1 00:00:00,000 --> 00:00:02,200 and then kind of moved around a lot. 2 00:00:02,200 --> 00:00:07,200 But I played a little bit of center way back in the day. 3 00:00:07,240 --> 00:00:09,320 Yeah, I grew fast. 4 00:00:09,320 --> 00:00:10,600 So I'm not a huge guy now, 5 00:00:10,600 --> 00:00:13,500 but I was big for my age at the time. 6 00:00:13,500 --> 00:00:15,120 So I played center for a little while. 7 00:00:15,120 --> 00:00:18,480 And then I played a defensive end for a little while. 8 00:00:18,480 --> 00:00:19,960 Nice. How tall are you? 9 00:00:19,960 --> 00:00:21,640 I'm 6'1". 10 00:00:21,640 --> 00:00:23,200 Okay. Okay. Awesome. 11 00:00:23,200 --> 00:00:24,040 Yeah, I get that. 12 00:00:24,040 --> 00:00:25,880 I was most of that by that time. 13 00:00:25,880 --> 00:00:28,240 So what age was that? 14 00:00:28,240 --> 00:00:29,640 This was in middle school. 15 00:00:29,640 --> 00:00:31,280 And then in ninth grade. 16 00:00:31,280 --> 00:00:33,680 So about seventh through ninth grade, 17 00:00:33,680 --> 00:00:37,600 I was probably like 5'10", 5'11", by then. 18 00:00:37,600 --> 00:00:41,680 So decent size for that and pretty filled out. 19 00:00:41,680 --> 00:00:44,560 But then I kind of stayed mostly the same size. 20 00:00:44,560 --> 00:00:45,560 Kenjit Spirits, dude. 21 00:00:45,560 --> 00:00:47,660 I was 6'2", in eighth grade at 14. 22 00:00:47,660 --> 00:00:49,600 Wow. How tall are you now? 23 00:00:49,600 --> 00:00:52,600 6'2". What a disappointment for all my coaches. 24 00:00:52,600 --> 00:00:54,560 You were like, man, I'm sprouting up here. 25 00:00:54,560 --> 00:00:55,920 I got a long ways to go. 26 00:00:55,920 --> 00:00:57,400 Dude, I was so excited. 27 00:00:57,400 --> 00:00:59,680 I thought I was at least gonna make 6'4", or so. 28 00:00:59,680 --> 00:01:00,520 But nope. 29 00:01:01,400 --> 00:01:02,800 Just an overachiever. 30 00:01:03,800 --> 00:01:06,640 You know, that's the challenge of that 31 00:01:06,640 --> 00:01:08,760 for anybody who's listening in, 32 00:01:08,760 --> 00:01:12,320 is I was given this gift of height 33 00:01:12,320 --> 00:01:13,680 and I let it get to my ego. 34 00:01:14,800 --> 00:01:17,880 So I ended up slowing down a little bit and saying, 35 00:01:17,880 --> 00:01:19,700 you know what? I got the advantage. 36 00:01:20,700 --> 00:01:23,400 Not what you wanna do if you wanna stay ahead 37 00:01:23,400 --> 00:01:26,160 or if you wanna sell your business either. 38 00:01:26,160 --> 00:01:29,160 What are three of the most common mistakes 39 00:01:29,160 --> 00:01:30,960 that you see entrepreneurs make? 40 00:01:30,960 --> 00:01:34,400 Maybe not most common, most overlooked mistakes they make 41 00:01:34,400 --> 00:01:37,940 when they're getting ready to sell their business. 42 00:01:37,940 --> 00:01:41,240 The number one is what I call owner concentration. 43 00:01:41,240 --> 00:01:43,360 And that's a fancy way of saying, 44 00:01:43,360 --> 00:01:46,000 being way too involved in your business as the owner. 45 00:01:46,000 --> 00:01:49,160 So the businesses that sell for the most money 46 00:01:49,160 --> 00:01:51,560 are the ones where the owner is least involved 47 00:01:51,560 --> 00:01:52,760 in the day to day. 48 00:01:52,760 --> 00:01:57,040 And I like to describe this as the vacation to Italy test. 49 00:01:57,040 --> 00:02:00,040 If you can't go on a two week vacation to Italy 50 00:02:00,040 --> 00:02:03,620 and just forget about your business and come back to it, 51 00:02:03,620 --> 00:02:06,520 then it's not set up as well as it could be. 52 00:02:06,520 --> 00:02:09,240 And not to say it can't sell 53 00:02:09,240 --> 00:02:11,100 if you aren't a little bit involved, 54 00:02:11,100 --> 00:02:13,080 but it won't sell for as much money. 55 00:02:13,080 --> 00:02:16,760 Because the more involvement that's needed by a new owner, 56 00:02:16,760 --> 00:02:21,360 the more the price of the business is gonna be discounted. 57 00:02:21,360 --> 00:02:24,920 Another huge one that people don't think about very often 58 00:02:24,920 --> 00:02:28,100 is customer concentration. 59 00:02:28,100 --> 00:02:33,100 So customer concentration just means having too much focus 60 00:02:33,100 --> 00:02:35,480 on one or a few customers. 61 00:02:35,480 --> 00:02:37,480 So if a large portion of your business 62 00:02:37,480 --> 00:02:41,080 is coming from just a few people, few customers, 63 00:02:41,080 --> 00:02:44,180 or a few customer types, depending on the business, 64 00:02:44,180 --> 00:02:46,080 then that's risky to a buyer. 65 00:02:46,080 --> 00:02:48,600 So that's something that is gonna kind of scare them off 66 00:02:48,600 --> 00:02:50,840 and make them feel like it's not something 67 00:02:50,840 --> 00:02:52,280 they can rely on. 68 00:02:52,280 --> 00:02:55,520 And then another huge thing would just be the actual- 69 00:02:55,520 --> 00:02:58,720 All right, welcome in to Vision Pros Live. 70 00:02:58,720 --> 00:03:00,760 With Jackson Calame, I'm your show host. 71 00:03:00,760 --> 00:03:03,440 We'll be doing interviews for visionary entrepreneurs 72 00:03:03,440 --> 00:03:05,400 and guest leaders who are building 73 00:03:05,400 --> 00:03:06,920 fantastic visions out there. 74 00:03:06,920 --> 00:03:07,920 Hey, and what's up? 75 00:03:07,920 --> 00:03:10,920 Welcome into another episode of Vision Pros Live. 76 00:03:10,920 --> 00:03:12,800 I'm your show host, Jackson Calame, 77 00:03:12,800 --> 00:03:15,560 founder and CEO of Vision Pros Live. 78 00:03:15,560 --> 00:03:16,400 Hey, and what's up? 79 00:03:16,400 --> 00:03:18,840 Welcome into another episode of Vision Pros Live. 80 00:03:18,840 --> 00:03:20,600 I'm your show host, Jackson Calame, 81 00:03:20,600 --> 00:03:22,440 founder and CEO of First Class Business. 82 00:03:22,440 --> 00:03:27,440 I got Brody Vinson joining us today from scale for sale, 83 00:03:27,480 --> 00:03:29,360 making sure that you're scaling your companies 84 00:03:29,360 --> 00:03:32,640 in order to, with the mindset of knowing that someday 85 00:03:32,640 --> 00:03:35,220 you wanna have that opportunity to potentially sell it. 86 00:03:35,220 --> 00:03:39,520 And I love that he begins with that end process in mind. 87 00:03:39,520 --> 00:03:43,400 I got to know him through a mutual acquaintance. 88 00:03:43,400 --> 00:03:46,180 And in that process of getting to know, 89 00:03:46,180 --> 00:03:48,000 I went and watched some of his videos on YouTube. 90 00:03:48,000 --> 00:03:50,120 I was like, wow, this guy is sharp. 91 00:03:50,120 --> 00:03:53,020 He has some serious experience at such a young age 92 00:03:53,020 --> 00:03:56,760 because he's used his life skills while his time well. 93 00:03:56,760 --> 00:03:58,120 Now, one of the things that, 94 00:03:58,120 --> 00:03:59,320 one of the challenges I faced 95 00:03:59,320 --> 00:04:01,600 when I was a 22 year old consultant 96 00:04:01,600 --> 00:04:03,600 that was also a junior co-founder, 97 00:04:03,600 --> 00:04:05,760 I was a junior co-founder by 23, 98 00:04:05,760 --> 00:04:07,280 was people would say, Jackson, 99 00:04:07,280 --> 00:04:08,840 like, why should we work with you? 100 00:04:08,840 --> 00:04:11,680 There's these consultants who are older. 101 00:04:11,680 --> 00:04:13,520 How do you know you're better than them? 102 00:04:13,520 --> 00:04:16,080 And the challenge I faced with that was explaining, 103 00:04:16,080 --> 00:04:19,320 well, number one, I don't know. 104 00:04:19,320 --> 00:04:20,960 You'd have to put us both in the same room 105 00:04:20,960 --> 00:04:23,160 and see how we interact with your brand. 106 00:04:23,160 --> 00:04:27,480 But what I will share is that I would rather fly in a plane 107 00:04:27,480 --> 00:04:29,160 with somebody who's 22 years old 108 00:04:29,160 --> 00:04:31,720 and has already logged 10,000 hours of flight time 109 00:04:31,720 --> 00:04:33,760 than somebody who's 46 years old, 110 00:04:33,760 --> 00:04:36,060 has 10,000 hours of flight, but over 20 years. 111 00:04:36,060 --> 00:04:37,100 That would be scary. 112 00:04:37,100 --> 00:04:40,040 What if they hadn't flown the plane for five years? 113 00:04:40,040 --> 00:04:43,420 So it's all about understanding how have we used our time, 114 00:04:43,420 --> 00:04:45,040 not how old we are, 115 00:04:45,040 --> 00:04:47,840 not that he needs condition of that at this stage, 116 00:04:47,840 --> 00:04:50,200 but don't underestimate the people 117 00:04:50,200 --> 00:04:51,960 who might be able to service your business. 118 00:04:51,960 --> 00:04:52,960 You might be surprised 119 00:04:52,960 --> 00:04:54,920 if you don't judge a good book by its cover. 120 00:04:54,920 --> 00:04:57,240 That said, you'll probably like the cover too. 121 00:04:57,240 --> 00:04:59,720 Before we go on to bring in Brody on stage though, 122 00:04:59,720 --> 00:05:01,720 let's talk about these sponsors up here, 123 00:05:01,720 --> 00:05:03,880 Laidback Languages with Patrick Creighton. 124 00:05:03,880 --> 00:05:06,840 If you're in a position to want to learn a foreign language, 125 00:05:06,840 --> 00:05:09,640 and by the way, the demographics of the United States, 126 00:05:09,640 --> 00:05:14,100 if you're US business, are screaming Spanish. 127 00:05:14,100 --> 00:05:16,440 You may want to brush up on your Spanish. 128 00:05:16,440 --> 00:05:19,040 What I love about the way that Patrick goes 129 00:05:19,040 --> 00:05:22,040 about his training is he understands the principles 130 00:05:22,040 --> 00:05:24,520 that I use to learn that language myself. 131 00:05:24,520 --> 00:05:26,100 And I picked up Spanish, 132 00:05:26,100 --> 00:05:28,680 I was fluent in about four and a half months. 133 00:05:28,680 --> 00:05:32,640 I did not know that until I'd been in Uruguay for 18 months, 134 00:05:32,640 --> 00:05:34,560 at which point I realized like, wow, like, okay, 135 00:05:34,560 --> 00:05:36,480 no, I am more fluent than I thought. 136 00:05:36,480 --> 00:05:37,640 I won't reveal the secret on that 137 00:05:37,640 --> 00:05:40,040 because I want to stay focused on Brody's opportunity. 138 00:05:40,040 --> 00:05:41,260 But if you're in a position 139 00:05:41,260 --> 00:05:43,240 where you want to learn language the right way, 140 00:05:43,240 --> 00:05:46,960 I have seen Patrick practice the same types of principles 141 00:05:46,960 --> 00:05:48,880 and his teaching methods and how he helps people 142 00:05:48,880 --> 00:05:50,880 that I practice to learn myself. 143 00:05:50,880 --> 00:05:52,400 Then there's Deteo Publishing up there. 144 00:05:52,400 --> 00:05:54,800 So if you're in the process of writing a book, 145 00:05:54,800 --> 00:05:56,640 Ashley from Deteo Publishing is one 146 00:05:56,640 --> 00:05:58,920 of the best R&D people I've ever met. 147 00:05:58,920 --> 00:06:00,400 She's also one of the most talented 148 00:06:00,400 --> 00:06:02,480 and gifted entrepreneurs I've worked with. 149 00:06:03,320 --> 00:06:05,800 She has a process called a manuscript review. 150 00:06:05,800 --> 00:06:08,160 That ultimately in my terms, I would say 151 00:06:08,160 --> 00:06:10,800 that makes sure your book doesn't fall on its face. 152 00:06:10,800 --> 00:06:12,920 Too many authors go to publish 153 00:06:12,920 --> 00:06:16,320 and they end up with one to five reviews on their Amazon. 154 00:06:16,320 --> 00:06:18,720 They claim best seller status and you're like, 155 00:06:18,720 --> 00:06:19,560 you're a best seller, 156 00:06:19,560 --> 00:06:21,520 but you have less than a hundred reviews like that. 157 00:06:21,520 --> 00:06:22,760 It just doesn't look good. 158 00:06:22,760 --> 00:06:25,280 You want to make sure to launch that process well 159 00:06:25,280 --> 00:06:26,880 so that it does well on the market. 160 00:06:26,880 --> 00:06:28,340 And part of that includes making sure 161 00:06:28,340 --> 00:06:31,680 you have a great execution, marketing, publishing strategy, 162 00:06:31,680 --> 00:06:32,860 the whole nine yards. 163 00:06:32,860 --> 00:06:35,000 It is an expensive process to launch books. 164 00:06:35,000 --> 00:06:38,400 I mean, I would not want to do a book launch. 165 00:06:38,400 --> 00:06:39,920 I would not want to hire somebody 166 00:06:39,920 --> 00:06:43,080 who's doing that at less than $15,000 167 00:06:43,080 --> 00:06:45,000 because you want to account for the audio. 168 00:06:45,000 --> 00:06:48,160 You want to account for the quality of the process. 169 00:06:48,160 --> 00:06:49,440 You want to make sure that you're looking 170 00:06:49,440 --> 00:06:51,720 at the experience from beginning to end, 171 00:06:51,720 --> 00:06:52,680 not cutting corners. 172 00:06:52,680 --> 00:06:55,880 At least that's, I wouldn't cut quarters on my legacy. 173 00:06:55,880 --> 00:06:58,320 Then last but not least is water project. 174 00:06:58,320 --> 00:07:00,780 The water project is what we give back to. 175 00:07:00,780 --> 00:07:02,280 We're really big fans of promoting it. 176 00:07:02,280 --> 00:07:03,720 If you have another social cause, 177 00:07:03,720 --> 00:07:05,900 don't hesitate to drop it in the comments though. 178 00:07:05,900 --> 00:07:07,720 The reason why I choose the water project 179 00:07:07,720 --> 00:07:09,120 because there's millions of people on earth 180 00:07:09,120 --> 00:07:10,800 who don't have access to clean drinking water, 181 00:07:10,800 --> 00:07:13,760 which is something that I get to take for granted every day, 182 00:07:13,760 --> 00:07:15,220 but I choose not to. 183 00:07:15,220 --> 00:07:17,640 I remember that there are communities I want to remember 184 00:07:17,640 --> 00:07:19,780 and make sure that I'm involved in this. 185 00:07:19,780 --> 00:07:21,420 If you're in a position to give back, awesome. 186 00:07:21,420 --> 00:07:25,440 If COVID economics have hurt you and your family, 187 00:07:25,440 --> 00:07:26,560 but you're in a position to share, 188 00:07:26,560 --> 00:07:29,080 that would be my request is just share this experience 189 00:07:29,080 --> 00:07:31,720 with others because you may end up being the catalyst 190 00:07:31,720 --> 00:07:34,180 to find somebody who can fund one of these communities. 191 00:07:34,180 --> 00:07:35,840 And seeing those kids right there on the screen 192 00:07:35,840 --> 00:07:37,440 that we just saw celebrating water 193 00:07:37,440 --> 00:07:40,800 so it's Christmas day, I hope it touches your heart. 194 00:07:40,800 --> 00:07:43,160 So again, there's 8 billion people in the world to help. 195 00:07:43,160 --> 00:07:45,560 If you know of a project that you'd like us to talk about, 196 00:07:45,560 --> 00:07:47,320 don't hesitate to drop that link. 197 00:07:47,320 --> 00:07:49,880 We're happy to mention it in future episodes 198 00:07:49,880 --> 00:07:53,140 if it also aligns with our heart and mind. 199 00:07:53,140 --> 00:07:54,960 So with that said, Brody, 200 00:07:54,960 --> 00:07:56,560 thank you so much for being on the show, man. 201 00:07:56,560 --> 00:07:57,920 This is gonna be great. 202 00:07:57,920 --> 00:07:59,360 Thanks so much for having me, Jax, 203 00:07:59,360 --> 00:08:01,040 and I'm happy to be here. 204 00:08:01,040 --> 00:08:01,880 Absolutely. 205 00:08:01,880 --> 00:08:06,580 So, you know, at 27, you've already got this experience 206 00:08:06,580 --> 00:08:08,040 of selling businesses, 207 00:08:08,040 --> 00:08:10,280 and it sounds like you came about it, you know, 208 00:08:10,280 --> 00:08:12,840 having, you went through the experience of selling businesses 209 00:08:12,840 --> 00:08:16,360 and you ran into a few red flags or traps or situations 210 00:08:16,360 --> 00:08:19,200 that had you had a mentor on the front, 211 00:08:19,200 --> 00:08:21,520 had you had assist like a go-to company 212 00:08:21,520 --> 00:08:23,500 you might've been able to not stumble into. 213 00:08:23,500 --> 00:08:25,960 Can you just walk us through some of those 214 00:08:25,960 --> 00:08:28,400 sales experiences from the get-go? 215 00:08:28,400 --> 00:08:29,560 Sure. 216 00:08:29,560 --> 00:08:32,700 The biggest thing I could say is a thing that I talk 217 00:08:32,700 --> 00:08:36,200 to my clients about is that, don't get me wrong, 218 00:08:36,200 --> 00:08:38,600 there's a lot of great business buyers out there. 219 00:08:38,600 --> 00:08:41,720 I had a great conversation with one just the other week 220 00:08:41,720 --> 00:08:45,380 that I've got a coming video on that really focuses 221 00:08:45,380 --> 00:08:47,120 on finding a win-win for anyone 222 00:08:47,120 --> 00:08:49,440 who sells their business to her. 223 00:08:49,440 --> 00:08:51,240 But there's also buyers out there 224 00:08:51,240 --> 00:08:54,400 that are just trying to get the best deal possible. 225 00:08:54,400 --> 00:08:57,000 And so I wouldn't necessarily recommend 226 00:08:57,000 --> 00:09:00,120 just taking the first buyer that comes to you. 227 00:09:00,120 --> 00:09:03,080 I would talk to a number of different buyers 228 00:09:03,080 --> 00:09:06,360 just to kind of see where different people find 229 00:09:06,360 --> 00:09:08,180 different value in your business. 230 00:09:09,240 --> 00:09:11,760 We made the mistake that I just talked about. 231 00:09:11,760 --> 00:09:15,240 So we ended up going with the first buyer that came to us. 232 00:09:15,240 --> 00:09:17,560 And in reality, I think that we probably could have stayed 233 00:09:17,560 --> 00:09:21,200 in the business a good bit longer and gotten more value 234 00:09:21,200 --> 00:09:23,320 or even sold it for more. 235 00:09:23,320 --> 00:09:25,640 The other thing is just not having someone 236 00:09:25,640 --> 00:09:27,340 to help us navigate the process. 237 00:09:27,340 --> 00:09:29,880 And that's really why I got into what I do now 238 00:09:29,880 --> 00:09:32,120 is it was a completely new thing for us. 239 00:09:32,120 --> 00:09:35,920 We didn't even know what a letter of intent or an LOI was, 240 00:09:35,920 --> 00:09:37,960 which for anyone who's listening 241 00:09:37,960 --> 00:09:39,200 who doesn't know what that is, 242 00:09:39,200 --> 00:09:42,160 it's essentially just a conditional agreement 243 00:09:42,160 --> 00:09:46,600 to buy a business for a set price and set of terms 244 00:09:46,600 --> 00:09:50,400 contingent on the business being what you said it was. 245 00:09:50,400 --> 00:09:53,640 So we didn't even know what a letter of intent was, 246 00:09:53,640 --> 00:09:55,240 had never sold really a business 247 00:09:55,240 --> 00:09:57,840 in this form and fashion before. 248 00:09:57,840 --> 00:10:00,940 I had done one kind of privately to an employee before 249 00:10:00,940 --> 00:10:03,500 that went a lot less officially than this. 250 00:10:03,500 --> 00:10:06,060 And so not having someone to walk us through 251 00:10:06,060 --> 00:10:11,060 what we were going to expect opened us up to a lot of just 252 00:10:11,560 --> 00:10:14,280 being hit with curve balls and a lot of things 253 00:10:14,280 --> 00:10:17,560 that we didn't know what we're gonna happen next. 254 00:10:17,560 --> 00:10:21,640 So being open to that left us all these opportunities 255 00:10:21,640 --> 00:10:24,480 to lose value that we would have otherwise retained 256 00:10:24,480 --> 00:10:26,680 if we were able to stay confident, 257 00:10:26,680 --> 00:10:28,520 present our business in the best light 258 00:10:28,520 --> 00:10:31,480 and kind of maintain that negotiating power. 259 00:10:31,480 --> 00:10:35,480 So a lot of what big mergers and acquisitions firms, 260 00:10:35,480 --> 00:10:39,840 business brokers or other kind of business selling 261 00:10:39,840 --> 00:10:43,720 facilities do is really just help represent the seller 262 00:10:43,720 --> 00:10:45,320 in the best light. 263 00:10:45,320 --> 00:10:47,120 So that's a huge mistake that we made 264 00:10:47,120 --> 00:10:50,320 and really got me into this is I realized that 265 00:10:50,320 --> 00:10:52,920 there's so many people selling a business 266 00:10:52,920 --> 00:10:53,840 for the first time. 267 00:10:53,840 --> 00:10:56,080 It's something that very few people ever do 268 00:10:56,080 --> 00:10:57,200 in their lifetime. 269 00:10:57,200 --> 00:10:58,800 And of the ones that do they, 270 00:10:58,800 --> 00:11:01,060 it's likely they'll only do it once. 271 00:11:01,060 --> 00:11:05,080 So because of that, it's something where you could easily 272 00:11:05,080 --> 00:11:08,160 get taken advantage of or miss out on value 273 00:11:08,160 --> 00:11:10,040 that you could have had otherwise. 274 00:11:10,040 --> 00:11:13,120 So essentially that's just sent me into a little bit 275 00:11:13,120 --> 00:11:15,520 of a self discovery journey of figuring out 276 00:11:15,520 --> 00:11:16,720 what I could have done better, 277 00:11:16,720 --> 00:11:18,320 what I should have done better, 278 00:11:18,320 --> 00:11:21,240 what I could help other sellers do better in the future 279 00:11:21,240 --> 00:11:23,160 that might not have had that same guy. 280 00:11:23,160 --> 00:11:28,160 Wow, there's a lot of self awareness 281 00:11:28,400 --> 00:11:31,600 but also a lot of world awareness and that reality. 282 00:11:31,600 --> 00:11:35,200 And I wish at 27, I had already been thinking 283 00:11:35,200 --> 00:11:36,560 about these same concepts. 284 00:11:36,560 --> 00:11:38,680 I wasn't considering that. 285 00:11:40,200 --> 00:11:42,040 And with the baby boomers, for instance, 286 00:11:42,040 --> 00:11:43,700 that generation right now, 287 00:11:43,700 --> 00:11:46,460 a lot of them are in a position where they wanna retire 288 00:11:46,460 --> 00:11:50,520 and they're facing this perhaps with more haste, 289 00:11:50,520 --> 00:11:53,680 need like they had this sense of urgency 290 00:11:53,680 --> 00:11:56,200 that some of the younger individuals 291 00:11:58,480 --> 00:12:01,120 don't have to worry about so much. 292 00:12:01,120 --> 00:12:04,560 But one of the things that I loved about your messaging 293 00:12:05,840 --> 00:12:08,520 was you kind of, one of the messages I saw about you 294 00:12:08,520 --> 00:12:11,800 said like, I'm fairly new to this. 295 00:12:11,800 --> 00:12:13,680 You weren't claiming to be the venture capitalist, 296 00:12:13,680 --> 00:12:15,440 Richard Branson of the world who's gonna like, 297 00:12:15,440 --> 00:12:18,200 I'm gonna do everything perfectly and I'm your guru. 298 00:12:18,200 --> 00:12:21,120 You really took that I am not your guru line 299 00:12:21,120 --> 00:12:24,360 by Tony Robbins and applied it to your approach. 300 00:12:24,360 --> 00:12:25,760 And that's what made me say like, 301 00:12:25,760 --> 00:12:30,760 wow, this guy's got a strength to him of reality. 302 00:12:30,760 --> 00:12:32,100 Maybe some people call it certainty. 303 00:12:32,100 --> 00:12:34,040 I would call it a strength of reality 304 00:12:34,040 --> 00:12:39,040 that tells me you're probably gonna explore things 305 00:12:39,040 --> 00:12:42,320 differently than somebody who is pointed and like, 306 00:12:42,320 --> 00:12:43,280 I know exactly what you should do. 307 00:12:43,280 --> 00:12:44,680 I know how you should do it. 308 00:12:44,680 --> 00:12:46,520 They're already, they're like off to the races 309 00:12:46,520 --> 00:12:47,640 before they find out what you want. 310 00:12:47,640 --> 00:12:49,160 How did you get that? 311 00:12:49,160 --> 00:12:51,680 How did you get that sense of poise 312 00:12:51,680 --> 00:12:55,080 of being willing to evaluate perspectives 313 00:12:55,080 --> 00:12:56,720 that aren't your own? 314 00:12:56,720 --> 00:12:57,880 It's a great question. 315 00:12:57,880 --> 00:13:00,440 And I'll get to a little bit of a recommendation 316 00:13:00,440 --> 00:13:02,320 for maybe some early on entrepreneurs 317 00:13:02,320 --> 00:13:04,960 that might be in a position even remotely similar 318 00:13:04,960 --> 00:13:08,400 to the one I'm in now where I'm consulting with, 319 00:13:08,400 --> 00:13:11,040 in many cases, people with a lot more business experience 320 00:13:11,040 --> 00:13:13,160 than me, but just on a particular area 321 00:13:13,160 --> 00:13:14,960 that they might not know about. 322 00:13:14,960 --> 00:13:19,120 And one of the core founding principles of Scale for Sale 323 00:13:19,120 --> 00:13:21,080 is humility for this reason. 324 00:13:21,080 --> 00:13:25,640 It's just staying open to that new feedback, new experience. 325 00:13:25,640 --> 00:13:27,060 And when I first started it, 326 00:13:27,060 --> 00:13:29,360 that wasn't one of the core principles. 327 00:13:29,360 --> 00:13:32,480 And I had learned very quickly that it needed to be 328 00:13:32,480 --> 00:13:35,720 because I had a little bit of a chip on my shoulder 329 00:13:35,720 --> 00:13:39,240 from the imposter syndrome of being in this new position 330 00:13:39,240 --> 00:13:42,000 where I'm this young guy, I was 26 at the time, 331 00:13:42,000 --> 00:13:44,680 not even 27, 26 at the time, 332 00:13:44,680 --> 00:13:47,120 and dealing with all clients 333 00:13:47,120 --> 00:13:49,580 that were a good bit older than me. 334 00:13:49,580 --> 00:13:51,200 And I dealt with imposter syndrome 335 00:13:51,200 --> 00:13:54,020 in other positions before, but for whatever reason, 336 00:13:54,020 --> 00:13:55,640 I just had this chip on my shoulder 337 00:13:55,640 --> 00:13:58,600 and I felt like I needed to project a bigger version 338 00:13:58,600 --> 00:14:02,360 of myself than I actually was in order to kind of impress them 339 00:14:02,360 --> 00:14:04,780 or make them feel like I had all the answers. 340 00:14:04,780 --> 00:14:07,280 And then that didn't work at all. 341 00:14:07,280 --> 00:14:09,120 I couldn't get clients. 342 00:14:09,120 --> 00:14:12,120 I couldn't really grow my business at all 343 00:14:12,120 --> 00:14:13,280 with that attitude. 344 00:14:13,280 --> 00:14:16,640 And for whatever reason, I kind of ended up realizing, 345 00:14:16,640 --> 00:14:18,360 I think I'm going about this all wrong 346 00:14:18,360 --> 00:14:21,300 and I need to just be totally transparent. 347 00:14:21,300 --> 00:14:24,360 Another core principle now of scale for sale 348 00:14:24,360 --> 00:14:25,480 is transparency. 349 00:14:25,480 --> 00:14:28,360 I realized I needed to just be as transparent as possible 350 00:14:28,360 --> 00:14:31,600 and just say, focus more on, hey, here's what I did wrong. 351 00:14:31,600 --> 00:14:34,840 And here's why I went on this self-discovery journey 352 00:14:34,840 --> 00:14:36,360 to learn all these things. 353 00:14:36,360 --> 00:14:38,960 Here's what I think I might've done right. 354 00:14:38,960 --> 00:14:41,080 And here's what I've learned along the way. 355 00:14:41,080 --> 00:14:43,800 And that ended up resonating with potential clients 356 00:14:43,800 --> 00:14:44,640 way more. 357 00:14:44,640 --> 00:14:46,620 And some of them now work with me. 358 00:14:46,620 --> 00:14:49,800 Some of them are kind of learning from me, 359 00:14:49,800 --> 00:14:51,680 may end up working with me in the future. 360 00:14:51,680 --> 00:14:55,300 And I've just realized that being totally transparent 361 00:14:55,300 --> 00:14:57,640 in that way has brought me more success 362 00:14:57,640 --> 00:15:00,760 than not being so in the past. 363 00:15:00,760 --> 00:15:03,080 Yeah, that's a huge discovery. 364 00:15:05,880 --> 00:15:06,780 I'm trying to think. 365 00:15:06,780 --> 00:15:08,880 There's so many great stories of people 366 00:15:08,880 --> 00:15:12,760 who went through that discovery. 367 00:15:12,760 --> 00:15:18,160 I'm talking about elite leaders who had that hit in the face. 368 00:15:18,160 --> 00:15:19,880 Man, I need to make this adjustment. 369 00:15:19,880 --> 00:15:21,480 And it's sometimes hard to realize 370 00:15:21,480 --> 00:15:23,080 that there's a massive opportunity 371 00:15:23,080 --> 00:15:26,440 to get onto that train right then and there 372 00:15:26,440 --> 00:15:28,880 while that's happening. 373 00:15:28,880 --> 00:15:31,120 While the world often judges and says, 374 00:15:31,120 --> 00:15:33,440 oh, that person can't change or that person 375 00:15:33,440 --> 00:15:38,120 won't make these adjustments, your speech patterns 376 00:15:38,120 --> 00:15:44,120 don't represent somebody who realizes 377 00:15:44,120 --> 00:15:48,080 they need to make that change but is slow to pick up 378 00:15:48,080 --> 00:15:49,640 the pieces and put it together. 379 00:15:49,640 --> 00:15:50,440 How the heck have you? 380 00:15:50,440 --> 00:15:52,200 I'm going to just throw it out there, man. 381 00:15:52,200 --> 00:15:54,040 Your humility is strong. 382 00:15:54,040 --> 00:15:57,000 How did you pull it together so fast? 383 00:15:57,000 --> 00:15:58,640 I think I've just had a really good, 384 00:15:58,640 --> 00:16:00,600 I've been lucky enough to have really good role 385 00:16:00,600 --> 00:16:02,080 models in my life. 386 00:16:02,080 --> 00:16:04,600 Even though he's not personally in my life, 387 00:16:04,600 --> 00:16:07,400 a huge kind of unofficial mentor of mine 388 00:16:07,400 --> 00:16:10,400 has been a guy by the name of Alex Hormozi. 389 00:16:10,400 --> 00:16:12,560 For anyone in the audience who's not familiar, 390 00:16:12,560 --> 00:16:16,840 which is fewer and fewer of the population by the day, 391 00:16:16,840 --> 00:16:18,360 highly recommend that guy. 392 00:16:18,360 --> 00:16:22,800 He manages hundreds of millions of dollars 393 00:16:22,800 --> 00:16:25,760 and is one of the most humble guys you could ever hear talk. 394 00:16:25,760 --> 00:16:27,480 And so I think I've just kind of picked up 395 00:16:27,480 --> 00:16:30,200 on the qualities of some of these people 396 00:16:30,200 --> 00:16:34,200 that I would like to be like and that I would like to emulate 397 00:16:34,200 --> 00:16:36,840 in certain ways along the way. 398 00:16:36,840 --> 00:16:40,320 And another thing that he says is intelligence 399 00:16:40,320 --> 00:16:42,040 is speed of learning. 400 00:16:42,040 --> 00:16:45,600 And learning is hearing something and then actually 401 00:16:45,600 --> 00:16:47,280 changing your action. 402 00:16:47,280 --> 00:16:48,720 And the first time that I heard that, 403 00:16:48,720 --> 00:16:51,440 I really took that to heart and realized, you know what? 404 00:16:51,440 --> 00:16:54,600 There's so many things that I've been told so many times 405 00:16:54,600 --> 00:16:57,800 that I haven't let change my actions. 406 00:16:57,800 --> 00:17:01,280 And I tried to focus on changing my actions for the better 407 00:17:01,280 --> 00:17:02,960 when I did hear something. 408 00:17:02,960 --> 00:17:05,200 That's been a little bit of a help for me. 409 00:17:05,200 --> 00:17:06,000 That's huge, man. 410 00:17:06,000 --> 00:17:08,680 And so anybody who's ever heard Gary Vaynerchuk 411 00:17:08,680 --> 00:17:11,360 or anybody in life talk about your circle of five 412 00:17:11,360 --> 00:17:14,400 or your circle of 10, that inner circle that can advise you, 413 00:17:14,400 --> 00:17:16,560 what I hear Brody talking about openly 414 00:17:16,560 --> 00:17:19,400 is that that inner circle may not even 415 00:17:19,400 --> 00:17:22,080 be one that you have a direct connection to. 416 00:17:22,080 --> 00:17:25,280 And I've seen that to be the case, again, 417 00:17:25,280 --> 00:17:27,000 with most of the leaders that I interview. 418 00:17:27,000 --> 00:17:30,040 They're willing to buy into concepts 419 00:17:30,040 --> 00:17:32,200 and understand that they're not limited 420 00:17:32,200 --> 00:17:35,960 by their physical environments, thanks to the internet. 421 00:17:35,960 --> 00:17:37,400 And thanks to the resources. 422 00:17:37,400 --> 00:17:39,600 So I'm not saying abandon everybody around you. 423 00:17:39,600 --> 00:17:42,000 But for those of you who are visionaries 424 00:17:42,000 --> 00:17:44,960 who find the people around you in your life strangle 425 00:17:44,960 --> 00:17:48,800 your vision or suffocate you and what it is that you want, 426 00:17:48,800 --> 00:17:50,760 while it would be easy to say, man, I 427 00:17:50,760 --> 00:17:54,680 don't have friends in my life who are supporting me 428 00:17:54,680 --> 00:17:58,520 or giving me that guidance, you have YouTube. 429 00:17:58,520 --> 00:18:00,120 You have podcasts. 430 00:18:00,120 --> 00:18:03,280 You have amazing resources like Alex, 431 00:18:03,280 --> 00:18:06,800 whose book $100 million offer is awesome. 432 00:18:06,800 --> 00:18:12,080 It also had a big impact on how I established my brands. 433 00:18:12,080 --> 00:18:15,040 I was gifted a little bit of an inner circle experience 434 00:18:15,040 --> 00:18:18,400 with that in that he writes about a newspaper startup that 435 00:18:18,400 --> 00:18:20,720 was driving digital revenue streams. 436 00:18:20,720 --> 00:18:22,760 That was my first startup. 437 00:18:22,760 --> 00:18:23,960 I was part of that company. 438 00:18:23,960 --> 00:18:26,240 I was the first sales rep hired for them. 439 00:18:26,240 --> 00:18:30,120 So I'm reading this book and seeing my story, in essence, 440 00:18:30,120 --> 00:18:31,520 be published about Lloyd. 441 00:18:31,520 --> 00:18:34,360 And I'm like, whoa, this is crazy. 442 00:18:34,360 --> 00:18:37,320 What a small world and coincidence. 443 00:18:37,320 --> 00:18:39,640 And there's other things to learn about that beyond it. 444 00:18:39,640 --> 00:18:41,720 But let's dive right back into your vision. 445 00:18:41,720 --> 00:18:43,920 So what is your vision? 446 00:18:43,920 --> 00:18:46,240 What's the outcome look like for those that you serve? 447 00:18:46,240 --> 00:18:47,840 What do you want to see them accomplish 448 00:18:47,840 --> 00:18:51,000 other than Ferraris and islands and what everybody dreams 449 00:18:51,000 --> 00:18:53,840 about when they're selling a business and are like, oh, 450 00:18:53,840 --> 00:18:57,240 my gosh, I can be a multi, multi-trillionaire? 451 00:18:57,240 --> 00:19:00,760 Well, I'll start with my mission because it feeds into it. 452 00:19:00,760 --> 00:19:03,640 My mission very simply is to empower business owners 453 00:19:03,640 --> 00:19:07,640 to sell for more because I saw that there's a lot of them 454 00:19:07,640 --> 00:19:09,080 that are on a track where they're not 455 00:19:09,080 --> 00:19:11,480 going to be able to sell for the amount 456 00:19:11,480 --> 00:19:12,480 that they would like to. 457 00:19:12,480 --> 00:19:14,560 There's a little bit of a mismatch there. 458 00:19:14,560 --> 00:19:19,320 And so my vision is to impact as many business owners, 459 00:19:19,320 --> 00:19:22,960 whether indirectly or directly, as humanly possible. 460 00:19:22,960 --> 00:19:26,800 I'd like to impact whether it's just a single impression 461 00:19:26,800 --> 00:19:29,720 on Instagram that helps influence them 462 00:19:29,720 --> 00:19:32,760 one degree closer to selling for more. 463 00:19:32,760 --> 00:19:37,760 I'd like to influence at least 500,000 business owners 464 00:19:38,520 --> 00:19:41,560 this year into that positive direction 465 00:19:41,560 --> 00:19:44,600 because in this self-discovery journey, 466 00:19:44,600 --> 00:19:49,600 I am fully bought in on the mindset of building to sell, 467 00:19:49,960 --> 00:19:53,080 equalling more growth, more opportunity, 468 00:19:53,080 --> 00:19:57,560 better business practices, and ultimately that pot of gold 469 00:19:57,560 --> 00:19:59,280 that you mentioned at the end of the rainbow, 470 00:19:59,280 --> 00:20:04,160 which is a big sum of money that creates freedom. 471 00:20:04,160 --> 00:20:07,200 I think a lot of entrepreneurs are after freedom, 472 00:20:07,200 --> 00:20:10,400 whether that be freedom through money, through time, 473 00:20:10,400 --> 00:20:12,320 whatever that looks like for them. 474 00:20:12,320 --> 00:20:15,760 And I've seen very small glimpses, albeit, 475 00:20:15,760 --> 00:20:19,120 but little glimpses of what that can do 476 00:20:19,120 --> 00:20:21,560 through transfer of wealth that happens 477 00:20:21,560 --> 00:20:23,440 after selling a business. 478 00:20:23,440 --> 00:20:26,520 And I want as many other entrepreneurs 479 00:20:26,520 --> 00:20:28,800 to be able to achieve that as possible. 480 00:20:28,800 --> 00:20:31,640 A lot of entrepreneurs end up getting trapped 481 00:20:31,640 --> 00:20:35,160 into the same type of nine to five, 482 00:20:35,160 --> 00:20:39,360 except the nine is like 9 p.m. to 5 a.m., 483 00:20:39,360 --> 00:20:42,160 sometimes trapped that they're trying to escape 484 00:20:42,160 --> 00:20:45,520 in the first place, and ultimately just working 485 00:20:45,520 --> 00:20:49,720 even more than they wanted to in pursuit of that freedom. 486 00:20:49,720 --> 00:20:51,640 And I think that that shouldn't be the case, 487 00:20:51,640 --> 00:20:55,560 and it just comes down to kind of a lack of knowledge 488 00:20:55,560 --> 00:20:57,960 or lack of exposure to some of these concepts 489 00:20:57,960 --> 00:21:00,040 that I hope to get out there. 490 00:21:00,040 --> 00:21:01,840 Yeah, very good. 491 00:21:01,840 --> 00:21:03,680 And I would call it, for me, 492 00:21:03,680 --> 00:21:07,280 we key in on freedom of choice for entrepreneurs, right? 493 00:21:07,280 --> 00:21:10,360 The ability to choose without the external pressures. 494 00:21:11,360 --> 00:21:13,440 And a lot of that just has to do with mindset, 495 00:21:13,440 --> 00:21:16,440 but some of that also does have to do 496 00:21:16,440 --> 00:21:17,880 with setting up your circumstances 497 00:21:17,880 --> 00:21:19,900 so that you're capable of doing it. 498 00:21:20,920 --> 00:21:23,200 What's your vision for yourself? 499 00:21:23,200 --> 00:21:26,480 My vision for myself is to become 500 00:21:26,480 --> 00:21:30,480 the best, most knowledgeable version of myself 501 00:21:30,480 --> 00:21:33,040 that I'm capable of getting myself to. 502 00:21:33,040 --> 00:21:37,180 I really think that, I really buy into another vision 503 00:21:37,180 --> 00:21:38,360 for all entrepreneurs, 504 00:21:38,360 --> 00:21:41,560 which is that self-growth equals business growth. 505 00:21:41,560 --> 00:21:44,880 And so in this pursuit of teaching others 506 00:21:44,880 --> 00:21:48,800 how to build to sell, I'd like to be kind of a beacon 507 00:21:48,800 --> 00:21:51,120 and an example of doing that myself. 508 00:21:51,120 --> 00:21:54,840 And so I really try to pour into as much new knowledge, 509 00:21:54,840 --> 00:21:56,800 education, personal growth, 510 00:21:56,800 --> 00:21:59,360 and as many areas of my life as possible 511 00:21:59,360 --> 00:22:02,360 because I believe that, and I've seen in the past, 512 00:22:02,360 --> 00:22:04,480 that that equals business growth 513 00:22:04,480 --> 00:22:07,800 and new heights for my business. 514 00:22:07,800 --> 00:22:11,760 So my vision for myself is just becoming the best, 515 00:22:11,760 --> 00:22:14,640 most knowledgeable version of myself that I can be, 516 00:22:14,640 --> 00:22:17,120 that I can achieve while I'm on this planet. 517 00:22:17,120 --> 00:22:18,160 I love it. 518 00:22:18,160 --> 00:22:22,080 What's your worst leadership experience ever? 519 00:22:22,080 --> 00:22:23,040 This can be yours. 520 00:22:23,040 --> 00:22:25,080 This can be somebody else's. 521 00:22:25,080 --> 00:22:27,320 This could be a movie you've seen, 522 00:22:27,320 --> 00:22:29,200 where the audience, right? 523 00:22:29,200 --> 00:22:31,440 It's all about what's gonna guide them 524 00:22:31,440 --> 00:22:35,020 towards maybe not doing that or seeing the flip side. 525 00:22:37,360 --> 00:22:42,360 So the worst leadership experience I've seen, 526 00:22:43,440 --> 00:22:46,480 and this was a previous associate 527 00:22:46,480 --> 00:22:49,900 that I was partnered with for a short time. 528 00:22:49,900 --> 00:22:54,900 And long story short, we were in a room full of about 529 00:22:55,680 --> 00:23:00,680 maybe 30 or so people that were working on a contract for us. 530 00:23:00,720 --> 00:23:03,500 And this guy had gotten really frustrated 531 00:23:03,500 --> 00:23:07,680 by just the lack of growth in certain areas 532 00:23:07,680 --> 00:23:11,000 and the struggle of not being able to pay ourselves early on 533 00:23:11,000 --> 00:23:14,320 and needing to kind of fuel back into the business. 534 00:23:14,320 --> 00:23:17,480 And so he got up in front of this group of 30 people, 535 00:23:17,480 --> 00:23:19,920 just frustrated, not thinking about them, 536 00:23:19,920 --> 00:23:22,140 but thinking about himself. 537 00:23:22,140 --> 00:23:24,680 And he complained about not being able 538 00:23:24,680 --> 00:23:26,040 to pay ourselves as owners. 539 00:23:26,040 --> 00:23:30,160 And that moment, I just knew we lost these people. 540 00:23:31,160 --> 00:23:33,160 That's not what leadership is, 541 00:23:33,160 --> 00:23:36,360 and that's not what being a visionary is. 542 00:23:36,360 --> 00:23:38,560 And that taught me a really important lesson actually, 543 00:23:38,560 --> 00:23:43,480 which is that I think that leaders deflect credit 544 00:23:43,480 --> 00:23:45,720 and accept blame. 545 00:23:45,720 --> 00:23:48,800 So what I mean by that is the best leaders, 546 00:23:48,800 --> 00:23:50,400 if something goes right, 547 00:23:50,400 --> 00:23:53,640 they give that credit to other people. 548 00:23:53,640 --> 00:23:55,480 And if something goes wrong, 549 00:23:55,480 --> 00:23:58,360 they take that blame for themselves and internalize that. 550 00:23:58,360 --> 00:23:59,520 And that brings growth, 551 00:23:59,520 --> 00:24:02,240 but it also makes you the type of person 552 00:24:02,240 --> 00:24:04,800 that someone would wanna aspire to be towards. 553 00:24:04,800 --> 00:24:08,080 And I was frustrated for those same reasons that he was, 554 00:24:08,080 --> 00:24:10,200 and that very easily could have been me 555 00:24:10,200 --> 00:24:11,800 up there and complaining, 556 00:24:11,800 --> 00:24:14,240 but just something about hearing it third hand 557 00:24:14,240 --> 00:24:17,840 and the way that it came off really taught me that lesson. 558 00:24:17,840 --> 00:24:18,680 Nice, man. 559 00:24:18,680 --> 00:24:21,920 I was a slow, slow learner with these concepts. 560 00:24:21,920 --> 00:24:25,000 I was gifted the seeds early on, thanks to sports. 561 00:24:25,000 --> 00:24:27,440 That's why I was asking about sports in the beginning. 562 00:24:27,440 --> 00:24:31,280 It's one of the ways that I know who's a team player 563 00:24:31,280 --> 00:24:35,720 and understands team concepts and strategy 564 00:24:35,720 --> 00:24:37,360 and overcoming conflict and all that. 565 00:24:37,360 --> 00:24:38,660 It matters a lot. 566 00:24:38,660 --> 00:24:43,660 And then FIFA soccer, FIFA, it was, I don't know, 567 00:24:43,660 --> 00:24:47,220 I think it was like 2003 or 2001 edition, 568 00:24:47,220 --> 00:24:48,500 I was playing that game. 569 00:24:48,500 --> 00:24:52,100 And you were the manager for the team that you're playing. 570 00:24:52,100 --> 00:24:56,100 And at the end of the seasons or the integrate games, 571 00:24:56,100 --> 00:24:58,580 you'd read the description of what the coach would say 572 00:24:58,580 --> 00:25:00,380 to the reporters about the team. 573 00:25:00,380 --> 00:25:02,020 Oh, this is all a team game. 574 00:25:02,020 --> 00:25:04,200 It's not us, it's my team. 575 00:25:04,200 --> 00:25:07,780 I saw that pattern over and over in that game. 576 00:25:07,780 --> 00:25:10,620 And I see it in sports interviews afterwards. 577 00:25:10,620 --> 00:25:13,420 And it took me a long time to realize, 578 00:25:13,420 --> 00:25:14,900 oh, I should do that. 579 00:25:14,900 --> 00:25:18,900 That's how championship level organizations win. 580 00:25:18,900 --> 00:25:21,780 It's no surprise to me that not only is entertainment 581 00:25:21,780 --> 00:25:23,680 that drives it, but sports industries, 582 00:25:23,680 --> 00:25:26,020 because of their championship level behaviors, 583 00:25:26,020 --> 00:25:28,660 drives insane amounts of profits. 584 00:25:28,660 --> 00:25:31,100 So I would say it validates what you said very much. 585 00:25:31,100 --> 00:25:34,300 Watch any sports interviews after games 586 00:25:34,300 --> 00:25:36,620 and see what the players say about their teammates 587 00:25:36,620 --> 00:25:37,440 and beyond. 588 00:25:37,440 --> 00:25:40,100 And you can usually see the strength of the organization 589 00:25:40,100 --> 00:25:43,020 or the fracturing that's occurring. 590 00:25:43,020 --> 00:25:44,100 I totally agree. 591 00:25:44,100 --> 00:25:47,880 I had a thought actually just yesterday or the day before 592 00:25:47,880 --> 00:25:50,560 about sports, because I've always been really big 593 00:25:50,560 --> 00:25:53,180 on listening to high level athletes, 594 00:25:53,180 --> 00:25:55,060 like in any interviews that they do, 595 00:25:55,060 --> 00:25:57,380 which many times they don't have a lot of time 596 00:25:57,380 --> 00:25:58,220 to do interviews. 597 00:25:58,220 --> 00:26:02,260 But I remember I caught one of Kobe Bryant's last interviews 598 00:26:02,260 --> 00:26:05,860 with Patrick Bette David not too long ago. 599 00:26:05,860 --> 00:26:07,500 And it was fantastic. 600 00:26:07,500 --> 00:26:12,200 And I had this thought about that particular interview 601 00:26:12,200 --> 00:26:16,500 shortly after watching it, which is that I think 602 00:26:16,500 --> 00:26:19,300 we're very lucky in the sense that sports tend to be 603 00:26:19,300 --> 00:26:22,580 so highly publicized, because like you said, 604 00:26:22,580 --> 00:26:25,620 there's so much to be learned from those team dynamics. 605 00:26:25,620 --> 00:26:30,500 And also the leadership of someone like a Nick Saban 606 00:26:30,500 --> 00:26:34,780 or like an Andy Reid, going back to the football world, 607 00:26:34,780 --> 00:26:38,440 being able to consistently lead these championship teams 608 00:26:38,440 --> 00:26:41,700 to victory through game after game after game 609 00:26:41,700 --> 00:26:43,500 and through these difficult times. 610 00:26:43,500 --> 00:26:46,460 There's so many things to be able to be learned from those. 611 00:26:46,460 --> 00:26:49,960 And so I really like to pay attention to sports interviews, 612 00:26:49,960 --> 00:26:51,620 high level things. 613 00:26:51,620 --> 00:26:54,040 The little, I think it's really about picking up 614 00:26:54,040 --> 00:26:57,640 on these little habits that these people do 615 00:26:57,640 --> 00:26:59,620 that are achievable for you. 616 00:26:59,620 --> 00:27:02,660 Little things that you can actually grasp 617 00:27:02,660 --> 00:27:05,120 and take hold of at that time. 618 00:27:05,120 --> 00:27:08,660 Because I mean, you or me could probably listen 619 00:27:08,660 --> 00:27:10,820 to an interview from Jeff Bezos 620 00:27:10,820 --> 00:27:13,320 and he could say all these things that he does. 621 00:27:13,320 --> 00:27:15,420 A lot of it's not gonna resonate with us 622 00:27:15,420 --> 00:27:17,580 because he's so far removed. 623 00:27:17,580 --> 00:27:21,100 But I think listening to and trying to emulate 624 00:27:21,100 --> 00:27:24,340 little parts of something that someone's done in their past 625 00:27:24,340 --> 00:27:26,420 that has allowed them to be successful 626 00:27:26,420 --> 00:27:29,060 and figuring out when you're at the right point 627 00:27:29,060 --> 00:27:31,220 to try those things and to bring those things 628 00:27:31,220 --> 00:27:32,060 into your life. 629 00:27:32,060 --> 00:27:34,460 I think it's all about collecting a bunch of those 630 00:27:34,460 --> 00:27:36,160 and knowing when to implement them. 631 00:27:37,220 --> 00:27:38,740 You bring up an excellent point 632 00:27:38,740 --> 00:27:40,620 about the Jeff Bezos concept. 633 00:27:40,620 --> 00:27:44,940 And it's one that, I mean, I'm sad at how many people 634 00:27:44,940 --> 00:27:48,780 accidentally do want to relate to the reality 635 00:27:48,780 --> 00:27:52,700 of the messaging that's shared and they lose the context. 636 00:27:52,700 --> 00:27:53,680 Here's what I mean by that. 637 00:27:53,680 --> 00:27:56,900 If Bill Gates tells me today, hey Jackson, 638 00:27:56,900 --> 00:27:59,780 I just found this new cool system called Threads 639 00:27:59,780 --> 00:28:02,020 and it's crushed it for my business. 640 00:28:02,020 --> 00:28:03,580 And I go into that mindset saying, 641 00:28:03,580 --> 00:28:08,580 oh, if I just do what Bill did, I'll have the same results. 642 00:28:08,700 --> 00:28:10,260 I'm not Bill Gates. 643 00:28:10,260 --> 00:28:11,860 It ain't gonna happen for me the same way 644 00:28:11,860 --> 00:28:12,900 that it happened for him. 645 00:28:12,900 --> 00:28:16,780 There's too many variables that we often don't associate 646 00:28:16,780 --> 00:28:18,280 with in those scenarios. 647 00:28:18,280 --> 00:28:20,860 But to double down on that, the other challenge, 648 00:28:20,860 --> 00:28:23,300 well, I do, I mean, I love everybody. 649 00:28:23,300 --> 00:28:25,780 I really strive to make sure that that's my mindset. 650 00:28:25,780 --> 00:28:30,780 But whether it's Tony Robbins or Elon Musk or Grant Cardone, 651 00:28:30,780 --> 00:28:34,220 those programs I do not love, but as a person, 652 00:28:34,220 --> 00:28:36,740 as a human being, he does have his virtues 653 00:28:36,740 --> 00:28:38,180 that I try to respect. 654 00:28:38,180 --> 00:28:40,980 However, none of those business names 655 00:28:40,980 --> 00:28:44,860 in the private environment have a track record 656 00:28:44,860 --> 00:28:47,820 that is public enough for me to say, 657 00:28:47,820 --> 00:28:50,380 hmm, I should follow that formula. 658 00:28:50,380 --> 00:28:52,260 It's too privately held. 659 00:28:52,260 --> 00:28:54,780 On the sports side though, 660 00:28:54,780 --> 00:28:56,660 where we have the win loss records 661 00:28:56,660 --> 00:28:58,940 and we can see who's winning, who's losing, 662 00:28:58,940 --> 00:29:01,020 how are they winning, what contracts are they set? 663 00:29:01,020 --> 00:29:04,780 We're so fast into society by how the operations go 664 00:29:04,780 --> 00:29:07,420 that we almost have complete transparency 665 00:29:07,420 --> 00:29:09,820 around how those organizations build. 666 00:29:09,820 --> 00:29:12,380 So I don't look at other business coaches and say, 667 00:29:12,380 --> 00:29:15,100 oh yeah, he's amazing and he should, 668 00:29:15,100 --> 00:29:16,940 no, I don't know if he shared everything or not. 669 00:29:16,940 --> 00:29:19,820 He might be holding his best ingredients back. 670 00:29:19,820 --> 00:29:23,380 And so I always take the information that comes in 671 00:29:23,380 --> 00:29:24,220 with a grain of salt. 672 00:29:24,220 --> 00:29:27,140 I hope people do the same with what I share. 673 00:29:27,140 --> 00:29:29,180 I have a privately held company. 674 00:29:29,180 --> 00:29:31,200 And so I'll get off my soapbox on that. 675 00:29:31,200 --> 00:29:33,000 Let's go into a new territory. 676 00:29:33,860 --> 00:29:36,340 What's your best leadership experience ever? 677 00:29:36,340 --> 00:29:37,500 What's that look like? 678 00:29:38,580 --> 00:29:40,700 My best leadership experience, 679 00:29:40,700 --> 00:29:43,300 I think is probably yet to come, 680 00:29:43,300 --> 00:29:48,300 but the best that I've had so far, it's a great question. 681 00:29:48,700 --> 00:29:53,700 I would say early on in the company that I did sell, 682 00:29:54,560 --> 00:29:59,420 we were able to, and this is less of a story 683 00:29:59,420 --> 00:30:00,760 about my own leadership, 684 00:30:00,760 --> 00:30:03,860 more about being able to identify leadership. 685 00:30:03,860 --> 00:30:05,660 And I hope someone can learn from this 686 00:30:05,660 --> 00:30:10,380 that maybe has someone that is showing leadership qualities. 687 00:30:10,380 --> 00:30:14,660 But early on in the staffing company that I sold last year, 688 00:30:14,660 --> 00:30:16,660 our first contract in fact, 689 00:30:16,660 --> 00:30:19,700 we had about 60 people working on it. 690 00:30:19,700 --> 00:30:22,360 And there was one person in particular 691 00:30:22,360 --> 00:30:25,660 that just started really taking initiative, 692 00:30:25,660 --> 00:30:27,880 bringing ideas to the table, 693 00:30:27,880 --> 00:30:29,740 was at the same level as everyone else, 694 00:30:29,740 --> 00:30:31,520 but was showing all this, 695 00:30:31,520 --> 00:30:34,620 what I would call discretionary effort 696 00:30:34,620 --> 00:30:37,180 without any incentive to do so. 697 00:30:37,180 --> 00:30:41,020 And for whatever reason, we ended up catching on to that. 698 00:30:41,020 --> 00:30:43,040 And this particular person went all the way 699 00:30:43,040 --> 00:30:46,860 from being a simple worker on our first contract, 700 00:30:46,860 --> 00:30:49,060 not even in a leadership position, 701 00:30:49,060 --> 00:30:51,620 to being promoted to a leader of that contract, 702 00:30:51,620 --> 00:30:55,840 then an operations manager, then a director of operations, 703 00:30:55,840 --> 00:30:58,520 and then eventually our chief operating officer 704 00:30:58,520 --> 00:31:00,500 over the course of a couple of years. 705 00:31:00,500 --> 00:31:03,780 And the only reason we were able to get him on that track 706 00:31:03,780 --> 00:31:07,420 and get him to that point is because he showed 707 00:31:07,420 --> 00:31:11,580 that discretionary effort and the initiative taking. 708 00:31:11,580 --> 00:31:15,220 So that's the best leadership experience I've had 709 00:31:15,220 --> 00:31:18,520 in the sense that it taught me how to identify 710 00:31:18,520 --> 00:31:21,580 future leaders and people that have potential. 711 00:31:21,580 --> 00:31:26,180 And I would credit him and the position that he was in 712 00:31:26,180 --> 00:31:28,480 actually more than anything for the ability 713 00:31:28,480 --> 00:31:30,460 that we had to sell the company 714 00:31:30,460 --> 00:31:32,300 without a couple of us staying in it, 715 00:31:32,300 --> 00:31:36,220 because he was managing all of the operations at that point. 716 00:31:36,220 --> 00:31:38,740 So he ended up staying on as part of the sale. 717 00:31:38,740 --> 00:31:40,980 And I really only think we were able to sell it 718 00:31:40,980 --> 00:31:42,920 because he was in that position. 719 00:31:44,140 --> 00:31:46,460 That's the mic drop of all mic drops, 720 00:31:46,460 --> 00:31:50,380 the best leadership is somebody who's been on your team 721 00:31:50,380 --> 00:31:51,260 following your lead. 722 00:31:51,260 --> 00:31:52,940 So love it, dude. 723 00:31:52,940 --> 00:31:55,340 What, if there was one powerful lesson, 724 00:31:55,340 --> 00:31:58,140 if this was the last chance to share a powerful lesson 725 00:31:58,140 --> 00:31:59,380 with other visionaries, 726 00:31:59,380 --> 00:32:02,100 what can they learn from your experience? 727 00:32:02,100 --> 00:32:03,900 If you wanna be a visionary, 728 00:32:03,900 --> 00:32:06,380 I think it starts with your sweet spot. 729 00:32:06,380 --> 00:32:09,700 And I tell everyone that everyone in the world 730 00:32:09,700 --> 00:32:12,120 has at least one interest 731 00:32:12,120 --> 00:32:14,480 that they're more interested in than the average person, 732 00:32:14,480 --> 00:32:16,340 or one skill that they're more skilled in 733 00:32:16,340 --> 00:32:18,060 than the average person. 734 00:32:18,060 --> 00:32:18,980 Maybe you have both, 735 00:32:18,980 --> 00:32:21,020 maybe you're lucky enough to have both. 736 00:32:21,020 --> 00:32:23,000 But the other side of that coin, 737 00:32:23,000 --> 00:32:25,580 the other side of the Venn diagram of that, so to speak, 738 00:32:25,580 --> 00:32:27,740 is needs of the market. 739 00:32:27,740 --> 00:32:30,820 So things that people are willing to pay money for. 740 00:32:30,820 --> 00:32:33,780 And your sweet spot is where the two of those intersect, 741 00:32:33,780 --> 00:32:35,740 where your skill or your interest 742 00:32:35,740 --> 00:32:37,820 or a combination of the two 743 00:32:37,820 --> 00:32:39,620 actually find a place that people 744 00:32:39,620 --> 00:32:41,380 are willing to pay money for. 745 00:32:41,380 --> 00:32:44,100 And you'll build something so much more impactful 746 00:32:44,100 --> 00:32:47,100 and you'll put so much more effort into something 747 00:32:47,100 --> 00:32:49,100 that actually falls in that category 748 00:32:49,100 --> 00:32:52,100 because you're serving your interest, 749 00:32:52,100 --> 00:32:53,980 building on your skill, 750 00:32:53,980 --> 00:32:56,120 and you're also making money off of it 751 00:32:56,120 --> 00:32:57,500 and serving a market. 752 00:32:57,500 --> 00:32:59,700 And I think that's really, 753 00:32:59,700 --> 00:33:01,980 that's the area that you have to be in 754 00:33:01,980 --> 00:33:04,160 as a visionary to have success. 755 00:33:05,980 --> 00:33:07,180 Well said. 756 00:33:07,180 --> 00:33:08,100 All right. 757 00:33:08,100 --> 00:33:11,900 So with those questions under our belt, 758 00:33:11,900 --> 00:33:14,980 moving back towards the three concepts 759 00:33:14,980 --> 00:33:16,620 you were talking about earlier, 760 00:33:16,620 --> 00:33:18,840 we would catch off on the third one. 761 00:33:18,840 --> 00:33:20,060 We have some time for it. 762 00:33:20,060 --> 00:33:22,300 So I love the big reveal, man. 763 00:33:22,300 --> 00:33:23,660 Let's hear it. 764 00:33:23,660 --> 00:33:24,500 Yeah. 765 00:33:24,500 --> 00:33:26,220 So I loved that question. 766 00:33:26,220 --> 00:33:27,060 And the third one, 767 00:33:27,060 --> 00:33:29,540 so to sum up what I had said before, 768 00:33:29,540 --> 00:33:31,420 first one was owner concentration, 769 00:33:31,420 --> 00:33:34,140 the owner being too involved in their business. 770 00:33:34,140 --> 00:33:37,060 You can't sell a business that you don't stay in 771 00:33:37,060 --> 00:33:38,820 if you're too involved. 772 00:33:38,820 --> 00:33:40,460 So, I mean, in other words, 773 00:33:40,460 --> 00:33:43,540 you're trying to sell a glorified job 774 00:33:43,540 --> 00:33:46,220 when you should be trying to sell a business. 775 00:33:46,220 --> 00:33:48,780 The other one is customer concentration. 776 00:33:48,780 --> 00:33:51,980 So being too dependent on one or a few 777 00:33:51,980 --> 00:33:53,860 different types of customers. 778 00:33:53,860 --> 00:33:58,100 And another one is just not having a consistent 779 00:33:58,100 --> 00:34:03,100 and profitable and repeatable customer acquisition channel. 780 00:34:03,100 --> 00:34:05,180 And so these are actually things pulled 781 00:34:05,180 --> 00:34:08,780 from about 25 different factors that I focus on. 782 00:34:08,780 --> 00:34:12,420 And just the experiences I've had both with myself, 783 00:34:12,420 --> 00:34:13,500 my own businesses, 784 00:34:13,500 --> 00:34:16,260 and also other businesses I consult on 785 00:34:16,260 --> 00:34:18,620 or have sold or helped sell. 786 00:34:18,620 --> 00:34:21,820 But those three are things that are absolutely gonna stop you 787 00:34:21,820 --> 00:34:25,420 from selling as much as you could and should sell for 788 00:34:25,420 --> 00:34:27,020 if you don't get them in order. 789 00:34:27,020 --> 00:34:30,660 So the solutions to those three in order are 790 00:34:30,660 --> 00:34:33,460 delegate tasks effectively and build leaders 791 00:34:33,460 --> 00:34:37,940 within your organization to remove the owner concentration. 792 00:34:37,940 --> 00:34:40,420 And then for the customer concentration, 793 00:34:40,420 --> 00:34:42,700 it really just comes down to finding more customers 794 00:34:42,700 --> 00:34:44,340 and keeping them longer. 795 00:34:44,340 --> 00:34:49,340 And then for the repeatable customer acquisition channels, 796 00:34:49,340 --> 00:34:52,060 I think it comes down to documenting what works 797 00:34:52,060 --> 00:34:57,060 and having people that know how to repeat them. 798 00:34:57,060 --> 00:34:58,140 Awesome. 799 00:34:58,140 --> 00:34:59,740 So if you're looking at the screen, 800 00:34:59,740 --> 00:35:01,140 if you're listening in, 801 00:35:01,140 --> 00:35:03,300 we're showing on the screen some of the concepts, 802 00:35:03,300 --> 00:35:07,860 some of the transparency and recipes 803 00:35:07,860 --> 00:35:10,340 that Brody's willing to share on his website. 804 00:35:10,340 --> 00:35:11,860 I know this is just the beginning. 805 00:35:11,860 --> 00:35:14,700 So it's cool to see that you're starting off so strong again 806 00:35:14,700 --> 00:35:17,180 with that transparency and openness about what you do, 807 00:35:17,180 --> 00:35:20,580 how you do it, what you're learning in the process. 808 00:35:20,580 --> 00:35:22,620 If visionaries, if you wanna reach out to Brody, 809 00:35:22,620 --> 00:35:25,380 you can of course do so on any social media channel 810 00:35:25,380 --> 00:35:26,220 you find him on. 811 00:35:26,220 --> 00:35:29,580 We'll have all of the links that are most relevant 812 00:35:29,580 --> 00:35:32,660 packed into the show notes on the landing page. 813 00:35:32,660 --> 00:35:35,340 And if you have a vision to share, 814 00:35:35,340 --> 00:35:38,180 then by all means there's a button in the top corner 815 00:35:38,180 --> 00:35:41,380 that says, be our guest, apply, come on the show, 816 00:35:41,380 --> 00:35:44,060 share your vision and what you're putting out into the world. 817 00:35:44,060 --> 00:35:46,220 My last question for you Brody is, 818 00:35:46,220 --> 00:35:50,140 if somebody is starting a business today, 819 00:35:50,140 --> 00:35:51,460 is that the type of person 820 00:35:51,460 --> 00:35:53,220 that should also be engaging with you? 821 00:35:53,220 --> 00:35:55,400 Or is there a certain threshold, certain level 822 00:35:55,400 --> 00:35:58,460 they should get to before reaching out? 823 00:35:58,460 --> 00:36:03,060 So these days at the service level that I'm doing, 824 00:36:03,060 --> 00:36:05,580 I start with a company that's been in operations 825 00:36:05,580 --> 00:36:10,580 for a few years and is doing around 250,000 in earnings 826 00:36:10,960 --> 00:36:14,340 or more because that's the area of business 827 00:36:14,340 --> 00:36:17,540 that I'm actually able to provide the most results for 828 00:36:17,540 --> 00:36:20,660 and those that are within the scope of a sale 829 00:36:20,660 --> 00:36:22,180 in the next couple of years. 830 00:36:22,180 --> 00:36:24,380 But as far as engaging with me, 831 00:36:24,380 --> 00:36:27,300 that's the reason that I put out the content that I do 832 00:36:27,300 --> 00:36:30,180 is because the businesses that are not quite at that stage 833 00:36:30,180 --> 00:36:32,180 yet need to know these things even more so 834 00:36:32,180 --> 00:36:34,660 than the businesses that are at that stage. 835 00:36:34,660 --> 00:36:37,380 And so the best way to engage as a business owner 836 00:36:37,380 --> 00:36:39,180 who's beginning this, 837 00:36:39,180 --> 00:36:41,020 I'll give two book recommendations 838 00:36:41,020 --> 00:36:42,460 that I think can really help you out. 839 00:36:42,460 --> 00:36:46,620 One is a $100 million leads by Alex Hormozi, 840 00:36:46,620 --> 00:36:50,180 his newer book, definitely recommend offers as well. 841 00:36:50,180 --> 00:36:51,840 But if you already have your offer, 842 00:36:51,840 --> 00:36:54,100 leads is all about getting customers, 843 00:36:54,100 --> 00:36:57,120 keeping them longer, getting as many leads as possible. 844 00:36:57,120 --> 00:37:00,460 The other one is Built to Sell by John Werelo. 845 00:37:00,460 --> 00:37:04,660 That was massively transformative as I got into this journey 846 00:37:04,660 --> 00:37:07,580 and that's all about building the type of company 847 00:37:07,580 --> 00:37:09,140 that can sell. 848 00:37:09,140 --> 00:37:11,020 Those are foundational knowledge 849 00:37:11,020 --> 00:37:12,300 that I think can help you a lot. 850 00:37:12,300 --> 00:37:15,860 And then I put out YouTube videos and short clips on, 851 00:37:15,860 --> 00:37:18,400 so YouTube is the longer videos 852 00:37:18,400 --> 00:37:21,620 and then I put out shorter clips on Instagram and TikTok 853 00:37:21,620 --> 00:37:23,300 about these types of concepts, 854 00:37:23,300 --> 00:37:25,040 little things that I'm learning along the way 855 00:37:25,040 --> 00:37:27,880 that have helped me or are helping clients. 856 00:37:27,880 --> 00:37:29,400 So if you wanna follow me on there, 857 00:37:29,400 --> 00:37:32,140 I put out content that I think is a little bit more targeted 858 00:37:32,140 --> 00:37:34,760 towards people earlier in the journey. 859 00:37:34,760 --> 00:37:35,720 Awesome. 860 00:37:35,720 --> 00:37:39,580 What I hear you saying too is that those who, 861 00:37:39,580 --> 00:37:42,380 haven't gotten to that qualified stage yet, 862 00:37:42,380 --> 00:37:46,700 you've built the true nurturing process, right? 863 00:37:46,700 --> 00:37:49,220 That's what it's called from a marketing standpoint, 864 00:37:49,220 --> 00:37:52,380 the nurturing campaigns that help people pre-qualify, 865 00:37:52,380 --> 00:37:54,400 help people get there to where they're successful, 866 00:37:54,400 --> 00:37:57,100 but you know your threshold of what you can provide 867 00:37:57,100 --> 00:37:59,700 and where you can do your best services. 868 00:37:59,700 --> 00:38:02,840 So anybody at that stage or beyond, 869 00:38:02,840 --> 00:38:05,680 you might be in a great opportunity, great position 870 00:38:05,680 --> 00:38:09,540 to find out from Brody what he sees in terms of finding, 871 00:38:09,540 --> 00:38:11,460 let's call it your maximum business value. 872 00:38:11,460 --> 00:38:14,300 In terms of home ownership, when you're selling a home, 873 00:38:14,300 --> 00:38:15,880 you wanna go to a realtor that's gonna help you 874 00:38:15,880 --> 00:38:18,540 find your maximum home value. 875 00:38:18,540 --> 00:38:19,780 I learned that from Matt O'Neill 876 00:38:19,780 --> 00:38:21,420 and Charleston, South Carolina, 877 00:38:21,420 --> 00:38:24,020 Wall Street recommended realtor. 878 00:38:24,020 --> 00:38:27,020 We got to work on his YouTube campaigns back in the day 879 00:38:27,020 --> 00:38:30,620 and he was crushing it and that was his tagline. 880 00:38:30,620 --> 00:38:33,660 So if you're looking for your maximum business value, 881 00:38:33,660 --> 00:38:35,380 one of the best things you can do 882 00:38:35,380 --> 00:38:38,140 is get insight from multiple sources 883 00:38:38,140 --> 00:38:40,620 who can help you see what's going on, 884 00:38:40,620 --> 00:38:42,460 what your opportunities may look like. 885 00:38:42,460 --> 00:38:44,420 The sooner the better, the more negotiating power 886 00:38:44,420 --> 00:38:46,740 you'll have when that time comes 887 00:38:46,740 --> 00:38:48,180 because you'll be centered and grounded 888 00:38:48,180 --> 00:38:49,860 on what the realities can look like. 889 00:38:49,860 --> 00:38:51,940 So Brody, thank you for your time. 890 00:38:51,940 --> 00:38:54,100 Thank you for your dedication to what you do 891 00:38:54,100 --> 00:38:56,140 and everybody who's listening, 892 00:38:56,140 --> 00:38:58,580 we will see you guys all on the next episode. 893 00:38:58,580 --> 00:38:59,400 Take care. 894 00:38:59,400 --> 00:39:00,240 Thanks so much, Jackson. 895 00:39:00,240 --> 00:39:01,420 Appreciate you having me. 896 00:39:01,420 --> 00:39:02,260 Absolutely, man. 897 00:39:02,260 --> 00:39:03,080 We'll see you soon. 898 00:39:03,080 --> 00:39:04,220 Thank you for being here today. 899 00:39:04,220 --> 00:39:06,700 I'm really happy that you tuned in to Vision Pros Live. 900 00:39:06,700 --> 00:39:09,340 I'm looking forward to seeing your reactions 901 00:39:09,340 --> 00:39:11,660 as these episodes continue to move forward. 902 00:39:11,660 --> 00:39:13,340 This is gonna get more and more fun. 903 00:39:13,340 --> 00:39:15,140 We'll have more and more engagement as well. 904 00:39:15,140 --> 00:39:17,260 We'll invite people to participate in the show 905 00:39:17,260 --> 00:39:19,620 and thank you for giving us your time and attention. 906 00:39:19,620 --> 00:39:42,620 Have an excellent time.