April 17, 2025 • 33 mins
Join us in this captivating episode of the Beyond Fulfillment Podcast where we dive deep into the inspiring entrepreneurial journey of Jay Sapovits.
Discover how Jay transitioned from a dry cleaning job to becoming a radio personality and beyond, showcasing his knack for connecting with people and creating something from nothing. With insights into moving cross country at 18, the challenges of launching a private jet company, and the venture into the elite St. Barts real estate market, Jay's story is full of unexpected lessons and pivotal moments that can offer valuable guidance to entrepreneurs, small business owners, and startup founders.
🔍 Key Timestamps:
00:36 - Cross Country Move at 18
03:21 - Connecting with People as a Tool
07:20 - Transition to Radio
11:44 - Launching a Private Jet Company
17:39 - St. Barts Real Estate Opportunity
21:07 - Reinventing for Success
28:06 - Advice for Aspiring Entrepreneurs
If you’re looking for entrepreneurial strategies and insights from successful entrepreneurs like Jay Sapovits, this episode is a must-watch!
Connect with Jay on LinkedIn: https://www.linkedin.com/in/jaysap/
Don't forget to subscribe for more inspiring stories and actionable advice to take your business to the next level. If you found value in this episode, please give us a thumbs up and share your thoughts in the comments!
#CrossCountryMove #Entrepreneur #LasVegas #UNLV #RadioPersonality #JaySapovits #JimFuryk #PGATour #Masters #RealEstate #StBarts #PrivateJetCompany #MarqueeJet #Merchandise #Swag #InkStores #Philadelphia #Broadcasting #Liberace #BusinessConnections #StartupChallenges #SalesStrategy #VillaRental #CustomerRelationships #PersonalGrowth #SoberLiving #Networking #EntrepreneurialAdvice #SocialMedia #GivingBack #CustomerService
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:00):
In today's episode, we'rechatting with the dynamic Jay Sapovitz.
Jay is a seasoned entrepreneurwith a fascinating trajectory that
spans across various industries.
From his adventurous leap toLas Vegas for college to working
as a radio personality,entering the private jet industry,
creating a successful PGA Tourevent with Jim Furyk, and even shaking
(00:25):
up the real estate market in St.
Barts, Jay's journey isnothing short of inspiring.
In this episode, we dive intothe pivotal moments that shaped Jay's
career, his knack forconnecting people, and the life lessons
he's learned while navigatinga range of diverse industries.
Plus, you'll hear his thoughtson what it takes to succeed in today's
(00:47):
entrepreneurial landscape.
If you're looking for insightson leveraging relationships and embracing
change in your career, thisepisode is a must.
Listen, get ready to bemotivated by Jay Sapavitz incredible
journey.
As always, if you found valuefrom this content, please like and
subscribe.
All right, Jay Sapovitz,welcome to Beyond Fulfillment.
(01:11):
I appreciate it, Dave.
Thanks so much for having me.
You got my name right.
Congrats.
That's a good.
That's a good start to the conversation.
Usually I go with either JSAP, right?
So, you know, a lot of peoplecall me jsap, and if we get really
close, which could happen overtime, then you'll call me Sappy.
(01:31):
And that's my real, real goodfriends call me Sappy.
That's where we give hugs eachevery time we see each other.
So.
But SAP a bitch.
You got it.
I love it.
Okay.
All right, so let's get into it.
How did that initial crosscountry move at 18 years old shape
your perspective on taking bigleaps in life and in business?
(01:53):
I mean, you know, look, thatmove started by watching my sister,
who was six years older thanme, go to college seven miles from
home, and coming home on theweekends and doing laundry.
So I saw that and it wasn'twhat I wanted for my life.
And I remember my bestfriend's brother was three years
(02:16):
older than he was, went out tounlv and my, my best friend said
to me, do you want to go visitmy brother with me at 16 years old?
And at 16 years old, I mean,you could really tell it was a different
time.
My parents were hands on.
They were hands off.
It's different than we woulddo it today.
I got on a plane, told myparents I was going on my quote unquote
(02:39):
senior trip.
In my junior year, I traveledto Las Vegas with my best friend
alone on a plane, and in 10days, I never stepped foot on the
campus of the college unlv andcame home and told them that Las
Vegas was the place that I wasgoing to go to college, and it was
the only school that I applied to.
(02:59):
So how did it shape me as an entrepreneur?
I think everything we doshapes us as an entrepreneur.
For me, it was less about howmuch distance I put in between myself
and, and.
And more about kind of a freshstart to just something different.
(03:20):
Right.
Like it was a big city and Igrew up in.
I, you know, I grew up inoutside of Philadelphia, but it was
a suburb and I wanted a big city.
And I, you know, New York isthe East Coast.
I just.
So I wanted something different.
And, you know, think about it.
16, 17 and 18 years old.
The glitz and glamour andlights of Las Vegas, Nevada.
(03:43):
The bells and whistles.
So, you know, how did thatmove shape me?
It expanded my thinking.
I mean, greatly.
You know, we drove cross country.
I drove cross country.
When I moved out there, Ididn't realize I could be in Tennessee
in a day.
I mean, literally, I lived myentire life and realized outside
(04:04):
of Philadelphia that I didn'tknow that I could get in my car and
be in Tennessee in a day.
Think about that.
Then I knew it.
Then I knew you could.
And then once you know you cando things that you never thought
about doing or thought youcould do, that's just kind of how
you get shaped.
So that's, you know, that'show I think of it.
(04:27):
In my world, a personal brandis invaluable.
A year ago, EasyDC was brandnew with just a couple of customers
and no online presence.
Then I found Hicks Marketing.
They helped me amplify mypersonal brand, build a solid content
strategy, publish my podcast,and 10x the number of customers we
serve, all in less than one year.
(04:49):
Do you need a marketingpartner who gets you and cares about
your success?
Reach out toaliciaxmarketing.com for more info.
And tell her Dave Gula sent you.
And what was the pivotalmoment that you realized your knack
for connecting with peoplecould be such a powerful entrepreneurial
tool?
I.
I just watched my dad do it mywhole life.
(05:12):
He was the garbage man, CEO,you know, business owner, treated
everybody the same.
I didn't really equate thatskill with being an entrepreneur.
I didn't understand it.
I didn't.
But then I was very fortunate.
(05:33):
I got a job when I was in LasVegas with a guy by the name of Vic
Plassman who owned Steiner Cleaners.
It was right across from the university.
I could walk to work.
And he was the dry cleaner tothe stars.
And Vic was the greatestpeople person I ever met in my life.
He did Liberace clothes.
We did J.J.
walker.
J.J.
(05:53):
walker, Dynamite did our commercials.
And we did seven of the top 10Las Vegas Strip.
We did their clothing rightthe go.
And you see the bags that arehanging, the people actually use
those bags that hang in thehotel rooms.
And we dry cleaned their clothes.
And I would just watch himconnect with people and then connect
(06:17):
people that he connected with.
So it was just for observationand you know, it's the old Maya.
I'm actually coming to you today.
I'm in Augusta, Georgia.
I'm at the Masters.
I know this is going to airlater, but I'm at the Masters this
week and right now I'm in alibrary in Augusta called the Wallace
(06:39):
Library, which is an oldformer segregated library that's
now dedicated to all black culture.
And it's fascinating, thisplace, right?
It's just a great piece ofhistory in Augusta, Georgia, outside
of the Masters.
And it's the old Maya Angelouquote of, you know, it's how you
(07:04):
make people.
It's.
It's about how you make people feel.
So I watched other people makepeople feel great and realize that
that's the key to success islike putting people together in the
right room, whether they dobusiness or not.
Put two people that have greatcommonalities or thoughts, or they
(07:24):
push one another or expand oneanother's worlds, you're always going
to end up the winner whetheryou get anything out of it or not.
It's just a principle thatI've seen and I'm a visual learner
and learned and now do often.
Okay, and why did you decideto take the unexpected leap from.
(07:49):
From the dry cleaning job tobecoming a radio personality?
Well, so it's funny because Igot my first opportunity in radio
because of the dry cleaning job.
So one of the guy by the nameof Mark Ratner was a customer.
Mark was the head of theNevada State Athletic Commission.
He was a customer.
I helped him.
He liked me.
(08:11):
He owned the UNLV radio broadcast.
This is 899090 91.
The years.
They were great with LarryJohnson and Stacy Ogman and Greg
Anthony.
I'm a fre and sophomore incollege, freshman at the time.
Because he liked me, he had anopportunity for someone to be the
radio producer, engineer.
I was on the campus radio station.
(08:33):
He.
He spoke with Vic at the drycleaners, shared that he wouldn't
take any of My hours from himand I would do this separately but
I traveled with the UNOBbasketball team, those great teams
in 89, 909091 as the radioproducer engineer again because of
a connection.
(08:54):
So it wasn't a jump from drycleaning into radio.
It was, I was radio was what Iwas going to college for broadcasting
and I worked part time at adry cleaners and the part time job
filled my full time ex, youknow, job dreeps because it was a
(09:15):
great resume builder and itended up leading to me being on air
in Philadelphia Top 5 radio station.
At 23 years old, I wasliterally youngest talk show host
in the history ofPhiladelphia's all guy, all not all
guy but all sports, all guide talk.
The first format like thattalk radio station in 1995.
(09:39):
So you know, this is aconnected world where people want
to be connected, Dave.
They want to be part ofsomething bigger than themselves
and they want to be part of groups.
We're not isolated creatures,human beings.
So I've just always kind oftried to be that connective glue
and you know, my story is very relate.
(10:00):
I, I tell people I can relate.
I can, I can tell you whereI'm sitting today.
I could draw a straight lineback connecting dots to the dry cleaners
in Vic Plasman in Las Vegas, Nevada.
It's crazy.
Wow.
All right.
And how did your experiencewith the PGA Tour event alongside
Jim Furyk solidify your beliefin your ability to create something
(10:24):
from the ground up?
Very simple.
I had identified anopportunity because there was a gap
in Philadelphia.
I recognized as a talk showhost that Philly was a, in its mind,
a first class town that onlyaccepts major league sports.
(10:47):
And there was not a PGA Tourevent in the city or anywhere around
it.
There was a Senior PGA Tourevent before they called it the Champions
Tour.
And I knew Jim was from the area.
Born in Westchester,Pennsylvania, grew up in Lancaster,
Pittsburgh Steeler fan.
But we'll deal with that.
We deal with that separately.
I still deal with that separately.
(11:09):
And what I recogn, what Irecognized Dave, was that if I could
figure out a way to bring atitle sponsor to a major event and
I could get Jim Fury to sayyes to doing it, we could put a one
day Skins game togetherbecause the Skins was a very hot
format.
You know, it was every Friday,Black Friday, Thanksgiving weekend,
(11:31):
Saturday, you know, type eventthat people loved because it was
exciting and gambling and thewhole bit.
And I, I was able to get thesponsor because I had a relationship
that I had coveted throughsome golf events.
That we had built for the, theenergy company in Philadelphia.
I asked a very simple question.
(11:51):
If I could get the bestgolfers in the world, Tiger woods
aside, to do a one day skidsevent, would you be supportive of
it?
And they said yeah.
And then we put a number ofwhat that support meant.
I had no golfers.
And then I cold called half adozen different folks just to give
me some options.
Agents, sports agents.
(12:12):
I got the list of the PGA Toursports agents.
Cold called a guy by the nameof Andrew Whitley, who was Jim's
agent to this day my bestfriend in the world.
And I went up and met him inhis office with a dinky little PowerPoint
presentation that I puttogether and I told them how I was
going to build a milliondollar event for Jim Furyk.
(12:33):
They believed me and I did.
And the event ended up lasting11 years.
I divested my, my, my share.
My.
I owned it after four and remained.
In fact, I just played inJim's the Champions Tour events.
The constellation I just played.
That's the, that's the born ofthe Exelon Invitational.
(12:55):
And I just played in Jim's event.
And I remain really goodfriends with, with him and Tab and
it's.
It's been fun to kind of growup together.
Wow.
Incredible story.
All right, and moving on, whatwere the initial challenges and the
unexpected lessons that youlearned when launching the startup
(13:17):
private jet company,Especially without prior experience
in that industry?
Yeah, so it was weird, right,because I started selling private
jets before I even knew whatone was really.
I mean, my dad was a schoolteacher, my mom was a bookkeeper.
We were as far from privatejets as you could ever imagine.
I did know a gentleman who wasa corporate pilot, but I didn't really
(13:37):
know what that meant as far aslaunching the company.
You know, that's really that.
The founder of the company isKen Dichter.
You know, I was a sport playerbut on the startup team.
So, you know, all the creditto Ken.
I mean he's the guy who got itoff the ground.
(13:58):
He's the one who sold RichardSantoli of NetJets.
I was in the execution phaseof the startup team to make that
reality come to life byfinding high net worth individuals
who would believe in ourmission statement and value proposition.
(14:18):
And we were able to do that fast.
I mean we went from zero to900 plus million in four and a half
years.
We were the fastest growingmarquee jet was the fastest growing
company known to Matt.
I mean we had an amazinglydeep level of Talent with the company.
(14:39):
You know, Ken Austin, ourbusiness development guy, went on
to found Tequila Avion, whichwas a massive success.
And you know, listen, KenDichter's the most talented entrepreneur
I've ever, ever known.
So yeah, to me, you know,again, I, I call myself, I put one
of, you know, one of thefounders because I was, I was part
(15:01):
of the early stage team, youknow, top 15 employee who sold.
So I haven't added the numbersup, but I could tell you I only got
beat by one guy ever in salesin a month.
So those records, thoserecords still stand after 20 some
years.
But look, you got to have salespeople.
(15:23):
I mean, you got to have peoplering the bell.
And I think what it taught meis that everybody plays a role inside
of a company.
And for Marquee Jet, my rolewas to ring the bell, create the
revenue.
I did.
And it's why after 24 years,I'm still partners with, with Ken
Victor.
And it's why I've created deepand meaningful relationships with
(15:44):
the people who I worked withat that company.
You know, that's what happens, right?
You're with the company, thenyou're with a new company.
When you win, you have deeprelationships with the people that
you win with.
When you lose, you tend not tohave deep relationships with those
same people.
So winning's just better.
Everyone loses.
I mean, if you're in the gamelong enough, you're going to have
some hits.
But yeah, I mean, for sure,it's, you know, playing a role is
(16:08):
exceptionally important in anyentrepreneur's life because you can't
always be this, you can'talways be the boss.
I mean, somebody, somebody'sgoing to come along and want your
skill set.
And if you're willing to rentit to them, you got to do what their,
their needs are.
And yeah, the best onescompensate you.
For which I always felt wellcompensated and valued.
(16:28):
So that's what said.
That's what I'd say I'dlearned the most.
Okay.
And you also had a real estateopportunity in St.
Barts that you, youcapitalized on.
What was it about that elitemarket that drew you in?
Wow.
(16:48):
You know, I had never been toSam Bart's.
Right.
I'm really good at creatingnothing from.
Or something from nothing.
Although I have creatednothing something from nothing before
too.
Or nothing from something.
So the Sam Bart's opportunity.
I had a relationship that Ihad formed in the villa rental space
(17:10):
and a longtime owner of a verysuccessful business was in a family
dispute that threatened toEliminate his business and he didn't
have either the courage or theknow how to fight the fight that
(17:32):
he was in.
So because he didn't havethat, he needed an outside entrepreneur
to help him.
And I was that outside entrepreneur.
So essentially St.
Bart's was always a closedshop in the villa rental world.
80% of the rentals weredominated by one company on the island.
(17:55):
They partnered with a US basedmarketing company.
The on island company told theUS based marketing company to go
screw themselves.
These are brother in laws.
The US marketing company saidno, you go screw yourself.
We own the customers andessentially we didn't have any.
(18:18):
As, as the representative ofthe US marketing company.
We didn't have any stake onthe island because we didn't have
any assets and it's a Frenchprovince and you needed to.
So I was deployed down thereto essentially get people who owned
villas in St Barnes to give usthe opportunity to rent their villas.
(18:39):
Breaking the 30 plus yearexclusive villa rental market of
St Barnes.
And from that we opened up areal estate agency to sell real estate
and completely dominated the,the, the market that, you know, they're
not my numbers to disclose,but let's just say we went 4x in
(19:00):
three years because of what,what, you know, the efforts that,
that we, that we deployed and let's.
Just dive deeper on that.
So being that it was a closedmarket for so long, how did you pull
that off?
I sat with people and talkedto them as human beings and told
them what I thought was goingto happen in the future.
(19:22):
You know, if you want to setBart's property, chances are that
you're successful and thatyou're smart.
So my sales tactic has alwaysbeen not to sell.
And what I mean by that is Igive smart people information and
let them draw the conclusions themselves.
So we were going to be in themarket, we had the relationships
(19:43):
with the customers.
They want their villa rental,they want their villas filled with
customers.
We weren't just going to goaway so you can stay with the company
that's been servicing your villa.
Right.
They could have it nice andclean for you.
But we're going to guide thecustomers that we have to the villas
that we rent.
And if it's not your villa,it's going to be some villas.
(20:05):
So it's not a threat.
But that's the reality andthey got that, they understood that.
So it was a very easyconversation for many because they
just what do people want ifthey own a villa rental?
They buy a villa on St.
Bart's they're there threeweeks a year, they rent it.
The other 51 weeks, they wantit filled.
(20:28):
So we've been filling it.
So do you want us to go toyour guests and say, hey, we have
another villa.
You should try.
It's awesome.
And there's guests who arereceptive to that.
There's guests who aren't.
They didn't want to take thatchance, and we didn't want them to
take that chance.
Listen, we got something good here.
Let's just keep it rolling.
It's a very easy pitch.
(20:49):
You just have to.
You just have to help themunderstand that we're not going away.
And this stupid fight that wedidn't initiate is a threat to them
for no reason.
And people don't want drama.
And I was there to assure themthat we don't either.
But, you know, we had a fightpicked with us.
(21:11):
And, yeah, if you have a fightpick with you.
I mean, you've got to.
You got to stand up for yourself.
Okay, and what was the turningpoint that led you to transition
into the merchandise and swagenterprise that you have within stores?
Easy.
I had a agreement if we fixthe villa rental company to buy it.
(21:35):
The owner gave me a number.
I came back to him in 30 dayswith the money.
He told me he didn't want tosell it anymore because I fixed his
problem and fixed his angst,and it was fun again.
And I left the company.
And when I left the company, I re.
And I'd always been in touchwith, but then re hooked up with.
(21:56):
With Ken Dichter, who was starting.
Starting a few differentcompanies and wanted me kind of in
the think tank.
And I got in the think tankwith them and picked one of the companies
that he was ideating, and we became.
We became partners on that company.
Now, the first iteration of itwasn't a massive success, and we
(22:17):
had to pivot, but we'vepivoted, and now Ink Stores is a
pretty good success story.
So, you know, if at first youdon't succeed, try, try again.
Yeah, love that.
And you know, Jay, you've beenable to repeatedly reinvent yourself
and find success in such adiverse range of industries.
(22:42):
What's the underlying driver there?
Yeah, I.
Look, am I really reinventingmyself, or am I just the same guy
that happens to be indifferent industries?
Right.
I mean, aren't I.
Aren't I who I am?
I behave the same way in theluxury villa rental world that I
did in the jet business.
(23:03):
In the.
In the swag world.
I connect people.
I try to do the right thingwhen nobody's looking.
I give people dignity andrespect and treat them with, treat
them in a way that they wantto be.
They want to be treated.
You know, rock stars likecelebrity or rock stars like regular
people and regular people likerock stars.
(23:27):
As far as the industry itself,I'm curious.
I think every entrepreneurthat's great is curious and keeps
pushing and asking questionsand finding out the answers and really
listening.
I'm able to adapt and adjusteasily because I'm not ego filled
to think I know the answers.
So I'm not always right, I'moften wrong and I allow myself to
(23:50):
be.
And I'm not embarrassed.
You know, I'm, I'm, I'm a, I'ma highly egoless person.
And that's.
As an entrepreneur.
Listen, there's two ways to doit, right.
You could be a supernarcissist, know everything and dominate.
It's not me.
I'm, I'm the opposite.
(24:11):
I try to surround myself withgreat people and get out of the way.
Yeah.
And you know, following up onthat, you've always had the, the
mindset of give before youreceive and, and helping others is
your, your primary driver.
I mean, where does that come from?
(24:32):
Yeah, I mean, look, on apersonal level, I've, I've had to
battle some demons.
I've got 28 years of sobriety myself.
So I think that, you know, 28is a long time.
28 years is a long, long time.
And you know, it's, it's justgetting out of self and you know,
(24:54):
the best way to get out ofself is to think of other people
and do by other people.
And you know, I think you getcaught in the thinking stage too
much.
So I try to just get into thedoing stage and you know, I don't
talk about it publicly much,but the people who know me know and
yeah, I just try to do theright thing.
So I think that they givebefore you receive or give with no
(25:15):
expectations.
To receive is a greatprinciple to, to live by.
And in my life, whenever I'vebeen the most giving and the most
generous without expectationof getting back is when somehow,
some way I've been able to getback the most.
You know, expectations are a.
(25:36):
Expectations erode and killyour soul.
So I think that if you couldjust live a life free of those expectations,
give without expectation of receiving.
Doesn't have to be money.
It can be your time.
I mean, I volunteer twodifferent, two different homeless
shelters a month.
(25:57):
You know, I reach out to guysAll I can to, to, you know, try to
put them and help them on theright path and, you know, yeah, it's.
Something happened today.
I almost went over the moon.
I had to stop and get a.
You know, I knew you and Iwere going to be in a little bit
of.
I was going to be in adifferent location because I'm on
the road in August.
I didn't bring my earphoneslike a, Like a, Like a dummy.
(26:18):
It happens, right?
So I stopped at a.
Stopped at a Dollar General.
Amazing.
Me stopped at a Dollar General.
The woman behind the counterwas amazing.
I said, do you know where theearphones are?
Couldn't have gone better.
She was so helpful and so niceand so sweet.
So I go get the headphones, Iget back in line and the, the guy
(26:39):
in front of me is complainingabout the prices.
Very grumpy guy.
And you know, it's not thewoman with the counter's fault that
the prices are what they are.
Like, what's the world we live in?
And I feel his pain, but atthe same time, it's not the woman
behind the counter's faultthat the prices are what they are.
And she said, if you weresatisfied with the service, please
(27:00):
take this survey.
And I see him hit the highlydissatisfied button on the prop.
And I just say to myself, I'mlike, I used some expletives to myself,
but I said like, this woman is.
Goes out.
She's nice, she's quick, she'shelpful, and she's working at a Dollar
(27:21):
General to pay her bills, right?
It's not.
No handouts.
It's working at Dollar Generalpayer bills.
And her bonus is tied, I'mguessing, to that performance rating.
Otherwise why would she ask, right?
Dollar General's not stupid.
(27:42):
They have a compensationpackage that's tied into what that
is.
And I said to her, I said, isyour bonus tied into this?
And she said, I have a.
She said, you wouldn't believe it.
I have a 17 ratio of highly dissatisfied.
(28:02):
And it's all because peopleare just angry.
And I said, well, it's notbecause of you.
I didn't.
You treat people with greatrespect, right?
So I give her, you know, thehighest rating you could give her.
I'm not going to tell you whatI did, but you know, how much.
But I ended up.
I said, listen, I said,hopefully this takes care of your
(28:22):
bonus, right?
I don't want anything.
I don't want anything fromDollar General from her, you know,
but like, I just felt so bad.
Like this woman was great.
Like the type of person thatyou pull out of that store and hire,
like, that's how helpful andkind, you know, I don't know our
whole situation, but that's like.
(28:45):
So, you know, I just look forlike those, I look for those opportunities.
I don't want anything from you.
I don't need anything fromyou, but I just want to do right
by you.
And that's because she didright by me.
She didn't, you know, shedidn't have to go out of her way.
How many people put their headdown, you know, don't look at, don't
make eye contact, don't lookat you or, or curse under your breath
(29:07):
when you ask them a question.
When they help you in retailmore than should.
You just have no idea whoyou're dealing with.
So just treat everybody well.
And that is a great equal.
It makes it easy.
If I treat everybody well, itmakes it easy.
So that's.
I try to live by it.
I do it all the time.
No, no one does.
I'm not perfect, make mistakes.
(29:28):
I try my best to do it most ofthe time.
All right, And Jay, what's onepiece of, of advice that you'd give
to someone that's juststarting their entrepreneurial journey,
you know, based on your nontraditional path?
Yeah, easy.
Just show up, do, go, move,start, be messy.
(29:48):
Like, you gotta go.
Like, stop talking about it.
No one cares.
Go do it.
You know, it's, it's not forpeople who.
Entrepreneurial success is notfor people who need it.
It's not for people who want it.
It's for people who do it.
So you're going to fail.
(30:08):
You're going to feel humiliate.
Look, do I want to be on podcasts?
Do I want to be post onLinkedIn every day?
Do I want to do videos?
Do I.
I don't want to do anythingwith social media.
I want to live on a lake and,you know, but I've got a staff that
depends on me and I, I putmyself out there, and I, I put myself
(30:29):
out there in a real way where,where I'm literally typing my LinkedIn
posts.
No AI.
Some AI, but not AI finished product.
But it's me.
You know, I told a story theother day of a, an encounter I had
with a possum at 10:30 at night.
You can't write that from AI.
So put yourself out there.
(30:50):
Go do it.
Stop thinking.
Nothing you think about isgoing to be more important than something
you do.
So your actions will alwaystrump your words.
There is zero reason to wait.
We are in an economy and a waythat is easier than ever to get started
with the tools that are out there.
(31:10):
This is not 30 years ago.
If you think money's holdingyou back, if you think knowledge
is holding you back, those areall things that are attainable.
Go do get it.
Let's go.
It's time to move.
Take action.
The world is for doers.
Be action oriented.
Is that advice clear enough?
(31:33):
Yeah, very clear.
Very clear.
And some, some great wisdom in there.
Yeah.
I mean, nobody asked me,Nobody asked my, my wife when we,
when I, when I closed and whenI went up and met with Jim Ferret's
agent, Andrew.
When I met with them, my wife,we were on the way to Cape Cod.
You want to go to Cape Cod?
Her family was up there.
You want to go to Cape Cod forthe weekend?
She said, yes.
I said, great, I got one stopto make before we do it.
(31:56):
She said, how long you goingto be?
I said, I'm either going to bean hour, I'm going to be two hours,
or I'm never coming down fromthe top of the building.
I was two hours.
She waited in the car.
This is the before cell phones.
I wasn't going to get text mywife on a, on a, on a flip phone.
Two hours by my fiance at thetime waited in the car while I had
(32:20):
this meeting for me becauseshe, she said she wanted to go to
Cape Cod.
The Metromedia building in theMeadowlands is on the way from Philly
up to Cape Cod.
She waited for two hours.
Like, do you have the courageto put your girlfriend in the car
for two hours while you gopitch to try to change your life?
(32:44):
Yeah.
Yeah.
Like you said, the world isfor doers.
So excellent advice.
Thanks, Dave.
All right, well, Jay, thankyou so much for taking the time to
be here and share all this,all this wisdom from your incredible
journey with our audience.
We greatly appreciate it, Dave.
It was a pleasure to speakwith you today.
Thanks for the opportunity.
All right, and that's all thetime we have for now.
(33:04):
We will see you next time.
Sat.
In today's episode, we'rechatting with the dynamic Jay Sapovitz.
Jay is a seasoned entrepreneurwith a fascinating trajectory that
spans across various industries.
From his adventurous leap toLas Vegas for college to working
as a radio personality,entering the private jet industry,
creating a successful PGA Tourevent with Jim Furyk, and even shaking
(00:25):
up the real estate market in St.
Barts, Jay's journey isnothing short of inspiring.
In this episode, we dive intothe pivotal moments that shaped Jay's
career, his knack forconnecting people, and the life lessons
he's learned while navigatinga range of diverse industries.
Plus, you'll hear his thoughtson what it takes to succeed in today's
(00:47):
entrepreneurial landscape.
If you're looking for insightson leveraging relationships and embracing
change in your career, thisepisode is a must.
Listen, get ready to bemotivated by Jay Sapavitz incredible
journey.
As always, if you found valuefrom this content, please like and
subscribe.
All right, Jay Sapovitz,welcome to Beyond Fulfillment.
(01:11):
I appreciate it, Dave.
Thanks so much for having me.
You got my name right.
Congrats.
That's a good.
That's a good start to the conversation.
Usually I go with either JSAP, right?
So, you know, a lot of peoplecall me jsap, and if we get really
close, which could happen overtime, then you'll call me Sappy.
(01:31):
And that's my real, real goodfriends call me Sappy.
That's where we give hugs eachevery time we see each other.
So.
But SAP a bitch.
You got it.
I love it.
Okay.
All right, so let's get into it.
How did that initial crosscountry move at 18 years old shape
your perspective on taking bigleaps in life and in business?
(01:53):
I mean, you know, look, thatmove started by watching my sister,
who was six years older thanme, go to college seven miles from
home, and coming home on theweekends and doing laundry.
So I saw that and it wasn'twhat I wanted for my life.
And I remember my bestfriend's brother was three years
(02:16):
older than he was, went out tounlv and my, my best friend said
to me, do you want to go visitmy brother with me at 16 years old?
And at 16 years old, I mean,you could really tell it was a different
time.
My parents were hands on.
They were hands off.
It's different than we woulddo it today.
I got on a plane, told myparents I was going on my quote unquote
(02:39):
senior trip.
In my junior year, I traveledto Las Vegas with my best friend
alone on a plane, and in 10days, I never stepped foot on the
campus of the college unlv andcame home and told them that Las
Vegas was the place that I wasgoing to go to college, and it was
the only school that I applied to.
(02:59):
So how did it shape me as an entrepreneur?
I think everything we doshapes us as an entrepreneur.
For me, it was less about howmuch distance I put in between myself
and, and.
And more about kind of a freshstart to just something different.
(03:20):
Right.
Like it was a big city and Igrew up in.
I, you know, I grew up inoutside of Philadelphia, but it was
a suburb and I wanted a big city.
And I, you know, New York isthe East Coast.
I just.
So I wanted something different.
And, you know, think about it.
16, 17 and 18 years old.
The glitz and glamour andlights of Las Vegas, Nevada.
(03:43):
The bells and whistles.
So, you know, how did thatmove shape me?
It expanded my thinking.
I mean, greatly.
You know, we drove cross country.
I drove cross country.
When I moved out there, Ididn't realize I could be in Tennessee
in a day.
I mean, literally, I lived myentire life and realized outside
(04:04):
of Philadelphia that I didn'tknow that I could get in my car and
be in Tennessee in a day.
Think about that.
Then I knew it.
Then I knew you could.
And then once you know you cando things that you never thought
about doing or thought youcould do, that's just kind of how
you get shaped.
So that's, you know, that'show I think of it.
(04:27):
In my world, a personal brandis invaluable.
A year ago, EasyDC was brandnew with just a couple of customers
and no online presence.
Then I found Hicks Marketing.
They helped me amplify mypersonal brand, build a solid content
strategy, publish my podcast,and 10x the number of customers we
serve, all in less than one year.
(04:49):
Do you need a marketingpartner who gets you and cares about
your success?
Reach out toaliciaxmarketing.com for more info.
And tell her Dave Gula sent you.
And what was the pivotalmoment that you realized your knack
for connecting with peoplecould be such a powerful entrepreneurial
tool?
I.
I just watched my dad do it mywhole life.
(05:12):
He was the garbage man, CEO,you know, business owner, treated
everybody the same.
I didn't really equate thatskill with being an entrepreneur.
I didn't understand it.
I didn't.
But then I was very fortunate.
(05:33):
I got a job when I was in LasVegas with a guy by the name of Vic
Plassman who owned Steiner Cleaners.
It was right across from the university.
I could walk to work.
And he was the dry cleaner tothe stars.
And Vic was the greatestpeople person I ever met in my life.
He did Liberace clothes.
We did J.J.
walker.
J.J.
(05:53):
walker, Dynamite did our commercials.
And we did seven of the top 10Las Vegas Strip.
We did their clothing rightthe go.
And you see the bags that arehanging, the people actually use
those bags that hang in thehotel rooms.
And we dry cleaned their clothes.
And I would just watch himconnect with people and then connect
(06:17):
people that he connected with.
So it was just for observationand you know, it's the old Maya.
I'm actually coming to you today.
I'm in Augusta, Georgia.
I'm at the Masters.
I know this is going to airlater, but I'm at the Masters this
week and right now I'm in alibrary in Augusta called the Wallace
(06:39):
Library, which is an oldformer segregated library that's
now dedicated to all black culture.
And it's fascinating, thisplace, right?
It's just a great piece ofhistory in Augusta, Georgia, outside
of the Masters.
And it's the old Maya Angelouquote of, you know, it's how you
(07:04):
make people.
It's.
It's about how you make people feel.
So I watched other people makepeople feel great and realize that
that's the key to success islike putting people together in the
right room, whether they dobusiness or not.
Put two people that have greatcommonalities or thoughts, or they
(07:24):
push one another or expand oneanother's worlds, you're always going
to end up the winner whetheryou get anything out of it or not.
It's just a principle thatI've seen and I'm a visual learner
and learned and now do often.
Okay, and why did you decideto take the unexpected leap from.
(07:49):
From the dry cleaning job tobecoming a radio personality?
Well, so it's funny because Igot my first opportunity in radio
because of the dry cleaning job.
So one of the guy by the nameof Mark Ratner was a customer.
Mark was the head of theNevada State Athletic Commission.
He was a customer.
I helped him.
He liked me.
(08:11):
He owned the UNLV radio broadcast.
This is 899090 91.
The years.
They were great with LarryJohnson and Stacy Ogman and Greg
Anthony.
I'm a fre and sophomore incollege, freshman at the time.
Because he liked me, he had anopportunity for someone to be the
radio producer, engineer.
I was on the campus radio station.
(08:33):
He.
He spoke with Vic at the drycleaners, shared that he wouldn't
take any of My hours from himand I would do this separately but
I traveled with the UNOBbasketball team, those great teams
in 89, 909091 as the radioproducer engineer again because of
a connection.
(08:54):
So it wasn't a jump from drycleaning into radio.
It was, I was radio was what Iwas going to college for broadcasting
and I worked part time at adry cleaners and the part time job
filled my full time ex, youknow, job dreeps because it was a
(09:15):
great resume builder and itended up leading to me being on air
in Philadelphia Top 5 radio station.
At 23 years old, I wasliterally youngest talk show host
in the history ofPhiladelphia's all guy, all not all
guy but all sports, all guide talk.
The first format like thattalk radio station in 1995.
(09:39):
So you know, this is aconnected world where people want
to be connected, Dave.
They want to be part ofsomething bigger than themselves
and they want to be part of groups.
We're not isolated creatures,human beings.
So I've just always kind oftried to be that connective glue
and you know, my story is very relate.
(10:00):
I, I tell people I can relate.
I can, I can tell you whereI'm sitting today.
I could draw a straight lineback connecting dots to the dry cleaners
in Vic Plasman in Las Vegas, Nevada.
It's crazy.
Wow.
All right.
And how did your experiencewith the PGA Tour event alongside
Jim Furyk solidify your beliefin your ability to create something
(10:24):
from the ground up?
Very simple.
I had identified anopportunity because there was a gap
in Philadelphia.
I recognized as a talk showhost that Philly was a, in its mind,
a first class town that onlyaccepts major league sports.
(10:47):
And there was not a PGA Tourevent in the city or anywhere around
it.
There was a Senior PGA Tourevent before they called it the Champions
Tour.
And I knew Jim was from the area.
Born in Westchester,Pennsylvania, grew up in Lancaster,
Pittsburgh Steeler fan.
But we'll deal with that.
We deal with that separately.
I still deal with that separately.
(11:09):
And what I recogn, what Irecognized Dave, was that if I could
figure out a way to bring atitle sponsor to a major event and
I could get Jim Fury to sayyes to doing it, we could put a one
day Skins game togetherbecause the Skins was a very hot
format.
You know, it was every Friday,Black Friday, Thanksgiving weekend,
(11:31):
Saturday, you know, type eventthat people loved because it was
exciting and gambling and thewhole bit.
And I, I was able to get thesponsor because I had a relationship
that I had coveted throughsome golf events.
That we had built for the, theenergy company in Philadelphia.
I asked a very simple question.
(11:51):
If I could get the bestgolfers in the world, Tiger woods
aside, to do a one day skidsevent, would you be supportive of
it?
And they said yeah.
And then we put a number ofwhat that support meant.
I had no golfers.
And then I cold called half adozen different folks just to give
me some options.
Agents, sports agents.
(12:12):
I got the list of the PGA Toursports agents.
Cold called a guy by the nameof Andrew Whitley, who was Jim's
agent to this day my bestfriend in the world.
And I went up and met him inhis office with a dinky little PowerPoint
presentation that I puttogether and I told them how I was
going to build a milliondollar event for Jim Furyk.
(12:33):
They believed me and I did.
And the event ended up lasting11 years.
I divested my, my, my share.
My.
I owned it after four and remained.
In fact, I just played inJim's the Champions Tour events.
The constellation I just played.
That's the, that's the born ofthe Exelon Invitational.
(12:55):
And I just played in Jim's event.
And I remain really goodfriends with, with him and Tab and
it's.
It's been fun to kind of growup together.
Wow.
Incredible story.
All right, and moving on, whatwere the initial challenges and the
unexpected lessons that youlearned when launching the startup
(13:17):
private jet company,Especially without prior experience
in that industry?
Yeah, so it was weird, right,because I started selling private
jets before I even knew whatone was really.
I mean, my dad was a schoolteacher, my mom was a bookkeeper.
We were as far from privatejets as you could ever imagine.
I did know a gentleman who wasa corporate pilot, but I didn't really
(13:37):
know what that meant as far aslaunching the company.
You know, that's really that.
The founder of the company isKen Dichter.
You know, I was a sport playerbut on the startup team.
So, you know, all the creditto Ken.
I mean he's the guy who got itoff the ground.
(13:58):
He's the one who sold RichardSantoli of NetJets.
I was in the execution phaseof the startup team to make that
reality come to life byfinding high net worth individuals
who would believe in ourmission statement and value proposition.
(14:18):
And we were able to do that fast.
I mean we went from zero to900 plus million in four and a half
years.
We were the fastest growingmarquee jet was the fastest growing
company known to Matt.
I mean we had an amazinglydeep level of Talent with the company.
(14:39):
You know, Ken Austin, ourbusiness development guy, went on
to found Tequila Avion, whichwas a massive success.
And you know, listen, KenDichter's the most talented entrepreneur
I've ever, ever known.
So yeah, to me, you know,again, I, I call myself, I put one
of, you know, one of thefounders because I was, I was part
(15:01):
of the early stage team, youknow, top 15 employee who sold.
So I haven't added the numbersup, but I could tell you I only got
beat by one guy ever in salesin a month.
So those records, thoserecords still stand after 20 some
years.
But look, you got to have salespeople.
(15:23):
I mean, you got to have peoplering the bell.
And I think what it taught meis that everybody plays a role inside
of a company.
And for Marquee Jet, my rolewas to ring the bell, create the
revenue.
I did.
And it's why after 24 years,I'm still partners with, with Ken
Victor.
And it's why I've created deepand meaningful relationships with
(15:44):
the people who I worked withat that company.
You know, that's what happens, right?
You're with the company, thenyou're with a new company.
When you win, you have deeprelationships with the people that
you win with.
When you lose, you tend not tohave deep relationships with those
same people.
So winning's just better.
Everyone loses.
I mean, if you're in the gamelong enough, you're going to have
some hits.
But yeah, I mean, for sure,it's, you know, playing a role is
(16:08):
exceptionally important in anyentrepreneur's life because you can't
always be this, you can'talways be the boss.
I mean, somebody, somebody'sgoing to come along and want your
skill set.
And if you're willing to rentit to them, you got to do what their,
their needs are.
And yeah, the best onescompensate you.
For which I always felt wellcompensated and valued.
(16:28):
So that's what said.
That's what I'd say I'dlearned the most.
Okay.
And you also had a real estateopportunity in St.
Barts that you, youcapitalized on.
What was it about that elitemarket that drew you in?
Wow.
(16:48):
You know, I had never been toSam Bart's.
Right.
I'm really good at creatingnothing from.
Or something from nothing.
Although I have creatednothing something from nothing before
too.
Or nothing from something.
So the Sam Bart's opportunity.
I had a relationship that Ihad formed in the villa rental space
(17:10):
and a longtime owner of a verysuccessful business was in a family
dispute that threatened toEliminate his business and he didn't
have either the courage or theknow how to fight the fight that
(17:32):
he was in.
So because he didn't havethat, he needed an outside entrepreneur
to help him.
And I was that outside entrepreneur.
So essentially St.
Bart's was always a closedshop in the villa rental world.
80% of the rentals weredominated by one company on the island.
(17:55):
They partnered with a US basedmarketing company.
The on island company told theUS based marketing company to go
screw themselves.
These are brother in laws.
The US marketing company saidno, you go screw yourself.
We own the customers andessentially we didn't have any.
(18:18):
As, as the representative ofthe US marketing company.
We didn't have any stake onthe island because we didn't have
any assets and it's a Frenchprovince and you needed to.
So I was deployed down thereto essentially get people who owned
villas in St Barnes to give usthe opportunity to rent their villas.
(18:39):
Breaking the 30 plus yearexclusive villa rental market of
St Barnes.
And from that we opened up areal estate agency to sell real estate
and completely dominated the,the, the market that, you know, they're
not my numbers to disclose,but let's just say we went 4x in
(19:00):
three years because of what,what, you know, the efforts that,
that we, that we deployed and let's.
Just dive deeper on that.
So being that it was a closedmarket for so long, how did you pull
that off?
I sat with people and talkedto them as human beings and told
them what I thought was goingto happen in the future.
(19:22):
You know, if you want to setBart's property, chances are that
you're successful and thatyou're smart.
So my sales tactic has alwaysbeen not to sell.
And what I mean by that is Igive smart people information and
let them draw the conclusions themselves.
So we were going to be in themarket, we had the relationships
(19:43):
with the customers.
They want their villa rental,they want their villas filled with
customers.
We weren't just going to goaway so you can stay with the company
that's been servicing your villa.
Right.
They could have it nice andclean for you.
But we're going to guide thecustomers that we have to the villas
that we rent.
And if it's not your villa,it's going to be some villas.
(20:05):
So it's not a threat.
But that's the reality andthey got that, they understood that.
So it was a very easyconversation for many because they
just what do people want ifthey own a villa rental?
They buy a villa on St.
Bart's they're there threeweeks a year, they rent it.
The other 51 weeks, they wantit filled.
(20:28):
So we've been filling it.
So do you want us to go toyour guests and say, hey, we have
another villa.
You should try.
It's awesome.
And there's guests who arereceptive to that.
There's guests who aren't.
They didn't want to take thatchance, and we didn't want them to
take that chance.
Listen, we got something good here.
Let's just keep it rolling.
It's a very easy pitch.
(20:49):
You just have to.
You just have to help themunderstand that we're not going away.
And this stupid fight that wedidn't initiate is a threat to them
for no reason.
And people don't want drama.
And I was there to assure themthat we don't either.
But, you know, we had a fightpicked with us.
(21:11):
And, yeah, if you have a fightpick with you.
I mean, you've got to.
You got to stand up for yourself.
Okay, and what was the turningpoint that led you to transition
into the merchandise and swagenterprise that you have within stores?
Easy.
I had a agreement if we fixthe villa rental company to buy it.
(21:35):
The owner gave me a number.
I came back to him in 30 dayswith the money.
He told me he didn't want tosell it anymore because I fixed his
problem and fixed his angst,and it was fun again.
And I left the company.
And when I left the company, I re.
And I'd always been in touchwith, but then re hooked up with.
(21:56):
With Ken Dichter, who was starting.
Starting a few differentcompanies and wanted me kind of in
the think tank.
And I got in the think tankwith them and picked one of the companies
that he was ideating, and we became.
We became partners on that company.
Now, the first iteration of itwasn't a massive success, and we
(22:17):
had to pivot, but we'vepivoted, and now Ink Stores is a
pretty good success story.
So, you know, if at first youdon't succeed, try, try again.
Yeah, love that.
And you know, Jay, you've beenable to repeatedly reinvent yourself
and find success in such adiverse range of industries.
(22:42):
What's the underlying driver there?
Yeah, I.
Look, am I really reinventingmyself, or am I just the same guy
that happens to be indifferent industries?
Right.
I mean, aren't I.
Aren't I who I am?
I behave the same way in theluxury villa rental world that I
did in the jet business.
(23:03):
In the.
In the swag world.
I connect people.
I try to do the right thingwhen nobody's looking.
I give people dignity andrespect and treat them with, treat
them in a way that they wantto be.
They want to be treated.
You know, rock stars likecelebrity or rock stars like regular
people and regular people likerock stars.
(23:27):
As far as the industry itself,I'm curious.
I think every entrepreneurthat's great is curious and keeps
pushing and asking questionsand finding out the answers and really
listening.
I'm able to adapt and adjusteasily because I'm not ego filled
to think I know the answers.
So I'm not always right, I'moften wrong and I allow myself to
(23:50):
be.
And I'm not embarrassed.
You know, I'm, I'm, I'm a, I'ma highly egoless person.
And that's.
As an entrepreneur.
Listen, there's two ways to doit, right.
You could be a supernarcissist, know everything and dominate.
It's not me.
I'm, I'm the opposite.
(24:11):
I try to surround myself withgreat people and get out of the way.
Yeah.
And you know, following up onthat, you've always had the, the
mindset of give before youreceive and, and helping others is
your, your primary driver.
I mean, where does that come from?
(24:32):
Yeah, I mean, look, on apersonal level, I've, I've had to
battle some demons.
I've got 28 years of sobriety myself.
So I think that, you know, 28is a long time.
28 years is a long, long time.
And you know, it's, it's justgetting out of self and you know,
(24:54):
the best way to get out ofself is to think of other people
and do by other people.
And you know, I think you getcaught in the thinking stage too
much.
So I try to just get into thedoing stage and you know, I don't
talk about it publicly much,but the people who know me know and
yeah, I just try to do theright thing.
So I think that they givebefore you receive or give with no
(25:15):
expectations.
To receive is a greatprinciple to, to live by.
And in my life, whenever I'vebeen the most giving and the most
generous without expectationof getting back is when somehow,
some way I've been able to getback the most.
You know, expectations are a.
(25:36):
Expectations erode and killyour soul.
So I think that if you couldjust live a life free of those expectations,
give without expectation of receiving.
Doesn't have to be money.
It can be your time.
I mean, I volunteer twodifferent, two different homeless
shelters a month.
(25:57):
You know, I reach out to guysAll I can to, to, you know, try to
put them and help them on theright path and, you know, yeah, it's.
Something happened today.
I almost went over the moon.
I had to stop and get a.
You know, I knew you and Iwere going to be in a little bit
of.
I was going to be in adifferent location because I'm on
the road in August.
I didn't bring my earphoneslike a, Like a, Like a dummy.
(26:18):
It happens, right?
So I stopped at a.
Stopped at a Dollar General.
Amazing.
Me stopped at a Dollar General.
The woman behind the counterwas amazing.
I said, do you know where theearphones are?
Couldn't have gone better.
She was so helpful and so niceand so sweet.
So I go get the headphones, Iget back in line and the, the guy
(26:39):
in front of me is complainingabout the prices.
Very grumpy guy.
And you know, it's not thewoman with the counter's fault that
the prices are what they are.
Like, what's the world we live in?
And I feel his pain, but atthe same time, it's not the woman
behind the counter's faultthat the prices are what they are.
And she said, if you weresatisfied with the service, please
(27:00):
take this survey.
And I see him hit the highlydissatisfied button on the prop.
And I just say to myself, I'mlike, I used some expletives to myself,
but I said like, this woman is.
Goes out.
She's nice, she's quick, she'shelpful, and she's working at a Dollar
(27:21):
General to pay her bills, right?
It's not.
No handouts.
It's working at Dollar Generalpayer bills.
And her bonus is tied, I'mguessing, to that performance rating.
Otherwise why would she ask, right?
Dollar General's not stupid.
(27:42):
They have a compensationpackage that's tied into what that
is.
And I said to her, I said, isyour bonus tied into this?
And she said, I have a.
She said, you wouldn't believe it.
I have a 17 ratio of highly dissatisfied.
(28:02):
And it's all because peopleare just angry.
And I said, well, it's notbecause of you.
I didn't.
You treat people with greatrespect, right?
So I give her, you know, thehighest rating you could give her.
I'm not going to tell you whatI did, but you know, how much.
But I ended up.
I said, listen, I said,hopefully this takes care of your
(28:22):
bonus, right?
I don't want anything.
I don't want anything fromDollar General from her, you know,
but like, I just felt so bad.
Like this woman was great.
Like the type of person thatyou pull out of that store and hire,
like, that's how helpful andkind, you know, I don't know our
whole situation, but that's like.
(28:45):
So, you know, I just look forlike those, I look for those opportunities.
I don't want anything from you.
I don't need anything fromyou, but I just want to do right
by you.
And that's because she didright by me.
She didn't, you know, shedidn't have to go out of her way.
How many people put their headdown, you know, don't look at, don't
make eye contact, don't lookat you or, or curse under your breath
(29:07):
when you ask them a question.
When they help you in retailmore than should.
You just have no idea whoyou're dealing with.
So just treat everybody well.
And that is a great equal.
It makes it easy.
If I treat everybody well, itmakes it easy.
So that's.
I try to live by it.
I do it all the time.
No, no one does.
I'm not perfect, make mistakes.
(29:28):
I try my best to do it most ofthe time.
All right, And Jay, what's onepiece of, of advice that you'd give
to someone that's juststarting their entrepreneurial journey,
you know, based on your nontraditional path?
Yeah, easy.
Just show up, do, go, move,start, be messy.
(29:48):
Like, you gotta go.
Like, stop talking about it.
No one cares.
Go do it.
You know, it's, it's not forpeople who.
Entrepreneurial success is notfor people who need it.
It's not for people who want it.
It's for people who do it.
So you're going to fail.
(30:08):
You're going to feel humiliate.
Look, do I want to be on podcasts?
Do I want to be post onLinkedIn every day?
Do I want to do videos?
Do I.
I don't want to do anythingwith social media.
I want to live on a lake and,you know, but I've got a staff that
depends on me and I, I putmyself out there, and I, I put myself
(30:29):
out there in a real way where,where I'm literally typing my LinkedIn
posts.
No AI.
Some AI, but not AI finished product.
But it's me.
You know, I told a story theother day of a, an encounter I had
with a possum at 10:30 at night.
You can't write that from AI.
So put yourself out there.
(30:50):
Go do it.
Stop thinking.
Nothing you think about isgoing to be more important than something
you do.
So your actions will alwaystrump your words.
There is zero reason to wait.
We are in an economy and a waythat is easier than ever to get started
with the tools that are out there.
(31:10):
This is not 30 years ago.
If you think money's holdingyou back, if you think knowledge
is holding you back, those areall things that are attainable.
Go do get it.
Let's go.
It's time to move.
Take action.
The world is for doers.
Be action oriented.
Is that advice clear enough?
(31:33):
Yeah, very clear.
Very clear.
And some, some great wisdom in there.
Yeah.
I mean, nobody asked me,Nobody asked my, my wife when we,
when I, when I closed and whenI went up and met with Jim Ferret's
agent, Andrew.
When I met with them, my wife,we were on the way to Cape Cod.
You want to go to Cape Cod?
Her family was up there.
You want to go to Cape Cod forthe weekend?
She said, yes.
I said, great, I got one stopto make before we do it.
(31:56):
She said, how long you goingto be?
I said, I'm either going to bean hour, I'm going to be two hours,
or I'm never coming down fromthe top of the building.
I was two hours.
She waited in the car.
This is the before cell phones.
I wasn't going to get text mywife on a, on a, on a flip phone.
Two hours by my fiance at thetime waited in the car while I had
(32:20):
this meeting for me becauseshe, she said she wanted to go to
Cape Cod.
The Metromedia building in theMeadowlands is on the way from Philly
up to Cape Cod.
She waited for two hours.
Like, do you have the courageto put your girlfriend in the car
for two hours while you gopitch to try to change your life?
(32:44):
Yeah.
Yeah.
Like you said, the world isfor doers.
So excellent advice.
Thanks, Dave.
All right, well, Jay, thankyou so much for taking the time to
be here and share all this,all this wisdom from your incredible
journey with our audience.
We greatly appreciate it, Dave.
It was a pleasure to speakwith you today.
Thanks for the opportunity.
All right, and that's all thetime we have for now.
(33:04):
We will see you next time.
Sat.
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