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Adam back there in the 
background. 

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He's our first first live 
audience. 

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So to actually Mariano was, was 
there when I did salty Dona 

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Mariana and my publicist was she
stayed for pretty soon. 

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You'll do this in front of a 
live audience. 

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I know, right. 
So well Daniel this first I want

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you to just kind of tell people 
who you are because you know 

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this for me is even me getting 
to know Do you even more? 

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Which so far? 
I've absolutely loved getting to

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know you. 
And I had the privilege of 

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sitting with your daughter and, 
you know, I just, I just 

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listened to my pastor. 
Talk on the Apple doesn't fall 

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far from the tree and I could 
instantly tell that you did 

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something right because your 
daughter is amazing. 

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Also got to meet your son in New
York. 

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He seemed amazing to. 
So, I know. 

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I know that means a lot to you 
from a kid standpoint, but just 

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first and foremost, give a 
little bit of background of Who 

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You Are. 
How do you ended up in this 

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chair? 
And let's, let's be really 

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clear. 
You can give me a lot of credit.

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You're gonna have to give my 
wife Mary even more. 

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Okay. 
I have not had the privilege of 

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meeting, Mary. 
Yeah. 

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You definitely. 
I'm certainly excited because I 

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know it takes to and like to 
your point probably more than 

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her than you. 
I like to think I had some 

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positive. 
All right. 

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So look, I grew up Upstate New 
York. 

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I mean, I'm a little different 
than a lot of people. 

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I not only graduated from the 
same high school that my dad 

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graduated from. 
I graduated, from the same high 

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school that my Father graduated.
So three generation Legacy right

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there. 
Yeah, there's your legacy right 

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there. 
I mean it was you know I'm a 

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small-town kid, right? 
That basically never went more 

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than 100 miles away from, you 
know, where he was born my 

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grandparents either lived in 
Elmira New York where I'm from 

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or they were in Syracuse and 
Syracuse to me was the big city 

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and that's where we would go on 
vacation. 

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So that's kind of the universe 
that I knew. 

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Yeah, and you know, all my rows 
just a All town. 

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And when the time came for me to
go to college, I basically got 

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to choose from any of the State 
University campuses that I 

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wanted to go to. 
So I went to Binghamton and as 

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most parents we're doing back 
then they influence their kid to

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try and go in a medical school 
because that's the way you could

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write a bigger ticket and take 
good care of yourself, right? 

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And then I immediately realized,
when I was in college that I did

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not have what it takes to be, 
you know, No, a doctor. 

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So, I was taking economic 
classes along the way, really 

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enjoyed them. 
Have a couple professors that 

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were, from University of Chicago
and I decided, since I was 

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graduating in a period of time, 
when the last major recession 

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was other than the financial 
crisis was brewing back in the 

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early 80s that it would be a 
whole lot smarter for me to go 

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to business school. 
Okay, right. 

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So I went to business school at 
Chicago and I met a lot of 

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people that were way more 
sophisticated. 

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And I was like I didn't even 
know what a dry cleaner was for 

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other than the place you went to
to rent your tux for the prom. 

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So I meet these kids that you 
know, they're getting their 

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shirts press right a week ago. 
Why you doing that might come 

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right out of the wash and 
they're fine. 

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I didn't realize they made sure 
it's 100% out of copyright my 

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word like the 65% polyester 
Blends, right? 

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So I learned pretty quick, what 
the real world is more about and

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then I immediately Denies. 
I didn't have what it takes for 

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Wall Street. 
I don't like those kind of guys.

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Okay, so I was going to get a 
job and then, you know, opened 

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up the door that went in 
Chicago. 

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I know we know what a big cities
about. 

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I tried desperately to try and 
figure out how I could get to 

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the West Coast and get a job 
offer there because I thought 

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that would be pretty cool. 
No one would even fly me back 

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for an interview but I did get a
job offer in New York at NBC and

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I thought, wow this is pretty 
interesting. 

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So I went to New York, it's 1984
My first job, which is going to 

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sound incredible was working on 
the 1984 World Series. 

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Amazing, so is the Padres were 
playing the Tigers and I got to 

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do all kinds of stuff that was 
really you wouldn't need a 

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person for today because it was 
getting tickets ready for all 

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the production people and where 
they would go and how they would

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get there. 
And it was really, really crazy 

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work but it was an interesting 
place to be as time went by 

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though I was there for two 
years. 

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It really was Isn't I realized 
early that I'm not in when 

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you're in that industry? 
Mmm. 

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You're either you're either a 
producer or director or your 

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talent, right? 
I won't really was a finance guy

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in an entertainment business and
that really, you know, you 

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realize soon you wanted to be 
where the revenue was. 

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That's really how you drove 
yourself. 

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And so, what did I do? 
I said, look, I have some great 

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stories. 
I could tell about some of the 

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guys that I worked with and I 
don't know if you want me to go 

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into one that really sort of 
changed my mind. 

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And why, Needed to leave? 
Yeah, I mean, let's let's let's 

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dive in. 
Also I'm working with a 

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production crew up in Buffalo, 
that I was on the jet. 

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I went from NBC baseball to 
football. 

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Okay. 
When baseball was over, I went 

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to football and I was assigned 
to the Jets and NBC was covering

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the Jets. 
So we had a game up in Buffalo 

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and I am, I was a unit manager 
which means I took care of all 

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the mundane stuff that goes into
a production, making sure the 

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cameras were in the right place 
that the engineers stayed Within

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In what their Union allowed from
them to stay away from how far 

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they had to travel to the game. 
To the making sure that one of 

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our broadcast, broadcasters had 
the right beer available to him.

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When we did the meet the 
pre-meeting the night before the

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game, right? 
There's no Mystery, by the way 

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when you ever see a camera, I'm 
why it's focused on one 

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receiver. 
It's because the coaches said 

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the production crew the night 
before hey, third and long, 

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we're going to look for Wesley 
Walker. 

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I got you right, things like 
that, so I almost forgot a 

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script beforehand. 
There's a lot more of that going

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on than you might think. 
I mean, obviously, the players 

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and the coaches can call 
audibles right. 

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But there are some guidelines, 
as to what we think, we might do

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in a certain circumstance. 
So, anyway, we're doing this 

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game. 
I'm assigned to the producer and

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that's who I work for. 
So, literally the night before 

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the game, he's reading us, the 
riot act like how we're supposed

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to behave in the bar that night 
and all the things that, you 

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know, we need to you to pay 
attention to and you're now in 

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the place where, you know, the 
Jets are staying and all the 

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people from Buffalo are going to
be at this bar, because 

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everybody wants to rub elbows 
with the New York. 

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Folks, it goes maintain decorum,
just be professional, right. 

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And literally an hour after 
dinner, we go to the bar. 

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He's had like three cocktails 
already and he's passing tickets

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out to anybody that walked by 
like so you didn't follow his 

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own size of the rules and I go. 
Wow, that's pretty wild. 

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Yeah, next day we're in. 
Struck by that point. 

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The game is started and I'm 
really my day is over, really 

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I'm at least during the game so 
it's a really crappy day outside

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and it's snowing I think and it 
was maybe it was just cold, I 

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can't remember. 
Exactly. 

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But anyway, I'm in the truck and
the producer looks at me and 

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goes down. 
Can you get me a coke? 

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Well, it's my job to do that. 
So, I went back into the stadium

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where we have our little setup. 
I get the coke. 

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I bring it back to him. 
I put it down in front of him. 

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He looks at it. 
Goes. 

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I meant the diet coke. 
Oh wow, it's one of those guys. 

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So what I realized. 
Okay. 

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So this is a long story to make 
the long story. 

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Short was I realized I was going
to work with people like this. 

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Let me go at least try Wall 
Street, because if I'm going to 

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deal with people like this, that
I didn't think I would deal with

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other than going to Wall Street.
If I could succeed in Wall 

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Street, I could get paid for it.
Nice. 

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So legitimately, that's when I 
decided, Well, you know, like 

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00:07:56,200 --> 00:08:01,200
you you it was a great moment. 
They're like, you you because a 

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00:08:01,200 --> 00:08:03,300
lot of people would just take it
and just stay. 

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00:08:03,700 --> 00:08:07,500
But you, you identified 
something that that you knew you

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00:08:07,500 --> 00:08:10,500
had to Pivot and go do something
else like instantly. 

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Like, you know what, it's really
important. 

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00:08:12,300 --> 00:08:14,800
I think one of the things I 
think of, and I've said this to 

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my kids and you've talked to 
Hillary. 

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It's like when you're dealing 
and you're only responsible to 

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00:08:19,800 --> 00:08:23,100
yourself, you can make choices 
that are a little bit more 

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risky. 
There's not somebody else that's

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00:08:25,300 --> 00:08:29,100
going to depend on the choices 
you make in order to have a 

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00:08:29,100 --> 00:08:31,300
livelihood. 
So you're going to take risk. 

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Take it early. 
Yeah. 

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Take it really. 
And, and challenge yourself. 

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Yes. 
Once you have a family and what 

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00:08:39,000 --> 00:08:42,500
have you, it gets harder to make
riskier decision, right? 

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00:08:42,500 --> 00:08:45,400
That's a great Point. 
Um, so when we were in New York,

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we were having breakfast. 
And you told me just a fantastic

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story about when you were 
younger. 

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And I really thought that it 
resonated with the no days off 

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00:08:54,700 --> 00:08:58,100
philosophy and even a little bit
of Legacy, like it was just a 

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00:08:58,108 --> 00:08:59,700
tremendous story. 
Can you go? 

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00:08:59,900 --> 00:09:01,700
Back to your it was high school,
right? 

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00:09:01,800 --> 00:09:03,200
Yeah. 
Go back to your high school 

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00:09:03,200 --> 00:09:05,500
days. 
I know we're taking it pretty 

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00:09:05,500 --> 00:09:08,200
far back way back. 
We're going way back and back. 

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00:09:08,200 --> 00:09:10,400
I was driving a Ford Granada 
back, the okay? 

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00:09:10,400 --> 00:09:14,900
I don't even know what that is. 
That's held at exactly. 

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00:09:15,800 --> 00:09:21,100
But I just the story I was, I 
was, let's just, let's just go 

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00:09:21,100 --> 00:09:24,100
back to that because I would 
love for you to tell me again 

186
00:09:24,400 --> 00:09:30,000
and tell our audience that story
because again, the things That 

187
00:09:30,000 --> 00:09:35,200
came from that, like, obviously 
May of actually that. 

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00:09:35,300 --> 00:09:39,400
And I think people understand 
when you tell it is, probably 

189
00:09:39,400 --> 00:09:41,900
why you made the decision you 
made, you know, because it was 

190
00:09:41,900 --> 00:09:44,500
in you already, you know? 
So anyways, elaborate on that 

191
00:09:44,500 --> 00:09:48,100
true. 
I mean, I think that so I'm a 

192
00:09:48,100 --> 00:09:52,500
junior in high school, right? 
I'm 125 pounds soaking wet. 

193
00:09:52,500 --> 00:09:57,500
And legitimately, I couldn't 
imagine any girl was looking at 

194
00:09:57,500 --> 00:10:01,900
me anywhere, right? 
So I asked my parents on my 17th

195
00:10:01,900 --> 00:10:05,100
birthday, if they would buy me a
set of Weights. 

196
00:10:05,100 --> 00:10:09,400
So, wait a minute at 17, you 
weighed 120 pounds under twenty,

197
00:10:09,400 --> 00:10:11,000
five, hundred and twenty-five 
pounds. 

198
00:10:11,000 --> 00:10:15,300
I think I weigh that when I was 
in like second grade so when I 

199
00:10:15,300 --> 00:10:17,400
was 17, I was 225. 
Yeah. 

200
00:10:17,800 --> 00:10:20,300
Let's just be really clear the 
football coaches weren't looking

201
00:10:20,300 --> 00:10:22,400
at me, right? 
They were really they were 

202
00:10:22,400 --> 00:10:26,800
looking for me to do anything. 
So I really like I want to kind 

203
00:10:26,800 --> 00:10:28,600
of look better, I got to do 
something. 

204
00:10:28,600 --> 00:10:31,400
I mean I'm just nothing. 
So I said, let me let me get 

205
00:10:31,400 --> 00:10:34,600
weights this was in the days 
before real gyms, where anywhere

206
00:10:34,600 --> 00:10:37,500
the right, the high school had a
universal and the only other 

207
00:10:37,500 --> 00:10:40,100
place you could work out was 
going to the Y, okay, right. 

208
00:10:40,100 --> 00:10:42,000
And that wasn't an easy thing 
for me to get to. 

209
00:10:42,000 --> 00:10:44,700
So I said, let me build a gym in
my basement. 

210
00:10:44,700 --> 00:10:47,000
Yeah. 
So legitimately they bought me 

211
00:10:47,000 --> 00:10:48,500
weights. 
The Old-school kind, you know 

212
00:10:48,500 --> 00:10:51,000
with plastic around cement? 
Oh yeah, remember those? 

213
00:10:51,000 --> 00:10:53,600
Yeah, of course I bought. 
I bought a bench that you know, 

214
00:10:53,600 --> 00:10:56,800
did an incline or flat and I 
just started buying different 

215
00:10:56,800 --> 00:10:59,900
pieces that I could start 
putting together a gym. 

216
00:11:00,000 --> 00:11:02,900
Curling bar. 
I built my own lab machine went 

217
00:11:02,900 --> 00:11:05,700
to the hardware store bought 
pulleys and pipes and built a 

218
00:11:05,700 --> 00:11:07,800
lap machine. 
I love it in the basement. 

219
00:11:07,800 --> 00:11:12,500
So I built a gym in the basement
and I lived there, I started 

220
00:11:12,500 --> 00:11:15,600
doing those protein shakes, the 
soy protein back in the day, you

221
00:11:15,600 --> 00:11:17,400
would have loved it. 
I took a mayonnaise jar. 

222
00:11:17,800 --> 00:11:19,600
Right? 
I fill it up with some ice cream

223
00:11:19,900 --> 00:11:23,300
raw. 
Egg little a rocky style then 

224
00:11:23,300 --> 00:11:27,200
yeah, literally like Hi-C. 
Hi sugar stuff. 

225
00:11:27,200 --> 00:11:30,500
Yeah, and I stirred in all this 
soy protein and I would do one 

226
00:11:30,500 --> 00:11:34,100
of those like every day. 
Yeah, I work out before school, 

227
00:11:34,100 --> 00:11:38,400
I worked out after I got home 
and during the summer, I even 

228
00:11:38,400 --> 00:11:41,800
doubled up on that. 
So by the time I went back for 

229
00:11:41,800 --> 00:11:47,000
my senior year in September, I 
had gained 25 pounds of muscle. 

230
00:11:47,600 --> 00:11:51,700
Yeah, I was I actually like hey 
I can do this, the girls were 

231
00:11:51,700 --> 00:11:54,800
watching, they were watching. 
Yeah, you know and not that so 

232
00:11:54,800 --> 00:11:57,500
many I'm started knocking on the
door where you know, it is a 

233
00:11:57,500 --> 00:12:00,500
little bit easier to build my 
self-confidence up, but it made 

234
00:12:00,500 --> 00:12:03,200
me realize if you put your mind 
to something when you realized 

235
00:12:03,200 --> 00:12:06,200
early in your life that when 
there's something you want when 

236
00:12:06,200 --> 00:12:11,300
you go at it with a lot of Vim, 
Vigor, and Gusto and dedication 

237
00:12:11,400 --> 00:12:13,800
much like what you're trying to 
do and teach people and help 

238
00:12:13,800 --> 00:12:17,000
them, it goes a long way to 
teaching his self-confidence. 

239
00:12:17,000 --> 00:12:20,500
Like when you One thing, right? 
When you can set one goal, 

240
00:12:20,500 --> 00:12:22,900
that's not something you just 
wake up with, right? 

241
00:12:22,900 --> 00:12:26,100
You actually have to work at to 
the whole no days off thing. 

242
00:12:26,400 --> 00:12:30,200
I never took a day off from 
working out and you worked at 

243
00:12:30,200 --> 00:12:34,100
you were committed to the 
process and it was three months,

244
00:12:34,100 --> 00:12:35,400
right? 
Because it was the whole summer.

245
00:12:35,500 --> 00:12:39,000
I started in April, okay. 
April May June July? 

246
00:12:39,300 --> 00:12:41,900
Yeah, four and a half months. 
So, four and a half months of, 

247
00:12:41,900 --> 00:12:45,500
like, literally two a days. 
Eating the same thing every day,

248
00:12:45,700 --> 00:12:47,500
doing the same thing and you 
built it yourself. 

249
00:12:47,600 --> 00:12:49,300
Self. 
So, that had to give you a lot 

250
00:12:49,300 --> 00:12:52,300
of confidence to just in the 
fact that you created something 

251
00:12:52,300 --> 00:12:53,800
to create something. 
That's right. 

252
00:12:53,800 --> 00:12:56,100
No. 
Like I thought that was really 

253
00:12:56,100 --> 00:12:58,200
cool but that's kind of like 
what I hear is like. 

254
00:12:58,400 --> 00:13:02,100
It's like not only did you build
this new body but you also 

255
00:13:02,100 --> 00:13:07,000
created the the place to do it 
in and I just find that to be 

256
00:13:07,000 --> 00:13:09,200
really cool too. 
So I mean it was real. 

257
00:13:09,200 --> 00:13:11,000
It's with such a confidence 
Builder. 

258
00:13:11,000 --> 00:13:12,700
Yeah. 
Like when you get people like I 

259
00:13:12,700 --> 00:13:15,300
done your workouts. 
I think I told you this morning 

260
00:13:15,300 --> 00:13:18,000
I think there were 40 people in 
the class and I'm Sure, I was 

261
00:13:18,000 --> 00:13:21,100
number 40 on the list that 
you're in the room so that's all

262
00:13:21,100 --> 00:13:22,700
the matters. 
So sometimes it's just about 

263
00:13:22,700 --> 00:13:25,900
showing yeah but I'll tell you 
something, you teach people how 

264
00:13:25,900 --> 00:13:28,800
to think about themselves and it
starts with your mind and your 

265
00:13:28,800 --> 00:13:31,200
body, mmm, right? 
If you can get them both working

266
00:13:31,200 --> 00:13:33,500
in Harmony, when your mind tells
your body, what to do on the 

267
00:13:33,500 --> 00:13:37,100
body responds, it reinforces it.
And you're all of a sudden, you 

268
00:13:37,108 --> 00:13:38,700
know, you're moving forward, 
right? 

269
00:13:38,700 --> 00:13:41,200
And I think that that's 
something that is obviously 

270
00:13:41,200 --> 00:13:42,800
evident in what you're trying to
do. 

271
00:13:43,200 --> 00:13:47,400
And I think also just the take 
home to is like, at a young age.

272
00:13:47,500 --> 00:13:50,700
Like to all the you know and I 
don't know if any 17 year olds 

273
00:13:50,700 --> 00:13:53,800
are actually listening to us old
heads talk, but if they do come 

274
00:13:53,800 --> 00:13:58,300
across this stuff and parents 
that have younger kids, like it 

275
00:13:58,300 --> 00:14:02,500
can happen at a young age, like 
your your choices can happen at 

276
00:14:02,500 --> 00:14:05,000
a young age that will affect you
later on. 

277
00:14:05,200 --> 00:14:07,700
And by making the wrong 
decisions in the wrong choices, 

278
00:14:07,700 --> 00:14:11,600
at a young age can affect you 
tremendously as you get older. 

279
00:14:11,800 --> 00:14:16,300
So to me that those four months 
probably did more for you than 

280
00:14:16,500 --> 00:14:19,400
than anything else. 
At that time, you know, and 

281
00:14:19,400 --> 00:14:21,300
obviously you had to do other 
things to get to where you are 

282
00:14:21,300 --> 00:14:25,700
today, but but it certainly to 
me, was like a foundation of the

283
00:14:25,700 --> 00:14:28,700
man that you are today, you 
know, just by doing that along 

284
00:14:28,700 --> 00:14:30,400
me. 
But and you found at least I 

285
00:14:30,408 --> 00:14:36,300
found that it repeated itself. 
So I went to Chicago. 

286
00:14:36,300 --> 00:14:39,200
Like I mentioned I'm from a 
small town from a small unit. 

287
00:14:39,200 --> 00:14:42,500
Well, maybe it's a bigger 
University today and I'm with 

288
00:14:42,500 --> 00:14:45,000
all these ivy league, kids and 
everybody else. 

289
00:14:45,000 --> 00:14:47,300
And I'm thinking, wow, I wonder 
if I really belong here. 

290
00:14:49,700 --> 00:14:51,600
And then all the sudden, you 
know, you take the same test, 

291
00:14:51,600 --> 00:14:54,500
they do you know you're in the 
same class as they are. 

292
00:14:54,600 --> 00:14:57,100
Mmm and all of a sudden, you 
realize, you do belong in this 

293
00:14:57,100 --> 00:14:59,100
room, right? 
You keep teaching yourself over 

294
00:14:59,100 --> 00:15:02,100
and over again, why you should 
be in that room and I think 

295
00:15:02,100 --> 00:15:04,700
that's something you take until 
life everywhere, right? 

296
00:15:04,700 --> 00:15:08,300
It's it's like, what are you? 
Worthy of test yourself? 

297
00:15:08,300 --> 00:15:12,600
Find out nowhere. 
You can go with what you have 

298
00:15:12,600 --> 00:15:15,400
and as long as you have the 
dedication, you can make 

299
00:15:15,400 --> 00:15:17,300
yourself better just about 
anything anyway. 

300
00:15:17,600 --> 00:15:20,500
Yeah, it's the Decision to 
dedicate to something and to 

301
00:15:20,500 --> 00:15:21,700
stick to it. 
I'll try. 

302
00:15:21,800 --> 00:15:24,800
I that's another thing too. 
I think people don't do often is

303
00:15:24,800 --> 00:15:28,000
they don't stick to something. 
Like once you try something, 

304
00:15:28,500 --> 00:15:32,300
don't give up after a month, 
like I feel like everything now 

305
00:15:32,300 --> 00:15:35,100
is so instant, you know, it's 
instant gratification. 

306
00:15:35,100 --> 00:15:37,900
This instant, this is ubereats. 
It's Uber has, everything is 

307
00:15:37,900 --> 00:15:41,900
like right there for you that 
when you're trying to lose 

308
00:15:41,900 --> 00:15:45,700
weight or build muscle or start 
a business or or be in a 

309
00:15:45,708 --> 00:15:48,400
relationship that you want 
everything to happen overnight. 

310
00:15:48,500 --> 00:15:50,400
Night and that's just not 
realistic. 

311
00:15:50,600 --> 00:15:54,100
You know, know it's true. 
Look I try at least I try to 

312
00:15:54,100 --> 00:15:56,700
think about my philosophy as I 
don't like to spend a lot of 

313
00:15:56,708 --> 00:16:00,200
time doing something that I 
can't get myself better at, 

314
00:16:00,300 --> 00:16:02,100
right? 
I'd rather find something or one

315
00:16:02,100 --> 00:16:04,700
thing or two things dedicate 
myself to trying to become 

316
00:16:04,700 --> 00:16:06,300
really good at those things. 
Yeah. 

317
00:16:06,400 --> 00:16:08,800
Like the only thing I've ever 
done over and over again and 

318
00:16:08,800 --> 00:16:13,500
I've never gotten any better at 
his golf just doesn't was the 

319
00:16:13,500 --> 00:16:15,800
hardest sport in the world. 
So you know, I've tried and I 

320
00:16:15,808 --> 00:16:18,200
just no surprise. 
I know I'm never going to put my

321
00:16:18,200 --> 00:16:19,900
10. 
Thousand hours in on that. 

322
00:16:19,900 --> 00:16:23,200
And I'm pretty sure even if I 
did, I might not get any better.

323
00:16:23,300 --> 00:16:26,100
I know Adam, we got a call Gail,
maybe Gail can help this 

324
00:16:26,100 --> 00:16:29,300
situation. 
So, well, I want you to lean 

325
00:16:29,300 --> 00:16:32,000
into a little bit about, like, 
your so, I know you recently 

326
00:16:32,000 --> 00:16:36,700
retired, but you were obviously.
And what's the, what was your 

327
00:16:36,700 --> 00:16:40,100
title before? 
Like, well, I was, I worked at 

328
00:16:40,100 --> 00:16:42,600
Bear Stearns first. 
Where it's where I met, Adam 

329
00:16:42,800 --> 00:16:44,400
those lie. 
So, let's talk. 

330
00:16:44,400 --> 00:16:47,500
I want to see the correlation 
between this no days off. 

331
00:16:47,500 --> 00:16:51,600
Philosophy. 
The of how you guys apply that 

332
00:16:51,600 --> 00:16:55,700
to finance and in your world 
versus, you know, the fitness 

333
00:16:55,700 --> 00:16:57,600
and the Beverage World, 
whatever. 

334
00:16:57,600 --> 00:17:00,400
Like because that's I Adam. 
And I talked about all the time 

335
00:17:00,400 --> 00:17:04,200
that there are a lot of 
correlations, there was a Warren

336
00:17:04,200 --> 00:17:06,400
Buffett quote, what was it? 
Adam. 

337
00:17:08,200 --> 00:17:10,099
Yeah, consistency compounds 
results. 

338
00:17:10,300 --> 00:17:14,800
So, Adam would always talk to me
about how there actually is a 

339
00:17:14,800 --> 00:17:18,500
correlation there between being 
consistent with your health and 

340
00:17:18,500 --> 00:17:23,300
also be inconsistent with with 
investing or finances and things

341
00:17:23,300 --> 00:17:24,599
like that. 
And I think a lot of people 

342
00:17:24,599 --> 00:17:27,700
again, goes back to everyone's 
waiting to hit the lottery 

343
00:17:27,700 --> 00:17:29,400
right. 
Like you know, let me invest in 

344
00:17:29,400 --> 00:17:32,400
this and then two months later, 
I make 10 times our money and 

345
00:17:32,400 --> 00:17:34,900
that's just that's not really a 
good way to think about 

346
00:17:34,900 --> 00:17:36,400
investing and think about your 
money. 

347
00:17:36,400 --> 00:17:38,400
So lean into that. 
A little bit. 

348
00:17:38,800 --> 00:17:41,900
I'm actually really interested 
in that too, so, well, there's 

349
00:17:41,900 --> 00:17:43,200
two ways to think about this, 
what? 

350
00:17:43,200 --> 00:17:45,300
I'm going to talk a little bit 
about how you conduct your 

351
00:17:45,300 --> 00:17:48,500
business and we'll talk a bit 
about financing and Warren 

352
00:17:48,500 --> 00:17:51,000
Buffett because totally a hero 
to me. 

353
00:17:51,600 --> 00:17:55,800
So, one of the things when I 
when I came in to the business, 

354
00:17:55,800 --> 00:17:59,700
I was on the sale side and one 
thing I know you can't do is you

355
00:17:59,700 --> 00:18:02,600
can't rush a relationship with a
client, right? 

356
00:18:02,600 --> 00:18:07,300
You build, trust you build this 
working relationship and it 

357
00:18:07,300 --> 00:18:10,600
takes years years until 
somebody's willing to like a 

358
00:18:10,600 --> 00:18:14,100
trust you a little bit and trust
you a little bit more and then 

359
00:18:14,100 --> 00:18:17,500
trust you a lot and you know 
when you violate any of that 

360
00:18:17,500 --> 00:18:21,400
trust it's like so it's all you 
get one chance to essentially 

361
00:18:21,400 --> 00:18:23,500
people's money. 
He like I mean it's a very 

362
00:18:23,500 --> 00:18:26,300
sensitive. 
So I took what I talked about 

363
00:18:26,300 --> 00:18:30,500
before and said, hey look, if 
I'm going to succeed, I need my 

364
00:18:30,500 --> 00:18:33,800
customers to actually try to not
do a trade with me to try and 

365
00:18:33,800 --> 00:18:36,500
not do business with me. 
You know, I didn't want to give 

366
00:18:36,500 --> 00:18:38,900
them any excuse. 
Somewhere else. 

367
00:18:39,200 --> 00:18:42,500
So I really try to leverage all 
the strengths that we had in our

368
00:18:42,500 --> 00:18:46,200
firm with the needs. 
I knew my clients would have and

369
00:18:46,200 --> 00:18:50,700
really make it hard for them not
to do business with us, so that 

370
00:18:50,700 --> 00:18:52,100
worked out really. 
Well. 

371
00:18:52,100 --> 00:18:58,000
I went from, I went from a 
nobody in a training class to a 

372
00:18:58,000 --> 00:19:02,000
senior person in seven years and
what were some strategies there?

373
00:19:02,100 --> 00:19:05,300
So because you're if I'm hearing
you correctly, you're saying you

374
00:19:05,300 --> 00:19:08,300
didn't want them to give you 
your money like you were Trying 

375
00:19:08,300 --> 00:19:10,300
to make it very hard for them to
invest. 

376
00:19:10,300 --> 00:19:12,700
So, do I know I want an I needed
to earn it. 

377
00:19:12,700 --> 00:19:14,400
All right, and their truck, I 
needed to earn their. 

378
00:19:14,400 --> 00:19:16,800
And then what was some ways ways
you did that? 

379
00:19:16,800 --> 00:19:19,600
You know, what you even when, 
you know, they're not going to 

380
00:19:19,600 --> 00:19:21,300
do something with you. 
You give them an idea. 

381
00:19:21,400 --> 00:19:23,900
You give them something to 
remember that. 

382
00:19:23,900 --> 00:19:28,000
You actually paid attention you 
asked for work, no one else 

383
00:19:28,000 --> 00:19:32,000
wanted to do, okay you stayed 
late at night in our world back 

384
00:19:32,000 --> 00:19:35,600
then running their portfolios 
when you knew the guy from 

385
00:19:35,600 --> 00:19:37,700
Goldman Sachs might not be doing
that. 

386
00:19:38,000 --> 00:19:42,300
So you earned, what you had by 
being better at what you were 

387
00:19:42,300 --> 00:19:45,700
doing than others. 
And I tried to make that sort of

388
00:19:45,700 --> 00:19:48,800
evident the clients I built. 
I'll give you a funny one 

389
00:19:48,800 --> 00:19:51,800
another sort of not aranjuez. 
Yes, yes, definitely. 

390
00:19:51,900 --> 00:19:57,800
So there was a big Bank in Ohio 
that I got assigned. 

391
00:19:58,700 --> 00:20:00,800
I don't know, maybe three years 
into the business. 

392
00:20:02,300 --> 00:20:07,000
And I went out to Columbus and I
met the senior portfolio manager

393
00:20:07,100 --> 00:20:11,400
and we hit it off. 
And she introduced me to her 

394
00:20:11,400 --> 00:20:15,200
portfolio managers and I hit it 
off with two of them. 

395
00:20:15,900 --> 00:20:17,700
And then there was another one 
that wouldn't give me the time 

396
00:20:17,700 --> 00:20:21,000
of day. 
I mean, literally nothing. 

397
00:20:21,100 --> 00:20:26,400
So I started doing really good 
business with, you know, the 

398
00:20:26,400 --> 00:20:28,900
senior manager and they're under
200 links. 

399
00:20:28,900 --> 00:20:31,000
The other guy I remember he 
picked up my phone. 

400
00:20:31,200 --> 00:20:32,900
Once and then basically hung up 
on me. 

401
00:20:33,300 --> 00:20:35,300
Alright. 
So sometimes, you know, you 

402
00:20:35,300 --> 00:20:38,000
know, you're not going to win at
everything but you keep trying 

403
00:20:38,000 --> 00:20:41,000
to do the same, right things. 
So, anyway, about six months 

404
00:20:41,000 --> 00:20:44,800
later, I call up and they tell 
me Steve's no longer here. 

405
00:20:45,800 --> 00:20:47,700
I'm like going. 
Yay. 

406
00:20:47,800 --> 00:20:49,700
Yeah, right. 
They put a new person in that 

407
00:20:49,700 --> 00:20:54,300
spot and I started having a 
decent you know go with this guy

408
00:20:54,700 --> 00:20:58,200
and I'm thinking everything is 
great then I got one of the 

409
00:20:58,200 --> 00:21:01,200
greatest surprises of my life. 
Maybe another three months 

410
00:21:01,200 --> 00:21:04,100
later. 
Steve the guy who never returned

411
00:21:04,100 --> 00:21:06,900
a phone call basically calls me 
up. 

412
00:21:07,800 --> 00:21:12,600
And I think I'm just heard like 
okay it's Steve on the on the 

413
00:21:12,600 --> 00:21:14,800
phone, right? 
Like I see calling me Jake. 

414
00:21:15,700 --> 00:21:18,000
Never talked to me once before I
like what's going on here. 

415
00:21:18,600 --> 00:21:20,900
I pick up the phone. 
He's there he goes. 

416
00:21:20,900 --> 00:21:22,600
I want you. 
I'm at this new place. 

417
00:21:22,900 --> 00:21:27,300
I want you to be my coverage. 
I want I want you. 

418
00:21:27,300 --> 00:21:31,300
I'm like Steve. 
I don't I don't get it like a 

419
00:21:31,300 --> 00:21:34,000
wolf like you wouldn't return a 
phone call for me. 

420
00:21:34,700 --> 00:21:36,800
But you don't know why I didn't 
return a phone call from you 

421
00:21:37,500 --> 00:21:39,500
because I always thought you 
were really smart. 

422
00:21:40,000 --> 00:21:43,600
But I hated my boss and my boss 
told me I had to do business 

423
00:21:43,600 --> 00:21:46,500
with you and as soon as she told
me, A I had to do business with 

424
00:21:46,500 --> 00:21:50,300
you and I don't like her. 
Then I don't like you because I 

425
00:21:50,308 --> 00:21:52,000
don't want to make her look 
good. 

426
00:21:52,200 --> 00:21:56,000
I doing business with you. 
So he became my biggest client. 

427
00:21:56,200 --> 00:21:59,000
And if you had asked me at that 
moment in time, would that be 

428
00:21:59,000 --> 00:22:01,000
the case? 
My handicap on that would have 

429
00:22:01,000 --> 00:22:03,800
been zero, right? 
Well, what did all the right 

430
00:22:03,800 --> 00:22:06,200
things? 
He knew what I had and you don't

431
00:22:06,200 --> 00:22:08,700
even know why somebody doesn't 
choose to do that. 

432
00:22:08,700 --> 00:22:10,700
Exactly. 
And to me, that's what I've 

433
00:22:10,700 --> 00:22:15,000
actually learned that recently 
is that you can do everything 

434
00:22:15,000 --> 00:22:18,300
right on. 
You're in, but you often don't 

435
00:22:18,300 --> 00:22:21,900
know what's going on with the 
other person lutely like you 

436
00:22:21,900 --> 00:22:25,900
don't know, so it could have 
nothing to do and then you know 

437
00:22:25,900 --> 00:22:28,100
we always think is always has to
do with us, right? 

438
00:22:28,200 --> 00:22:30,700
Because we're the ones trying to
get the business or were the 

439
00:22:30,700 --> 00:22:34,800
ones trying to close the deal 
but oftentimes it has zero to do

440
00:22:34,800 --> 00:22:37,800
with us and that's such a prime 
example of, and you know what 

441
00:22:37,800 --> 00:22:41,300
made me realize it reinforced 
again, do the right thing enough

442
00:22:41,300 --> 00:22:44,700
times you're going to get paid 
back and do the right thing 

443
00:22:44,700 --> 00:22:48,000
anyway. 
So I think that oftentimes 

444
00:22:48,000 --> 00:22:52,100
people don't do the right thing 
because of their reaction that 

445
00:22:52,100 --> 00:22:54,900
they get. 
So then they change because of 

446
00:22:54,900 --> 00:22:58,000
the response or the reaction. 
Stay true to who you are. 

447
00:22:58,000 --> 00:22:59,500
That's right. 
Stay true to doing the right 

448
00:22:59,500 --> 00:23:05,000
thing because either a it wasn't
meant to be or be it comes back 

449
00:23:05,000 --> 00:23:08,600
around like eventually a lot of 
times our nose in the beginning 

450
00:23:08,900 --> 00:23:11,200
is just because it's not the 
right timing. 

451
00:23:11,200 --> 00:23:13,600
That's right. 
And then eventually doors open 

452
00:23:13,600 --> 00:23:16,500
and is the right time and it 
could be That very same person 

453
00:23:16,500 --> 00:23:19,200
that close the door originally, 
no doubt about the. 

454
00:23:19,200 --> 00:23:22,200
That was one episode that just 
proved that. 

455
00:23:22,200 --> 00:23:24,300
Exactly what? 
Yes. 

456
00:23:24,300 --> 00:23:27,700
And I'm is. 
So it's more people need to hear

457
00:23:27,700 --> 00:23:30,400
those kind of stories because 
I'm telling you like, and I'm 

458
00:23:30,400 --> 00:23:33,000
guilty of it. 
I've been very guilty of is one 

459
00:23:33,000 --> 00:23:35,600
thing that you don't do in 
business and in life, and it 

460
00:23:35,600 --> 00:23:39,600
don't burn Bridges because of 
something not working out, like 

461
00:23:39,600 --> 00:23:42,200
always understand. 
There's another perspective, 

462
00:23:42,200 --> 00:23:44,200
there's, there's other things 
happening. 

463
00:23:44,200 --> 00:23:46,500
I mean, somebody could be going 
I'm through a divorce, you don't

464
00:23:46,500 --> 00:23:50,000
even know that or or their kid 
that like anything, like you do 

465
00:23:50,000 --> 00:23:53,400
not know. 
So it's that was great, get one 

466
00:23:53,400 --> 00:23:56,800
other, Yak sideline to that. 
So you know, I went to pretty 

467
00:23:56,800 --> 00:24:00,200
good school for finance and 
learned a lot of great stuff at 

468
00:24:00,200 --> 00:24:02,000
Chicago. 
But the thing I remember the 

469
00:24:02,000 --> 00:24:04,300
most we took this one HR class, 
right? 

470
00:24:04,300 --> 00:24:07,500
Human resource class. 
And if in that class one of the 

471
00:24:07,500 --> 00:24:09,800
days they played this old film 
strip. 

472
00:24:09,800 --> 00:24:14,400
I mean, literally something made
in the 1950s and it was a black 

473
00:24:14,400 --> 00:24:18,900
and white. 
Factory floor kind of setting. 

474
00:24:18,900 --> 00:24:22,100
And it was about how you would 
manage things on a factory 

475
00:24:22,100 --> 00:24:24,000
floor, okay? 
And motivating people and 

476
00:24:24,000 --> 00:24:27,500
dealing with people and the name
of the film strip was called. 

477
00:24:27,500 --> 00:24:31,600
What you are, is where you were 
when and what resonated so much 

478
00:24:31,600 --> 00:24:33,700
to me on that one, which is 
something that's always stayed 

479
00:24:33,700 --> 00:24:35,400
with me. 
Whenever you meet someone, 

480
00:24:35,400 --> 00:24:38,300
whenever you talk to somebody, 
they are a product of where 

481
00:24:38,300 --> 00:24:41,800
they're from the values that 
they grew up with and all the 

482
00:24:41,800 --> 00:24:44,600
influences that they've had. 
So for you to sit there and 

483
00:24:44,600 --> 00:24:47,900
judge people, you Don't know 
where they've been exactly. 

484
00:24:47,900 --> 00:24:51,500
And, and the more, and the whole
point was as a manager, and this

485
00:24:51,500 --> 00:24:56,200
is always help me as a manager. 
Was, if I could actually look 

486
00:24:56,200 --> 00:24:59,300
back and understand who you 
were, I might be able to 

487
00:24:59,300 --> 00:25:01,100
understand your motivation. 
I also might be able to 

488
00:25:01,100 --> 00:25:03,900
understand What's blocking you 
from being better, right? 

489
00:25:03,900 --> 00:25:07,900
Because when you listen, and you
ask questions, you are much 

490
00:25:07,900 --> 00:25:10,300
better manager. 
You're a much better motivator. 

491
00:25:10,300 --> 00:25:11,500
Definitely. 
And you know what? 

492
00:25:11,500 --> 00:25:14,100
You're more effective and almost
everything that you do and then 

493
00:25:14,100 --> 00:25:17,400
people respect you for taking 
the time to understand them. 

494
00:25:17,400 --> 00:25:19,700
Yeah. 
Find that origin story is I 

495
00:25:19,700 --> 00:25:21,200
tried. 
I know it's like exactly right 

496
00:25:21,200 --> 00:25:24,500
because everybody comes from 
somewhere everybody has Learned 

497
00:25:24,500 --> 00:25:28,700
something from someone and and 
then oftentimes they haven't 

498
00:25:28,700 --> 00:25:31,800
learned things because they 
didn't have certain people in 

499
00:25:31,800 --> 00:25:33,800
their lives. 
Like a lot of people don't grow 

500
00:25:33,800 --> 00:25:36,200
up with a two-parent home. 
That's right. 

501
00:25:36,200 --> 00:25:40,000
And and these are things that if
you don't ask questions then you

502
00:25:40,008 --> 00:25:41,600
don't know. 
And then you started, I always 

503
00:25:41,600 --> 00:25:44,600
say, in our, in our business, at
one of the worst things you can 

504
00:25:44,600 --> 00:25:47,400
do is assume and expand have 
false expectations. 

505
00:25:47,400 --> 00:25:50,300
So don't assume ask questions, 
right? 

506
00:25:50,400 --> 00:25:53,000
Don't have expectations 
communicate. 

507
00:25:53,000 --> 00:25:56,100
It's like You can get so much 
further if you'll just talk 

508
00:25:56,100 --> 00:25:59,800
about it like and then our you 
know in the world of texting and

509
00:26:00,000 --> 00:26:02,200
and kind of hiding behind our 
screens when. 

510
00:26:02,500 --> 00:26:05,400
Oftentimes it's like another 
thing to like when it comes to 

511
00:26:05,400 --> 00:26:08,700
communication and finding 
someone's why and why they're 

512
00:26:08,700 --> 00:26:10,900
doing certain things it's so 
that you can help them. 

513
00:26:10,900 --> 00:26:15,000
Is that if you don't like this, 
we can see each others body 

514
00:26:15,000 --> 00:26:18,000
language but in a text I could 
text you. 

515
00:26:18,100 --> 00:26:20,300
Hey, how are you doing today? 
And you could literally read it 

516
00:26:20,300 --> 00:26:21,700
is. 
How are you doing today? 

517
00:26:21,700 --> 00:26:23,600
You know, because of what's 
going on with yourself. 

518
00:26:23,600 --> 00:26:27,900
So, So I would say also is not 
only find out people's why and 

519
00:26:27,900 --> 00:26:30,900
their origin story but do it in 
person do it you know do it in a

520
00:26:30,908 --> 00:26:33,700
conversation which is something 
this generation needs to be. 

521
00:26:33,700 --> 00:26:37,500
Yeah, I'll say when you go your 
gym experience when you're doing

522
00:26:37,500 --> 00:26:40,700
those workouts the fact in your 
partner interval training that 

523
00:26:40,700 --> 00:26:42,700
you do, you always have a 
partner there. 

524
00:26:42,800 --> 00:26:44,800
You're always, you have to talk 
to somebody that's that. 

525
00:26:44,808 --> 00:26:48,300
You actually have to have an 
engagement and they'd say, you 

526
00:26:48,300 --> 00:26:51,300
know, certainly, you know, the 
trainer's that you have very 

527
00:26:51,300 --> 00:26:54,200
engaging. 
I mean, literally They're there 

528
00:26:54,200 --> 00:26:57,700
to help you and they they'll 
just and they do it in a really 

529
00:26:57,700 --> 00:27:00,300
nice way that you find that 
they're very supportive. 

530
00:27:00,300 --> 00:27:03,200
Even for the low level. 
After that I am in that in that 

531
00:27:03,200 --> 00:27:06,400
in that goal we want to we want 
a culture of accountability. 

532
00:27:06,500 --> 00:27:11,100
And one of the things you look 
at, even from myself, is that if

533
00:27:11,100 --> 00:27:15,100
you don't have someone that is 
waiting on you at the gym that 

534
00:27:15,100 --> 00:27:19,800
will spot you that will changer 
changer weight that will wipe 

535
00:27:19,800 --> 00:27:22,000
down the equipment that will 
encourage you throughout the 

536
00:27:22,008 --> 00:27:24,200
workout, then you're missing. 
In out a lot. 

537
00:27:24,200 --> 00:27:26,900
And that's why you see often 
times and these gems where 

538
00:27:26,900 --> 00:27:29,600
everybody has headphones on. 
Everybody staring at televisions

539
00:27:30,000 --> 00:27:32,300
that they're not seeing a whole 
lot of progress and then what 

540
00:27:32,300 --> 00:27:35,700
happens is they they fall off 
right because there's no 

541
00:27:35,700 --> 00:27:37,900
Direction. 
So one thing that we're trying 

542
00:27:37,900 --> 00:27:40,700
to do with Legacy and I wouldn't
even say trying, we're really 

543
00:27:40,700 --> 00:27:47,100
doing is is a place of 
accountability and a place where

544
00:27:47,100 --> 00:27:49,700
is just. 
As soon as you walk in, you're 

545
00:27:49,700 --> 00:27:53,400
surrounded by a community of 
people that have the same 

546
00:27:53,700 --> 00:27:57,500
Mindset and goals like we're all
here to improve ourselves. 

547
00:27:57,500 --> 00:27:59,400
We're not just here to go 
through the motions. 

548
00:27:59,500 --> 00:28:02,000
We're not just here to watch TV 
or listen to music. 

549
00:28:02,000 --> 00:28:04,800
We actually want to get better 
today, you know? 

550
00:28:05,100 --> 00:28:06,500
So let me ask you a question. 
Yeah. 

551
00:28:06,500 --> 00:28:09,000
How do you find these? 
These folks that worked on 

552
00:28:09,000 --> 00:28:10,500
there? 
I literally I've been impressed 

553
00:28:10,500 --> 00:28:13,800
with every single person I've 
met and it can't be that easy to

554
00:28:13,800 --> 00:28:16,500
find the right chemistry. 
For this place is all about how 

555
00:28:16,500 --> 00:28:18,800
do I find my coaches. 
Yeah, yeah. 

556
00:28:18,800 --> 00:28:23,300
So that that's, I would say 
right now in the business World 

557
00:28:23,300 --> 00:28:25,500
in In general because I have a 
lot of friends are in business 

558
00:28:25,500 --> 00:28:28,200
owned restaurants on car, 
dealerships or whatever. 

559
00:28:28,200 --> 00:28:30,400
And one of the toughest things 
is staff. 

560
00:28:30,400 --> 00:28:33,600
I mean that is finding. 
So what I believe is that we 

561
00:28:33,600 --> 00:28:37,400
created an extraordinary 
business, extraordinary systems 

562
00:28:37,400 --> 00:28:42,000
but ultimately you have to find 
Extraordinary People to deliver 

563
00:28:42,000 --> 00:28:44,300
this this thing that you build, 
right? 

564
00:28:44,300 --> 00:28:50,300
And so it's what we've done is 
we've enhanced our hiring 

565
00:28:50,300 --> 00:28:52,500
process. 
So what I mean by that is I 

566
00:28:52,500 --> 00:28:55,800
really think it's very Pour in 
it for them to go through a 

567
00:28:55,800 --> 00:28:58,000
sequence of people. 
So not just me. 

568
00:28:58,000 --> 00:29:01,100
So it used to be, they would sit
with me and then of course, I 

569
00:29:01,108 --> 00:29:02,900
like everybody. 
So I'd be like, you're hard and 

570
00:29:02,900 --> 00:29:04,800
then, then three weeks later 
wouldn't work out. 

571
00:29:04,800 --> 00:29:07,800
And then I had, like, I 
literally, for the, when I first

572
00:29:07,800 --> 00:29:11,100
opened, I went through 19 
trainers in, like, 3 months. 

573
00:29:11,100 --> 00:29:14,300
Like, it was a disaster because 
I just hired the wrong people 

574
00:29:14,300 --> 00:29:16,800
constantly. 
Now we're a lot more mature in 

575
00:29:16,800 --> 00:29:20,700
our in our hiring process. 
So, not only do they go through 

576
00:29:20,700 --> 00:29:25,900
a series of interviews, then. 
We have a series of questions 

577
00:29:26,100 --> 00:29:28,500
and there are a lot more 
practical questions, not 

578
00:29:28,500 --> 00:29:31,100
necessarily business question. 
So they're like, what time do 

579
00:29:31,100 --> 00:29:34,300
you wake up every morning? 
What's the last book you read? 

580
00:29:35,200 --> 00:29:38,500
What, what do you eat? 
Like, just trying to get a 

581
00:29:38,500 --> 00:29:42,800
little bit deeper into again 
their origin like and also like 

582
00:29:43,500 --> 00:29:47,400
who they are now. 
So who are you now before you 

583
00:29:47,400 --> 00:29:51,000
get the job because if you're 
going to have to change 

584
00:29:51,100 --> 00:29:54,500
everything to be good at this 
job, It's probably not going to 

585
00:29:54,500 --> 00:29:59,000
work out, but if your lifestyle 
and your routine, actually, our 

586
00:29:59,000 --> 00:30:03,700
job, your, your, your position 
would complement that and just 

587
00:30:03,700 --> 00:30:06,500
be a nice fit. 
Then the normally works out. 

588
00:30:06,500 --> 00:30:08,800
So if I'm interviewing somebody 
and they're like, oh, I wake up 

589
00:30:08,800 --> 00:30:11,500
at 10:00 every day, then I'm 
like, yeah, that's not going to 

590
00:30:11,500 --> 00:30:15,400
work because the fitness 
industry is 5 a.m. to 10 p.m. 

591
00:30:15,400 --> 00:30:18,700
it's early, early mornings and 
late evenings. 

592
00:30:18,700 --> 00:30:21,100
That's the Fitness business. 
You can't get around it. 

593
00:30:21,200 --> 00:30:25,200
There is no like sleeping and 
and have a conquer the middle of

594
00:30:25,200 --> 00:30:26,700
the day. 
There's no such thing as that in

595
00:30:26,700 --> 00:30:29,200
the Fitness World. 
Know it's either dominate, the 

596
00:30:29,200 --> 00:30:32,300
mornings or dominate, the 
evenings and most the time, if 

597
00:30:32,300 --> 00:30:34,000
you want to be really 
successful. 

598
00:30:34,100 --> 00:30:36,900
Yeah, dominate both. 
And I think that's been like my 

599
00:30:36,900 --> 00:30:40,000
gift is that I've always been 
able to figure that out, is to 

600
00:30:40,200 --> 00:30:42,900
be great in the mornings and 
great in the evenings. 

601
00:30:42,900 --> 00:30:45,900
And we do that really well with 
Legacy because we have the four 

602
00:30:45,900 --> 00:30:48,000
to five locations. 
Excuse me, the four to five 

603
00:30:48,300 --> 00:30:51,100
classes in the morning and then 
the 45 classes in the evening. 

604
00:30:51,100 --> 00:30:53,400
So it gives gives people that 
option. 

605
00:30:53,700 --> 00:30:56,200
I would say. 
Another thing too, is we make 

606
00:30:56,200 --> 00:31:00,700
them take a class first and then
we actually pair them up with a 

607
00:31:00,708 --> 00:31:04,200
member. 
And, and then we asked secretly 

608
00:31:04,200 --> 00:31:07,800
ask the member how, how was your
experience? 

609
00:31:08,100 --> 00:31:10,500
That's another like, you know, 
I'm letting all our secrets out 

610
00:31:10,500 --> 00:31:13,600
right now and then also, I get 
feedback from the instructor. 

611
00:31:13,600 --> 00:31:17,000
So now I'm getting feedback from
the existing coach. 

612
00:31:17,400 --> 00:31:19,900
Did they give up on certain 
things that they push through? 

613
00:31:19,900 --> 00:31:21,800
Did they were they a good 
partner? 

614
00:31:22,000 --> 00:31:24,900
That's another thing to like, 
There are good partners in bad 

615
00:31:24,900 --> 00:31:27,700
Partners right in the class. 
Some people like her into 

616
00:31:27,700 --> 00:31:29,800
themselves fixing their hair, 
looking in the mirror. 

617
00:31:29,800 --> 00:31:31,900
Instead of spotting there's 
partner and motivating their 

618
00:31:31,900 --> 00:31:36,400
partner. 
So a coach should be a motivator

619
00:31:36,400 --> 00:31:39,700
should be someone that 
participates not spectate. 

620
00:31:40,100 --> 00:31:43,100
So I look for that. 
We ask those questions so the 

621
00:31:43,100 --> 00:31:46,200
coach is also paying attention 
to how they're performing in the

622
00:31:46,200 --> 00:31:49,500
class how they're treating their
partner then we asked their 

623
00:31:49,500 --> 00:31:51,200
partner. 
What did you think? 

624
00:31:51,300 --> 00:31:55,000
You know, was it a good partner?
And oftentimes, I'm telling you,

625
00:31:55,000 --> 00:31:57,300
it's, they lose the job right 
there. 

626
00:31:57,500 --> 00:32:01,600
Like, sometimes I've had them do
great interviews, then they take

627
00:32:01,600 --> 00:32:04,500
the class and the instructor 
says they weren't engaged. 

628
00:32:04,500 --> 00:32:06,500
They didn't help their partner. 
They were rude. 

629
00:32:06,600 --> 00:32:09,000
They're all about themselves. 
Like I'll give you one example, 

630
00:32:09,000 --> 00:32:12,200
we have this guy knocked, he 
knocked interview out, that his 

631
00:32:12,200 --> 00:32:15,600
resume exercise science, 
Kinesiology Masters and 

632
00:32:15,600 --> 00:32:18,100
biomechanics. 
You know, the whole nine, this 

633
00:32:18,100 --> 00:32:22,800
guy is doing handstands in 
between the stations and 

634
00:32:22,800 --> 00:32:24,900
flexing. 
In the mirror in between the 

635
00:32:24,900 --> 00:32:27,000
stations. 
Instead of being a good partner,

636
00:32:27,400 --> 00:32:29,800
red flag, you know? 
I mean it's like okay obviously 

637
00:32:29,800 --> 00:32:32,300
there's too much ego there. 
That's not gonna happen. 

638
00:32:32,600 --> 00:32:35,900
So, I would say that and then I 
would say this probably the 

639
00:32:35,900 --> 00:32:40,600
reason why you're having a good 
experience is because of what we

640
00:32:40,600 --> 00:32:44,700
do after we hire them. 
So there's a strategic 

641
00:32:44,700 --> 00:32:47,500
onboarding process. 
Number one, they have to 

642
00:32:47,500 --> 00:32:50,200
memorize the training men. 
Do not, not read it. 

643
00:32:50,200 --> 00:32:53,300
I seen your training means a lot
to, it's a lot to, it's a lot to

644
00:32:53,300 --> 00:32:56,700
it. 
And it took six years to develop

645
00:32:56,700 --> 00:32:59,100
that training manual so you're 
that I could have used with my 

646
00:32:59,100 --> 00:33:02,700
Salesforce back in New York I 
think on the Adam and I'll talk 

647
00:33:02,700 --> 00:33:04,500
about all the time we're going 
to definitely make one for the 

648
00:33:04,508 --> 00:33:07,500
Bev company for sure. 
So should I think there's a lot 

649
00:33:07,500 --> 00:33:11,700
of value in that that that 
training manual is a lot of 

650
00:33:11,700 --> 00:33:14,600
books. 
Like I'm a big reader and it's a

651
00:33:14,600 --> 00:33:20,000
lot of stuff that I learned and 
put it in there and so we make 

652
00:33:20,000 --> 00:33:23,200
them read and learn and know the
training manual. 

653
00:33:23,200 --> 00:33:26,400
That That's first and foremost, 
then they have to train with our

654
00:33:26,400 --> 00:33:28,900
existing staff. 
So they have to, we got away 

655
00:33:28,900 --> 00:33:31,100
from calling it. 
We used to call it shadowing, 

656
00:33:31,100 --> 00:33:34,300
but then it wasn't as as 
proactive as we like. 

657
00:33:34,300 --> 00:33:36,800
So, we change it to their 
training, but their training 

658
00:33:36,800 --> 00:33:39,400
with existing coaches and 
they're doing it at all six 

659
00:33:39,400 --> 00:33:41,700
locations. 
So they're really being able to 

660
00:33:41,700 --> 00:33:46,300
soak up the good and the bad 
from all locations. 

661
00:33:46,400 --> 00:33:51,100
And and seeing because initially
you're learning a system but 

662
00:33:51,100 --> 00:33:52,900
then also you're learning. 
Are we call it? 

663
00:33:52,900 --> 00:33:54,400
You're in. 
A trainer, right? 

664
00:33:54,400 --> 00:33:57,300
You're not just a trainer. 
You're almost like a an 

665
00:33:57,300 --> 00:33:59,500
Entertainer to you're on stage 
every day. 

666
00:33:59,500 --> 00:34:02,500
You have a microphone. 
You're you're you're you're 

667
00:34:02,500 --> 00:34:05,500
putting on a performance. 
So it's really nice for them to 

668
00:34:05,500 --> 00:34:07,600
see how all the different 
coaches. 

669
00:34:08,000 --> 00:34:11,100
You know, the different jokes 
they say or different cues they 

670
00:34:11,100 --> 00:34:13,400
say are different things. 
They say everybody does it in a 

671
00:34:13,400 --> 00:34:15,400
different way and finds their 
own voice. 

672
00:34:15,800 --> 00:34:18,800
And so, that's important. 
I think also too. 

673
00:34:18,800 --> 00:34:21,600
I have required reading. 
So, there's a lot of books and I

674
00:34:21,600 --> 00:34:23,300
don't think a whole lot of 
companies do this. 

675
00:34:23,400 --> 00:34:27,300
This especially gyms and you 
know, and I always get a lot of 

676
00:34:27,300 --> 00:34:30,800
pushback because you know, they 
we it's a long list and so 

677
00:34:30,800 --> 00:34:32,400
they're like, I got to read all 
these books. 

678
00:34:32,600 --> 00:34:36,400
But I will say this, every 
single time they actually do it,

679
00:34:36,500 --> 00:34:39,500
they always tell me how much it 
means to them and how much they 

680
00:34:39,500 --> 00:34:43,300
apply it in their job, you know?
Like they actually are taking 

681
00:34:43,300 --> 00:34:46,400
this stuff and then applying it 
and then I'll you know often 

682
00:34:46,400 --> 00:34:48,900
have to remind them or whatever.
But I will say this, there's no 

683
00:34:48,900 --> 00:34:51,699
perfect science. 
We mess up all the time. 

684
00:34:51,699 --> 00:34:55,699
We have people that start out 
Great and then fall off but I 

685
00:34:55,699 --> 00:35:02,700
think it's our ability of making
people feel like they're a part 

686
00:35:02,700 --> 00:35:06,200
of something bigger than 
themselves and I would like to 

687
00:35:06,200 --> 00:35:09,300
think that I'm doing a good job 
of like making sure people know.

688
00:35:09,300 --> 00:35:11,800
This ain't about me, this is 
about Legacy. 

689
00:35:11,800 --> 00:35:14,900
This is about no days off. 
This is about a movement that 

690
00:35:14,900 --> 00:35:18,200
goes beyond the Jim walz be on a
product beyond the service, 

691
00:35:18,200 --> 00:35:20,700
Beyond one class beyond 
anything. 

692
00:35:20,700 --> 00:35:22,900
It's literally something that we
are. 

693
00:35:23,400 --> 00:35:26,600
Coaching and teaching people 
that they can Implement into 

694
00:35:26,600 --> 00:35:28,500
their relationships into their 
business. 

695
00:35:28,700 --> 00:35:31,100
And that's what's happening. 
And it's really cool to hear our

696
00:35:31,100 --> 00:35:34,800
members talk about no days off, 
just like we do. 

697
00:35:34,900 --> 00:35:39,400
And so there, it's an extension 
of my voice and extension of the

698
00:35:39,400 --> 00:35:43,200
other coaches voice that that is
pouring into this community over

699
00:35:43,200 --> 00:35:45,600
2,000 people and and it's 
growing every day. 

700
00:35:45,700 --> 00:35:48,600
That's great, that's great. 
I mean one of the hardest things

701
00:35:48,900 --> 00:35:52,700
is finding the right people that
you can work with and that make 

702
00:35:52,700 --> 00:35:55,200
your business better. 
And that really want to be part 

703
00:35:55,200 --> 00:35:56,900
of it and I think you've 
accomplished that. 

704
00:35:57,000 --> 00:35:57,900
Thank you. 
Thank you. 

705
00:35:58,500 --> 00:36:01,200
All right Dad. 
So let's get into little dad 

706
00:36:01,200 --> 00:36:03,600
stuff here because I'm a new 
dad. 

707
00:36:04,200 --> 00:36:07,800
I have a three-year-old son and 
again I just want to salute you 

708
00:36:07,800 --> 00:36:09,300
I'm telling you. 
The Apple doesn't fall far from 

709
00:36:09,300 --> 00:36:10,500
the tree. 
I know when you give your wife, 

710
00:36:10,500 --> 00:36:13,200
all the advice, all the all the 
accolades. 

711
00:36:13,200 --> 00:36:15,100
But I know you had something to 
do with it. 

712
00:36:15,100 --> 00:36:19,400
And I think that I would just 
love to hear like, how did they 

713
00:36:19,400 --> 00:36:24,200
turn out so amazing because they
both are and Can you look back 

714
00:36:24,200 --> 00:36:27,200
and say these are the things 
that I did that that kind of 

715
00:36:27,800 --> 00:36:31,200
helped solidify. 
You know, coming up with look, I

716
00:36:31,207 --> 00:36:35,000
think that part of it is like my
job required me. 

717
00:36:35,000 --> 00:36:38,200
I get up on Monday morning and I
was out a lot at night, so I 

718
00:36:38,207 --> 00:36:41,500
didn't get a chance to see the 
kids whole lot during the week 

719
00:36:42,000 --> 00:36:45,300
but I spent every part of the 
weekends with them and whenever 

720
00:36:45,300 --> 00:36:50,300
I could, I really tried to set 
an example for them, let them 

721
00:36:50,400 --> 00:36:53,300
try and figure out what they're 
good at encourage them. 

722
00:36:53,400 --> 00:36:56,600
Things they should try more 
always be supportive, right? 

723
00:36:56,600 --> 00:36:59,900
I mean everyone's got their own.
As I said origin story and what 

724
00:36:59,900 --> 00:37:01,600
their parents did right and 
wrong with them. 

725
00:37:01,700 --> 00:37:03,700
Right? 
My goal every day was to try not

726
00:37:03,700 --> 00:37:06,000
to do something that my kids 
would never complain about 

727
00:37:06,000 --> 00:37:09,100
later. 
So you know what, you empowering

728
00:37:09,100 --> 00:37:13,700
your kids through through 
encouragement and knowing when 

729
00:37:13,700 --> 00:37:19,100
and how to compliment criticize 
and you know, and then when you 

730
00:37:19,107 --> 00:37:22,400
do criticize, you know, 
criticize and in April 

731
00:37:23,400 --> 00:37:27,500
Productive way, right? 
Like I'm here, Karthik what's 

732
00:37:27,500 --> 00:37:30,400
the word constructive? 
Criticism destructive, criticism

733
00:37:30,400 --> 00:37:35,600
some on my mommy's always. 
And I think, you know, Our kids 

734
00:37:35,600 --> 00:37:40,500
were, we were very lucky, they 
had a great experience growing 

735
00:37:40,500 --> 00:37:42,500
up. 
Listen to my daughter at one 

736
00:37:42,500 --> 00:37:46,600
point, you know, she wanted to 
change schools and you know, 

737
00:37:46,600 --> 00:37:48,900
Meri and I would spend time and 
we talked about it, we had 

738
00:37:48,900 --> 00:37:54,500
different opinions and Hillary 
ultimately chose, what was an 

739
00:37:54,500 --> 00:38:01,000
enormously positive experience. 
And I think that, you know, it 

740
00:38:01,000 --> 00:38:04,200
put her on a path to be the 
woman. 

741
00:38:04,200 --> 00:38:07,500
She is Today and I couldn't be 
more proud of the business she 

742
00:38:07,500 --> 00:38:11,400
started and the passion that she
brings to shout out to the Soto 

743
00:38:11,400 --> 00:38:12,300
method. 
Yeah. 

744
00:38:12,300 --> 00:38:15,800
Shout out to that soda method. 
I think she's tremendous. 

745
00:38:15,800 --> 00:38:18,800
It was really fun sitting with 
her and talking and then you can

746
00:38:18,800 --> 00:38:21,600
just the passion she has for 
what she does. 

747
00:38:21,900 --> 00:38:26,300
And the way she communicates is 
on an another level, like she is

748
00:38:26,300 --> 00:38:28,500
one of the top communicators 
I've ever spoken. 

749
00:38:28,500 --> 00:38:33,900
She was that way as a child when
she was 10 years old, we were on

750
00:38:33,900 --> 00:38:37,700
Nantucket It I think Mary had 
gone inside to get ice cream or 

751
00:38:37,700 --> 00:38:40,500
something for us, and we're just
sitting there and as all these 

752
00:38:41,100 --> 00:38:44,800
adults, just hanging on benches 
and what have you and Hillary 

753
00:38:44,800 --> 00:38:48,800
looked at them all and said, why
don't we all just sing the ABCs.

754
00:38:49,000 --> 00:38:51,400
And she just got this whole 
group of adults to do that. 

755
00:38:51,400 --> 00:38:55,100
And I always felt her superpower
was if she knew what she was 

756
00:38:55,100 --> 00:38:57,600
talking about the age of 10, you
could put her in Yankee Stadium 

757
00:38:57,600 --> 00:39:00,200
and give a speech and she 
wouldn't have blinked an eye on.

758
00:39:00,200 --> 00:39:00,900
Yeah. 
Yeah. 

759
00:39:00,900 --> 00:39:03,500
And my son different person went
the same path. 

760
00:39:03,500 --> 00:39:07,000
School-wise. 
He didn't want to do that, 

761
00:39:07,000 --> 00:39:09,700
right? 
So he came back and graduated, 

762
00:39:10,000 --> 00:39:13,600
you know, High School in 
Westport and I don't know. 

763
00:39:13,600 --> 00:39:16,400
I'll give you another story here
that hopefully it's interesting.

764
00:39:16,400 --> 00:39:19,400
It will tell you about the 
character of my son and I really

765
00:39:19,800 --> 00:39:23,900
to me this is one of the most 
amazing things that that I could

766
00:39:23,900 --> 00:39:25,400
say about somebody's. 
Just first of all, the kid 

767
00:39:25,400 --> 00:39:28,100
doesn't know how to lie, 
wouldn't know how to and that 

768
00:39:28,100 --> 00:39:30,500
led to this following sort of 
way of thinking about my son was

769
00:39:30,500 --> 00:39:32,500
a recruited athlete out of high 
school. 

770
00:39:32,700 --> 00:39:35,700
He decided, one year I was going
to run track Check and, you 

771
00:39:35,700 --> 00:39:40,500
know, in the FCX, which is the 
county that we're in came, in 

772
00:39:40,508 --> 00:39:44,000
third, in the 100 and the 200 
and I knew it was fast but I 

773
00:39:44,008 --> 00:39:45,600
didn't know it was that that. 
Yeah. 

774
00:39:46,000 --> 00:39:49,200
And he went on one official 
recruiting visit to, you know, a

775
00:39:49,200 --> 00:39:52,400
well-known school. 
And, you know, he had asked some

776
00:39:52,400 --> 00:39:55,600
questions the night before, 
about, you know, could I play 

777
00:39:55,600 --> 00:39:57,000
wreck basketball? 
No. 

778
00:39:57,300 --> 00:40:00,400
Can you do this know what, our 
practice schedules, like, blah, 

779
00:40:00,400 --> 00:40:03,600
blah, blah. 
And the next day, it is 

780
00:40:03,600 --> 00:40:07,000
interview with coached, Coach 
says to him, why don't you apply

781
00:40:07,000 --> 00:40:10,600
early decision? 
Okay, that's basically an 

782
00:40:10,600 --> 00:40:12,000
invitation. 
Yeah, right. 

783
00:40:13,500 --> 00:40:15,600
On the way home, we started 
talking about it. 

784
00:40:15,900 --> 00:40:18,200
You started going through the 
pros and cons of playing college

785
00:40:18,200 --> 00:40:21,500
sports in track. 
Only positive. 

786
00:40:21,500 --> 00:40:23,300
He could come up with to run 
track. 

787
00:40:23,300 --> 00:40:26,200
Was he get a brand new pair of 
sneakers every month? 

788
00:40:26,800 --> 00:40:29,400
And he said, the rest of it will
just ruin my high school 

789
00:40:29,400 --> 00:40:31,300
experience. 
I mean, my college experience. 

790
00:40:32,200 --> 00:40:34,400
All right, so roll. 
Now we roll forward a little 

791
00:40:34,400 --> 00:40:35,400
bit. 
Remember the college was 

792
00:40:35,400 --> 00:40:37,800
recruiting, Scandal people put 
down Sports. 

793
00:40:37,800 --> 00:40:41,200
Yeah, right to get in and the 
kid never played anything right?

794
00:40:41,200 --> 00:40:44,000
And people pay hundreds if not 
Millions of dollars to get their

795
00:40:44,000 --> 00:40:46,700
kids in my son decided since he 
didn't want to play. 

796
00:40:47,000 --> 00:40:50,100
He wasn't going to use Sports as
a way of getting into a school 

797
00:40:50,300 --> 00:40:52,500
and then going to have to tell 
the coach, he wasn't going to do

798
00:40:52,500 --> 00:40:53,500
it, right. 
All right. 

799
00:40:53,500 --> 00:40:56,400
So he didn't apply to an early 
decision school that recruited 

800
00:40:56,400 --> 00:40:58,000
him. 
He applied to another school in 

801
00:40:58,000 --> 00:41:01,200
the same conference that he 
would have waltzed on. 

802
00:41:01,200 --> 00:41:04,600
Never told the coach at anything
about whether or not he would 

803
00:41:04,600 --> 00:41:08,000
get there. 
He applied to Syracuse his time 

804
00:41:08,000 --> 00:41:10,100
in the 200 in high school, would
have put him third on the 

805
00:41:10,107 --> 00:41:12,500
varsity team at Syracuse on the 
200. 

806
00:41:12,600 --> 00:41:15,700
And he'd even tell Syracuse 
that, you know, he was a track, 

807
00:41:15,900 --> 00:41:18,700
nothing, nothing that would help
his chances because he wasn't 

808
00:41:18,700 --> 00:41:21,000
going to live up to it. 
I don't think there are too many

809
00:41:21,000 --> 00:41:23,700
kids that would have the 
character to sort of stay true 

810
00:41:23,700 --> 00:41:25,700
to that, right? 
And just and just follow where 

811
00:41:25,700 --> 00:41:28,300
they end up going to college, 
went to Indiana University. 

812
00:41:28,300 --> 00:41:29,200
Okay. 
Right. 

813
00:41:29,200 --> 00:41:31,400
So you know what and what year 
is he now? 

814
00:41:31,900 --> 00:41:33,600
Davis 29 now. 
Okay. 

815
00:41:33,800 --> 00:41:37,200
So he's graduated and, and and 
where is he living New York 

816
00:41:37,200 --> 00:41:38,900
living in Williamsburg in New 
York, okay? 

817
00:41:38,900 --> 00:41:42,500
And working in finance. 
Yeah, we followed Dad into the 

818
00:41:42,500 --> 00:41:45,300
Finance field. 
I do think that, you know, your 

819
00:41:45,300 --> 00:41:47,500
kids even Hillary is she'd 
mentioned, you know, she started

820
00:41:47,500 --> 00:41:50,300
at Goldman Sachs she ended it 
oak tree, you know. 

821
00:41:50,300 --> 00:41:53,500
So everyone went down the path 
of finance and then I realized 

822
00:41:53,500 --> 00:41:56,900
that wasn't her calling and 
decided to go into the Fitness 

823
00:41:56,900 --> 00:42:00,000
business just like you did. 
Yeah, and you know, your kids 

824
00:42:00,000 --> 00:42:02,200
will find their own path. 
One piece of advice. 

825
00:42:02,200 --> 00:42:05,900
I will give you a dime, you can 
take this to when your kids get 

826
00:42:05,900 --> 00:42:10,800
to a certain age, you have to 
really recognize our your when 

827
00:42:10,800 --> 00:42:14,800
they're your child asks you for 
Are they asking you for support 

828
00:42:14,800 --> 00:42:19,500
or advice and if you screw it up
you might regret it, right? 

829
00:42:19,500 --> 00:42:22,500
Because if you give advice and 
all they want to support you got

830
00:42:22,500 --> 00:42:23,900
a-you got another. 
That's a good one. 

831
00:42:23,900 --> 00:42:27,400
That's a good right? 
Any secrets and how to determine

832
00:42:27,400 --> 00:42:29,300
that? 
Ask. 

833
00:42:29,300 --> 00:42:32,300
Yeah if you don't know, which is
the one just ask. 

834
00:42:32,300 --> 00:42:35,600
Look, Hilary up again. 
One last story with Hillary when

835
00:42:35,600 --> 00:42:38,600
she went to take one of the jobs
that she didn't like between oak

836
00:42:38,600 --> 00:42:42,500
tree and and Goldman. 
I had done some diligence on 

837
00:42:42,508 --> 00:42:44,600
some Of the people that she was 
going to go work with and it 

838
00:42:44,600 --> 00:42:49,000
didn't come out, great, but I 
didn't tell her, yeah, like she 

839
00:42:49,000 --> 00:42:51,100
was going to make this choice 
and afterwards when she 

840
00:42:51,100 --> 00:42:54,400
realized, she didn't enjoy this 
job and I asked her, then should

841
00:42:54,400 --> 00:42:57,000
I have told you what I knew and 
she goes, no, Dad. 

842
00:42:57,000 --> 00:42:59,300
I'm old enough to make my own 
choices and my own bad 

843
00:42:59,300 --> 00:43:01,300
decisions. 
Yeah, so you know what? 

844
00:43:01,800 --> 00:43:03,900
You know, you go through your 
whole life and you do all these 

845
00:43:03,900 --> 00:43:05,700
things for your kids. 
The one thing, you know, when 

846
00:43:05,700 --> 00:43:08,100
you try and protect them from 
everything is you got to make 

847
00:43:08,100 --> 00:43:10,300
sure they know how to make 
choices on their own. 

848
00:43:10,400 --> 00:43:12,200
Right, right. 
That's really good. 

849
00:43:12,800 --> 00:43:16,100
All right, so one of the reasons
why you're here is because we're

850
00:43:16,500 --> 00:43:20,500
we're launching a new beverage 
business and you're getting 

851
00:43:20,500 --> 00:43:24,800
involved, which were 
tremendously ecstatic about you 

852
00:43:24,800 --> 00:43:27,400
retired and now you're diving 
into a new Venture. 

853
00:43:27,800 --> 00:43:30,200
What? 
What excites you about about 

854
00:43:30,200 --> 00:43:33,500
this? 
This consumer brand building 

855
00:43:33,500 --> 00:43:36,200
that we're doing? 
Well, first of all, the water is

856
00:43:36,200 --> 00:43:40,400
just amazing to taste and drink.
I mean, you've whatever formula 

857
00:43:40,400 --> 00:43:44,200
you have, you have mastered. 
I this water holds its own 

858
00:43:44,200 --> 00:43:46,400
against every other water I've 
ever had. 

859
00:43:46,500 --> 00:43:49,600
If not better than all of. 
Yeah, it's good for you and as 

860
00:43:49,600 --> 00:43:53,400
you always say, we're 75% water.
Let's put the best water in our 

861
00:43:53,400 --> 00:43:55,400
bodies. 
When items and let's in let's do

862
00:43:55,400 --> 00:43:58,800
the right thing because as you 
have said, a million times to 

863
00:43:58,800 --> 00:44:01,600
wear under hydrated as a people.
Yes. 

864
00:44:01,600 --> 00:44:05,600
And you know, staying hydrated 
is important, so it's a brand to

865
00:44:05,700 --> 00:44:08,000
you've developed these cans. 
They're great to hold their 

866
00:44:08,000 --> 00:44:10,600
great to look at. 
I have yet to put a can in 

867
00:44:10,600 --> 00:44:12,600
anyone's, and it doesn't say, 
wow. 

868
00:44:12,600 --> 00:44:14,400
I I really love the way this 
looks. 

869
00:44:14,900 --> 00:44:18,000
This is about brand, there's a 
million different Waters, we're 

870
00:44:18,000 --> 00:44:20,000
trying to get people to spend 
money on something that 

871
00:44:20,000 --> 00:44:21,900
basically is free. 
Right, right. 

872
00:44:22,000 --> 00:44:24,900
So what do we do first we make a
better water, then we deliver it

873
00:44:24,900 --> 00:44:28,500
in a really cool way. 
We make people enjoy holding the

874
00:44:28,500 --> 00:44:29,300
can. 
Yeah. 

875
00:44:29,300 --> 00:44:32,600
And then we build the brand by 
affiliating with the right other

876
00:44:32,600 --> 00:44:34,300
people that can help build a 
brand. 

877
00:44:34,700 --> 00:44:36,300
Branding is so important right 
now. 

878
00:44:36,300 --> 00:44:38,200
I'll tell you something. 
Little goes to something that we

879
00:44:38,200 --> 00:44:42,600
talked about before about 
investing, like Warren Buffett. 

880
00:44:42,700 --> 00:44:46,600
Built Brands Warren Buffett 
recognized that American Express

881
00:44:46,600 --> 00:44:49,500
the Coca-Cola. 
These were brands that people 

882
00:44:49,500 --> 00:44:53,400
would pay a premium for right, 
we're a premium water. 

883
00:44:53,700 --> 00:44:56,000
So, we're already at the point 
where we're going to sell water 

884
00:44:56,000 --> 00:44:59,100
to someone who wants to spend a 
little bit more on a better 

885
00:44:59,100 --> 00:45:01,900
product, right? 
And when they do that and then 

886
00:45:01,900 --> 00:45:05,500
they like it then the value that
accrues to them, for being 

887
00:45:05,500 --> 00:45:09,200
associated with it and having it
is going to be really valuable 

888
00:45:09,200 --> 00:45:10,700
to the building of this 
business. 

889
00:45:10,900 --> 00:45:13,000
And I think you've started 
something that's Going to 

890
00:45:13,008 --> 00:45:16,000
continue to grow. 
I think, once people start 

891
00:45:16,000 --> 00:45:18,800
seeing more of this, as we as we
grow, this brand outside of 

892
00:45:18,800 --> 00:45:22,000
South Florida, think you're 
going to see a really powerful 

893
00:45:22,000 --> 00:45:25,900
impact that it's going to have 
on people and I think it's going

894
00:45:25,900 --> 00:45:29,100
to draw people in and I think, 
you know, you kudos to you and 

895
00:45:29,100 --> 00:45:31,700
what you've done so far and I 
can't wait to be part of what 

896
00:45:31,700 --> 00:45:35,100
it's going to be coming. 
So I'm really excited to be to 

897
00:45:35,100 --> 00:45:38,000
be part of this. 
So I appreciate you letting me 

898
00:45:38,000 --> 00:45:40,100
in and yeah, I think we're all 
going to be, you know, we're 

899
00:45:40,100 --> 00:45:42,600
going to all love being 
associated this and just like we

900
00:45:42,700 --> 00:45:45,300
Talked about earlier, it's about
discipline of how we're going to

901
00:45:45,300 --> 00:45:47,400
do it, right? 
And having the right time frame 

902
00:45:47,400 --> 00:45:50,700
to understand how it's going to 
pay us back and again, to quote 

903
00:45:50,700 --> 00:45:54,200
like a Warren Buffett before, 
right, this compounding effect 

904
00:45:54,200 --> 00:45:56,200
shows up in Brands as well, 
right? 

905
00:45:56,200 --> 00:46:01,900
You do the right thing, it. 
Expands one fan gets 2 to get 4 

906
00:46:01,900 --> 00:46:04,800
for get eight, right? 
It's an exponential build. 

907
00:46:04,800 --> 00:46:08,300
I think like anything else. 
And I wanted to tell a story and

908
00:46:08,300 --> 00:46:09,700
Adam wanted me to talk about 
this. 

909
00:46:10,000 --> 00:46:16,000
So I also have taught Finance. 
As part of my journey and one of

910
00:46:16,000 --> 00:46:18,200
the stories I like to tell 
people about and I also do a lot

911
00:46:18,200 --> 00:46:23,100
of volunteer work to teach 
people about financial literacy,

912
00:46:23,100 --> 00:46:24,700
okay? 
So I truly believe by the way 

913
00:46:24,700 --> 00:46:27,600
that I can teach anyone to be a 
millionaire, I actually believe 

914
00:46:27,600 --> 00:46:29,100
I can. 
If I get you early enough 

915
00:46:29,500 --> 00:46:32,100
because this power of 
compounding and turning a dollar

916
00:46:32,100 --> 00:46:34,900
into more than a dollar is 
really powerful when you pick 

917
00:46:35,000 --> 00:46:37,600
the right investment. 
So, just to give to two stories 

918
00:46:37,600 --> 00:46:40,300
here, I start off with people 
and say, can you save two 

919
00:46:40,300 --> 00:46:43,900
thousand dollars a year, right? 
Year, two thousand dollars here,

920
00:46:43,900 --> 00:46:45,000
can you save it? 
Okay. 

921
00:46:45,100 --> 00:46:47,700
Alright if you can do two 
thousand dollars a year and you 

922
00:46:47,700 --> 00:46:50,900
put it in your mattress right? 
In 40 years, you have 80 grand. 

923
00:46:52,500 --> 00:46:57,300
If I invest that money in the 
stock market, Okay, and I do 

924
00:46:57,300 --> 00:47:00,800
that for 40 years and the stock 
market returns, have 

925
00:47:00,800 --> 00:47:03,600
historically been about eight 
percent. 

926
00:47:04,800 --> 00:47:06,500
Some people would argue, it's 
even higher, but let's just 

927
00:47:06,500 --> 00:47:09,800
stick with eight and I put my 
money in the stock market and I 

928
00:47:09,808 --> 00:47:12,100
follow the Warren Buffett idea 
that, you know, you just let 

929
00:47:12,100 --> 00:47:14,700
your money work for you while 
you're sleeping, hmm. 

930
00:47:14,900 --> 00:47:17,100
Right. 
After 40 years instead of 80 

931
00:47:17,100 --> 00:47:23,400
grand, I have over 500,000. 
And if I can really push your 

932
00:47:23,400 --> 00:47:26,400
limits and say, can you save 
four thousand dollars a year for

933
00:47:26,400 --> 00:47:30,100
40 years at 8%? 
You end up with over a million 

934
00:47:30,100 --> 00:47:34,700
dollars in 40 years. 
So am I asking for heroics, you 

935
00:47:34,700 --> 00:47:37,200
have to have some discipline to 
save money and to teach people 

936
00:47:37,200 --> 00:47:38,800
that that's really important 
thing to do. 

937
00:47:39,300 --> 00:47:43,800
And you really will be able to 
make money work for you. 

938
00:47:44,500 --> 00:47:46,700
And I think that's a really 
important thing that kids have 

939
00:47:46,700 --> 00:47:48,700
to learn in the last story that 
goes along with that. 

940
00:47:48,900 --> 00:47:51,500
I always like to do this when 
because it really resonates 

941
00:47:51,500 --> 00:47:53,200
because you can think about and 
holding in your hand. 

942
00:47:53,800 --> 00:47:57,600
So in June of 2007, Apple 
released their first iPhone. 

943
00:47:58,900 --> 00:48:02,200
If you got the highest memory 
phone you had, you paid five 

944
00:48:02,200 --> 00:48:04,500
hundred ninety nine dollars, 
okay? 

945
00:48:05,500 --> 00:48:09,100
Instead of buying that phone had
you invested in Apple stock 

946
00:48:10,200 --> 00:48:13,800
today, you would have owned, you
would own 137 shares of Apple 

947
00:48:13,800 --> 00:48:20,100
stock, which would be worth, 40 
times that money that you put 

948
00:48:20,100 --> 00:48:22,400
in. 
So it's a while legitimately for

949
00:48:22,400 --> 00:48:24,800
people that love math and they 
know, I like to think about 

950
00:48:24,800 --> 00:48:28,500
internal rate of return. 
That's a 27 percent irr on Well,

951
00:48:28,500 --> 00:48:32,300
stock since the iPhone were 
released, you know, what money 

952
00:48:32,300 --> 00:48:34,300
can work for you? 
If you're I heart about yeah.