The Secret Handshake w/ John Wetmore & Perry Lunsford

Yo, what is up?

Pulling up my notes. Let's get to work.

You got notes? I love it.

Yeah, I always have notes.

I just usually—

I'm smart enough to pull them up beforehand.

Podcast.

There we go.

2024, brother.

Yeah, the year of, uh, the, uh, Secret Podcast, or— right, no, Secret Handshake Podcast. It's gonna be a good day. It's gonna be a good year.

We're gonna learn the name of our own podcast.

Well, Goal number 1, I'm gonna write down. We'll make it happen.

I love it. I— hey, I've created it. So I don't know if we've told everyone this yet, but I was— you— when we met, I gave him a little sneak peek. I didn't— you know, this is what I want you to remember. Put on your notes if you don't have it already, okay? Remember the, the interview you did last week that we learned about while you were sitting here in my office after you said it 4 seconds later? The interview you did last week. Yeah, yeah. Okay, write that down. So when I was, when I was telling them a little preview of some of the stuff you and I did, because from our dinner I was like, should I tell them this, should I not? And I said I was going to and then I forgot, so I actually never said anything. Um, but during that dinner you were like— this is my perception— you were getting on to me about how bad I suck at marketing. Yeah. And that's how I received it. And, uh, and then we started talking about the podcast and what we're going to do there. So I went— for those that watch it, and we're starting to get some more following, dude, which is kind of cool. Yeah, I went and put it like on real podcast platforms. Yes, you did. We're like a real podcast now on like iTunes. Yeah, like I learned how to do it on my own. I went, I went and spent, you know, a couple days Googling crap, and we put it up on audio and video, and, uh, it's out there wherever the hell you can register. I don't know where to send you, but y'all know, you go to whatever and Google it and it shows up, which is pretty cool.

That's super cool, man. Good job. Yeah, yeah, appreciate it. Another thing we'll be doing in 2024 is wearing matching shirts.

Yes, everyone. I— the sticker fell off mine. Right, show them yours.

Come on. Yeah, I buy all my shirts on Etsy. Do you? Yeah, I do, because nobody else has them and it keeps me from having to go to a mall.

So I always wore these shirts that would say shit like Determined AF or whatever, all these like saying shirts. I always— I get on the, uh, Instagram algorithm, the ads, and I buy them because I like them. And I like the dude who, um, the one I buy them from mostly. And then I realized like, why don't I just make my own shit? Because of like the things I say that I believe in, that I would do, you know, do more and get shit done, whatever the things I do. So we put together a little merch store that I've not put together, like, it's— and I ordered some of the stuff, right? I'm like, oh, this stuff sucks. So we're like editing it now. So I'm learning like how to do this thing. So I had to go into the store. I'm literally doing this on my own. And I, I call the team and I'm like, I need help because I'm, I'm not good at this, right? And so we went into like, I think it's Shopify, whatever. And, uh, I— the stuff, like the type I picked weren't good, so we changed it to be like stuff I would actually wear, not like cheap crap. They got this Bella Canvas brand that I like. It's fire. So I'm gonna, I'm gonna start wearing some, but it's gonna be your own shirts. Yeah, I like that. Yeah, I like that.

I, uh, I got this guy that does that, and your team can go on and buy them with the logos and all the stuff. And, uh, I never finished it.

Nope, I finished mine. So mine's on the website now. We're tweeting, make it work. Yeah, so I, I told them last week I'm gonna get better at this marketing thing. Good.

I can tell. I saw that.

Yeah, proud of you. Yeah.

So, uh, God talked to me on Christmas Day.

Okay.

Yeah, I know that sounds weird, um, but I don't, I don't know another way to say it, uh, so I don't know how to put it out there and get what happened to me across without saying God spoke to me. And here's what he said, uh, he said, if it can be done, why not you?

Oh, I saw you post that.

Yeah. And like, all of a sudden I'm like looking around at everything I have and I'm like, this is, this is shit. I'm looking at my beautiful home and I'm like, it's shit. I'm looking at my company and I'm like, this is shit. I'm looking at my marketing, I'm like, this is shit, you know. And I'm like, you know, there are so many people that have accomplished so much and I have accomplished mediocrity. Yeah, you know, uh, you know, not compared to a lot of people, but compared to—

compared to average Joes. But that ain't saying much.

I'm not an average Joe, correct? And I'm like— and it just— it really hit me hard and, uh, like knocked the breath out of me.

I like that.

Yeah. And then I spent 4 hours trying to— Googling, like, where did this come from? Where did I read this? Can't find it anywhere. It is the voice of God. And so if it can be done, why not you? And so, um, man, it's going to be a big year. It's going to be expensive here too. Hired a full-time videographer today— yesterday, local, local guy— to do— well, I'm not getting rid of the content and the stuff that I'm doing now. I love that, you know, it's flashy, it's in your face. But I found this kid who is an incredible storyteller, uh, and this guy can, in 45 to to 90 seconds just tell a story without even using words. It's absolutely beautiful. And so I've got him starting full-time on Monday, um, and to go, you know, to take the brand in a different direction. We're not going to stop the direction we're going in, right? But, you know, there's, there's more to me. Like, all of our, all of our reels and all of our marketing and everything is like, yeah, And, you know, there's a part of me that is that, but also just like you, just like this, there— this is a different version, right? And I want that storytelling, and I want that out there, and I, and I'm very excited, uh, about what we've done, dude.

So I'm thinking selfishly right now, sure, I am, uh, I have— I put an ad out. I've been asking my team to hire someone to help internal, because I have external team too for social stuff. Um, so we— I put up an ad on Indeed myself because I got a hair on my ass one day, and I get like 700 resumes a second.

Yeah, me too.

And I have no idea what I'm looking for, but what I know— what I'm saying, someone has to have someone in my office I can help with just marketing stuff to be better, right? Whether they're good at video, they can travel with me if I want them to, they can pay attention. Like, they can— if you saw— again, we've talked about this before— if you saw how this looked behind the scenes, like if there are cameras showing us getting ready for this thing, right? Because when you were in last week, we moved. Remember, we moved to— so we could do it together. Well, we were too dumb to remember we did that. So when you text me for the link, we come downstairs and Amanda's like, shit, we tore everything apart and didn't put it back the way it was when I'm here by myself, right? So like, I need someone to do that stuff. I need someone to like again, make my social a little bit more versatile, um, kind of record some of the behind-the-scenes stuff that we do, you know. I mean, just mix it up, dude. Do more of it. And we're getting people in, right? Well, what I might— dude, I'm— I might ask you for some help when we narrow it down to some couple people, like make sure I'm not hiring a fucking idiot again.

So it sounds like you're asking my advice.

I'm asking for your help when I narrow it down. Advice I'll always take from you.

Yeah, I will tell you that in my experience you know, think of it like you would an agent. Like, so if I told you, listen, you got to go hire an agent, you only get to hire one, and you're going to have to build everything off of this dude, you're going to be— you know exactly what you're looking for.

100%. I could do that.

You know exactly what you're looking for. And on this, so I would say I got about 300 resumes.

Yeah.

I put in Indeed exactly what I've been looking for. I go, I need you to look at this, I need you to do this, I need you to do this. If you don't send me your portfolio I'm— you're deleted.

Yep.

And, you know, and I'm writing it in all caps too.

Yep, we do that.

And, and so then, you know, I always— I'm not very talented in that stuff. I'm more talented than most people, but I'm not very talented. Yeah, that's not where my talents lie. And so the first thing is I knew that I wanted a storyteller.

Okay. Right.

So I'm like, I want a storyteller. I'm not looking for what I already have, which is flashy, in-your-face reels. I want a storyteller. That's what I'm going after. So I said, I know exactly what I want. I need to know exactly what I want. And then you go looking for someone who has that talent, right? And so you're looking at lighting. Whenever they send you their portfolio, you're looking at their lighting, you're looking at their angles, you're listening, you're listening. Is the audio right? Um, what's the background look like? How are the— is the camera moving the way I like? And you're just gonna be uber duper picky on every single aspect of, of their portfolio, because of their portfolio. Listen, their portfolio is what they think is the best thing they have.

Yeah.

And so it— so I ended up, you know, what I had, however many hundred resumes, there was only two people I was really willing to have a conversation with.

I got one so far out of probably— we're probably up to— we're in the ballpark of probably 150 resumes. That have come in. I've got one— I got one person, he's local. I mean, I want local, right? Like, to me, Atlanta is not local, and I live in the burbs, so it's hard to find someone who's not in, you know what I mean, like out in our little area, right?

Um, and in this, you're going to get people from New York and California.

I did. Yeah. If they aren't local, I don't even look at the resume. And if they don't do the assessments— and I made them do a, um you can set up on Indeed where they do a video interview where I pre-ask 3 questions and they have to answer them on video. Like, 6 people did it, but 5 of them hid from the video. Only one dude did it live where I could see him interaction. He had notes, kind of showed the site. It was like he actually did what we asked. I got one out of 150. Now, I don't know if he's gonna make it to the next step, right?

You know, But so then I, so then I brought the guys in and I'm like, listen, in what I'm looking for, I'm not looking for somebody to work with me forever. I mean, that would be great. I'm, I want one year. And so what the, like, the deal that I try to make with people is just like with insurance, I go, listen, this is about who you and I are both going to become in this next 12 months. Yeah, not about how much money you can make. And I'm gonna— if you're the right person, I'll overpay you. I got no problem with that because I live in a world where if, if you do your job right, I'll make that, you know, 100-fold. And so I'm looking for someone— I, I want someone young, 25-ish, so that they're willing to grow. Someone that's looking for a coach that I can mentor them and they can mentor me in their direction. And someone who's hungry. And I want them— I don't want to bring them in and go, listen, this is what I already have, I need someone who can duplicate what I've already got. I don't want that. Yeah, because these are artists. These aren't, you know, with an insurance agent, you go, listen, come in, I need you to just do what I do. But artists are different, right? So with an artist, you go— if you try to put an— if you try to take an artist and put them in a cage, everything's going to fall apart.

Yeah.

So when you're looking at their content, you want to look at their content and go, I love exactly what you are. Now let's take your Nike ads or your Bose ads or your Puma ads or whatever, and let's just replace the logo and create that same thing again. Yeah, but in our direction, in storytelling of who the Perry Lunsford brand is and who the Healthy Insurance Dude brand is when the cameras are off, but with the cameras on. Does that make sense?

Yeah. Do you ever find that people in that, that artistic world want to try to make you someone you're not? Yeah, because I struggle with that. Like, I don't, I don't, I'm not very artistic or thing, but I do like, I, I don't want to not be me. I'm not doing fucking TikTok dances. I don't care if they're viral. I don't like, there's some, it's not me. Right, you know what I mean? So I've struggled with—

I have that same fight. So that's the first— when, when I meet an artist like that, I did that with the guy that I use now, and I did that with these, with these guys, is nice to meet you. I do not want to change who you are, but it's important to me— I say that to them.

I follow.

I do not want to change who you are, but it's just as important to me that you don't try to change who I am.

Oh, love it. Okay, dope.

Because I've seen your content, I think your content's amazing, But also, when I look at your content, I see a lot of the same thing, and I see— yeah, everybody appears to be the same character, which I don't want. And I don't want that.

Yeah.

So I don't want to take away from who you are, but we have to find a way to work together to where we're not taking away from who— that both elevate each other instead of one of us. But I don't think you need to worry about that because you're such a strong person Yeah, your, your concern is going to be because you're such a strong person, it's going to be— the hardest part isn't going to be them stopping you, them trying to make you stop being who you are. The hardest thing is going to be them stopping being who they are.

Correct. I run— I do trample people sometimes, not on purpose.

Yeah, I mean, that's just, that's just who you and I are. We have that strong personality. And you know, you've been doing this a long time, so you know not to do that.

Yeah.

But especially with an artist, you have to make the list. Let's set these boundaries real quick. Don't let me take over who you are.

Got it. I like that.

But also, don't try to make me do TikTok.

Yeah, yeah, yeah. I like it.

But I don't think you need to worry about that. You're, you're not going to do something that makes you uncomfortable.

No, I'm not. But I just, I'm like, we've had them and they're like, well, this, this is viral this week. And I'm like, I don't care about viral.

I'm not interested in that. I'm not interested in viral.

I'm neither. I'm not either.

I'm interested, and I've always been this way, I'm interested in painting a picture of who Perry Lunsford and the Healthy Insurance Dude is. Yeah, that's what I want. I'm not interested in TikTok, and I don't need to be viral because I market, right? I don't need— I mean, is that nice? That'd be cool, sure.

Um, yeah.

Great.

If it happens, great. But I don't wake up every day looking at how many views I have.

I'm paying money. This is gonna, you know, 3,000 people, 5,000 people, 10,000 people a day or more are gonna see this because I'm gonna make that fucking happen. Yeah, I don't need it to go viral, but if it does, cool.

Yeah, so it's good advice. I like it.

Yeah, there you go.

There you go.

So we've got that. We were— let's see, uh, oh yeah, so did my Forbes interview.

That's what I wanted to say. So tell them how it— tell them, tell— dude, explain how it—

how what?

What if they were behind the scenes with us that day? Yeah, dude, you announced it live here in my office that that's what you wanted, right? And then tell them how long it took from the time you said it till the time you got the call.

12 minutes, correct? Yeah.

Like, y'all, I was curious because I didn't know this was a thing of yours. Like, they saw that— if you haven't seen it, go watch his last one, one before, whatever it was, right? And, uh, I think it was 2 ago. And, uh, it's the only one that Perry and I physically together. And I'm like asking you about stuff, and it just went down a road. I didn't know where it was going, and I was just curious. I'm like, when the hell did you decide this? And you're like— I think you said yesterday.

It was yesterday.

Yeah, at the time. And I'm like, what the hell? So I'm like intrigued because it's on my radar. Like, I'm talking to the person who helps with some publicist crap that I'm doing some articles, and that's one of the things. And I'm like, well, when do you want— I literally was like, when do you want that to happen? You're like, it's happening this year. I'm like, okay, dude. We hang up, we literally end the podcast, right? 10 minutes later from when you said that We hit end, he goes, hold on, someone called, I have to make a call, my guy called me. Like literally the second I hit end, and he was like, yo Forbes, you want to do it Friday or Wednesday? I was like, what the—

bro, I told you, God spoke to me. Golly, I don't know another way to put it.

I I was, man, but I believe in that stuff so heavily. Yeah, you know what I mean? But to watch it kind of before my eyes, which some of y'all might be like, that's corny, dude. Amen, it is corny, but I love it. Yeah, you know, um, it was wild, dude.

I turned 49, um, a couple of weeks ago, right?

Yeah.

And I'm talking to this 25-year-old yesterday and he's talking about— I go, you know, I, I love being almost 50, it's fantastic. And he's like, what? He goes, he goes, I would love for you to explain to me why, because, you know, I'm scared to death of getting older. And I'm like, yeah, we all are at that age. I go, you are a remarkable young man. Like, you seem like you have a great life, you're very talented, right? You're this, you're that. I go, now everything that you've learned over the last 25 years, double it. That's why I love it. I want— I love being 49. I love— I'm excited to be 50. I've got a lot of goals to hit before I hit 50. But I'm like, you know, we, we— I don't know what to do every day. I wake up every day and we have no clue what to do. But you know, when you've made as many mistakes as we have in life, you know what not to do. And when you know what not to do, you keep ending up in the right places, right? And like, you know, those, those movies, like the— I, I'm a car guy, right? And so on those, every single car movie where you're— where there's a race car driver, there's that scene where they talk about, you know, there's this place at 200 miles an hour, uh, where everything is crystal clear and you are— you, you don't make mistakes, you're just flawless, and you're one with the road, you're one with the car, you're one with God. And that's how I feel right now. So yeah, it's really cool about it too. Yeah, so I love it.

Yeah. Um, when— so when's— how did the Forbes thing go? Because of course your answer to me was, I'll do better next time.

Yeah, I'll do better next time.

Standard Perry answer. But how'd it go? When's it coming up?

I mean, I don't know. Um, you know, it's one of those things we did between two holidays, and hell, maybe they didn't like me, you know. She seemed like she loved me, but, um, but maybe she didn't. And, or maybe you have no idea. I have no idea. Maybe it never hits the shelves when it was just an experience and an opportunity to be better next time. I love it. You know, my wife is like, that was wonderful. And I'm like, I love it. It's first try. Yeah, we'll do better next time. So you worked all All break.

I mean, I didn't go anywhere. I, I didn't work the entire time, but I work every— just, that's who I am, dude.

I get bored.

I, um, I always tinker with something. I'm always working on something. So I, um, I definitely— again, I worked on just a few things we talked about. I have a meeting after this, um, with my team to go over. Amanda and I do this— she calls it like a brain dump. So I have a lot of stuff up here, and if it gets to be too much, I get stressed out a little bit. I get like, I just— it's too much, so I need to like vomit, word vomit. And, uh, so she, she just takes notes on like all the vision I have, and then we try to figure out— it's kind of, it's almost like doing goals in a sense, but not really. But it's just kind of vision stuff that I have that I want to get out and start working on. So we're going to meet on that, and then we're gonna, we're gonna review the previous 2 years. Like, she saves them every year, right? So I, I feel really unproductive a lot by nature. Like, I don't feel like we produced a lot of what I wanted to produce last year. And, uh, so she printed them out and she showed them to me yesterday and just had a glance, and I'm like, oh shit, we did a lot of those, you know? So she does it for her. One, she wants to help, yes, but two, she wants to kind of ground me as well because she's like, dude, look, we did do all this stuff, right? You know, so we're gonna meet on that. A lot of it is about kind of the marketing side of things because again, the insurance side is relatively easy, right? I don't find that much of a challenge anymore. Um, so we're gonna meet on that. So I, I did a lot of like just thinking about that during the week off. I, you know, I worked on some automation stuff because it's who I am. I actually built a— which I need to— I want to get your feedback on. I'm going to send something to you. So I made like, obviously like a numbers guy, kind of a nerd. I'm an Excel geek, um, like Microsoft Excel. And a lot of what I did early on in my career was figure out who I am as far as production-wise through numbers, tracking my numbers. And I've always talked about it, shared it in the way I kind of navigated through the business as an individual producer and, and, and use numbers to help, um, agents kind of see where they're really at production-wise, um, versus their expectations. And I've had a lot of people just crazy enough, I'm like, I'm gonna build something that I can, that I can just let the average person use, right? Like my tracker, but to where they don't have to know how to use anything. Okay, you just plug in some basic crap and it spits out like how many, how many appointments you run a week, a month, a year, how many presentations you have, how many leads you buy, kind of ROI, just basic stuff, the things I, I like to know, right? And if, if someone calls me for help or they're struggling, it's the questions I ask, you know, no different than like, you ever watch that show, um, The Prophet? This dude Marcus Marcus Lemonis.

Sounds familiar, but no.

He, um, he goes into different businesses. He owns a shit ton of businesses, but he goes into different businesses that seek him to help turn them around, and he'll look at their business, and if he likes what he sees, he'll write a check to buy into it for whatever percent. It's kind of like Shark Tank in a sense, but they don't sit— that he literally goes to their business, okay, and, and goes through everything. How does this work? How much does this cost? How much inventory do you have here? Where do you get these made? How do you produce them? You know, like literally every piece of the business, right? And what he always goes through is the numbers. And he has this really simple formula of how he figures out if he's going to invest in a business or if they're worth doing anything with, or if he can help them. And it's always— it's funny, it'll be like companies that don't know what their cost of goods are. Like, they have no idea how much they pay for those t-shirts you buy, right? Sell them for $15, and then he breaks it down and like, you dipshit, you make this for $19.50. And you're selling it for $15,000. No wonder you're losing money. But they don't know that. And I feel that same in, in our business. If I ask a lot of agents what's up with their numbers, how many appointments they run, how much they spend on whatever, they have no clue. So I started building this again. I took my version, I'm like, I'm gonna make a really simple version for people and just give it away as like value, right? And as you said, to ask for something. So for me to ask for people's information so I can continue to communicate with them. I'm like, I should give them something, right? So I build it over the break, and it took me whatever, a few hours, nothing crazy. And then crazy enough, I'm doing a— I'm doing a training today, um, with a group, and they were like, hey, can you talk on track— can you talk about tracking numbers and activity? And then our FFL convention is next month, and they announced the agenda yesterday and I'm doing how to track your numbers, and I'm like, dude, what the hell? So I build the thing, and then just coincidentally, two people asked me to teach on that thing I built, you know. So I spent a lot of time last week doing that, right? Just not only building it, which didn't take crazy long, but like making sure it worked and testing it and kind of working on the presentation of it and stuff like that. I mean, I want you to see it because I think it'll apply to all lines.

Sure.

Like, it's pretty generic stuff. You know, y'all make phone calls, you buy leads, you do presentations, and you have numbers. So I'm like, I think this will work for about every line of insurance.

Sure.

And help people really see, see their business from a different perspective.

I don't think it's just insurance. I mean, so back to what I always talk about, you know, it takes 4 things to, to build a company. You don't need 4 things to have a company, you need 4 things to build a company: marketing, sales, um, leadership— or leadership, sales, marketing, and accounting and analytics, right? That's the accounting and analytics part.

Yep.

Um, and so like, I— right before I came, the night before I came to visit you, I'm sitting in a room with a group of people that own a, a very— a pretty big marketing agency. And we don't, we don't work together, um, but you know, they're, they're a better version of what I am. And we were talking about sales, and, and they were like, well, you know, this is— we're having these problems with our salespeople. And, you know, the fact is, sales is sales, right? That tracking thing works no matter if you're— if you need to sell more people mowing lawns, or on marketing, or life insurance, or health insurance, or, or cars. Like, whatever it is, you, you know, it's, it's a numbers game. The Alex Hormozy you know, $100 million leads, you can, you can shrink that whole book down into one sentence, which is: if you have a good product and if you know how to sell, then your only problem is you, you need more leads. And the only way to get more leads is to have more action.

Yeah.

And then to track the shit out of it.

Yeah, makes sense. So let me give it away. We're trying today to— so we're— I had a team, a call with the team that does the website stuff, and I'm like How do we make one of those things that like when you get there it pops up like, hey, get a free tracker and put your— it's— or we're like literally going through how to— that's what I've been doing this week is trying to figure out that side of the marketing. Now what I'm doing with— I have no clue. I actually have no plan. I don't have anything that I sell people, you know what I mean? Like I just want to help and then it'll lead where it leads, you know what I mean? Well, you need a plan at some point, but yeah, I do, but I don't have one yet other than it's okay, give it out and and we'll have certainly people's information that are in— are interested in listening to the shit I say, right?

And then you're going to put them in the, in the emails.

Yeah, for sure. Yeah, we're gonna— we're creating a newsletter, so we're gonna do a little newsletter thing to put— and again, who knows what we do with it. I don't— I have a short-term plan of what we're doing. I don't have a very long-term plan yet. Yeah, so I'm more of a like, let me just do it because you said I suck and then we'll figure out the next steps, like, next— over our next few meetings, we'll figure it out.

We use the word goals a lot, and, and with it being January 3rd or whatever it is, everybody talks about that word a lot, man. I don't really like that word.

Okay, why not?

I've just always been able to, my entire life, just decide something.

Agreed.

And then it happens. Like, do you ever see the movie The Ladies Man?

No, I don't think so.

Oh, it's one of the greatest stupid comedies of all time. It's a Saturday Night Live thing. Anyways, in that, his whole life falls apart and they're like, well, what are you gonna do? He's like, well, I'm going to have sex and wait for something random to happen. But for me, it's always been like, you know, I decide I'm gonna go— I'll just decide, and I don't know how we're gonna do it. I'll decide I'm gonna, I'm gonna sell more insurance in a week than anyone's ever sold, ever. And then I just do it, right?

So 2024 decisions, not 2024 goals.

Yeah, I mean, it's like, to me, we— there's no, well, what— where our goal is this year. It is, this is what's going to happen this year. The Perry Lunsford brand and Healthy Insurance Dude will be a household name.

I'm stealing that.

Well, you can tell people all the time that Perry Lunsford and the Healthy Insurance Dude are gonna be a household name. Yeah, I mean, it's just always been that way for me. I just decide and then it happens.

Now, you know what, magic. I'll give you two.

What's that?

I'll give you credit too.

You don't have to give me credit.

I'm going to though.

Thanks, man. That's just us bragging that we're friends.

It is 100%.

But I've just— the word goal has just never been— is ever since I was a kid, it just made me uncomfortable. I'm like, even like in high school, I'm like, I, I'm gonna be—

it's like an out, kinda. Like using the word goal is kind of like an out. So if you don't hit it, you're like, hey, it was a goal, I tried.

Yeah, I mean, you know, it's hard when you— if, if your goal is—

if it's someone's goal— guy too, but I Now I look at, I just, you made me look at it different right away.

Yeah, I mean, you didn't say, I have a goal of going and pretending to hike the whatever mountain. You said, I'm gonna go do this. That's not a goal. The only thing that would prevent you from it is a broken leg.

My thought is the same as yours, but my words are the other. I use the goal word, but my thoughts are like, I—

Yeah, your thoughts are the same as mine. So when I was a kid, my grandmother gave me this tape. There was two tapes, and they were both these sports psychology tapes. One was on memory and one was on sports psychology. And I would listen to them every single day because it would put me to sleep, right? And so, but for years I listened to these goals or these tapes, and it was— and, and the sports one was all about just making a decision that you were going to do something. And then you don't need to know how you're going to, you're just going to do it. And I would listen to this tape every single night, and it would start by hypnotizing you. Ever hypnotized yourself or done that?

I don't, I don't think I can be.

No, it's not like the hypnotize, uh, like in Vegas, right? No, it's just getting your brain— it's more like meditating. So it's more like getting your brain to a place.

I want to do that. I've not figured out how yet. I tried, tried some apps and So no, I've not, I've not been successful at it.

Well, if you do it for 5 years straight every single night from the age of 8 to 13, you get there.

You get it.

Yeah, but those tapes I really feel are part of what defines who I am in life.

Makes sense.

That my grandmother gave me. So I, I don't know, and I would just listen to them on my jam box every night. And it, and it was all about— and it's stuff that we talk about every day, right? You know, which is if you say in the memory one, if you say, I don't remember his name, you don't say that. You say, I'm having a hard time recalling his name at the moment. Because one of them, it— those tiny little nuances put in your brain, you can't remember. I mean, the truth is, no, you don't remember at this moment, so that you're You're allowing those neurons the opportunity to figure it out later.

Yeah.

And that's kind of the way the word goal has always— I think it's that tape. And the word goal has always— every time I hear it, I'm like, ugh, ugh. It's just like, it's an out if I don't— you know, when I first started in this industry and there were really no successful people in Texas in my brand, in my area. In my world and not what I would consider successful. And I'm there about, you know, 4 or 5 days, and they're like, oh, see, there's this dude in Florida who just bought a McLaren. And I'm like, oh, that means it's real, right? If it can be done, why not me? And so I reach out to the dude in Florida on Facebook, and he was kind enough to reply. And I said, listen, I know you don't know who I am, uh, and I'm a nobody to you, but I just have a question. Congratulations on your McLaren. How long have you been here? And he said, I've been here 2 years. I said, thank you for that information. I will have a Ferrari in a year and a half. Yeah, I didn't know how, but I got my Ferrari in a year and a half because it wasn't a goal, it was just something that was going to happen. I love it.

I wonder if anybody else is learning from this crap.

Yeah, I don't know, they need my grandma's tapes.

My grandma, yeah, they do. They seem to make shit happen.

Yeah, it just happens. But it didn't just happen, right? We make it happen. But that's, you know, that's who you and I are.

You know what else I did this week?

What'd you do?

I haven't— I played golf a bunch. Maddox has been playing. Do you play? You don't play, do you?

Uh, I mean, I haven't played since I started a company and had children and a spouse.

Yeah, I've not played. I will. I, um, I had a buddy a few years ago that was like, you should play. What's funny is I've been a member at this country club for like 6 years, and I think I've played on the course 3 times ever.

You're getting your money's worth.

Yeah, I mostly just ate lunch there like once a month. It's—

I don't—

it was sad, actually, but we're there, so I could go eat lunch when I want to do whatever with it. Group of the guys that were also members there. And, uh, we— last year we moved like 3 minutes from— before I was like 45 minutes away. So we moved close to the kids' school, we moved like 3 minutes from the club also, and I still never used it. And my excuse was always, I'm just not good and it's not fun. Like, it irritated the game, irritated me chasing the ball in the woods, you know what I mean? Like, shank—

being good at something when you're good at everything sucks.

I was like, oh, I was so frustrated. And I didn't have the desire to commit the time that I knew it would take to get better. I just didn't. I wasn't willing to put in the reps, and I didn't want to be mad because I got mad, so I didn't play ever. Yeah, well, 6 months ago, uh, so at our school there's, there's some people with money, dude, and there's some bougie kids that play golf every day. Then they're like 10, 11, 12, like there's some little kid golfers that badass, right? Well, Maddox's little friend group started getting into golf. A couple of kids made the golf team. Apparently our school has a golf team, I had no idea. And, uh, so some of them start playing, and one of the kids he's really close with, he actually lives in the neighborhood of the club, and he gets to like just take his golf cart from his house and drive over and play whenever he wants. So Maddox gets invited a couple times, and I've not seen Maddox get hooked on something like this ever.

That's cool.

In 12 years.

That's cool. That's super cool.

Like, I wanted him to have that in baseball, to where he always wanted to play, right? He likes playing the games, but he does not like practicing. He doesn't want to go to, uh, like lessons much. He doesn't really want to go to practice. He'll do the practices because the coaches obviously are there, but if I try to get him additional lessons, he gets somewhat annoyed. So I don't want—

isn't it annoying that your children don't want you to live vicariously through them?

Yes, yes, it's annoying. I'm like, and I don't care what he picks, but I'm like, dude, you should do more of it. And I know I can't teach it. I have no business teaching him any sport, you know what I mean? I know how to somewhat play one. I certainly don't know how to teach one. So I'm like, hell, I'll pay for lessons so someone who knows what they're doing can teach you, right? And but I'm smart enough to not push because I don't want him to quit because I push him, you know? But golf, dude, he has become straight obsessed.

No, that's awesome, dude.

He goes every day after school with his friends now. I was allowed to play with him maybe for like 6 weeks. We'd go like once a week. Now he's like, hey Dad, can you bring me to the club? I'm like, yeah, can we play? He's like, no, no, I'm playing with Miles and George. You—

yeah, I don't know, you're too slow.

I'm not even allowed. I'm not even— they do— they walk, so I— they won't let me play with them now. So I'm like, well, hell, I'm here dropping you off, I may as well play, right? I've been playing like just by myself, okay? 9 holes. I can't play 18. I don't have this— I don't have the— I don't have it in me, but I can play 9 an hour, hour and a half, whatever it is, right? And, uh, so I've been playing, playing 9, and I'm like, relative to— if you take all the people that suck, I'm like, I'm getting halfway decent.

Nice. All right.

And so we're playing this week. Yeah, like I'm actually having fun. So I'm like, oh dang, there might be something to this game a little bit, I don't know. So we're playing this week and Maddox again wants to go the other day, and, uh, on New Year's Day. And now the club's normally closed on Mondays for whatever reason, but so he's like, can we go play golf? I'm like, dude, it's Monday. He goes, yeah, they're open, it's New Year's. So they opened for New Year's. So I was like, okay. So I drive him over and it's cold as shit. It's like 30 degrees here, right? Windy as all get out. So he goes and play, I go play. I finished 9 and he'll stay, dude, for like 8 hours. They'll do the driving range, they get a little putting green, they do— they'll play 9 holes, 18-hole, they'll do the putting. Him and his buddies just hang out there. They play pickleball, they go eat in the club, like they just— they hang out at the club the entire day. Right. So I finished my 9. I'm like, yo, where are you? He doesn't answer, which is pretty standard for a 12-year-old, right? And I'm like, do I go? I'm literally leaving the 9th hole, and I'm like, do I go find him? Do I go home? Like, I'm trying to figure out what to do. And I get a call from Miles' dad. He's like, yo, can you go find the boys? Maddox is crying. I'm like, what happened? He goes, well, they're dicking around, I think, by the lake, and Maddox dropped his phone in the lake. Ah, and I'm like, oh boy. So Maddox is like a— he's like the most responsible child on Earth for his age. Like, he doesn't lose anything, he doesn't forget anything. If he's like, I left this here, we believe him over ourselves. I'm like, nah dude, you left it at Grandma's. He's like, no, it's in the backseat, I'm telling you. He'll just— he has a history, okay, of just being very responsible with stuff. So I'm like, this kid's gonna be devastated. So I'm driving around, I don't know the regular course. They got, they got 18-hole course and a 9-hole. I played the 9-hole. 18, I don't know how to get around, I don't know where the holes, I don't know the numbers, I don't know anything. So I'm trying to find him on the Life360 thing, which is in the pond. I'm trying to call Miles, he don't answer. So I'm driving around trying to find the kid, and I'm like, he's going to be crushed. And now I'm like, now how do I handle it? As I'm driving over, you know what I mean? I'm like, am I supposed to be mad that he lost his phone? Like, you know what I mean? Like, what do you— and I'm like, I don't want him— I know he's thinking I'm gonna freak out, right? And what I dislike is Maddox has some memories of like, he mocks me a lot, and like, I, I especially when I was younger. But I, I can get like angry over shit I shouldn't get angry over because I don't have time to think. And he'll like, remember this time when I was 4 and I threw the football at your nuts and you got mad at me and you yelled and I peed myself? Like, he tells the story all the time, right? So I'm driving over and I'm like, I see— I'm like, finally he calls me back on Miles' phone. I'm like, where are you? He's like, I'm on hole 8. I'm like, where's your phone? He's like, on 6. And I'm like, can you go back to the phone so we can find it? And most of the water, like when you hit a ball, there's like a ledge and it's water, you can go in and get it, right? So I finally get to him, dude, he's like snot face down his mouth, like shaking, and he's, he's, he got this ball where you can find the ball in the water, like you stuck it in the water and scoop it, whatever. It's like 10 feet long. He's literally scooping it down there. And I see him, he's standing on the edge. There's this piers, like those wooden piers, like, uh, uh, whatever those walls are called, retaining wall. And he's looking over the edge and he's doing this thing with the, the scooper in brown murky water with a 10-foot pole in it, like he's trying to dig his phone out.

And in the, the scooper has like a little circle, correct?

Right.

Yes, it's gonna do nothing, but he's like, I'm like freaking out. So bad that he's making an effort.

Correct. Yeah. So I walk up to him and he's like— he just looks at me. I'm like— I look down, dude. I— you can't see this deep into the water, right? And it's not at the edge where you would see a ball. It's like it fell off a cliff and into 14 feet of murky pond water, right? I'm like, bro, it's okay. Put your scooper up. Let's go play. Shit happens.

Right.

He's like, I just want to go home. I'm like, dude, relax. Like, just effing— like, it's okay, dude. It's just a phone. Yeah, we'll go get you another one. Yeah, it's all good.

It was the fourth one, we'd handle it. Correct.

And that's what I told him. I'm like, dude, you're so responsible. Like, what happened? He goes, I was running with the— he was jogging with his little cart pusher, whatever it's called, the little— the thing you walk with.

Yeah.

And it hits like a little stump and his phone jiggled out and hit the ground and fell in.

No.

And I'm like, bro, I mean, what are you gonna do? So we finished 3 holes, I get him to like wipe his face off, he starts playing. He does not want to play. I'm like, dude, we're gonna finish the 3 holes, it's okay, like relax. So we finished 3 holes and I spent New Year's Day— we drove to 4 different AT&T stores to find one that had an iPhone 15 in stock so he could have his phone back and like communicate with his friends. And the whole time he's like, Dad, We don't have to go if you just want to do it another day. And I'm like, bro, if I don't— if I handle this wrong, this is gonna be one of those memories where you're like, remember that day and you were an ass because of the stupid phone? And I'm like, dude, I could buy 12 million phones, who cares, right? You know, fortunately. So I was like proud that— weird enough that he was upset over it because he's not like a spoiled little shit— that he actually thought he was not going to get because I wouldn't buy him the iPhone 15 for Christmas just because he wanted— because he had the 14 and it worked fine. So it could be a really good ploy on his part.

But I do like that, that he's not a spoiled brat, or that he's not spoiled. But also, you drove around to 5 different stores to find a 12-year-old an iPhone 15, correct?

Like, it's like, what life do we live in?

You know what I mean? So he is spoiled, he just doesn't realize it.

He is 12.

He doesn't realize—

and no, he's not. And then I did worse, and he's back. So I'm like, all right, well, now that we did that, we're out. We may as well go to the little golf store. And I bought him a freaking new putter too.

Yeah, you know what you get him is, uh, one of those stick things, those 10-foot sticks with a, with a bigger net on the end.

You couldn't, dude. We might sit there for 4 days, and I'm like, you would need a scuba suit with a mask in a tank on your back to find that phone. Like, it's just—

I used to, when I did play golf, was in Georgia, and it was in South Georgia. I played a lot of golf in South Georgia, and it was fun because you'd be in the middle of playing, there's water hazards everywhere and gators.

South Georgia must have been.

Yeah, it was South Georgia.

Yeah, we don't have gators.

Gators everywhere, man. Yeah, y'all don't have those there?

Nah, we got little snapping turtles in the water. Because he said he thought we were going to get it. At one point the consideration was, do we get in? And I'm like, if it was like 2 or 3 feet, I mean, I'll get in the water, who cares, it's cold, we'll get the phone. But I'm like, I'm not diving in that. And he's like, yeah, you wouldn't want those snapping turtles, Dad, it would hurt. So it made him happy. Hey, you know what we need? What? You know what I want? These suckers. I feel like I drink so much of this We should find a way to get them to sponsor us somehow. I just, I just like, everywhere I go people ask about it and it's just freaking water. And I'm like, it's in so many of my videos and people ask about it and I'm like, literally just water. It is literally— everyone thinks it's coconut water. And then I have to put how many I'm on because I'm doing that 75 Hard again. So I'm on my third one. I need 8 of them a day.

Okay.

But I feel like That should be not one of our goals, but one of our decisions for me. A joint decision for me to get these. If anybody know, I want these fuckers to pay us. Okay. Or give me free water. Yeah.

How much do you want them to pay you, John Wetmore?

Oh bro, can I name a number? Yeah.

I'm like, well, it worked. I'm gonna go buy some of that. It works for us.

Do you know why we get it? Why? Did I ever tell you? You don't know that? I never tell you. So Steph had cancer. I think you knew that part.

I did.

She got cancer at 40. So first mammogram, she gets cancer, and, uh, she's fine now. For those that always— I, I never— I used to not like tell that part to the end of the story, and I'm like, no, she's fine. 6 years. Um, so she gets cancer, and as you go through that process, part of it they do testing to figure out why, I guess, like what type and why and how it started, whatever. So she got like it's environmentally— environmental cancer, I guess, is what they told her.

Sure.

So environmentally caused. So she's really like particular to make sure whatever she drinks from or eats from isn't whatever would cause that. I'm not— I'm really ignorant with it, so I don't know what it's like.

So is it—

it's like vegetable stuff? Yeah, it's that, what the container is made out of. Like there's something with plastics if it sits in too long. Yeah, she's like really smart at it. So she found this water because it fit her preferences, and I've just learned to really like it. So we've been drinking like 5 years, and now if I drink a different water, I've convinced myself I taste something weird and I don't like it.

I like that. All right, well, I'm sold. I'll find some. It's good though. Yeah, I do like it.

Yeah, what do you do?

John, that was fun. Thanks.

It was fun. Good game. Yeah, had fun, dude. We'll talk soon. See you again next week.

Have a beautiful day. There we go.