3 Things You Need To Outperform 99% Of Entrepreneurs

extreme force of will extreme bias for action and a questioning of the the default speeds it changes everything i feel like i could rule the world i know i could be what i want to from at all in in like a days off on a road year yeah you you know i'm on this business entertainment tick where i'm looking for content that is about business but is made to be entertaining so it's not just like a an informational video or or a blog post and so there's a new show called fighting inc that i watched that i thought was really good did you see it i saw the commercials for how do you get it it's on roku but i don't have roku you just google like watch fight and it's roku just lets you just it's on their website but you don't decide i'd be able do anything you just click and just watch it so it's very cool i mean they basically follow around dana but you know behind the scenes and and the u seen like kind of the machine behind the show and the u just to put this in perspective they basically there is no off season the u is fifty two weeks a year every saturday has to be an epic show it's a live event with paper view it's got fighters who get injured and pull out or get arrested and now they can't fight it and there's all kinds of things that can and will go wrong but it's like the actual epitome of the show must go on so i wanted to share with you a couple of my thoughts watching this from a founder point of view so the first thing is as silly as the sounds i do think that dana white is on my mount rushmore of startup founders and i know he didn't technically found the u seen but he basically did he created the the goddamn thing he's a mad man he is a workhorse he's a machine and i really don't think the u happens if there's no dana away and this guy are you thinking there are some companies that i will call inevitable an inevitable company is one whose time has just come so you know youtube today is a giant company but youtube's time had come like if wasn't youtube if chad and steve had not created youtube somebody else would have created the equivalent of youtube like the idea of putting hosting video online was gonna happen it was happening somebody was gonna win that space that's an inevitable idea the momentum of internet speeds going up and being fast enough where you can now upload and download videos was was was going to a point where video because and it was an obvious thing we had flicker for photos we were gonna have the a version of that for videos i would say that google wasn't inevitable idea the more popular the internet got people already needed search engines and portals google happened to be the winner of all the search engine portals but there was gonna be a way to search the internet that was going to happen so there's inevitable companies and then there's companies that i honestly don't think if it was not for the force of will of the founder for the vision the skill and the determination of the founder that wouldn't would not have happened or would not have happened for like fifty more years it would have missed a whole generation of people had that person not made that thing happen my examples that i would put here are elon companies so i think tesla spacex would not have happened and would not have happened at least for another fifty years had he not made those happen i think it required and a level of insanity self funding technical brilliance determination to keep going even against the odds of failure all of that for him to be able to pull those off i think the u ifc is in that that non inevitable bucket where if the had just died it was about to go bankrupt before he before dana bought it for two million dollars i don't think that's something like the seen necessarily would have happened yeah i mean i totally agree because it wasn't like a wanted thing we it was one of those products where we didn't know we wanted and at first it was a freak show like i don't know if you remember one of the more famous guys who's first started fighting with this black guy who would use one boxing glove and one free hand and he fought against like a three hundred pound it looks like a creative character in a video game all of the people look like creative characters yeah there's one hawaiian guy who is like a sumo wrestler looking guy and he fought the dude with the one boxing arm it's it's weird and it was a free show at first but then it took like ten years and then athletes started doing it and the beginning it was like john mccain famously i think in congress or senate or whatever asked for every state to outlaw d you ifc called a human cock fighting and he was like this is terrible we need to end this and john mccain the american hero though the war with the war hero was now saying this is this is disgusting basically and so dana had to find venues that would support them which is why by the way dana and trump are so closed now is because trump would allow dana to host fights at his trump properties in atlantic city and so that's why you know dana had to fight and scrap state by state city by city event by event almost going out of business many times they went forty million dollars in the hole before turning this thing around turning it into a ten billion dollar company they didn't get this great story it was like during the cock fighting like when people started saying that stuff and he was like well what do you think these athletes think and people were like they're you know maybe they're miserable they gotta go through all this pain and he goes let me tell you what they think they're killers and they wanna go out and like do something that is active they need to get this energy out and they live their life like they're on head like they're in heaven and they look at your life you just go to work at nine you come home at five you sit to cubicle as hell these guys are free this is what they were born to do and what they feel like they need to do so if you take this away from them you're hurting them way more than when they get in the ring and i thought that was actually a pretty good been on it so one of the cool things about this show is it it showed a couple of things i'll i'll give you the big takeaway and then some of the small takeaway so here's the big takeaway i said the word force of will and i use that word that phrase very specifically because i think it describes a certain trait of a founder and i try to have this i think the best founders all have this and by the way this comes with some trade offs when you have force of will it is as brute foresee as it sounds it is uncomfortable to be around sometimes you are pushing people maybe you're holding a higher standard maybe you're demanding that things are done a certain way or done at a certain speed that does not feel good to the other people that are in the organization that may be used to working in other environments where they don't have that and so there's a little story so basically it's like the one of the big fights of the year is coming up in eighteen days and they've done everything they've prepped all the marketing they've got the billboard they show them painting the billboards at night they show them making all the marketing videos they show them doing all the different things they go into promoting a live show they're selling tickets all of this which fight this was a i don't remember which one was either the one where john jones had to pull out or there was the one where charles la rivera pulled out okay and so eighteen days before he gets a call fighter got hurt in his last round of his last borrowing session he was spa without head deer i think it's oliver rivera is all is recent yeah he gets a cut on his on his eye he and he can't fight so now the main event that they've sold all the tickets for that they've done all the promotion for that's been building up for six months the main event falls through and he's like and it's basically him and his guy hunter campbell and they're sitting in this room and this is this is business as usual disasters are business as usual for him hey he talks about this he goes give me all the stress i eat that shit up he goes i can take i can take it all and you could just disease he's built up this resilience this tolerance like imagine u which is a live events fighting business it's stadiums full of people when covid happened that kills the business there was no other business and dana not only was a sport that survived covid where it got shut down and you couldn't do live events for over a year you can't just turn off a business for a year i hope it's all gonna be okay instead he was the first sport back he created something called fight island he created a bubble where he's like cool we'll test everybody then they get here and now everybody hears test and nobody comes in or out and he found an island in the middle east that they could do this on and he branded it his fight island they were the first sport back was incredible so he was used to this so he's talking and he's like what if we did this fight what if we did this fight and the guys in the room are like yeah we could call them you know i put out a call he's gonna call me back whatever and somebody walks by they go his managers into the lunch room right now yeah here and dana within point one seconds just hops out of his chair nobody else does dana hops out of his chair leaves the meeting you see him in the camera's following the he goes to the cafeteria he's not even at the table yet and he starts saying he's like who's versus whoever who's versus versus i forgot who he's gonna fight at the time but who's versus ga versus gates this is pretend ga and the managers like eating a sal he's like what and he's like who's one first gauge gotta do it and he's like no man i don't have do this he's like he's like what are you kidding me is this is a huge opportunity for him he fights this guy or his comes he's like who's one versus ham you gotta do it and the guy's like he's like no no he's not ready blah blah not ready who do you wanna fight he says this other guy what does that do for you and he immediately he basically in like four seconds cuts the deal with him and and cab was there at cab was like no i think dana is right i think this is what he should do it's gonna be all that huge for his career and so they cut the deal and and the agent who's gonna he's like a super agent he's like the you know like he's an agent for all these fighters you would think an agents like ari emmanuel he says in the thing he goes this is why i don't talk dan anymore he's too intimidating for me like he's too too like forceful for me about what do he wants to do and so i saw that and i noticed and i said most people will watch that scene and they'll they won't even pay attention to what just happened which is that the greatest founders in the world the greatest city of those in the world they cut through the bullshit there's a another video i saw recently of what's who's guy walter isaac who did the bio of elon musk with elon and he's on someone's podcast i think i think he's on steve's podcast and he's telling the story and he says like don't about the twitter servers the twitter servers so he says elon is talking to the twitter team and he's like hey cut costs we need to shut down the sacramento server form and as engineers are like okay i'm gonna be tricky because those servers are used for all of our infrastructure but we could do it we'll make a plan and we'll be able to do that in six months six months what you talking about we need to do this faster it's gonna takes six months elon we that infrastructure is critical it's so inter irrelevant into everything that we do we're gonna experience big big issues we'll we'll we'll make a plan and we'll we'll get it done i promise you we'll get it done in six months i need this done in six weeks six weeks we can't do this in six weeks you we would have to do a b it could be done in six days let's do it in six days now these guys are reeling and they're like elon it six it can't be done six weeks six day it can't be done that way so elon is like he he he leaves the meeting and i think he was going to like texas for for christmas yeah it's christmas eve it's christmas eve he's flying to texas to go see his family and his his two cousins are everything are on the plane with them and they're brainstorming they're like god six months six weeks this is ridiculous and then someone on the plane has the idea they're like why don't we just go to a sacramento right now we'll just rip the servers out ourselves because one of the cousins one of the cousins i think worked at solar city or whatever and he was like you know we can we can use some servers we definitely need some servers and he's like alright sounds good and what's he do the idea was like if we just take the servers offline they're gonna have to figure out how to fix it and they'll fix it in faster than six weeks i promise you that and i i think that was underlying it so you on on the plane on christmas day basically christmas eve you the flying to to texas midway through the flight just said it tells a pilot turn around we're gonna go land in sacramento pilots like okay and then he says you have a pocket knife and the pilot's like yeah i do his bodyguard his bodyguard guard was like here i got one and like whips out this pocket nice and so they go to sacramento to take the knife they basically in the server cut the company that the farm basically they were like hey we're closed dude it's christmas eve and he's like let me in these are my servers open this door now i don't need you to do anything just open this door i'm going in opens the door gets in takes down the servers i don't i don't know the exact ending of the story but same thing extreme force of will extreme bias for action and a questioning of the the default speeds for everybody in the company and when you know that your default speed or your default clarity of thinking is gonna be questioned it changes everything and so i've been on the other side of this when i was at twitch emmett was somebody who i've always said his oven burns a little hotter he's smarter than than the average bear and i felt that if you in a room with them and you presented a plan that to nine out of ten people in the company it would sound okay they wouldn't challenge your assumptions emmett it would always challenge the assumptions of why we're doing it how much it's gonna cost why it has to take that long etcetera and if your logic was not bullet bulletproof if you were not already maxed out in your thinking of what was possible you were gonna eat shit in that meeting you are going to get shredded in front of like eighteen people and not in a way but your logic is gonna get shredded you were gonna get verbally un addressed and that changes things when you once that once you know that that's what's on the line you come in a little differently you sit a little straighter you walk a little faster you you know doctor your doctor your i's across your t's when you go into those meetings and so he only had to do it once and then for the next eighteen months i was ready every meeting with them and so i think that this is just a very valuable trait that they don't nice about it was he is emmett a courteous person emmett sort of has that like autistic forgiveness where you're like he's not being mean about it he's not being nice about it he's being very direct but you're like he's old that's just how he is he's just being direct he's just like he's not trying to be and he's not trying to be mean and i wouldn't even say mean is the right word he's just trying to get to the truth and he need you to get out of the way so that the truth can appear he doesn't care about your feelings in the search for the truth and in fact the more you kind of try to get in the way of the truth the more he's like what are you doing get out of the way we're trying to find the truth here that's the way i would describe how it felt from my point of view and and really like i was rarely on the receiving end of it but i saw it happen many a time and i took note very quickly of like okay you gotta come correct here well because i don't like people who are like and i used said behave way night and i regret how i used to behave but of like being needlessly rude and i think that the people who are needlessly rude i think dana would fall in that category because he loves to fight he loves to battle so he just told the story last week he goes let me tell you something i'm going to war right now with caesar's palace and they're like why he goes for the last six months i've been playing like back back or some like a casino game with them he goes i'm up seventeen million dollars on them right now he goes i wake up in the morning and i think how am i gonna win this war today and he goes i'm gonna lose eventually because they're gonna win but right now i'm crushing them in each morning i wake up i go to work and instead of going home or he he said that he goes like when my when my kids are asleep i go back to the casino and i'm ready to go to war and i thrive off that he goes i want my back against the wall and i wanna go to war so i gotta say this because i'm a anybody who's an actual gambling to generate you listen to dana gambling story and this is only gonna apply to one percent of the audience so i apologize for the ninety nine percent where like who cares about this i care a lot about this so his story has some holes on his gambling stuff here's i would like to list some of the holes that i'd like some exploration i'd love to to come on and talk about he tells some of the holes like he tells us one time that he got too drunk any he lost he goes i i think i lost sixty thousand dollars and i wake up in the morning and they're like hey man you you owe us goes get you the sixty he goes no no no it's six million yeah i'm not saying he he does admit that he loses i just in that interview he said i'm up seventeen million on caesars this year year to date he says my rule is that if i make a million bucks i walk and if i lose i'm willing to lose up to six million okay my god then he says i've only lost twice this year so it doesn't add up how do you if you win if you walk away when you in a million or you lose six million and you're up seventeen million and you've only lost two days of the year and it's we're halfway through the year the math ain't math and on that one fourth thing he represents himself as a like skilled gambler who beats the house he's playing ba at which is like a fifty fifty push game and yeah blackjack where you're down four forty nine fifty one there is no skilled like the biggest loser in the world is a professional blackjack player i'm just gonna say that again the biggest loser in the world is a professional blackjack player because your professional that's something that is stacked against you is a by definition losing game secondly you're probably really smart and could have done so many things with your life and you chose to play a game that is stacked against you as your professional career and third you're delusional because there's no such thing as a professional black player that is why that is the biggest loser job of the world well he's but the fact that he like continues to do it not think dana is that by the dana job is running the well just a side tangent to any professional black player out there that makes no sense he could be a degenerate and also and also agree business he could be a degenerate gambler and also probably what what jordan was and many others are so what else did you learn in that documentary the force of will biased to action speed cutting through the bs i think is is tremendous and his other employees even said this like the head of p r was like she goes yeah work starts at work starts at eight thirty at six thirty right now doing my workout but dana just texted me saying are you at the office yet i told him not yet but i'll be there soon and she was like you know dana is gonna do this press conference dana is the type or he once he decides he's gonna do something he's like a a rhino going to do it he's he's gonna bull those through and you're either with him on it and you're helping him to do that or you should just get out of the way and you you know i i just thought man another really hard job being the i had a p r for the u fc is of yeah different job and that woman is with him everywhere i forget her name but lo or linda or something he she's always with him and what you'll you what you'll notice is they do the press conferences after the fight in new york time it's like at two am and then you'll see a monday in france for another press conference right they work their asses off yeah a hundred percent let me tell you alright so we talked about a company on here a bunch of times but i actually just met the the founder so i'm gonna do a little bit of a repeat but remember how we talked about twenty nine o twenty nine the ever sing thing it's the outdoor race where you kind of run run up a down a hill as many times as it takes to run the equivalent of mount everest an awesome thing started by friend of the pod jesse it's and and others yeah so it's i guess everest is twenty nine thousand feet so hence twenty nine thousand o twenty nine is the name of their brand we talked about him on a bunch but the guy coincidentally joined hampton recently so was able to like i called them this morning and i was just talking through because i've been so fascinated we talked about hi rocks and we talked about about a bunch of these underground not underground but these like niche sporting events and i actually think they're are better businesses than i previously still thought so let me tell you about this one so so if you go to twenty nine o twenty nine i think it's called twenty nine o twenty nine everest dot com you can go to the website but check this out so they do seven events a year each event only has three hundred people this year they sold out the entire year in four minutes for all of the events and he's purposely keeping this small so if you do that math that's thirteen million dollars in ticket sales that he's done and he told me that basically they wanna own all the accommodation and so basically it's turnkey you pay sixty five hundred dollars you show up in sub locations you could stay at like a fair amount hotel which is where they they partner with or they do like gl and you go to like whistler and all these like really beautiful places and so you show up you do this event and the the reason to keep it at three hundred people is so you can meet everyone and so you can have this experience we where you get to know all of your people and so you keep coming back year after year but listen to this they started in two thousand and seventeen when they started in two thousand seventeen jesse it's was mark's partner on this which is like the whole idea of like an influencer partnering with you jesse only had five thousand five thousand followers on instagram when they started he wasn't that big of a deal and yeah in their first year business they made five hundred thousand dollars in revenue in two thousand eighteen their second year of business they did a million dollars in revenue by two thousand twenty he said they were doing really great but covid happened the business got wiped out and so in twenty one twenty two they had to start all over again but he says it's a great business he's like it's negative working capital people pay upfront and i can use that money to go and pay for all the accommodations and pay for everything and he says it's a great business i was like well what's wrong about this business well he said the first thing that sucks is it's a fad meaning tough mud a bunch of other events like you look at some of these events like spartan race they get really popular really fast and a tough mud was doing a hundred million in revenue now it filed for bankruptcy a couple years ago like you you have to figure out how to keep people coming back over and over and over again and i asked them i said how do you how do you do that like what are like the what are like the keys to make this work because this is kind of an interesting thing i i don't know if i would ever wanna start one of these but maybe one day he said the first thing you need a story so you have to tell your friends what's something exciting that you're gonna be doing and it can't be really like running a marathon because everyone kinda does that but it has to be a little bit more exciting you need a story you need to be going somewhere beautiful you to be doing some ridiculous race the second thing it's gotta be challenging do you know how many people who start a marathon finish seventy percent ninety nine percent ninety nine percent of people who start a marathon end up finishing that particular race not so hard then it's not so hard in his opinion you need roughly a seventy or seventy five percent chance he said for his events roughly seventy percent of people go through with it thirty percent fail the third thing you have to learn some type skill like a new skill or acquire some type of new fitness in order to accomplish it and the last thing it needs to be in a beautiful place or it looks cool in photos so i was thinking about this let me give you three ideas for ridiculous fitness events that could work out you ready alright hip alright the first one we're gonna call it the bur beer mile you dress up like paul bun you go in the mountains on a track near track you run one lap chug a beer run another lap chug of beer you do that four times four beers one mile what do you think about the beer the bur beer mile look if you can give people any excuse to drink you already have eighty percent of a good business okay there's a reason that like top golf is really popular there's a reason that people go to baseball game still it's not because they're wondering what's gonna happen in the top of the sixth it's because they wanna eat hot dogs and drink beer outside like giving people an excuse to drink is a great business model if you just layer on top of that a contrast just position oh it's fitness and beer love it i'm already in i don't know about the pulp bun i think that's not sure that's on on trend with the aesthetics that we're going for here but i think if we workshop this idea a little bit you you could have something alright how about the paddle prison break a paddle boat race from a alcatraz to the coast of san francisco the prison break oh i like this one my mind is still have the beer one for a second by the way i feel like just the the beer mile or the beer the beer marathon it's a half marathon and you drink thirteen beers i think has has legs remember maybe it's like maybe it's a it's a quarter marathon it's six beers and six miles or something like that dude i did by the way i did a beer mile in college so you chug a beer start run a lap whenever a you for four beers four laps one mile i threw up and if you throw up you have to run a fifth lap it took me fifteen minutes to do it was horrible yeah but we called that the victory lap it's like oh i had to do a victory lap why because i threw up during it oh man you sound fun alright so let's do prison brake so prison break is we drop you off the side of alcatraz in a in a small boat a paddle boat we're gonna call you a boat we're gonna call it the paddle prison break is there like a lane setup or we're just gonna lose people into the ocean here what's going on we got some liability concerns oh we're not gonna let details get in the away a good idea here i think i think there is definitely something to the person break out of alcatraz if we go that there's a a swim race that happens every year but i'll give you my last horrible fitness idea you're ready we're gonna for the prison break you have to start in cuffs great for the start adds a story adds a challenge you're gonna have to learn and have to help each other get out of the cuff so everybody's in cuffs do you need somebody in this race who like can just get out of cuffs and then they'll get the little pick and they'll start picking other people out and then you that's how you get out of this and you have to have a criminal record in order to get invited you must have to have at least a little gold patch on your on the shoulder if you actually have a felony or mister peter yeah alright you we'll just call you out there and the last horrible idea we're gonna call it the skyline scramble a race through nyc but you can't touch the ground you gotta go from building to building like a parkour challenge yeah baby the only person who survives wins no these are all horrible ideas but i did think it was incredibly interesting to hear this guy's business i didn't actually think that this company could be as good that as it is but i'll be eager to see if this thing works i i do i think these type of experiential businesses i remember when i ran a a conference it wasn't the same thing but like having a thing that you work towards and then all the people come to it was like i was a very fulfilling thing to do versus just being on the internet all the time it felt nice to meet your customers and things like that it was pretty awesome so you didn't give me the heads up about this but i'm down to to workshop a few ideas live for you here if you'd like alright what what got when you were thinking to these what what what how did you put yourself in the mindset to even come up with these ideas what were you what what got you going well they're not very good ideas so so whatever mindset i was in i would say avoid that alright we're gonna go with maybe nostalgia so the boston rover it's it's red rover remember that game red rover it's but with just all the people in the city of boston as many get children get on one team and we're playing red rover just a city wide hide go seek a city wide hide go seek exactly it's not really fitness at this point no children's games i've gone into it's they're all horrible ideas but i just thought that the this segment is fascinating dude i think that one day i could see myself doing this yeah to make one of these yeah yeah yeah they seem awesome the it it's like the you know how we talked about like viral food it's like how do you make how do you make your restaurant go viral well you need like some type of food that's either oversized or extra small or is a different color or it's typically the aside for example cookie dough you're making the main yeah it like cookie dough you make that the main thing or you mash up two things that don't go together or you mash up two things that yeah and i'm like what could you do for fitness and i thought it was interesting that same idea by the way speaking of beautiful settings mh and doing races in memorable places where should people be racing to right now i think they should race to wander dot com slash m m why should they do that well it's actually a pretty good deal here so if you go to wanda right now wander is a place where you can go rent beautiful luxury vacation experiences booking one right now actually i have my assistant working on it this morning so if you go to wander they they're they're doing a special deal for mfa people which is that if you go to wander dot com slash m m you download their app sign up you don't have to book at vacation or everything i you were automatically entered into a luxury vacation getaway on behalf of us and so they are gonna be giving away a stay to one listener which is amazing your odds are actually pretty good this podcast not that popular it could be used and maybe one in a hundred chance who knows so go ahead and download the app and and enter to win and if you download the app you'll also get three hundred dollars off your next day so you get a discount and you get into the giveaway but check out laundry dude i was looking at some of these properties the problem i have with wander i got a bone to pick with wander which is the pictures are so good that i started booking cases to place i don't even wanna go well i just like normally you're like i pick a city and then let me find a place to stay here i went and i was dude this house is sick i guess i'm going to naples like where where am i going i don't know like i'm going to florida now are even trying to go to florida so why there's they're setting expectations so high so for example have you ever seen have you ever seen like people who take pictures of the pyramids and then they zoom out and there's like hotdog vendors and there's like you what i mean instagram reality type of like these photos are so freaking good if they zoom out is there gonna be like a trailer right next to the home like how are these still no dude i've had people who use these for like corporate off sites because like some of these photos are pretty baller so they they use it till like do a there's like one in snow sonoma i know my friends did for a corporate off site and they were like no it was sick it was amazing they might there has to be i these photos look so good that there it has to be some version of like shoot for the stars and you still land on the moon type of thing but yeah if it's anywhere near as good as it looks i'm i'm very excited you have on this document the difference between running a business for growth versus eb versus cash flow i'm interested you got my attention yeah this is a ceo school tactical session when you were running the hustle did you obviously all of these things are good you want growth you want eb but you want cash flow the problem is when you want three things equally you usually get none so they're gen generally in any business at any point in time tends to be some some order of priority when you were at the hustle did you which are these did you focus on and was there ever a shift in oh now we're focusing on this instead of this i didn't run the business long enough you know we sold like four and a half years in to make the shift but it it was for the longest time it was revenue was the number one priority followed by cash flow followed by profit and so what i wanted to do was double revenue every year so i think we went from like five hundred thousand in revenue to two point two to like five to twelve or something like that and we didn't make a lot of profit along the way i think the year we sold we did maybe a million in profit but our cash flow was high so i was able to add like two million dollars to our bank account and explain to somebody who's like wait how do you have a million dollars of profit two million dollars of cash flow how does that work in a business like the hustle so i'll give you guys an a a really easy example so we had this thing called trends it was three hundred dollars year but for the sake of this conversation let's just say it was twelve hundred dollars a year and if a customer paid upfront let's say they paid me on june first twelve hundred dollars for an annual subscription my cash flow was twelve hundred dollars that's how much my business accepted into our bank account but the way that gap accounting generally accepted principles of accounting the way that works is that twelve hundred dollars was really only a hundred dollars in june a hundred dollars in july and a hundred dollars each month and so my revenue was only hundred dollars per month that they stayed with me even though i collected twelve hundred dollars thus my profit let's just say that it cost me seventy five dollars to produce the content my profit was a hundred dollars minus seventy five dollars so twenty five bucks exactly and so i'm in a situation right now i a business that my eco comm business where we've running it for maybe four years now and it's doing really well it's been i was only growth focused so i was like you i wanted to double or more every year and so we did when you were the the reason being is typically not always typically it's harder to grow revenue but it's easier to once revenue is grown to become profitable exactly i think it's the right order of operations actually there there's one pre step even before growth which is just product market fit meaning have i made something that people want do i feel like if i produce this that there's a market pull for this so once we you was a verified product market fit great now it was growth i think in year one we did six or seven million i think in year two we basically got to twelve something year three was bigger than that now your four is bigger than that so we basically been you know growing by somewhere between fifteen percent and a hundred percent every year for the four years but i have pulled out exactly zero dollars from this business i have put in my pocket zero dollars from this business in four years wait really yeah i've taken nothing out of this i've reinvest everything but it's not a oh i could've took a ton of money out of this business it's like well like for example one year we basically had no profit we did you know eight figures of revenue and we were breakeven essentially and i was like what are we doing here how did this happen so like the bank did but did the bank account ever go up like was your was your cash position ever good well in eco comm you of one other variable which is inventory and so the the cash has been pretty steady but the inventory assets are going up but they're also inventory that might take a while to move it might be slow it might be whatever and so you don't i don't want my cash tied up in inventory that is not actually the the plan that's a it's a byproduct unless you can pay your employees and bills and inventory so yeah exactly so i've been going through this process where i shifted from where i first was in growth and then i shifted to eb and so that required a certain set of skills so i'll share with you some of the lessons learned shifting to eb first so we and we've successfully shifted to eb and so we eb being earnings before interest tax amortization amortization and depreciation exactly okay so what what did i do to make that shift the first thing was and the reason i'm saying this is because there's probably people out there who are running a business that's been high growth low low cash flow or high growth low profit and for some businesses that's the right move you wanna stay in that mode for a very long time maybe it's a winner take all market maybe it's a land grab situation maybe your venture backed and it's a billion dollar a bust this is not that this is a business i own that i you know if we sell this business it might be you know a hundred million dollars or less is is like where this will thing will land but that's great we are we own the business have no outside you know investors and so it's no big deal so anyways the point of this point of this branch is basically how do you just make that shift so i first went and talk to people who so step one figure out what the right eb target so i go talk to people who are in the same space to figure out what eb margin is kind of the low end of what's possible to the high end of what's possible and then i ended up shooting for somewhere like you know the sixty percent mark like ten to twenty five percent yeah so for me that's like seventeen percent margin so the best ones were like yeah we have twenty five percent like the e com ones but then you dig under the hood like oh you don't do any marketing like somehow well i do so that's just not gonna happen but getting to seventeen eighteen percent is like wow that'll would be really great and then the low end is like ten percent so that's the first thing then envelope create like a eb what i call an eb budget so basically you take for every hundred dollars of revenue that comes in what percentage is gonna go to each of the following categories my overheads my cost of goods sold my op my advertising and marketing etcetera and so you create an eb budget and you basically say what where does the dollars flow today so you do a last twelve months look back say we're on average every month we're spending five percent of revenue on overhead and you know twelve percent on in the e comm case maybe it's shipping and fulfillment whatever so you create a current status budget and then you say well in order to get my margin i need to find you know eight points of extra profit margin somewhere so where is it gonna come from and so you start to basically pull calories from from these different departments is that alright marketing you're gonna have to give me two points here and shipping you're gonna have to find a way to cut off one point and you basically find the extra eight points of margin that you're gonna need eight and that stuff is percent it's it's not hard to do it in a spreadsheet it's really hard to track it on a weekly and monthly basis to make sure it's really hard so once i did that now it's time to communicate so step three communicate the plan relentlessly so i then go to the leaders of the company i say hey guys forget everything i said before now this is what matters right we still wanna grow sure secondary priority first priority is we're gonna grow eb what's see eb but where where are we tracking this today so i'll show them hey here's what it is here's what it needs to be here's how we get there and here's the cadence of how we're gonna track this and now i put the the onus on them i said you need to finally one or two points of margin in your department or you need to find me three points over here how are you gonna it so come to be tomorrow or in two days with a plan of how you're gonna get that extra mark and also i want you to create a report attracts this you know the sort of you know if you're a cost center or your profit center of the business you need to create a little dashboard and you need to show me how you're gonna basically update that every single week or every single month so we do that and every single month i start hammering people on this and then the fourth step is tie their incentives to so i go to my cmo and i say great last year your bonus was based on revenue this year your bonus is based on eb do you want you your and by the way i'll actually increase your bonus you can it will remove the cap you can actually get a bigger bonus if you're able to get even bigger eb so now it's on you to figure out how that happens but if we don't hit our eb targets you get no bonus okay so now incentives are aligned to achieve that thing and so those are the kind of the first four steps last step which is basically actually go do the thing over and over and over again somebody gave me some great advice along the way they go oh you're an eb mode yes cold spring cleaning so here's what you're gonna do you're gonna go and you're gonna say there's gotta be some low hanging fruit you're gonna go and you're gonna find a bunch of saas subscriptions that you should cut off you're gonna find this this agency you're paying too much and realize that we don't need that agency whatever it is and you're gonna feel like cool we cut the cost schedule a calendar rider in thirty days you're gonna do the exact same thing again yeah and you're gonna feel like well we we already cleaned it up but it's just like cleaning a house you first clean out the surface level mess once that's gone now you start to realize oh we never actually dusted this area or this closet and actually stuff now let's start to unpack this closet and so we've done i would say three or four of these spring cleaning now this year and it's only six months into the year so i've done it at least three time maybe four and each time we go and we une more stuff and you can't do it every day that's not the right way to focus on it but like you know on a monthly or every two months basis to go back through and say alright let's let's trim some more fat more fat and inevitably you will find more things but why honest are you why are you going after eb because so i i'll mention this a little bit but if people rag on me i'm not like incredibly well versed but i've been looking into like eb might be bullshit like so there's this thing called gap generally accepted principles whatever it's like what we all like a abide by there's a lot of bullshit in there why eb versus cash flow cash flow also works cash flow required me to do a second big project so the second big project was okay where is that cash going why doesn't the cash go in my pocket oh the cash goes into inventory and so separately we did this like after i did the eb cleanup up first first couple months i said okay great now the eb is great every month but my bank balance is not going up proportionate to the eb and so first three months of the year we killed it on eb awesome where's is the money going oh it's going into inventory how do we get our inventory levels to be right sized said that this cash flow flows to the owners of the business and not to the warehouse because today it's going to the warehouse and which is a separate challenge and a separate discipline altogether and it's a three legged stool you need all three legs to have a amazing business you need a growth leg if you're not growing the business is not worth very much you need you need profit if you don't a profit business is not worth very much and then you need that profit to result and free cash flow and if you get all three you have a beautiful amazing business but in order i kinda wanted to go in in those three because again there's not gonna really be much cash flow if you're operating at a net loss so i needed to first be making sure there's a surplus of profit then i need to make sure that surplus a profit is resulting in free cash flow and you just so happened to be in an industry where those eb and cash flow things they're really hard it's really hard like to figure out the inventory and stuff like that that is a science i i n nba as a agree go through this my major takeaway is d com is a terrible business to be in and when is it not a terrible business if you are if you are winning the game and you still think it's a bad it bad category to be in that's when you know it's a bad category most people they lose the game they're failing at it and then they blame the category right so for example and and the opposite is true too i was telling somebody about podcast home man podcast is great blah my blah he goes well yeah you won the lottery so of course you'd love lottery tickets like you know your podcast is popular it works like of course podcast podcasting is great for you but for the million podcast podcasts that are not really getting listened to is it would you would it feel the same way right is it winning dependent and so this one's interesting because our eco commerce is winning and even in winning i'm like note to self this is not the category to be in next time beyond that i would say playing the game on hard mode has a bunch of disadvantages and i wouldn't put myself in this position voluntarily however once you're in a position where you're playing some game on hard mode there is one big benefit which is if you ever get to play an easier game you will dominate it's like a it's like i was playing pickle ball with the guy i was his first time playing pickle he's amazing i'm like yeah what why you doing like well i'm playing college tennis like i played a harder game and i won that game so like yeah i'm pretty good at pickle it's not so it's not that hard for me in the same way i was listening to andrew and chris from tiny they were doing like a q and a and the the guy was like yeah i'm in e commerce d would you guys say you don't love that space would would you recommend i just quit what should i go do and it goes well one of things that work for us was because we ran agencies which are can be low margin grinding businesses with a bunch of hr problems and hard to scale because we did you know e commerce once we win into into easier businesses we just cleaned up we could buy a software business that was running at ten percent margin and get it to forty percent just because that guy wasn't really he wasn't willing ruthless with pricing he was not negotiating with vendors he was not you know taking care of you know all these little things that we had we had to do to survive in these other categories that in a softer category you're you're not as on the hook for who do you think is winning in e commerce and what attributes do they have shopify facebook no i of course of course of course retailers d whatever you wanna call it i think right now the retailers that are taking advantage of tiktok the tiktok flywheel are cleaning up and what i mean by that is there is a very specific moment of time right now where you can create content on tiktok either yourself as a brand or even better you use an army of affiliates and u creators and whether it's with tiktok shops or people just hear about the brand so much on tiktok they go google search and they find your amazon or they find your d shop that flywheel i'm invested in a couple of companies that are doing this that flywheel is pretty unreal right now but only for certain categories i would imagine is it only for things where young people are using nope that's amazing that's ridiculous right move on i've said too much alright i wanna talk about one thing that you actually head on here that i have no idea like it's it's way out of character for you your dream house or or do wanna do painted chickens well i don't have much to say about the dream house except for dude look at the sick house that's the entire topic but let's go there it's an amazing house this is a house that scott and my team sent me and i can't believe it is the most beautiful odds i've ever seen in san francisco it's eleven thousand square feet estimated market value twenty three million dollars it's on the ocean in san francisco i mean there's just a few photos so this house is first to get a eleven thousand square foot home in san francisco is very very hard to do every view is like the golden gate bridge you're right on the water you're right on the ocean even if you didn't wanna go in the ocean won't guess what you have an infinity pool in the back that just a spilling over into the pacific ocean on top of that there's one photo in here that i just have to show you i see a beautiful porch that's overlooking the san francisco golden gate bridge next photo twenty four like a wine cellar that is big enough that it was bigger than my childhood bedroom twenty five a huge home theater that looks like they're just watching like some type of nature documentary so awesome the setting and here here it is the reason i i want this home to begin of a twenty six a half court basketball court with all windows where you can see the golden gate bridge this is awesome is this florida ceiling like twenty five foot ceiling all glass window you're seeing you're looking at the ocean the breeze it's all there's a glass door that's open do you see the golden gate bridge and you have a beautiful basketball court inside your home with all all this light wood that i just love oh my god this is crazy dude this house is unreal i must buy this house it's not for sale so that's the first problem besides that i am i now have a target i now have a desire you know i thought i had enough money now i have a desire i to be able to drop thirty million bucks on this house dude in order to buy a thirty million dollar home oh check this out though okay so it was owned my sharon in stone before that or after that do you know who owned it a dentist a dentist owned this house what the hell yeah says i was a dentist in order to buy a thirty million dollar house you tell me how much money i need twenty eight million and then i'm a borrow two and i'm gonna buy this house with every dollar i own and that's it no i think you need a i think you need a hundred million dollars to buy a thirty million dollar house which you say that's accurate probably at minimum yeah at minimum cost the the maintenance the taxes on on a house like this is gonna be pretty insane to like your carrying costs are gonna be what half a million to a million bucks a year yeah it could be no it doesn't well it could be that it would be that high probably because you're on the coast and you got the taxes taxes alone in san francisco of this on this house is gonna be like quarter million to three hundred thousand dollars a year that's just the property taxes so all the maintenance all the insurance all the all all the cleaning all that stuff on top of this thing is gotta be at least another quarter million so at least half a million bucks yeah that's insane that's insane this is a it's a sick house the the last thing i wanted to ask you about you said you wrote some essay yeah you're boys getting this paul graham on and i started writing essays why i told you i've just in a creative season and i wanted to to do different things i like writing and i was like well what do i wanna write about i realized i wanna write about the stuff that i'm curious about or whatever i feel like i i have a an a golden insight so something that anything that feels insightful to me i wanna be able to write it down and why do i care about that you wanna spread your seed baby you gotta spread that seed well that's part of it but i the actually the bigger part is i've known there's this feedback loop that happens which is once you have to deliver something you start to look for it meaning when we start this podcast and let's say every week we gotta do this podcast and when you show up to this podcast you gotta have three interesting business things to say right you need to have three interesting business topics and in order to do that your brain starts to now go see interest go find interesting business topics starts to ask a few more questions start to write a few more just to pay a little more attention in this wonderful feedback gets built where you start getting smarter about business more because you have this outlet where you gotta go put it and you're on the hook to go put it somewhere every so often so in the same way one of my favorite things is to learn something new right i'm a just kind of like a a learning junkie right well what by having a place to go right i now am hunting for more insightful things i'm reading more i'm talking to people more i'm having more you know connections between two different ideas that are disconnected and so that's the real reason because the thing i shared you i haven't even publish it i'm gonna publish all these on my website just champ dot com but right now this one's a on a google doc i'll throw it up after after this so that it's least online so the the essay is called paint painted chickens and our painted chicken yeah the reason it's called painted chicken is because have you ever been inside of a subway do eat subway when i was a kid yeah and so i like subway i admit it but some the quality has gone like way down since i was a kid and the i tell has the has the quality gone down or have our case gone up no the quality has gone down you know what i know this do you know all the controversy with chipotle right now no no dude like gen z hates chipotle why so basically the this things started training on tiktok like chipotle chipping you on quantity okay or just like yeah basically like the way that this like chipotle used to be bomb now it sucks here's why and different people have different reasons why the taste but one of the big ones is like they're just skim on the on the thing and then the the ceo came out and did the hilarious thing you didn't see this no it's so funny the ceo came out and he goes oh man look if you're go into chipotle and you want a little bit more our guys are great about this just you just give him the look and does this like stupid look it's like you do that our guys are and girls and girls our guys and girls are great at at ed hooking you up with this and so there's all these memes now of people being like yeah when i go into foley i make this face like their reaction or just like they're not like i got you bro let me hook it up and these and they're like also impersonating him or they're like when you go into chipotle and you give the look our guys and girls and trans and and black people too they're they're all great at doing this and people are making fun of this ceo for like you know flu this this this speech that he gave so anyway she chipotle under under the microscope right now well now they all like ka which i just went to it's awesome yeah they're like well one of the reasons so the founders fool i think came out or somebody who's is like the x ceo came out and he said two things he goes it's insane that people think we would tell our staff to like skim on portions that's terrible for business like we've tested this the thing you do for business if you want to grow revenue and grow profits in a store is you give people bigger portions which makes them love the place to come back sales go through the roof and waste also goes down because you're giving them the food versus throwing it away if you actually wanna save on food waste it's not by doing less portions it's by having more customers first so that you sell through all your food that's the way you reduce food waste it's not by skim to customers and then they don't come back as they're angry right like that would be counterproductive the second thing that came out was the guy said basically when chipotle had all those e coli scares they had to change their whole supply chain i don't you remember this like there's a yeah years it's like two or three times like whoops whoops again e coli again sorry about that so they changed all of their operating procedures so what they used to do was in the store in the back they that's where they would you know chop the veggies right there they would do whatever now it all comes pre bagged sealed from like a central headquarters where they can have really tight food safety vacuum seal it or whatever ship it to the source store just has to open it they're not doing the food prep on site well the result of that is the food tastes less fresh and the result of that is that they go say they cut down the number of suppliers they were working with because it was too much risk so instead of local pro local farms for the meat they now started go into a few vendors that are now shipping out much farther distances and maybe are more mass production less less taste so the taste actually has gone down not just the taste but because of the supply chain changes so need to they need to i mean bring back e coli or whatever it was like yeah dude let's roll the dice this a little little right like the the foods got taste good who cares if you could stick once each is kidding insane if they sell if they serve millions of customers when it's like four people you know that is that that's like statistically and insignificant i'd imagine which is always the worst argument like whenever one of the social networks like dude do you realize like they're getting hammered by congress and all they wanna say is there's two billion monthly active users how many people are in your state how many murders are there in your state per day do i blame you no i run a state a hundred times bigger than yours like they can't say that but that's the the reality is the law of large numbers if you're facebook literally anything that can happen is going to happen on your platform every single day that's just the rule of statistics even they're most like odd strangest most screwed up behaviors are gonna happen because it's so many people it's insane yeah and so now they've had to change this whole thing but what was your essay about them so my essay essays about it's kinda called pay to chicken because if you go to subway subway motto was eat fresh and if you go to subway it's just hilarious to hear eat fresh and then literally he's opening up a bag of chicken and you see the chicken and the chicken has grill marks on it yeah and but you're like how could all the grow marks are so uniform what kind of grill do they use if you wanna go look it up that the grill marks are painted on they don't grill the chicken that's not what those grill marks are the grill marks the the grill marks are literally painted on the chicken and so i i love this analogy because in every business there are there's always lip service you know every business has these stupid things like they say go read the website of like bp bp will be like we care about communities in the environment and they're like spilling oil into the ocean right like everybody has their their version of eat fresh which is you say eat fresh and then you just you're painting on chicken and so what i what i wanted to talk about was what are the few examples where there's not painted chicken meaning what are the examples where a company has values that they actually live by and they actually mean something because i think anybody would agree that like a value system is very very important i remember my first business i was trying to make a decision we asked our mentor we're like we're we were doing a sushi restaurant i was like should we use the eco friendly packaging but it's more expensive and it's kinda like the paper straw disintegrate but it's good for the environment or should we use this one that's cheaper bad for the environment and it it's super durable it's actually good packaging and she was like will you're asking the wrong question you're asking the question of which packaging should we used but the question is what do we value more the environment or the convenience and affordability there is no right answer it's just a question of what you value more and you should just does all your decisions need to come upstream move your decision making upstream once you know your value system everything becomes obvious after that and this is just a good life a good bit of life wisdom if you're if you're in a situation where you don't know what to do with somebody should i they treated me this way but i should should i respond kindly should i be mean back should i should i ignore them what i do well your value system is i'm a kind person that's what i do i don't i don't change my behavior based on other people well then the answer's obvious just be kind to move on right like that's it so what i started to look at was what are the company values that i actually remember that meant something to not only me but but the people who worked in that company and the first one that comes to mind is facebook's move fast and break things yeah i loved it you i like i think we we've heard that everybody's heard that phrase by that right so i said move fast and break things like okay that's great is that popular because facebook is popular like maybe it's just a popular value because facebook was so popular alright that's theory one well sam what's what's microsoft's core value what's microsoft's move fast and break things no you no idea twitter lyft uber pick any of these companies right do you know any any of them like no we don't know any for any of them in fact the only other one that i could remember like move fast and break things was google's do you know what google's is do you know evil yeah don't be evil exactly be evil but then it got it got silly because they maybe did a little evil well exactly so then i thinking well here what what what does it learn from this so the first thing i learned is maybe these are memorable because they're catchy right maybe that's the first thing which is that instead of just saying integrity you should you should say don't be evil don't be evil as more provocative it's more catchy it's more interesting than integrity or honesty or be good right if they just said be good versus don't be evil none of us would remember that google's values be good but a lot of us paid attention when they said our value don't be evil so i think there's something to lesson one is if you make it provocative if you make it memorable if you make it memorable people might actually use it that's the first first little takeaway the second is well there are other catchy rim thing you know there's you could just try to be catchy like the the quicker pick up or that's that's cool but why does why does move faster and break things have a little bit more weight to it i think it's because it you have to pay the price so right so you gotta pay the cost to be the boss and what i thought was interesting was if i went to a hundred ceos of fortune five hundred companies and i said hey we think that it you should you're the company should move fast that speed is an important value speed important right moving fast would you say that's a value for your team of course hundred bread of a hundred would nod their head and say yep of course definite we value speed awesome and if you said well when you move fast like naturally is something sometimes things might go wrong you might you might bump into some you might break some things when you're moving so fast so let's let's let's agree that it's actually it's gonna be move fast and and break things how many of the out of the hundred would now agree and the reality is that ninety nine would be chicken shit and they would be like no no we're not trying to break things around here the different depends it's it's speed without breaking things now once you go to speed without breaking things you're now subway eat fresh painted chicken your bullshit right it's now a unusable non useful value it might be something you put on your website but it's never gonna have any weight you're never gonna be one of these generational type of companies that operates differently and is known for how they operate and so i went and read this quote from z and i wanna read this to you so he says the value is actually move fast but my theory on values is that most organizations have a lot of values and that don't mean very much they're just table stakes like if you say just be honest of course you're gonna be honest you should be honest everybody agrees with that everybody knows that it means nothing it's not an option to not be honest that's automatic so he goes i think the defining principle for company meaning your company is gonna have one thing that you guys really do is your a plus strength should be something something more interesting that has a trade off so move fast is interesting for us because we had to give something up to get it so the question is actually what are you willing to give up values are not free nothing is dude that's insane i mean what an insightful person to i mean he's just like an adequate guy for how young he was i mean that's a that's a that's a really good quote and so if i think about other great values that have like had resonance and stuck with people and meant something to people you know for example nike this is more of a slogan but just do it if you think about the the phrasing of just do it is is nike just do it as powerful if it just said do it or do things it's very different right the word just changed it because just implies there's a cost just implies that that it's don't hit the snooze button don't don't shy away from it it's gonna hurt it's gonna be painful it's gonna be uncomfortable but just do it and so i thought there's something to learn in that that's kind of inspiring for me my my essay was basically if you want your culture your values to mean something and my friend si has this great phrase he said culture is there's many ways to define it but the best way is what do people do when the boss is and around i i love that i thought that was pretty powerful it's your default behavior and if you want your default behavior to to mean something to to be different to be a defining characters of your company that is different than the way other companies in your space operate here's the three step formula which is you choose one thing not ten things so for fast for facebook it was moving fast for apple it's thinking differently for for nike it's action then you make it real by acknowledging the cost through the trade off and lastly you make a catchy you make it provocative you phrase it in a way that's gonna turn heads so that's my that's my called paint chicken first that's awesome second have while you're on this little like value driven mission driven company quest have you heard of this company called b nell k coachella you probably haven't because it's not your stick but they make first thing or who is that no it's this italian company that makes really expensive cashmere clothing and their most their most famous thing is like sweaters so it's i'm i'm wearing a free t shirt made out a hundred percent polyester from a youtuber bro yeah and that's why i knew it wasn't your stick but it's not my chick either but it kinda has is becoming it because i like it so much but b k coachella the founder started it because he was like an expert at i guess cashmere like he was i don't know what the term is but he he knew how to put together clothing and he basically was like you know my dad worked his ass off he was working seven days a week and i wanted to create a humane workplace and so we're gonna do that by creating these amazing sweaters where we hand stitch and it's done perfectly what do you say it's done beautifully and he makes these really high end sweaters and the clothing is great whatever but what's more interesting is this guy the founder and i just saw that someone shared this photo of his schedule six am wakes up at his countryside how home slowly gets stressed goes to the office at eight thirty and then he says at one i walk home for lunch then i take a thirty minute si at three o'clock i go back to work at five thirty the whole company stops working and takes the late afternoon walk because we believe that rest is super important to being soul and personal studies import as well he has light supper at eight pm and from nine pm he heads out to the cafe to meet friends where they discuss politics philosophy religion and other subjects relating to the night i was like this kinda legit it's either the real deal he is so this company this sweater business it's a publicly traded company i didn't realize that it's a publicly traded company with a market cap of like four billion dollars he's building his company to build a great workplace and to great create great products not to make money first and it's just because of that i wanna give him more money and he's gonna make more profit yeah i'm i'm on the website right now and it's you know just from a swipe file like you know there's so many little things that they do in their branded marketing that is congruent completely congruent with everything you just said one of the great marketing lessons i learned learned a long time ago was somebody said yeah it's gotta be epoch i was epoch epoch ep they every point of contact so they said once you decide what you what you're all about every point of contact meaning when somebody hits you in on your if you're all about luxury but then your customer service hotline is like some jan old web form it's not every point of contact like i'm looking at for example one of the little gifts on the site for you know he's just like go go click on the sweater section or whatever it's this guy and it's a model but the model he's peeling an orange and then he pops like an orange slice into his mouth he's just kinda wandering he's like walking a little outside of the aim he's just sort of like he's chilling he's not trying too hard he's enjoying himself he's right by the water and i'm like man the creative direction to say because you know normally what you said is you have the founder who's got their beliefs then you have the revenue team that's trying to jack up revenue and they're adding pop ups on the website try to make it like you know improve conversion they have the creative director who's not even invited to the meetings and they're trying to do one thing over here and it is not congruent at all and people whether they can see it or not they feel it and you could feel when something is congruent it's the same reason the apple store looks the way it does and the iphone looks the way it does and the packaging looks the way it does and the commercials like the way they do it is congruent when it's done well as a brand it but it's very rare to see that to be honest yeah these says are on top of it and now i like them i don't know if i wanna spend like i'm looking at fifteen hundred dollar for a polo i don't know if i'm there yet but i'm definitely thinking about it maybe i'd buy maybe i i'd buy a two thousand dollar sweater but like everything they have is high end like it's one of he wants to attract a good customer and i think he has repelled me successfully i i would not be a good customer of this but you know what's cool you've said he is his this schedule light supper light supper i don't think i've ever had a light supper i'm i'm making heavy dinners over here and i just realized just changing the words if i said if i just changed my words i said okay what gonna have for my light supper tonight i bet that would fix my diet it's just that one you change your words you change your life i bet you if i just changed that one word light up it wasn't even in my goddamn vocabulary until just now yeah thank you i'll be taking that is that it is that the pot okay alright that's bob i feel like i could rule where to know i could be what i want to put at all in it like a days off on a go less travel never looking back