David Meltzer: A Journey to Success and the Power of Core Values

Entrepreneur

Meltzer recounts his journey to success, from his desire to be rich as a child to running the climb to CEO.

Transcript

00:00:00 walking to my mom's house bankrupt,

00:00:02 I lost over $100 million.

00:00:04 That was one of the greatest moments of my life.

00:00:07 I was the perfect scapegoat for all of these people

00:00:10 that also went bankrupt that were supposedly my friends.

00:00:13 - Because I love you, and I can tell this to you now,

00:00:15 I used to think in my head, he speaks it, but he's not.

00:00:18 Today on the show, we have a very special guest.

00:00:24 He was the co-founder of Sports One Marketing,

00:00:26 a global public speaker, an accomplished business coach,

00:00:29 and host of the popular podcast, The Playbook.

00:00:33 With over 30 years of experience

00:00:35 as a successful business leader,

00:00:36 he has been recognized as a top 100 business coach,

00:00:39 a three-time international best-selling author,

00:00:42 and was even honored

00:00:44 as the Sports Humanitarian of the Year.

00:00:46 His personal life mission is to empower

00:00:48 over one billion people to be happy.

00:00:51 But more importantly than all that,

00:00:53 he's an incredible husband, an incredible father,

00:00:56 and has even been a big brother to me for over 35 years.

00:00:59 I couldn't be more excited to welcome

00:01:01 my dear friend, David Meltzer, to the show.

00:01:04 (upbeat music)

00:01:07 - 'Sup, Dave?

00:01:21 - Hey, buddy.

00:01:22 I will tell you, of all those things,

00:01:24 when you identify me as a brother,

00:01:27 it's so important because I, as you know,

00:01:30 you know my brothers.

00:01:31 I look at our relationship and I said,

00:01:34 I wish I was as good as a brother to my own brothers

00:01:37 as I was to you because I had a perfect combination

00:01:39 of support and guidance, but just fun.

00:01:44 All the things that I really strive now

00:01:49 to have in my relationship,

00:01:50 I learned by being your big brother

00:01:53 without actually being your big brother.

00:01:55 - I mean, you were the closest thing I had to a big brother,

00:01:58 being that I didn't literally have one.

00:01:59 I had a sister and I just looked up to you.

00:02:01 I mean, I think I was five years old

00:02:04 and we were just talking about this pre-show,

00:02:05 but I was five years old wearing your jersey

00:02:07 at Patrick Henry High School, watching you play football.

00:02:09 - That's amazing.

00:02:10 Yeah, I really feel old, but yeah.

00:02:12 But you know what's cool about that

00:02:14 is one of the things that I've always known

00:02:16 about you and I were, I talk about our frequency

00:02:18 being our neighborhood and there's 10% of the people

00:02:23 that you meet are on your frequency.

00:02:25 You love them no matter what.

00:02:27 And even at five years old, that's the way I felt about you.

00:02:30 And even when you pissed me off being an intern

00:02:33 or had lessons to learn and I got impatient as a leader,

00:02:38 I just love you like my brother, just the same frequency,

00:02:42 that energetic and genetic inheritance

00:02:44 that really bonded us from the first time we saw each other.

00:02:48 - I mean, nature nurture, but I honestly am not who,

00:02:50 I think a lot of who I am today was shaped

00:02:52 watching you as your intern over the years.

00:02:55 I mean, you really are my first real mentor.

00:02:57 And in high school, I go through a sequence

00:03:00 where I used to say, I learned instead of earned

00:03:04 and spent a lot of time working with you and trying.

00:03:07 - Learning from me.

00:03:08 - Learning from me. - 'Cause you didn't earn,

00:03:09 that's for sure.

00:03:10 I'm the king of interns.

00:03:11 - That's true.

00:03:12 I think just a side note, I'm still waiting on that PC phone.

00:03:15 - Oh, right, I still have it too, right?

00:03:17 Which was a great lesson I learned later in life

00:03:19 about that, how people perceive things.

00:03:21 That's so good.

00:03:22 I want to cover a lot of things today.

00:03:24 I'm so excited to have you on the show

00:03:26 because I get to ask you actually questions

00:03:28 that maybe I never have asked you.

00:03:30 And we get to do it from a place of really trying

00:03:33 to uncover what makes successful people successful.

00:03:35 And you've demonstrated over the course of your career,

00:03:38 success, failure, success again,

00:03:41 and how the learnings along the way,

00:03:42 and that word failure really wasn't failure.

00:03:45 It was, there might've been moments you felt like a failure.

00:03:47 I want to dig into that,

00:03:49 but how you overcame those things,

00:03:50 how you really uncovered what makes David Meltzer successful

00:03:54 again and again and again, because you're not one thing.

00:03:58 And a lot of times I interview or meet people

00:04:00 that they're specialists at one thing.

00:04:02 They've been a phenomenal blank.

00:04:04 You've really spread your career

00:04:05 across so many different sectors

00:04:07 from focusing on sales early on,

00:04:09 I believe selling legal.

00:04:10 - Yeah, you almost did it with me, legal research online.

00:04:14 - Legal research online.

00:04:15 - I was priming you to go to law school

00:04:17 so you could come out and be a salesperson.

00:04:19 - That's right, and I was going to go work with you

00:04:20 at Lee Steinberg Sports Agency.

00:04:21 So I mean, sports agent, sales, started your own company.

00:04:26 - Phone business.

00:04:27 - Phone business, interior door replacement company,

00:04:29 corporate connections.

00:04:30 - Real estate.

00:04:31 - Real estate, hotels, golf courses, books.

00:04:35 - Ski mountain.

00:04:36 - Ski mountain, I mean, the list is so long.

00:04:38 - So good.

00:04:39 - But I think that there's so much gold in the fact that,

00:04:42 'cause I say something on stages.

00:04:43 I say experience is the most overrated prerequisite

00:04:46 to start a company,

00:04:47 because what we do doesn't matter

00:04:51 because there's an underlying business aspect.

00:04:53 And I talk about it in restaurants,

00:04:55 nine out of 10 restaurants fail, why?

00:04:56 'Cause nine out of 10 restaurants are started by chefs

00:04:59 and they don't realize that there's a business beneath it.

00:05:01 And so what I love about you more than anything

00:05:03 is you've demonstrated this

00:05:05 and I have used you as a guidepost.

00:05:07 So take me back to when you were a kid,

00:05:09 when I was watching you play high school football,

00:05:11 what did you see yourself doing?

00:05:13 - Being rich, and I didn't care how.

00:05:15 And I think it's indicative of my journey.

00:05:18 If you connected the dots backwards,

00:05:19 especially when I ran Lee Steinberg, the sports agency,

00:05:23 so many people were like, how'd you do that?

00:05:25 Like, how'd you get hired here?

00:05:26 And if I connected the dots backwards of,

00:05:30 I graduated law school and got into the internet

00:05:32 instead of being an oil and gas litigator,

00:05:34 all the way through middleware

00:05:36 and raising millions of dollars in Sand Hill Road

00:05:38 to running Samsung's phone division with the PCE phone,

00:05:41 which I still owe you one.

00:05:43 And then being an entrepreneur in construction

00:05:46 and real estate, leading me to Lee Steinberg,

00:05:49 people are like, how'd that happen?

00:05:50 Well, I'll tell you why it happened,

00:05:51 because of my relationship with money.

00:05:54 As you know, I had a very poor upbringing.

00:05:57 My parents weren't doctors.

00:05:59 My mom was just a teacher at the same school your mom was.

00:06:02 So your mom could afford to make the $17,000 a year.

00:06:06 My mom really couldn't with six kids that we had total.

00:06:09 And so I wanted to be rich.

00:06:11 And so I always kept my options open,

00:06:14 but I knew the one thing I wanted to do,

00:06:16 whether it was gonna be as a professional football player

00:06:19 or a real estate syndicator or a movie star

00:06:23 or just a salesperson, because I knew I was good at that,

00:06:27 I was gonna be rich no matter what.

00:06:29 And I was gonna buy my mom the biggest house

00:06:31 and the nicest car I could.

00:06:34 - So fun fact, how many houses have you bought her?

00:06:37 - You know what?

00:06:40 I've now bought five houses total for my mom.

00:06:43 And unfortunately, she doesn't even need a house anymore,

00:06:47 which is funny.

00:06:48 But I will tell you, the low point was the lessons learned

00:06:51 when you talk about the meaning of my past.

00:06:54 I talk about walking to my mom's house bankrupt.

00:06:58 I lost over $100 million.

00:07:00 And just telling her I was bankrupt was torture,

00:07:04 but telling her I didn't take my name

00:07:06 off of the title of her home, so she had to move.

00:07:09 And you knew her when she had to move.

00:07:12 And that was probably the nicest house I had bought her.

00:07:14 It was worth almost a million dollars.

00:07:17 She had to move.

00:07:19 That was one of the greatest moments of my life

00:07:22 because I realized how lost I was.

00:07:24 And when my mom told me, "Hey, are you okay?

00:07:28 "Do you need money?"

00:07:29 I thought she didn't hear me.

00:07:30 But I had never been more full of shame in my life

00:07:34 than that walk over to my mom's house

00:07:36 to tell her that I lost her house.

00:07:38 - So I wanna dig into that

00:07:40 'cause I was gonna come to that later,

00:07:41 but since we're here, that moment.

00:07:44 And I was very close with you at that time.

00:07:47 Not only having to tell your mom that,

00:07:51 take me to the moment that you knew

00:07:53 you were gonna have to file bankruptcy and lose it all.

00:07:56 First, you had to tell your wife.

00:07:57 - Yeah.

00:07:58 - And you had to tell your kids.

00:07:59 And I know how painful as a dad and a husband

00:08:02 that possibly was.

00:08:04 Was that, what went through your mind that day

00:08:06 when you had to first tell Julie,

00:08:08 "We're gonna have to sell the house.

00:08:10 "We're gonna move," before we even got to your mom?

00:08:12 - Yeah, well, I think it was admitting to my wife

00:08:17 two years earlier that I'd screwed everything up.

00:08:21 And she made me admit it because she threatened to leave me

00:08:24 because although I was worth over $100 million

00:08:27 two years previous in 2006,

00:08:29 she saw the writing on the wall.

00:08:32 So out of anyone, because she's closest to me,

00:08:35 she was not surprised when I went bankrupt

00:08:39 or had to go bankrupt because she knew

00:08:41 that I was on a road of redemption.

00:08:43 And one of the funniest things about that whole process

00:08:48 is two years before I went bankrupt

00:08:50 was the low point in my marriage.

00:08:52 It was my basement.

00:08:53 And my wife told me that I better take stock

00:08:55 in who I was and what I wanted to become.

00:08:57 In fact, one of the things she said to me

00:08:59 that rocked my world was,

00:09:01 "What would your mom think

00:09:03 "if she knew what you actually were doing?"

00:09:05 Not what she thinks you're doing.

00:09:07 What if she knew what I know about you?

00:09:10 What would your, and I still get choked up

00:09:12 'cause you know how much I love my mom.

00:09:14 And I don't want to embarrass her.

00:09:16 I don't want her to do things that she's not proud of,

00:09:19 especially with the sibling rivalry I have

00:09:21 with my hyper-competitive and exceptional siblings

00:09:24 from Harvard, Penn, and Columbia.

00:09:26 But I sat there and that rocked me the next morning

00:09:29 'cause I was just gonna get divorced.

00:09:31 But it was leading up to it,

00:09:33 the interesting thing was when I lost everything,

00:09:35 and we had 33 homes in San Diego,

00:09:38 businesses, I was running Lee Steinberg.

00:09:40 So it wasn't just that I was a multi-millionaire.

00:09:43 I had access to what billionaires couldn't even afford to do.

00:09:46 The scary thing for her was how confident I was

00:09:51 with the bankruptcy.

00:09:53 Like moving to a rented house

00:09:54 with rented furniture and one car,

00:09:56 I was confident that the money wasn't gonna be a problem

00:09:59 to make back.

00:10:00 And in fact, I walked in,

00:10:01 you remember my big home in Rancho Santa Fe,

00:10:04 I walked in, she didn't know I was home.

00:10:05 She was with her uncle who knew me since I was 10,

00:10:08 and she was crying.

00:10:10 She's like, "I don't know if he can do this.

00:10:12 "If he's gonna pull us out of it, what should I do?"

00:10:14 And her uncle said, "Oh my goodness, Julie,

00:10:16 "I've seen this kid do so many exceptional things

00:10:19 "since he was 10.

00:10:20 "I can't wait to see what he does

00:10:22 "with his back against the wall."

00:10:24 - I mean, was that when you heard that,

00:10:28 did it take you to a place of confidence

00:10:30 or did it make you feel worse

00:10:31 knowing that your wife had to have this conversation?

00:10:34 - Both.

00:10:35 I cried, I still get choked up because I was shameful

00:10:40 because I was accountable for this.

00:10:42 I know I got into law suits, people, as for you,

00:10:46 people lied to me, cheated me, manipulated,

00:10:49 all types of things, but I was accountable.

00:10:51 I didn't learn to trust and vet people the right way.

00:10:54 I'm accountable, but it also,

00:10:57 as shameful as I was and sad that she was sad,

00:11:02 man, you know me.

00:11:04 You saw the 147 pound kid play football

00:11:08 against guys way bigger and better than me.

00:11:11 There was nothing that fired me up more

00:11:14 than thinking, man, if I can look up, I can get up

00:11:18 and I'm gonna show everyone that her uncle knows me best.

00:11:22 Not all the people who laughed at me,

00:11:24 scoffed at me, made fun of me.

00:11:26 Even worse, Jeff, you were part of that situation knowing me

00:11:30 the worst thing that happened in that time in 2008

00:11:34 was everybody wanted to invest in me.

00:11:36 I was like Midas, that's why you looked up to me.

00:11:39 Everything I touched, right?

00:11:40 I had all types of businesses,

00:11:42 everything I touched, stocks made money.

00:11:45 You don't get that much money unless you're successful.

00:11:47 But the funny thing was people would beg me to invest

00:11:50 in things like corporate connections

00:11:51 or beg me to invest in my door business, beg me.

00:11:55 And they would put like 10 grand in, right?

00:11:58 But when they lost everything because of other reasons

00:12:01 than the $10,000 they invested in me,

00:12:03 I was the perfect scapegoat for all of these people

00:12:07 that also went bankrupt that were supposedly my friends.

00:12:11 So the bunch of shit talkers out there

00:12:14 that laughed at me, scoffed at me, and made fun of me

00:12:16 for not being successful, to not be able to do it,

00:12:20 then applauded me for doing it,

00:12:22 then came back and blamed me for their failures.

00:12:25 That was the hardest dose to take.

00:12:27 - So how did you do it?

00:12:28 - Well, my values, gratitude.

00:12:30 I looked for the light, the love, and the lessons

00:12:33 in everything and everyone.

00:12:34 - Did you have that clearly quantified then though?

00:12:36 Because back then I remember, be above the line,

00:12:39 blame, shame, justification, in my head.

00:12:41 I mean, I've heard you say it to me a billion times.

00:12:44 And there were times, honestly, because I love you,

00:12:47 and I can tell this to you now,

00:12:48 I used to think in my head, he speaks it,

00:12:50 but he's not living it.

00:12:52 But something changed.

00:12:54 Was that, 'cause you said the gratitude,

00:12:56 so was that, when did that quantify?

00:12:58 - Right, so understanding that things,

00:13:01 there's three characteristics of behavior,

00:13:03 but they're the same three characteristics of energy.

00:13:05 And money's an energy as well.

00:13:07 It's everything aggregates on itself.

00:13:09 You attract more and more of it.

00:13:11 So when you do things a certain way,

00:13:14 say things a certain way, think things a certain way,

00:13:17 believe them a certain way and feel them,

00:13:19 they're aggregating at five different levels of intention.

00:13:22 So the first step was to talk it.

00:13:24 And then you've known me long enough

00:13:27 and were close enough to me in saying,

00:13:29 yeah, he's talking this stuff,

00:13:30 but I'm watching what he's doing.

00:13:32 He's surrounding himself with the wrong people,

00:13:33 the wrong ideas, he's below the line himself,

00:13:36 which also diminished my capacity to teach you

00:13:39 and to have credibility when you say one thing

00:13:41 but do another.

00:13:43 But what happened was through the aggregation

00:13:46 came compounding effect.

00:13:48 So not only was I attracting more and more

00:13:50 gracious, forgiving, and accountable,

00:13:52 inspired people into my life and circumstances,

00:13:55 options, opportunities, and touches of favor,

00:13:57 but it was compounding.

00:13:59 One turned to two, two to four,

00:14:01 not one to two, two to three, three to four.

00:14:04 And then what happens, the third characteristic of energy,

00:14:07 aggregation compounding is acceleration.

00:14:10 So things started happening faster,

00:14:12 which got over the biggest deterrent

00:14:15 or obstacle that human beings have

00:14:17 is they're not capable of seeing progress.

00:14:19 So they quit good behavior

00:14:21 and they constantly have bad behavior

00:14:23 because they don't expect the aggregation,

00:14:25 compounding, and acceleration.

00:14:27 So the third component of acceleration

00:14:29 speeds up the outcome, the results,

00:14:31 so that you get more confidence

00:14:33 that you're doing the right thing.

00:14:34 You get reinforcement that oh shit, gratitude works.

00:14:38 Where most people aren't consistent, persistent

00:14:40 in the pursuit of their perspective, their gratitude,

00:14:43 their forgiveness, accountability, and inspiration.

00:14:45 So it was all an accumulation and aggregation,

00:14:48 compounding, and acceleration that was occurring,

00:14:50 but it had to start somewhere.

00:14:52 It's like quitting smoking.

00:14:54 - You gotta quit now.

00:14:56 - Right, like you could say I'm gonna quit

00:14:58 and then if you cut back,

00:15:00 if you smoke 30 cigarettes a day

00:15:01 and the next day you smoke 29

00:15:05 and you can cut one cigarette a day in a month,

00:15:07 you're gonna be done.

00:15:08 But during that month,

00:15:09 people are gonna think you're a hypocrite

00:15:10 because you're like I'm trying to quit smoking.

00:15:12 But why are you still smoking?

00:15:14 - And what you just articulated

00:15:15 is my fourth core value of Kaizen.

00:15:17 I use it as well, get 1% better every day.

00:15:19 Set micro goals, win stack, stack wins,

00:15:22 do something you can do today.

00:15:24 I give the analogy on stage a lot

00:15:26 when I'm explaining it through working out,

00:15:28 which is like people wanna get in shape.

00:15:30 I'm in the health food sector,

00:15:31 hey, and I'm in shape, how do you do it?

00:15:33 I'm overweight, I'm out of shape,

00:15:35 and I say put on your gym clothes and watch Netflix today.

00:15:37 Can you do that?

00:15:38 Yeah, put on your gym clothes tomorrow

00:15:40 and walk or run to one mailbox.

00:15:42 Can you do that?

00:15:43 And to your point, and I think one of the lessons

00:15:45 that took me forever to learn,

00:15:48 patience is not one of my skills.

00:15:51 - Mine either.

00:15:52 - I want it yesterday, and if I don't have it

00:15:54 by yesterday at 2 a.m., 2 o'clock I'm like stressed.

00:15:58 But you taught me to remove the time element.

00:16:01 And the day I did that, I went from making

00:16:04 hundreds of thousands of dollars a year

00:16:05 to millions of dollars a year.

00:16:07 And I can honestly say to you that it was that one,

00:16:10 you know you never know what thing resonates?

00:16:11 - Yeah.

00:16:12 - Because when you Kaizen with a time period, you quit.

00:16:15 - Right.

00:16:16 - Oh, I gotta do something else.

00:16:17 And I had that, I had that sporadic mind.

00:16:20 But once I realized I'm gonna make it,

00:16:22 and whether I get in shape tomorrow

00:16:23 or I get in shape a year from today,

00:16:25 it'll happen as long as I follow the recipe, the formula.

00:16:29 All of a sudden, to your point, energy compounded,

00:16:31 the results compounded, and I allowed it to grow.

00:16:35 I allowed that seed, that sprouted roots first,

00:16:37 to break the earth, 'cause I wasn't so impatient.

00:16:40 But going back again, so it's 2009.

00:16:44 - I do wanna interrupt you.

00:16:45 - Go back to 2008.

00:16:46 I will tell you one of the things that sticks in my mind

00:16:49 is I remember when I had made back everything.

00:16:52 - Yeah.

00:16:53 - And I was doing extremely well,

00:16:54 and you were having some struggles.

00:16:56 And you just started to do well again,

00:16:57 and you said, "Dave, I need,

00:16:59 "I'm making hundreds of thousands of dollars,

00:17:01 "but Dave, can you teach me to make millions?"

00:17:04 - I remember.

00:17:05 It was in your office in Orange County.

00:17:07 - In Orange County on research.

00:17:08 - That's right.

00:17:09 - And I said, "Yeah."

00:17:10 And I gave you that lesson.

00:17:10 In fact, that's the lesson that I taught Bob Proctor,

00:17:13 my mentor, because he was someone

00:17:16 that created a lot of resistance in people's lives

00:17:18 by saying, "You need to know exactly the amount of time,

00:17:21 "quantify the amount, right?

00:17:23 "I need to make a million dollars by March 31st."

00:17:25 You're screwed!

00:17:26 I used to tell Bob, "Why would you do that to people?"

00:17:29 Right, change the way that you do it into,

00:17:31 "I'm gonna do everything, say everything,

00:17:33 "think everything, believe everything,

00:17:34 "feel everything in the trajectory

00:17:36 "of doubling the amount of money I make

00:17:37 "as fast as I can."

00:17:38 - That's right. - No resistance.

00:17:40 - The hardest part about that, though,

00:17:41 when you gave me that advice, and I'm sitting there,

00:17:43 and I remember you saying, "Just remove the time element,

00:17:45 "Jeff, you'll make millions.

00:17:46 "Just stop making it about this year."

00:17:47 'Cause I said to you, "Dave, I've made six figures

00:17:50 "for the last couple of years.

00:17:50 "I need to make seven this year."

00:17:51 And you said, "Remove the time frame."

00:17:54 - Yeah.

00:17:55 - It's not gonna, maybe it happens this year,

00:17:56 maybe it doesn't, but remove that.

00:17:58 And I'm thinking in my head, "That's not the advice I want.

00:18:01 "I want it this year."

00:18:03 Stop it, feed me the advice I want, please.

00:18:03 - Bob Proctor is gonna give you the advice you wanted.

00:18:06 - That's what I wanna hear.

00:18:07 - Think about a million dollars,

00:18:08 put it on your refrigerator, look at it every day,

00:18:11 December 31st, and every day you run out of time.

00:18:15 - And to your point, it's like I'm making decisions

00:18:17 with sand falling through and realizing

00:18:20 that the time is about to run out.

00:18:21 - Yeah.

00:18:22 - And I need to, I changed from building foundations

00:18:25 to just building rickety ladders that's gonna,

00:18:27 I think is gonna get me there faster.

00:18:29 So I went, I drove home and I remember thinking,

00:18:31 "I didn't get what I came for, and I was frustrated."

00:18:34 - Not again.

00:18:35 - Not again.

00:18:36 I'm like, "Oh, shit, okay."

00:18:37 So what am I gonna do?

00:18:40 And then I came to the realization,

00:18:42 either I'm gonna take the advice from someone

00:18:45 who has done it, who I trust and has proven that it works,

00:18:49 or I'm gonna keep doing what I've been doing.

00:18:51 And you know what I'm gonna get

00:18:51 if I keep doing what I've been doing?

00:18:53 What I've been getting.

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00:19:50 So it took a while.

00:19:56 Obviously, maturity helps.

00:19:58 But I do still wanna go back.

00:19:59 So you listen to your uncle, say that to your wife.

00:20:02 - Julie's uncle, right?

00:20:03 - Julie's uncle, you're in the house, you're crying.

00:20:05 But you still have to tell her.

00:20:08 You still have to say, "Julie, your worst fears

00:20:10 "and what you anticipated is happening."

00:20:13 And the reason I wanna talk about this,

00:20:14 and I know it's emotional, and I know it is because

00:20:17 these are the moments that derail most people.

00:20:20 Most people have the, "I almost made it, but this happened."

00:20:24 And to your point, it's very easy to point the finger.

00:20:26 I mean, 2008 that set the stage was the Great Recession.

00:20:29 I mean, regardless of a Midas touch.

00:20:32 Things went to shit.

00:20:33 Money dried up, people got into serious,

00:20:37 over-leveraged, overexposure, blame-shame justification,

00:20:40 pointing fingers, survival mode.

00:20:44 And it ruined a lot of relationships.

00:20:46 And one of the main lessons I've ever learned from you,

00:20:49 and I learned early on, and it's make friends

00:20:51 is my number one core value,

00:20:52 it's my number one business principle

00:20:54 to basically build relationship capital

00:20:55 and know and have more champions of you and for you

00:20:58 by leading with value.

00:21:01 I use that same one.

00:21:02 Here you are in 2008,

00:21:05 you're burning a lot of that relationship capital

00:21:07 with a lot of people.

00:21:09 You're probably blaming a lot of people.

00:21:11 You've yet to point the finger at yourself,

00:21:12 but you have to have that conversation.

00:21:14 I want you to tell me about it.

00:21:17 - Well, first of all, that was the day

00:21:20 that I didn't wanna get out of bed.

00:21:21 Right, I literally, and I believe there's no coincidences.

00:21:26 What you pay attention to and what you give

00:21:28 those five levels of intention to,

00:21:30 equal the coincidences in my life.

00:21:32 And I've heard you use those on stage

00:21:34 and it makes me proud.

00:21:35 By the way, when people now use quotes of mine

00:21:39 or be kind to your future self, do good deeds,

00:21:40 be more interested than interesting,

00:21:43 my mission in life is to empower others,

00:21:44 to empower others to be happy.

00:21:46 Like my initial ego is like,

00:21:47 that little mother, he's saying my stuff.

00:21:50 And I'm like, wait, I'm so proud of him.

00:21:51 Like he's teaching.

00:21:52 But that coincidence, I lied in bed and Rocky came on.

00:21:57 And I think if I remember correctly,

00:21:58 you're a big Rocky fan like me.

00:22:00 - Favorite movie.

00:22:01 - And not only the movie was inspiring,

00:22:04 but you taught me the movie behind the movie

00:22:07 was inspiring to me.

00:22:08 The dog story.

00:22:09 It's like Rudy.

00:22:10 The making of Rudy is better than Rudy.

00:22:13 The making of Rocky is better than Rocky.

00:22:15 - It brings tears to everybody's eyes.

00:22:17 - It's amazing.

00:22:18 And the creed side, I still love it.

00:22:20 I'm waiting for the new creed to come out

00:22:21 and now Miles, my son, loves it.

00:22:23 But anyway, I'm lying there and no coincidence,

00:22:26 no consequence or no karma, I'm lying in bed crying.

00:22:30 Because I have to tell Julie this morning

00:22:33 that this is it, we're moving.

00:22:35 And I didn't wanna get up.

00:22:40 And I remember just looking, TV came on.

00:22:43 It was Rocky one, it's the end.

00:22:46 And I'm sitting there going, he's just taking a beating.

00:22:51 And I remember thinking in bed, man,

00:22:53 the hits just keep coming is what I was telling myself.

00:22:56 It was lawsuits and blame.

00:22:57 And I'm trying to teach myself to be accountable

00:23:01 and say, what did I do?

00:23:03 And it took me nine years from 2008,

00:23:06 nine years to come to resolve of what I've learned

00:23:09 and truly be accountable and forgiving

00:23:12 and go up to the guy that I used to blame

00:23:14 for me losing everything and the bank

00:23:16 that cut my $40 million line of credit without telling me.

00:23:21 Just stupid shit.

00:23:22 But I sat there and I remember saying,

00:23:26 he got knocked down at the very end.

00:23:28 And they're like, stay down, Rocky, remember?

00:23:31 - Yeah, yeah, yeah.

00:23:32 Mickey screaming, stay down.

00:23:33 - Right, he looks up.

00:23:34 And I remember telling myself,

00:23:35 if I can look up, I can get up.

00:23:38 And Rocky's like pulling, right?

00:23:41 - And they're both falling down.

00:23:42 - Right, remember?

00:23:43 - Yeah, they're both down.

00:23:44 - And he's just looking up and he gets up.

00:23:47 And he didn't win, by the way.

00:23:50 A lot of people may not remember that he didn't win,

00:23:53 but he got up.

00:23:54 And he demoralized his opponent, Creed,

00:23:59 because he kept getting up.

00:24:00 - Yeah, yeah.

00:24:01 And so I got up and I took accountability

00:24:06 was the approach that I said.

00:24:09 I told my wife, 'cause she wasn't taking accountability.

00:24:13 She was so in love with me and protected with me.

00:24:16 It was everyone else's fault.

00:24:18 And so I told her, hey, we're gonna start over.

00:24:21 We're gonna start over.

00:24:23 And I still have one of the greatest jobs in the world.

00:24:26 I still have amazing people around me that I was kind to.

00:24:30 Right, I was saying, be kind to your future self,

00:24:32 do good deeds.

00:24:33 And those people that aren't my friends anymore,

00:24:37 those people that blame me were never my friends.

00:24:40 And I changed the way I looked at who I surrounded.

00:24:43 Now, two years earlier,

00:24:45 she made me fire three people from my life.

00:24:47 We were already on a journey.

00:24:49 But she told me, in fact,

00:24:51 my favorite story about my wife

00:24:53 is I brought my first paycheck home.

00:24:54 We were living, moved to Orange County,

00:24:56 closer to Lee Steinberg.

00:24:58 I got my first paycheck from Lee and I brought it home.

00:25:01 We were rented a house, rented furniture, one car.

00:25:04 And I had lots of cars before that.

00:25:07 Anyway, I said, hey, can we get,

00:25:10 my wife and I went to Patrick Henry High School

00:25:12 here in San Diego, same high school.

00:25:14 I said, can I give part of this money to a scholarship

00:25:19 for a kid that can't afford to go to college,

00:25:20 me and my siblings,

00:25:22 never would've went to college but for scholarships.

00:25:24 That's just-- - And your first paycheck.

00:25:26 - My first paycheck.

00:25:27 I said, can I give some of this?

00:25:28 I'm in a rented house and my wife looks at me and cries.

00:25:32 I said, why are you crying?

00:25:34 It'll be fine, I'm gonna make a lot more than this.

00:25:37 I know what I'm doing.

00:25:38 I haven't forgotten how I'm,

00:25:39 I never had a problem making money.

00:25:41 Keeping it maybe was an issue.

00:25:43 From the time I got out of law school, Jeff, you know.

00:25:45 Before I got out of law school, I was like you, bro.

00:25:47 I mean, I can't even tell the stories of Jeff

00:25:49 when he was 17 and they thought he was ditching school

00:25:52 but he was making more money than the teachers.

00:25:54 Right, we have that in common.

00:25:56 So I'm like, dude, I was like, don't cry.

00:25:58 I'm gonna make plenty.

00:25:59 She said, no, you finally get it.

00:26:00 I said, what do you mean?

00:26:02 She goes, you finally trust the universe and you get it.

00:26:07 And I said, wow, yeah, I'm putting trust in the universe.

00:26:14 This is gonna work out, that time thing, everything.

00:26:16 And she said, yeah.

00:26:19 I said, yeah, I do get it.

00:26:20 And she said, then double it.

00:26:22 And I literally said this,

00:26:23 one of my favorite lines of my life.

00:26:24 I looked at her and I said,

00:26:25 don't trust the universe that much.

00:26:27 (laughing)

00:26:28 So I started a scholarship for student athletes

00:26:31 at Patrick Henry High School that day,

00:26:33 my very first paycheck.

00:26:34 And we've had multiple millions given

00:26:37 to junior achievement, Unstoppable and Patrick Henry,

00:26:40 Occidental, Tulane, the Leadership Award,

00:26:43 all stemming from me trusting the fact

00:26:46 that I live in a world of more than enough.

00:26:48 - I mean, you've embodied that even before 2008.

00:26:52 I don't know if you remember this,

00:26:53 but when I quit ADP after law school

00:26:56 to start my own company,

00:26:57 'cause they didn't give me my 17 grand,

00:26:59 sold my house, moved my fiance and daughter

00:27:01 into my parents' house,

00:27:02 I didn't have a car for Brittany, who became my wife.

00:27:06 And without hesitation, you said, take the Lexus.

00:27:09 And you let her drive your Lexus.

00:27:11 You had a bunch of cars, but you, without a doubt,

00:27:14 not even hesitation, just gave us a car

00:27:17 so she could drive.

00:27:19 And that was probably 2006?

00:27:23 - Yeah, and I will tell you,

00:27:24 when 2008 hit and we lost everything,

00:27:28 one of the most inspiring things,

00:27:29 'cause I forgot about that completely,

00:27:31 just like I forgot about giving you the PC phone.

00:27:33 It was unintentional.

00:27:34 But I forgot about that as well.

00:27:37 And your wife, it was so inspiring to me

00:27:41 because when we were on the right path again,

00:27:45 she, when we went out, broke down in tears

00:27:48 and was like, thank you so much.

00:27:50 I'm like, what for?

00:27:52 Well, you gave me the Lexus,

00:27:53 and that just meant everything to me.

00:27:56 And I didn't remember it, but I was like,

00:27:59 it was a reminder, a remembrance, a recollection

00:28:02 of what's important in life.

00:28:04 And obviously we love her and love your family,

00:28:07 but I have thousands of stories that I get reminded of

00:28:11 because my intention,

00:28:13 even though I didn't always execute on the intention,

00:28:15 neither have you, right?

00:28:17 We both have this in common.

00:28:19 The one thing I love most about you

00:28:21 and also gives me confidence in myself

00:28:24 is the majority of the time,

00:28:25 my intentions are always to help other people, not myself.

00:28:29 - Yeah, and it doesn't always work.

00:28:31 And sometimes we appear to be jerks.

00:28:35 - Because what I struggle with,

00:28:37 well, let me just finish the Brittany story

00:28:38 'cause I think it's important that you know this.

00:28:41 When she said, okay, when I went to her and I said,

00:28:44 I have to quit this job, and I was making six figures,

00:28:46 and I had just bought a house,

00:28:47 and we were set to be married, and we had a daughter,

00:28:49 and I said, I wanna quit, I wanna sell the house,

00:28:52 I wanna move in with my parents,

00:28:53 and I'm not gonna make money for a while.

00:28:55 When she said, okay, and supported me on that,

00:28:57 that meant that she realized the risk we were taking.

00:29:01 And when she didn't have a car to get to her job,

00:29:04 and we had one car between us,

00:29:06 the fact that you enabled her to do that,

00:29:08 enabled her to make money

00:29:09 so we could take care of our daughter,

00:29:10 I mean, for her, in that moment, you were enshrined.

00:29:14 I mean, she never understood my infatuation with you,

00:29:18 'cause not anything wrong with you,

00:29:20 she just didn't know you well enough yet.

00:29:21 - I was extremely good looking, she thought.

00:29:22 - Extremely good looking, super tall, dunked on me.

00:29:26 But that moment, it just changed her view towards you

00:29:29 and realized that, because she grew up poor,

00:29:32 she didn't grow up with a lot of means,

00:29:34 she didn't grow up with a lot of handouts

00:29:35 or people there to help,

00:29:36 she didn't have big relationship capital,

00:29:38 she couldn't understand the value,

00:29:40 and that moment, she finally got it,

00:29:42 and that was a big moment.

00:29:44 So that's why she broke down many years later,

00:29:45 because without that, she couldn't get to work.

00:29:48 And there was no Uber back then.

00:29:51 We didn't have the free-flowing--

00:29:53 - Or electric bikes, even.

00:29:56 - Yeah, yeah.

00:29:58 But now going back to something you had just said,

00:30:00 which is, and I struggle with this too,

00:30:04 where I get frustrated,

00:30:06 especially with the people I love the most,

00:30:08 and I only work with friends.

00:30:10 I hire friends, I mean, if you work with me,

00:30:13 we become family.

00:30:13 - Become family, right.

00:30:14 Even if they weren't friends before, we become family.

00:30:16 - But the ones who are friends,

00:30:18 I always will love to work with.

00:30:20 And I get asked a lot, doesn't it ruin relationships?

00:30:22 And truthfully, I have lost one of my best friends

00:30:25 as a result of him working with me.

00:30:28 But it's because I can't tolerate watching them

00:30:31 be the worst version of themselves.

00:30:33 I can't.

00:30:34 And I have to make a choice to either be idle

00:30:37 and just be the encouraging fake friend who says,

00:30:40 "You know what, it's okay

00:30:41 "if you're just gonna run off a cliff."

00:30:43 Or I have to be the guy that says,

00:30:44 "You're running off a damn cliff,

00:30:46 "and if it means we can't be friends,

00:30:47 "but it saves you from running off the cliff

00:30:49 "because I love you, I'm gonna do it."

00:30:51 And to your point about intention,

00:30:53 you've had to deal with that

00:30:54 probably exponentially more than I have,

00:30:56 being how much further along in your career you are.

00:30:58 How do you, do you still operate with that same mindset?

00:31:02 Are you prepared to say, "You know what,

00:31:04 "even if it ruins our relationship,

00:31:05 "I'm gonna do what I believe is best for you."

00:31:08 Or have you changed that?

00:31:10 - I've gotten better at it,

00:31:13 but I haven't changed my attitude towards it.

00:31:16 I love being and helping my friends and family,

00:31:19 and utilizing my business to help my friends and family.

00:31:23 And with PCE Phone, I hired two of my heroes, not friends.

00:31:28 Older guys, one went to Stanford,

00:31:32 one was an incredible baseball player.

00:31:34 I looked up to both of them.

00:31:35 Both were not capable of doing the job.

00:31:38 I put them in positions,

00:31:40 but I was just too young as the CEO to know what I was doing.

00:31:43 But still to this day, PCE Phone was 1999,

00:31:46 so that's 24 years ago.

00:31:48 They still blame me because of their inadequacies.

00:31:53 They blame me 24 years ago.

00:31:55 I ran into one of them, right?

00:31:56 And his wife, who was on homecoming court with me,

00:31:59 she's like, "I love you anyway."

00:32:02 And I'm like, "Love me anyway for what?"

00:32:03 Look, what happened 24 years ago

00:32:05 when I gave your husband,

00:32:07 who wasn't your husband at the time,

00:32:08 a vice president job from,

00:32:10 he was a Seagram's sales rep,

00:32:12 and I gave him a vice president job

00:32:13 with Samsung's phone division.

00:32:15 They're very for a smartphone, and you forgive me?

00:32:18 Like, I'm sitting there going,

00:32:20 "This is the shit that I have to deal with."

00:32:21 So what have I been able to do?

00:32:23 I've been able to create a better system

00:32:26 to allow people to either take positions

00:32:29 that are better aligned with their skills,

00:32:31 their knowledge, and their desire,

00:32:33 so that I'm meeting them where they're at,

00:32:35 instead of projecting my expectations of their capability,

00:32:40 of their potential onto them,

00:32:41 which is a really dangerous thing,

00:32:43 which I've seen you do as well as I've done,

00:32:46 to expect too much out of people

00:32:47 because we think too highly of them.

00:32:49 And so one is meeting them where they're at,

00:32:52 and then two, having a plan B and C if they're not capable.

00:32:57 So if someone I promote to a president,

00:33:00 and I might say, "Hey, look,

00:33:01 "you're a great executive assistant.

00:33:03 "If you're not capable of doing this,

00:33:04 "I don't wanna lose you.

00:33:06 "I'm more than happy to pay you to do this,

00:33:08 "or help you find somewhere better,

00:33:10 "and take my time to do that."

00:33:12 And that's really reduced the amount of people that hate me.

00:33:16 Now, one of the funner ones is you,

00:33:18 because you just kept coming back for more.

00:33:20 And I-- - I'm rocky.

00:33:22 - Yeah, man, but I knew your potential.

00:33:26 Like if somebody would have said to me,

00:33:27 "Who do you know at 19 years old

00:33:30 "that you can guarantee will be a multimillionaire

00:33:32 "before they're 50?"

00:33:34 I'd have said Jeff Fenster.

00:33:35 Dan Fleischman, Jeff Fenster.

00:33:37 And I still would say that, right?

00:33:40 You could lose everything today.

00:33:41 I would still say, "Dan Fleischman,

00:33:43 "Jeff Fenster before they're 50."

00:33:44 You could lose everything.

00:33:45 You're not going to because you've learned,

00:33:48 I paid the dummy tax,

00:33:49 so you ain't gonna make the same stupid mistakes I did.

00:33:51 But think about that.

00:33:52 Why?

00:33:53 And that's why I was able to push you.

00:33:55 Because I knew if I was wrong, you wouldn't come back.

00:33:58 That you wouldn't tell people that I was a great mentor.

00:34:01 That you wouldn't come back and say,

00:34:03 "Hey, you probably didn't handle this the best way,

00:34:06 "but thank you because I learned a shitload,

00:34:07 "and I know you were young too."

00:34:10 And so we have this great book that we're writing.

00:34:13 We will publish it.

00:34:15 It's called "Mentee Mentor."

00:34:17 And I think it's one of the greatest books out there

00:34:19 because you and I are so illuminating and honest

00:34:23 and comfortable with each other that we go at it going,

00:34:25 "Well, this is what I was thinking."

00:34:27 Like the PCE phone.

00:34:28 Like you were bitter for years

00:34:30 because I didn't give you a phone,

00:34:31 and you didn't realize, well, Dave was CEO

00:34:34 and just forgot to give it to you.

00:34:37 - And I was too insecure to call you.

00:34:39 - To ask me, right? - To ask you for it.

00:34:40 I just didn't ask, but I was like,

00:34:41 "I'm 16 years old.

00:34:42 "It's the third company I've worked for you."

00:34:44 This is the one--

00:34:45 - Like 16, which is a compliment anyway.

00:34:47 - Yes, and you said,

00:34:49 "I'm gonna pay you to work this summer.

00:34:51 "You're gonna get one of the world's first smartphones."

00:34:54 - Right. - Sweet.

00:34:55 So I work my ass off.

00:34:56 I'm like, "Where's my phone?"

00:34:57 - And I forgot. - Where's my phone?

00:35:00 I'd see you-- - And you're family.

00:35:01 Like you're literally family, and yet I get it now.

00:35:04 I have to put myself, because my brand grew so much

00:35:07 so many times, and you're gonna have to deal with this

00:35:08 'cause your brand is on the same trajectory.

00:35:11 You just started earlier, so it's gonna be even bigger

00:35:14 'cause you get some extra doubles in the process.

00:35:16 It's going to be, trust me,

00:35:18 but the thing you're gonna have to deal with,

00:35:19 which I kind of laughed at Ed Milet at when I met him,

00:35:22 he's like, "Dude, people show up at my house."

00:35:25 And I didn't understand brand and how personal brand grows,

00:35:29 and I was like, "Dude, he's so egotistic.

00:35:32 "Nobody's showing up to your house.

00:35:34 "No, people show up to my house."

00:35:36 Right, they're like, "Can I have your autograph?

00:35:37 "Can I take your picture?"

00:35:39 But your own employees, they get scared of you

00:35:42 because, and I'm lucky I work for Lee Steinberg

00:35:46 because I remember being CEO of his company

00:35:48 and afraid of him.

00:35:50 Like, "I don't wanna ask, you ask him."

00:35:52 Right, and now I'm that guy that my own employees are like,

00:35:55 "Oh, can you ask him?"

00:35:57 And I catch him sometimes, so just another lesson

00:36:00 that you don't have to go through.

00:36:01 - No, I mean, that's an important one.

00:36:03 And you said something about you project your expectation.

00:36:07 You used to project your expectation.

00:36:09 - I still do sometimes, right?

00:36:10 And we do with our children, which is worse.

00:36:12 And I'm really guilty of this.

00:36:14 And I don't think I have this,

00:36:18 I'm not too unique in this perspective.

00:36:20 I think a lot of people share it,

00:36:21 but maybe I'm just too difficult as a human.

00:36:24 And I sometimes say I'm not the easiest to work with,

00:36:27 but I promise you I'll make it worth it

00:36:30 because I will go to bat and do what I have to do

00:36:33 to make us all successful the best I can

00:36:35 and play my position.

00:36:36 But I do expect, I think when I look at my team members

00:36:40 and people I work with, partners, employees,

00:36:43 vendors, et cetera,

00:36:44 I expect everyone to always just bring their best.

00:36:46 And it kills me when they don't.

00:36:49 And they don't have that same thirst

00:36:50 for general improvement, et cetera.

00:36:52 And that's made me sometimes be hard to work with

00:36:56 or lose friendships over it.

00:36:57 Because when you hire a friend, they think it's friend Jeff.

00:37:00 And when we put on our business pants, it's business Jeff.

00:37:04 And I expect business David.

00:37:06 We can hang out and watch the football game,

00:37:07 but when we're working,

00:37:08 I expect you to bring your best,

00:37:10 I'll bring my best and it just works.

00:37:11 - Still. - Still.

00:37:12 - Still, right?

00:37:13 I'm going to do some business with you next month, next year.

00:37:16 I know that, right?

00:37:17 I love doing business with you.

00:37:19 This business, right?

00:37:20 Some of the things that you have are because

00:37:22 I literally said you should go with this guy or this guy

00:37:25 and let it go because I care so much.

00:37:28 But here's where one of the lessons inherent

00:37:30 in what you're saying.

00:37:32 My biggest fault is I want more for most people

00:37:36 than they want for themselves.

00:37:37 Isn't that weird?

00:37:39 - Right, I want more for them.

00:37:40 And I see it, right?

00:37:42 It was like the two guys that work for me at PCE phone.

00:37:45 I wanted more for them than they wanted for themselves.

00:37:48 And then they blame me when they can't live up

00:37:49 to what I want for them.

00:37:51 - Correct, it's your fault.

00:37:52 - Oh yeah, for sure.

00:37:53 - Because maybe they thought you were just

00:37:55 going to hand it to them.

00:37:56 - Or one of the other things,

00:37:57 and we have a common person in our lives

00:38:00 that you put them in a position that isn't right

00:38:04 because you love them so much.

00:38:06 - Yes. - Right?

00:38:06 - I've done that too.

00:38:08 One of those guys that we're talking about at PCE phone,

00:38:11 I wanted it so bad, but he wasn't qualified.

00:38:14 It wasn't the right time for him.

00:38:16 He would have been a great sales guy, right?

00:38:20 But I put him as a vice president and he had no, right?

00:38:23 And so the timing wise too, sometimes when you get older,

00:38:27 you're much better at managing someone

00:38:30 and saying, look, start here 'cause I know

00:38:33 this is what it is.

00:38:34 Maybe even overpay him a little bit to motivate him.

00:38:36 I took the ultimate step, Jeff, and I gotta tell you

00:38:39 'cause it applies to what we're teaching,

00:38:40 and I was most afraid, and it's turned into

00:38:42 one of the most successful things I've done.

00:38:45 My daughter, I helped her get an interview

00:38:49 with Alex Machinsky, who's the CEO of Celsius.

00:38:53 They went under.

00:38:54 - I lost a bunch of money in Celsius.

00:38:55 - She got a ton of job offers right from there

00:38:58 in digital marketing, and Justin, my head of media,

00:39:01 is like, you need to hire your daughter.

00:39:04 And I'm impressed, right?

00:39:06 I'm like, well, what do you mean I need to hire my daughter?

00:39:08 Dave, there's no one better out there, trust me,

00:39:11 that gets you and gets the brand

00:39:13 and gets digital marketing.

00:39:14 She's worked for Hintwater, she's worked for Celsius.

00:39:17 Literally, Dave.

00:39:18 - Like forget that she's your daughter, she's the best.

00:39:20 - Yeah, and I was like, I can't because of the history

00:39:24 that you and I have shared with these people.

00:39:27 I can't afford to have my daughter blame me

00:39:31 for her career.

00:39:33 And so I spent days and weeks formulating a plan

00:39:38 before I even mentioned it to her

00:39:42 of how I could have her work with the company

00:39:47 but take out all the things I'd learned from the past

00:39:51 so that business Dave was never in contact with my daughter.

00:39:55 She can witness business Dave when he's talking to Justin

00:39:58 or Alex or Serafina, business Dave,

00:40:01 but she's already witnessed me.

00:40:03 She's watched me for 23 years be business Dave.

00:40:06 - Right, but it'll never be to her.

00:40:08 - Never be to her.

00:40:09 And it took me literally weeks to formulate

00:40:12 how that was gonna work.

00:40:13 But here's the nice part that I didn't anticipate

00:40:16 that I train heavily, Monday, Wednesday, Friday,

00:40:19 every Monday, Wednesday, Friday,

00:40:21 no matter where in the world I am,

00:40:22 I'm training my team.

00:40:24 Values, daily practices, and execution model.

00:40:27 And now that's the only business Dave that she sees

00:40:32 'cause she has to be at the trainings.

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00:40:58 Now let's get after those goals.

00:41:00 Hey there, it's your host Jeff Fenster

00:41:03 and I have something very exciting to share with you today.

00:41:06 You know, here on the Jeff Fenster Show,

00:41:08 we're all about growth, both personally and professionally.

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00:41:51 (upbeat music)

00:41:53 - I love those trainings.

00:41:54 You've been doing that forever.

00:41:56 - Over 23 years.

00:41:57 - Yeah, that's actually how we were writing our book.

00:41:59 - Right.

00:42:00 - I used to come up when you had your book.

00:42:01 - Yeah, we had trainings.

00:42:02 And we're gonna get that book, I'm putting it here.

00:42:04 - It's pretty close to being done.

00:42:05 I mean, I think we've done like nine of the--

00:42:07 - 10 chapters.

00:42:08 - Nine of the 10 chapters.

00:42:08 There's one more to go.

00:42:10 - Everything happens at the right place

00:42:11 at the perfect time, right?

00:42:12 I don't put time on there,

00:42:14 although time is the dependent variable in my life

00:42:17 of all matter.

00:42:18 And that's in a general shift in my paradigm

00:42:21 of when you really understand

00:42:24 that you're literally protected and promoted

00:42:26 by an omniscient, all-powerful, all-knowing source

00:42:28 that loves you more than your mom,

00:42:30 and you shift your paradigm

00:42:31 instead of trying to get things, get more to the time.

00:42:34 Why is time still the dependent variable?

00:42:37 Because I only use time to measure

00:42:40 how much time am I not in the trajectory

00:42:42 of where I wanna be.

00:42:44 So I can put a quantitative measure to guilt.

00:42:47 If I felt guilty for two hours today,

00:42:50 then I put an objective to feel guilty

00:42:52 for an hour and 59 minutes tomorrow.

00:42:54 It's just like the clothes, right?

00:42:56 - Eyes in.

00:42:57 - It is the exact same thing,

00:42:58 but you can only, every matter in the world,

00:43:02 subjective or objective,

00:43:03 can be quantified in this way with time.

00:43:06 How much time am I interfering with where I wanna be?

00:43:09 - Time is the hardest element.

00:43:12 It just is.

00:43:13 It's really hard because we live in the present.

00:43:16 So if I'm feeling lousy today for whatever reason,

00:43:19 the idea that I'm gonna not feel lousy tomorrow

00:43:21 or a year from today just doesn't resonate

00:43:24 'cause I'm in the moment right now.

00:43:25 If you're trying to quit smoking, it's hard.

00:43:28 I smoked cigarettes in high school

00:43:29 and chewing tobacco, playing baseball.

00:43:31 - Me too. - Quitting was tough.

00:43:33 And that moment you first quit,

00:43:35 it's the law of relativity, right?

00:43:39 A minute can feel like an hour,

00:43:40 and an hour can feel like a minute,

00:43:41 depending on what you're doing.

00:43:43 And so when you're trying

00:43:44 and you're killing yourself for success,

00:43:46 and we take this back to a little bit of business,

00:43:48 that time element, I mean, I still struggle with it.

00:43:51 Even today, I catch myself going,

00:43:53 "Look, I'm trying to build my personal brand right now."

00:43:56 I made a conscious effort in 2023

00:43:59 that the Jeff Fenster brand needs to grow

00:44:01 because I do have lessons to share.

00:44:03 I have value to give.

00:44:05 I've been a mentee of so many incredible humans

00:44:07 and have learned so many things

00:44:08 that I've applied to be successful professionally

00:44:11 that just like the philanthropic side of you

00:44:14 and all my other mentors that have helped me get there,

00:44:16 I owe it to pay it forward.

00:44:18 I owe it to help inspire the next generation

00:44:20 as I age through it.

00:44:21 And that whole process, I look at the results the same,

00:44:25 and I'm back to the same Jeff who came to you in 2000,

00:44:29 back when in Orange County and said,

00:44:30 "How do I get there faster?

00:44:32 How do I do it?"

00:44:33 And then I have to remember, and you said it,

00:44:35 inspire two people this year.

00:44:37 And when you quantify it as such an obtainable goal,

00:44:40 two people, I can do that.

00:44:43 Now you just helped me go back

00:44:45 to my own core values of Kaizen, right?

00:44:46 And go back to that same lesson.

00:44:48 - Yeah, there is emotion, energy emotion,

00:44:52 and I talked about the three characteristic of energy,

00:44:55 aggregation, compounding, and acceleration.

00:44:58 And what we create resistance

00:44:59 to what we attach our emotion to, the outcome.

00:45:04 And once we are able either to lower an outcome

00:45:06 where it's so attainable,

00:45:07 like putting on your running shoes,

00:45:11 and the Kaizen method for me,

00:45:13 I started with today I'm going to put my running shoes,

00:45:15 and I've lost 47 pounds utilizing this over the years.

00:45:18 But my favorite is now, because I'm so consistent with it,

00:45:22 is I love the philosophy, the first five minutes suck

00:45:26 of all behaviors you don't feel like doing.

00:45:30 First five minutes suck of all behaviors

00:45:31 you don't feel like doing.

00:45:32 Why is that important?

00:45:33 Because any morning, it can be,

00:45:35 and I spend a minimum of an hour a day on my health,

00:45:38 and I wake up at 4 a.m., meditate for 20 minutes,

00:45:40 and then go to exercise,

00:45:42 which includes balance, stretching, cardio, strength.

00:45:45 Four components that I vary in how many minutes,

00:45:48 but it's a total minimum of an hour a day.

00:45:51 But you can imagine sometimes at 4.30

00:45:54 after coming back from Dubai and Mexico City,

00:45:56 36 hours each, that first day saying to yourself,

00:46:01 "I don't want to do this."

00:46:02 Not at 4.30, I'll do it later in the day.

00:46:04 That's probably usually my mindset.

00:46:06 I'll get it done, it's a non-negotiable,

00:46:09 but it's not gonna be 4.30.

00:46:11 You know what I tell myself?

00:46:12 First five minutes suck.

00:46:14 And then I tell myself, if after five minutes

00:46:17 on this jog, climber, rower, peloton,

00:46:20 whatever I'm gonna do, 'cause I start with cardio,

00:46:23 after the first minute, if I don't want to do it anymore,

00:46:26 I'm gonna go right now what time I am gonna restart

00:46:29 and go back to sleep.

00:46:31 Zero.

00:46:32 I've never gone back to sleep,

00:46:34 and I've never worked out and said,

00:46:37 "Oh, I wish I didn't do that."

00:46:39 You'll never regret it.

00:46:40 You'll never regret it.

00:46:41 I mean, it's--

00:46:42 - And that's any behavior you don't want to do,

00:46:45 tell yourself the first five minutes suck

00:46:46 and you can quit after five minutes.

00:46:49 - And I mean, that's the kind of advice that we all need.

00:46:51 That's the kind of lessons we all need to learn and master,

00:46:54 which is, it's so easy to do things when you want to.

00:46:56 It's so easy to work hard on the days

00:46:58 that you feel like it and life's working.

00:47:00 - Getting paid a lot. - Correct.

00:47:01 - Exciting people are coming in.

00:47:03 It's so easy. - It's so easy.

00:47:04 And I get asked, Jeff, I always talk about core values.

00:47:06 It's one of my keynotes.

00:47:07 I'm so big on it now.

00:47:09 And why, why, why?

00:47:10 Because you know what core values

00:47:11 and having a success formula does?

00:47:14 It tells you what to do on the days you don't want to.

00:47:16 When you're gonna quit.

00:47:17 It helps you when it's your darkest hour.

00:47:19 We all want to worry about,

00:47:20 "Oh, it's so, when I'm feeling good and I got money

00:47:22 "and I got clients, business is great."

00:47:25 But if we're walking into a recession,

00:47:26 which we possibly are,

00:47:28 or we're walking into another financial crisis

00:47:30 that we had in '08,

00:47:32 what you have as far as that formula, that core value,

00:47:35 that thing to lean on professionally

00:47:37 is gonna guide you through it

00:47:38 so we don't make the catastrophic mistakes,

00:47:40 we don't fall off track.

00:47:41 And that's why I like your five minutes

00:47:43 is that the first five minutes are gonna suck anyway.

00:47:45 If you take that same advice, and I take that same advice,

00:47:48 we're gonna work out every day.

00:47:50 And if you're not working out and taking care of your body,

00:47:51 you can't be the best version of yourself

00:47:53 'cause it is the total human.

00:47:55 I see a lot of successful business people

00:47:57 that are completely out of shape and unhealthy.

00:48:00 - Yeah. - And that's a shame.

00:48:02 - Because they put their family first

00:48:03 and activity, they get paid for second.

00:48:05 And once you do that, and I was a victim of this as well

00:48:08 in the mindset, hard set, and hand set that I have today,

00:48:11 is the minute you put your family first,

00:48:13 you're most likely never gonna wanna work out

00:48:16 because you're always gonna have the option

00:48:17 of being with your family.

00:48:19 Or if you put making money for your family

00:48:22 before your health, you're always gonna wanna make money.

00:48:25 And so it's only at the most convenient times

00:48:28 when you really feel like you're in Bora Bora

00:48:31 with nothing else to do, and it's 72 and sunny out,

00:48:34 and they have a great facility,

00:48:37 and they've offered you a trainer,

00:48:38 oh, I'll work out today.

00:48:40 But if you put your health first,

00:48:41 knowing that if you're healthy, you get as many wishes,

00:48:45 as many dreams that you want by being healthy.

00:48:48 And if you're unhealthy, you only get one wish

00:48:51 and one dream a day, you'll start realizing,

00:48:54 wait a second, if I really care about my family,

00:48:56 and I really care about the activity I get paid for,

00:48:59 and I do, then I'm gonna take care of myself first,

00:49:02 and I'm gonna be really good father, husband, friend,

00:49:05 family member, and even a better productive,

00:49:08 accessible, and gracious money earner.

00:49:10 - So in that same vein, what do you think,

00:49:13 what do you believe holds most entrepreneurs back

00:49:16 from achieving their dreams?

00:49:17 - Ego, no doubt about it.

00:49:19 So fear of the past, fear of the future.

00:49:20 There's only two fears that I help entrepreneurs identify.

00:49:25 If I can help you identify, okay, I'm afraid of the past,

00:49:30 usually you manifest this up in regret and guilt,

00:49:33 or I'm afraid of the future, anxiety and worry,

00:49:36 and then apply and learn which ego-based

00:49:39 consciousnesses are applying.

00:49:41 So let me list them off that I've learned

00:49:43 by practicing for 17 years,

00:49:45 'cause a lot of them were ones that you're gonna recognize

00:49:48 in my personality that aren't prevalent anymore,

00:49:52 only for minutes and moments, not days, weeks,

00:49:54 months, and years, which you've experienced.

00:49:56 You'll get what I tell you then.

00:49:59 Need to be right, need to be offended,

00:50:02 need to be separate, inferior, and superior,

00:50:07 need to be anxious, frustrated, angry, worried,

00:50:10 guilty, and resentful, just to name a few.

00:50:14 And a lot of those needs of the ego,

00:50:16 which are applied to the fear of the past

00:50:18 or fear of the future, defining moments, setbacks,

00:50:21 failures, and mistakes of my past,

00:50:22 or worry about not being worthy,

00:50:24 wealthy, happy in the future,

00:50:28 creating resistance, interference between me

00:50:30 and the omniscient, all-powerful, all-knowing,

00:50:32 unified, abundant, infinite system of thought

00:50:35 that you and I belong to,

00:50:36 an empowered being species that allows us

00:50:39 to be protected and promoted by the defining moments,

00:50:42 setbacks, failures, and mistakes.

00:50:44 Literally, this practice that I teach people,

00:50:47 instead of resisting it, going over and under it,

00:50:49 through it, around it, lying to it, manipulating,

00:50:51 cheating it, or denying it, which I did a lot,

00:50:54 instead of trying to fight it, analyze it, logic it,

00:50:58 I now, when I identify fear in my life,

00:51:01 fear of the past, fear of the future,

00:51:02 and can apply what ego is being applied,

00:51:05 instead of doing any of that, I just stop.

00:51:07 Breathe through my nose, out through my mouth.

00:51:10 I stop, remind, and remember, and recollect

00:51:15 that that source, what is it I want today,

00:51:17 who can I help, who can help me,

00:51:19 how best can I get that done,

00:51:21 and then I have that magical thing

00:51:23 that you're so good at and I'm good at, prioritize.

00:51:26 I am great at prioritizing my now and my next,

00:51:30 because I know what's important to me, those core values.

00:51:33 I know, whether it's activity that's planned,

00:51:36 or activity not planned, or even my sleep,

00:51:39 activity I get paid for, activity I don't get paid for,

00:51:41 I'm always prioritizing my now and my next,

00:51:44 which makes me more productive,

00:51:46 more accessible, and more gracious.

00:51:47 Makes me more efficient, effective,

00:51:49 and statistically successful.

00:51:50 One thing I've learned about the confirmation of pursuit,

00:51:54 which is prioritization, is it's also the antidote

00:51:57 to feeling overwhelmed or procrastinating.

00:52:01 If you know how to prioritize, if you know what to do now,

00:52:04 you'll never procrastinate.

00:52:06 If you know what to do next, you'll never feel overwhelmed

00:52:08 when you know what to do now and next,

00:52:09 because, see, in me, it's a confirmation prioritization,

00:52:13 number one, that you're abundant,

00:52:16 meaning you can't have more than enough to do

00:52:19 unless you live in the world of more than enough.

00:52:21 So anyone that feels overwhelmed,

00:52:23 you should say, "Thank you, I have more than enough to do."

00:52:26 My bigger issue is, can someone help me prioritize

00:52:29 what's important to me in a trajectory

00:52:30 of where I think I wanna be, giving meaning

00:52:32 to what I've learned from the past

00:52:35 instead of giving it fear?

00:52:36 And if I can do that, instead of searching for my why,

00:52:39 I'm applying it.

00:52:40 - I mean, I absolutely love that.

00:52:43 And your command of the English language is incredible.

00:52:46 - It's practice.

00:52:47 - It is, because you can rattle off

00:52:49 so many great adjectives really quickly.

00:52:51 - With alliteration, too, right?

00:52:52 - Yes. - A lot of Ps in there.

00:52:53 - Yes. (laughing)

00:52:55 I had to process a lot of them.

00:52:57 - A lot of people have to go back and watch my shit,

00:52:59 because there's a lot to handle.

00:53:01 - But what you said, I mean, if I may,

00:53:03 I'll attempt to simplify it just for my own edification.

00:53:05 - Please, for your audience, especially.

00:53:07 - Yes, what you're saying is all those times

00:53:09 that we feel overwhelmed because we have so many things

00:53:13 in front of us, that if we just take a minute

00:53:14 and be grateful that we have all those opportunities,

00:53:17 'cause if you make the choice,

00:53:19 and I play this game with myself all the time,

00:53:21 which would I rather?

00:53:22 - Yeah.

00:53:23 - It's the simple game, it works very well for me,

00:53:25 and I say, okay, I can go left, I can go right.

00:53:27 Which would I rather?

00:53:28 And I always play out which is the worst of the two,

00:53:31 'cause would I rather have nothing to do

00:53:32 or be overwhelmed and stressed?

00:53:34 I can assure you 100% of the time,

00:53:35 I'd rather be overwhelmed.

00:53:37 - You'd love to be stressed, though.

00:53:38 - Now, next, how do I not be stressed?

00:53:40 Prioritize. - Yeah.

00:53:42 - And I overwhelm my team a lot,

00:53:43 because like you, I am a high active,

00:53:46 I'm always focusing on putting so,

00:53:48 I don't believe in luck.

00:53:49 I think that luck is created

00:53:50 through the abundance of activity,

00:53:53 and the more rods I put in the water,

00:53:54 I'm just gonna catch fish,

00:53:55 because the fish have no other food but my bait to eat.

00:53:59 And so I do that with my team a lot,

00:54:00 where I'm just like, hey, by the way,

00:54:01 we just launched a new company,

00:54:03 or we just launched a new division,

00:54:04 or now we have this project, and they go,

00:54:06 we're overwhelmed, we don't have the resources.

00:54:08 But to your point, it's about priorities,

00:54:11 and how we prioritize what is important.

00:54:13 And we'll get there.

00:54:14 And I would rather, and I think I can speak for you as well,

00:54:17 I would rather fall because I tried to run too fast,

00:54:21 than sit still because I'm waiting for the right opportunity.

00:54:24 - Absolutely.

00:54:25 Yeah, it's all about pursuing my potential,

00:54:28 and how quickly I can run.

00:54:29 And you're nailing it

00:54:31 with why those core values are so important,

00:54:33 and so many people, it's the mindset,

00:54:35 the heartset, and the handset to utilize that,

00:54:38 and create the coincidences, the consequences,

00:54:40 the karma of your life,

00:54:41 which is attention and intention of doing,

00:54:45 saying, thinking, believing, and feeling something,

00:54:48 and utilizing the core values in order to accommodate

00:54:51 the overwhelmed abundance that you're blessed with.

00:54:53 My entire execution model of my business

00:54:56 is based off of what you just stated.

00:54:58 And so the execution model is that

00:55:01 there's more than enough options,

00:55:02 opportunities, and touches of favor.

00:55:04 And I love the fact that you play the either or game,

00:55:07 which is better, because my whole premise in life,

00:55:10 people are like, how can you believe, David,

00:55:12 in something bigger than you

00:55:13 that loves you more than your mom?

00:55:14 You can't prove that.

00:55:16 You're damn right I can't prove it.

00:55:18 There's no way I could prove it,

00:55:19 but I know this, that I can't think of a better thing

00:55:22 to believe in. - Sure.

00:55:23 - Like alternate, this is all I get.

00:55:26 - Yep, which would you rather?

00:55:28 Would you rather be isolated,

00:55:29 or would you rather be loved?

00:55:30 - Right, it's like past lives or future lives,

00:55:32 like people who believe in,

00:55:33 I believe in reincarnation of some sort, right?

00:55:36 And people say, how do you believe that?

00:55:37 That's so stupid.

00:55:38 I'm like, well, I have a choice.

00:55:41 I get 111 years here, or I get 111 million lifetimes.

00:55:46 I can't prove either one.

00:55:48 I'm going with 111 million lifetimes.

00:55:50 It's the exact same framework, man.

00:55:51 It's so important, though.

00:55:53 Like, why would you choose starving

00:55:55 when you could choose being full?

00:55:58 It doesn't make sense.

00:55:59 - It makes no sense, and it keeps people feeling lousy.

00:56:02 - Oh, and they put limitations.

00:56:04 Here's one of my favorites that is a new epiphany,

00:56:06 meaning of the past.

00:56:08 I tell people all the time,

00:56:09 not only do you have to do, say, think, believe,

00:56:12 and feel in the trajectory

00:56:13 of what you think you want in the future,

00:56:15 but double-check the meaning you're giving the past,

00:56:17 defining moments, inflection points, snapshots,

00:56:21 mistakes, failures, setbacks,

00:56:22 and even historical relevances.

00:56:25 You and I are Jewish.

00:56:26 You know when people limit themselves

00:56:27 because of the Holocaust?

00:56:29 - Or become a victim because of the Holocaust?

00:56:31 - I had a lady, when I spoke at the Global Summit

00:56:33 for Sports in France,

00:56:34 she limited herself because of the French-American War.

00:56:37 I asked her why she wasn't doing business in America.

00:56:40 There's so much opportunity

00:56:41 with her expertise in e-sports in America.

00:56:44 And she said, "Well, you know, the French-American War."

00:56:48 Like, what? (laughs)

00:56:50 Let's just create shit to limit ourselves.

00:56:53 And meaning of the past is absolutely a creation to say,

00:56:56 I can't do this because of something

00:56:58 that happened in the past.

00:56:59 - It's a need to be offended.

00:57:00 - Yeah, exactly.

00:57:02 - So there's one Davism,

00:57:03 and I call them Davisms in my head.

00:57:05 - I like 'em.

00:57:06 - I'm gonna go back in past.

00:57:07 I haven't heard you talk about this in a very long time.

00:57:09 I don't know if you still do, and maybe I just missed it,

00:57:11 or you've moved on and re-quantified it.

00:57:14 - This is good.

00:57:15 - But it moves me.

00:57:16 It's what I follow today.

00:57:17 It's how I am so active and get so much done.

00:57:20 It's a 64-hour day.

00:57:22 - Power 64.

00:57:23 - Do you still talk about it?

00:57:23 - Still talk about it,

00:57:24 still send the exercise out to people.

00:57:26 - Can you share it? - It's evolved.

00:57:27 - Can you explain it?

00:57:28 - Yeah, and so it came from graduating law school

00:57:32 and having a realization that they had hired me too early.

00:57:36 You're supposed to have four years of legal experience.

00:57:38 I was hired into this internet division

00:57:40 with four other people, with three other people.

00:57:42 I was four, but all the other guys were over 50

00:57:45 making millions selling books.

00:57:48 And so I started to think about,

00:57:50 okay, I'm not as skilled as these guys

00:57:52 that have been here forever.

00:57:54 I don't have the knowledge that they have,

00:57:56 but I do have desire.

00:57:57 I know my skills and my knowledge are my basement,

00:58:01 and my basement's much lower than them,

00:58:03 but my desire determines my delta.

00:58:05 And so I said, let me look at this mathematically.

00:58:08 Those guys are working at best eight hours a day.

00:58:12 Well, I don't have a family.

00:58:14 I don't have any kids.

00:58:15 I don't own a house.

00:58:17 I'm gonna go 16 hours a day, right?

00:58:20 16 hours a day productive.

00:58:23 And then I said to myself,

00:58:24 I'm gonna focus in on being more efficient than them.

00:58:27 And so I looked at everything in my life.

00:58:29 I did every hour, every day, every week, and every month.

00:58:32 And I created systems to even brushing my teeth, right?

00:58:36 I timed, I remember putting a calculator

00:58:38 with a timer on it 'cause watches didn't have them

00:58:41 as variable and there was no phones.

00:58:43 But I put this next and I said, on average for a week,

00:58:46 how much time do I spend brushing my teeth,

00:58:48 flossing, and I always take Listerine?

00:58:50 Well, what happened was,

00:58:51 I don't know if this happens to you,

00:58:52 I would brush my teeth and forget if I,

00:58:55 'cause I didn't have a system,

00:58:56 so where I would daydream

00:58:58 because it was earlier in the morning.

00:58:59 So it was six minutes on average.

00:59:01 I said, if I can cut that down to two minutes

00:59:05 by focusing in on always starting here,

00:59:07 going this way, going here, and finishing up here,

00:59:10 same thing with the floss,

00:59:11 and then squig the Listerine

00:59:13 and start the shower while I was in there.

00:59:15 If I could do that in two minutes instead of six,

00:59:17 it'd be 28 minutes a week, two hours a month,

00:59:20 24 hours a year.

00:59:21 I'd pick up three full days of productivity

00:59:24 by brushing my teeth.

00:59:25 - That's right.

00:59:26 - So I started looking at all that.

00:59:27 And so what happened was,

00:59:28 16 hours times twice as efficient became 32 hours.

00:59:33 Then the most valuable was this idea

00:59:35 of consistent, persistent pursuit of my potential,

00:59:37 statistical success.

00:59:39 Sales.

00:59:41 I was gonna be twice as successful.

00:59:43 So out of 10 sales, if I was getting one,

00:59:46 I was gonna get two.

00:59:47 By practicing.

00:59:49 - By being the best.

00:59:50 - Yeah, being the best.

00:59:51 So 32 hours of productivity became 64 hours of productivity.

00:59:55 I got eight days of productivity every day.

00:59:58 And then I did it seven days a week,

01:00:00 which became 56 days.

01:00:02 Days in one week.

01:00:04 So when everyone else was getting five eight-hour days,

01:00:07 I was getting 56 full hour.

01:00:11 So when I made a million dollars nine months

01:00:13 out of law school, got all the awards and everything,

01:00:16 my comp plan was 250.

01:00:17 I had a million dollars.

01:00:19 They're like, "Oh my God, you're amazing.

01:00:20 "You blew out the comp plan."

01:00:21 And to reward me, they cut my comp plan,

01:00:23 which I learned another great lesson.

01:00:25 But more importantly, I was giggling.

01:00:27 And they're like, "What's so funny?"

01:00:28 I said, "Well, I really didn't beat the comp plan.

01:00:32 "It took me 11 years."

01:00:33 Your normal rep, it'd be 11 years

01:00:37 before they could make the million.

01:00:38 So I wasn't as good as they were,

01:00:40 but I beat 'em with hours, efficiency,

01:00:43 and statistical success.

01:00:44 Now, I'm gonna give you the tip of the day on sales

01:00:47 under the rule of power of 64.

01:00:49 I do a sales training for the biggest companies

01:00:52 in the world now.

01:00:53 And it's called callback training.

01:00:55 Under the context of the power of 64, think about this.

01:01:00 We never had the size, scope, and scale

01:01:02 of the audience that we have.

01:01:03 You can ask in person, on the phone, via email,

01:01:06 and social and traditional media.

01:01:08 That's a lot of ass that you can get.

01:01:10 So instead of, in the old days with my roll of quarters,

01:01:13 calling from a yellow pages, I was limited to how many ass.

01:01:16 But because of this, see, the majority of the people

01:01:19 don't get back to you.

01:01:20 If you DM them, they don't get back to you.

01:01:22 If you email them, they don't get back to you.

01:01:23 If you call them, they don't get back to you.

01:01:25 And in person, they don't get back to you.

01:01:27 So what if you double the amount of people

01:01:29 that get back to you, and you keep everything else the same?

01:01:33 You'll double the amount of sales.

01:01:35 What if you quadruple it?

01:01:36 So I started the very basics.

01:01:38 I don't even wanna make you a better salesperson.

01:01:40 All I wanna do is teach you how to get people

01:01:42 to get back to you because there's so many people to ask,

01:01:45 and I can double, triple, quadruple,

01:01:47 or even 10 times sales forces by teaching people

01:01:50 how to get back to them.

01:01:52 - That is such an incredible lesson.

01:01:54 It's one I've used.

01:01:55 I used it at ADP.

01:01:56 I've used it to be a successful salesperson.

01:01:58 So for anyone listening, that is something

01:02:01 that you really need to master.

01:02:02 I wish we could keep going.

01:02:04 I'm gonna have to have you back on for a second episode

01:02:06 'cause we can just wrap up. - Yeah, please.

01:02:07 I'll have you on mine too.

01:02:08 - But thank you, Dave, for all of this time.

01:02:11 It's been such a pleasure to have you come

01:02:13 on the Jeff Fenster Show and share your wisdom,

01:02:15 your knowledge, your lessons,

01:02:16 and just to hang out with my brother.

01:02:17 It's been too long.

01:02:18 - I have three things I tell you.

01:02:20 I love you, I'm proud of you, and I always got your back.

01:02:24 - Thank you, brother.

01:02:26 Thank you so much for listening.

01:02:29 If you're looking to level up your relationship

01:02:31 capital game, then take a minute and text the word JEFF

01:02:34 to 33777 for a free copy of my

01:02:37 Network to Millions playbook.

01:02:40 The link will also be provided in the show notes below.

01:02:42 See you guys next time.

01:02:44 (upbeat music)

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