#270: How to Develop a Success-Oriented Mindset with Justin Prince, Entrepreneur, Speaker, & Author

Welcome to episode number 270 with one of my dearest friends and a mentor that I look up to so much, my friend Justin Prince. Let's talk about your business strategy and the juicy details of what actually works from mainstream fashion to fashion on Main street and the entire ecosystem behind it. How do we scale your company and do it with the balance and the happiness that we all seek? Let's hear from those insiders, experts and strategists that actually make it happen. I'm your host, Ashley Alderson from the Boutique Hub and I can't wait to chat. So you guys know I am a huge believer in attending business events and conferences and always trying to fill your cup so that you can fill others, right? So one of the great ways I like to do this and Eric likes to join me on these trips is attending personal development or business development type conferences. One of the mentors we look up to so much is my friend, Brendon Burchard. In fact, we enjoyed Brendon's training so much that we joined Brendon's Mastermind last year. And anytime you're a part of a training program like that or you attend events like that, the opportunity isn't just in what you learn at the event and the content that you take down in your notebook, but it's the people that you meet along the way that are driven and like minded and can help you hold yourself accountable to the goals, dreams and creations you want to make after the event is over. And it just so happens that just about two years ago now, I met my dear friend, friend Justin Prince at a Brendan Burchard event as Eric and I were simply walking down the hallway and struck up conversation. And since then we've attended a number of Mastermind events together. He's spoken at the Boutique Summit today, he's joining us on the podcast. He's also been inside of Retail Bootcamp. This guy is someone I look up to so much. I mean, he has a story and an insight and a piece of information on just about every question I have when it comes to to mindset business and social media and just being an overall great human being. In fact, when the pandemic first broke out in 2020, Justin and I got on a call together just to chat and just to have an open conversation about, man, how are you doing? Like, how's your business doing? How are you handling this? How are you looking at some of these things that are happening right now and how can we continue to help people move forward? So I will Forever be grateful to the insight that I have gained from being friends with Justin and the opportunity just to have a real convers with someone who I feel like truly gets it in the world today. So I couldn't be more excited than to bring you this really fun, candid conversation between Justin and I today on the podcast. I think you are going to learn so much from him and I know that if you were in attendance at our last Boutique Summit in Atlanta, so our 2019 Boutique Summit and got to see Justin speak in person, you were totally blown away because every review that we got from the Boutique Summit that year raved about how awesome it was to, to experience his, his talk, his keynote in person. So real treat today, you guys. I hope you love it. Please do me a favor and do Justin a favor. When you listen to the show today, take a screenshot, take a picture, take down, you know, one piece of advice, one note, one takeaway and tag us on social media. Take us on Instagram @aj Alderson or boutique Hub Business. And also Justin Prince because he's always dropping the bombs on his social media and I know he would love to hear from you on what you learned today as I would like to do the same. I to hear what you learned today. So let us know how it's going. Shoot us a message if you have any questions and take lots of notes. Today is full of wisdom. Enjoy.

Hey guys. I'm so excited to have one of my dear friends and an absolute mentor to me as well. Someone I just think is awesome all the time on social media. I love learning from. Meet Justin Prince. Justin, thanks for being on the show.

Ashley, you're so sweet. I'm honored to be here. You and Eric are two of my favorite people. So thanks so much for the invite and I'm excited to be able to to share with your people.

Oh, man. So if anyone's listening, that was at the Boutique Summit last year. You joined us as a keynote speaker and hands down, in all of our reviews, I don't even know if I've told you this yet, but you were hands down one of the favorites. Like so many good takeaways and all the good feels from your keynote. So thank you for that.

That's awesome. Thank you.

So I always tell these guys, you know, whether it's going to a conference or a meetup or boutique owners travel to market. Right. The opportunity to meet people I think is just as important as like the takeaways that we have, it's the networking that really matters. And as I think about our relationship.

You and I and Eric met totally.

By accident, I think in a hallway is kind of how it happened. We were at a Brendon Burchard event, and we're both in Brendan's mastermind together, and, like, literally bumped into each other in the hallway and hit it off immediately. And I'm so, so thankful for that. Like, it's amazing how those relationships come out of the blue.

That was what that, you know, I believe in what I call divine rendezvous. Like, it's like the right people are connected at the right time for the right reasons. And I just, you know, I met you guys, it was so interesting. Like, instantly, I was just like, these are my people, dude. And.

Yeah.

So we've just kind of built that friendship ever since. And. And I completely agree, by the way. I'll share this with you about your events. And when you look at, like, how Europe and Asia and the world was originally all connected, like, the original trade routes that built the world. So when they. This is back when they were trading rugs and herbs and spices and just the original trade routes that ultimately created the world, it wasn't the goods and services that were traded that created the world. So in other words, it wasn't the rugs, it wasn't the herbs, it wasn't the spices. What it was is, it was the ideas at the exchange points. The ideas that were exchanged at the exchange points where people would actually meet and get together. Those ideas are what created the whole world. And that's the reason the work that you do, like getting people together, it's not necessarily what you heard from stage necessarily, although that stuff's all great. It's the exchange points, the hallways, it's the dinners, the lunches. It's literally you and I meeting in the hallway. It's all those exchange points that make those entire trips worthwhile.

Oh, man, that's so interesting to know. And I totally see how that works. My parents always said, ashley, it's not what you know, but it's who you know. And I think it's the same thing. Like, that's the most exciting part about this life and the world that we live in today is the opportunity to meet people, not only at events, but, I mean, on social media and just like all the seven degrees from Kevin Bacon that we can become connected to people and learn from one another, you know?

So right now, I'm studying a guy named Tilman Fertitta. And my guess is a lot of people don't know who that is. I didn't even know who he was until a few weeks ago. But I like to study. Like, I've studied Elon Musk and I've studied Jeff Bezos. Like, I'll study people because I just think it's. I think that they're. You can be mentored by them or learn from them, even though you've never met him. So. Tillman Fertitta today owns a humongous restaurant chain. He's. He actually bought the Houston Rockets for 2.2 billion. He's 100, owner of the Rockets. But he started. Just started literally, in network marketing, selling vitamins when he was 20 years old. He won the Cadillac selling vitamins. Then he owned, you know, started a restaurant, owned one restaurant, and then turned. He just, like, became the best at all these little areas of his life, ultimately on multiple restaurants. He owns casinos, the whole thing. And what I've loved about studying him for the last probably two or three weeks is I love how he's helped me to think bigger. You know, there's that. There's that great book called the Magic of Thinking Big. And you can sum up the entire book in seven words, which. Which is you are what you think you are. And so although I've never met this guy and maybe never will, I've never met Tillman Fertitta in the last two or three weeks, as I've kind of, like, dived deep on just him and his life and who he is and what he's all about, I actually have thought bigger. Like, it's challenged my brain to think bigger. Like, I feel inspired by the guy, and I've never met him. And that's the power of these connections on social. Like, that's the power of what you're doing with people that have never even met you. Like, with your podcast, with your events, with your social, with your stories, with your life. You're inspiring and leading people that have never met you to think bigger, to dream bigger, to be bigger, to be bolder. And that is the power of connecting with really positive people.

On social, man, you. You do something so well in this regard. I feel like from the moment I met you and going forward, you're very adamant about serving before anything else. So you're always like, hey, Ashley, like, what could I do for you? How could I help you? How could I do this thing? And I think about this. This interesting thing happened to me the other day where I was on a podcast with someone that I look up to a ton, and I was kind of intimidated by it, but I kept Going back to this idea of, like, Russell Brunson talks about having a dream 100, like, having this list of people who you are inspired by and who motivate you and who you want to collaborate with or learn from or have them be your mentor. But the answer is always no, unless you ask, right? But he says in order to get on their radar, like, you show up and ask, how can I serve you? And I admire that you do that so well. Do you think that people are just, like, intimidated to ask to show up on someone's radar? Like, they just put people up on a pedestal and they feel like they aren't at the same level, so they can't even be in that person's space, or what's the best way to connect with those types of inspiring mentors and leaders?

So I think the best way to connect is what you're. It's really what you're leading with, which is, how can I add value to you? And you might say to yourself, I can't. Are you kidding me? Add value to them? Like, what? You know, there's a guy online, Gary. Gary V. Right? Gary Vaynerchuk. His video guy was some kid that was just like, yo, I love your stuff. Can I be your video guy for free? Like, can I just, like, follow you around, show you how good I am, and just be your guy? I'll do a ton of free videos. The kid went there and just, like, followed him around and started being his video guy. Now he since paid him well. Think how valuable that kid is now. Like, what he's learned, the experience he's gained, the. The notoriety he's gained by saying, yo, I helped Gary Vee in this case, dude, he did that all from just serving. Like, how can I add value to you? Like, what can I do to use my resources to add value to you? And that's one of the things that I would encourage people to do is, you know, obviously be bold enough to reach out. But don't you want to be a giver, not a taker? You know, most people take. You know, they ask. They're always like, hey, Ashley, like, buy this, do this, be this. Like, go here. Like, they're. They're asking you, they're taking from you versus, like, what can I do to add value to you? What can I do to serve you? Like, what can I do to make your life easier? One of the great leadership questions, and this is a great question as a leader to ask your people, but it's the same type of philosophy to ask you know, someone who's a leader above you, if you will, kind of further along the road than you are. But it's like, what can I. What roadblocks can I remove for you today? Like, I'll call my team and I'll say this. I, like, send them a voice message. Hey, Ashley, I'm thinking of you. Just say, we're working together in this example. Say, ashley, I'm thinking of you today. Appreciate all you do. I say, hey, Ashley, what. What roadblocks can I remove for you today? Like, what can I do to make your life easier? What can I do to make your life better? Like, how can I make you go faster? And a lot of times they're like, wow, thanks for reaching out. But then they can say, can you help me with this, you know, issue or that issue or this question? That's what great leaders do is they add value to other people. And if you add value, you know, let me say this, Ash. So the word hero, like, you want to be the hero to your children, the hero to your husband. Like, we all want to be the hero in our marriages, in our. In our families. We want to be the hero in our community. You be the hero in the. In the. With the hub. Like, you're the. Like, we're someone that people look to and say, she really inspired my life. She, you know, she added value to me. Okay, cool. The word hero comes from the Latin root of the word servo, which means servant. So the greatest among us is not the king and the queen. The greatest among us is actually the servant, because service to many leads to greatness. If you want to be the hero to your spouse or to your kids or to your business or to your community, then serve your family and your business and your community. Like, in other words, the servant is the true hero. And that's, I think, the mentality shift of, no one owes you anything. You're not entitled. What can you do to add value? How can you show up and serve? What can you do to be a positive light? I'll give you one quick thing today, by the way. What's interesting is when someone gets to your level, so, like, you're crushing it, right? You got an incredible business, the whole thing, great family, the whole thing. People don't think they should reach up and say, hey, I just want, like, in other words, send a positive message up, up, meaning to somebody who's kind of further along the track than you are, let's say. Yeah, that's a great way today to just say to even Your most successful friend. I just want you to know, I think you know I respect you, admire you, and love you for these reasons. Maybe it's a teacher for you. Maybe it's a mentor, a business figure. Maybe it's someone in your community. Maybe it's someone on social media. But, like, send them a DM today and be like, hey, look, just want you to know this and just give them a sincere, genuine compliment. You don't know what the big ones are going through. Sometimes. Sometimes it's nice to hear some positive. They take a lot of crap, you know, because all your crap should flow up. You know, all your issues should flow up. They deal with a lot of fires all day long. It's nice every once in a while for someone to say, hey, you don't know me. I just want you to know that I love, respect, and admire you for these reasons. That's a great way today to start adding value to people.

Well, that's so good. I think that sometimes we just. Again, looking at people on a pedestal, we feel like when I get there, when I have the money, when I have the job, when I have the business, like, all my problems will go away and things will get better. But you're right, like, everybody is still human. So how can I serve and serve up? What an awesome way to collaborate. I think about, like, people ask me this too. Like, what made the hub successful? How did the hub take off? And I believe that it was the sense of community early on. Like, there was no products. Things were free. I showed up just by serving people for nothing, just showing up. And that's what built the sense of community. Now I know, like, you're in a number of different businesses and you lead a lot of teams. Like, what do you think is the core to building community around a brand?

Again, I hate to piggyback, but you're so right on. Like, it's. It's having a clear vision. Like, here's where we're going. Your vision will pull you through hard times, like having a clear vision. And then the second thing is, like, adding more value than anybody else, like serving at a higher level. People will rally behind a vision, and then they'll rally behind, like, the service. The other thing I'd share with you is this is expertise. Like, there's some things you can only learn by experience. So it's expertise, like becoming good at what you do. You know, there's no sub. Like, that's one of the reasons you've succeeded is because you've. You're like You've become the best in the world at what you do. Well like, like you paid the price to become that person. And that's the thing that I think is I look back at like my, my, my little career. Like it wasn't, it wasn't always straight up. You know at my first.

Did you say little, I gotta just pause. You did you say you know it's.

All, it's all relative right to the world. But it's like my first business failed. It left me below zero financially. I was in credit card debt, I was in back on taxes. At one point we moved my pregnant wife and our two kids into the loft of my wife's parents garage. I'm working two part time jobs trying to like start another business, trying to like chase the dream of figuring this thing out. I kind of licking my wounds a little bit. I thought I'd be there for a couple weeks. It turned into be basically the entire nine months of her pregnancy. And since that time I've gone on to build four different multimillion dollar businesses, do a billion in sales speak in 20 plus countries around the world, a million people a day on social media. Well all of that came from paying the price. Every single day paying the price. Showing up being the thermostat, not the thermometer. Right. The thermostat sets the temperature, the thermometer reacts to it. So it's like I set the temperature of like yeah, I'm going to show up with positivity today. I'm going to show up with energy, I'm going to show with passion, I'm going to like put it in the grind. I'm going to go out and make it happen where the thermostat's like I'm going to react to everybody else and you know, I'm like if I, if I'm having a bad day you're going to know it. If I'm having a good day you're going to know it. If I'm, if I'm not making enough money you're going to know it. Like I was just like I'm going to be, I'm just going to go out there with like a clear vision and I'm going to really like rally people around where we're going. But I'm going to get good at what I do and that's part of what I would encourage. You know your people listening is like become the best at what you do and the best at what you do in your field can be the very best that you Have. Because remember, all you can do is all you can do, but all you can do is enough. But become the best that you can be at that field. Like, how can you improve your customer experience? How can you improve your marketing? How can you improve the way you're showing up? How can you improve your. Your frequency? Like, your vibration? Like, when, man, when you're on an Instagram story, you're hot. Like you're on fire. Like you're vibrating. Like, people are like, yo, I don't know what it is about you. I just like you. Like, what can you do to be the best that you can be? And you strive for that. And people, it's magnetic. People like to be around people that are really, like, you know, going somewhere with their life and have a clear vision. It's magnetic, that kind of culture.

Oh, that's. I have 10,000 questions. I want to, like, rabbit hole on that, but talk to me about this really quick before we go down, like, some of that strategy and how to be magnetic. You're a visionary in your business, right? You're leading by example, and these people are coming along with you. What's the best way to build culture among them? So they're also tight with one another. We talk about community over competition a lot in the Hub, and I think. I don't remember the exact story, but was it a story about, like, who killed the buffalo or something like that that you talked about? Can you share that one?

Yeah. So there's an old fable from one of the writers names Aesop. It's one of Aesop's fables. And basically what happened is this is there was four buffalo in this. In the savannah, in the. In the African savannah. And there was lions that were hunting and trying to eat the buffalo. So what the buffalo would do is they would all stand back to back with each other. So no matter which kind of direction the lions would attack from, the lions would always get horns. But what happened to the buffaloes, what happens to most of our teams, and it happens within our own cultures, is, you know, the buffaloes got sick of each other. You know, they're kind of like, I don't like how Brandon does this, and I don't like the strange clicking sound he has in his jaw and he chews his soup. And I don't like this, and I don't like that. And they started complaining and blaming and being jealous and envious and fault finding. And just eventually the buffalo went to four different corners of the savannah. And one by one by one, the lions Went and killed and ate the buffalo. So I say to people who, you know what killed the buffalo? People say, the lions. I said, no, it was the culture that killed the cows. Like if the lions or if the buffalo would have stayed back to back with each other, there's nothing they couldn't have accomplished. But they, because they tore apart, they stopped tapping into the collective genius. They stopped forgetting the real goal of what we're trying to do. The real goal is not for Betty to like, best Rhonda. The real goal is for the overall vision to move forward. So Ronald Reagan had a quote on his desk, a little plaque that said, there's no limit to the amount of good you can do if you don't care who gets the credit.

Yes.

And right now we have a documentary happening that Michael Jordan did a document, like a 10 part series. It's called the Last Dance. It's like for like a sports fan that grew up in that area, it's kind of like this, this nostalgic documentary. Well, the part of the theme of this is the gm, the general manager for the Bulls. During this, they won three in a row. Then Jordan went and played baseball for two years and then they came back and won three in a row again, which is totally unprecedented. The GM was a guy named Jerry Krause. They said that their Jerry Krause put the team together. So think of this Ash. He's the one that like got this player, this free agent, made this trade, brought this coach in. So he did critically important work, but yet they said there wasn't enough credit to go around for Jerry, meaning he couldn't give Jordan credit. Like, Jerry Krause was the one that said that teams don't win, players don't win championships, organizations do. Because he wanted the credit. Like, yo, I'm part of the organization if I want to put this together. Now here's the truth. The truth is all of all of those pieces were necessary, right? You had to have the players, had to have the coaches, had to make the trades. But then you also had to have Michael freaking Jordan on the court, like busting everybody up every night. Right? You had to have both. The point is this though is if it's credit, credit can ruin cultures like people think that they have. They're not getting enough credit or they need more credit. I just laid my credit at the altar. I was just like, look, I want the idea to win. I don't care if I get any credit. I just want the idea to be successful. If the idea is winning, then I want that. Now I'll share one last quick example. So Steve Jobs was only on the front page of apple.com one time. This is he. Remember he was businessman Times man of the year. I mean the ipod, the iPad, the imac. I mean the guy changed the world, right? The iPhone. He was only there one time and it's when he died. And if you remember, it was what they did, like the Apple logo. But they had Steve's face in the Apple logo. Basically.

Yeah, yeah.

And there was only one time he was there and it's when he died. And the point that I'm saying is although he was probably maniacal and egotistical and all that stuff, he also let the idea be bigger than the person he gave credit to. The ultimate idea, which was Apple. Apple was changing the world. Apple made you think different, not Steve made you think different. He didn't have to own all that credit. And that is so important as we get into these teams that we all just lay our credit on the altar and say, look, we want the idea. There's clarity in the idea of where we're all headed and that's what we all lean into.

That's so powerful. So powerful. I think about, you know, being a business owner and the one thing that most business owners agree on that is the most surprising as they get into it is how challenging it is to grow and maintain a great team. Is not like we're not trained in leadership, like real leadership, just like what you're talking about from an early age. So you kind of have to have those hard knocks and learn some of those lessons about culture and credit and letting the idea win. What other advice would you share with someone who's a new business owner or maybe they're not a new business owner, but they're new to having and building a team, on how to continually build the right culture and motivate everyone on that team.

So I have two kind of quick thoughts. One is clarity. We talked a little bit about this. But not only, not only clarity on the idea, not only clarity on the vision. Like clarity and expectations, like there's gaps there. It's what I call expectation gaps. This is where all the frustration lies. So I'll give you an example. If you and Eric, you know, if you expect on a scale of 1 to 10, you expect an 8, Eric delivers a 5 because that's what he thought you expected. The gap between 5 to 8, all the frustration, all the stress, all the like angst, it lies in the gaps. So the way you close the gaps is through clarity. In. In expectations, like, clarity and communication. Like, hey, Ash, I actually expect a six, and you go, oh, cool. Well, you know, here's what my six looks like. And I go, okay, great. Once you deliver a six and I expect a six, boom, We're. We're set. Right? There's no. There's no gap. So helping people to become clear on the expectations of what they are supposed to be doing, what you need them to do, like, having that clarity, I think can create a lot of. A lot of harmony. The other thing is this. And this is so interesting because we. I swear to you, as, like, a society, we're like, worse and worse and worse. That's like, every single year, and that is having tough conversations.

Yeah.

Like, we all freaking hide behind our phones now. People get all passive aggressive on social media. Like, they won't say it to you, but they'll. Like, we all have total keyboard courage. Like, and then they say this thing that, you know, we all know the dig. You know, they're all digging Brenda right now, but yet they won't say it. And then they won't say anything to, like, come on, guys, like, freaking. We got to grow up, look someone in the eye, sit down with them and say, hey, look, here's why I'm hurt. Here's what's going on. And learning how to have those tough conversations is one of the great. It's one of the best ways to build culture. And one other quick thing I want to share with you on culture is this so people sometimes will say, like, look, like, the culture just sucks here. The culture got away from us, or the culture, blah, blah, blah, blah, blah. Like, I can't stand the culture. Okay, so do we know what the culture is? The culture is us. You know what I'm saying? Like, the way we treat each other is the culture. The way we choose to respond to issues is the culture. The way that we choose to show up and treat each other with respect and dignity and all that. That's. The culture is us. The culture is how we all act. So when someone's like, the culture sucks, it's like, well, that's probably because you suck, because you're the culture. Like, you say, yeah, but I wouldn't suck if so and so wouldn't have been mean to me. It's like, look, the way that you're responding to the way that they treated you is the culture. You're setting it right now as we speak. So we all have to own it a little bit as a Team. Like, guys, what culture do we all want? Like, how do we all want to all want to operate with each other? How do we all want to treat each other? Because we are the culture. It's not this arbitrary thing that's out there somewhere. It's us. Like, we're the culture.

Oh, man. Culture is so contagious. Yeah. You've got to be so aware of it. It kind of wraps back to, I wanted to talk about you and just like social media and being like the. The high vibe person in the room. Talk to me more about how do you take that culture and ignite it into your social media? Like, you reach over a million people on social media every day. Is that what you mentioned? How do you show up for them? Like, what is the strategy behind how you're showing up on social media in that way?

I have really three quick tips on that. The first thing I'd share with you is this. I just set the intention. I just like, look, I'm going to do my very best to add value. It goes back to kind of what we talked about earlier. Like, can I add value? Can I serve? Set the intention? I was very consistent. It wasn't like, Monday I posted and like 6 weeks later I posted again. And then Wednesday I posted and then three months later I was just like, dude, I'm just gonna show up and do my very best to add value. And by the way, my first post, my very first post got one. Got no likes and one comment. It was. The comment was my neighbor making fun of my post. So I was not. Not off to a great start. My first videos were just completely brutal. But I still kept showing up consistently, you know, kind of got past the imposter syndrome. Kind of got past the, like, you know, you're in one day out the next week. Like, I just consistently, intentionally showed up. That's the first thing. Second thing I'd say is this. I would encourage you to create a content calendar. So I'll give you a quick example, Ashton. If you and I sat down, I'd grid this out for you. Like, let's say I'm sitting down with you and you're, you know, obviously you crush hard, but let's just say that I'm. You're brand new to it, right? So let's say give me maybe six words that define your brand. So I'm going to share this with you from afar, right? Family, business, entrepreneurship, fashion, faith, maybe horses or something like that. You know, maybe. In other words, some of these, like, these are things just off the top of my mind, like, would be things that, as I look at you, these are things that kind of define your brand. And you might even have, you know, maybe either agree or disagree on some of these, and maybe you would have some more. Right? So we'd kind of define your brand and they would. And the brand that you're looking to portray, meaning, like, hey, I'm. I'm a business owner. Okay, let's do that. I'm also a mom. Like, I'm a. I'm a wife. Like, in other words, I run a family. Cool. Let's portray that. Like, let's, let's, let's detail this out a little bit. And then the next thing is we'd create a grid where it's like, okay, so imagine going down. On the left hand of the grid is the words that define your brand, the categories that define your brand. Then going across from left to right would be give a tip, give some motivation, give a challenge, and share an insight. Share three steps that would help them. So I'll give you an example. So you say, okay, you say, I'll get. Watch this. I'll literally do this to you. But you can do it in your head here real quick. So we'll, I'll give this example. If I said to you, how do you run a home as a mom and like, pour into your kids and then also still run a business? Like, share with me, like, maybe three tips come to mind. Well, dude, you could think of those three tips. You'd be like, well, yeah, what I try and do is. And I try and do this. Well, dude, that's family. And then we go over to three tips. That's. That's that day. So like, I have every single day done. Every single day is already done. Like for like the next seven or eight months. Like, every single day, every post, every day is already finished for the next seven or eight months. Because I've set out and I created a content calendar so I didn't have to be at like 8 o' clock at night being like, oh crap, dude. Oh my gosh, I've been busy all day. Like, oh crap, I need to post something. It's just, I thought through it and I've gotten ahead of it. So it's just like not this pressure for me every 10 seconds, you know, and obviously also post throughout the week on things that I'm thinking or whatever, but the overall flow is finished. So that's the first thing. Create a content calendar, theme your days. And so it helps you to Get a little bit more organized and showing up with more intention. And then the other thing that I would share is this. I would encourage you to leverage a team. And here's what I mean by that. More specifically, like go do like yesterday, Ash, if you had been with me, I went and did a photo shoot, slash a bunch of video yesterday. I took I think three hours. And I have a gal that does photography. I have a guy that does video, like, boom, we did it together, brought a bunch of different outfits so it looks like they're different days and you know, kind of that whole thing. And you might say, well, dude, I can't afford a photographer right now. That's fine, go take your 16 year old child, have them take pictures. Go take your husband, go take your boyfriend, like, go take your girlfriend. Like, go take somebody with you that can take some videos or take some pictures for you that you can now have this kind of, this repository of stuff, right? You bring a couple different outfits, you know, smile in one and look serious in the other. Like, you know, kind of mix it.

Up a little bit.

But now you have some, some stuff to post. That's so. But hire a team. Like find a team, leverage a team. I'm not great at editing video all day long. I don't want to edit video all day long. So I have a video guy. And you can find this stuff in your local community. Like you can find ways to make you look like you're pretty awesome, meaning your brand is growing and so on. You can find people that are helping you build a logo or edit video or with your, your copy or, you know, meaning like your blog and so on. Guys, there's people, there's websites that you can find people, there's people in your local communities you can find there. You can get smart and leverage your time to where it doesn't feel so overwhelming because it's not you doing every single last piece of everything. Now with all that said, here's what I want to share with you, which is the most important thing about a personal brand. Your personal brand is not your picture. It's not your logo, it's not the colors, it's not the font, it's not the Instagram stories you do. Your personal brand is how you make people feel like when they're done with your content. How did you make people feel when you show up daily, consistently? Are you leaving them feeling like, you know, I feel better about myself, worse about myself, Angry, happy, grateful, ticked, you know, like what? How are you making feel? That's Your personal brand, that is your business card is how do I affect people? How do I make them feel? And heartmath.org said that the emotions that we have in our bodies, they go into every cell of our body and then they emanate out 10ft out around from us. I don't know if you've ever been around somebody.

You didn't.

They didn't even say anything to you, but you're just like, yo, I don't know what to do with that lady. But she's like, on one today. Or you're like, I don't know, what is it with her? But she's. I don't know, she just, there's like something about her. She's just magnetic. Well, you are affecting people. Like we're either vitamin C or we're a germ. We affect people, we rub off on each other.

Yeah.

And so you can even do that through your social media. Like, are you positively affecting people? Are you adding value? Are you giving some tips and some tactical and some motivation and making them laugh and, you know, like, are you doing some things where each day they're like, man, I like me best when I'm with you.

Oh, man, that's so good. It's so true. And everyone I know right now can think of three to five people that make them feel that way. Do you ever feel like people get too one dimensional? Like, I own a business. So let's say my business is I'm a boutique owner. And so I post about my boutique, but I don't know how to post about personal things, motivating things, inspiring things, like whatever. My six key pieces are like, as I think about you, Justin, and your brand, you do all kinds of things. We haven't even talked specifically about what your businesses even are. But just knowing you, like, when I first met you, I was like, man, what's this guy do? You know, because he's always motivating, he's always inspiring. But like, we can have all these great unique pieces and I think specifically boutiques just fall in the trap of, I'm a boutique owner, I don't know how to create this other content for us slash, personal brand with my boutique. Does that make sense?

Yeah, it does. Here's what I would just some quick insights. The most important thing is finding things that you're passionate about talking about. Right. So you're not like, oh my gosh, I don't want to post about that again. I could care less, but I'll share it with you guys this way. It's like, as you're thinking about, what else could I talk about? Here's the question I would encourage you to ask. What problems can you solve? Like, I tell people, don't talk to your audience. Talk to your friend. Because sometimes an audience seems like this, like, arbitrary. Like, I just put it out there, like, boom, like, out in the solar system somewhere. Like, no, like, talk to your friend. Like, what are the five? What? Name. Name 1, 2, 3, 4, 5 things that your friend are your friend's biggest stresses. By the way, right now, think literally of a friend of yours. So, like, Ash, think of a literal friend of yours. You can pick whoever you want. Think of a friend. What are the five things? If you were to. Had to, like, think of one or two or three that stress her out, like, pressures that she's feeling right now. Maybe it's. Maybe it's credit card debt. Maybe it's like, yo, how do I build this team? Like, I've got my little business going. I need to expand my team. Maybe for her it's like, how do I keep my marriage on point even though I'm really ambitious in my business or somewhere? You start thinking through, like, what is she thinking about right now? What's some stresses for her? Another question you ask is, what are five goals or dreams or things she'd like. Your. She'd like to accomplish? You say she would really love to take her kids to Disneyland. She's always wanted to, but she's never. You know, they just haven't had the chance yet. Or she, right now, she really wants to make sure she's doing a good job with homeschooling because she's. She just doesn't want to. You know, she feels a lot of pressure to make sure she's really delivering, thinking of some good ideas. Okay, well, now that you know this kind of stuff, look in the camera, you know, and, like, talk to your friend and, like, be like, hey, sister, here's what I want you to do. Here's what you should do with your marriage. Here's three tips that really helped me when I was first launching my business, and I was a little out of balance because my business was taking so much of my time. I did this. I communicated clearly. We did a date night anyway, that's content. That's not about your freaking boutique, but you're adding value. You're attracting more people. You're leading people better than you found them. You're sharing insights, and you're talking about a whole new subject. So that's one Way to do it is solve problems, ask questions, and then ask and answer questions. Remember, if you upgrade the quality of your questions, you upgrade the quality of your life. Questions are so important. And what's interesting about our brains is our brains cannot not answer a question.

Yeah.

So, for example, if I say to you, are you tall or short? Fast or slow? Would you rather read a book or travel or, you know, go to a movie? Would you rather travel or stay home? Everyone listening. Our brains answered every single question I just asked. It's just the way that our brain wired. So you start asking better questions. How can I serve my friend? How can I add value to my friend? And then it's like this unlimited supply of content. You just have to get over that feeling of like. Like, who am I? You know, kind of like the imposter syndrome of, like, who am I? I don't know. I'm not a marriage expert. Listen, you don't have to be a marriage expert, but share with us what you did to strengthen your relationship, even though your relationship's not perfect. I get it. But what did you do to strengthen it when you were having some of these similar struggles?

Yeah. Oh, that is so good. Especially I had this conversation with boutiques, even through Covid, where I think that was, like, a true turning point of small business owners, Especially not just boutiques, but everybody realizing I just have to show up and relate. I have to show up and serve. Like, money will follow eyeballs. But if I serve first, like, the business will come along with the content. But asking questions is absolutely central to that. It's so, so good. As you talk about family and marriage, I want to shift to that for a second because I'm thinking back to when we first met in that hallway.

One of the first things you said.

To Eric and I was, I'm a family man. And I was like, whoa, who is this guy? Like, I love how bold you are that you will just say that because it's not common today. Right. So talk to me about being a family man and what that means to you, and a little bit about your parenting style, because your family's got a lot going on. You're busy.

So my first thought is that no success that I have outside of my home will compensate for failure that I have inside the home. So if, like, if I were to list out my priorities in my life, my marriage and my kids and my. The impact I'm having as a father and as a husband, like my family, it's like, my number one priority by a hundred like, number two is way far down below. I was in. I was in Japan once, and I. We had a. I spoke for like, 10,000 people in the Ariake Coliseum. And after, we had this, like, VIP dinner. And one of them. They call you Justin Son. Son means almost like mister. Like, Justin. Like, Mr. Justin, basically. Justin Son. Justin Son. I said, yeah. And they go, is it love or money? Love or money? And what they were saying, I asked an interpreter, like, what. What does that mean? And they go. They go, what's more important? Business, which is money or love, which is family? That's the way they were trying to ask the question, what's more important, Business or family? And I said. I said, oh, bro, you know, this is being interpreted. But I'm like, bro, it's not even close. I go. I go. I go, love, love, love. Easy, easy. And so for me, that's just such an important thing. It's just. It's foundational to who I am, what I. But I, you know, what's important to me. And then. And now check this out, Ash. I'm super ambitious. Like. Like, we just did a billion in sales. I'm. I'm in our first five years in business. I'm like. I'm, like, trying to drive our business to where we're doing a billion per year in sales, not a billion in five years. Like, I'm like, let's go. Like, I'm super, super ambitious, too. So you say, well, how do you. How do you balance both. The first thing is priorities, right? It's clarity in your priorities. Like, I know that family's first. The second thing is communication. We talked about the communication gaps that can. That can drive. But one really good tip that I think can really help all of your boutique owners is this. It's what I call enlist your family. So you enlist them in the business. I'll give you guys an example. I literally. No kidding, I did this. I've done this multiple times, by the way. When I knew I had to really go hard at the business, I would sit down with my wife first. I'd be like, sweetheart, look, here's the thing. This is happening. This is happening. And she. And I would clearly communicate to where she knew that I was going to be jamming a little harder right now. Like, my focus was going to be a little bit more in the business. So, number one, she knew that she could pick up the. You know, we. Our communication was on point where she would pick up her, you know, almost pick up for me, like, pick up the slack That I was. I was providing in the family. But then we would sit down with the kids. I mean, that K, guys, Daddy's got a crank. You know, like, here we go. Next three months, I got to really jam, you know, whatever. Whatever the time frame was. But then, Ash, here's what enlist means. Not only do you sit down and clearly communicate, but I'd say, once dad hits this goal, we're going to ice cream. Once dad hits this goal, we're gonna go to the park. No phones, dude, just me and you. We're gonna go jam at the park, play basketball, ride bikes, whatever it is. Once dad hits this goal, we're going to. On the trip, in other words. And I want. I don't want to stress anybody out where you think you have to go on vacations for every goal, but it's like you just set little goals. Like, mom has taken you on a walk today. So you say, sweetheart, here's what I did. I need you to give mom one hour. And the kids know this going in. I need from two to three. Mom's got to work. I got to really focus. At 3 o', clock, though, I'm putting my phone away. And by the way, moms and dads keep your promises, right? Even though you still got work to do, keep your promises. Three o', clock, you go on the walk, you let them ride their bike. You're on the walk, you're totally attentive, totally focused. I got to a point where my kids would be like, yo, dad, do you got your five customers yet? Or whatever the goal was, do you got this yet? And I go, no, I'm almost there. Like, dad, let's go, dude. Like, we want to. We want to go to ice cream or we want to win the goal. Like, come on, dude, get to work. So instead of them resenting me and resenting the work I was putting in and the level of intensity I was putting in, you know, with our. With our business, instead of them resenting it, they felt like it was their business. They're like, cracking the web harder. They're like, dude, let's go, dude. Like, get to work. Yeah. And I'm with you guys. If you'll enlist your kids, enlist your spouse. Spouse. Where the business isn't your business. It's our business. It's their business together with you. It is so magical because you're. Remember mom and dad. As you're listening, you're setting an example right now for these kids. Like, you're setting the example that, hey, this is how. What Hard work looks like this is what hustle means. This is what overcoming obstacles and challenges and adversity looks like. You're teaching right now. And so when they're enlisted, they're watching you succeed. They're watching you win. They're being inspired by you. And that's what I really encourage people to focus on.

Oh, what a good way to include them versus them feeling like they're separated or resentful of the business.

Yep.

So super important. Okay. I know we're crunching on time, but I'm gonna keep going because this is so, so good. I hope you don't mind, but let's talk about your health for a minute. So if anyone's seen you in person, like, you ripped, man. You ripped.

Geez.

Yeah, you're welcome.

I'm trying to fight dad bod One day at a time, dude. I don't know about ripped.

You're inspiring my Covid. 15. Thank you very much. Seriously, talk to me about health because your company is in health and wellness space, and I think because this opportunity I'm going to call the pandemic, an opportunity has happened for us and not to us. I think there's a lot of things that we've learned from this, and we'll continue to learn. I think health and wellness are going to change after this. Talk to me about some of the fundamentals of how you view health and wellness as an entrepreneur. But I honestly talk about the company and talk about some of the products you guys have as well, because I think that's super important to know. Like, where can people turn for a resource and how to take better care of themselves.

Well, let's start first with, like, the mindset. Here's. Here's what I'd share with you guys. You want to work out more for your biceps than. Or more for your brain than your biceps when you work out consistently. Like, so, Ash, we both met. We both were in or in Brandon Burchard's Mastermind. Right. Brandon wrote a book called High Performance Habits. It's the biggest study of high performers in the history of humanity. One of the things they found about high performers is that they're 46% more likely to have a consistent and regular exercise routine. So high performers don't accidentally work out. High performers, like, have routines. They have plans. And I'm not trying to say they're all bodybuilders. That's not what I'm saying. I'm just saying they consistently go for a walk. They consistently do their stretching. They consistently lift some Weight. They consistently do whatever it is to be active because of what it does for your. What it does for you emotionally and mentally. Remember, as a business owner, dude, it is. It's a high stress game. You know, it's a. It's. This is not for everybody. Like, it's a high stress game where, like, all the weight ultimately is falling on your shoulders. And, like, are we winning? Are we losing? Like, when stress and pressure happen, people call you, you know, they're not calling someone else, they call you. You're like, stops with you. Well, you need to create time, build time, intentional time for you to have that stress release. So, like today, you know, my son and I still talk about being quarantined, right? We have a little. A little mini. Little tiny workout room in our basement. Like a little squat rack and some kettlebells and a few dumbbells and whatever. So it's just kind of a small, little thing. But so today we did squats. We did 10 sets of 10 on squats, right? And I have a stretching routine, like a little yoga routine. By the way, watching me do yoga is like watching a sea lion on, like, a pier. It's just not that great. And so I do my little yoga for 10 minutes, and then I have some functional stretches that I do that kind of warms me up. And I've learned that over time because I'm getting to that age where, like, I have, like, the lower back pain and the hamstrings are tight and all that kind of stuff. And so I do my little functional thing. Kind of gets me into my little zone, and then I go hit my little weight routine for a second. The best I can I have. I track my macros so my eating's on point. I'm intentional. Most people ash, they live a life of reaction and distraction their entire life. They're reacting to the distractions of everybody else versus people who live a life of intentional creation where they're intentionally creating. So, like, I know how many calories I eat yesterday, you know what I'm saying? I could tell you, like, like, because I'm intentional about it, like, I'm not hoping it all pans out. Like, I'm intentional about it. Same with working out. So I just would encourage you guys for. For if you're a high performer, which all of you are, and that's. That's all of our goal is to perform at a higher level. Exercise has to be part of it. Now with our business, you know, we've tried to create. We created a lifestyle brand that makes it even easier for people to do it. So I'll give you a quick example. We launched a product a couple years ago in 2018. It was the best weight loss supplement of the year. This stuff's almost like unfair. It, it's called trim. It's like a chocolate pudding. It literally, we have a couple flavors, but the chocolate tastes like chocolate pudding. It's like, it's like the consistency of pudding and it has a clinical dose of what's called cla. So CLA is what builds lean muscle and inhibits fat storage, basically burns visceral fat. So imagine this, you take a spoonful of this chocolate pudding stuff and it's building lean muscle, burning fat. So it's changing your body composition. And then it also has collagen and hyaluronic acid. So collagen is the protein that holds us together. Like we're made of collagen. Our hair, bone, skin, nails, we're made of collagen. And then hyaluronic acid is what gives us moisture. So if you think of like a little, a little baby, they have those cute puffy cheeks that are so cute. And then if you think of an elderly person, we have less, their, their skin has wrinkled and sagged. It's because we produce less collagen, less hyaluronic acid as we age. So this, this product actually not only are you getting the cla, which builds lean muscle, burns belly fat, but you're also getting collagen and hyaluronic acid. And the second top selling product we have is called Liquid BioCell, which is, which is literally pure collagen, pure hyaluronic acid. So for your joints, for your literally your inside out anti aging, we have seven international patents, 37 human clinicals on this stuff. And so the human clinical said that it helps to synthesize. What that means is it turns on the production of Collagen up to 6,000% over the next, over a 90 day period. So those products kind of lead to a broad range we have of non toxic, healthy products. So it helps people to live kind of a, we call it live clean. It's this idea of like switching up products you're already using for safe, effective and affordable non toxic products. So it's just kind of create like a lifestyle brand. We market all online and we've created, you know, kind of a cool little community in business doing it and been able to really serve people at a high level with, with both our product, our products and then also our community and you know, add Value to people through our community. So again, exercise. You know, it used to be that the jolly old fat man was the sand. You know, I'm saying like the Santa Claus jolly old fat man was the rich man. If you think back like the 1920s, the 1930s, it was the fat, the jolly old fat man was the rich guy. Like the Monopoly guy, you know. Yeah, dude, that's not it anymore. Now you have like the Richard Branson's and those types of guys that are, they're in good shape, dude, they're lively. Like Elon Musk is in. I'm not saying he's a bodybuilder, but he's a healthy dude. Like, yeah, that's the new world we live in is the true wealth. The true wealth. And I try and remind all of us we're not doing all this stuff so we can have more paper with dead presidents faces on it. We're doing all this stuff because the way we want to, the way we think it's going to help us to find feel.

Yeah.

And to feel lethargic and to feel like, you know, when you bend over, you're like, oh, I got like, like pull my belt over my waist. Like that's not, that's like we want to feel optimal and energized and vibrant and alive and we want to be able to run around with our kids and be able to run up the stairs and not feel like we have to like stop for a second, be out of breath. Like we want to feel like we have some vibrancy to our life. Because remember, the true wealth is our health. You know, it's like, do I enjoy this body that I have? Like, am I vibrant and alive? And if the answer is no, that's something I'd encourage everyone to get super, super intentional on.

Oh man. You know, every time I talk to you, it's so inspiring because you feed my brain, you motivate me. Like we talk about business strategy, but to tie like health and wellness and you know something I honestly a lot of times have felt intimidated about was like, what do I take for supplements? How do I get more energy? Like what do I really need to be feeding myself at this? You always have the answer for that and I appreciate that so much about you that it's so well rounded. So thank you for sharing all of that. Seriously. Very, very helpful.

You're so sweet. I need to hang out with you more often. All these nice things.

Oh man.

At my funeral, dude, if you keep this up, right?

Oh my gosh. Well, for anyone who's listening, if you want to learn more about that too, we'll drop some links for you guys in the show notes so you can check out some of those products that you mentioned and learn more about your business as well. Really quick, we'll do a lightning round. Sound good?

Yeah.

Okay. Favorite book.

Oh, my gosh. Here's the honest answer. I have so many for different phases of my life. Like, I have books that if I wouldn't have read at that phase, I would have. That changed my whole life at that phase. So some quick ones would be like, Seven Habits of Highly Effective People. The Richest man in Babylon Unlimited. Awaken the Giant Within. Think and Grow Rich. Like rich dad, Poor dad. These were little times of my life where those books had huge, huge, huge impact.

Oh, those are all good ones. We'll put all those in the show notes and link them up for you as well. Favorite podcast.

I honestly think it's freaking Joe Rogan. And here's the thing. He talks, I talk. Like, in other words, his language probably different than mine, but I found even during this whole pandemic time that I trust some of the information I'm getting there versus the news. I'm so disappointed in our news, I can't even tell you. And so I feel like you can have just like, an open dialogue and just like, actually, again, the language probably isn't my style. Some of the content's maybe not my thing, but the openness of the dialogue, I think, is actually really, really healthy. I think it's good for people to have healthy dialogue.

You know, he's one of my favorite people to follow on Instagram for that very reason. I think that's so, so cool. Okay, I'm going to ask you, favorite mentor, but I know you probably can't narrow it down to one because you work with some pretty awesome ones, but let's say favorite group of mentors.

So I've done a lot of work with John Maxwell. John C. Maxwell is a famous, kind of like, leadership author. And I've seen John, like, I've been in his home, had dinner with him. I've traveled around in different countries with him. So, like, in other words, I've seen him not just, like, on a stage. And I think John's a pretty, pretty awesome dude. Like, I think he is. He's. He's actually better probably than you would hope he would be. Meaning he's. It's not just theory or fluff or what you read from a book. He's probably better in person. And better behind the scenes than he is, you know, in front of the scenes. And again, to your point, I've had many different mentors. I mean, right now, Tim and Fertitta, we talked about that. I never even met the guy, and I feel like he's, he's a mentor to me. I'm trying to think, get into his brain. If I had 50 million cash, would I chill out or would I try and get to 500 million and then in his case, get to 5 billion? Like, that's a unique brain that doesn't ever let off the gas your whole life. So you can learn a lot from people like that as well. So I have kind of a long list. But right now, I tell you, I think John's definitely made a big impact in my, in my life.

That says a lot when someone is even better behind the scenes than they are on the stage. And I know what an impact he's had on your oldest son too, which I think is super cool.

Huge impact on my son. Huge. Really, really touching cool. I'd almost say, like sacred moments. I'll share this with you just real quick. I know we're in lightning round, so I'll make this fast. But like, when? So John called my son when we were in Beverly Hills, we were at the Paramount Studios on the lot and he called my son and he did this whole thing I post on YouTube. It was really cool. This really touching call. He's like, isaac, anyone that's as young as you that wakes up as early as you do? And he's like, I wanted to have a chance to meet. So anyway, he actually met my son. John came here and did a podcast in Salt Lake and I took my son and we, you know, were there with him. So he meets my son and knew right who he was. He grabs the back of his neck because John's actually a former Christian pastor. That's actually where he came from before he became kind of a leadership guy. Grabs the back of my son's neck and like prays over this kid. Like prays over this 15 year old kid. And it was just a, it was just such a touching moment, I'm telling you. Like when John Maxwell dies, and sometimes people are bigger in death than they are in Life. He sold 30 million copies, 100 plus books, whatever. When he dies, that will be something I said to look back for the rest of his life and be like, dude, when I was 15 years old, this thought leader, business legend met me and prayed over me and blessed that I would have grace and favor in my life. How cool is that, by the way? Totally impromptu. It wasn't like, posed and for the camera or whatever. It was just their kind of moment together. It was pretty cool.

So cool. So cool. And I look for, you know, I think about, like, the next generation. Who's going to lead the next generation? And I think about your son and how into just like, leadership development and mindset and the things that he's into at this young of an age that makes me really optimistic about the future. I hope more kids learn that message younger and younger going forward.

I completely agree. You know, I hope that we set a good pace in our kind of generation. But these kids, you know, you and I grew up without phones, dude. Like, we grew up without social media. Like, this new world's growing up. This is all they've ever known. And so I'm hoping that some of these new young leaders will arise and teach some of those old school principles, dude, like, you know, writ out entitlement, teach hard work, teach patience, teach kindness, teach respect, and teach some of these kind of old school things that, that, you know, a little bit of our culture, a little bit of our society is getting away from.

Yep, I completely agree. All right, Justin, last question. And this is really, like, as I think about business as a whole and this show and everything that we do every day obviously goes far beyond building a business, making money, selling a widget. You know, whatever society tells us we're in business for. Right? The exact opposite. It deeper than that and more meaningful than that. So I just want to ask you about your life 30 years from now, and you're sitting on the front porch with Missy, and you've got kids and grandkids at this point, and they're sitting on your lap and they're asking you about this life that you lived, right? You've traveled the world. You've seen things that so many people will never see. You've built amazing businesses, multiple. What is the thing that you want them to. To say about you at that point? What's the thing you want them to remember the most about what you created and how you lived?

I would say this. I would want them to be proud of the legacy that I live, that I left. And the legacy to me is two words. It's what and how. What and how is, what did you accomplish with the gifts and talents you were given? Like, because remember, we're all given different gifts, different talents. So did you maximize or, you know, if you will magnify or, like, did you, like, turn Those into what you're supposed to turn them into. Did you do something with. With. With what you were given? And then the second question is how? It's like, how did you go about doing it? Like, did you tear people down or did you lift them? You know, did you build them up? Did you inspire people or did you belittle people? Like what kind of, like, how did you go about doing it? Did you step on them or did you pull them up? And so that's, that's kind of the. I'm hoping that they'll say, you know, grandpa or whatever. Like, yo, magnify the gifts and talents you were given. Like, you did something with your life. You weren't lazy. Like you made something of. And just as importantly, you did it in a way that you left people better than you found them. They were better because they were around you. Like they liked themselves best when they were with you. Like, if I did it in a way that actually served people, then I think that's probably all you can ask is that you magnify the gifts you have and you do it in a way that adds value to people.

Love it. Love it. Justin, thank you so much for spending this hour with us. So many takeaways. I know you guys have a page of notes. I have two pages of notes just chatting with you. So thanks for being so inspiring, being a true servant leader and just, you know, for blessing our life, for showing up for Eric and I in a really cool way. We really, really appreciate our friendship.

Love you guys. You know, I respect you. I don't know, just like kindred souls, right? I just respect you guys. Think you're, you're world class people. So I'm, you know, I want to do things that make a difference in the world with people who make a difference, you know, working on projects that make a difference. And that's why I love you guys.

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