my father, to 454 00:21:02,440 --> 00:21:05,960 Speaker 2: be honest. But side note, it normalized failure for me 455 00:21:06,640 --> 00:21:10,960 Speaker 2: because it became okay to fail. And so how do 456 00:21:11,040 --> 00:21:14,560 Speaker 2: we have the same conversation with ourselves what's the worthing, 457 00:21:14,640 --> 00:21:16,840 Speaker 2: worst thing that happen to you today? I mean, like 458 00:21:17,200 --> 00:21:20,360 Speaker 2: something we know we're in business. Something goes wrong every 459 00:21:20,400 --> 00:21:20,920 Speaker 2: single day. 460 00:21:21,600 --> 00:21:22,399 Speaker 1: It's inevitable. 461 00:21:22,680 --> 00:21:25,880 Speaker 2: But how you respond to it is what makes the difference. 462 00:21:26,520 --> 00:21:28,879 Speaker 2: And so if we can just look at the setbacks 463 00:21:28,880 --> 00:21:32,400 Speaker 2: and the challenges and the things that go wrong as 464 00:21:32,760 --> 00:21:36,600 Speaker 2: essential stepping stones to what will go right. And it's 465 00:21:36,600 --> 00:21:39,240 Speaker 2: just it's inevitable. Right, success is in a straight line. 466 00:21:39,760 --> 00:21:43,880 Speaker 2: It's a winding, curving road. And if you can continue 467 00:21:43,920 --> 00:21:47,520 Speaker 2: to push forward and know that Okay, I'm going to 468 00:21:47,560 --> 00:21:49,919 Speaker 2: get rejected, this isn't going to go my way, and 469 00:21:50,240 --> 00:21:53,679 Speaker 2: start normalizing failure for yourself and making it okay and 470 00:21:53,760 --> 00:21:56,359 Speaker 2: with all the family. I mean, obviously my family is 471 00:21:56,440 --> 00:21:59,919 Speaker 2: embracing failure. I totally get an other you know, fai 472 00:22:00,000 --> 00:22:03,000 Speaker 2: aways Obviously that's not the case. But even when I 473 00:22:03,000 --> 00:22:05,159 Speaker 2: started my company, they told me this a terrible idea. 474 00:22:05,760 --> 00:22:08,239 Speaker 2: Like you again, it goes back to you just have 475 00:22:08,320 --> 00:22:11,600 Speaker 2: to believe, like obviously not to delusion. You have to 476 00:22:11,600 --> 00:22:15,040 Speaker 2: get to market and ensure that it's viable. But don't 477 00:22:15,040 --> 00:22:16,399 Speaker 2: listen to those naysayers. 478 00:22:16,800 --> 00:22:19,119 Speaker 3: Yeah, how did you? How do you then pass that 479 00:22:19,160 --> 00:22:21,360 Speaker 3: on to your kids? Like you said, you wouldn't sit 480 00:22:21,400 --> 00:22:22,879 Speaker 3: down with your kids and say, what's the worst thing 481 00:22:22,920 --> 00:22:25,679 Speaker 3: that happened to you today? Like you wouldn't teach it 482 00:22:25,720 --> 00:22:28,359 Speaker 3: in the same way. Right, how are you thinking about 483 00:22:28,400 --> 00:22:32,560 Speaker 3: teaching your kids about failure and making mistakes and not 484 00:22:32,680 --> 00:22:34,879 Speaker 3: judging themselves or worrying about judgment? Like how do you 485 00:22:34,920 --> 00:22:37,200 Speaker 3: do that? And I know they're young, but like you said, 486 00:22:37,240 --> 00:22:38,800 Speaker 3: this starts young, it starts young. 487 00:22:38,920 --> 00:22:42,359 Speaker 2: So for will I changed the dinner table conversation. I 488 00:22:42,480 --> 00:22:46,199 Speaker 2: use something called pow wow bow, which is how the 489 00:22:46,240 --> 00:22:49,400 Speaker 2: worst thing that happens to you, right, wow, the best 490 00:22:49,400 --> 00:22:51,840 Speaker 2: thing that happens to you, and bow like, what are 491 00:22:51,840 --> 00:22:54,440 Speaker 2: you grateful for? So it's a different take on the 492 00:22:54,640 --> 00:22:59,199 Speaker 2: dinner table ritual, but it grounds them in understanding failure 493 00:22:59,280 --> 00:23:02,399 Speaker 2: and mistakes and our great things happen, And it's a 494 00:23:02,400 --> 00:23:04,760 Speaker 2: different way to teach. 495 00:23:04,560 --> 00:23:06,760 Speaker 1: Them how to balance back from the challenge. 496 00:23:06,880 --> 00:23:09,160 Speaker 3: Well, you're almost teaching them that it's it's one third, 497 00:23:09,400 --> 00:23:11,320 Speaker 3: like it's a part of it. But then there's something 498 00:23:11,359 --> 00:23:14,000 Speaker 3: amazing that happened every day and there's something to be 499 00:23:14,040 --> 00:23:16,520 Speaker 3: grateful for, which is really which is a much more 500 00:23:16,560 --> 00:23:19,159 Speaker 3: complete view of life rather than just looking at what 501 00:23:19,200 --> 00:23:22,360 Speaker 3: went wrong exactly. But it is important. Yeah, I feel 502 00:23:22,440 --> 00:23:24,000 Speaker 3: like I'm trying to think about it. Where it happened 503 00:23:24,000 --> 00:23:26,639 Speaker 3: in my life, like where I just I feel like 504 00:23:26,720 --> 00:23:30,840 Speaker 3: at school it was probably my I feel like it 505 00:23:30,920 --> 00:23:33,919 Speaker 3: was my art teacher who just he wanted things to 506 00:23:33,960 --> 00:23:37,159 Speaker 3: be imperfect and raw. Oh that's amazing actually, And I 507 00:23:37,200 --> 00:23:39,000 Speaker 3: was never good at painting or drawing, so I always 508 00:23:39,000 --> 00:23:41,040 Speaker 3: thought I was bad at art, and he made me 509 00:23:41,080 --> 00:23:43,920 Speaker 3: realize how art was expression and it wasn't how well 510 00:23:43,960 --> 00:23:46,040 Speaker 3: you could draw a self portrait, which I can't do, 511 00:23:46,240 --> 00:23:48,679 Speaker 3: or how well you draw a person like He was like, 512 00:23:49,080 --> 00:23:52,879 Speaker 3: that's not our art expression and story and creativity. And 513 00:23:52,920 --> 00:23:56,240 Speaker 3: so I think he took away that perfectionist idea because 514 00:23:56,240 --> 00:23:57,359 Speaker 3: I think when we think of art, we think of 515 00:23:57,400 --> 00:23:59,680 Speaker 3: the Mona Lisa, and then when you look at something 516 00:23:59,680 --> 00:24:01,760 Speaker 3: like jack some Pollock, you're just like, that's just dots 517 00:24:01,760 --> 00:24:03,960 Speaker 3: on a you know, what is that? Or like lines 518 00:24:04,000 --> 00:24:06,080 Speaker 3: and dots and you know, but it's like, no, there 519 00:24:06,119 --> 00:24:09,040 Speaker 3: was some expression, there was some theory behind that that worked, 520 00:24:09,400 --> 00:24:11,520 Speaker 3: and whether you can appreciate or not, the idea is 521 00:24:11,560 --> 00:24:15,040 Speaker 3: that ore is imperfect. It's expressive, it's not always like 522 00:24:15,119 --> 00:24:18,199 Speaker 3: a picture perfect painting and the colors being amazing. So 523 00:24:18,480 --> 00:24:20,200 Speaker 3: I look at my Childhoo, and I go, where did 524 00:24:20,240 --> 00:24:23,320 Speaker 3: I learn to fail and be okay with it? And 525 00:24:23,400 --> 00:24:26,240 Speaker 3: even now I know that we have to fail every 526 00:24:26,280 --> 00:24:29,000 Speaker 3: single day to get to where we are in the 527 00:24:29,000 --> 00:24:31,239 Speaker 3: content we put out the podcast. We choose to do 528 00:24:31,480 --> 00:24:34,359 Speaker 3: everything like it is the only way. And I always 529 00:24:34,359 --> 00:24:38,480 Speaker 3: say to my team, thirty percent of our content always 530 00:24:38,520 --> 00:24:41,879 Speaker 3: has to fail, because that's a percentage and it's kind 531 00:24:41,920 --> 00:24:45,040 Speaker 3: of and I'm like, thirty percent of our content has 532 00:24:45,119 --> 00:24:48,119 Speaker 3: to be experimental. Thirty percent of our content has to 533 00:24:48,119 --> 00:24:52,920 Speaker 3: be experimental because we'll never discover the next style, format, 534 00:24:53,320 --> 00:24:55,760 Speaker 3: genre of content if we just keep doing what we're 535 00:24:55,760 --> 00:24:58,320 Speaker 3: doing right now. But I'm always trying to think, like, 536 00:24:58,359 --> 00:25:02,200 Speaker 3: how do I help people really embrace that because it's 537 00:25:02,240 --> 00:25:05,680 Speaker 3: easy to say and hard to do when you're like, well, Jay, 538 00:25:05,680 --> 00:25:08,240 Speaker 3: if I fail, I may never get another shot. And 539 00:25:08,320 --> 00:25:10,920 Speaker 3: I think that's how people feel that if I get 540 00:25:10,960 --> 00:25:13,359 Speaker 3: the door shot on my face, where am I going 541 00:25:13,440 --> 00:25:15,679 Speaker 3: to go? Like if I go pitch my idea and 542 00:25:15,720 --> 00:25:18,720 Speaker 3: it's not good enough, isn't that the end? No? 543 00:25:18,880 --> 00:25:21,159 Speaker 2: And I think that's what we have wrong because as 544 00:25:21,200 --> 00:25:24,520 Speaker 2: an investor and as an entrepreneur, I raise a lot 545 00:25:24,520 --> 00:25:26,200 Speaker 2: of money and I invest my a lot of money. 546 00:25:26,640 --> 00:25:29,680 Speaker 2: You're going to get rejected one hundred times when people 547 00:25:29,680 --> 00:25:31,440 Speaker 2: come and they said, oh, someone didn't like my idea. 548 00:25:31,480 --> 00:25:34,480 Speaker 2: They want to invest five people. Listen, you got ninety 549 00:25:34,480 --> 00:25:36,760 Speaker 2: five more to go, right. This is a numbers game. 550 00:25:36,920 --> 00:25:38,840 Speaker 2: So you have to understand that if you want to 551 00:25:38,880 --> 00:25:41,080 Speaker 2: be successful, you're gonna have to get rejected a lot. 552 00:25:41,760 --> 00:25:45,359 Speaker 2: And that's okay, It's honestly part of the process and knowing. 553 00:25:45,440 --> 00:25:48,520 Speaker 2: I usually say, you know, go for the know, yeah, 554 00:25:48,600 --> 00:25:50,359 Speaker 2: go for the no. Just show up and try to 555 00:25:50,359 --> 00:25:52,160 Speaker 2: get the no. Because you're putting yourself out there. You're 556 00:25:52,160 --> 00:25:55,280 Speaker 2: getting better with each pitch, You're understanding what the investor 557 00:25:55,320 --> 00:25:57,520 Speaker 2: wants or doesn't want. And by the time you get 558 00:25:57,560 --> 00:26:00,560 Speaker 2: to one hundred, you got this nailed. You overcome your 559 00:26:00,560 --> 00:26:02,720 Speaker 2: feel of rejection at the same time, right. 560 00:26:02,960 --> 00:26:05,639 Speaker 3: Yeah, and you learned so much. I remember yesterday we 561 00:26:05,640 --> 00:26:08,400 Speaker 3: were pitching and working with one of our brands and 562 00:26:08,960 --> 00:26:10,520 Speaker 3: we sat on a meeting. The team had come up 563 00:26:10,520 --> 00:26:14,080 Speaker 3: with this really amazing comprehensive deck, but I could see 564 00:26:14,119 --> 00:26:16,439 Speaker 3: within ten minutes the CEO that we were talking to 565 00:26:17,240 --> 00:26:18,919 Speaker 3: was cut. Their head was in a different space. They 566 00:26:18,920 --> 00:26:21,679 Speaker 3: were present, but I could tell that that wasn't turning 567 00:26:21,720 --> 00:26:23,600 Speaker 3: their wheels, and so I was like, let's just put 568 00:26:23,600 --> 00:26:25,679 Speaker 3: this acide and have a conversation. And we learned so 569 00:26:25,920 --> 00:26:30,160 Speaker 3: much more through having a conversation rather than just delusionally 570 00:26:30,240 --> 00:26:32,960 Speaker 3: just talking about what we'd planned. And I think that's 571 00:26:33,000 --> 00:26:35,120 Speaker 3: part of it too. It's like actually being president going 572 00:26:35,480 --> 00:26:37,800 Speaker 3: I'm just going to listen, because actually I just listen, 573 00:26:37,880 --> 00:26:39,399 Speaker 3: I'm going to learn so much more about what you 574 00:26:39,480 --> 00:26:42,520 Speaker 3: actually want, what you need, how your brain works, and 575 00:26:42,560 --> 00:26:45,560 Speaker 3: now I can be honest with myself and go. I remember, actually, 576 00:26:45,680 --> 00:26:48,320 Speaker 3: years ago, when I was building my coaching company, I 577 00:26:48,359 --> 00:26:51,240 Speaker 3: went to pitch at a coaching firm. This is so 578 00:26:51,400 --> 00:26:55,600 Speaker 3: be up before my content, and I was pitching a 579 00:26:55,680 --> 00:26:59,359 Speaker 3: corporate coaching session on emotional intelligence. And I was talking 580 00:26:59,440 --> 00:27:02,680 Speaker 3: to the head buyer at this corporate company in HR 581 00:27:03,600 --> 00:27:06,160 Speaker 3: and they told me what they wanted, and I remember 582 00:27:06,240 --> 00:27:08,639 Speaker 3: leaving the meeting, go, I actually don't have what you want, like, 583 00:27:08,680 --> 00:27:10,760 Speaker 3: but thanks so much. And I felt so proud of 584 00:27:10,800 --> 00:27:13,320 Speaker 3: myself for being able to admit that I actually didn't 585 00:27:13,359 --> 00:27:15,480 Speaker 3: have what they were looking for and that was okay, 586 00:27:16,160 --> 00:27:17,960 Speaker 3: but I would be able to find someone who was 587 00:27:18,000 --> 00:27:20,400 Speaker 3: looking for what I was selling. If that makes sense, Yeah, 588 00:27:20,400 --> 00:27:22,879 Speaker 3: for sure. And I think it's that belief of recognizing 589 00:27:22,920 --> 00:27:25,120 Speaker 3: that there is space in the world for so much 590 00:27:25,160 --> 00:27:27,639 Speaker 3: more than we think there is. I think we think 591 00:27:27,960 --> 00:27:32,040 Speaker 3: there's only space for Nike, and then you think about it, 592 00:27:32,080 --> 00:27:35,560 Speaker 3: You're like, wait a minute, there's Nike, there's Adidas, there's Rebook, 593 00:27:36,080 --> 00:27:40,920 Speaker 3: there's New Balance, there's Converse, there's La Coste. I can 594 00:27:40,960 --> 00:27:42,720 Speaker 3: go on and on and on. But we we kind 595 00:27:42,720 --> 00:27:44,800 Speaker 3: of in our brain are wired to believe there's only 596 00:27:45,119 --> 00:27:50,560 Speaker 3: two successful brands. There's Lululemon, there's there's Viry, there's alo, 597 00:27:50,760 --> 00:27:53,080 Speaker 3: there's you know. It's like, now it just starts expanding. 598 00:27:53,080 --> 00:27:54,800 Speaker 3: And you could have said, well, oh, you could have 599 00:27:54,800 --> 00:27:58,520 Speaker 3: said Athlesia was already all done like five years ago. 600 00:27:58,520 --> 00:28:01,440 Speaker 3: It's too saturated. Now you got set up active, you've 601 00:28:01,440 --> 00:28:04,720 Speaker 3: got fabletics like you know, it's you start recognizing, oh, 602 00:28:04,760 --> 00:28:06,240 Speaker 3: there's a lot of space in the world. 603 00:28:06,280 --> 00:28:08,840 Speaker 2: There's so much space, and you don't have to innovate, 604 00:28:09,200 --> 00:28:11,480 Speaker 2: but you could iterate. And that's what we have to 605 00:28:11,560 --> 00:28:14,159 Speaker 2: understand is how do you iterate the next generation of 606 00:28:14,160 --> 00:28:17,120 Speaker 2: that version of whatever it is you're trying to create. 607 00:28:17,240 --> 00:28:19,280 Speaker 2: I mean, I've been pitched people like this idea has 608 00:28:19,280 --> 00:28:22,280 Speaker 2: already been gone, right, Like I was pitching idea, Someone's like, oh, 609 00:28:22,280 --> 00:28:22,600 Speaker 2: this is. 610 00:28:22,560 --> 00:28:23,200 Speaker 1: Never going to work. 611 00:28:23,200 --> 00:28:25,880 Speaker 2: The ideas already the idea has already had. I ended 612 00:28:25,960 --> 00:28:27,720 Speaker 2: up investing because I bet on the people and it 613 00:28:27,760 --> 00:28:30,960 Speaker 2: went to like a thirty billion dollar market cap. So honestly, 614 00:28:31,000 --> 00:28:32,800 Speaker 2: if someone tells you it's already been done, I don't 615 00:28:32,800 --> 00:28:35,960 Speaker 2: believe you like it could be outdone, it could be differentiated. 616 00:28:36,000 --> 00:28:39,640 Speaker 2: There's better marketing. There's always an opportunity, to your point 617 00:28:40,120 --> 00:28:40,800 Speaker 2: to create. 618 00:28:41,240 --> 00:28:43,840 Speaker 3: Yeah, yeah, and that's where you've got to look for. Yes, 619 00:28:43,920 --> 00:28:47,320 Speaker 3: we're too worried about being first or being the best 620 00:28:47,760 --> 00:28:51,600 Speaker 3: instead of being different exactly. And people are buying difference, 621 00:28:52,040 --> 00:28:53,120 Speaker 3: not first or best. 622 00:28:53,320 --> 00:28:56,080 Speaker 1: No, they would just want what makes you unique? Yes, right, 623 00:28:56,080 --> 00:28:57,240 Speaker 1: and like why are you different? 624 00:28:57,320 --> 00:28:58,239 Speaker 3: Why is it talking to me? 625 00:28:58,320 --> 00:28:58,800 Speaker 1: Exactly? 626 00:28:58,960 --> 00:29:02,000 Speaker 3: Exactly? Why is it me? There's a reason why a 627 00:29:02,120 --> 00:29:05,280 Speaker 3: brand speaks to you and connects with you more than another, 628 00:29:05,600 --> 00:29:07,440 Speaker 3: no matter how big or small it may be. 629 00:29:07,760 --> 00:29:09,720 Speaker 1: Exactly, there's always opportunity. 630 00:29:09,960 --> 00:29:11,800 Speaker 3: That's where we need to put out energy rather than like, 631 00:29:11,800 --> 00:29:13,400 Speaker 3: oh my god, I'm gonna behind, Oh my god, I'm 632 00:29:13,400 --> 00:29:16,000 Speaker 3: going to be lost. The second mistake you talked about 633 00:29:16,160 --> 00:29:19,200 Speaker 3: is this idea of trying to do it all alone. Ah. 634 00:29:19,280 --> 00:29:20,360 Speaker 1: Yes, that's so. 635 00:29:20,400 --> 00:29:22,360 Speaker 2: Hard, I know, but I think a lot of people 636 00:29:22,440 --> 00:29:24,680 Speaker 2: can think like that. I mean I grew up as 637 00:29:24,680 --> 00:29:28,400 Speaker 2: a twin and from an early age I was always 638 00:29:28,440 --> 00:29:31,000 Speaker 2: in competition with my twin sister, and she was smarter 639 00:29:31,120 --> 00:29:33,680 Speaker 2: and faster and better than me at basically everything. 640 00:29:34,520 --> 00:29:36,200 Speaker 1: We took a test, she ended up. 641 00:29:36,160 --> 00:29:39,000 Speaker 2: Being you know, Acey test genetically with the same so 642 00:29:39,040 --> 00:29:40,080 Speaker 2: it didn't make any sense. 643 00:29:40,560 --> 00:29:43,040 Speaker 1: But she got busted up at the smart school and. 644 00:29:43,360 --> 00:29:46,320 Speaker 2: I stayed back because I didn't ace the test, and 645 00:29:46,760 --> 00:29:48,800 Speaker 2: you know, my friends called me, you know, said you're 646 00:29:48,800 --> 00:29:51,520 Speaker 2: not the smart one, which labels you. But then from 647 00:29:51,560 --> 00:29:53,640 Speaker 2: an early age, I just became a lone wolf, right, 648 00:29:53,760 --> 00:29:55,360 Speaker 2: just like, Okay, I'll just do everything on my own. 649 00:29:55,480 --> 00:29:56,760 Speaker 1: I'm not going to try to compete with her. 650 00:29:56,920 --> 00:30:00,640 Speaker 2: I'll play tennis, I'll swim anything that's alone. 651 00:30:01,200 --> 00:30:03,960 Speaker 1: Because it just didn't like I didn't want to compete. 652 00:30:04,680 --> 00:30:09,520 Speaker 2: But that is such a mistake because trying to do 653 00:30:09,560 --> 00:30:12,200 Speaker 2: everything alone will not get you very far. It's only 654 00:30:12,240 --> 00:30:16,000 Speaker 2: until later, after I was burnt out, exhausted, working sixteen 655 00:30:16,040 --> 00:30:19,600 Speaker 2: hours a day by myself at my kitchen table, that 656 00:30:19,720 --> 00:30:23,200 Speaker 2: I learned that there's no way you will be truly 657 00:30:23,320 --> 00:30:27,560 Speaker 2: successful until you surround yourself with the right people. And 658 00:30:27,720 --> 00:30:30,760 Speaker 2: that was a game changer for me, and I think 659 00:30:30,760 --> 00:30:33,960 Speaker 2: for so many people out there. For whatever reason, ego 660 00:30:34,120 --> 00:30:36,080 Speaker 2: or you just want to do it alone because you 661 00:30:36,120 --> 00:30:37,719 Speaker 2: want to prove to the world that you can do 662 00:30:37,800 --> 00:30:43,360 Speaker 2: it again. Maybe, but statistically you won't be able to 663 00:30:43,400 --> 00:30:46,440 Speaker 2: do alone and until for me, mentorship has been such 664 00:30:46,480 --> 00:30:49,320 Speaker 2: a key factor in my I mean even us, we 665 00:30:49,360 --> 00:30:51,720 Speaker 2: have a great mentor in our business. So just having 666 00:30:51,800 --> 00:30:57,320 Speaker 2: a mentor. Statistically, ninety three percent of self made millionaires 667 00:30:57,360 --> 00:31:02,120 Speaker 2: have mentors. It's the low hanging fruit for any person 668 00:31:02,160 --> 00:31:04,840 Speaker 2: that wants to be successful, right, And a mentor doesn't 669 00:31:04,840 --> 00:31:06,880 Speaker 2: have to be someone that's hugely successful. It could be 670 00:31:06,960 --> 00:31:10,080 Speaker 2: the local business vendor. It just needs someone that's a 671 00:31:10,120 --> 00:31:11,960 Speaker 2: little bit ahead of you, right, And that's the key, 672 00:31:12,000 --> 00:31:14,000 Speaker 2: is someone that you can learn from, who's been there, 673 00:31:14,040 --> 00:31:16,840 Speaker 2: who's done that, who can teach you, because you will 674 00:31:16,880 --> 00:31:18,680 Speaker 2: not be successful alone, No one is. 675 00:31:19,000 --> 00:31:21,680 Speaker 3: Yeah, I think that's the I think that you just 676 00:31:21,760 --> 00:31:24,080 Speaker 3: nailed it. That's the biggest mistake I think when we 677 00:31:24,120 --> 00:31:26,880 Speaker 3: make trying to find mentors because we want to be 678 00:31:26,920 --> 00:31:29,920 Speaker 3: mentored by the people we see on TV, and that 679 00:31:29,960 --> 00:31:33,000 Speaker 3: person's either not accessible, available, doesn't have time, but also 680 00:31:33,960 --> 00:31:37,400 Speaker 3: they've found that success in such a different way. And 681 00:31:37,520 --> 00:31:39,200 Speaker 3: you're so right that what you really want to do 682 00:31:39,280 --> 00:31:42,880 Speaker 3: is talk to your local bakery, talk to your local 683 00:31:43,080 --> 00:31:45,480 Speaker 3: design store, talk to your local you know. And now 684 00:31:45,480 --> 00:31:48,880 Speaker 3: everything's local, it's online, and there's so many companies and 685 00:31:48,920 --> 00:31:51,680 Speaker 3: so many people that would be happy talk to me 686 00:31:51,720 --> 00:31:54,080 Speaker 3: about how you build an effective relationship with the mentor, 687 00:31:54,120 --> 00:31:56,719 Speaker 3: because I think people are struggling right now where some 688 00:31:56,760 --> 00:31:59,880 Speaker 3: people don't have time, everyone's very busy to give time mentors. 689 00:32:00,440 --> 00:32:03,440 Speaker 3: Then mentor sumtimes feel like everyone's just take take, take, 690 00:32:03,480 --> 00:32:06,840 Speaker 3: take take, and then there's people saying, well, let me 691 00:32:06,880 --> 00:32:09,360 Speaker 3: do some work for you. But then that comes with 692 00:32:09,400 --> 00:32:11,760 Speaker 3: like a hidden agenda of like oh and you're gonna 693 00:32:11,760 --> 00:32:14,600 Speaker 3: give me free mentorship. So I think it's kind of 694 00:32:14,720 --> 00:32:17,160 Speaker 3: messy space right now, like how do you actually build 695 00:32:17,200 --> 00:32:20,920 Speaker 3: an effective mentoring relationship? How do you find one? And 696 00:32:20,920 --> 00:32:23,120 Speaker 3: how do you build an effective relationship with one? 697 00:32:23,320 --> 00:32:26,440 Speaker 1: Okay, so those good questions. One, how do you find one? 698 00:32:26,680 --> 00:32:27,320 Speaker 1: Three words? 699 00:32:27,560 --> 00:32:31,640 Speaker 2: Let's have coffee in our case t But yes, because 700 00:32:32,200 --> 00:32:35,560 Speaker 2: you can easily ask someone for fifteen minutes of a 701 00:32:35,560 --> 00:32:37,680 Speaker 2: coffee date or a tea nip date. That is like 702 00:32:37,760 --> 00:32:39,800 Speaker 2: to me, and I've been doing this for twenty years, 703 00:32:40,080 --> 00:32:42,720 Speaker 2: fifteen minutes, Jake, do you want to fifteen minutes? Granted, 704 00:32:43,160 --> 00:32:45,640 Speaker 2: you cannot email someone on TV and ask what they 705 00:32:45,640 --> 00:32:47,360 Speaker 2: want to have fifteen minutes of your time, but. 706 00:32:47,360 --> 00:32:48,280 Speaker 1: You could email someone. 707 00:32:48,320 --> 00:32:51,520 Speaker 2: I guarantee five people in your network that you actually 708 00:32:51,520 --> 00:32:54,280 Speaker 2: want to learn from and try to find a personal 709 00:32:54,320 --> 00:32:56,560 Speaker 2: connection point. So if you email me and say, hey, Kim, 710 00:32:56,600 --> 00:32:59,880 Speaker 2: you're a twin. I'm building something for twins, women and 711 00:33:00,120 --> 00:33:02,720 Speaker 2: business children under the age of ten. I need a 712 00:33:02,720 --> 00:33:06,880 Speaker 2: personal connection, and then I have the desire to mentor you, 713 00:33:07,600 --> 00:33:10,600 Speaker 2: and it becomes I mean, mentorship is personal. If there's 714 00:33:10,640 --> 00:33:14,320 Speaker 2: a price tag, that's not a mentor. That's a consultant. Right, 715 00:33:14,400 --> 00:33:16,080 Speaker 2: So if someone is saying I'll mentor you for ten 716 00:33:16,120 --> 00:33:18,840 Speaker 2: thousand dollars, two thousand dollars, one thousand dollars, whatever it is, 717 00:33:19,040 --> 00:33:19,920 Speaker 2: that's not a mentor. 718 00:33:20,160 --> 00:33:21,600 Speaker 1: I mean I mentor a lot of people. 719 00:33:21,880 --> 00:33:25,000 Speaker 2: It is truly I want the person to be successful, 720 00:33:25,480 --> 00:33:28,320 Speaker 2: and so I'm going to dedicate my time to ensuring 721 00:33:28,400 --> 00:33:31,680 Speaker 2: their success. And you want someone who actually cares about you, 722 00:33:32,000 --> 00:33:35,160 Speaker 2: who really cares about you what you're creating, and that 723 00:33:35,920 --> 00:33:41,280 Speaker 2: type of mentorship is so priceless and so finding that. 724 00:33:41,360 --> 00:33:43,440 Speaker 2: I mean, if there's only one thing you do ever 725 00:33:44,080 --> 00:33:47,040 Speaker 2: is finding that mentor that person. Because you're going to 726 00:33:47,120 --> 00:33:50,360 Speaker 2: hit roadblocks, you call them. They it's such a beautiful 727 00:33:50,360 --> 00:33:52,480 Speaker 2: connection if you can find the right one. But again, 728 00:33:52,480 --> 00:33:53,840 Speaker 2: if you call someone and they don't call you back. 729 00:33:53,880 --> 00:33:54,800 Speaker 2: That's not the mentor. 730 00:33:55,040 --> 00:33:57,680 Speaker 3: Yeah yeah, and you get hung up. You want to 731 00:33:57,720 --> 00:34:00,720 Speaker 3: find the person who has time to give yes, who 732 00:34:00,840 --> 00:34:04,080 Speaker 3: cares about you, who wants to do that. And just 733 00:34:04,080 --> 00:34:05,960 Speaker 3: because someone doesn't want to do that doesn't mean they're 734 00:34:05,960 --> 00:34:08,680 Speaker 3: a bad person. They're just not your mentor, right because 735 00:34:08,680 --> 00:34:09,879 Speaker 3: they might be doing it for someone else. 736 00:34:10,000 --> 00:34:12,880 Speaker 2: Yeah, the time's not right, that's okay, And don't take 737 00:34:12,920 --> 00:34:15,080 Speaker 2: it personally. Go out and find another one, right, Make 738 00:34:15,120 --> 00:34:17,240 Speaker 2: a list of ten people that you'd love to mentor 739 00:34:17,280 --> 00:34:19,640 Speaker 2: and start reaching out. Yeah, I mean again, take action 740 00:34:19,719 --> 00:34:21,160 Speaker 2: because I'm like, oh, can I need a mentor? 741 00:34:21,200 --> 00:34:23,160 Speaker 1: It's like, okay, well show up and ask. 742 00:34:23,200 --> 00:34:25,400 Speaker 2: I mean, the reason I have some of these amazing 743 00:34:25,400 --> 00:34:28,600 Speaker 2: people that I mentor is because they just asked. Yes, 744 00:34:29,719 --> 00:34:33,000 Speaker 2: asking for help is so hard, and people don't do 745 00:34:33,080 --> 00:34:35,920 Speaker 2: it because they feel embarrassed. They don't want to look stupid, 746 00:34:35,960 --> 00:34:39,279 Speaker 2: they don't want to show weakness. But asking for help 747 00:34:39,400 --> 00:34:42,760 Speaker 2: is the one thing that will help you exponentially increase 748 00:34:42,840 --> 00:34:43,480 Speaker 2: your success. 749 00:34:43,640 --> 00:34:47,680 Speaker 3: Yeah. Yeah, yeah, absolutely, And sometimes it's small things where 750 00:34:47,719 --> 00:34:50,080 Speaker 3: like people don't even ask, Like I had this so 751 00:34:50,120 --> 00:34:53,200 Speaker 3: I wasn't tour recently and I was flying Delta and 752 00:34:54,160 --> 00:34:59,880 Speaker 3: one of the estuids. At the end of her service, 753 00:35:00,000 --> 00:35:02,040 Speaker 3: when we were about to land, she wrote me this 754 00:35:02,080 --> 00:35:05,200 Speaker 3: really beautiful note and had left it near me because 755 00:35:05,200 --> 00:35:07,520 Speaker 3: I'd fallen asleep on the flight, and so when I 756 00:35:07,520 --> 00:35:09,680 Speaker 3: woke up, I read it. And they always give you 757 00:35:09,760 --> 00:35:12,279 Speaker 3: these I think it's these little wings from Delta or 758 00:35:12,280 --> 00:35:13,879 Speaker 3: something like that on top of it. So I read 759 00:35:13,920 --> 00:35:17,839 Speaker 3: it and it was really really sweet, and I said 760 00:35:17,840 --> 00:35:19,400 Speaker 3: to her when I was walking out, it was like 761 00:35:19,400 --> 00:35:21,200 Speaker 3: a full note, like it was a real letter. It 762 00:35:21,239 --> 00:35:24,239 Speaker 3: was very very sweet, and I just asked her on 763 00:35:24,239 --> 00:35:26,120 Speaker 3: the way out. I was like, oh, hey, like, are 764 00:35:26,160 --> 00:35:27,840 Speaker 3: you guys in here? Are you in town tonight? And 765 00:35:27,840 --> 00:35:29,200 Speaker 3: she was like yeah. I was like, well, when you 766 00:35:29,239 --> 00:35:31,600 Speaker 3: come to my show? And she ended up coming to 767 00:35:31,600 --> 00:35:33,680 Speaker 3: the show. She had a great night, Like it was amazing. 768 00:35:33,680 --> 00:35:36,480 Speaker 3: It was a town that we had a big Juny presence, 769 00:35:36,520 --> 00:35:38,480 Speaker 3: and I'm trying to remember what town it was, but 770 00:35:39,280 --> 00:35:41,080 Speaker 3: what city it was. But it was just one of 771 00:35:41,080 --> 00:35:44,120 Speaker 3: those moments where like it was just a really thoughtful 772 00:35:44,200 --> 00:35:48,040 Speaker 3: letter that really affected me and made I didn't mentor her, 773 00:35:48,080 --> 00:35:50,520 Speaker 3: but made me want to reciprocate. And so I found 774 00:35:50,560 --> 00:35:55,040 Speaker 3: that sometimes expressing something really beautifully and thoughtfully about what 775 00:35:55,080 --> 00:35:59,080 Speaker 3: you're doing, and with the mentor like us giving great advice. 776 00:36:00,080 --> 00:36:02,520 Speaker 3: Followed that up with saying, Kim, you know you told 777 00:36:02,560 --> 00:36:04,200 Speaker 3: me to do this. I did this, and this is 778 00:36:04,200 --> 00:36:06,319 Speaker 3: what happened. Kim, you know you told me to do this. 779 00:36:06,400 --> 00:36:08,839 Speaker 3: I reached out to this person because the mentor needs 780 00:36:08,880 --> 00:36:11,480 Speaker 3: to know that you're putting into practice. I think mentors 781 00:36:11,480 --> 00:36:14,200 Speaker 3: get exhausted when they feel they're giving you time, they're 782 00:36:14,200 --> 00:36:16,560 Speaker 3: giving you advice, to giving you inside, but you're not moving. 783 00:36:16,680 --> 00:36:18,200 Speaker 1: Oh yeah, I wouldn't mentor you very long. 784 00:36:18,400 --> 00:36:21,080 Speaker 3: There you go so to me about the relationship. 785 00:36:21,080 --> 00:36:23,960 Speaker 2: So I think you know I'm here to give great advice. 786 00:36:24,080 --> 00:36:25,799 Speaker 2: I don't have a lot of time. If you're not 787 00:36:25,840 --> 00:36:28,560 Speaker 2: going to take it, find a different mentor. I'm not 788 00:36:28,640 --> 00:36:31,000 Speaker 2: the mentor for you. But to be honest, it's that's 789 00:36:31,040 --> 00:36:32,600 Speaker 2: a you problem, not a me problem. 790 00:36:32,719 --> 00:36:33,080 Speaker 3: Yeah. 791 00:36:33,160 --> 00:36:35,920 Speaker 2: Yeah, I'm here to help take you to the next level. 792 00:36:36,360 --> 00:36:38,600 Speaker 2: And I want to be able to give my experience 793 00:36:39,160 --> 00:36:42,239 Speaker 2: to someone else. That really, I mean, people have been 794 00:36:42,600 --> 00:36:45,640 Speaker 2: so grateful with their time for me, and I feel 795 00:36:45,680 --> 00:36:48,080 Speaker 2: so lucky because it's been such a gift that I 796 00:36:48,160 --> 00:36:50,799 Speaker 2: want to give that and pay that forward. And so 797 00:36:51,200 --> 00:36:52,719 Speaker 2: I mean, even with the book, because I don't have 798 00:36:52,800 --> 00:36:55,200 Speaker 2: enough time to mentor as many people as I would 799 00:36:55,280 --> 00:36:57,720 Speaker 2: like to, I do have the time to write down 800 00:36:58,080 --> 00:37:01,759 Speaker 2: what I've learned so other people don't have to make 801 00:37:01,800 --> 00:37:02,799 Speaker 2: the same mistakes. 802 00:37:03,080 --> 00:37:05,080 Speaker 3: Well, I think books are mentorship for that point. I 803 00:37:05,160 --> 00:37:08,640 Speaker 3: think that's a great, great point that I feel in 804 00:37:08,680 --> 00:37:11,480 Speaker 3: my life. Some of my best mentors have been books. Yeah, 805 00:37:11,840 --> 00:37:13,640 Speaker 3: I really believe that, Oh my gosh. And I think 806 00:37:13,640 --> 00:37:15,399 Speaker 3: this book's going to be a great mentor for people 807 00:37:15,400 --> 00:37:18,719 Speaker 3: who are making mistakes, who want to be successful and 808 00:37:18,760 --> 00:37:21,120 Speaker 3: they're like, I want to be coached by, you know, 809 00:37:21,280 --> 00:37:24,279 Speaker 3: a really successful entrepreneur that the book is that it is. 810 00:37:24,320 --> 00:37:27,000 Speaker 3: And I think we undervalue and underestimate the value you 811 00:37:27,000 --> 00:37:29,040 Speaker 3: can get from a book. Oh, I feel like I've 812 00:37:29,040 --> 00:37:32,000 Speaker 3: been mentored by some of my favorite entrepreneurs who either 813 00:37:32,080 --> 00:37:35,799 Speaker 3: died before I had the opportunity to meet them or 814 00:37:36,320 --> 00:37:40,080 Speaker 3: are people that I haven't connected with through books. 815 00:37:40,200 --> 00:37:43,480 Speaker 2: Well, and especially if you're young. When I started, I 816 00:37:43,520 --> 00:37:45,400 Speaker 2: had no idea what I was doing, so I would 817 00:37:45,440 --> 00:37:51,320 Speaker 2: just read books of old great operators and actually execute 818 00:37:51,360 --> 00:37:51,759 Speaker 2: what they said. 819 00:37:51,800 --> 00:37:54,120 Speaker 1: Like Jack Welch, I mean it was ge. This is 820 00:37:54,320 --> 00:37:57,240 Speaker 1: thirty years ago. You're just looking reading books and be like, Okay, 821 00:37:57,320 --> 00:37:59,319 Speaker 1: I'll just do what this guy says. He must know, 822 00:37:59,560 --> 00:38:00,279 Speaker 1: right yeah. 823 00:38:00,320 --> 00:38:02,520 Speaker 2: And so my hope is that to be able to 824 00:38:02,520 --> 00:38:04,239 Speaker 2: share those experiences, so you could say, Okay, I know 825 00:38:04,239 --> 00:38:06,719 Speaker 2: what to do when I'm in a toxic relationship when 826 00:38:06,760 --> 00:38:08,879 Speaker 2: I don't, you know, have the right partner. Like I'm 827 00:38:08,880 --> 00:38:11,120 Speaker 2: going to give you tips to get out of situations 828 00:38:11,120 --> 00:38:12,799 Speaker 2: that I was in that I wish someone would have. 829 00:38:12,760 --> 00:38:15,480 Speaker 1: Told me, right yeah, yeah, oh my gosh, please help 830 00:38:15,520 --> 00:38:18,600 Speaker 1: me kill I'm like, okay, here's the playbook. I'm giving 831 00:38:18,600 --> 00:38:20,839 Speaker 1: you the playbook. Read these ten and then come back 832 00:38:20,840 --> 00:38:21,719 Speaker 1: and tell me if you need more. 833 00:38:22,000 --> 00:38:23,719 Speaker 3: Yeah, what are you when you say don't try to 834 00:38:23,760 --> 00:38:26,960 Speaker 3: do everything alone? Finding a mentor is important, but then 835 00:38:27,000 --> 00:38:30,040 Speaker 3: also finding a business partner is important sometimes, or like 836 00:38:30,120 --> 00:38:33,279 Speaker 3: co founders and connecting. What would you say you look 837 00:38:33,400 --> 00:38:35,400 Speaker 3: for in a business partner or a co founder. 838 00:38:35,800 --> 00:38:38,840 Speaker 2: I've learned there are four pillars that you need. Just 839 00:38:38,880 --> 00:38:41,480 Speaker 2: as a house has four walls to stand, I think 840 00:38:41,520 --> 00:38:44,400 Speaker 2: there's four great pillars that every successful person that I 841 00:38:44,480 --> 00:38:47,760 Speaker 2: know needs, And one is a mentor, two is family 842 00:38:47,840 --> 00:38:50,080 Speaker 2: and friends, supportive, family and friends. 843 00:38:50,200 --> 00:38:50,359 Speaker 3: Right. 844 00:38:50,800 --> 00:38:53,840 Speaker 2: Three is the team. It doesn't matter if your solo entrepreneur. 845 00:38:53,880 --> 00:38:55,640 Speaker 2: It could be a consult it could be someone in 846 00:38:55,680 --> 00:38:59,359 Speaker 2: your network. And number four is peers. People that are 847 00:38:59,360 --> 00:39:02,520 Speaker 2: actually in the day to day and care relate because 848 00:39:02,560 --> 00:39:04,759 Speaker 2: my family can't relate to the trials that I go 849 00:39:04,840 --> 00:39:07,799 Speaker 2: through every day, but appear in the same category, in 850 00:39:07,880 --> 00:39:10,799 Speaker 2: same business does even in the same office, they can 851 00:39:10,840 --> 00:39:12,960 Speaker 2: relate to what you're going through. So if you can 852 00:39:13,040 --> 00:39:17,120 Speaker 2: find these core tenants, game changer. And so once I 853 00:39:17,160 --> 00:39:20,680 Speaker 2: started putting these people pillars into place for me, my 854 00:39:20,920 --> 00:39:22,080 Speaker 2: business took off. 855 00:39:22,520 --> 00:39:23,840 Speaker 1: But it's making space. 856 00:39:24,040 --> 00:39:24,239 Speaker 3: Right. 857 00:39:24,560 --> 00:39:26,719 Speaker 2: It's saying I'm too busy, I don't have time. I've 858 00:39:26,760 --> 00:39:28,120 Speaker 2: heard it, I don't have time to do this, Kim, 859 00:39:28,120 --> 00:39:28,600 Speaker 2: I'm too busy. 860 00:39:28,640 --> 00:39:31,239 Speaker 1: I'm too busy. Well, I'm busy too. But how do 861 00:39:31,280 --> 00:39:34,600 Speaker 1: we prioritize people, because that is how we will be 862 00:39:34,600 --> 00:39:36,040 Speaker 1: able to grow exponentially. 863 00:39:36,239 --> 00:39:39,319 Speaker 3: Yeah, yeah, I was actually saying to someone yesterday that 864 00:39:39,600 --> 00:39:42,960 Speaker 3: one of the mistakes I've seen successful people make is 865 00:39:43,080 --> 00:39:47,879 Speaker 3: the only friends they have are people they pay all 866 00:39:48,120 --> 00:39:50,879 Speaker 3: people that have been there from day one, And those 867 00:39:50,880 --> 00:39:53,319 Speaker 3: are both important parts. One's your team and one's your 868 00:39:53,360 --> 00:39:58,040 Speaker 3: old school friends. But the peers part is so important 869 00:39:58,600 --> 00:40:01,280 Speaker 3: because that's the only person that i'munderstands your current pain. 870 00:40:01,920 --> 00:40:03,920 Speaker 3: So your person that you were friends with back in 871 00:40:03,960 --> 00:40:06,319 Speaker 3: the day, they understand your journey. And my best friends 872 00:40:06,360 --> 00:40:08,479 Speaker 3: are still my best friends from people I was friends 873 00:40:08,480 --> 00:40:11,560 Speaker 3: with twenty years ago. That will always be there. I 874 00:40:11,560 --> 00:40:13,600 Speaker 3: have a team that I love, I have great relationships 875 00:40:13,640 --> 00:40:15,640 Speaker 3: with very very important to me. I really value and 876 00:40:15,680 --> 00:40:18,560 Speaker 3: invest in. But the only person who can truly understand 877 00:40:18,560 --> 00:40:20,839 Speaker 3: where I'm at in life is my peer who's doing 878 00:40:20,880 --> 00:40:23,359 Speaker 3: the same thing at the same level. And what's really 879 00:40:23,400 --> 00:40:25,440 Speaker 3: interesting is those are the people you end up competing 880 00:40:25,480 --> 00:40:29,840 Speaker 3: with rather than actually collaborating with. And I was reading 881 00:40:29,880 --> 00:40:32,920 Speaker 3: Bob Iger's book and he was talking about how at 882 00:40:32,920 --> 00:40:35,520 Speaker 3: one point in time, and I may get a couple 883 00:40:35,520 --> 00:40:37,919 Speaker 3: of the names wrong, but the principle was there. Bob 884 00:40:37,920 --> 00:40:43,400 Speaker 3: Iger was saying that at one point Steven Spielberg, George Lucas, 885 00:40:44,920 --> 00:40:47,839 Speaker 3: and a couple of other famous directors of their time 886 00:40:48,440 --> 00:40:51,359 Speaker 3: used to preview their movies to each other, so they 887 00:40:51,360 --> 00:40:53,600 Speaker 3: would actually get into a little room, a theater room, 888 00:40:53,719 --> 00:40:55,799 Speaker 3: watch the movie, ask for feedback. 889 00:40:56,040 --> 00:40:57,719 Speaker 1: That's the best advice ever ever. 890 00:40:57,800 --> 00:41:00,360 Speaker 3: But that's because they were so confident that they're style 891 00:41:00,520 --> 00:41:03,720 Speaker 3: was so different that they didn't feel like they were competing. 892 00:41:04,480 --> 00:41:06,239 Speaker 3: Does that make sense, Like the reason why we're scared 893 00:41:06,280 --> 00:41:07,640 Speaker 3: to do that today is you feel like someone will 894 00:41:07,680 --> 00:41:11,279 Speaker 3: steal your idea. They trusted that these people were so 895 00:41:11,400 --> 00:41:14,480 Speaker 3: creative and no one would need to steal the idea 896 00:41:14,480 --> 00:41:16,880 Speaker 3: of because everyone was a genius in that room, and 897 00:41:16,920 --> 00:41:19,719 Speaker 3: so they actually trusted and respected each other's I love that. 898 00:41:19,880 --> 00:41:21,440 Speaker 2: I love that, and I think if you can find 899 00:41:21,480 --> 00:41:24,839 Speaker 2: those peers, that make such a difference, because no one 900 00:41:24,880 --> 00:41:26,520 Speaker 2: can relate to what you're going through except for the 901 00:41:26,520 --> 00:41:29,320 Speaker 2: people already going through, and they can give you great. 902 00:41:29,120 --> 00:41:32,719 Speaker 3: Advice before we dive into the next moment, let's hear 903 00:41:32,760 --> 00:41:36,360 Speaker 3: from our sponsors and back to our episode. 904 00:41:36,680 --> 00:41:39,080 Speaker 1: Like that advice is, oh, I've just been in that situation. 905 00:41:39,160 --> 00:41:40,920 Speaker 2: Let me tell you what to do in a hiring 906 00:41:40,960 --> 00:41:43,799 Speaker 2: situation and a partner situation. So I don't know if 907 00:41:43,800 --> 00:41:45,200 Speaker 2: you should have a partner or not. I mean that's 908 00:41:45,280 --> 00:41:49,840 Speaker 2: a personal values based question. But having other people to 909 00:41:51,160 --> 00:41:53,600 Speaker 2: collaborate on the highs and lows and kind of behind 910 00:41:53,640 --> 00:41:55,959 Speaker 2: the scenes, right because your team, you can't if things 911 00:41:56,000 --> 00:41:58,000 Speaker 2: go wrong you can't tell your team some of the 912 00:41:58,000 --> 00:42:00,520 Speaker 2: things you would tell a peer. You need to You're 913 00:42:00,560 --> 00:42:02,440 Speaker 2: gonna tell you one thing as a leader, then you 914 00:42:02,480 --> 00:42:04,520 Speaker 2: can tell your peers like, oh my gosh, it's crazy 915 00:42:04,560 --> 00:42:04,919 Speaker 2: out there. 916 00:42:05,120 --> 00:42:07,600 Speaker 3: Yeah. Yeah. One of the mistakes you talk about is 917 00:42:07,640 --> 00:42:10,720 Speaker 3: this idea of like having a toxic in a circle, 918 00:42:11,719 --> 00:42:13,080 Speaker 3: Like you got to get rid of that, and so 919 00:42:13,120 --> 00:42:15,400 Speaker 3: you say that one of the mistakes is keeping toxic 920 00:42:15,440 --> 00:42:18,480 Speaker 3: relationships in you in a circle. I want to ask 921 00:42:18,520 --> 00:42:22,040 Speaker 3: you what's your take on starting a business with a 922 00:42:22,080 --> 00:42:22,760 Speaker 3: family member. 923 00:42:24,600 --> 00:42:28,640 Speaker 1: It's hard, but I think anything could work as long 924 00:42:28,680 --> 00:42:31,960 Speaker 1: as you have very clear roles and responsibilities. Right, you 925 00:42:32,000 --> 00:42:33,480 Speaker 1: know what you do, I know what I do. 926 00:42:33,800 --> 00:42:37,560 Speaker 2: I mean, think about you and Roddy obviously husband wife. 927 00:42:37,600 --> 00:42:40,359 Speaker 2: I actually seen it work really well if everyone knows 928 00:42:40,400 --> 00:42:43,560 Speaker 2: their strength. The problem it doesn't work well is if 929 00:42:43,600 --> 00:42:45,360 Speaker 2: you want to do what I want to do and 930 00:42:45,400 --> 00:42:46,399 Speaker 2: you think you could do it better. 931 00:42:46,560 --> 00:42:48,239 Speaker 1: Yeah, and you're like, Okay, this is never going to 932 00:42:48,280 --> 00:42:48,719 Speaker 1: work out. 933 00:42:48,840 --> 00:42:49,040 Speaker 3: Right. 934 00:42:49,719 --> 00:42:51,719 Speaker 2: You need to trust that you will be in chard 935 00:42:51,760 --> 00:42:53,319 Speaker 2: to this, I will be in charge to this, and 936 00:42:53,440 --> 00:42:56,600 Speaker 2: division of responsibilities like that's number one. So actually I 937 00:42:57,280 --> 00:42:59,640 Speaker 2: love family businesses because I like legacy, and I like 938 00:42:59,680 --> 00:43:02,280 Speaker 2: the I mean, in the best case scenario. 939 00:43:01,880 --> 00:43:04,719 Speaker 1: My children will work with me, So I hope that 940 00:43:04,719 --> 00:43:07,560 Speaker 1: would be like the joy of because it was so cute. 941 00:43:07,600 --> 00:43:09,440 Speaker 2: Right, they're five, so I don't know, We've got some time, 942 00:43:09,960 --> 00:43:14,319 Speaker 2: but yes, but that would be the ultimate gift for 943 00:43:14,400 --> 00:43:16,360 Speaker 2: me is to have something that I could leave to 944 00:43:16,400 --> 00:43:20,880 Speaker 2: my children. However, it's really important to you know, not 945 00:43:21,719 --> 00:43:23,920 Speaker 2: impose what you think should be done. You really have 946 00:43:23,960 --> 00:43:28,440 Speaker 2: to have trust and how you partnership is hard, so hard, 947 00:43:28,800 --> 00:43:31,719 Speaker 2: So I think partnerships are really hard. But trusting that 948 00:43:31,760 --> 00:43:33,680 Speaker 2: the other person will always act in your best interest, 949 00:43:33,880 --> 00:43:37,080 Speaker 2: that they always will do what you know you have 950 00:43:37,120 --> 00:43:40,480 Speaker 2: the same values. I think values are really important because 951 00:43:40,560 --> 00:43:43,520 Speaker 2: you know where you're coming from all the time and 952 00:43:43,520 --> 00:43:44,719 Speaker 2: whether you have a partnership or not. 953 00:43:45,000 --> 00:43:47,960 Speaker 1: But I do believe it's so much more fun to 954 00:43:48,000 --> 00:43:50,120 Speaker 1: do it together, right absolutely. 955 00:43:50,560 --> 00:43:53,960 Speaker 2: Having started my kitchen table alone, it's so lonely. 956 00:43:53,600 --> 00:43:55,360 Speaker 1: Like entrepreneurship is so lonely. 957 00:43:55,400 --> 00:43:57,960 Speaker 2: I'm now at the other side where I never want 958 00:43:58,000 --> 00:43:58,720 Speaker 2: to do it alone. 959 00:43:58,800 --> 00:43:59,720 Speaker 1: I want to do it. 960 00:43:59,680 --> 00:44:01,520 Speaker 2: With a team, where you can share the joy and 961 00:44:01,560 --> 00:44:04,359 Speaker 2: the fun and the challenges and the disappointments like you're 962 00:44:04,400 --> 00:44:05,479 Speaker 2: just not alone, right. 963 00:44:05,719 --> 00:44:08,600 Speaker 3: Yeah. I've had a lot of friends who've like built 964 00:44:08,600 --> 00:44:11,520 Speaker 3: a business with a friend or a family member and 965 00:44:11,560 --> 00:44:15,319 Speaker 3: then it's gone toxic or difficult. Have you found any 966 00:44:15,360 --> 00:44:18,920 Speaker 3: great mentorship or insight on how to disconnect from that 967 00:44:19,000 --> 00:44:22,280 Speaker 3: relationship once it's gone bad that's in the healthiest way possible. 968 00:44:22,400 --> 00:44:25,160 Speaker 2: Yes, I mean I've had a lot of toxic relationships 969 00:44:25,239 --> 00:44:27,239 Speaker 2: over time, and sometimes you don't even know because they 970 00:44:27,239 --> 00:44:29,600 Speaker 2: don't start toxic, right, They start as friends, and then 971 00:44:29,920 --> 00:44:32,680 Speaker 2: over time they go really badly, and then you're in 972 00:44:32,719 --> 00:44:34,880 Speaker 2: this relationship and you don't know how to get out. 973 00:44:35,239 --> 00:44:40,080 Speaker 2: But what I look to do is really annually I 974 00:44:40,120 --> 00:44:43,520 Speaker 2: audit my inner circle religious. 975 00:44:43,080 --> 00:44:43,759 Speaker 3: Tell us about that. 976 00:44:43,840 --> 00:44:46,600 Speaker 2: Right, So every year I look at all the people 977 00:44:46,719 --> 00:44:48,839 Speaker 2: in my business, all the people in my personal life 978 00:44:48,840 --> 00:44:51,279 Speaker 2: that I'm spending time with, and if they energize and 979 00:44:51,320 --> 00:44:55,440 Speaker 2: inspire me and encourage me to achieve my dreams, like 980 00:44:55,480 --> 00:44:58,960 Speaker 2: I put a plus. Very simple, it's a very simple exercise. 981 00:44:59,360 --> 00:45:02,279 Speaker 2: If they are negative, critical, tell me why it's not 982 00:45:02,320 --> 00:45:04,240 Speaker 2: going to work, I put a minus, and then I 983 00:45:04,280 --> 00:45:05,600 Speaker 2: actively audit them out. 984 00:45:06,600 --> 00:45:08,160 Speaker 1: No, it seems mean, you know, people like what a 985 00:45:08,200 --> 00:45:10,319 Speaker 1: my my family. I know I get it. 986 00:45:10,480 --> 00:45:13,120 Speaker 2: But if you want to achieve great things, you will 987 00:45:13,120 --> 00:45:15,440 Speaker 2: not be able to do it with toxic people around you. 988 00:45:15,600 --> 00:45:17,000 Speaker 1: They will drag you down. 989 00:45:17,600 --> 00:45:20,640 Speaker 3: Yeah, it's so true, right, And it's hard because people go, 990 00:45:20,719 --> 00:45:23,239 Speaker 3: how do I call it my family? How do I 991 00:45:23,360 --> 00:45:27,799 Speaker 3: leave the people that I live with? In one sense, yes, 992 00:45:27,880 --> 00:45:28,319 Speaker 3: it's hard. 993 00:45:28,400 --> 00:45:31,239 Speaker 2: It's also about balance, right, So I understand that. I mean, 994 00:45:31,280 --> 00:45:33,880 Speaker 2: that's an internal struggle that I can't help with you. 995 00:45:34,080 --> 00:45:38,480 Speaker 2: But how do you you know, my advice is about balance. 996 00:45:38,520 --> 00:45:40,239 Speaker 2: So if you are in a situation where you can't 997 00:45:40,320 --> 00:45:44,040 Speaker 2: leave your parents, obviously, but you can minimize the time 998 00:45:44,040 --> 00:45:47,719 Speaker 2: that you're spending with them, right because those thoughts that 999 00:45:47,760 --> 00:45:50,279 Speaker 2: they're putting in your head, you know, once you leave, 1000 00:45:50,400 --> 00:45:52,080 Speaker 2: And that's what happened to me when I was in 1001 00:45:52,120 --> 00:45:54,960 Speaker 2: a very toxic relationship. You think about it over it 1002 00:45:55,040 --> 00:45:57,520 Speaker 2: consumes you, right, and then it seeps into every part 1003 00:45:57,560 --> 00:46:00,839 Speaker 2: of your life, your business part, your personal life, and 1004 00:46:00,880 --> 00:46:03,680 Speaker 2: you have to eventually audit it out in order to 1005 00:46:03,719 --> 00:46:05,960 Speaker 2: be able to move forward, in order to grow. And 1006 00:46:06,000 --> 00:46:10,200 Speaker 2: it seems very harsh, but honestly, game changer. 1007 00:46:10,239 --> 00:46:14,279 Speaker 3: Talk to me about the connection between toxic relationships in 1008 00:46:14,320 --> 00:46:17,000 Speaker 3: your life and money. How did the two connect. 1009 00:46:17,360 --> 00:46:19,759 Speaker 1: If you have toxic relationships, likely you're not going to 1010 00:46:19,800 --> 00:46:20,439 Speaker 1: have a lot of money. 1011 00:46:20,560 --> 00:46:23,120 Speaker 3: Yeah, why talk to me about that connection and how 1012 00:46:23,120 --> 00:46:24,239 Speaker 3: you've seen it transpire. 1013 00:46:25,160 --> 00:46:29,640 Speaker 2: I think that having been in some toxic relationships, they're 1014 00:46:29,640 --> 00:46:31,440 Speaker 2: not looking out for your best interest. 1015 00:46:31,760 --> 00:46:33,239 Speaker 1: And if you want to live to your. 1016 00:46:33,200 --> 00:46:36,160 Speaker 2: Highest and best use and your greatest potential, you can't 1017 00:46:36,200 --> 00:46:41,000 Speaker 2: afford to have people that are draining your energy because 1018 00:46:41,480 --> 00:46:44,440 Speaker 2: you need that in order to create and ideate and 1019 00:46:44,480 --> 00:46:48,000 Speaker 2: innovate and build. So the more you have pressures that 1020 00:46:48,080 --> 00:46:51,840 Speaker 2: are dragging you down, the less likely you will be 1021 00:46:52,000 --> 00:46:55,399 Speaker 2: to be successful unfortunately. I mean it's just truth, right, 1022 00:46:55,920 --> 00:46:58,959 Speaker 2: And so I really look hard at who I spend 1023 00:46:59,040 --> 00:47:04,000 Speaker 2: time with and surrounding myself with people that love me, 1024 00:47:04,640 --> 00:47:06,920 Speaker 2: want to see the best for me, believe in me. 1025 00:47:07,000 --> 00:47:09,480 Speaker 2: It doesn't mean they can't challenge me, which is great, 1026 00:47:10,120 --> 00:47:12,000 Speaker 2: but I don't want to be with someone that's going 1027 00:47:12,080 --> 00:47:15,720 Speaker 2: to tell me why my dreams aren't going to work. Yeah, yeah, 1028 00:47:15,760 --> 00:47:19,000 Speaker 2: that's not going to work because likelihood, I mean, you 1029 00:47:19,080 --> 00:47:21,919 Speaker 2: have to be so confident in your dreams that having 1030 00:47:21,960 --> 00:47:24,800 Speaker 2: other people talk in your ear all time terrible, right, Yeah. 1031 00:47:24,680 --> 00:47:29,040 Speaker 3: Yeah, unless they have constructive love insight. Yeah, it BD love. 1032 00:47:29,320 --> 00:47:31,920 Speaker 3: It doesn't work, And I think that's on I think 1033 00:47:32,520 --> 00:47:34,080 Speaker 3: I love what you said. There's two sides to it. 1034 00:47:34,120 --> 00:47:36,279 Speaker 3: The one side is you've got to limit your time 1035 00:47:36,320 --> 00:47:39,800 Speaker 3: with them as well. It's agency because we can't blame 1036 00:47:39,880 --> 00:47:43,040 Speaker 3: our lack of success on the people around us, because 1037 00:47:43,040 --> 00:47:46,280 Speaker 3: then we're not taking responsibility an agency for the change 1038 00:47:46,320 --> 00:47:48,560 Speaker 3: we can make. And I always say to people, for 1039 00:47:48,600 --> 00:47:52,000 Speaker 3: every one negative person in your life, find three positive people, 1040 00:47:52,239 --> 00:47:54,600 Speaker 3: because you have the percentage. Now twenty five percent of 1041 00:47:54,680 --> 00:47:57,160 Speaker 3: your life is spent with negative people, but seventy five 1042 00:47:57,160 --> 00:47:59,319 Speaker 3: percent of your life is surrounded by positive energy. And 1043 00:47:59,360 --> 00:48:02,160 Speaker 3: you can do that Today. There's so many clubs and 1044 00:48:02,400 --> 00:48:06,880 Speaker 3: events and communities all around just got it everywhere, Like 1045 00:48:07,040 --> 00:48:11,680 Speaker 3: entrepreneurial society is just popping up everywhere because all entrepreneurs 1046 00:48:11,680 --> 00:48:14,680 Speaker 3: are looking for community because nine percent of them didn't 1047 00:48:14,680 --> 00:48:17,480 Speaker 3: have family support, right, because they had a crazy idea 1048 00:48:17,640 --> 00:48:19,399 Speaker 3: or they took a risk or whatever it may have been. 1049 00:48:19,480 --> 00:48:22,360 Speaker 3: So you're not alone. There's going to be other people 1050 00:48:22,520 --> 00:48:24,040 Speaker 3: like you in the community who are looking for that 1051 00:48:24,080 --> 00:48:25,040 Speaker 3: as well, right. 1052 00:48:24,960 --> 00:48:27,640 Speaker 2: And reaching out and being proactive, right, And it goes 1053 00:48:27,640 --> 00:48:31,319 Speaker 2: back to asking for help and being vulnerable and saying 1054 00:48:31,360 --> 00:48:33,320 Speaker 2: you don't know everything, like who wants to be with 1055 00:48:33,360 --> 00:48:34,360 Speaker 2: someone that knows everything? 1056 00:48:34,480 --> 00:48:34,760 Speaker 3: Right? 1057 00:48:34,880 --> 00:48:38,280 Speaker 2: And usually the toxic people are self imposing their limiting 1058 00:48:38,320 --> 00:48:40,600 Speaker 2: beliefs on you. They're telling you it's not going to work, 1059 00:48:40,600 --> 00:48:42,759 Speaker 2: you can't do it because that's what they think, not 1060 00:48:42,880 --> 00:48:45,479 Speaker 2: what you think. And so it's trying to make sure 1061 00:48:45,480 --> 00:48:48,360 Speaker 2: that what they think or is what I think. And 1062 00:48:48,400 --> 00:48:50,239 Speaker 2: it's hard if they keep telling you what they think, 1063 00:48:50,440 --> 00:48:53,040 Speaker 2: so it becomes noisy in your head, right. 1064 00:48:52,920 --> 00:48:55,479 Speaker 3: Yeah, And it's what they think because someone told them that, right. 1065 00:48:55,760 --> 00:48:57,360 Speaker 1: So you got to stop the pattern exactly. 1066 00:48:57,440 --> 00:48:59,680 Speaker 3: You got to stop the pattern for your family, yes, 1067 00:49:00,040 --> 00:49:04,640 Speaker 3: for your prey children, absolutely absolutely, And people forget too. 1068 00:49:04,680 --> 00:49:06,920 Speaker 3: They try and you know, I remember having this conversation 1069 00:49:06,920 --> 00:49:09,799 Speaker 3: with my mom because she left, she had to leave 1070 00:49:09,800 --> 00:49:12,600 Speaker 3: her country when she was sixteen years old and moved 1071 00:49:12,600 --> 00:49:15,200 Speaker 3: to England. And when I was moving to America at 1072 00:49:15,239 --> 00:49:17,919 Speaker 3: twenty eight, she was like, oh my god, I can't 1073 00:49:17,920 --> 00:49:21,000 Speaker 3: believe like you're moving like full on, like to another country, 1074 00:49:21,040 --> 00:49:23,040 Speaker 3: and you know all the rest of it. I was like, Mom, 1075 00:49:23,080 --> 00:49:24,280 Speaker 3: you did it when you were sixteen. 1076 00:49:24,680 --> 00:49:25,879 Speaker 1: Gosh, god, Mom, you. 1077 00:49:25,840 --> 00:49:27,400 Speaker 3: Did it when you was sixteen, and she did the 1078 00:49:27,440 --> 00:49:28,920 Speaker 3: same when I was becoming a monk of twenty two. 1079 00:49:28,920 --> 00:49:30,719 Speaker 3: She's like, you're going to India and you're going to 1080 00:49:30,760 --> 00:49:32,480 Speaker 3: be away and like you know, And I was like, Mom, 1081 00:49:32,520 --> 00:49:34,840 Speaker 3: you moved when you were sixteen, right, like to a 1082 00:49:34,920 --> 00:49:39,640 Speaker 3: country with no education, no money, and you figured it out, 1083 00:49:39,719 --> 00:49:41,520 Speaker 3: like you know, and it's and it was so amazing 1084 00:49:41,560 --> 00:49:44,360 Speaker 3: to see that, like mom's protective love. Like I know 1085 00:49:44,440 --> 00:49:46,160 Speaker 3: it came from a place of love, but it was like, 1086 00:49:47,080 --> 00:49:49,560 Speaker 3: but Mom, you had did something way harder than I'm doing. 1087 00:49:49,920 --> 00:49:51,280 Speaker 1: Yeah, she's trying to protect yourself. 1088 00:49:51,320 --> 00:49:52,920 Speaker 3: You try to protect me. It's a mom's love. But 1089 00:49:52,960 --> 00:49:56,040 Speaker 3: it's really interesting because it's counterintuitive to the fact that 1090 00:49:56,080 --> 00:49:58,080 Speaker 3: she had to do it right. She had to leave 1091 00:49:58,080 --> 00:50:01,000 Speaker 3: her parents to build a life for them and you know, 1092 00:50:01,080 --> 00:50:03,360 Speaker 3: all the rest of it and be able to provide 1093 00:50:03,360 --> 00:50:06,080 Speaker 3: for her family. But we we forget that, and so 1094 00:50:06,120 --> 00:50:10,440 Speaker 3: sometimes we passed down even though we lived a really difficult, 1095 00:50:10,520 --> 00:50:14,200 Speaker 3: challenging life. We passed down insecurity to our kids, right, 1096 00:50:14,719 --> 00:50:18,399 Speaker 3: not passing down freedom, which is a really fascinating thing. 1097 00:50:18,760 --> 00:50:24,440 Speaker 1: It's interesting, you know, it's because security. 1098 00:50:25,600 --> 00:50:29,439 Speaker 3: Not realizing that it was the same thing that gave 1099 00:50:29,480 --> 00:50:32,880 Speaker 3: you the capacity and the intensity to become a resilient 1100 00:50:33,200 --> 00:50:34,880 Speaker 3: like when you said people have got to have resilience 1101 00:50:34,880 --> 00:50:37,480 Speaker 3: in grit. You don't get resilience in grit by everything 1102 00:50:37,480 --> 00:50:40,319 Speaker 3: going your way. You get resilience and grit by being 1103 00:50:40,440 --> 00:50:43,759 Speaker 3: knocked down things being hard and difficult, like you know, 1104 00:50:43,800 --> 00:50:46,440 Speaker 3: that's where it takes to build muscles. So it's funny 1105 00:50:46,440 --> 00:50:49,479 Speaker 3: how we try and make everything easy for everyone else, 1106 00:50:49,760 --> 00:50:50,200 Speaker 3: even with. 1107 00:50:50,160 --> 00:50:53,560 Speaker 1: My own children making sure that I mean, their a life. 1108 00:50:53,600 --> 00:50:55,239 Speaker 2: Obviously it's not the same life I grew up and 1109 00:50:55,640 --> 00:50:57,400 Speaker 2: like trying to pay the bills and go have heat. 1110 00:50:57,600 --> 00:51:00,319 Speaker 2: You know, they obviously don't have the same challenges, But 1111 00:51:00,440 --> 00:51:04,600 Speaker 2: how do we instill the same work ethic in them? 1112 00:51:04,719 --> 00:51:06,879 Speaker 2: That's what I'm thinking all the time. I Mean, it's 1113 00:51:06,920 --> 00:51:08,319 Speaker 2: just like a struggle in my own mind, like what 1114 00:51:08,360 --> 00:51:10,080 Speaker 2: do I need to do out of like chores? Like 1115 00:51:10,120 --> 00:51:12,560 Speaker 2: everything in our family is just looking at how do 1116 00:51:12,600 --> 00:51:15,120 Speaker 2: we instill and passion right, Like we want them to 1117 00:51:15,160 --> 00:51:17,640 Speaker 2: have passion about what they do and what they want 1118 00:51:17,680 --> 00:51:18,200 Speaker 2: to create. 1119 00:51:18,320 --> 00:51:21,520 Speaker 1: So we had to be very thoughtful and mindful about 1120 00:51:21,600 --> 00:51:24,440 Speaker 1: not self projecting how we grew. 1121 00:51:24,320 --> 00:51:27,840 Speaker 3: Up definitely onto them. Definitely, Kim, how many people have 1122 00:51:27,920 --> 00:51:29,200 Speaker 3: you hired in your lifetime? 1123 00:51:29,560 --> 00:51:33,480 Speaker 1: Oh? Thousands, yeah, thousands, thousands, thousands, Yes. The last company 1124 00:51:33,480 --> 00:51:36,719 Speaker 1: I ran had over a thousand employees, I mean have thousands. 1125 00:51:36,520 --> 00:51:38,839 Speaker 3: And how many of them did you personally interview, look 1126 00:51:38,840 --> 00:51:41,080 Speaker 3: at resumes and actually get that deeply. 1127 00:51:40,880 --> 00:51:44,200 Speaker 1: With Oh, I mean over twenty years, probably at least 1128 00:51:44,239 --> 00:51:46,040 Speaker 1: over five hundred, maybe more. 1129 00:51:46,360 --> 00:51:48,720 Speaker 3: When you manage people, how did you set up your teams? 1130 00:51:48,800 --> 00:51:48,880 Speaker 1: Like? 1131 00:51:48,920 --> 00:51:52,400 Speaker 3: How many people maximum do you personally lead and manage? 1132 00:51:52,760 --> 00:51:54,279 Speaker 3: Did you find a sweet spot? Yeah? 1133 00:51:54,440 --> 00:51:57,480 Speaker 1: Usually anything over eight was I mean, if you have 1134 00:51:57,520 --> 00:52:00,319 Speaker 1: a thousand people globally or anything over eight starts get 1135 00:52:00,760 --> 00:52:01,480 Speaker 1: very difficult. 1136 00:52:01,800 --> 00:52:03,680 Speaker 3: Why did you find eight manageable? I don't know. 1137 00:52:03,760 --> 00:52:05,680 Speaker 2: Just because I could at least have one on ones 1138 00:52:05,680 --> 00:52:07,799 Speaker 2: with them, I could spend time with them, I could 1139 00:52:07,840 --> 00:52:10,880 Speaker 2: still have the personal connection to make sure that that 1140 00:52:10,920 --> 00:52:12,880 Speaker 2: they had knew the vision, they knew I cared, and 1141 00:52:12,920 --> 00:52:15,280 Speaker 2: it was And usually it was because we had offices 1142 00:52:15,320 --> 00:52:19,080 Speaker 2: all around the world, so usually those eight were actually distributed. 1143 00:52:19,120 --> 00:52:21,560 Speaker 2: So I had a country manager in Tel Aviv, one 1144 00:52:21,640 --> 00:52:24,279 Speaker 2: in Australia, so depending on what the function was. 1145 00:52:24,680 --> 00:52:27,560 Speaker 1: But eight was where the sweet spot for me. 1146 00:52:27,640 --> 00:52:30,120 Speaker 2: I think some people can manage a lot more, but 1147 00:52:30,200 --> 00:52:32,560 Speaker 2: in order to really scale like a billion dollars on 1148 00:52:32,560 --> 00:52:34,640 Speaker 2: annual basis, that was where I found. 1149 00:52:34,880 --> 00:52:38,239 Speaker 3: I was like, perfect, well, yeah, that makes a lot 1150 00:52:38,239 --> 00:52:40,440 Speaker 3: of sense. I think that's fair. And when you think 1151 00:52:40,480 --> 00:52:42,239 Speaker 3: about you only have seven days a week and you 1152 00:52:42,320 --> 00:52:45,120 Speaker 3: only have five work days, right, if you're managing more 1153 00:52:45,160 --> 00:52:46,560 Speaker 3: than one person a day. 1154 00:52:46,600 --> 00:52:47,200 Speaker 1: It's very hard. 1155 00:52:47,239 --> 00:52:50,160 Speaker 3: It gets hard. Yeah, And so eight is you know 1156 00:52:50,200 --> 00:52:50,839 Speaker 3: at that, like. 1157 00:52:50,800 --> 00:52:52,839 Speaker 1: Well probably the max, right, Some people would say like 1158 00:52:52,880 --> 00:52:55,440 Speaker 1: six is probably the best. The challenge is when you 1159 00:52:55,480 --> 00:52:58,279 Speaker 1: build from the ground up, everyone wants to report to you, 1160 00:52:58,560 --> 00:53:02,520 Speaker 1: so it becomes emotional too, and there's other factors that 1161 00:53:02,640 --> 00:53:04,640 Speaker 1: aren't as just black and white. 1162 00:53:04,360 --> 00:53:06,319 Speaker 2: That aren't as easy as okay, it's six and we're 1163 00:53:06,360 --> 00:53:08,279 Speaker 2: just going to do that. It's like, well, you just 1164 00:53:08,400 --> 00:53:10,200 Speaker 2: that you have to be agile with the circumstance, right, 1165 00:53:10,280 --> 00:53:12,040 Speaker 2: and it makes a difference, and you want to keep 1166 00:53:12,040 --> 00:53:16,000 Speaker 2: people motivated, and especially I'm acquired a lot of companies, 1167 00:53:16,040 --> 00:53:18,680 Speaker 2: and when you acquire companies, they don't want to be 1168 00:53:18,680 --> 00:53:23,400 Speaker 2: put under layers of people. There's different challenges with every 1169 00:53:23,400 --> 00:53:24,400 Speaker 2: phase of a business. 1170 00:53:24,719 --> 00:53:26,360 Speaker 3: So the reason I asked you that is because I 1171 00:53:26,400 --> 00:53:29,440 Speaker 3: actually have four resumes here can hire someone, and I 1172 00:53:29,520 --> 00:53:32,160 Speaker 3: want you to tell me, okay, who we should be hired. 1173 00:53:33,120 --> 00:53:34,200 Speaker 3: So I'm going to hand you these. You can take 1174 00:53:34,200 --> 00:53:35,520 Speaker 3: a second. Let through them. 1175 00:53:35,560 --> 00:53:36,360 Speaker 1: What's the position. 1176 00:53:36,840 --> 00:53:39,560 Speaker 3: These are all for different roles and ones for a 1177 00:53:39,600 --> 00:53:42,760 Speaker 3: creative director, one's a product manager, one's a marketing specialist, 1178 00:53:42,840 --> 00:53:45,879 Speaker 3: one's an operations manager. They're not competing, but I want 1179 00:53:45,920 --> 00:53:47,359 Speaker 3: you to be able to look through them and tell 1180 00:53:47,400 --> 00:53:49,960 Speaker 3: me what you think is good and bad, because a 1181 00:53:49,960 --> 00:53:52,439 Speaker 3: lot of what we heard from our audience was that 1182 00:53:53,160 --> 00:53:56,719 Speaker 3: I'm applying to four hundred companies and I feel like 1183 00:53:56,760 --> 00:53:59,839 Speaker 3: I'm ending up on a stack that never gets looked at. 1184 00:54:00,360 --> 00:54:02,319 Speaker 3: I don't know how to stand I'm gonna tell you how. 1185 00:54:02,360 --> 00:54:04,440 Speaker 3: Tell us what's standing out and what's not standing out. 1186 00:54:04,680 --> 00:54:07,480 Speaker 2: Say I post a job on LinkedIn, I get three 1187 00:54:07,560 --> 00:54:10,759 Speaker 2: thousand resumes, no way or hire a manager. Anyone can 1188 00:54:10,800 --> 00:54:13,080 Speaker 2: go through them. If you want to stand out and 1189 00:54:13,120 --> 00:54:15,760 Speaker 2: you want that job, you better find the hiring manager, 1190 00:54:16,120 --> 00:54:18,799 Speaker 2: DM them, send them a letter. I don't care how 1191 00:54:18,840 --> 00:54:21,759 Speaker 2: you get hold of them and tell them how bad 1192 00:54:21,840 --> 00:54:24,160 Speaker 2: you want that job, because most people just send it 1193 00:54:24,200 --> 00:54:26,640 Speaker 2: the resume and hope someone's gonna call him nobody's calling you. 1194 00:54:27,040 --> 00:54:30,000 Speaker 2: If you really want that job, you will find the 1195 00:54:30,120 --> 00:54:32,279 Speaker 2: hiring person and get in there. 1196 00:54:32,520 --> 00:54:34,120 Speaker 1: So dare to be different. 1197 00:54:34,200 --> 00:54:36,000 Speaker 2: I think that goes with the guy that you said 1198 00:54:36,000 --> 00:54:40,560 Speaker 2: earlier that just started making content. You have to be proactive. 1199 00:54:40,680 --> 00:54:42,719 Speaker 2: So forget just the resumes. No one's going to look 1200 00:54:42,719 --> 00:54:45,320 Speaker 2: through three I literally will not look through three thousand resumes. 1201 00:54:45,880 --> 00:54:48,400 Speaker 2: I mean maybe the hire manager will somewhere, but no, 1202 00:54:48,480 --> 00:54:49,000 Speaker 2: it's the truth. 1203 00:54:49,560 --> 00:54:50,080 Speaker 1: Or find a. 1204 00:54:50,120 --> 00:54:52,200 Speaker 2: Contact of someone that you know that's in the company. 1205 00:54:52,440 --> 00:54:55,560 Speaker 2: You know, I think statistically, so many more hires are 1206 00:54:55,600 --> 00:54:58,640 Speaker 2: done by referrals, right, So who can refer you in? 1207 00:54:59,239 --> 00:55:00,480 Speaker 1: But I'm gonna look the right It's just so I 1208 00:55:00,520 --> 00:55:01,160 Speaker 1: can see. 1209 00:55:01,000 --> 00:55:03,160 Speaker 3: Yeah, take a look at what you like and what 1210 00:55:03,160 --> 00:55:03,719 Speaker 3: you're don't like. 1211 00:55:03,960 --> 00:55:05,160 Speaker 1: Okay, they all look very good. 1212 00:55:05,600 --> 00:55:07,880 Speaker 2: But the one I'm going to hire is the product 1213 00:55:07,920 --> 00:55:10,759 Speaker 2: manager for growth. And I'll tell you why because they 1214 00:55:10,800 --> 00:55:13,520 Speaker 2: tell me in the resume that they did one hundred 1215 00:55:13,560 --> 00:55:16,080 Speaker 2: and twenty percent year of a year user growth, They 1216 00:55:16,160 --> 00:55:18,840 Speaker 2: increased adoption by thirty five. They gave me data that 1217 00:55:18,960 --> 00:55:21,959 Speaker 2: supported the job that I want to hire them for. 1218 00:55:22,360 --> 00:55:26,080 Speaker 2: I mean, honestly, they launched analytics feature resulting in two 1219 00:55:26,120 --> 00:55:28,800 Speaker 2: point three million in the first year. Everything is data 1220 00:55:28,920 --> 00:55:32,120 Speaker 2: driven and I like that. I mean, they are product 1221 00:55:32,120 --> 00:55:35,000 Speaker 2: manager of growth. They're going to track the growth. Amazing 1222 00:55:35,480 --> 00:55:37,880 Speaker 2: six years, twelve years. None of it actually matters to me. 1223 00:55:37,920 --> 00:55:40,520 Speaker 2: I mean honestly, like, great, you have experience, but I 1224 00:55:40,640 --> 00:55:43,320 Speaker 2: want to know what you are doing right now. 1225 00:55:43,920 --> 00:55:45,560 Speaker 3: So I like that, Yeah, you want to back the 1226 00:55:45,600 --> 00:55:47,520 Speaker 3: claim up. You can't just be like I'm a marketing 1227 00:55:47,520 --> 00:55:48,800 Speaker 3: specialist with six years. 1228 00:55:48,600 --> 00:55:52,080 Speaker 2: Ex tell me tell KPIs that you actually tell me 1229 00:55:52,160 --> 00:55:54,760 Speaker 2: what you did differently and how you grew the company. 1230 00:55:54,880 --> 00:55:58,080 Speaker 2: But the biggest thing I would also do, and this 1231 00:55:58,120 --> 00:56:00,759 Speaker 2: is what I regret and huge mistake, is you know 1232 00:56:00,800 --> 00:56:04,280 Speaker 2: you overlook it. I called the pop She looks perfect 1233 00:56:04,320 --> 00:56:06,719 Speaker 2: on paper, right, amazing you how many people I have 1234 00:56:06,800 --> 00:56:09,400 Speaker 2: hired that look perfect on paper and then are disaster 1235 00:56:09,560 --> 00:56:12,960 Speaker 2: once they get in? Oh my gosh, so many. So 1236 00:56:13,000 --> 00:56:15,000 Speaker 2: the one thing that I mean I talked about in 1237 00:56:15,000 --> 00:56:19,720 Speaker 2: the book. First, I have specific interview questions that I ask, Okay, 1238 00:56:19,760 --> 00:56:23,640 Speaker 2: so one would be in three months, what would I 1239 00:56:23,800 --> 00:56:27,480 Speaker 2: learn now that I will not learn during this interview 1240 00:56:27,520 --> 00:56:28,960 Speaker 2: process about you? 1241 00:56:29,680 --> 00:56:31,759 Speaker 1: Because I don't know. I mean, that's so much time. 1242 00:56:32,760 --> 00:56:37,200 Speaker 2: What would your last hiring manager, tell me that the 1243 00:56:37,200 --> 00:56:40,520 Speaker 2: they would want to change about you, and then what 1244 00:56:40,520 --> 00:56:42,719 Speaker 2: would your peers want to change? I want to know 1245 00:56:42,840 --> 00:56:45,839 Speaker 2: things that are challenging, so I know if I'm going 1246 00:56:45,880 --> 00:56:48,200 Speaker 2: to be able to live with them, and what you 1247 00:56:48,280 --> 00:56:50,879 Speaker 2: need to change about people, what they need to change, 1248 00:56:50,920 --> 00:56:51,880 Speaker 2: and are they self aware? 1249 00:56:53,000 --> 00:56:54,720 Speaker 1: And then living or dead? 1250 00:56:55,000 --> 00:56:59,360 Speaker 2: Who do you most admire because usually it's a reflection 1251 00:56:59,440 --> 00:57:02,080 Speaker 2: of who they want to become, and so I want 1252 00:57:02,120 --> 00:57:03,879 Speaker 2: to know who they admire because is that the type 1253 00:57:03,880 --> 00:57:05,440 Speaker 2: of person that I want to have in the company 1254 00:57:05,520 --> 00:57:08,840 Speaker 2: or not? Questions right, and so all of these little 1255 00:57:09,200 --> 00:57:11,120 Speaker 2: specific things that I've learned along the way, because so 1256 00:57:11,160 --> 00:57:14,320 Speaker 2: many people look great on paper, just like online dating. 1257 00:57:14,719 --> 00:57:16,760 Speaker 1: They look so good and then you get in You're like, oh. 1258 00:57:16,600 --> 00:57:18,880 Speaker 2: My gosh, you're terrible. Just because you had twenty years 1259 00:57:18,920 --> 00:57:20,480 Speaker 2: doesn't make a difference. What did you do in the 1260 00:57:20,520 --> 00:57:21,000 Speaker 2: last year? 1261 00:57:21,160 --> 00:57:22,600 Speaker 1: Yeah, righty, well I've. 1262 00:57:22,520 --> 00:57:24,720 Speaker 2: Been working for two years. That's I mean, that's okay too, 1263 00:57:24,760 --> 00:57:27,640 Speaker 2: but I want to know that. And then referrals. If 1264 00:57:27,640 --> 00:57:30,840 Speaker 2: you're hiring someone, we always skip and I, oh, the 1265 00:57:30,880 --> 00:57:32,840 Speaker 2: restume looks great, I don't need to do oh, so 1266 00:57:32,920 --> 00:57:37,320 Speaker 2: not referrals. References We look at hiring someone, we think, oh, 1267 00:57:37,360 --> 00:57:39,480 Speaker 2: they look amazing on paper. I don't need to do 1268 00:57:39,520 --> 00:57:43,480 Speaker 2: the references. Oh my gosh, huge mistake. Please call the references. 1269 00:57:44,000 --> 00:57:47,000 Speaker 2: Usually they can't say anything anyway, But if it's a 1270 00:57:47,080 --> 00:57:49,400 Speaker 2: really good and they really like the person, they'll tell you. 1271 00:57:50,160 --> 00:57:50,320 Speaker 3: Right. 1272 00:57:50,320 --> 00:57:51,480 Speaker 1: They're just not going to tell you they don't like 1273 00:57:51,480 --> 00:57:51,880 Speaker 1: the person. 1274 00:57:52,000 --> 00:57:53,760 Speaker 3: Yeah, Yeah, you'll get a signed Yeah. 1275 00:57:53,600 --> 00:57:55,240 Speaker 2: You'll get a sign, you get a gut feeling. If 1276 00:57:55,240 --> 00:57:57,160 Speaker 2: I can't tell you, talk to you about Kim. 1277 00:57:59,080 --> 00:58:00,520 Speaker 3: But that's the thing. You want to get a three 1278 00:58:00,480 --> 00:58:02,720 Speaker 3: to sixty degree view, the person in person, the person 1279 00:58:02,800 --> 00:58:06,640 Speaker 3: on paper, the person through another person's lens. It's not 1280 00:58:06,680 --> 00:58:08,600 Speaker 3: good enough to just look at one thing. And I 1281 00:58:08,640 --> 00:58:10,360 Speaker 3: loved your advice. By the way, I fully agree with you. 1282 00:58:10,440 --> 00:58:13,040 Speaker 3: I don't think I've ever got a job or a partnership, 1283 00:58:13,680 --> 00:58:16,840 Speaker 3: or invested in a company, or had a company invest 1284 00:58:16,840 --> 00:58:20,400 Speaker 3: in me in any way when it wasn't personal. Right, 1285 00:58:20,440 --> 00:58:22,680 Speaker 3: And that's one of your biggest mistakes that you talk about, 1286 00:58:22,720 --> 00:58:26,320 Speaker 3: which is believing that business isn't personal. You say business 1287 00:58:26,400 --> 00:58:29,960 Speaker 3: is always personal, always, And that comes down to this 1288 00:58:30,080 --> 00:58:33,600 Speaker 3: point because it's so easy to think, oh no, but 1289 00:58:33,640 --> 00:58:37,200 Speaker 3: there's a system, and there's rules to apply, and no, 1290 00:58:37,360 --> 00:58:38,080 Speaker 3: it's personal. 1291 00:58:38,200 --> 00:58:39,200 Speaker 1: It's always personal. 1292 00:58:39,280 --> 00:58:41,200 Speaker 2: If you call me and say, Kim, I have a 1293 00:58:41,240 --> 00:58:45,200 Speaker 2: great candidate, the probability that I take the interview is 1294 00:58:45,240 --> 00:58:47,120 Speaker 2: so high. And if you say, Kim, I've got a 1295 00:58:47,120 --> 00:58:50,480 Speaker 2: great investment, I will also take the Everything is personal. 1296 00:58:50,520 --> 00:58:53,600 Speaker 2: If you're vouching for them, I'm vouching for them. That 1297 00:58:53,720 --> 00:58:55,400 Speaker 2: means a lot, right. 1298 00:58:55,360 --> 00:58:57,400 Speaker 3: And that's a really important one. Anything you want to 1299 00:58:57,400 --> 00:58:58,040 Speaker 3: add to this. 1300 00:58:58,120 --> 00:58:59,240 Speaker 1: I mean, no, I like who. 1301 00:58:59,280 --> 00:59:01,600 Speaker 2: I mean an interesting to see who you hire here, 1302 00:59:02,880 --> 00:59:05,120 Speaker 2: But I will get it's not on these resumes. If 1303 00:59:05,120 --> 00:59:07,160 Speaker 2: I have to bet, it's someone else. Somehow they get 1304 00:59:07,160 --> 00:59:09,120 Speaker 2: through the system, some how they go around, they go up, 1305 00:59:09,120 --> 00:59:11,000 Speaker 2: to go down, I don't know. But it's not someone 1306 00:59:11,040 --> 00:59:14,240 Speaker 2: that's coming in through three thousand people that you can't find. 1307 00:59:14,520 --> 00:59:16,720 Speaker 3: Yeah, it's a great point. It's a truly great point. 1308 00:59:16,760 --> 00:59:19,800 Speaker 3: I love it, and I hope it encourages anyone who's 1309 00:59:19,840 --> 00:59:22,800 Speaker 3: feeling stuck and lost right now and feeling like your 1310 00:59:22,880 --> 00:59:24,880 Speaker 3: resume is not being looked at. It's not because you're 1311 00:59:24,880 --> 00:59:28,480 Speaker 3: not good enough. It's actually not a reflection of your 1312 00:59:28,480 --> 00:59:30,520 Speaker 3: resume or your skills. It's a reflection of the fact 1313 00:59:30,600 --> 00:59:33,520 Speaker 3: that people hire people they know what people that know 1314 00:59:33,600 --> 00:59:37,360 Speaker 3: people they know and in some way differentiating yourself that 1315 00:59:37,440 --> 00:59:39,600 Speaker 3: makes you stand out, right, that's all making. 1316 00:59:39,760 --> 00:59:42,800 Speaker 2: And finding a connection point. I love a personal connection point. 1317 00:59:42,840 --> 00:59:45,840 Speaker 2: I'm a much more likely to talk to you if 1318 00:59:45,880 --> 00:59:48,720 Speaker 2: you went to my It's like there's a there's a 1319 00:59:48,800 --> 00:59:51,480 Speaker 2: bias that you just have. You're from my hometown, you 1320 00:59:51,520 --> 00:59:53,760 Speaker 2: went to my school, You like my favorite sports team. 1321 00:59:54,240 --> 00:59:57,280 Speaker 2: Start going through your birthdays in March like mine, Yeah, 1322 00:59:57,440 --> 01:00:00,280 Speaker 2: me too, or Pisces. Whatever that connection point you can 1323 01:00:00,320 --> 01:00:03,760 Speaker 2: find and make it personal. Ground it in personal connection, 1324 01:00:04,080 --> 01:00:07,080 Speaker 2: the likelihood you will be successful is far greater. 1325 01:00:07,320 --> 01:00:08,960 Speaker 3: Yeah. I would always reach out to when I was 1326 01:00:09,000 --> 01:00:11,640 Speaker 3: applying for jobs initially, I would always reach out to 1327 01:00:11,840 --> 01:00:16,040 Speaker 3: alumnus of my university who are at the company that 1328 01:00:16,040 --> 01:00:18,680 Speaker 3: I'd like to be at, because they're just three years 1329 01:00:18,680 --> 01:00:20,440 Speaker 3: ahead of me or five years ahead of me, and 1330 01:00:20,480 --> 01:00:22,600 Speaker 3: I'm like, hey, you went to the same school as me. 1331 01:00:22,680 --> 01:00:26,360 Speaker 3: I'd love to follow your footsteps. Fifteen minutes coffee like tea? Right, 1332 01:00:26,400 --> 01:00:28,439 Speaker 3: Can I hang with you for fifteen minutes If you can't, 1333 01:00:28,480 --> 01:00:30,480 Speaker 3: I'd love an intro at the company. And all of 1334 01:00:30,480 --> 01:00:34,080 Speaker 3: a sudden you've just skipped those three thousand resumes that 1335 01:00:34,120 --> 01:00:35,440 Speaker 3: are sitting there, and you're right at the top of 1336 01:00:35,440 --> 01:00:35,840 Speaker 3: the pile. 1337 01:00:36,080 --> 01:00:39,720 Speaker 2: The biggest mistake people make is not asking. I did 1338 01:00:39,720 --> 01:00:42,080 Speaker 2: that when I wanted to go to college. I wanted 1339 01:00:42,080 --> 01:00:44,960 Speaker 2: to go to Duke and I had a family friend 1340 01:00:45,040 --> 01:00:47,720 Speaker 2: that had gone there, he was alumni. I didn't ask 1341 01:00:47,800 --> 01:00:50,880 Speaker 2: him to write me a recommendation because I just felt 1342 01:00:51,320 --> 01:00:52,760 Speaker 2: I was wasting his time. 1343 01:00:53,640 --> 01:00:54,360 Speaker 1: What a mistake. 1344 01:00:54,840 --> 01:00:58,360 Speaker 2: I didn't leverage that the assets I had. Obviously I 1345 01:00:58,400 --> 01:01:02,960 Speaker 2: didn't get in I want to Pepperenid. But regardless if 1346 01:01:03,000 --> 01:01:05,000 Speaker 2: I would have asked for help, if I would have 1347 01:01:05,160 --> 01:01:08,880 Speaker 2: asked someone for the job referral, for the contact, people 1348 01:01:09,000 --> 01:01:12,240 Speaker 2: want to help. I think it's our own internal voices 1349 01:01:12,280 --> 01:01:13,959 Speaker 2: telling ourselves that people don't want to help. 1350 01:01:14,160 --> 01:01:16,120 Speaker 3: So this might be uncomfortable, but I think it's important 1351 01:01:16,160 --> 01:01:20,480 Speaker 3: to say so. Someone will sometimes present me an opportunity, 1352 01:01:21,320 --> 01:01:23,720 Speaker 3: but they'll present it in a way that's trying to 1353 01:01:23,760 --> 01:01:26,760 Speaker 3: make it out like it's mutually beneficial, but really it's 1354 01:01:26,800 --> 01:01:29,880 Speaker 3: just beneficial to them. And now it's not an ask, 1355 01:01:30,120 --> 01:01:32,800 Speaker 3: it's a presentation, whereas if that person would have just 1356 01:01:32,920 --> 01:01:35,800 Speaker 3: asked and said, hey, Jay, it would mean the world 1357 01:01:35,840 --> 01:01:38,800 Speaker 3: to me if you did this. It's going to be 1358 01:01:38,840 --> 01:01:41,000 Speaker 3: really easy for me to say yes you want, because 1359 01:01:41,000 --> 01:01:43,320 Speaker 3: I want to help, but I don't want to be 1360 01:01:43,440 --> 01:01:46,440 Speaker 3: made to feel like this is some mutually beneficial thing 1361 01:01:46,520 --> 01:01:49,080 Speaker 3: when it isn't. And I just want to be clear 1362 01:01:49,120 --> 01:01:50,920 Speaker 3: on that. And I happened to me yesterday with someone and 1363 01:01:51,600 --> 01:01:53,560 Speaker 3: I don't have the relationship with them to tell them that, 1364 01:01:53,600 --> 01:01:55,600 Speaker 3: but I was just thinking about that. I was like, no, 1365 01:01:55,800 --> 01:01:58,160 Speaker 3: be humble enough to ask. And it's something I've loved 1366 01:01:58,200 --> 01:02:01,160 Speaker 3: watching you do, you know, building a beverage company with 1367 01:02:01,240 --> 01:02:03,280 Speaker 3: us and everything, Like I see you in every room. 1368 01:02:03,640 --> 01:02:06,240 Speaker 3: You're always happy to be the person who asks the 1369 01:02:06,240 --> 01:02:10,120 Speaker 3: most ridiculous question or the hardest question, despite being such 1370 01:02:10,160 --> 01:02:13,000 Speaker 3: a successful entrepreneur. And it's what makes you so successful 1371 01:02:13,000 --> 01:02:15,680 Speaker 3: because you're humble enough to ask the question and people 1372 01:02:15,680 --> 01:02:18,200 Speaker 3: are willing to help you. I've seen it. We've had buyers, 1373 01:02:18,240 --> 01:02:20,760 Speaker 3: we've had investors, we've had friends, we've had board members 1374 01:02:20,800 --> 01:02:23,280 Speaker 3: who are willing to help you and me because we 1375 01:02:23,400 --> 01:02:26,000 Speaker 3: both are okay being like we don't know, Like I 1376 01:02:26,080 --> 01:02:31,120 Speaker 3: don't walk into beverage as an industry and go oh, 1377 01:02:31,200 --> 01:02:35,120 Speaker 3: because I am really good at doing podcasting. That means 1378 01:02:34,840 --> 01:02:37,040 Speaker 3: I really know what beverage is all about. It's like 1379 01:02:37,200 --> 01:02:39,840 Speaker 3: I don't have a clue, and I'm okay with that, 1380 01:02:39,880 --> 01:02:42,440 Speaker 3: Like that's not a weakness, that's my strength because now 1381 01:02:42,440 --> 01:02:44,240 Speaker 3: I'm willing to ask questions that I don't want and 1382 01:02:44,280 --> 01:02:47,960 Speaker 3: so I think sometimes having humility in the ask is 1383 01:02:48,040 --> 01:02:51,360 Speaker 3: actually more endearing and attractive than trying to make it 1384 01:02:51,400 --> 01:02:54,439 Speaker 3: look like a proposition that feels like it's doesn't make sense. 1385 01:02:54,520 --> 01:02:58,360 Speaker 1: Yes, what goes to mentorship too, right, because. 1386 01:02:58,600 --> 01:03:01,720 Speaker 3: But first, here's a quick word from the brands that 1387 01:03:01,800 --> 01:03:05,520 Speaker 3: support the show. All right, thank you to our sponsors. 1388 01:03:05,760 --> 01:03:06,960 Speaker 3: Now let's dive back in. 1389 01:03:07,360 --> 01:03:09,640 Speaker 2: We ask people all the time because we have no idea, Right, 1390 01:03:09,720 --> 01:03:12,680 Speaker 2: we're asking our way to success over and over again. 1391 01:03:12,720 --> 01:03:15,760 Speaker 2: We're asking for the intro and some people could say no. 1392 01:03:16,560 --> 01:03:19,800 Speaker 2: People sends it can say yes, But at least we asked. 1393 01:03:20,520 --> 01:03:22,640 Speaker 2: And just if you only take one thing away, just 1394 01:03:22,680 --> 01:03:25,360 Speaker 2: start asking again, what's the downside? 1395 01:03:25,560 --> 01:03:27,919 Speaker 1: I don't want to get rejected again. It doesn't matter. 1396 01:03:27,960 --> 01:03:29,360 Speaker 2: How are you going to move forward if you don't 1397 01:03:29,440 --> 01:03:33,320 Speaker 2: put yourself in a position that actually makes you uncomfortable. 1398 01:03:33,480 --> 01:03:35,560 Speaker 3: Yeah, it's it's something you really live by and what 1399 01:03:35,640 --> 01:03:38,160 Speaker 3: you do all the time. And it's always so impressive 1400 01:03:38,200 --> 01:03:41,920 Speaker 3: to see someone so successful do that because and I 1401 01:03:42,000 --> 01:03:44,320 Speaker 3: think it's actually a trait of very successful people. They're 1402 01:03:44,400 --> 01:03:48,080 Speaker 3: very happy to know what they know and not know 1403 01:03:48,120 --> 01:03:50,640 Speaker 3: what they don't know, right, and they're not trying to 1404 01:03:50,760 --> 01:03:53,600 Speaker 3: And I think sometimes when we're on the come up, 1405 01:03:53,680 --> 01:03:56,240 Speaker 3: we feel we have to pretend like we know stuff 1406 01:03:56,840 --> 01:03:59,640 Speaker 3: in order to make sure that we don't look stupid, 1407 01:03:59,640 --> 01:04:02,080 Speaker 3: and then you end up looking stupid in the process. 1408 01:04:01,960 --> 01:04:04,360 Speaker 2: Right, you don't want to show weakness. But the reality is, 1409 01:04:04,760 --> 01:04:07,280 Speaker 2: I have no idea what I'm doing, and I'm learning 1410 01:04:07,280 --> 01:04:09,120 Speaker 2: along the way, and I'm smart and I can pick 1411 01:04:09,120 --> 01:04:11,680 Speaker 2: it up very quickly. But I actually have to tell 1412 01:04:11,720 --> 01:04:13,000 Speaker 2: you that I no idea what Yeah. 1413 01:04:12,880 --> 01:04:14,960 Speaker 3: Yeah, And that's the important part. You're smart and you 1414 01:04:15,000 --> 01:04:18,480 Speaker 3: pick things up quickly. That's really important. You know. One 1415 01:04:18,480 --> 01:04:19,880 Speaker 3: of the biggest mistakes, and this is the last one 1416 01:04:19,880 --> 01:04:22,000 Speaker 3: I want to talk about. There's ten in the book 1417 01:04:22,320 --> 01:04:26,120 Speaker 3: that Kim tells personal stories, shares insights. Like she said 1418 01:04:26,120 --> 01:04:28,760 Speaker 3: the interview questions you should ask like. The book is 1419 01:04:28,800 --> 01:04:31,320 Speaker 3: packed with so much great advice, and I want you 1420 01:04:31,360 --> 01:04:33,360 Speaker 3: to really think about the mistakes that she's sharing, But 1421 01:04:34,160 --> 01:04:38,680 Speaker 3: we all feel like we're not qualified. And I think 1422 01:04:38,760 --> 01:04:43,600 Speaker 3: women statistically feel more unqualified than men. And you'd write 1423 01:04:43,600 --> 01:04:46,480 Speaker 3: about this, to talk about this, talk to us about that, 1424 01:04:46,520 --> 01:04:49,280 Speaker 3: because I think that's sometimes what trips us up so much. 1425 01:04:49,440 --> 01:04:52,800 Speaker 2: I spent a long time believing I was underqualified, and honestly, 1426 01:04:52,840 --> 01:04:56,120 Speaker 2: it stemmed back to my childhood because I was told 1427 01:04:56,160 --> 01:04:58,280 Speaker 2: I wasn't the smart one, and I was told that 1428 01:04:58,800 --> 01:05:01,320 Speaker 2: I doesn't tell me of the f and I mean 1429 01:05:01,360 --> 01:05:04,280 Speaker 2: that those boards haunt you, right, and so you create 1430 01:05:04,360 --> 01:05:09,560 Speaker 2: these labels that you take with you which are not true, 1431 01:05:09,720 --> 01:05:12,960 Speaker 2: and it makes you second guess yourself all the time. 1432 01:05:13,160 --> 01:05:14,440 Speaker 1: Am I supposed to be in this room? Am I 1433 01:05:14,480 --> 01:05:15,000 Speaker 1: supposed to am? 1434 01:05:15,360 --> 01:05:17,880 Speaker 2: Am I able to be a CEO of a tech 1435 01:05:17,920 --> 01:05:19,680 Speaker 2: company even though I don't know how to code? Am 1436 01:05:19,720 --> 01:05:21,479 Speaker 2: I able to be a CEO of a beverage brand 1437 01:05:21,520 --> 01:05:23,720 Speaker 2: even though I have no idea what I'm doing? But 1438 01:05:24,440 --> 01:05:28,120 Speaker 2: I feel that in my own career, believing I was 1439 01:05:28,200 --> 01:05:33,360 Speaker 2: underqualified limited my ability to grow. So you know, I 1440 01:05:33,400 --> 01:05:35,440 Speaker 2: was asked to be on a board seat, I said no, 1441 01:05:36,080 --> 01:05:40,200 Speaker 2: Why Because I believed I was underqualified? What a mistake 1442 01:05:40,320 --> 01:05:43,320 Speaker 2: I made? Because that was an amazing opportunity for growth, 1443 01:05:43,640 --> 01:05:46,040 Speaker 2: for intellectual understanding. 1444 01:05:45,440 --> 01:05:47,240 Speaker 1: Of how corporate boards work. 1445 01:05:47,640 --> 01:05:50,640 Speaker 2: And later I met the person that asked me, and 1446 01:05:50,640 --> 01:05:52,640 Speaker 2: I said, why didn't you take this board seat? I 1447 01:05:52,720 --> 01:05:54,640 Speaker 2: made up some excuse why I could. I'm too busy, 1448 01:05:54,880 --> 01:05:57,720 Speaker 2: you know, some excuse that normally I shouldn't have done. 1449 01:05:58,080 --> 01:05:59,960 Speaker 2: I said, listen, I didn't think I had the experience. 1450 01:06:00,080 --> 01:06:02,400 Speaker 2: So it's a lot of MBAs and people that have 1451 01:06:02,440 --> 01:06:05,920 Speaker 2: been vcs, and they said, your experience as a CEO 1452 01:06:06,040 --> 01:06:08,080 Speaker 2: is exactly why we wanted you to be on the board. 1453 01:06:08,360 --> 01:06:10,360 Speaker 2: But I made up these excuses in my head why 1454 01:06:10,440 --> 01:06:13,320 Speaker 2: I was not qualified enough. And after that happened, I 1455 01:06:13,320 --> 01:06:15,040 Speaker 2: said I would never do that again. I would just 1456 01:06:15,120 --> 01:06:18,160 Speaker 2: say yes and figure it out. So the next time 1457 01:06:18,360 --> 01:06:20,360 Speaker 2: someone asked me on a board, obviously I said yes, 1458 01:06:20,440 --> 01:06:23,880 Speaker 2: but you have to overcome those limiting beliefs that you 1459 01:06:24,040 --> 01:06:29,320 Speaker 2: are not qualified enough. And yeah, women, especially right, we 1460 01:06:29,480 --> 01:06:32,600 Speaker 2: just don't think. We think we need more experience, we 1461 01:06:32,600 --> 01:06:34,600 Speaker 2: think we need another degree, we think we need a 1462 01:06:34,640 --> 01:06:38,680 Speaker 2: better pitch. I mean, I love to invest in women startups. 1463 01:06:38,880 --> 01:06:41,480 Speaker 2: I don't even see a lot of them because the 1464 01:06:41,560 --> 01:06:44,200 Speaker 2: guys will come pitch with their deck at seventy percent 1465 01:06:44,320 --> 01:06:47,400 Speaker 2: the women that I see, they've perfected that deck. It 1466 01:06:47,440 --> 01:06:51,520 Speaker 2: looks amazing, and I unfortunately, I don't want it to 1467 01:06:51,520 --> 01:06:54,160 Speaker 2: look amazing. I want I know your business is going 1468 01:06:54,200 --> 01:06:58,240 Speaker 2: to change. So come, like, just put yourself out there, right, Like, 1469 01:06:58,280 --> 01:07:00,360 Speaker 2: you got to just put yourself out there. You're okay, 1470 01:07:00,360 --> 01:07:03,320 Speaker 2: getting rejected, even if you think you're underqualified, doesn't matter. 1471 01:07:03,320 --> 01:07:03,880 Speaker 1: Do it anyway. 1472 01:07:03,920 --> 01:07:06,960 Speaker 2: You'll figure it out along the way. And so learning 1473 01:07:07,000 --> 01:07:11,320 Speaker 2: that for me it was a huge learning lesson, and 1474 01:07:11,360 --> 01:07:13,240 Speaker 2: I talk about how do I overcome that? How do 1475 01:07:13,320 --> 01:07:16,720 Speaker 2: I start believing and gain the confidence that I am 1476 01:07:16,800 --> 01:07:17,760 Speaker 2: not underqualified? 1477 01:07:17,800 --> 01:07:19,000 Speaker 1: I'm just learning along the way. 1478 01:07:19,320 --> 01:07:22,520 Speaker 3: Yeah. Absolutely, it's such an empowering message to here. Kim. 1479 01:07:22,600 --> 01:07:24,560 Speaker 3: Is there anything I haven't asked you today that you 1480 01:07:24,560 --> 01:07:26,479 Speaker 3: wish I did, Any story that you wanted to share 1481 01:07:26,480 --> 01:07:28,320 Speaker 3: that I haven't brought out of you. 1482 01:07:28,840 --> 01:07:32,240 Speaker 2: I think the only one that maybe is just how 1483 01:07:32,320 --> 01:07:36,720 Speaker 2: important pivoting is to a business or relationship or anything 1484 01:07:36,720 --> 01:07:41,880 Speaker 2: you're doing. And how listen, ninety percent of businesses pivot. 1485 01:07:42,160 --> 01:07:46,560 Speaker 2: I've invested over one hundred companies, probably one hasn't pivoted 1486 01:07:46,600 --> 01:07:50,400 Speaker 2: the business model one Okay, So if you're out there 1487 01:07:50,400 --> 01:07:53,360 Speaker 2: with an idea or a business or plan, and you're 1488 01:07:53,400 --> 01:07:56,240 Speaker 2: stuck in the plan and you put your head in 1489 01:07:56,320 --> 01:07:59,280 Speaker 2: the sand. You say market changing, and I'm I'm just 1490 01:07:59,320 --> 01:08:04,200 Speaker 2: gonna keep doing the same thing. That's a mistake because 1491 01:08:04,240 --> 01:08:07,360 Speaker 2: if you look at the most successful companies. YouTube started 1492 01:08:07,400 --> 01:08:12,760 Speaker 2: as a dating site, Twitter podcast platform, Shopify started selling snowboards. 1493 01:08:12,840 --> 01:08:15,920 Speaker 2: I mean every single company has pivoted. So you just 1494 01:08:15,960 --> 01:08:18,160 Speaker 2: have to have the courage to start. I mean, look 1495 01:08:18,200 --> 01:08:22,920 Speaker 2: at Judy, right, Yeah, We've pivoted so many times and 1496 01:08:22,960 --> 01:08:27,040 Speaker 2: we'll keep pivoting because that's what successful people do. So 1497 01:08:27,160 --> 01:08:29,960 Speaker 2: give yourself permission to pivot. I think I talk about 1498 01:08:30,000 --> 01:08:32,639 Speaker 2: this a lot. Failing to pivot is such a huge mistake. 1499 01:08:33,320 --> 01:08:36,120 Speaker 2: And recognizing when to pivot and when to not. I 1500 01:08:36,160 --> 01:08:38,479 Speaker 2: mean that's a whole I talk about that as well, 1501 01:08:38,600 --> 01:08:41,360 Speaker 2: and it's important to know that. But just knowing that 1502 01:08:41,439 --> 01:08:45,479 Speaker 2: it's okay to make change, yeah right, just not stay 1503 01:08:45,560 --> 01:08:48,599 Speaker 2: the course. We've learned this so many times, and we'll 1504 01:08:48,600 --> 01:08:51,240 Speaker 2: continue to make mistakes, we'll continue to pivot, We'll continue 1505 01:08:51,280 --> 01:08:52,000 Speaker 2: to change. 1506 01:08:51,760 --> 01:08:54,760 Speaker 1: Course, and that is what will make us successful. 1507 01:08:54,920 --> 01:08:58,680 Speaker 3: Yeah, absolutely absolutely. I mean we've done over JUNI you 1508 01:08:58,760 --> 01:09:00,760 Speaker 3: do in every business. I mean I started, I used 1509 01:09:00,760 --> 01:09:04,120 Speaker 3: to make Facebook videos, right, and no one today would 1510 01:09:04,160 --> 01:09:06,640 Speaker 3: ever say, yeah, you make Facebook videos, like you know, 1511 01:09:06,680 --> 01:09:09,400 Speaker 3: we just don't do that. You look at companies like Netflix, 1512 01:09:09,400 --> 01:09:11,920 Speaker 3: and we both know Mark Randolph and he talks about 1513 01:09:11,920 --> 01:09:14,280 Speaker 3: how they were a DVD company right, like they used 1514 01:09:14,320 --> 01:09:15,560 Speaker 3: to mail DVDs. 1515 01:09:15,840 --> 01:09:18,400 Speaker 1: I know Mark wrote the forward to my book because 1516 01:09:18,800 --> 01:09:20,439 Speaker 1: he can relate so much to. 1517 01:09:20,479 --> 01:09:24,360 Speaker 2: How how many mistakes they made right on the rise 1518 01:09:24,439 --> 01:09:27,280 Speaker 2: of Netflix. And look, yeah they started mail order DVDs. 1519 01:09:27,320 --> 01:09:30,960 Speaker 2: Now they're streaming company. Yeah, that's an insane pivot totally. 1520 01:09:31,160 --> 01:09:34,639 Speaker 3: It's so different. They're producing films now, they have their 1521 01:09:34,640 --> 01:09:38,280 Speaker 3: own original slate that you know, it's unbelievable. And that 1522 01:09:38,439 --> 01:09:40,599 Speaker 3: is the biggest thing everyone out there who's worrying about 1523 01:09:40,600 --> 01:09:43,560 Speaker 3: having the perfect business plan is that actually you just 1524 01:09:43,640 --> 01:09:45,280 Speaker 3: got to believe in something that you want to commit 1525 01:09:45,320 --> 01:09:48,760 Speaker 3: your life to or commit the next couple of decades too, 1526 01:09:49,720 --> 01:09:51,880 Speaker 3: in the area of what you're trying to do, Like 1527 01:09:52,280 --> 01:09:56,080 Speaker 3: you know, they were trying to entertain and provide home entertainment, 1528 01:09:56,160 --> 01:09:59,320 Speaker 3: and Netflix sending DVDs and being the platform it is 1529 01:09:59,360 --> 01:10:03,080 Speaker 3: today is still home entertainment. And so if you have 1530 01:10:03,120 --> 01:10:04,840 Speaker 3: a goal and a vision of how you're trying to 1531 01:10:04,840 --> 01:10:07,400 Speaker 3: help and change the world like ours with Junior is 1532 01:10:07,439 --> 01:10:09,639 Speaker 3: we want people to have healthy habits. We want people 1533 01:10:09,640 --> 01:10:12,400 Speaker 3: to have healthy options. We want people to have happiness 1534 01:10:12,400 --> 01:10:14,559 Speaker 3: in their life. We want them to have a happy mind. Yes, 1535 01:10:14,720 --> 01:10:16,640 Speaker 3: and so if we want them to have that, that 1536 01:10:16,680 --> 01:10:20,360 Speaker 3: could mean so many different things. It's you know, it's 1537 01:10:20,640 --> 01:10:22,679 Speaker 3: bad when you just go, well, no, my only purpose 1538 01:10:22,720 --> 01:10:25,559 Speaker 3: is to build this one thing. It's like, well no, 1539 01:10:25,800 --> 01:10:28,280 Speaker 3: I'm standing for more. Talk to us about that of 1540 01:10:29,520 --> 01:10:32,519 Speaker 3: when you need to pivot and when you know you 1541 01:10:32,560 --> 01:10:35,200 Speaker 3: need to pivot and when you shouldn't. How do you 1542 01:10:35,560 --> 01:10:36,639 Speaker 3: get that balance right? 1543 01:10:36,880 --> 01:10:38,599 Speaker 2: I think you need to know if you have product 1544 01:10:38,600 --> 01:10:41,599 Speaker 2: market fit, so if people are willing to buy the product, 1545 01:10:42,479 --> 01:10:44,439 Speaker 2: you're in a great place. The way you know if 1546 01:10:44,479 --> 01:10:47,960 Speaker 2: you need to pivot is are your sales declining or 1547 01:10:48,000 --> 01:10:50,759 Speaker 2: no sales at all? I mean it's a revenue sign, 1548 01:10:50,920 --> 01:10:54,600 Speaker 2: right Or are your sales dropping? Okay, well that's not 1549 01:10:54,640 --> 01:10:57,960 Speaker 2: a good sign. You have to look outside and think, Okay, 1550 01:10:58,000 --> 01:11:01,479 Speaker 2: the market's changing, the customers that something's changing, and I 1551 01:11:01,560 --> 01:11:04,479 Speaker 2: have to find an area that I think I can 1552 01:11:04,560 --> 01:11:07,160 Speaker 2: win in and be bold enough to be able to 1553 01:11:07,920 --> 01:11:10,840 Speaker 2: try it right. Like I'm not saying overnight, pivot your 1554 01:11:11,000 --> 01:11:14,560 Speaker 2: entire business, but you have to be able to start 1555 01:11:14,880 --> 01:11:18,600 Speaker 2: and try and test and learn and adapt. And I 1556 01:11:18,600 --> 01:11:21,240 Speaker 2: think today in the age of AI, so many things. 1557 01:11:21,240 --> 01:11:23,559 Speaker 2: I mean, this isn't just pivoting businesses. This is pivoting 1558 01:11:24,120 --> 01:11:27,040 Speaker 2: how you think in your mind, right because AI is coming. 1559 01:11:27,120 --> 01:11:31,240 Speaker 2: So you need to develop an agile mind, flexible mind 1560 01:11:31,320 --> 01:11:33,720 Speaker 2: that when something happens, which is going to do I 1561 01:11:33,720 --> 01:11:36,920 Speaker 2: don't know what's going to happen, but your mentality is 1562 01:11:37,360 --> 01:11:40,880 Speaker 2: that to adapt with it, and that will be the 1563 01:11:40,920 --> 01:11:43,840 Speaker 2: game changer for so many people. But if you're just 1564 01:11:43,880 --> 01:11:45,320 Speaker 2: trying to put your head in the sand, like I'm 1565 01:11:45,360 --> 01:11:48,800 Speaker 2: just gonna do this, you will this will not end well. 1566 01:11:48,840 --> 01:11:52,240 Speaker 3: Yeah, yeah, right exactly. Yeah no. And again it comes 1567 01:11:52,280 --> 01:11:56,280 Speaker 3: back to that data point of what you're measuring, because 1568 01:11:56,600 --> 01:11:58,720 Speaker 3: if you're not looking at what customers are saying, it's 1569 01:11:58,760 --> 01:12:01,519 Speaker 3: not If it's always about how you yell after you 1570 01:12:01,560 --> 01:12:03,400 Speaker 3: do it or after you've built it, it doesn't really make 1571 01:12:03,400 --> 01:12:06,280 Speaker 3: a difference. So it has to go back down to that. 1572 01:12:06,400 --> 01:12:06,439 Speaker 1: No. 1573 01:12:06,560 --> 01:12:11,160 Speaker 3: I love that, Kim. We end every episode of On 1574 01:12:11,200 --> 01:12:13,760 Speaker 3: Purpose with a final five. These questions have to be 1575 01:12:13,760 --> 01:12:17,759 Speaker 3: answered in one word to one sentence maximum. So, Kim Berrell, 1576 01:12:17,840 --> 01:12:20,360 Speaker 3: these are your final five. The first question is what 1577 01:12:20,479 --> 01:12:24,479 Speaker 3: is the best business or entrepreneurship advice you've ever heard 1578 01:12:24,560 --> 01:12:25,080 Speaker 3: or received? 1579 01:12:25,520 --> 01:12:27,559 Speaker 1: No one is successful alone. 1580 01:12:28,000 --> 01:12:30,880 Speaker 3: That's great. Great answer. Question number two, what is the 1581 01:12:30,920 --> 01:12:34,160 Speaker 3: worst entrepreneurship advice you've ever heard or received? 1582 01:12:34,560 --> 01:12:38,320 Speaker 1: The worst advice that I've received is that you need 1583 01:12:38,439 --> 01:12:40,440 Speaker 1: a lot of capital to start a business. 1584 01:12:40,800 --> 01:12:41,720 Speaker 3: And you don't know. 1585 01:12:43,160 --> 01:12:44,639 Speaker 1: I started my kitchen table. 1586 01:12:45,000 --> 01:12:47,439 Speaker 3: No, yeah, how much did you start with? 1587 01:12:47,880 --> 01:12:49,920 Speaker 1: My grandma gave me a ten thousand dollars. 1588 01:12:49,680 --> 01:12:51,200 Speaker 3: Loan and that's what it took. 1589 01:12:51,760 --> 01:12:54,759 Speaker 1: That's what it took to build one hundred million dollar company. 1590 01:12:54,960 --> 01:12:57,800 Speaker 3: That's incredible. That's truly incredible. 1591 01:12:57,920 --> 01:13:00,439 Speaker 2: If I could do it, so can any anyone else 1592 01:13:00,520 --> 01:13:03,000 Speaker 2: listening out there. You just have to have the courage 1593 01:13:03,320 --> 01:13:06,439 Speaker 2: to do it, regardless of circumstance, regardless of everyone telling 1594 01:13:06,439 --> 01:13:08,519 Speaker 2: you you can't. I was blessed to have my nanny 1595 01:13:08,520 --> 01:13:10,479 Speaker 2: who bet on me, and that's why I pay it forward, 1596 01:13:10,479 --> 01:13:12,720 Speaker 2: and that's why I invest in others, and I acknowledge 1597 01:13:12,760 --> 01:13:13,960 Speaker 2: that it was an amazing gift. 1598 01:13:14,360 --> 01:13:16,880 Speaker 1: But you do not need a lot of capital to start, 1599 01:13:17,000 --> 01:13:18,160 Speaker 1: especially today. 1600 01:13:17,960 --> 01:13:19,320 Speaker 3: I think a lot of people feel like it's hard 1601 01:13:19,320 --> 01:13:21,479 Speaker 3: because they're like, well, I don't know how to code. Code 1602 01:13:21,560 --> 01:13:22,920 Speaker 3: is cost a lot of money, Or I want to 1603 01:13:22,920 --> 01:13:24,640 Speaker 3: build an app where I want to build something with 1604 01:13:24,720 --> 01:13:27,280 Speaker 3: AI and I don't you know obviously to be able 1605 01:13:27,280 --> 01:13:28,880 Speaker 3: to do that. So how how do you get your 1606 01:13:28,920 --> 01:13:29,400 Speaker 3: head around that? 1607 01:13:29,479 --> 01:13:29,559 Speaker 1: Like? 1608 01:13:29,600 --> 01:13:30,360 Speaker 3: What does that take? 1609 01:13:30,960 --> 01:13:32,720 Speaker 1: This is where you need You're not gonna be able 1610 01:13:32,720 --> 01:13:33,200 Speaker 1: to do it alone. 1611 01:13:33,240 --> 01:13:34,240 Speaker 3: Yeah, you're gonna have to find. 1612 01:13:34,080 --> 01:13:35,880 Speaker 1: You're going to have to find someone to partner with. 1613 01:13:36,000 --> 01:13:38,280 Speaker 2: For me, once I got out of the mindset of 1614 01:13:38,320 --> 01:13:39,840 Speaker 2: I'm a lone wolf, I'm going to build this, and 1615 01:13:39,880 --> 01:13:43,080 Speaker 2: I hired and partner with the CTO and I had 1616 01:13:43,080 --> 01:13:45,400 Speaker 2: a head of sales, Like, you have to find people 1617 01:13:45,400 --> 01:13:50,760 Speaker 2: that compliment your weaknesses and your strengths, right, And that's 1618 01:13:50,800 --> 01:13:52,600 Speaker 2: where the game changes. You're not gonna be able to 1619 01:13:52,600 --> 01:13:55,320 Speaker 2: build if you're not a coder. You have to find 1620 01:13:55,320 --> 01:13:57,080 Speaker 2: someone a partner that can, Right. 1621 01:13:57,320 --> 01:13:59,920 Speaker 1: I can't start a tech company and not be a CTO. 1622 01:14:00,400 --> 01:14:03,439 Speaker 3: Yeah that makes sense. Question number three, what's something you 1623 01:14:03,600 --> 01:14:06,840 Speaker 3: used to believe to be true about entrepreneurship but it's 1624 01:14:06,880 --> 01:14:07,679 Speaker 3: not true anymore. 1625 01:14:07,960 --> 01:14:14,240 Speaker 2: I used to believe that skills be passion, and now 1626 01:14:14,360 --> 01:14:17,559 Speaker 2: as an entrepreneur, passion beats skill. 1627 01:14:18,080 --> 01:14:20,559 Speaker 1: You can learn skills you cannot that passion. 1628 01:14:20,800 --> 01:14:23,120 Speaker 3: It's so good. You are the most passionate person I 1629 01:14:23,160 --> 01:14:24,080 Speaker 3: know for sure. 1630 01:14:24,120 --> 01:14:27,520 Speaker 1: And that will drive you to success regardless of circumstances. 1631 01:14:27,840 --> 01:14:29,360 Speaker 3: Do you know what? I couldn't agree more. That's such 1632 01:14:29,360 --> 01:14:31,880 Speaker 3: a great I'm so glad you say that one. That's 1633 01:14:31,920 --> 01:14:34,559 Speaker 3: a great one because I used to also hire people 1634 01:14:34,600 --> 01:14:37,519 Speaker 3: based on skills, and now I hire people who are 1635 01:14:37,560 --> 01:14:39,960 Speaker 3: passionate and coachable more than skills. 1636 01:14:40,080 --> 01:14:42,519 Speaker 1: You can learn. The skills always changing too. 1637 01:14:42,360 --> 01:14:45,240 Speaker 3: Like AI is changing what skills are needed, Like half 1638 01:14:45,240 --> 01:14:47,280 Speaker 3: the skills would just get AI to do. So what 1639 01:14:47,360 --> 01:14:49,840 Speaker 3: I need is a passionate person who's coachable, who wants 1640 01:14:49,880 --> 01:14:53,679 Speaker 3: to learn and be adaptable. You're so right, great answer, really, 1641 01:14:53,760 --> 01:14:55,920 Speaker 3: really great answer. I love that question. When you get 1642 01:14:55,920 --> 01:14:58,200 Speaker 3: the answer fit, it's like, okay, you find so Yeah. No, 1643 01:14:58,240 --> 01:15:00,360 Speaker 3: it's such a good one because I feel like, yeah, 1644 01:15:00,400 --> 01:15:02,479 Speaker 3: for years I used to just hire people based on skills, 1645 01:15:02,520 --> 01:15:04,360 Speaker 3: and then you either find out they're lying about the 1646 01:15:04,400 --> 01:15:06,680 Speaker 3: skills or they don't really have the skills, or they 1647 01:15:06,720 --> 01:15:08,400 Speaker 3: have the skills but then they're not passionate to learn 1648 01:15:08,479 --> 01:15:10,519 Speaker 3: other skills, which you always need. 1649 01:15:11,000 --> 01:15:12,040 Speaker 1: You can't train passion. 1650 01:15:12,040 --> 01:15:14,439 Speaker 3: You can't train passion. You can't Okay, So that's a 1651 01:15:14,520 --> 01:15:18,120 Speaker 3: question question before why can't we train passion? Where where 1652 01:15:18,120 --> 01:15:20,479 Speaker 3: does passion come from? Where? What is that? That's a 1653 01:15:20,560 --> 01:15:23,280 Speaker 3: great point, even if there's not a questioning it, it's 1654 01:15:23,320 --> 01:15:24,160 Speaker 3: a great point. 1655 01:15:24,360 --> 01:15:26,599 Speaker 1: I think everyone has different passions. 1656 01:15:26,640 --> 01:15:30,400 Speaker 2: So it's just making sure that when you're hiring someone 1657 01:15:30,479 --> 01:15:34,559 Speaker 2: they're passionate about your vision, because that passion will push 1658 01:15:34,600 --> 01:15:37,720 Speaker 2: you through and I think that's most important as an entrepreneur. 1659 01:15:38,040 --> 01:15:40,559 Speaker 2: That is what's going to keep you going after everyone 1660 01:15:40,560 --> 01:15:41,559 Speaker 2: else is going to give up. 1661 01:15:41,760 --> 01:15:42,200 Speaker 3: Yeah. 1662 01:15:42,400 --> 01:15:46,280 Speaker 2: Right, And so that passion is that red thread regardless 1663 01:15:46,320 --> 01:15:48,240 Speaker 2: of circumstance, that that's. 1664 01:15:48,080 --> 01:15:50,200 Speaker 1: Going to put you and keep you going. 1665 01:15:50,680 --> 01:15:53,400 Speaker 3: Yeah. I love that. Fifth and final question. We asked 1666 01:15:53,400 --> 01:15:55,559 Speaker 3: this that every guest who's ever been on the show, 1667 01:15:55,960 --> 01:15:58,479 Speaker 3: if you could create one law that everyone in the 1668 01:15:58,479 --> 01:16:00,280 Speaker 3: world had to follow, what we to be. 1669 01:16:00,960 --> 01:16:03,840 Speaker 1: I would say to be generous on every occasion. 1670 01:16:04,040 --> 01:16:07,240 Speaker 3: It's a nice one to let settle it. It almost feels 1671 01:16:07,320 --> 01:16:10,599 Speaker 3: like we're at the opposite where we're always so scarce 1672 01:16:11,120 --> 01:16:15,840 Speaker 3: with our energy, our time because everyone's struggling. It's hard. 1673 01:16:16,520 --> 01:16:19,519 Speaker 3: Everyone in the book is called Mistakes that made Me 1674 01:16:19,760 --> 01:16:25,360 Speaker 3: a Millionaire. How to Transform setbacks into extraordinary Success. Kim Parell, 1675 01:16:25,479 --> 01:16:27,559 Speaker 3: go and grab your copy right now. Like I said, 1676 01:16:28,000 --> 01:16:30,240 Speaker 3: the book is in the comment section. You can go 1677 01:16:30,280 --> 01:16:34,479 Speaker 3: and order it right now. It's available. I am such 1678 01:16:34,520 --> 01:16:36,960 Speaker 3: a fan of Kim as a human, such a fan 1679 01:16:37,000 --> 01:16:40,240 Speaker 3: of Kim as a business person, and I truly believe 1680 01:16:40,280 --> 01:16:42,639 Speaker 3: that this is the mentor that you've been looking for 1681 01:16:42,720 --> 01:16:45,120 Speaker 3: that's gonna help you get over those mistakes and those 1682 01:16:45,200 --> 01:16:47,880 Speaker 3: hurdles in your mind that keep coming up, whether it's 1683 01:16:47,880 --> 01:16:50,559 Speaker 3: the noise in your head, the noise from outside, the 1684 01:16:50,600 --> 01:16:53,639 Speaker 3: noise from family and friends. This book's going to help 1685 01:16:53,680 --> 01:16:56,920 Speaker 3: you overcome that. Go and grab your copy right now. 1686 01:16:56,960 --> 01:17:00,280 Speaker 3: You won't regret it. Kim, thank you so much for 1687 01:17:00,360 --> 01:17:03,439 Speaker 3: tuning in and being here and just opening your heart 1688 01:17:03,439 --> 01:17:05,920 Speaker 3: and sharing your mind and insights. It's always such a 1689 01:17:06,000 --> 01:17:09,000 Speaker 3: joy to be with you, and I'm always you are 1690 01:17:09,640 --> 01:17:12,320 Speaker 3: the person that I think of as having the most 1691 01:17:12,360 --> 01:17:14,840 Speaker 3: and the best energy all the time, and so I'm 1692 01:17:14,880 --> 01:17:17,320 Speaker 3: so glad that the world's going to get to experience 1693 01:17:17,360 --> 01:17:19,320 Speaker 3: it through this beautiful book. So thank you. For writing it, 1694 01:17:19,320 --> 01:17:21,680 Speaker 3: thank you for dedicating two years of your life of 1695 01:17:22,240 --> 01:17:25,280 Speaker 3: putting in all two decades worth of insight into it. 1696 01:17:25,320 --> 01:17:26,400 Speaker 3: So thank you so much. 1697 01:17:26,600 --> 01:17:27,760 Speaker 1: Thank you so much for having me. 1698 01:17:28,080 --> 01:17:31,559 Speaker 3: Thank you so much for listening to this conversation. If 1699 01:17:31,560 --> 01:17:34,960 Speaker 3: you enjoyed it, you'll love my chat with Adam Grant 1700 01:17:35,240 --> 01:17:38,280 Speaker 3: on why discomfort is the key to growth and the 1701 01:17:38,360 --> 01:17:42,479 Speaker 3: strategies for unlocking your hidden potential. If you know you 1702 01:17:42,520 --> 01:17:45,120 Speaker 3: want to be more and achieve more this year, go 1703 01:17:45,240 --> 01:17:46,599 Speaker 3: check it out right now. 1704 01:17:46,760 --> 01:17:49,439 Speaker 2: You set a goal today, you achieve it in six months, 1705 01:17:49,840 --> 01:17:52,639 Speaker 2: and then by the time it happens, it's almost a relief. 1706 01:17:52,880 --> 01:17:54,439 Speaker 1: There's no sense of meaning and purpose. 1707 01:17:54,600 --> 01:17:56,320 Speaker 2: You sort of expected it, and you would have been 1708 01:17:56,320 --> 01:17:57,759 Speaker 2: disappointed if it didn't happen.