Speaker 1: I got a really dope episode on the way for you.
Speaker 1: Be First, let's get this started with some afro Tech news.
Speaker 1: Rick Ross says he's one year away from becoming the
Speaker 1: next hip hop billionaire.
Speaker 2: We just walking up.
Speaker 1: Just what that's audio? Friend Ricky Rose. Last week in
Speaker 1: Austin at afro Tech, he performed Tortoise Stays Down. He's
Speaker 1: got investments in real estate, cannabis, rest arounds, healthcare, and more,
Speaker 1: and nearly thirty Wingstop locations. Each location reportedly earns him
Speaker 1: an estimated two hundred thousand dollars annually. That's what to
Speaker 1: give him, and it allows him to provide jobs. And
Speaker 1: he says with Wingstop, we're bringing in the food I
Speaker 1: like and adding jobs to the community. It's a double win.
Speaker 1: Shout out to Ricky Rose and hope you touch a
Speaker 1: billy TikTok announ See. It's pulling the plug on this
Speaker 1: one billion dollar creative fund. Now this is important the
Speaker 1: outlet know that before shutting down the creative fund, TikTok
Speaker 1: influencers and content creators voiced earning low payouts, sometimes just
Speaker 1: a few dollars, for millions of views, making it impossible
Speaker 1: to earn a living through the Creator Fund alone a
Speaker 1: lot of discontent there, it's previously reported by Afrotech in
Speaker 1: March twenty twenty three. Earlier this year, Sean Kim, former
Speaker 1: head of product for TikTok's US operations, said the quiet
Speaker 1: thing out loud, claiming that TikTok didn't create the fund
Speaker 1: to help creators monetize their content, but rather to help
Speaker 1: with user retention for their metrics. For TikTok's metrics, he says,
Speaker 1: when we launched the creator the TikTok Creator Fund, we
Speaker 1: didn't launch it to help creators monetize. To south by Southwest,
Speaker 1: I mean, that's what we said everywhere publicly. We're doing
Speaker 1: this to help create us monetize. That's not why we
Speaker 1: launched it. We launched it as a reactive measure against
Speaker 1: other platforms launching their creator funds. We thought to ourselves,
Speaker 1: what happens if these creators then go monetize or create
Speaker 1: content on these other platforms. It hurts our metrics, our dau,
Speaker 1: our retention. That's the reason why the Creative Fund was launched.
Speaker 1: I appreciate the honesty dau of stately active users, by
Speaker 1: the way, but I appreciate that kind of honesty. But
Speaker 1: I hit up Isaac Hayes, who's founder at the growing
Speaker 1: fan Base app, and asked what he thought about this.
Speaker 2: I think TikTok canceling their creator fund further proves that
Speaker 2: you can't pay creators and run advertising at the same time.
Speaker 2: It's impossible to serve an audience of advertisers but also
Speaker 2: try to make it possible for creators to earn millions
Speaker 2: of dollars when you suppress their content and having to
Speaker 2: do that by running advertising. And the future of this
Speaker 2: is really subscrib and that rev share and subscription models
Speaker 2: are the ways that creators are going to earn the
Speaker 2: most money in the future, which is what we've been
Speaker 2: doing at fan Base from day one. So it's unfortunate
Speaker 2: and I feel for the creator community, but I think
Speaker 2: they have to start thinking differently about ways to monetize
Speaker 2: other than revenue from creator funds or small pieces of
Speaker 2: pennies per thousands of views that really can lead to
Speaker 2: a sustainable, thriving and growing business. So it's unfortunate, but
Speaker 2: I think it points to the future that subscriptions are coming.
Speaker 1: Afrotech report last week the fan base just hit another
Speaker 1: milestone and Isaac an important one becoming the first black
Speaker 1: person to raise ten million dollars in crowdfunding, which means
Speaker 1: a whole lot of people, people who look like you
Speaker 1: and I who otherwise wouldn't be able to get a
Speaker 1: piece of equity in owing startup. Now hold stocking one
Speaker 1: that's your AFRO technos. I'm with Lucas is black, tach,
Speaker 1: Green Money, and I appreciate all the feedback and comments
Speaker 1: I've been getting on these solo episodes, and I was
Speaker 1: thinking about this one. I'm gonna talk to you about today.
Speaker 1: As always, if you get something out of this, I
Speaker 1: hope you will share it with somebody. You can even
Speaker 1: comment sign me a DM. I just want to know
Speaker 1: what you're thinking about this type of content. I've been
Speaker 1: getting asked for a long time to do these solo episodes,
Speaker 1: and I'm doing them, but to keep doing them, I
Speaker 1: just want to hear from you, so at Will Lucas
Speaker 1: on IG I'm on fan base too. By the way,
Speaker 1: at Will Lucas on fan Base, it is not uncommon
Speaker 1: or irregular for someone to stop me at some point
Speaker 1: during my day at least once a week with the
Speaker 1: request for advice on a business concept or even a
Speaker 1: business move. Now I've made it clear to me and
Speaker 1: a few folks who have shown interest, like my twenty
Speaker 1: year plan. I have a plan that I wrote at
Speaker 1: the beginning of twenty nineteen. It is detailing a twenty
Speaker 1: year run and everything I wanted to do, everything I
Speaker 1: wanted to work on, why I was working on it,
Speaker 1: the people I needed to connect with to be able
Speaker 1: to find success with it. Now it's my personal mission,
Speaker 1: and it's a very detailed mission. I might even do
Speaker 1: an episode on that one of these days if you're interested.
Speaker 1: But my mission is to create both content and opportunities
Speaker 1: that help black people realize entrepreneurial success beyond their wildest streams.
Speaker 1: So everything I do has to be aligned with that. Now,
Speaker 1: there are some things on the periphery that I know
Speaker 1: how they tie in, but everything that I'm actively involved
Speaker 1: with in some way helps me to, you know, achieve
Speaker 1: that particular mission. So I suppose that wavelength of intention
Speaker 1: attracts people who have ideas and need information, and I'm
Speaker 1: okay with that. What I've learned to do is scale
Speaker 1: that kind of support for people, because what happens is
Speaker 1: when you're in a position to help the questions you
Speaker 1: get the questions you get asked a lot are a
Speaker 1: lot of the same questions, or even if they're not,
Speaker 1: to say, they're very similar and may only vary with
Speaker 1: you know, a little bit of nuance that makes the
Speaker 1: questions specific to that person. But by and large, what
Speaker 1: I get asked about mostly is how to take a
Speaker 1: business from idea to a tangible thing. That's what I
Speaker 1: get asked about the most from budding entrepreneurs or would
Speaker 1: be entrepreneurs, or would or early founders. People come to
Speaker 1: me with their ideas a lot or very early concepts
Speaker 1: of their products. That could be for variety of different reasons.
Speaker 1: But being somebody like who is constantly trying to feed
Speaker 1: on resources like me, like and like I imagine you are,
Speaker 1: I'm looking for things that help me get from point
Speaker 1: A to a different point. And I'm sure you're trying
Speaker 1: to always look for things that help you get from
Speaker 1: point A to point B. Now, whether the point A
Speaker 1: is the id and point B is making money from
Speaker 1: that idea, there's a lot of resources out there that are,
Speaker 1: in my view, insufficient to helping small business owners, startup founders,
Speaker 1: early ambitious entrepreneurs get the motor running. You know because
Speaker 1: too often the episode. Now, this episode is not about
Speaker 1: how to make your first million. There's a lot of
Speaker 1: episodes of the why, variety of podcasts, why, variety of books,
Speaker 1: a lot of wide variety of resources that help you
Speaker 1: find success in that area. This episode isn't about how
Speaker 1: to scale or how to sell your thing to people
Speaker 1: all over the world, and it's not about how to
Speaker 1: raise money. This episode is about how to start, and
Speaker 1: how to start in such a way that you improve
Speaker 1: your chances of success. Now we're going to talk about
Speaker 1: scale and we're going to talk about raising money, but
Speaker 1: in a way that helps you think about them properly
Speaker 1: at the stage at because too many of us aren't
Speaker 1: clear on those topics as they relate to ideas that
Speaker 1: we've ideated, because we tend to be more beholden to
Speaker 1: ideas when there ares and we don't think about them
Speaker 1: as clearly. Often not everybody, but we don't always think
Speaker 1: about them as clearly as we should. And so this
Speaker 1: episode is about just that, how to start, And in
Speaker 1: order to start, you got to write it down. It
Speaker 1: needs to be clear in your mind what you are
Speaker 1: trying to do, and you won't even know how many
Speaker 1: questions that will need to be answered until you start
Speaker 1: to write it down. When your idea only exists in
Speaker 1: your head, you can't get specific or gain an actionable
Speaker 1: view on the steps you're going to need to take
Speaker 1: to make that idea exist in the world. So I
Speaker 1: highly recommend there's some really good journals out there I use.
Speaker 1: I used to use this Full Focused Journal by Michael Hyatt.
Speaker 1: I no longer use that one because I didn't need
Speaker 1: necessarily the prompts that it gave me anymore. I'd kind
Speaker 1: of just like to take notes in a different way.
Speaker 1: But if you need prompts to help you start to
Speaker 1: structure your idea, the Full Focus Journal by Michael Hyatt
Speaker 1: is a really, really good one. I've moved on personally
Speaker 1: to like just regular mold skins, so I carry one
Speaker 1: of those in my bag. I just need some place
Speaker 1: to just jot down ideas. Often I'm just jotting down
Speaker 1: ideas in my notes app on my iPhone because it's
Speaker 1: always readily available, and I also very often I will
Speaker 1: carry a small little It's kind of like, what do
Speaker 1: you call those things? Little tiny journals? Somebody knows what
Speaker 1: I'm talking about. One of the field notes, so I
Speaker 1: will just have one like in my back pocket. Very
Speaker 1: often I will have those with me because I like
Speaker 1: to just write down, like it'll be like one word,
Speaker 1: you know, reminders of things that I'm going to need
Speaker 1: to transfer to a larger effort later. So I will
Speaker 1: often do that because it's just helpful for me. So
Speaker 1: I recommend you do whatever works for you, but definitely
Speaker 1: start to write down not just the idea, but what
Speaker 1: are the steps that are required to actually making that
Speaker 1: idea happen. Now, in the previous episode, I want to
Speaker 1: say it was two three weeks ago. It's an episode
Speaker 1: I put out the best Apps and Tech for Small
Speaker 1: business Owners. That is a really good episode if you
Speaker 1: want some more resources and things like that, things that
Speaker 1: I recommend you do to help structure yourself and structure
Speaker 1: yourself with success. So I'm going to reference that episode
Speaker 1: a couple of times, but that is a really, really
Speaker 1: great episode if you want more depth about actual tools
Speaker 1: that you can use in your how to start a journey. Now,
Speaker 1: I would also recommend you start getting really good at
Speaker 1: AI applications, and I shouldn't even say really good, just
Speaker 1: to get proficient at using an AI like a chat
Speaker 1: gpt it is not too late. As a matter of fact,
Speaker 1: most people in the world are still unaware of what's
Speaker 1: even happening in the conversation of GTPs GPTs, and even
Speaker 1: before we discuss how to use them. Just get familiar
Speaker 1: with how you could apply that sort of a resource.
Speaker 1: And so whether you want to spend time. I could
Speaker 1: spend a whole episode on my love hate relationship with
Speaker 1: business plans like writing out thirty forty page business plans,
Speaker 1: which a lot of places if you go to support,
Speaker 1: you know, like kind of like local supports like chambers
Speaker 1: of commerce and et cetera, they'll have you, you know,
Speaker 1: start to work on these long business plans. We can
Speaker 1: talk a whole episode about that. I'm not gonna do that,
Speaker 1: but forget about putting your questions in like the Google
Speaker 1: search bar. You know, AI is supercharging your ability to
Speaker 1: get these things done quickly and well, and so you
Speaker 1: can simply ask questions to the intelligence, you know, even
Speaker 1: super specific ones based on your demographical information. If you're
Speaker 1: trying to figure out what your demographics should be. Should
Speaker 1: you manufacture you know, in house or should you outsource
Speaker 1: your manufacturing? What country should you have your manufacturing in
Speaker 1: like all of these superspecif if it questions that it
Speaker 1: is harder to get answered on the traditional search and navigation,
Speaker 1: you can do that with something like a chat GPT.
Speaker 1: So I highly encourage you to start learning about writing
Speaker 1: prompts for GPTs. And what I mean by that is
Speaker 1: structuring your questions in such a way to get the
Speaker 1: responses that you need that will believe. I believe that
Speaker 1: that will be one of the most valuable skills inside
Speaker 1: the next five years is how to write prompts. And
Speaker 1: this is not a technical thing. It is a way
Speaker 1: of thinking, a way of thinking about how to write
Speaker 1: questions such that you get responses that are actually helpful
Speaker 1: to you getting what you need done. And so what
Speaker 1: I did I went to chad GPT, I said, all right,
Speaker 1: what I write? I wrote, how can I best write
Speaker 1: prompts to get the best answers from chat GPT? And
Speaker 1: so it gave me a couple prompts I could use
Speaker 1: to get the best answers from it. This is something
Speaker 1: you can do with an AI like chat GPT. So
Speaker 1: number one it said, be clear and specific, Clearly articulate
Speaker 1: your question or request, ambiguous or vague prompts may lead
Speaker 1: to unclear off topic responses. Provide as much detail as
Speaker 1: necessary for the context you're seeking. That is something you
Speaker 1: can't do with like a traditional navigation a search bar,
Speaker 1: being super specific, giving a bunch of detail it can't find.
Speaker 1: It's harder to find the answers you need when you're
Speaker 1: that specific and so. But with the chat GPT or
Speaker 1: another GPT, it's saying be specific because it can handle
Speaker 1: that much information. Actually, it works best if you give
Speaker 1: it more information. The next thing you said was ask
Speaker 1: one thing at a time, and it says, break down
Speaker 1: complex queries into simpler, more focused questions. This helps the
Speaker 1: model understand your intent better and provides more precise answers.
Speaker 1: This is what's so important about writing things down, because
Speaker 1: we don't always necessarily have enough clarity and what it
Speaker 1: takes to get to the next level. If the ideas
Speaker 1: are in our head, but if we need to write
Speaker 1: it down and provide instructions, then you get to You
Speaker 1: get an idea of what is unclear to you as
Speaker 1: the entrepreneur, as the founder. But if you don't take
Speaker 1: the time, if clearly think through point A to the
Speaker 1: next point, you're not gonna know what you don't have
Speaker 1: clarity about, all right, So that's a couple of things
Speaker 1: that there's like four or five more. I won't go
Speaker 1: into those, so I don't want to spend this whole
Speaker 1: episode on writing prompts. But these are the types of
Speaker 1: things that if you get at least reasonably good at AI,
Speaker 1: you will be so much further than most people. So
Speaker 1: I have a few more at These are just a
Speaker 1: couple of points, and loogain, I want to start shit.
Speaker 1: I should have started here, but I'm gonna say midway
Speaker 1: through this episode, these are not These are not everything
Speaker 1: that you're gonna need to know about how to start.
Speaker 1: These are I'm speaking to the specific things that stop
Speaker 1: the people who come to speak to me, the things
Speaker 1: that they find challenging. So I'm using those people as
Speaker 1: a focused group because I believe they represent more entrepreneurs,
Speaker 1: and so most people get stuck on certain things. So
Speaker 1: the things I'm gonna speak to in this episode are
Speaker 1: the things that I believe will help you get past
Speaker 1: those specific hurdles. The next one is I would stop
Speaker 1: spending money on stupid stuff, and so it is super
Speaker 1: important even I do it. So I will go to
Speaker 1: my credit card statement every month, my bank statements every month,
Speaker 1: and just look through them. I would just look through
Speaker 1: them and just see what is on here that I
Speaker 1: didn't even know I was being charged for anymore, Things
Speaker 1: on here that I'm not even using anymore. And So,
Speaker 1: because you're gonna need to be your first investor, it
Speaker 1: is your job to invest in yourself before you start
Speaker 1: to even think about asking somebody else to invest in you.
Speaker 1: You should have the belief that I am willing to
Speaker 1: put my own money up if you believe in the idea.
Speaker 1: If you're not willing to put your own money up
Speaker 1: in the beginning, come on, I would be hanging around
Speaker 1: the right people. And I'm not gonna get into a
Speaker 1: munch like very rudimentary stuff. But what we miscalculate about
Speaker 1: finding success in entrepreneurship, business, startups, and etc. Is this
Speaker 1: not like these there's these rocket science level challenges. These
Speaker 1: are doing basic things over and over well, doing well,
Speaker 1: doing well again today and well again the next day.
Speaker 1: Do the stuff well, the simple stuff, really well, and
Speaker 1: you will find outsized success because most people don't do
Speaker 1: the simple stuff well. One of those things is the
Speaker 1: people to hang around you cannot grow with the people
Speaker 1: you're hanging around with aren't growing. I'm gona leave that there.
Speaker 1: I'm not gonna go further than that one. This is one.
Speaker 1: This next one, I'm gonna just tell you what it is,
Speaker 1: then I'll talk about it. I would get as unromantic
Speaker 1: as possible about my ideas. And there will be things
Speaker 1: that you want to do that do not mean you
Speaker 1: should do them. I'm gonna say it again a different way.
Speaker 1: Just because you want to do something doesn't mean the
Speaker 1: world wants that from you. As much as you love
Speaker 1: the thing, as much as your passion about the thing,
Speaker 1: as much as you believe. Man, if I could just
Speaker 1: do this, you know I would love to do this
Speaker 1: every day for the rest of my life. That does
Speaker 1: not mean people will pay you for it. And so
Speaker 1: you've got to be taking an honest assessment of yourself.
Speaker 1: A lot of people cannot do this. This is entrepreneurial
Speaker 1: success requires a very strong ability to look at yourself,
Speaker 1: see where you're deficient, see where you excel, and then
Speaker 1: match yourself with something that the world will pay you for.
Speaker 1: That is not an easy thing to do for most people.
Speaker 1: Because we are passionate about specific things, and your passionate
Speaker 1: about specific things is helpful in determining what you should
Speaker 1: be spending your energy on. But it does not mean
Speaker 1: that other people are as passionate to pay you to
Speaker 1: do it. And so that takes some honest self reflection
Speaker 1: that most people are not prepared for. So I would
Speaker 1: ask myself a few questions. What is the market need
Speaker 1: at such a level that people are willing to pay
Speaker 1: you for your solution? What does the market need so
Speaker 1: much that people are willing to pay you to do
Speaker 1: the thing to solve their problem? What pains do people
Speaker 1: have that they're willing to pay you an appropriate amount,
Speaker 1: an amount that works for you to have that pain alleviated.
Speaker 1: Just because people have a pain, and just because people
Speaker 1: have a need doesn't mean that they're willing to pay
Speaker 1: to pull out their wallet to scan their card, to
Speaker 1: you know, touch their Apple watch to the pay you
Speaker 1: know device at such a rate that it makes sense
Speaker 1: for you to do it. There's a lot of people
Speaker 1: who are willing to pay for things, but they're not
Speaker 1: willing to pay enough to make it a valuable business proposition.
Speaker 1: It's not worth it. Can your service or your product
Speaker 1: provide a solution? At a price consumers are willing to
Speaker 1: pay that still leaves enough money for you to grow
Speaker 1: and reinvest into the business. Here's the thing that I
Speaker 1: found most people will not do. And I've done this
Speaker 1: a gazillion times to my own pain, because I love
Speaker 1: to do things that I've done. If nobody cares that
Speaker 1: you stopped doing it, if you were to start a
Speaker 1: business and you stopped doing it, would anybody say ouch?
Speaker 1: Would anybody say where's the thing that you were doing yesterday?
Speaker 1: I need more? Why are you not? Why would you
Speaker 1: not give me more? Why are you Why are you
Speaker 1: depriving me of your product? Why are you not letting
Speaker 1: me have your service? If nobody does that. If your
Speaker 1: website has been down for three weeks and nobody's emailing
Speaker 1: you saying, yo, I need your website. I came here
Speaker 1: every day for you know, my information, and it's been
Speaker 1: down for three weeks. What's going on if nobody's doing that.
Speaker 1: If you are, you know, the fashion designer of your
Speaker 1: community and you don't release a new fall line and
Speaker 1: nobody says, hey, when's the new drop coming, that you
Speaker 1: got to think about whether you really got a thing.
Speaker 1: If nobody cares that you stopped, you probably shouldn't have
Speaker 1: been doing it in the first place. That is hard
Speaker 1: to swallow. If nobody cares, nobody raised the flag and
Speaker 1: said foul because Gene over here, stop doing donuts. I
Speaker 1: the men Gene keeps doing donuts. I need those donuts.
Speaker 1: If nobody's doing that at some level, obviously I'm exaggerating,
Speaker 1: But if nobody's asking where is the product? Where is
Speaker 1: the service that you used to provide? You really got
Speaker 1: to think whether you've been force feeding and trying to
Speaker 1: trying to get people who just love you and just
Speaker 1: want to support you, versus actually building a market. Because
Speaker 1: people will support you, and you get confused about whether
Speaker 1: it's just support because they's cute and they want to
Speaker 1: see me, you know, do my thing, or are you
Speaker 1: actually building a business. That is a hard thing to swallow.
Speaker 1: You got to define who's your target audience, who's your consumer?
Speaker 1: Your product. I don't care what it is. It is
Speaker 1: not for everybody, It is for a specific group people.
Speaker 1: Number One, you don't have enough money to reach everybody
Speaker 1: with your marketing and your branding efforts and your communication efforts.
Speaker 1: So you've got to define who is best suited for
Speaker 1: who is the low hanging fruit? Who is this thing
Speaker 1: designed for? And then there may be other people later
Speaker 1: who you know, come and join the bandwagon who see
Speaker 1: themselves in your thing too. But if you're building a brand,
Speaker 1: who are you building it for and super serve that audience?
Speaker 1: Nothing is for everybody. There may be specific vertical, specific
Speaker 1: things inside of a vertical that's this one's for that group,
Speaker 1: this one's for that group, and they self select, but
Speaker 1: nothing is for everybody. Some people like this version of
Speaker 1: a thing, whether it's white bread. Some people like this
Speaker 1: version of the white bread, the one that uses this
Speaker 1: type of flower. Other people love the one that look
Speaker 1: that's in brown packaging. So you've got to determine who
Speaker 1: is it for? Who are you talking to when you
Speaker 1: present your offering to the world. This is about all
Speaker 1: I'm gonna get into. I told you I will get
Speaker 1: into scale and raising money, and I'm gonna just touch
Speaker 1: on it because I'm gonna get out of here, and
Speaker 1: because I've been laboring these points. It is while so
Speaker 1: often many of us are not ready for capital or
Speaker 1: to even scale, but behave you should always be behaving
Speaker 1: like you will be And how do you do that?
Speaker 1: Your systems will be important. How can How good are
Speaker 1: you are you at documenting your operation? You cannot do
Speaker 1: this as a hustle. This has to be a business.
Speaker 1: How can you I can't invest in your hustle, but
Speaker 1: I can invest in your business. So your business is
Speaker 1: made up of operations. I need to see some documentation.
Speaker 1: I want to see, you know, metrics over time. How
Speaker 1: are you tracking your things? How are you working to
Speaker 1: get your costs down? How are you how are you
Speaker 1: working to you know, widen the gap between your costs
Speaker 1: and your reverge? Like all these things, document your business accounts.
Speaker 1: Those things have to be in order. Stop doing this
Speaker 1: stuff on your personal credit card. I'm not going to
Speaker 1: get into that today, but we'll talk about that at
Speaker 1: another time. You know, use the use the systems that
Speaker 1: are designed to help you grow your business. Are you
Speaker 1: using quick books? Is it integrated with your bank account?
Speaker 1: Is it integrated with your credit card? Are those things
Speaker 1: tied together so you don't even have to go in
Speaker 1: and you know, connect every manual, you know transaction. It
Speaker 1: happens automatically. But at the end of the day, this
Speaker 1: is what's important about this entire episode. I can encapsulate
Speaker 1: it in one statement. The whole concept of how to
Speaker 1: start implies that you are serious about going, that you
Speaker 1: are serious about finding success. And I'm going to encapsulate
Speaker 1: how to start with this one statement. You can fool
Speaker 1: a lot of people, but please don't fool yourself. You
Speaker 1: can fool me into thinking he's serious, she's serious. But
Speaker 1: only you know how early you got up and how
Speaker 1: hard you went after it. Only you know how late
Speaker 1: you stayed up, and how much dedication and sleepless nights
Speaker 1: you put into doing the thing. Only you know the
Speaker 1: sacrifices you were going through to get better, not to
Speaker 1: just do the thing, but to get better at doing
Speaker 1: the thing. Only you know the stuff that nobody else
Speaker 1: is going to see. That's where you fool yourself versus
Speaker 1: fooling everybody else. Because you're not on stage. You can
Speaker 1: fool a lot of people by what you show them
Speaker 1: and what you wave in their face, but don't fool
Speaker 1: yourself by thinking the stuff that you're waving in our
Speaker 1: face is actually moving the ball forward.