The Most Important Skill(s) to Have as a Successful Business Owner|Cigars and Coffee w/TheDM! EP.016

Dm. I'm live. I think we're live here. As you guys are hopping on, let me know you're here. Thank you guys for being here. It's been a crazy last couple, what, 12 hours? No, wait, 12. Yeah, 14 hours. 14 hours. So I'll share that here with you in a second as you guys are coming on. Let me know you're here. Let me know where you're from, name, city and state. It's always good to let you know. And not only that, if you have a website, please post your website. It's always good. Share what you got going on with the people and why not want to hook up with you guys. What's up, Dave? Thank you for being here. Good morning as well. So we'll get started here in a second. Hey, Brad. What's up, buddy? Chicago. Lynn in the house. What's up, Ryan? Good morning out in Jersey. What's up, mother? My mother in Thurston, Ohio, sitting at the table where I used to eat dinner as a kid, I'm guessing. So we get started here in a second, guys. Thank you again for being here today. I want to talk to you about business. About the top skill or skills you need to be successful in business. What's up, Dylan in Ohio. What's up, Josh in Nebraska. What's up, Teflon? Dom. Dom from Philly. What's up, buddy? Thank you, guys. Originally from Massillon and now residing in Cleveland. Awesome. Thank you, Dave. I'll be up in Shaker Heights, Ohio, at the beginning of June. What's up, tk? So before I get started, I want to show you guys something. This is what I was up to yesterday. Last night, you guys can see that. As my daughter, Drea, we had an incident. We were at the ER for four hours. Bottle fell, sliced her leg pretty good. And 10 stitches later, four hours later, we're back home, she's laying. She slept with us last night. Which is always fun with a one year old in bed, so I should say she slept with us. We didn't sleep. She slept. But it is what it is. It always brings me to those times, though, when you're sitting there at the ER and you're thinking about like, that bottle could have slid up, could have hit an artery. I mean, there's so many things, right? It's pretty wild that, you know, if you look at things in a grateful way, not say, no one does, but like, I. I kind of like start thought auditing as soon as stuff like that happens, after it's kind of settled For a minute. What's up, Brad? What's up, Matt? What's up, Ryan? But as I sit there thinking me and Mark were in the car for four hours because they only allow one parent, one kid in at the time with this whole Corona thing, by the way, the hospital was not busy at all. Parking lot was dead. I mean, it was pretty interesting. But so I'm sitting there and I'm thinking about, like, how grateful I am that it didn't kill her, right? Could have been devastating. It could have cut her leg off. I mean, it was that kind of cut. Like, it could have been that bad because she's like so little, right? So 10 stitches on a little leg is. It's a lot of. It's half of her leg at least. I haven't seen the whole thing yet, but it's a pretty big deal. But it's just thankful that she didn't get too bad too hurt. Hurt too bad. I guess that's what I'm trying to say. So moving on. That's what I was doing. So life goes on. You don't sit back and complain and talk about all stuff. What's up, Mr. McDougall? But as I'm sitting here thinking, what do you need in business to be successful? You know, there's a lot of smart people out there, and I've worked with some amazing people and I've worked with some not so amazing people over my 23 years, almost 24 years of business. And as Mark stopped working out. But as I'm sitting here thinking, like, there's two real main skills every business needs. And I'll share some stories with you on this. But the first skill I'd ask you guys, what do you think are the skills that you need to be successful as a business owner? I'd love to get some feedback on what you think it is before I go there. Loved yesterday. Thank you, Claude. Appreciate it, buddy. Yesterday was very thing. Drea, you want to make a quick appearance? Mark took that inside. This is Drea. I gotta show you her battle wound. Come here, Dre.

There.

Mark took that inside for mommy, right? You got the glass. Look at that, her little leg. Want to say hi? Say hi, Drea. Say hi. Looky. Stand up. Say hi. Hi. Who's on there? Is that you? Who is that? That the hair fairy visit, huh? Does that feel good? Ooh, Drea, did you make your first stock trade when you were one years old?

Yep.

Did you get a Sessa? Yep. Did you get a Roth IRA? Yep. She gets paid 13,000 a year. Dre. A glass bottle fell and slashed her leg. She had to get 10 stitches. If you're asking last night. That's what I was doing at the ER last night, so. What is that, Bub? What are you showing? You want to show how many stitches?

Ten. All right.

I gotta work. There's people here that's trying to learn stuff. All right, cool. All right, bub. Okay, thank you. So. Yeah, it's always fun. Mark, what are you doing? Can you get down? All right, Dad, I need some coffee. I know, right?

What?

Tough little lady. Burning desire. Never giving up. Good morning. I missed it. What happened? Okay. Being adaptive selves, discipline and massive action, these are all great things, really. What I believe, what I've seen, the guys that are succeeding at the highest level is two things. First, business we're all in is the marketing business. If you're not in a marketing business, you're in trouble. And with marketing comes sells. And when a lot of times I say sells, a lot of times people think like this list, easy car salesman. But it's the opposite, actually. If you have good marketing, you don't need to be a great salesperson. Like, get the coldest water here. If everyone has room temperature water and you have a good marketing campaign that says, get the coldest water here and it's cold. And it's competitive pricing. It doesn't have to be cheaper, but competitive pricing. You're going to have a very long line. I'm buying cold water, not warm water, by the way. I'll be your first customer, for example. Right. So marketing and sales are by far some of the biggest things. And again, marketing sales doesn't necessarily mean you'll be successful. I just see that's what drives revenue and drives businesses to the next level. For example, you're going to need how to deal with the customers, how to hire people, how to manage people. Hiring and manage people are two drastically different things. But if you have marketing and sales dialed in, if you have a million dollars a week coming in, it's a lot easier to hire people to help you hire manage other people. If you have a million dollars a year coming in and you need to CRM, it's a lot easier to hire a tech person to fix that CRM than to have you do it. Because this is what I mean by this is I see so many people that are, they're trying to figure out how to do everything, how do I implement the CRM, how do I do direct mail, how do I do email marketing, how you do, how do I do bandit signs? How do I do event planning? They're trying to figure out how to do everything. And in business, it's not about how to do everything. What marketing channel works in business for you? Well, the answer is they all work. The question is, which one is going to work for you? I recommend always go deep, not wide on marketing channels. Become an expert in marketing. There's a hundred different ways to market. The question is, which one are you going to do? We take for granted as marketers, as business owners, that when you're doing direct mail, when you're doing cold calling, when you're doing email broadcasting, when you're doing all these things, all these create layers of complexity to create the result that you're truly seeking. And while you're spending all that time in that deep funnel trying to figure out what to say, what not to say, who to send, when to send, how, how to send, what platform to send from, blah, blah, blah, blah, blah. All that time and energy. By the way, that's not marketing, by the way, that's like a marketing manager. When I say marketing, I'm talking about marketing. Like, hey, here's a thousand dollars. Go give me five leads. Hey, here's a thousand dollars. Go give me ten leads, whatever that number is. Hey, here's a thousand dollars, give me 100 leads. That'd be pretty cool, $10 a lead, right? But where do you get your marketing from? And again, go deep on marketing, not wide. Because what happens is when you go wide, you have different phone numbers for direct mail, different phone numbers for cool callers, different numbers for band of signs, different numbers for billboards, different numbers for newspaper, different news. Like, don't try to be an expert at everything. And marketing. I'm very good on direct mail and email marketing. That's it. You know, people are like, hey, man, I want to do this now. Okay, cool, go do it. I don't know what it means. And they're bouncing around. They never get traction. The guys that never get traction in business are the people that are always testing. I hate testing. I don't test. I might test. I'll test in the same atmosphere, but I'm not testing different channels, not going to test, you know, cold calling. And at the same time be testing voice broadcasting. At the same time, testing direct mail. I'm going to pick one, I'm going to go deep into it, and I'm up multiple layers of the same. And when I say me, it's not necessarily me doing it at this point for sure. It's definitely not. But at the beginning, you know, you got to pick one channel, pick your budget, and go all in. When you do that, you gain so much power in the business because you're starting to understand KPIs. This is what KPIs is. Key performance indicators, right? In marketing, if you're managing seven channels, each one's gonna have a different KPI. So what I'd recommend is marketing and sales in your business is market and then sells. Why sells? Well, because if you don't sell something, you have no business, period. You have to have money coming in, right? So there's an example. A buddy of mine recently changed his entire industry. He's a self promoter. He's very good on social media. He spends real money every month on marketing in his industry. And he woke up and the economics were different, right? The economical economics are different right now with what's going on with the coronavirus. He literally, and I'm not joking, within 48 hours, closed this company up, started a new one, and generated over a million dollars in gross revenue in his first month with a pivot. One month. One month of real, like, I'm talking money in the bank. Not projected, not on the books, but money in the bank, right? Because he did marketing. He. He had marketing and he had sales. He had a path. He knew his products that he was going to go after he made the pivot. And he already had marketing cranking the marketing machine's already going. And then instead of like, buy this, buy this, buy this, buy this boot. Buy this, buy this, buy this, buy this boot. Like, he could pivot and move. The reason most of you guys can't pivot is because you don't have marketing chops at all. Like, you're like, oh, my God. All I do is word of mouth. That's not marketing. That is not marketing. That is a form of marketing. But that's not how you grow a business. By the way, if you talk to anybody, they're like, the way I've built my business is through word of mouth. It's not a business, it's a job. Because the word of mouth conversation goes like, oh, my God, Mark is the best. You got to give him a call. I'll shoot you a text with this number right now. That's me doing everything, talking to him, selling them, doing the work. Shit hits the fan, they call me. I'm always in the loop. That's not a business, that's a job, right? Marketing is. Call John, call Courtney, call Will, call Roseanne, call. Peter, call. Like, I control it. Magician. Control from top down. Push the marketing out. It trickles down into the environment, and then the leads come into them, and then they decipher what that happens. From that point on through a formula. That's what business owners do. I focus on the marketing. If I have a hundred eyeballs or a million eyeballs in front of people, and then I get my sales team so I can get them focused on selling, right? And it's not selling like a sleazy car salesman. It's listening and consultive selling. Hey, John, you called about selling your house. Can you tell me more about it? And that's it. It's real simple, right? So many people are overwhelmed because they're trying to do too many things. I know, because I used to be this person, Right? What's up, Mike? Fort Worth in the house. What's up, John? Thank you for the message. I got it. By the way. I'll hook up with you. What's up, McKinley? As well. Awesome, man. Congrats. What's up, Claude? Yes, but you advertise, you push, and now, okay, now the marketing's cranking. Now what I'm doing is paying attention to what happens with the KPIs of marketing. KPIs and marketing are very simple. You know, how much should I spend? How much should every lead cost for coming in? And then there's gonna be dynamics inside of that. Calls came in, how many quality qualified leads, what's the cost per qualified lead? And in real estate, for example, if I'm talking about real estate, what's the cost per contract out? What's the cost per contract in, and what's the cost per closed deal? Right? If you didn't hear any of that, you could listen to that and reply that later today. Because these are the KPIs you should be paying attention to. Really, what I'm looking for. If I only had one KPI, ultimately, it'd be how much did each deal cost to close? You know, 3,000, let's say, for example, and you make 10. Okay? Plus seven. You would know that. Easy math. If your profit's typically 10, your cost is 3. You know, your spread is 7. It's a very simple math formula to keep going. Question for you. If you could spend three grand to make ten grand, how many times would you do it? How many times would you do it? Think about it, because I know a lot of you would say, as many times as I can. If that's the case, why aren't you doing it because you can do that. Everyone can do that. By the way, if you're in business, you can have. There's a formula that for this amount of dollars, creates this amount of dollars. But you're gonna be too busy because you're gonna be playing around in CRMs. You're gonna be toying around with 14 different marketing channels. You're gonna be toying around with all this stuff instead. That's the difference with playing business, being in business. I don't. I. I've been using the same marketing that I've been using literally since 2003. Literally, direct mail. I invested over a million dollars with Dan Kennedy's companies over the years. I've bought every single one of his books, I've been to every one of his trainings. I believe I've hired him as mentors inside the platinum groups and all that. I've invested millions of dollars over the years, millions in marketing because I knew if I didn't, if I couldn't market. By the way, this is why I'm able to be involved in multiple companies now. If I only knew real estate, I wouldn't be able to be in a supplement company, I wouldn't be able to be in a media company, I wouldn't be able to be in a publishing company, I wouldn't be able to be in all these other companies because what the hell does real estate have to do with all those? Nothing. But I do understand business economics of marketing and sales. And guess what? This is where most people fail. They focus on their product. They focus on customers. I'm not saying these aren't important pieces. I'm just saying if you have great products with zero customers, I don't care how good your customer formula is, you're going to go bankrupt, period, 100%. The first thing you focus on is marketing and sales. Marketing and sells get customers figure out the formula as you're getting customers in. By the way, whatever you're thinking it's going to look like will probably look a little bit different through action and results. So if you have 100 customers, a thousand customers, a million customers, etc. All these things change. These dynamics change. Are you calling every customer congratulating on the sell? Are you sending gifts out on day one, day 30, day 80? Like, what does it look like? What's your formula for customer retention? That's a marketing channel, by the way. And customer loyalty and having them refer you people, by the way, you can do that, you can build that out. The problem is many people Are trying to figure out how to build, you know, how not to spend any money on marketing because I'm a referral only business and they spend all their energy on referrals. But you only have one person out there referring for you. Not a business. And not only that, you can't even control them on what they say or don't say and who they present it to or don't present it to. But there's ways that if you have a million customers or 100 customers, there's ways to build in automatic response systems and mechanisms to get them to stimulate activity, to get them pushing your product, to get them pushing you, to get them creating conversations, etc. Whole nother channel. Whole nother, whole nother conversation. Marketing and sells. If you're in marketing and sells and you know what you're doing, you will always be in business. Here's a couple work caution, you know, caution pieces here. One, like I said, go deep, not wide. All marketing channels work all of them. Pick one or two max and go with it. That's doesn't matter if Mark says he's crushing an indirect mail. It doesn't matter if John down in Texas is saying he's killing it in cold calls. Pick a path that best suits you and go all in. Stop trying to be everywhere. You can't do it. It's hard because you're dealing with different. Like you understand the call flow from a direct mail piece is way different than a call flow from a text broadcasting piece. They're different quality leads, drastically PPC pay per click. That's a different strategy. Different call volume, different quality control piece, different conversation, right? What's up, Obi? What's up, Judge? What's up, Dwayne? So all that stuff, all these things matter. All these things are different, right? And you gotta ask yourself, okay, I have me. Maybe you're a brand new business owner. I only have me to take all the calls. If you're the only person, your job isn't to take 100 calls a day, just to take 100 calls a day. Your job is, I'm busy building this business even though it's a job right now, the mule side of it. But to become the magician, I want to have a hundred percent conversion rate on close rate. What's that look like? How do I get there? First of all, it's not possible all the time, but we can stack the odds in your favor by being very crystal clear with pay per click. By being very crystal clear on your email marketing. Like the only time you should email me is when you're ready to buy or email me when you're ready to sell or whatever, how we position that and or have a layer, you know what I mean? Like get someone you can hire for 10 bucks an hour. Teach them how to qualify a prospect on the front end for you. And this is in any business by the way. Like someone calls your fishing business. Hey, I was calling about the Zetco, blah blah, blah, blah, blah, blah. Okay, great. Tell me what's your budget? That's a good question to ask. Probably. Well, I thought this was like $5. Call Walmart. Thank you, goodbye. Like you can't help that person, right? Potentially. But if they say, well actually I'm in town, I just flew in on my jet and my budget is pretty much whatever it takes because I want to go fly fishing with all my friends and I need 10 poles and I heard you guys are the number one go to place in Wyoming. Great. So average pulls about $300 to get it geared up as XYZ, you know, you're looking about four or five grand. Is that something you can do? Yep. Perfect. Let me get you on the phone with the owner, Mark. He'll take great care of you. Anyway, Steve, thanks for giving us a call. Hold on one second. Mark. Now it's not selling, it's you conversate. You heard you hand off. It's 100% conversion rate. As an owner, you feel like that's an amazing thing. Here's what happens though. Most of you won't do it because you're going to have anxiety because you only talk to two people a day and you close two people a day. You're used to the mule work. You're used to having a hunter conversations. You're used to working really hard to get a result. You're out there in the sand, out there digging that foundation with a teaspoon. I'm getting there, I'm getting closer. Like you're wearing it with pride. You're like, yeah, I'm working hard. While you're doing all that, I'm over there in the backhoe. Okay, I'm done for the day. Take it easy guys. One hour later, I'm hanging out with my kids. Like, you will sabotage this. I know, I used to do the same thing. The mule. The mule in you can't stop, so you gotta be conscious of it. So get this marketing. And yes, pick a path and stay focused. It works. And then while you're doing that, you're cranking this up. Now the sales becomes a lot easier. Now there's a difference in business depending what size you are. And I'd love to know what size of business you guys are in, because I'll help you specifically if I can easy bump what I'd recommend, like Marcus. Hey, thank you. There's a side of the business when you start to grow, there's going to be a void in the middle where it's really tough. You're going to be making 400 grand a year up to this point, and you want to get to a million, and then you start making a million. But now you've spent all this extra money with all these people waste, overages, just, it just. It's a mess. And now you net as an owner maybe 50 grand, you literally will. You'll make so much less money to get to the next step. I promise you, if you haven't been there, that's where you're going. If you want to grow, that's what happens. So you're going to hit 400 and then you want to say, well, 400 net, you're going like, I want to go to a million net. Okay, well, to make a million net, you probably need to make 5 million gross, minimum, right? And then in between there. But the bridge to get there, it's going to be very scary. It's gonna be very lonely. It's gonna be very, like, frustrating. And you know you're gonna go through hell. And now you gotta ask yourself, do you want to walk, crawl, run, take a jet, bus, train, plane through this? Because it's, it's a process. And if you don't have your front end, KPIs dialed in. All these numbers are gonna get blown up with scale. Creates a blow stuff up. Like, for example, in my real estate company, we had a very challenging moment. We had like 17 callers in the office. It was the dumbest thing I ever did in my life. It was stupid. It's very easy to hire 17 people. But now I have to have 17 desk. I have to have 17 computers. I have to have 17 phone lines. I have to give 17 callers 50 calls minimum, minimum calls to do a day to make the numbers work out right. And if your average lead, and this is way low is $10 a lead each person is costing you to be sitting in that room. 500 bucks in lead cost times 17. Do the math. So we were pumping out, I think it was like 13 grand a day we were spending to potentially, potentially do deals. The interesting thing, we were doing about 50, 60 deals a month at this time prior to hiring all these people, by the way, with four acquisitions people, not 17. And we hired all these people and literally our deal volume dropped down to like 15 or 16 deals in that next month. Because what we did is we spent all of our time and energy focusing on managing people that couldn't be managed. I mean it was like a zoo in there. It was a jungle. So what happened? As we're trying to grow the business but you hire all these people. Scale crushes profits, by the way. Initially you just, whatever you think it's going to be, multiply it by 10. I'm telling you, it just, it crushes profits quickly. It's okay as long as you know where you're going. Everyone's like, I see the light at the end of the tunnel, right? The problem is what you don't realize. It is possibly another train coming right at you head on. You know what I mean? It's not the sun. So. Hey, what's up, Chris? Colin. Hey. My one man team in New York finally got marketing avenue and routine set. I'm looking at this time off to work to make my business a success so I won't have to go back to work. Awesome. Tyrone. So there's going to be that process on growth and I miss the days, to be honest with you. First of all, I've never been a one man team. I've always had an assistant. I've always believed in an assistant. I've always understood the value of an assistant. And I hate, by the way, if you're good at marketing and sales, you'll never be good at paperwork ever. It's not even in the brain equation. It really isn't. I don't know anybody that's good at marketing and sells that is good at paperwork. It's just because again, it's creative as opposed to organized. It's chaos organization. They don't go hand in hand from my experience. But the good news is assistants that one of the most affordable people you can hire in your company. It'll be the easiest person that you could ever manage in your company. Why? Because your assistant literally is just an extension of you and what you're doing daily, helping you manage your time. It's building a muscle inside of you of managing people and leading people. Like, hey Susie, I need this done. Hey Susie, I need this done. It makes in the beginning when you hire people, it feels weird and it feels like you're needy like, no, I don't like this. No, I like this. Oh wow. That's cool. Oh. What? That sucks. Okay. Wow. That looks really good. How long did it take you to do that? Oh, that takes too long. Don't worry about that. It's not a big deal. Do this, do that. Hey, I don't like when you put on my calendar this. I like when you put it like that. You know, like, so you kind of feel weird. It's kind of like something not a normal activity, especially in the beginning. So it's like, if you feel, like, weird or needy or, like, dude, I'm nitpicking. No, this is your life. This is your business. You're helping them. They don't know how you want it if you don't tell them. So it's a good muscle to work on. And you may not know you're doing that or not, but it's a muscle to work on for, to develop as you grow. And you're starting to get that weird, like, thing because you're like, well, what if they judge me? What if they feel. What if they. What if they make fun of me? What if they are embarrassed? What if it's embarrassing to tell them I have this going on and I don't like it like this, and I like it that. Whatever stuff we say in our head. So it's a good muscle. So when you do hire the acquisitions team or the salesperson or the deployers or the. Whatever you got, whatever companies are the front line of your companies, you know, it gives you a good muscle workout of how to talk to people, how to lead people. Do you want to be the person that says, do it like this or get fired? Or do you want to be the person like, hey, I trust you. I believe you. Tell me what you need to help make your job great. Here's our core values. Here's our vision. Here's what our culture is. You in, you out. I'm cool either way. Anyways, welcome to the team. And don't micromanage them. You know, everyone runs business differently, so I'm not judging it. I'm more of the latter part of that. Like, I'm pretty laid back. I don't think about micromanaging. I don't have time for it. I said it. Forget it. There's people work for me I've never met. There's people that, you know, work for me that I've. And it's not like I don't want to meet them. It's just we're so busy, all of us just doing stuff, and, you know, I'm not Sitting here waiting around like, hey, when are they sending me this xyz? It's like, dude, like, you're a responsible human being. You know what our goals are in the company. You got to do your job. And as you guys know, your company is only as strong as your weakest link. So if you see a weak link, you have to either address or uplift. Well, you're addressing no matter what, but you're either going to cut them or uplift them. And they got to make a decision. You can't do everything for them. And as a business owner, you have to fire people. As a leader, you have to guide people. As a leader, you have to have uncomfortable conversations. But again, it's very uncomfortable when you're filing bankruptcy because you couldn't lead people because you're too embarrassed to say something, you know, like, that wouldn't be good for anybody. Like, everyone would lose at that point, right? So it's something that I wish I would have learned way earlier on. But back to the back of the thing here, there's going to be a gap. There's going to be a question you got to ask yourself. And this is something I'd get real serious with real quick here. So think about this. What do you want your business to do for you? It's a very big question. No one ever asked it. No one ever asked it. I didn't ask it for first 15 years of my life, I didn't even know it was a thing you could ask because everything I did was like, what could I do to make money? What could I do for my business? What could I do? What don't I have to eat today to help my business grow tomorrow? I used to ask these questions, I swear. What can your business do for you? So picture this. Depending what you're trying to do, your age, your situation, your dreams, your goals today, they change in the future, possibly they should. I hope all this stuff, where you're at, where you want to be. Well, I want 10,000amonth. Okay, cool. To generate 10,000amonth. I don't need a massive infrastructure. Actually, I could do it with one person. I don't even need it. I could do it myself, right? I don't need a massive infrastructure. But then the question is, okay, what industry do I want to be in, right? Don't be in technology. Don't want to be in cells. Don't want to be in, you know, storefronts. Don't want to be in cars, automobile. There's an umpteen trillion things I'M guessing there's a lot of ways to make money then. Do I want a lifestyle business or don't want to be the guy that says I work 20 hours a day F you, I can out beat you. But yet you make ten grand a month, right? So what do you want your day to look like? What's your business do for you? I told you guys yesterday, I bought a business that produces six figures a year. I bought a business that produces six figures a year. Soak that in. I didn't create it. I didn't have to come up with the names. I didn't do. I didn't have to do any of the first six years of the hard work. I bought a company and I literally will take that company to seven figures guaranteed. I know for a fact I will to my core ability and I will grow it through sales and marketing and sales. It's real simple and I bought it for a good price. A lot of you watching me have money sitting in self directed IRAs have money sitting in their savings account. Do you understand that you can actually buy companies today that produce revenue for you, for you. I'm not saying it doesn't require work, I'm not saying it doesn't require skill sets. But you can go learn how to buy a business. You can learn how to like figure out what the ebit is and you know, what the going rate is or isn't, where you fit in or don't fit in. But anyways, back to the 10k a month if that's all you're trying to do. I'm not saying this to be silly. I could go garage selling, buy products for pennies and sell for dollars online. I could do that. I could sit in my garage, I could sell stuff in my garage here and make $10,000. But I have to work, I have to knowledge up, I have to get uncomfortable, you know what I mean? Today on my walk, I was walking by this house and literally they had a mate like I know because we have one like this really nice high chair for a kid, a baby. It's all plastic, right? High end plastic from Europe and this and that. I think they're like $800 for it or whatever sitting in the trash. Then there's a, the baby's bed, nice baby's bed. And then there's like the crib, I mean, you know, so this might be, you know, $2,000 in goods in the trash, but your ego's attached to it. I'm not going to do this, but someone could Literally drive by the same thing I looked at. Stop their car, toss it in there, clean it up, sanitize it, put it on Craigslist, ebay, Facebook, marketplace, and sell it for 100, 200, $300 or more. It's not hard to make money. This is what's so confusing to me when I hear people stressing about, like, dude, I can't make any money. I'm like, money's everywhere. Everywhere. It literally is everywhere. It's floating in the air past us right now, through credit cards, through stock market everywhere. I was talking to my buddy yesterday in the market. He makes. He makes. He nets over 6 million a year in the stock market.

Just.

He trades 20 to 30 minutes a day. Again, don't get this twisted. Don't go start stock market trading, because I'm saying this. He literally generates over 6 million a year. Just trick. But he has a formula. He's been doing it for 22 years. He's 46 years old. And he's like, dude, it's just, it's normal. I wake up, I have this, what I've done a formula, whatever that means for him. And I make about 6 million a year pretty consistently with very limited downside risk, with a lot of upside, opportunity. It's what works for him. I wouldn't do it. I have zero desire to do that. But he does it and he loves it. There's no right or wrong. There's so many ways to make money. And if you watch me, you know, I want to do what Evans does, or you watch this guy, I want to do what this guy does. Like, it's not. That's not how you win the game of life. The game of life is what can the business do for me? I know yesterday got everyone riled up, which I'm excited about. That was a big show yesterday. If you haven't watched it, you should go back and watch it. But inside, the Magician versus Mule, the book. Hopefully all of you gotten it so far because I have some other cool stuff coming out with that, but Magician versus Meal Dot com. Excuse me. Get the book. What, like the real. What can your business do for you? Why. Why do you need your business to make you 10 million a year? I'm not saying it can't. But why do you want that? And especially if you're starting with nothing. 10 million a year. Why would you even want that? Do you know what it takes to turn into a $10 million? Your business? Do you know the financial decisions you're going to have to make? To get there. You don't even have the gut. You don't have the balls. You don't have the fortitude to even remotely be close to it. And I'm not saying that in a negative way. I'm just saying that's a real situation. That's like you trying to go, whatever supermodel guy or gal that you think is untouchable. That's like you going, you know, being a zip face kid in high school, trying to go ask them to marry you. It's going to be over the top. It's not going to happen. You got to build the muscle. You got to go ask the girl in prom, they got to say no. You got to go sit in your room, eat a bunch of bon bons and chocolate and ice cream or whatever you do, Play video games. Whatever people are up to these days, you know, for the next three months, kind of process what just happened. I'm a loser. You're smart, you're good looking. Mom and dad's got to prop you up. You're a good kid. You're a smart kid. Kind of ugly, but you're smart, you know, whatever. And all these things, you're kind, you know, like, you know, beauty is only skin. Beauty is in the eye of the beholder. All this other crazy stuff we get told and then we start believing a little bit of it again. The muscle. We're in the gym, we're working out, and it's a process. Just. The truth is, at the end of the day, just so you know, to make it 100 grand a year, you got to make 10 grand first. To make a million dollars a year, you got to make 100 grand first. 10, 20, 30, 50. Like, there's processes on this. And where I see where most of you are failing, most of you is because you're trying to build a $10 million a year business with a $1 mindset. You don't have a clue. That's why you're frustrated. That's why you're overwhelmed. That's why you're confused. That's why you're scared. That's why it's not working out, because you're doing the wrong activities. See, in the beginning of a business, if you're brand new, you do not need a CRM. You absolutely don't. I built, I generated millions of dollars before I ever had a CRM in real estate. Millions. Yellow notepad and paper with a pen that works. Truth is, I was closing deals on napkins. That's the truth. I'd be sitting at a wing joint and close deals. You know what I mean? You have all the opportunities in the world right now. You got to stop trying to be someone you're not. Admit who you are, know where you're at and know where you want to go. But most importantly, ask the ultimate question. What do you want the business to do for you? I'll tell you a true story. And then if you guys have questions, please Beacon tell them how to hop on here. So when I turn 60, I have a lot of path passive income streams a lot. And I want more, by the way. I want a lot more. Want millions of dollars a month in passive income streams without. When I say passive, every income stream is there's no such thing as ultimate passive income. There's always something. You have to have active activities up front, you have to front load it or you have to be involved consistently by paying attention to numbers and all that. Because if not, you're always going to be a victim when it gets stolen from you, FYI. So there's always activity or actions that you have to be aware of. But there's a, so there's a cool policies known as universal life policies that exist out there. And I'll be 42. What's up Mr. Joe Evangelisti? What's up guys? I'll be 42 in June 19th at 60 in 18 years. From that point, I want to have a massive. Not massive, I want to have it well, I want to have a massive death benefit. So if I do die today or next week, next month, next year, Dina and the kids are taken care of properly for what I have going on with our family legacy plan. By the way, we have family legacy planning that we're working on of where it's not my family gets all this money, it's what we create. Like, hey, if they have this kind of job, they'd get this like we're working on these paths. I don't want to give kids a bunch of money and then just blow it. That would just be terrible. By the way, I think as you guys are getting money, we have to be a steward of it and we have to educate ourself on how to handle it and grow it and steward it properly, not be wasteful and silly with it. So as I'm sitting there, I was talking with my insurance guy and I want 50,000amonth passive tax free income at 60 years old until I'm 80. 20 years of 50 grand a month, that's just not a big deal. What is that five times 12. I don't even know what that is. But that would be like another avenue stream where I'd use for charity. Like that's a legacy piece in the future. I got, I got a plan today to get what I want 18 years from now, by the way. I'm anxious, but I'm patient in the future. That's what business is about. I'm anxious and urgent. Now let's get this policy done. Let's get it done. But I'm patient. I don't, I can't touch it. The benefit of it for 18 plus years, right? So you're planning, by the way, that costs over 200 grand a year to set up. It's like 250, 260. I think somewhere around there, say 250 grand a year, which is. Whatever it is, what it is. So then I start thinking, okay, what's the other passive income stream I could take from or percentages from? What can my businesses do for me to produce that revenue? So I can park over there. So at 18 years I can touch it. But what's cool about UAL is it's kind of like a forced savings account for entrepreneurs. It's kind of, it's big. You don't have to do this big. I'm just using these as examples. By the way, my kids will be setting up these kind of policies as well when they're super young, because at 50, then they could pull out, you know, 500 grand a year, do it when they're young. It's so easy to do. It's so powerful. It's so cheap to do this, by the way, at that age, when they're like one to five years old. But when you're old, like me, almost 42, start changing the dynamics because half of my life's gone, Potentially half of my life at least is gone. And that's if I lived 84, right? So you gotta understand that's only 42 more summers left of my life, 42 more winters, 42 more birthdays, 42 more like kids birthdays. Like that starts putting into perspective, right, of how this is how my mind thinks. By the way, I'm not saying whatever, but I think about that stuff. I think I'm very.

Anxious.

I know my time's limited, urgent, but also patient. I want to live forever like we all do. I'm very urgent now. So many people are out here thinking they're living forever and they can say whatever they want, but their actions speak way different than they say. Like I'm not waiting around. I'm not hanging out, waiting on you to tell me to go. I'm going, I'm moving. Like, we're doing it. So in my world, like, what I'm trying to do is plot, you know, what can my businesses do for me? That cash comes in, I steward it out. I don't go buy Lambos and Ferraris. I have the roses, I have the house. I already have the stuff, you know, And I'm not saying you shouldn't do it. If it makes you happy, go do it. I'm not judging it. I just know, knowing what I know now, like, you can have all of it. Why can't I have this and that? You know, it's not either either or. It's. Why can't we have both? That's an abundance conversation, by the way. Totally different that. But how. What are you planning in the future? It's uncomfortable for me. It's scary for me, right, Because I'm gonna give this company 250 grand a year. What if they steal it? What if it doesn't work out as planned? What if they go under? I mean, like all these questions we would ask and, you know, you gotta have people to help you with all that. Which I do have consultants and stuff, but as a business owner, you do that with your marketing business. See, what I guess I'm really trying to say, Dan Sullivan talks about and says it the best. I look for the who to help me with the how. I don't need to know how to set up the policies, what questions asked, not to ask how much to spend, who's the right one, who's the wrong one, blah, blah, blah, blah. I've realized over the years, invest in people, the who that could help me expedite the how. Right. I want the person that's been there, done that. I want the person that's an expertise in UAL policies. His name's Mike, out of Arizona, by the way. I want him. I pay a company tens of thousands of dollars a year to fiduciary my. My stuff to help me be a better steward of my financial literacy, my financial wealth. The more I learn from them, the. The better I become, the more I can give to my charities, to my families, etc. Like, whatever I want. So same thing in marketing, same thing in sales. The more I the person, once I go deep and understand, then I can say, okay, now my market, what can my marketing do for me? I step back, it's cranking. I hire a marketing manager. It's Cranking. Now I step back, start becoming more of a magician. So mule to magician, okay, this is cranking. Now the sells, okay, we got two people, I need to hire two more, manage them. Okay, now I step in as a mule. Manage these salespeople, help them crank the KPIs, keep them motivated, keep em excited, blah blah, blah blah blah. Now my business is 4x5x10x. But then I said, but I want the business to do this for me. So I gotta hire a sales manager, then I gotta hire a coo, then I gotta hire a deal coordinator. Like now all of a sudden I'm building an infrastructure to serve me. This does not happen overnight. This is something. But the question happens overnight, happens. Now what do I want the business to do for me? Do you want a hundred grand a year or do you want a million a year? What do you want the business to do for you? And we have to become someone different to get what we want. Because if you already knew how to get it, you have it. Clearly again, don't believe me. Open up your bank account. Did you look at it? Three times a day like it's going to change, right? Oh shit. Hope that car doesn't. Oh God. $13 overcharge fee or whatever. I don't even know what they charge. But all this stuff. But look at your account. If you're so smart, if you know everything I'm talking about, why isn't there many zeros with bigger numbers in the front of those zeros and your account just sitting? You follow me? What can your business do for you? I'm not saying you stop working. I'm saying you're stewarding, you're growing, you're magicianing, right? I look at businesses different than a lot of people I don't like. I was talking to a guy yesterday, he's like, dude, I want a billion dollar real estate portfolio. I'm like cool. I don't. I have zero desire, Zilch. And I have buddies on that path that have billions of dollars of real estate portfolio that are on that path to get there, 2, 3, $400 million. I have zero desire. I don't want to deal with it. I don't want the headaches. I don't like the risk tolerance. I don't like anything about it. I like to invest in them because I like the guys and I like the, I like the product. But there's a scalability issue, there's a people issue, there's humanization, like there's real issues with it. There's too many uncontrollables for my liking to be all in. It doesn't excite me. I don't wake up, say, I can't wait to buy apartments today. Some people do, right? I can't. I wake up and say, I can't wait to build a business today. You follow me? So I have all these things. Some are doing great, some are kind of blah. But it's like where I put my attention, they start to grow, you know. And I like to buy, I like to sell businesses. That's why deal maker, if you're not buying and selling, there's no deal making going on. Right? So love it.

All right.

People are texting me up anyway. Questions? Beacon, do we got any Tyrone? 5,600k a year. So true research. SML combo writer. It works even better. Cool stuff, guys. I don't research anything. I truly don't. I have amazing fiduciaries. I guess I do research just through, just through conversations, though. So, Brandon, thank you. This is crowdsourcing 101, by the way. We all have social media now. You can go, you know, Facebook or YouTube or anywhere you're at and say, hey guys, I'm thinking about doing xyz. And literally everyone will tell you what you should do or shouldn't do. And your job is to decipher the information to serve you, not them serve you. That's a whole nother thing, right? But. So Brandon, that'll be a great question. I asked Mike today when I talked to him. Hey, Mike, love the ual. We're moving forward, obviously. What is the SML combo writer mean? And then he'll tell me and then I'll conversate about it and we'll go from there. So thank you. By the way, guys, if you're trying to build your business on how to get free leads, you don't have a business. If you're trying to build your business on how to get people to work for free, you don't have a business. If you're trying to build a business where you got to get people in the business to. To pay you to do the business, you don't have a business. And listen, I'm not judging these people. It's just the facts. So pay people, hire great people, have great products, take care of your clients when you get them, but don't focus on clients first. Focus on your business, your marketing, what they want, what they don't, and serve them and get in the middle of it. Any questions? If not, I'm going to Bounce. Hey Mark, do you feel that? Okay, sorry, Paul, Sorry, I didn't see this. Mark, do you feel that wholesaling, lease option Real estate is the most effective business to build that can create 100k a month? Paul, I don't know the answer to that. I don't. Again, that's a tactical question. The answer is yes, you could, first of all, you could make 100 grand in anything. Hundred grand a month in anything. The question is, what are you willing to do to do it? I can make 100 grand a month selling lighters. I can make 100 grand a month making coffee cups. I can make 100 grand a Month selling cigars. Like the answer is yes on all this stuff. Is it the most effective? I don't know. I really don't know because the question doesn't matter to me what I think is the most effective or not. I don't know how effective you are. I don't know how efficient you are. I don't know what size of business you have today and where, what kind of market, like what kind of market opportunity there is with where you're at. I don't know what you're trying to. Is 100k gross or is 100k net? These are two drastically different things, right? 100k net, you got to bring in about 500, 700 GS a month minimum. If that's the case. No, real estate's not even the path, honestly, you econ so, you know, because the scalability issues are massive at that point. It's going to take you forever. 3 to 5 years, minimum, minimum to get to 100k a month net minimum. And I'm talking if you're, you're humping, you're pumping like you're a machine machine, a well oiled machine. So you got to look at the category you're in. You gotta look at the infra like the product you're in. I have a mastermind group, makes me over a million dollars a year. It's 35 grand times 33 people, right? So I have 33 clients that I care greatly about. For real. Like I know everything about. Well, mostly they're, they're my boys, you know. And it generates over a million dollars a year just on that one business. That is a, that's by the way, that's a job slash business. If I don't do the work it does, I don't make money, right? So that's a job. But it's a job that I love dearly. I get to do It. I'm glad I get to do it. I love helping these guys. So we got Chris here. What's up, Chris?

Hey, what's up? So I run two restaurants right now, and we're doing pretty well right now, doing everything what we need to do with minimal of Internet marketing, building a list, serving our customers. And I didn't do this to create a product, but I'm just doing really well with it. I want to actually serve other restaurants and reach out to them. Do you have any idea? Because I literally think I'm doing better than, like, the whole universe right now.

You know, what kind of restaurant you have, man?

It's a Korean restaurant.

Okay, well, where are you located at Philadelphia.

Philly.

Philly. You want to get your restaurants, what names?

It's called Sarah Bar. It's a little hard to name, but we have a really good niche of ours.

That's awesome, man. So what? So you have a unique marketing process or why are you killing the game?

Why do you feel, you know, I mean, so I'm actually, like you said, I'm focusing on the product more right now, and I build it for the past four to five days. I put all my data, and number one is people are not willing to actually win. You know, the mentality is like, oh, my God, I'm gonna shut down in two days. And I'm like, man, you didn't even try. Two days is not worth the saying, like, I try. You know, stuff. One is like, so that's like the module 012 I'm trying to put together is like, you have to believe before you go in, and this is your time to be a hero, to give all your employees jobs, serve your community. That's like the module one, but I don't know if they're interested in the mindset. And the second thing is, like, you know, focus on the first three thing that matters the most. The food, the service, and the speed. But everybody else is focusing on I want to make money and not the actual, like, serving the food. And third is just basic marketing, you know, social media marketing, building a list, sending an offer. Instead of giving Uber and Grubhub 25 to 30%, get that to your customer.

I just give it to the 15.

To my customer instead of giving the commission to, you know, the third party. So this is, like, my process, and this is what I want to actually share to the restaurant owner. And I'm just having a hard time trying to figure out how I could.

Reach that, you know, got a couple ideas. Number one, so what a lot of people think when they hear grubhub delivery dudes and all that they take what, 25, 30%, I think, right. Of the deal. You guys understand grubhub delivery dudes and all that. They're a marketing company that delivers food. You guys know that, right? This. They're not a food company that delivers marketing. They're a marketing company that delivers food. And they make much. They make a lot of money. So that your laziness of not understanding what Kris and I are talking about, of marketing is costing you 25 to 30% of your gross revenue. Like, it's real money. Like, it literally is cutting. Like, you're making no money. You're just keeping customers in your pipeline. You're working hard. Your bottom line, your net number is not growing. Actually, it might be shrinking, truthfully. So, Kris, I love, like a mentor, told me this many, many years ago. I wish I knew who told me this, but he said, mark, you have to sell people what they want and give them what they need. People don't buy what they want, dude. They don't want to buy what you just told me. You gotta. You gotta go all in. You gotta keep your customers happy. Your employees, they don't want. They don't want to buy that. They know they need to do that. They're not. That's not a realization that they're willing to pay money for. It takes hard work. It takes like, oh, maybe. Maybe he's right, you know, kind of thing. But what they do get excited about is, you know, how to save your business, how to. How to grow your bottom line, even in economical times. Blah, blah, blah, blah. So money. Sell the money stuff. That's. Because then they can give you a hundred dollars and get 300 back. It's easier to sell.

So you said sell what they want, not what they need. Right?

Sell people what they want. Give them what they need.

Instead of being like, you have to go on a diet, it's like, hey, I have a faster way to lose weight. Okay? How would I reach out if, like, do you think the best way is to cold call? Should I use some Internet marketing?

I mean, for. To these restaurant owners? Well, I would be at every restaurant Facebook board group. Like, there's got to be a Facebook group with restaurateers. You know, I would identify who your clientele is. Is that someone that has three or less restaurants? Is it someone has three to 10 restaurants? What. Who's your ideal prospect? How. Like, how much you gonna charge? What are you gonna provide what, what's the timeline of results? Dude, you could put like, I'm not saying do this. I'm just talking out loud. If this restaurant Facebook group didn't exist, I put a Facebook group together. And not only that, dude, I'd get John. What's his name? John something from restaurant. Impossible. Why not get. Why not build like a restaurant group where you can educate people on marketing, digging, deep financial literacy. Like say seven guests. You bring all these seven guests on like a John, whatever his name is. Like, hi. Hi. Like, big people. They'll do it. Dude, people will do this right now, and it's a great position piece for you. And then they're sharing it with their people. And then on Facebook, run ads around it. You can get 10, 20, 30,000 people, restaurateers, because they're looking for help right now. And. And they're like, dude, Chris is the man. I got to do what? Whatever. Like, you could sell this for a thousand dollars a per. You could sell. You could make a million dollars from us, easy.

Damn, I love that. Reaching out to the actual top, top tier people who already has a brand and who wants to create their own content and put it out to their list and their people.

Think of it, think of it like a university style thing like that. There's nothing to sell. You don't have to sell anything. You're doing it to build. You're doing it to build. Eyeballs to you. Chris. Put this all together and now you're doing this. So my first three books were with high end people. Kendra Todd, she won the Apprentice, you know, with member of the Donald Trump show. And I hit him up. I was like, yo, I'd love to have you in my book. You're a real estate person. I'm a real estate person. But within. Within two days she was on my show. Like, we think they're so big. Like, dude, the reason they're successful is because they do stuff. Exactly. You know, so, John, like, I'd be finding restaurate people that have a voice, that have a following, get them into this environment and run ads around it. Get 10, 20, 30,000 people following you. And now you can produce and sell anything you want to them because they already built like trust, rapport. You've helped them for free, and now they almost have to buy something from you.

Wow. Can I actually ask you more questions or are you like, tight right now? Yeah.

Well, go ahead, man. What do you got? I'll send you the wire information afterwards. I can't hear you, buddy. I can't hear you. I can't hear you. Chris. Beacon, kick him out and have him come back on. So good stuff, guys. Again, you guys are gonna see me do that, actually, a whole masterclass thing. Stay tuned. I'm working on something over here. Believe it or not, I work.

I work.

Chris, you there?

Hear me?

I hear you. Now, all right, what's another question?

So two questions. So one is I actually have a really good following online for like, 300,000 people on Facebook, 16,000 on Instagram, just because I cook Korean food. I'm like, the Korean guy who cooks. So I don't want to leave a bad taste to my fans because I'm a chef, you know, do you think I should bring this in a different page, or should I just do it at where my audience is already there? Because two different audience. One is ashamed of it.

Are you ashamed of what you're getting? I'm not ashamed of it, but I just always had a little limited belief.

That since everybody expect Chef to be waking up with zero passion of money and just pure out of love. But I love marketing. I love.

You know, I love money. Can you tell them you love money?

Yes.

Listen, you love money because you love to provide great quality food. You're not providing crappy food. I love money because I can provide an amazing experience. When you walk in my diner, like, my restaurant, like, money, if I think, you know, it's kind of like the artist mentality, right? Like, you know, you guys don't get rich until you die. That's how artists and chefs make money. You know, probably the best at this. Like him or not, Bobby Slay, dude, he crushes the game of Chef making real money.

Killing.

Yeah, you know, he kills the game. He's. I mean, he has a show every 12 seconds. 1. So I listen, I'm not saying I wouldn't separate them. I would start with where the path of least resistant, and then say, hey, guys, I have a new project going on. Follow me over here. And then you start building two brands out. You know what I mean? I like that.

All right. And great, man. I'm getting everything out of this. This is awesome. I just woke up literally, like three, like, 10 minutes ago. I was watching. I'm loving it. One last question. Well, this is just on top of the thing. Might. Might me, might not. It might be a little bit harder. I'm just having a really hard time coming up with a name for this. Right on just top of your head. And I know this is like, me just last minute. Is there Anything that you could, you see on top of your head. And it's literally just helping restaurant owners.

What's the benefit to the end user? What's the benefit to the person buying.

To save their restaurant? Basically save their restaurant, help their restaurant do better well, save their employees, pay their rent, survive for the next six months to 12 months to stay afloat or not even stay afloat. Do even way better than they could have ever imagined, or add 20, 30% to their bottom line. I'm literally doing like exactly the same as if people were in the restaurant right now, which is like I love.

Congrats. First of all, congratulations for adapting and being, you know, building this properly. What exactly what today's message is about marketing and sells. You would not be where you're at if you didn't have marketing and sales going on. You understand sales at a different level. So when you're saying basic marketing, you understand people don't even know what basic marketing. Yes. Kind of like common sense. It's not so common when you talk to uncommon people. So here's what I, here's what I, here's my thoughts on that. For the name one, I turn it into a competition because now it becomes fun. You have this big following, crowdsource, come up with what you're going to provide, share a video or story, however you do it in your environments. Say, hey guys, I need something like a hook or a brand name. The winner gets $1,000 of free food or $1,000 gift card or $100, whatever. And then what happens is you get the people that love you the most, that know you the best that is going to give you. Like you're going to get hundreds if not thousands of people voting with you. And then let them, let them tell you what it is. That's how I came up with my books in the. My last three books have been voting, crowdsourcing. I have the idea here's what it's going to provide. Here's some names or other. If you have a better name, let me know and people's help me come up with names for my books and everything.

Got it. Thank you so much. I got like, think of like what.

You'Re doing though, dude. Like it's not survive but to thrive. You know, economical times. Like it's thrive something thrive. Like in my brain I keep thinking.

Thrive like thriving restaurants.

Yeah, because what's his name? What's mission Restaurant impossible. What's that guy's name, whatever his name is. Robert. Robert something like restaurant impossible. It's Impossible can't survive. But he comes in and survives and creates the impossible. Creates the possible with the impossible. Boom. Now he's the hero. So you're creating this hero, like, effect through hard work and grit and blah, blah, blah, blah, formula which you have. That's something like, you know, I, like, thrive of something. I don't know what that even means.

Right. Or like, restaurant heroes. Restaurant hero. Something like this within a winning, winning restaurant. Okay.

Yeah.

So.

But play around with that and then get, like, get out there, man. But you need to be like, where do you see yourself in five years?

I think I'm gonna go heavy on the marketing thing. I just love cooking and running restaurant. So I've been doing so within the first four years, I joined my, like, parents restaurant. I double their sales in revenue and seven figures. Seven figures, right. I. I used to run an agency when I was young, but. And then. And then I opened my restaurant because I maximize the sales. And these days, I love cooking and I love serving the community. That's something I always want to do. But I'm like, man, I. I just love marketing and I literally just haven't really fully been doing it. Like, you know, what you're doing and what everybody, like, a lot of the marketing guys are doing. Like, I really do it in my life too, and I want to really, like, share it out there. Within five years, I think I'm gonna establish myself as, you know, the marketing guy.

Dude, you gotta get the books done. You gotta get a podcast show to restaurateers. Some guy said restaurant rescue. They've mentioned that as a name possibly. But, man, just like, I. You're young, right? I'd be all in, man, with my brand. My personal brand would be. You're doing it already. Sounds like. But how do you keep going all in on your brand With a podcast show, restaurant, whatever the book name or, you know, whatever course name. Like, you come up with a pretty cool podcast show. Me interview some pretty badass guests, I'm sure.

Mmm.

You know, like, especially right now, it's. I'm telling you, like, how are you surviving? How are you thriving? So you take the journey story. You know, it was hard, it was tough, and blah, blah, blah, you know, and then, boom, hit them in the face.

And people like, oh, that just sounds fun too. Not even for.

Oh, yeah.

Just to hit up every restaurants that are doing well and be like, hey, let's do a interview just to. Or let's go live together and share with the world, like, what we're doing right Now, I think this alone could be valuable to restaurant owners.

Dude, I think, you know, like, I'm not saying do this, but, like, even, like, cigars and coffee. I like cigars and I don't really drink much coffee, but I like cigars. So the show is, like, fun for me because it's like, I'm interested in it. Right. So for you, I picture as, you know, I mean, this is why the food Channel so huge. Like, everybody wants to see about food. How many times can I see how fucking pancakes make. Dude, like, it's alone, but people clearly love it, so why not? Like, I picture you doing interviews, you sitting in your restaurant, eating, they're eating across from you kind of thing. And you're having amazing content that's changing people's lives. And it's fun.

Yeah.

Hanging out, like, it's easy. It's like, dude, taste this. And you're like, yeah, just a little bit of blah, blah, blah, blah. And they're like, why? Like, this is amazing. You know, it'd be fun.

I love it. Thank you so much. I just.

I got.

And taking away so much from this.

You know, look forward. When I come to Philly, man, you gotta hook me up. Yeah.

When I become the marketing guy, hit you up to do a little interview.

Whatever I can, man. I'm here to help you, buddy. I appreciate you.

All right. Thank you. Have a great day.

You too. My man. Thank you, Jose. What's up, Dave? What's up, Christian? Yeah, what's up, Christian? I got you guys, so I have to bounce. I appreciate you guys being here. Hope I provided some great value for you guys and gals here today. I'm thinking about you. I'm so excited for what the future holds for everybody. There's just so much out there and it's awesome to see. And you know, again, marketing and sells. Marketing and sells. It will help you excel for sure. So thinking about you. If you need anything, hit me up. Appreciate you guys have an amazing day. I'll see you tomorrow. Take it easy.