can I get rich if I just have a salary

yeah if you want to make a couple

million dollars 100% And can everybody

do that yes it's only not accessible to

you if you're a lazy piece of that wants

to do nothing none of this is rocket

science what you do so start with Cody

Sanchez has taken her experience from

Wall Street to become a

multi-millionaire investor and business

owner and now teaches millions of people

how to make money and be financially

free Cody if I set you the challenge of

building your wealth from scratch what'

you do okay step one you get with the

biggest baddest guy or gal you can find

who's already successful and you do

everything possible to provide value to

them and by the way it sucks but the

best advice for 20-year-old is to

realize that your 20s do suck but

everybody focuses on how much money you

make and start doing entrepreneurship

too early oh you can be a 20-year-old to

drive a Bugatti and play around with

crypto huge mistake focus on learning

and you're going to have no time for

anything except what your boss asks of

you but if you want to win and be

successful in life upfront pain always

leads to long-term gain how could I

manipulate or motivate you into giving

me a shock if you want to get in front

of a rich powerful person start with

where' you go from there make as much

money as humanly possible from your

salary and invest in other side deals

such as what I call gateway drug

businesses the business so simple that

you can run it even if you've never run

a business before but how can I buy a

business I'm going to have to wait till

I'm rich well there's actually way more

opportunity than anybody realizes

because there's three ways to buy a

business one

is this is a sentence I never thought

I'd say in my life um we've just hit 7

million subscribers on YouTube and I

want to say a huge thank you to all of

you that show up here every Monday and

Thursday to watch our conversations um

from the bottom of my heart but also on

behalf of my team who you don't always

get to meet there's almost 50 people now

behind the dire of a CEO that work to

put this together so from all of us

thank you so much um we did a raffle

last month and we gave away prizes for

people that subscribed to the show up

until 7 million subscribers and you guys

love that raffle so much that we're

going to continue it so every single

month we're giving away money can't buy

prizes including meetings with me

invites to our events and £1,000 gift

vouchers to anyone that subscribes to

the DI CE there's now more than 7

million of you so if you make the

decision to subscribe today you can be

one of those lucky people thank you from

the bottom of my heart let's get to the

[Music]

conversation

Cody if you could encapsulate your

message into a sentence what would that

sentence be but also

though who exactly would that sentence

be

for it would be the only way to have

freedom is through ownership and the

world doesn't want to give it to you and

that message is

for every human who's felt

disenfranchised and is a little bit of

tired of other people directing their

lives and wishes that they had their

hand on the helm

instead and I think in today's day and

age

ownership is something that people on

high say is bad you know [ __ ] the big

guys the rich people the owners and in

reality that's just them saying they

want to be in charge instead of

you who isn't your message for who will

it just not resonate with and work for

Black Rock black stone most billionaires

who already know this I mean I think

that is the answer though the the

message will not resonate with people

who think that they should own

everything and other people should ask

for permission it won't res with people

who um don't want to work kind of hard

it sucks to be an owner anybody who's

ever run a business has felt inside that

horrible feeling on Friday when you

don't have enough cash and payrolls

coming and you've got to figure out what

to sell or what to give up in order to

pay your employees that's an awful

feeling um so it's not for people that

aren't willing to do the hard thing but

you know it kind of goes back to what

what we know to be true it sucks being

broke just as much as it sucks working

hard and so choose your heart your

message has resonated really profoundly

with millions and millions and millions

and millions of people you've built an

audience of millions of people across

all of your social media channels it it

appears that you've hit culture and the

Zeitgeist with a particular message at a

particular time do you spend much time

reflecting on why your message is so

resonant um right now that's interesting

it's hard right now to not think about

politics in some way shape or form and

so I think when I think about politics

today what I really think about is who's

in charge right and so I do think about

why does one politician hit a cord why

does one not and and I think when I

think about my

message what hits me closest to home is

that for some reason um a message right

now is is feeling true for many people

in the world that there's a lack of

trust like trust in institutions trust

in governments and big corporations in

in the media you know I saw yesterday an

article about CNN this is fascinating

how many views do you think CNN got in

prime time for one week three hour

segments every day prime time for one

week in

May what do you think one show one show

three hours for a week the cumulative of

three three hour show correct five

million maybe I don't know

83,000 that's crazy lowest level of all

time Fox the highest was

186,000 think about what is happening

right in front of us the media is no

longer actually reaching the masses

because they've lost complete trust with

them in fact 30-year-olds right now for

the first time ever 30-year-olds have

more trust in you social media

influencers than they do the mainstream

media it's not the same for all age

groups but that is what I am seeing

right in front of us is we're like show

me what's real because I do not trust

puppets who parrot things from

teleprompters they know that you and I

are having a real conversation there's

no teleprompter in site when you look at

your notes look at your notes it's real

and I think that is what I'm realizing

with our message we have to be honest

because nobody trusts anybody right now

so if someone's just clicked onto this

conversation for whatever reason maybe

they don't know who you are maybe they

they you know they're just clicking

because they it's the routine that they

have by the end of this conversation

what do you hope they come away with

what do you hope they're going to be

able to um Implement into their lives

following this conversation how to make

more money and why it matters that you

make more money that's really it because

I think money is just a tool it's a tool

in your toolbox for you to be able to

have more freedom to do more things and

to say no more often to say actually I

don't want to do that at all and because

I don't want to do that I need money to

push back and so by the end of this

conversation I think you should have a

few ideas to be a little bit richer and

a little bit more free and can everybody

do that do you genuinely believe that

every think about everybody you've ever

you know and everybody you've ever met

does the advice that you offer yeah um

fit all of them is it accessible and

actionable for all of them

my gut says yes it's only not accessible

to you if you're a lazy piece of [ __ ]

that wants to do nothing you know if you

really want only to be given things you

want to ask permission all the time and

you aren't willing to work a little bit

earlier in the morning and work a little

bit later in the evening then you should

turn this off just like I don't know

what they're probably not watching you

anyway if that's this type of human

that's not you guys but for that type of

human this isn't going to work because

nothing that I offer is get rich quick

or go go buy this stock that's not going

to work um but it is things that I think

we knew early on somehow we got maybe

lucky with a few mentors but none of

this is rocket science which should be

really freeing for people to listen to

and who

you existential

question um you know I'm a former

Finance investor for 15 plus years

Investment Banking Asset Management who

finally because covid happened took a

little breather realized that I didn't

want to be like the managing directors

that I saw all around me and started

writing stuff online because I wasn't

doing Road shows selling Investments and

investing people's money for for a year

or whatever that was and because of that

started writing about the things that I

do and I kind of thought nobody liked

the idea of owning laundromats and car

washes and all of that and it turns out

a lot of people thought that was

interesting and I do think we kind of

hit this zeitgeist

of you know you saw it during Co people

left big cities right there they bought

houses in Cape Town or somewhere out in

rural areas right they got away from the

corporate job in office in suits and

realized God I don't want a 75 minute

commute I uh maybe want a little bit of

fresh air um into chicken coops a lot of

chicken coops these days and um and so

because of that they got interested in

these small businesses these Community

businesses and so I think I got a little

bit Lucky in the fact that that was

interesting to me I've done it for years

I've invested in those things forever I

started writing about on the internet

and then we got a lot of views and now

all of a sudden there are millions of

people that talk about buying these

small businesses or what we call boring

businesses I want to get into that but I

um I want to start with something that I

saw the other day on your Instagram you

wrote a post about your 20s and your

earlier life you said you think that

your 20s suck and that no one tells you

that when you hit 30 you become happier

and you offered sort of 32 pieces of

advice for people that are um in that

phase of Life focusing on in on your 20s

with the benefit of hindsight now when

you think about how you played your 20s

and how you'd suggest that maybe a child

you have someday or a friend that is 20

years old should play their 20s what is

the best advice for a 20-year-old the

best advice for a 20-year-old is to

realize that your 20s do suck that you

are probably drinking too much you're

hanging out with people that aren't the

best versions of themselves neither are

you you've got crazy hormones going on

you're going to Bar and hanging out with

people having a few to or many drinks

and then going to a job you kind of hate

because you're brand new into the

workforce and so of course you're doing

the worst thing humanly possible and

that's going to continue for like 5 to

10 years like you are going to do a

$65,000 a year job for two or three

years that sucks and you're going to

have no time for anything except what

your boss asks of you and I wish people

had told me that because if you see the

light of the end of the tunnel you're

like oh okay like I can do this for 2 or

three years I can learn I can grow and I

can suck it up for 2 to three years

and then after that I get a little bit

better and a little bit better and a

little bit better um and so the advice

would be when you have a foot in your

nail which is what it's like when you

start your first job being 20 don't you

know try to ignore the fact that it's

painful it's there like it's there it's

real it sucks and I wish somebody had

told me that because these days

everybody's like no you can be a

20-year-old and drive a Bugatti and you

know I don't know play around with

crypto not real not real and then once I

learned like okay this sucks and I can

deal with it then the next thing would

be everybody focuses on how much money

you make when you're in your 20s huge

mistake the only thing you should focus

on is learning how can I think about my

salary like putting pieces of cash into

my brain how can I learn as much as

possible how can I come and work an

apprentice for somebody that I think I

might want their life one day and I'll

take the minimum amount of cash that I

need in order to fill my brain so that

my next step can be to make more money

but in the beginning too many people

obsess on money and I wish I hadn't

thought that way i' would rather learn

than earn when I'm young do you think

there's a different amount of work and

work ethic required in different seasons

of life so in your 20s should you be

working harder than when you're say 30

40 50 100% you can't have the same Stam

stamina I mean I you know I was

weightlifting the other day and I was

showing my less strong friend next to me

like this is how you do a deadlift and

here's I put another plate on there and

then you know blew out my hip you know

and I'm like now I'm I'm in like back

pain and you know I'm 37 I can't I do

not have the same stamina I had when I

was 25 physically you decline mentally

you decline and I think your work ethic

declines too and so you know you it's

really hard to keep going for 20 years

at 12-h hour long days you can do it but

it's much easier when you're 20 and so

if you know that then know let's

frontload the pain so that in my 30s we

can have a lot of fun you know my

husband who you you met is former na and

we always talk about how I think the

only reason we're kind of successful is

we just said what are the worst jobs we

can take when we're young where we can

learn the most we can hopefully I think

have something that's a Resume Builder

and then once we're in our mid 20s to

late 20s we can start reaping the fruits

of our labor but you know being an nav

seal sucks you do it when you're young

you do all the worst things when you're

young but then for the rest of your life

you're a [ __ ] former Navy SEAL you're

set because he front loaded the pain

when you look back over your career do

you um can you identify any sort of

light bulb moments where you were

exposed to information that caused a bit

of a paradigm shift as as it relates to

how you think about wealth because I I

had I've had a couple of moments and you

know to varying degrees but some real

standout moments where I saw someone

operate I was exposed to how they made

their money and how they built their

wealth and I thought [ __ ] nobody told me

this and I had the game wrong yeah has

there been those moments in your life

for sure

um I think the well there's there's

actually uh studies showing something

called economic interconnectedness which

basically shows that say you have a poor

neighborhood to the left and a poor

neighborhood to the right same uh

socioeconomic status so they both make

them around the same amount of money if

this neighborhood just has a few rich

people in it even though on average the

neighborhoods are the same and people in

the poor neighborhood interact with rich

people a little bit more on the left

than they do on the right if you go 30

years down the line the kids that just

had a few more interactions with rich

people are going to be richer on average

by 35% than the people in the same

neighborhood to the right except with

less economic interconnectedness and so

what that tells me is as often as

possible you want to be around people

who are richer than you sounds obvious

kind of but I don't think it's that

obvious you don't have to live next to

them you don't have to have their money

you just want to be around them because

it is contagious in some ways ideas are

contagious and this ability to see into

the future I think is contagious you

know if you think about it like you're

driving in a car the faster the car is

going the further the headlights have to

be able to peer into the future

otherwise you're going to to blow off a

cliff and so I think when people are

moving really fast they have a lot of

money and they have big risk to the

things they do their headlights are just

a little bit farther than the rest of us

and so I got really lucky because I

chose Finance Finance is full of people

who are obsessed with money I think

there's a lot of you know ethical issu

isues in that industry but all around me

were rich people so I remember one

instance uh really really well and that

was um I was in I was in Chicago at the

time I was working at Goldman Sachs and

um the head of the Chicago office was a

guy by the named Bruce and um Bruce was

a good guy he ran the fixed income

Division and after I left Goldman Sachs

I kind of stay in touch with a few

people there including Bruce well one

day I find out Bruce becomes the

ambassador to Canada I was like Canada I

don't even know if Bruce been to Canada

like he's not a how did that happen and

so I started talking to a few other

people and I realized oh you buy

Ambassador ships in the US and so you

could Google right now and see what the

average ambassadorship in the US costs

the answer it's about a million dollars

directly donated to a president plus a

couple million dollars donated in a pack

so Bruce bought the ambassadorship which

I thought was fascinating and I was like

[ __ ] I didn't realize that was for sale

like that's you just buy those things

that's so bizarre and that flipped my

perspective entirely to realize oh man

money really just is power and can you

imagine how wide open your ability must

be for abundance if you're like oh yeah

I'm going to buy a position of authority

in the world never even would enter my

equation when a lot of people think

about money and they hear conversations

about wealth I think some people kind of

cringe because they think of money as

being quite an ugly thing and and some

people think it's quite an evil thing

the the desire to accumulate more of it

they see as being I don't know selfish

or some maybe even manipulative or I

don't know you know so how how do you

square that for those

people I I mean first of all I would

just say you're never going to attract

it if you don't like it if you think

it's evil you're certainly not going to

make much of it and that sounds touchy

feeling I'm from Austin and I kind of

like crystals so maybe that is a little

touchy feely but it's the truth of the

matter it's just like women these days

who say all men are bad I can't find a

man I don't like men anywhere do you

think you're going to find one that way

you know if you say things like that are

you going to be in Partnership of course

not you're going to repel them because

you don't even like them it's the same

thing with money it's very common sense

when you think about it and so I always

like to think about money as it's just

that it's that tool in your toolbox it's

like so do I want somebody else to have

the chainsaw or do I want it well i' I'd

rather have it because I think I'm a

good person and I think that I could

help more people with it and so people

really need to lose the emotional

attachment to money especially if it's

negative um I think there's a lot bigger

issue with too many people thinking is

bad than too many people thinking money

is good and that's weird if you think

about it because the opposite is usually

what we're told right and in that

analogy of it being like a woman looking

for a man but saying that men are bad

Etc does the woman in that analogy but

also in the analogy of money also need

to feel like she's deserving of a good

man I do you need to feel like you're

deserving of money in order to attract

it I mean this may be Strays into things

like manifestation and whatever else but

you know do you have to feel like you

deserve to be rich do you think in order

to attract more money into your life

does it change how you make your

decisions how you show up negotiate

certainly I mean I think um I think the

truth of the matter is that if you want

to attract things the best way to get

them is to be great yourself so if you

want a great partner be a great partner

you know if you want to be rich you need

to start doing things where you're

acting rich and I don't mean by spending

but like what would a rich person do if

they wanted to achieve X Y and Z well

they probably work harder they surround

themselves with different types of

people and uh but then I realized

there's so many people that do not

believe in themselves and do have

negative stories they have to break

before they can take one tactic and do

anything yeah so I think you're right

first you got to believe it it is it

does feel like it's really the Crux of

all of this stuff because um the

evidence you have or don't have I guess

forms what we call self-belief and some

people who you know with all the will in

the world they just can't believe in

themselves because they deeper systemic

sort of self-esteem issues and I guess

this ties into the conversation around

like feeling like an imposter um and the

reason I I referenced this is because I

I remember many years ago as you were

talking a friend of mine saying that

when he finally got some money he just

had a huge sense of guilt because his

father had worked really really really

really hard and been paid a fraction of

what he had the money he had made so he

always had the sense of sort of guilt

with his money like he didn't deserve it

um like he was an imposter potentially

and a lot of people struggle with that

you know yeah they think it's for other

people yeah I mean I do think like where

your body goes your belief follows and

so I was at this event for women and uh

it was like pretty high up people in

finance and only females in the crowd

and it was the first time that I

realized that a lot of people have a

negative relationship with women because

the the facilitator asked everybody to

close their eyes with money with money

okay so the facilitator said I want you

to picture

money put your eyes closed picture money

and then have a visual representation

with your body of how you feel when you

hear the word money right so in my mind

I hear the word money I go money like

yeah give me more of that like it big V

right and yet when I looked into that

she said freeze open your eyes and so

then we open our eyes and we looked

around could you imagine what most of

these high-powered women looked like it

was like fetal position or like like

money we're like money we're like money

just very small

and that's when I realized oh of course

they're not going to get a ton of it

because that's their feeling with money

and so what she recommended that I have

since done with a lot of the women that

I've engaged with is say when when you

think about money all I want you to do

just make a big expressive movement with

your body like am i g to get that salary

yes I am you know do I want more of it

give it to me and I do think your body

ends up really determining how your

brain functions and Tony's talked about

this and a lot of other people that have

so maybe if you don't think you deserve

money I don't know how to fix your brain

right away but I do do know how to fix

your body which is just make a big

movement that tells your body that money

is good for you don't make a protective

small movement that makes you in fear

make a big movement that gives you into

abundance and so I that stuck with me

for a long time I find it interesting as

well thinking about who talks about

money because men talk about money a lot

and I don't know I don't know if women

talk about money in private but I know

my my male friends are all talking about

their money they're investing their

investment Etc and I wondered if there's

any sort of gender difference you've

observed because you speak to so many

people about gender differences as

relates to money well perfect example is

our audience across socialist is about

60 to 65% men and I'm a woman and yet

it's actually quite hard to get women

interested and engaged on these issues

interesting and so um you know I think a

lot of women first of all they think

it's a little a little cringe um you

know there's not normally Iz ation of it

so you know there's never a group where

women are getting together on the 19th

hole at a golf course and talking about

the deals that they did that week that's

very normal for men right where would

women all get together to talk about

their business aspects like I don't

think there exists a a container for

that and so um I'm big on this belief

that everybody should learn how to get

money especially if you're a woman you

don't have to go be a girl boss and if

you want to stay home and take care of

the the kids and be a Trad wife that's

amazing but understand where your money

is located understand how it's made in

your family understand how much things

cost what you spend um and it is there's

nothing more fun than making your first

dollar on your own it's very liberating

do you think money's seen as a masculine

thing investing wealth creation do you

think those are all seen as

masculine I mean Investment Banking is

87.6% uh male oh really yeah um the

finance industry in general is 65% plus

male so that would tell me yes feels

like a real inequality in society that

the people that are working in finance

are heavily male but also finance and

money is power right well I mean time in

career right I mean they just have had

longer to have access to that industry

and so I don't think there's some big

conspiracy theory happening I think what

happened is women haven't had the right

to to work for as long long um Finance

is the highest paid industry of all

industries that you could go into it's

also one of the most competitive it also

has one of the highest barriers to entry

a number of Licensing graduate degrees

Etc it's also one of the most

competitive to get into those positions

and so of course it's going to be

dominated by those who have you know an

unfair Advantage from more time

attempting to do this I think if you

history shows us anything recently

there's going to be more women in it

going forward so if I took you back then

if I took you back to your first dollar

and I took away everything that you have

but also I take away all of your

contacts yeah you can keep your brain

but you can't keep your contacts and I

set you the challenge in

2024 of building your wealth from

scratch what's what are the first things

that come to mind to get you going so

you're in a studio apartment you are

broke you have all the information you

have you have no contacts what do you do

am I allowed to be 20 again or do I have

to be you can be 20 okay if I'm if I'm

young why did you ask that well I think

um it's easier when you're young If

we're honest when you're young people

who have money they see themselves in

you at an earlier date if you got that

hunger I mean one of our rules in hiring

is hire people so hungry you're scared

they might bite

you and uh and so when you're young you

know you you've had this happen you meet

a young man who's just got that fire

right he doesn't know anything but you

can just see in him that he will do

whatever it takes he's here before you

he's here after you he's coming up with

ideas he's doing jobs to the point where

you're like chill bro like that's not

even your job right couple of them in

here right and what do you do with those

guys you're like I'm GNA help you why

because actually you see yourself in

them it's like a weird selfish father

mother thing we have we're like I see

you I remember being you I'm going to

help you and so if you're young what I

think you do is you get with the biggest

baddest guy you can find or gal you can

find and who's already successful who

you think has the life that you want and

you do everything possible to provide

value to them and that's probably a

bunch of Sweat Equity stuff that's

probably a bunch of [ __ ] in the

beginning but it's so rare like intense

competence is so rare and when you're

young I think you throw it away with

these ideas of like quiet quitting and

not engaging like that is your moment to

show that fire and then what happens is

you're only going to need to do that for

like a year or two with a few players

and you're going to move quickly because

if you are with people who have a ton of

resources what is your biggest

constraint in your business right now is

it money do you not have enough money

could you raise more if you needed it of

course do you need more attention no you

get hundreds of millions of views do you

need more ideas probably not you got a

lot of them what do you need people you

need people you need hungry little ankle

biters that are willing to do whatever

it takes and so people don't like this

answer but it's not like I would do real

estate I would do po podcasting it's go

find a person who is so rich but willing

to give you a

shot for as long as you can okay so

let's zoom in on that then because

someone's going to hear that now they're

gonna go cool got it Cody and they're

going to go on LinkedIn they're just

going to start peppering Bill Gates and

Elon Musk Etc you know what I mean so

let's make this a little bit they're

like this didn't work Cody El want

didn't text me back yeah so so when I'm

thinking about reaching out to these

individuals that are powerful and I

guess we could frame it in the context

of you you're a very powerful woman

you've got lots of opportunities and

probably less time

um than opportunities so how would I get

to Cody yeah how could I manipulate you

or motivate you into giving me a shot

yeah let's talk about two things one if

you want to get in front of a rich

powerful person start with concentric

circles so start with what's closest to

you so for instance who's the richest

guy on your block who's the richest guy

in your community who's the richest guy

that you can get to or G you can get to

start there there's no one there there's

no way first of all you're like seven

degrees of Kevin Bacon right so what I

would say is it's just a number GI game

there's somebody maybe they're only

making a couple hundred k a year but

that's like way more than you could ever

imagine start there MH so that would be

my first point and I think about that

like you know for instance you go to

school so everybody goes to school in

some way shape or form who do you know

who also goes to your school who is the

richest kid at your school can you get

to their dad or their mom right so try

to get to who's closest you that you can

physically touch and you can actually

engage with that human I would start

there because it's lower Stakes so one

if the richest guy on your block or in

your college uh that's a friend of your

you know that's a dad of one of your

friends owns a big sprinkler company

that makes a couple million dollars a

year start working with that and while

you're there give yourself a deadline

six months or a year learning at this

level and then level up who's now the

richest person times 2x you can get to I

think the biggest problem is people

confuse Fame with with being rich they

go after you and I we're not the richest

people I mean we do pretty good but like

we're not the richest and by the way who

has more

competition everybody's in your and my

email inboxes just because we have a lot

of of followers I would never go to an

influencer and try to play this game I

would go to the guy who runs a sprinkler

company that nobody is talking to at all

but he makes a ton of money and then you

you cozy up to this guy and you go this

is incredible what are you do you did

this with sprinklers how much does your

company make wo I want to be like you

one day can I intern for you or

Apprentice for you I'll do whatever you

want do you know what that is going to

feel like to a guy like that as opposed

to me or you or we're going to be like I

don't have time I have too many interns

so go where the water is the shallowest

is what I would start with it's so true

because I I'm sure both of us get just

hundreds and thousands of um messages a

year of people lit and literally will

stop me outside my office and say

remember this kid the other day about a

week ago stopped me outside of our new

office and said um he was stood outside

there and he had his like CV and a

little binder and he was like I will

come in and I will just clean the floor

and I'm that's not a great pitch because

I obviously I can't do that I can't have

someone come into my company unpaid

which is going to cause a whole PR

disaster when that leaks out into the

Press Etc but I wouldn't anyway um and

you I don't know what it was about that

but that doesn't necessarily make me

think that you are tremendously valuable

if you're coming in and offering to the

tea and clean the

floor so I'm so compelled by what it is

in that initial message that sometimes

in your case will just get you to pause

a second and maybe reply to the person

in a sea of DMS and messages is there

something in particular that spikes you

the only thing that spikes is some sort

of expertise you and I are only

interested really in one thing we are

interested in somebody who has a

understanding of the world that we don't

that can take us one step further right

you don't need another floor cleaner you

don't need another driver but if a young

kid reached out to you and they said hey

I've analyzed 542 YouTube videos of

yours here are the thumbnails that

actually work the best uh here's a bunch

that you have lately that I don't

actually think work here's the data

driven behind this I actually put

together a few mockups of it for you and

um and I reached out to these three

people that I think would be great to

have on your podcast here's why and

they've already agreed to it if this is

interesting I just wanted to forward

along this packet to you you might be

like hm that's interesting okay what

about that last line you used there I

just wanted to forward this onto you why

is oh yeah you never want to expect

something for a gift given I call it the

10x rule so I try to never ask for

something unless I have given 10s 10x to

a person and we have that across our

business too I think you should do that

with with young people so when I was

younger I have a lot of people that I

thought of as

mentors they would never know that they

were a mentor of mine and all I would do

is I would ask them one question so I

wouldn't go to famous people but I might

go to a normal you know kind of

high-powered exec in finance or

something and say like hey I was

wondering I saw you did this deal over

here um I was wondering why you chose to

invest in that company versus this

company you know if you had time for a

one- sentence reply that'd be amazing

and they might reply me one sentence

maybe one out of 10 people would and

then I would say thank you no need to

respond further this is really helpful

I'm going to go implement this in some

way and then I would reach out to them

in a couple weeks and I'd be like hey

that piece of information you gave me I

just did X Y and Z with it really

helpful thank you no need to reply just

letting you know that you made an impact

and that no need to reply and me

following up is so rare I wish people

realize that today that if you want

something follow through is worth its

weight in gold I mean one of the other

things that we do is when people reach

out to us and say stuff like we'd like

to do XYZ for you I say read this book

and I'll give them a random book and I

say Come Back to Me with a few XYZ

questions or things how many people do

you think actually come back I I think

I've had five maybe and so follow

through is so rare and what would happen

with these people and I still do it to

this day I had one guy who was um what

was his role H he was quite high up at a

company called State Street and I can't

remember what his role was but he said

to me one day I was in New York I had

played that game with him for probably

years like hey tiny little thing one

sentence of advice great thank you

here's how I implemented it again and

again and again maybe 20 times over the

course of two years and finally I was in

New York and he was in New York and I

pinged him and said I'd love to take you

to dinner I want to talk to you about a

few things and it was so funny because

as we sat down he goes this is the

weirdest thing and I thought oh no what

and he said uh I don't really know you

but I feel invested in your success I

was like I know you do because I'm

dripping on you for two years showing

you that a tiny little action which felt

like nothing to you actually made a

material impact on my life m and most

people don't get to feel that way so I'm

a I'm a young person I'm I'm Cody

Sanchez without anything you've managed

to get yourself nice and cozy with

someone rich and Powerful you're now in

there in a circle you're learning from

them where did you go from there yeah um

well the first thing that I would do is

you if you look back at my resume I

think I stayed at most jobs for like a

year and a half two years Max until I

was at one called First Trust where I

was there for five years because I had

ownership uh in the business and uh I

felt like I had skin in the game I had

control of my outcome but before that

and I really only stayed in jobs about a

year and a half the second that they

told me I couldn't progress anymore or I

couldn't have an option to make more

money I left and so in my opinion the

Young Generation does have it right that

you should not stay at a job for 20

years unless that job continues to allow

you to earn more and to learn more so

the second I wasn't earning more and the

second I didn't feel like I could learn

more exponentially I left so that's what

I think they should do and you basically

are you're kind of monkey barring

both how much you earn and what you can

learn to your next position and I think

that people too many people start doing

entrepreneurship too

early uh in my opinion because you can

learn on somebody else's dime as opposed

to going out and doing the brutal awful

thing that could put you 10 years behind

because you lose all your money and you

don't actually have enough knowledge to

do the job right go and work for a bunch

of entrepreneurs for five or seven years

and then once you've been sure that you

really want to be in the game and be an

entrepreneur then go do it but that's

what I would do I would Leap Frog to

positions of higher power and then

eventually I might become an

entrepreneur and in finance they have a

really cool thing that I think more

companies should do and that if you

leave your company you should try and we

should play it with you so when I left

First Trust the first person who wanted

to give me a check was my CEO so I was

like I'm going to go do something else

I'm going to build something else and he

he wanted me out of the firm he was like

I don't want you running the business

how you're running it now you need do it

my way not your way but we left ambly

and he said I want to be your first

investment like when you go looking for

investors I want to be it and I think

that is what employees should strive for

try to get your boss to give you your

first capital and if you're a great

employee they're going to be happy

too in order to Leap Frog you're gonna

have to do a lot of interviews so I just

wanted to pause there and and ask you

know when you're interviewing people

what are the red flags um and if I was

interviewing to join Cody Sanchez's

business this

Empire what's the best things that I

could say and do and what's the best

behavior that I could exhibit in that

moment yeah um people will give you

things when they think you know them

more than they know you and so what do I

mean by that I mean nobody I mean our

favorite word is our our name right for

every single one of us and we all like

to talk about ourselves more than we

like to ask questions it's just kind of

true for most humans so if we know that

to be true what do you want to do in an

interview you want to go in and say

Here's all the things I think I know

about your company I'm not sure because

I'm I'm not you I'm on the outside but

this is what I think I know about it

really impressed by this I think this is

great over here I'm curious about this

can you tell me why you guys made this

decision the interview should be showing

the

interviewer that you know almost

everything that there is to know about

their company and it should be done with

a lot of humility like I think that even

if you're certain that I think is

important and the second that happens

are ego gets to us and I go H this this

guy's pretty smart you're right that was

a good move that we did over there and

so that's what I think a lot of people

don't do too many people do shotgun

rounds which is really wide going after

a ton of different jobs as opposed to

sniper shots go after the three

positions you want aggressively knowing

everything about that company and that

boss you're much more likely to get it

than just to imply on indeed is there

anything else that is an immediate

turnoff you in an interview like an

immediate red flag if someone says

something or does something oh yeah

there's so many immediate not going to

hire you if you talk badly about your

last boss because the way you treated

your last person is probably going to be

the way you treat me immediately not

going to hire you second immediate not

going to hire you is if you talk about

all the reasons why something didn't

work and it's not your fault so if

you're victim mentality at all well this

didn't work because of this this didn't

work because of this third in the

interview is if

you at all start talking about um

this one's a little inappropriate but if

you come into my companies and you say

uh talk to me about work life balance

I'm not the place for you our companies

are hardcore there's not a lot of work

life balance we work hard so I'm not

going to hire you if you talk about how

much time off are you you know texting

on the weekends the answer is yes the

second uh point to that is I always make

the job seem worse than it is and so and

a lot of people who hire try to sell the

person this is why it's so great you

should come here my interview usually go

goes like this hey I want to ask you a

bunch of questions about your background

then I going to tell you all the things

that are really tough about this job so

you get the honest truth about it one

way or the other and then I'll wrap up

with you with you asking any questions

you want does that sound good they go

yep I kind of pepper them with questions

about them they go here's all the things

that suck about this job here's all the

things that are hard here's all the

reasons why it hasn't worked to date any

questions on that and the reason why is

because I don't want anybody coming into

my company and going God I thought it

was going to be better than this I want

them coming in and going oh okay this

actually is a

miserable and at some point from you

know you leap frog from one place to

another and eventually you have enough I

guess intelligence to to start thinking

about becoming an owner at some point

how do I make that transition from being

a team member or an employee to becoming

an owner if I only have a couple of

thousand dollars let's say I mean can I

at that point or do I need to become

rich to become an owner that's a good

question first I think becoming an

inside of a business is totally possible

and so you should ask your boss this

question which is in this business if I

am one of your top performers

consistently and make myself materially

important to the business can I get some

ownership in either this business or

anything else that we do and I am

willing to earn it or invest in it to do

that and so for instance at my companies

if you're one of the top performers you

can invest alongside me in some of our

other companies that's a finance model

that I stole so in private Equity the

reason why people in private Equity are

so rich is because all the the managers

of the company have an opportunity to

invest in the best deals so they can put

some money in and there's allowances for

people who aren't accredited investors

but are employees to actually invest

even though they're not accredited in

the US which is a really unfair

advantage and so I would ask your your

employer that question then the second

thing that I would do is I would would

try to see if you can earn still so you

can W to earn you can make as much money

as humanly possible from your salary and

then take the money from your salary and

invest in other side deals and I would

do that before I ever jumped into my own

business overall the problem I think

that came straight to mind when I think

about that is how when you start

investing in side deals you're you're

going to make a lot of mistakes and

you're going to lose a lot of money

because seed investing is tough anyway

but especially if you have poor deal

flow are you're not getting a lot of

deals it's just your mate Kevin who has

this idea for an app Kevin and he asked

for 25k yeah so you know I say this

because I had a a fairly famous actor

come up to me the other day who's very

young in his career made a lot of money

and he said Steve I don't know what to

do with my money Etc I don't know where

to invest it and he goes my mate has

this app idea and I oh God you know but

he that's that's the only deal he has on

his plate so he's giving his friend 25

or 50k for an app idea so um is that

smart to do or yeah that's a great

question no I think until you're rich

and let's define rich as until you're a

millionaire I would do zero startup

investing I mean zero because it's a 90%

failure rate you only invest in startups

when you want to get pretty rich because

you can burn some capital in order to

have a few home runs so instead I might

go to something like we're an investor

in this company so full disclosure but

there's a company called percent where

they allow you to invest in bond deals

that cash flow for small businesses you

could also do Equity deals in businesses

that cash cash flow um so I would stay

away from anything that isn't already

profitable that doesn't already make

money and I think once you have your

first million you can play that game but

until then you only want to do deals

where you're cash flowing and so that's

where I would start you could start with

something like percent you could also

start by talking to you know your

employer like I was talking about and

say hey in this business that we have

now how could I earn some equity and the

answer might be you can't like I don't

give equity and contrarian thinking my

media company because I want to own my

name forever I don't ever think I'm

going to sell this thing but if we have

cash flowing and laundromats and car

washes yeah you guys can invest in that

if you're seen as a marquee member of

the team so maybe find companies where

that's allowed too just on that point

just curious this is kind of a bit of a

tangent but if I'm a team member of

yours and because you said if you're a

marquee member of the team so so what if

I come to you and I say Cody can I get a

piece of that laundry mat yeah you turn

to me and go no you're not a marquee

member of this team mhm oh yeah for sure

what what you'd say to me yeah I I would

yeah I would say at this point people

who are allowed to have equity in the

company are people that I think we are

going to travel through time together

that means years or DEC you didn't think

I'm going to travel in time with you I'm

not sure yet I don't know you well

enough yet you've been here for a year

you know you run our social media

accounts you've hit goals but you

haven't absolutely blown them out of the

park yet you know do you think that if

you left the company right now we would

be unable to function without you and

the answer is usually like no probably

not okay so at this point Point you're

not a partner in the business yet you're

still at employee status but if you keep

taking on more responsibility and you

keep beating goals overall and you show

me that the business is better and would

lose steam without you then absolutely

you can invest but I learned this from

Jim Bowen at First Trust he did this

beautifully you had to pay into the

partnership to become a partner you and

that kind of sucked because you also

have to pay taxes on partnership and um

so not only do you not get money right

away but you have to spend money every

year because your partnership value goes

up and you have to pay taxes on it but

Jim made this big this big feeling at

the company about the chance when he

offers somebody partnership it was like

a

celebration and that is I think what we

want to do in our companies same thing

Warren Buffett does you know he allows

his employees to have equity in his

companies but only those that he thinks

he's going to travel through time with

and Warren Buffett has had the same 7

employees I think for like 20 years it's

you can go look at their Christmas cards

and nobody changes year after year after

year can I get rich if I just have a

salary do you think yeah you can you

can't get on the Forbes 100 list if you

just have a salary but if you want to

make a couple million dollars 100% I

mean Bruce Brucey Bruce back at Goldman

Sachs bought an ambassadorship and he

was only ever a salaried employee got

bonus too of course climbed the

corporate ladder and is probably worth

100 million plus now so why do I need to

buy a boring business you don't you

don't need to the problem is what if

Bruce gets fired what if your job

doesn't exist what if you're an attorney

now and you make great wages or hours

but AI does take your jobs what's your

backup plan so my backup plan might just

be I don't know I own some airbnbs and I

rent them out or something could do that

too Airbnb is pretty volatile market

we've seen that now and I think I like I

don't like Risk and so I think if you

want to get rich how do you get rich you

try to not lose money over time and you

try to have enough bets where you can

have an outsized return at some point so

you could just own airbnbs you could

just do real estate I don't really care

how people do it I don't think everybody

should own a laundromat or a car wash

but I do think you should have a backup

plan so one day when you want to retire

too you got some extra income coming in

so if I've got tens of thousands of

dollars or pounds yeah um do you think

what what do you think what would you do

with it I was playing this game

yesterday there's three business I

really like right now I really like uh

Senior Care Centers Senior Care Centers

okay which is interesting because you'd

go Cody I said tens of thousands not

hundreds of thousands but senior care

centers are interesting because there's

all these government grants and

allowances for the fact that we do not

have enough of them in the US and you

can turn a house with the right

licensing and Zoning into a senior care

center and so I won't get too technical

on it but demographics show we have a

huge aging population we need more areas

to take care of them and you can start

small

by having an independent living house

that has a rotating nurse you make 3 to

5x the rent on that as you do a regular

midterm or long-term rental so I like

the demographics of that one plus it's

not super Capital intensive because you

could rent the house out from somebody

else and then just layer this Assisted

Living Center on top of it um we had we

had to put my grandparents in in one of

these uh at one point because they

needed 247 care did you buy no but I

should have should have um I think my my

f their families are already like crazy

I could only imagine if I said the thing

is I'd like to cash flow on this be like

Cody get out of here I also really like

um I like businesses today that are

service-based uh but don't require a ton

of upfront Capital so for instance

window cleaning businesses I just bought

one of these it's called pinks with this

company called resi Brands but I love it

because I did it we have a YouTube video

that's going to come out and I was like

am I full of [ __ ] let's try this see if

I could actually do it so you need to

make

$384 a day in order to have a business

that does $100,000 a year if you only

work five days a week so I was like can

we make

$384 pre-selling window cleaning

services to somebody uh in order to

start this business and we tried it and

we did it and so um so I might start

like a window cleaning business a

pressure washing business uh a painting

business uh you could also buy one of

those

those are Trade Services businesses and

then the third type of business that I

always talk about are what I call

gateway drug businesses or semi um

semi-autonomous businesses like

laundromats or car washes the problem

with those are they're slightly more

expensive I just want to take a PO here

and just sort of get perspective on what

you're talking about for someone that

has no understanding of business so my

name is Nigel and I am 37 I've never ran

a business before I don't know anything

about businesses or investing or

anything like that what are what is it

you're telling me to

do and so and Nigel wants to make more

money Nigel wants to make more money he

wants to be an owner he wants to be a

millionaire in in 10 years time and

Nigel's willing to work hard he's

willing to work the hardest he just

doesn't really know what to do because

there's so many options and so many

conflicting things he gets he's hearing

all these words resi Brands he's hearing

like window cleaning power he's like

what what's she doing with a power

washer so if I was Nigel here's the

question I would be asking myself I

would be saying one do I want to keep my

job that I have currently or do I want

to not keep my job that's really

important because it's like am I going

to go work on something 24/7 or not I'm

not making enough money to completely

walk away from my job yet okay perfect

so that me little bit of savings yeah

you want a little side hustle that you

think could be your full-time hustle

right so in that case what I would start

doing is asking myself we have something

called your unfair Advantage Vin diagram

and what your unfair Advantage vent

diagram is is your skill set so what is

an Angel Good at and that that's as

simple as like maybe Nigel's in

marketing so he's actually pretty good

at Mar marketing maybe Nigel drives a a

you know an Uber or a car service so

he's really good at working super long

hours he's just got the Workhorse in him

then uh I add my network who does Nigel

know that could help him so that might

be like Nigel's brother is actually a

plumber he works inside of a plumbing

business so if Nigel figured out how to

buy a business he could partner with his

plumber brother-in-law or whatever and

they could do it together and then

finally it's like what gets you excited

and by what gets you excited I don't

mean an industry I mean Nigel loves

sales Nigel loves it he wants to sell

people stuff okay and the reason I talk

about this vend diagram like this is

it's a little bit more complex than

saying you should go buy a franchise you

should go buy a window cleaning business

or start those is because I think the

biggest reason why people struggle with

what to do next is they don't actually

know themselves and so if I was Nigel I

would say to you find what your vend

diagram is of the things that you think

you're good at your network is good at

that you could actually go either start

or buy a business on because the fastest

path to wealth is having some type of

ownership so I would start there before

I knew what I know now about business if

ID heard you say when I was 18 years old

just go buy a business I'd go Cody

listen I've got $700 left for my call

center job a month yeah like how can I

buy a business that's making millions or

hundreds of thousands I'm going to have

to wait till I'm rich Yeah well yeah you

can't buy it with your 700 extra bucks

but you could buy it with your sweat and

your time so there's three ways to buy a

business you can either use cash you can

use expertise or you can use time or

what I call Sweat Equity so think about

it right now I buy a bunch of businesses

I have a ton of cash you know what I

don't have a lot of operators I don't

have a lot of people who can go actually

run the business that I want them to run

but if had a young guy who was super

hungry and I could give him $100,000 to

go operate the business that I was going

to go run I would probably do that and

people do that every day in our

community and so for this young gun

you're not going to go buy the business

outright yourself with your own Capital

you're going to say I'm working 12 hours

in a call center right now I am

Relentless if you pair me with somebody

that knows how to run a plumbing company

and I just have to learn and do a bunch

of the [ __ ] to start the company and

grow the company or continue the company

would you partner with me and they're

not going to be able to partner with a

Steven or a Cody probably at FR at first

but they might be able to partner with

you know somebody uh somebody's dad that

they know and so like for instance we

had a young guy in our group I'll change

his names to Adam since I don't know if

if I'm allowed to talk about it or not

but let's say so Adam was 19 years old

Adam worked inside of a marketing

company and he had never run a business

before didn't have a lot of cash Adam

went to the senior partner of his

marketing company that he worked for and

said like we have this vendor over here

that we do some stuff with they do all

of our graphic design work uh they're

really good the guy's kind of done with

running this business like I don't think

he wants to keep doing it I was talking

to him about the other day what if we

bought this business and I ran it like

all integrate it for us all bring it

into this company and I think we can buy

it with just a percentage of future

profits we bring in which is called

seller financing and the marketing head

was like if you think you can get that

deal done yeah yeah sure and the guy was

like okay Adam says well if I do that

can I have part of the company for

bringing it over and he said well yeah

yeah I mean I you I don't have to put in

capital to the deal I have to put in a

very small amount of capital you're

going to run it and we basically have

like a risk-free trade because we just

have to pay them a percentage of future

revenue or future profit sure and so now

Adam owns a business that he's about to

sell because he basically partnered with

his his owner and so I mean you could

even think about that with your business

today if you're if you're a young person

working with step and you're like Hey

Stephen we're in this studio right now I

saw like a sign out front that says that

they're actually they want to sell this

studio space I bet we could rent out

this whole thing and uh we could

probably cash flow and make this a

profit Center instead of a loss center

for us if I could like a negotiate a

deal that was basically a seller

financed real estate deal for us would

we would you want to do something like

that I could help us run the the you

know rental of it now you might say no

to that first deal but you're probably

going to look different at that employee

100% And also I just want to explain

what seller financing is for someone

that doesn't know seller financing is

how 60% of all businesses get sold when

they're small businesses so it's very

normal seller financing just means this

that the seller uses a a percentage of

future profits to let somebody else buy

the business and um instead of you

having a loan or a mortgage for a house

they're basically saying hey my business

right now makes $100,000 a year profit I

want to sell it to you for

$300,000 um you go sounds good I don't

have

$300,000 and they go okay well why don't

I sell it to you for $300,000 over five

years and you pay me each year from that

$100,000 profit that we have could we do

a deal that way you might be like yeah

we could do that they've just got to

believe that you're going to be able to

grow the business yeah or not royally

[ __ ] it up yeah 100% which is you know

selling anything is a trust trade right

so these days we have to do less trust

when we sell something because we have

immediate trust in like a credit card or

money this is almost going back to

bartering days where it's like I'm going

to sell you this with the idea that

you're going to give me that it's a

harder trade but it's totally doable

it's funny because at the heart of all

of your messages Cody is this sort of

deep op optimism and belief that one can

just kind of bend the world and I say

this because you know whenever we're

talking about this hypothetical young

person everything is kind of just yeah

just go ask this person to do this and

but and I was just as you saying that I

was thinking I resonate with that

because I was that 18 year-old kid that

was just sending off the emails and

asking people to help me and whatever

else but I don't think the vast majority

of people have a deep internal belief

that they can kind of just mold the

world yeah it's so true you know what I

mean just like bend it in this direction

they think it is how it is and you you a

role within it not that you can just

like yeah just go to a guy and knock on

his door and offer him this and you're

actually so right what I mean yeah it's

true it's a it's a bias that I think you

and me have because we've been exposed

to the fact that you can't actually just

bend the world around yeah you just got

to watch one person do it and then you

go oh I'm a wizard too you know we're

all wizards um is this your banister

effect idea that I heard you talk about

oh yeah that's right so well there's two

things I want to talk about one is

you've heard of of Steve Jobs um reality

Distortion field

leely yeah so Steve Jobs was known for

having this energy that basically made

other people around him believe that um

they could change the world that they

were Unstoppable and so he would talk

people would talk afterwards after he

died about how he'd come into their

office and he'd be like we're going to

ship this Pro product in 24 hours I know

we were going to do it in 3 weeks but

we're going to do it in 24 hours he

would get them all riled up and then

they would ship it in 24 hours and after

the 24 hours were done they would kind

of be like you know coming out from a

blackout like what just happened how did

he talk me into that that's his reality

Distortion field which I think is

fascinating because we all actually have

that ability his was really strong but

for nerds Star Wars nerds like I am out

there it's it's like the force you know

it's if you actually believe that you

are capable of something it's weird what

you can accomplish amen I think so amen

yeah you know um so I like to you know

if if you want to get a reality

Distortion field reading the biographies

of billionaires is really powerful I'd

rather read 10 uh billionaires

biographies than 200 self-help books

because they've actually done it and so

uh I think it's who's the guy that wrote

Steve Jobs book is it abramof Walter

Ison Walter Isaacson yeah Incredible

Book to even listen to to see that

reality Distortion field Elon Musk is

the same I mean I I spoke to Walter and

he he told me that Elon has this just in

obsessive AB

to just assume that everything he's

being told is basically not true I.E if

someone says something takes eight 8

months or something he he seems to just

reject that idea on site and he

immediately asks about the core

components of the challenge so he'll

immediately go right down to the roots

of the problem Y and from there he'll

figure out that in fact it can get done

in eight days and I and I just don't

think people understand the advantage of

saving that amount of time on on big on

any challenge you have in your life on

figuring out a way to make it happen

faster because one of the great

currencies of all of our Lives is just

the time that we have and some people

are like some people will take three to

four years to start a business that with

your information and that your

understanding and your bias would

probably take you 90 days yeah that's a

three like a three year emth saving on

life just because you have this sort of

urgent bias you have this bias towards

believing that all these deadlines are

actually just um I don't know a [ __ ]

yeah I mean one of my favorite mentors

told me a line that changed my life

which was um it was Bill Perkins I asked

him why he's so successful in so many

aspects of his life damn near a

billionaire and uh and he said the only

reason that I am successful is I'm

faster than everybody else by the time

they have thought about an idea taken it

to a meeting and started to move I have

already made three mistakes and found a

faster way and so his bias on speed is

fascinating if you ever hang out with

guy it's wild you know I'll be like can

we schedule a meeting he's like I'm

calling you right now um and so he just

moves quicker so in our companies we

implemented something called the 24-hour

rule which was this idea that if we want

to win we have to have a bias towards

action we have to decrease our time

between thinking about a thing and doing

the thing and so most people say well

I'll get back to you on that next week

right get back to you on that next week

hate that line that is where dreams and

money goes to die instead I say can you

get it to me tomorrow if all we do

different than our competitors is they

take a week to do things and we get it

done in a day I don't have to be richer

smarter or better I'm just faster and it

drives my team crazy many times but I'm

not smarter I'm really not I'm just very

fast at a few things and I ignore a [ __ ]

ton of stuff that I don't think is going

to move us

forward you're you're the same I've seen

it with your team you know we've gone

back and forth with your team and then

you'll be like let's just do this one

thing right now instead I'm like oh yeah

okay I sense MH I think speed is the

consistency it's Chris and I were just

talking about this I got annoyed the

other day because I was

um you know what happens is people

overthink things and in this day and age

it happens more and more they they think

about the thing and they confuse

thinking with work and more often than

not thinking is not working and this is

where people will yell at me on the

internet and go well if I just don't

think about anything and I move really

fast I could move fast in the wrong

direction yeah you could but just

iterate move fast and iterate MH and

that's what most people don't do and so

I'll tell my team all the time you're

thinking about this way too much make a

decision in 30 seconds what's the

decision I'll tell you if I like it yes

or no I like the decision move forward

and so ask yourself that in life it's

like Mel Robins 1 2 3 4 5 get out of bed

yeah mine is 30 seconds to

decision I was it reminds me of a I

think it was an sas former SAS soldier

that I was speaking to and he said his

friend was going through a lot of

problems in his life going through a

divorce etc etc and he asked he called

him and asked him for advice he said

you're an sas you know Soldier what

should I do and he said when you're in

the middle of the woods and you're

feeling lost start walking yeah and it's

a nice metaphor for life which is you

you could you you'll die of starvation

just stood there overthinking about your

problems lost in the middle of the woods

but if you start walking you'll gain

some information you'll gain you'll gain

your bearings and I think especially in

my earlier career I was certainly a

victim of like procrastinating myself

into a hole with with a with a big

business problem but even this morning I

had something this morning my team in

the UK was speaking to me about a quite

quite a critical business decision that

I had to make and it's now in my old age

that I

realized

uh I realized I almost said like a flash

I like an older version of me was would

would spend three months trying to get

this decision right but a more mature

version of me knows that there is no

perfect outcome there's pain on all

sides of this

decision so I have to write this long

ass like essay memo this morning and

sent it into a person in my one of my

offices in in in Europe and it's so

crazy that they responded this person

responded within because I was so like I

was so concerned about what they might

say and how it might and they responded

within 4 and a half minutes and they're

like yeah cool got it I actually agree

and no need to call me because I I

completely understand and I thought

[ __ ] hell that could have taken 3

months of us all in a boardroom

deliberating how to break this news 100%

it's interesting it's funny because the

people that are most experienced in

business seem to be the most intense and

I think this kind of gives the clue as

to why yeah you know one thing I've also

realized if you want to if you want to

get higher level

positions one of the other things you

can do to get their faster I think is

your speed of communication it's not

even your speed of action so if you're

in an interview don't Bumble [ __ ] your

way through the interview think about

exactly what you want to say with as few

words as possible and be as direct as

possible in it and I've realized there's

a huge correlation in our Executives we

hire between those who are good they

speak fast they are clear and they don't

waste other people's times you know

there are a couple Executives I still

have at some of my companies and there

are two that I know I have to move on

because they're not fast enough and

they're not fast enough in their

communication I should have seen that

UPF front and I think the way that you

communicate is often the way you work

and it doesn't mean that you have for

instance I don't respond to all text

messages you know I don't think that

every single thing that comes in front

of me needs to be handled I probably let

40% of things go

unanswered and 20% of things I am on top

of it like sauron's eye and Lord of the

Rings I'm just watching if if I was to

look at your business do you think that

your highest performers is there sort of

a correlation between how much how much

they talk and how much they don't there

is a correlation between having no

patience for wasted time interesting

tell me so for instance one of my guys

here Tanner he's like oh man I can't

engage with this human because they're

always talking to me and I don't really

have time to do that and that is what I

have found with high performers they do

not like when you waste their time and

so you know if you think about the

typical office life why do we not like

typical office life because people come

in it's like water cooler [ __ ] talk

nobody really says anything you ask

about the kids you don't know the kids'

names what happened this weekend you

don't really care High performers are

not interested in that why because you

want to perform you want to talk about

interesting things that move you forward

and then you want to go live your life

you want out of the office I found

low-level performers they actually want

to waste time during the day because

they're not trying to execute they're

trying to just show that they are there

and there's a big difference between the

two and every time I hire a low

performer it's because I ignore that

point you

know which point the urgency the lack of

urgency in time yes yes I forget about

it in the interview you know and it's

really important to pay attention to

those types of people in your life who

are the people that just are okay

wasting your time because what does that

mean if they're okay wasting your time

they're definitely wasting their time

there was a phrase that I read in your

work where you use the phrase obsessed

not interested oh yeah and I really love

that I actually screenshotted it on the

way over here today and I sent it to

some some of my team members that I talk

about this a lot too about this idea of

obsession and specifically the team

members that are on the Forefront of

really hiring people because there is a

big correlation between the outcome of

someone who is obsessed versus someone

who isn't yeah and the obsessed people

are just always the best they win you

know I was with Carl Rove again who's

like not a popular figure but he was

chief of the chief of staff Deputy Chief

of Staff to George W bush and is like

one of they call him the architect

because he Architects most of the

Republican races in this country and so

whether you like it or not I'm I don't

really care I don't need to like

somebody to learn from them doesn't

matter to me and so I I had him on the

podcast to hear like what does it mean

to like architect the centers of power

that's fascinating and um when I was

talking to him what stood out to me I'd

been in meetings with him multiple times

and at his house a few times for for

fundraising events and I would watch him

and somebody would ask a question that

was like hey why did Bob Sanders and

Pennsylvania lose this Senatorial race

and his response would be like well we

lost it by you know 1,200 votes on the

third Friday on like December 4th 2012

and the reason is because we didn't have

this segment of the population come out

and then he would do that for like five

locations across the country and I

remember I asked him I was like do you

have a photographic memory and he's like

absolutely not I only have one about the

things I'm obsessed with and I think we

all actually have that like you've met

friends where like they know every scho

score of a football game for Manchester

United ever do they have a photographic

memory no they're obsessed and so if you

can find people who are obsessed with

the thing that you're doing it just

means they don't work hard they're just

like they they think of it as hardly

working because they're so intense on it

and they can't help themselves well I

was thinking of that as well as career

advice as you're saying it because if

I'm trying to figure out where to place

myself to end up in the best place in 10

years from now I should be placing

myself against my my my true obsessions

and you can't have fake obsessions yeah

true you can't have a fake Obsession you

can't be obsessed about something you're

not because it's like what are you doing

at what video are you watching on

YouTube at 3:00 a.m. that's keeping you

from sleeping is my like sense check of

what I'm actually obsessed about that's

a great point and presumably that's

what's going to take me the furthest in

my career or is that would you I think

that's right and how do you teach

yourself to become obsessed with the

aspects of your business or whatever

that you need to like for instance I

think a lot of people think of obsession

like passion and hob

you know I'm obsessed with Manchester

United and you know that's my that's

where my obsession goes well are you

obsessed with it you know or could you

figure out that you're obsessed

with you're obsessed with the way that

you feel when you're in an environment