January 3, 2025 • 75 mins
Unlock the secrets to entrepreneurial success and innovative medical technology with our fascinating guest, Brian Murphy, CEO of NanoVibronix. Join us as we journey through Brian's rise from his modest beginnings in Morton Grove, Chicago, to his achievements in the sales industry. Discover how Brian's unorthodox sales approach and perseverance in the medical device sector have not only shaped his career but also empowered him to lead a company at the forefront of groundbreaking health solutions.
Brian shares invaluable insights on the art of sales, emphasizing the importance of understanding client needs and the role of personal growth in achieving success. With anecdotes from his college sports days and career milestones, he illustrates how perfecting a core strength can translate into a powerful sales strategy. We also explore the life-changing potential of NanoVibronix's innovations like the UroShield and PainShield, which offer promising alternatives to traditional pain management, enhancing the quality of life for many.
From entrepreneurial risk-taking to the power of mentorship, our conversation with Brian delves into the dynamics of building a thriving career and the significance of maintaining momentum. Learn from his experiences in launching revolutionary products, managing corporate transitions, and turning challenges into opportunities. Whether you're a budding entrepreneur or intrigued by medical advancements, Brian's journey and insights provide a wealth of inspiration and knowledge for carving your path to success.
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Episode Transcript
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Speaker 1 (00:31):
I.
Speaker 2 (00:40):
And welcome back to another episode of Life to the
Max.
I'm your host, the Quadfather,aka Maximilian Gross, and today
I have the CEO of NanoVibronics.
Speaker 3 (00:56):
NanoVibronics.
Speaker 2 (00:57):
NanoVibronics, so NanoVibronics and his name is
drumroll, please, brian Murphythanks, max how are you man?
Speaker 3 (01:10):
I'm great, it's good to be here and, by the way,
first thing I've got to say isthank you for your service.
Speaker 2 (01:17):
I appreciate it.
Thank you for supporting me.
I really do you're great.
I'm happy to be here we've beentalking about it for a while.
Definitely, I mean it's anhonor to have you here, because
you have a lot of insight onthings that can help people with
(01:38):
spinal cord injuries, so I'msuper excited to get through it
super, so, uh, super excited touh get through it.
Speaker 3 (01:49):
Well, I I'm sure that I can't beat tim terrell's
podcast but I'll do the best Ican, did you listen to it?
Speaker 2 (01:54):
I did yeah, he's, he's uh, quite, quite a guy man,
oh my god, he's amazing.
Speaker 3 (02:01):
Yeah, he's an amazing guy, he can uh, he, he uh.
He led the show for that, forthat one well, and, by the way,
that's without coffee or anystimulant he's like he's a.
Speaker 2 (02:19):
He's like he's a nonsense.
No, nonsense-nonsense,hard-nosed defender.
And I'm like damn Tim.
And we see the clips of him andhe's just wrecking himself.
Speaker 3 (02:33):
How he's still upright.
I have no idea.
So I guess, to all your viewers, if you haven't seen that
podcast, take a look at it.
Tim Terrell is one of a kind,no doubt.
Aboutrell is one of one of akind, no doubt about it he is.
Speaker 2 (02:48):
He is one of a kind but um.
So I uh kind of want to bringit back to your beginnings, so
like you know where you camefrom.
So where did you uh grow up?
Speaker 3 (03:03):
so I grew up up in Morton Grove, north side of
Chicago, middle class family.
You know it's funny that my dadencouraged me to be a manager
at McDonald's and that wouldkick off my career.
I elected to go more of anentrepreneurial route and, uh,
(03:25):
it really.
Um, I just got into sales.
I mean, I, I literally went tocollege only to get a degree so
that I could walk in andinterview for a sales job.
I knew that that's where Iwanted to be, that was my life's
mission and uh, and the rest isuh, history yeah, so when you
(03:49):
had your first sale, was thatlike, just like a drug, was that
amazing?
no doubt about it.
Yeah, and I was so bad at itright in the beginning.
Nobody trained me.
Nobody.
You have to.
If you're sales, you're eitherborn for it or you're not going
to be.
You're not going to do well insales.
(04:11):
You've got to have theinstincts and things like that.
But you've got to be trainedvery early and but learned on my
(04:31):
own and and develop my ownstyle and ended up excelling.
Speaker 2 (04:32):
Can you elaborate when you said you were thrown to
the wolves?
Speaker 3 (04:36):
so my first sales job was for a medical device
company out of Colorado and Itook over Northern California.
So I was their first rep andthis was part of their grand
plan to go direct repsnationwide.
And I sat there and my firstcustomer, I had features and
(05:01):
benefits on a page, on a pieceof paper and I went down through
the features and benefits andthere was really no open
discussion.
Um, you know, obviously withsales you've got to connect with
somebody and the connection wasnot there.
So, being thrown to the wolves,meaning that I had no sales
(05:23):
training, it was all done offthe cuff.
So in that first meeting Irealized that no, this is this,
is this just really went poorlyand uh, and from there, uh,
develop my own style and um, andjust learned how to, how to
(05:44):
dance somebody into a cornerwhere they couldn't get out and
had to buy my product.
Speaker 2 (05:49):
Okay.
So when you said you developedyour own style, are you talking
about, like, that list ofquestions they give you, Like?
Is that what you're talkingabout?
Because I know there'scompanies that say, like
telemarketers, I know there'scompanies that say, like
telemarketers, they say, okay,if we reel them in, we have to
follow the rule, the guidelinesof the questions.
(06:11):
Is that what you're talkingabout?
Speaker 3 (06:15):
Yeah, a little bit.
I think my success was out oflearning their business,
understanding what they were upagainst, understanding their
business down to the productlevel and then offering a
solution.
I later figured out that in asale, nothing is sold without a
(06:41):
problem.
So you've got to find a problemthat they have, then you've got
to make the problem bigger thanlife and then you've got the
solution to their problem.
So that was really how I kindof created.
The way that I sold was just tounderstand them.
(07:02):
Understand the problem,highlight the problem, make the
problem bigger than life andthen offering a simple solution.
And it works.
It works today, still today.
Speaker 2 (07:16):
That's amazing man.
So we'll let you down to thepast Medical technology to the
past, medical technology.
Speaker 3 (07:36):
Well, I won't lie money.
Back in the 80s, medical wasthe place to be.
No doubt about it.
Technology was growing, themarket was always going to be
there, it didn't matter.
We were recession proof, um,and you know, I just, uh, I also
wanted to help people and and Ihad to really believe in the
product in order to and believethat it was going to help
(08:00):
somebody, in order for me to bepassionate about it and really
believe it and um, and sell iteffectively.
Speaker 2 (08:09):
So you physically created the product.
Speaker 3 (08:13):
I didn't physically create it, no, Um, they.
I was always, uh, an employeeand other than a couple of uh
entrepreneurial stints, butother than a couple of
entrepreneurial stints.
But the bottom line is that Iworked for medical device
companies and you know, in salesit's the easiest place to get
(08:35):
promoted because it's veryquantifiable.
Your quota is X, you do X pluswhatever and you overachieve,
you're going to get noticed.
On the downside of that, ifyou're under quota, uh you're,
(08:56):
you're always going to benoticed as well so let me ask
you a question.
Speaker 2 (09:00):
I had a guy on here and he told me, if you're this
big time salesperson, you'realways replaceable.
Do you think that's a truestatement?
Speaker 3 (09:09):
I don't think so.
On the, on the, depending onwhat you're selling, but
products don't sell themselves.
And if you excel, I don't seethat you're replaceable, okay,
so?
Speaker 4 (09:24):
What do you think sets apart a good salesman from
an exceptional salesman?
Speaker 3 (09:31):
You know, I learned something through college, so I
had 44.
Speaker 2 (09:40):
Where'd you go to college?
Speaker 3 (09:42):
University of Southern Illinois University.
Speaker 2 (09:44):
Let's go.
Speaker 3 (09:47):
Salukis.
Speaker 2 (09:48):
Salukis.
Speaker 3 (09:49):
So played football there Really First year and then
I quit and started the boxingteam.
So I ended up having 44 amateurfights total.
I won 42, lost two.
But in my first fight I foughtin the Golden Gloves in
(10:11):
Springfield, Illinois, and I gotknocked out in the first round.
Speaker 2 (10:16):
What year was this?
Speaker 3 (10:18):
Oh God, you're going to age me 1976.
Wow.
Speaker 2 (10:25):
How old were you?
Speaker 3 (10:29):
um 18, 19, 19 wow so you guys, you, you weren't even
thought of in 1976.
I, I get that, yeah, but um, Ithought I was all that, you know
, and I go to this Golden Glovestournament.
I get in the ring and within 30seconds I'm on my back.
(10:55):
I don't know what state I'm in,I don't know who, my, what, my
name is Nothing.
So I backed up from that fight.
We go back to school and Ithought, you know, I could
either hang it up or figure outwhat to do going forward.
And I figured out somethingthat has really served me well
(11:17):
throughout my entire career, myentire life, and that is that
you got to be good at one thing.
So in the boxing ring, what Ifigured out was I could throw a
left hook like nobody else.
And in amateurs.
Nobody ever saw it coming.
My next 11 fights I hadknockouts in the first round,
(11:43):
all with a left hook.
So I perfected the left hook.
I went on to win another uh 30fights after that.
I only lost my last fightbecause I broke my hand in the
second round.
When I put him down it was theuh, the semi, uh, semi-final
(12:03):
before the national championshipfor college.
So my point is that you alwayshave to have a strength that you
can go back to.
So, in other words, what is itthat you're really really good
at?
What is it in your sales pitch,in your career, in anything
(12:27):
that you do it, you got to pullthe left hook out yeah and if
it's been perfected, you'realways going to succeed, because
you know that you can't losewith that left hook.
whatever it may, whatever it maybe, it may be, you know
something totally, totallydifferent.
That's just an analogy, but itworked it.
(12:50):
It served me well because itwas something that, um, I was
insistent upon perfecting.
Speaker 2 (12:58):
Is this a like the selling point like the left hook
.
Like the selling point, likethe left hook.
Speaker 3 (13:05):
Is that the selling point?
So you know, like in sales, ifyour strength is building a
relationship, always build arelationship.
If your strength is selling theproduct, sell the product.
If your strength is selling thefinancials on a product, sell
the financials.
But you have to be able toperfect something and always go
(13:29):
back to it.
Speaker 2 (13:31):
So, Brian Murphy, what is your left hook in sales?
Speaker 3 (13:38):
I would say understanding the problem and
then making the problem biggerthan life.
Speaker 4 (13:43):
All right, create a problem, sell a solution.
Speaker 3 (13:48):
No doubt about it.
That's you know, very simplysaid, but very accurate.
Speaker 2 (13:53):
Okay, so let's talk about your company, Nano
Vibronics.
What exactly is it?
Speaker 3 (14:05):
So we're a public company Traded under the symbol
NAOV, traded on NASDAQ, andwe're based in both Tyler, texas
, as well as Haifa, israel.
Haifa is about 20 miles fromthe Lebanon border.
We manufacture primarily twoproducts.
(14:30):
We've got a couple of otherproducts, but our two primary
products, uh, they use oneplatform technology.
It's called surface acousticwave.
It's a?
um, you've heard aboutultrasound yes so ultrasound in
a clinic is very high energy um.
It's used for pain, uh in adifferent frequency or waveform.
(14:54):
It can be used to image anunborn baby.
We use a different frequency.
We use a 93 kilohertz wave,which is low-level,
low-frequency ultrasound andit's applied to two products
(15:15):
called pain shield and euroshield.
On the euro shield it's applieduh externally what is your
shield?
Speaker 2 (15:26):
what is your shield?
Speaker 3 (15:27):
euro shield.
Uh is a product that's usedwith a catheter okay, so I have
a super pubic catheter.
Suprapubic or urinary catheter,either way, okay, it sends a
low-level, low-frequencyultrasonic wave down the
catheter.
(15:47):
You would never detect it, andwhat it does is it actually
serves, as it creates, like atrampoline effect on the
catheter and it preventsbacteria from docking onto the
catheter, which is the firststep in a urinary tract
(16:07):
infection.
Speaker 2 (16:08):
Whoa.
Speaker 3 (16:09):
So, if you can prevent that first step, what
normally occurs is the bacteriadocks onto the catheter, it then
creates a colony.
The colony is a number ofbacteria that colonize together,
and then it creates a biofilm,and the biofilm is resistant to
(16:30):
antibiotics.
So what we're trying to do andwe've been effective at doing it
is to stop that first step inthe cascade of events that occur
that lead to a urinary tractinfection.
Speaker 2 (16:45):
So I don't know if you know this about me, but
about two years ago I went intoseptic shock.
I don't know if my father toldyou, but I went into septic
shock I don't know if my fathertold you, but I went into septic
shock.
It was because of a urinarytract infection.
I almost died.
I almost lost my life.
My organs were failing and theywere able to you know, get me
(17:10):
better.
Thank God, sherman Hospital,shout out to them.
You know what I mean.
Thank God, sherman Hospital,shout out to them.
But if I was wearing a Euroshield, do you think the
possibility of that could havedecreased?
Speaker 3 (17:27):
It would have eliminated the well it would
have eliminated the events thatoccur that led to your urinary
tract infection.
Yeah, my mother actually diedof a urinary tract infection, uh
, five years ago so, and I themost painful thing was that,
because the fda hadn't clearedus, uh, I couldn't even put the
(17:52):
product on my mother.
Speaker 2 (17:54):
That's terrible.
Speaker 3 (17:55):
So there's, you know, a little bit of a passion there
that wouldn't normally existgiven those events.
Speaker 2 (18:07):
Well recipes to your mother.
And if the FDA is listening,allow EuroShield to be on the
shelves.
We need it, I need it.
Speaker 4 (18:20):
Yeah.
Speaker 2 (18:20):
You know, like if that could have like stopped me
from going into septic shock, ifthat could stop a lot of people
because that is the leadingfactor of, you know, people
dying in spinal cord injuries.
It's either a pressure ulcer orit's a urinary tract infection
and they die from septic shock.
(18:41):
We are still human, so give usa chance to live with the
products that you're creating.
Speaker 3 (18:52):
It's such an amazing product.
The most use is in the UK andit's reimbursed in the UK.
Um, but you know, I just needto uh, uh in this next
administration, uh work my wayup again and uh try to get the
(19:15):
FDA to recognize it.
And we had temporary approvalunder kind of COVID guidelines
and we just lost theregistration a couple of months
ago.
Speaker 2 (19:30):
I remember you actually giving me the product
and you said like Max, uses,uses, uses.
Speaker 3 (19:37):
and I had to ask my doctor.
Speaker 2 (19:39):
My doctor was like yeah, we can use it.
And then I remember you saidyou got in with the va and I,
for everybody listening, I, Iget my care through the va and I
was super excited for you.
And now hearing this, thisbacklash with the FDA, that's
(19:59):
absolutely like terrible yeah,it's, uh, it sucks.
Speaker 3 (20:06):
To be honest with you now, the other product, uh,
that we do a lot with the VA iscalled pain shield.
Pain shield uses the sametechnology.
It's that surface acoustic wave, low level, low frequency
ultrasound, delivered throughjust a small little patch, and
(20:28):
then the device the same devicein size that you saw about the
size of a cell phone just fitsinto your pocket.
It's an opioid alternative andthe intent of that product is to
cure what's causing the pain,not just like an Advil, not
(20:51):
curing the symptom, and thenyour pain is going to come back
the minute the.
Advil wears off.
All these products that are onthe market are all symptom
oriented.
They don't really addresswhat's causing the pain, and
what we're doing is sending alow level, low frequency
ultrasonic wave into that areaof pain, whether it's muscle,
(21:14):
tendon, nerve and it increasesblood flow.
First of all, it's a verypowerful anti-inflammatory, so
you get the inflammation downand then from there the product
increases blood flow, increasesoxygenation to that part of the
(21:38):
body, and it's angiogenic, whichmeans that it effectively
encourages the body to grow newcapillaries, which increases the
blood flow to that area.
Speaker 2 (21:51):
So, as a salesman, how do you know all this
scientific like medical?
It's just, you know all thisscientific like medical, it's
just, you know, it's not.
Speaker 3 (22:00):
This product is pretty simple.
Speaker 2 (22:03):
It doesn't sound simple.
Speaker 3 (22:07):
No, it's.
I mean, you've seen the product, you've seen the other product.
It's the same size, it's justan on and off button and you put
the patch on, uh, where thepain is, and um and uh, the
patch where their pain is like.
Speaker 2 (22:22):
Is that like putting a band-aid on, or is that like
actually helping?
Speaker 3 (22:26):
no, it's.
Speaker 2 (22:27):
It's about the size of a large band-aid I meant like
, uh, metaphorically, so, isthat like putting a bandaid on?
Or is that like because, like Ithink about this, okay, big
Pharma wants me to take myOxycontin and all this stuff and
I don't take opioids anymorebecause of the septic shock, you
(22:50):
know but they want me to takethat because it's just gonna
help me with my pain inquotation marks, do you know?
I mean, yours is basicallytrying to, like you know, slap a
band-aid on it rather thanhaving people come back for
refills yeah, it's not well.
Speaker 3 (23:12):
The band, the Band-Aid would be temporary, but
this is intended.
It doesn't work on everybody,you know it's.
Speaker 4 (23:24):
Is it a cumulative therapy or does it just?
It works as you put the patchon and it works while the device
is working.
Speaker 3 (23:31):
So the device works for six and a half hours, um,
before it's got to be chargedagain.
Uh, it's what we call doserelated.
So dose related means the moreyou use it, the better it works
so it's not like opioids, it'sthe exact opposite it's the
exact opposite.
Speaker 4 (23:52):
Wow.
Speaker 3 (23:52):
So, for instance, I had a shoulder problem and I
wore one of the versions ofPainShield which has two
transducers and it workedincredibly well.
And I mean, I don't know what Iwould do personally without it,
(24:14):
because I use it so oftenBetween my back, my shoulder, my
knee.
Speaker 4 (24:25):
Is it for muscular pain or nerve pain or all of the
?
Speaker 3 (24:28):
above.
It's indicated for muscletendon and contracture tendon
and contracture but it does workon well.
I got to be careful because theFDA requires me to say that,
but I've had good experienceswith nerves.
Speaker 4 (24:52):
Personally.
Speaker 2 (24:54):
That's amazing.
Because I have fibromyalgia, Ithink that's what.
Because I have a fibromyalgia,I think that's what it's called
fibromyalgia.
I always get it wrong alwaysit's a tough word.
Speaker 4 (25:06):
I'm not going to lie fibromyalgia.
Speaker 2 (25:08):
I have that in my like trigeminal neuralgia in my
under my jaw and it's just thesepins and needle pain and I've
had that since 2018.
Speaker 3 (25:24):
It's constant.
I'll get you a pain shield.
Speaker 2 (25:27):
All right.
Well, we'll see if it works.
Man, you sold me.
Speaker 3 (25:34):
It's an amazing product.
I mean the VA is just eating itup.
We've got probably 50 of the150 VA hospitals prescribing.
We were just approved foractive military, so it's doing
very well in the VA.
Speaker 2 (25:55):
So in your 25 years of senior sales operations and
general management experience inmedical device and medical
technology companies, how haveyou seen this industry evolve
over time?
Speaker 3 (26:09):
Ooh, big pharma, big pharma gets bigger, big Pharma,
big Pharma gets bigger.
And that's probably the biggestchange Well, not change, but
progression of the industry.
(26:29):
Big Pharma is more powerful nowthan they've ever been.
Medical device there's justsome amazing technologies out
there.
However, uh, there, um, there'sthe saying uh, more than one
great technologies have have uh,gone broke because they
(26:50):
couldn't sell it.
So the the reality is you stillgot to get somebody out there to
tell them the story.
And it's just like when youbrought the euro shield into
your doc yeah, she hadn't heardanything about it.
No, so she was reluctant to useit.
You know, she had to read the30 studies that were on the
product that showed that it waseffective.
(27:10):
Doctors don't have that kind oftime.
We've got a study going onright now at the University of
Michigan and it's a 306-patientstudy, pivotal study, and when a
big institution like Universityof Michigan, with that many
(27:32):
patients and they draw aconclusion on the product, they
will be able to just go down andlook at the results, and every
other study we've done has hadmiraculous outcomes.
Speaker 2 (27:48):
That's amazing.
That's amazing.
You know.
What really strikes me is theprogression of technology from,
so you said, the 70s.
Did you ever think you wouldhave a little computer in your
hand like a little tablet?
(28:10):
A tablet wasn't even a thingback then yeah.
Do you ever think so, like withthe AI and technology, like do
you think that's helped BigPharma a lot?
Speaker 3 (28:26):
You know, a great example of that is I left the
company to come to work as ceoof nano vibronics, um, and their
technology was placentatechnology, stem cells.
So, uh, no, actually it wasdehydrated, so they actually
(28:49):
killed the stem cells.
But it treats wounds.
So what they found was thatwhen placenta is placed into a
wound, it encourages the stemcells from your own body to
hyperproduce and then be drawnto that one area.
(29:09):
Well, you know to your point 20years ago, who thought we'd be
using placenta to heal woundsand be able to commercialize it
and put it on the shelf for fiveyears?
Speaker 2 (29:23):
Wow.
Speaker 3 (29:24):
Yeah, it's crazy stuff.
Speaker 2 (29:26):
Well, it's amazing that they find out through like
studies and like constant, likeresearch.
For people like me and peoplein other situations, like I'm
hoping to God that I walk oneday again, you know I do my
therapy, I do everything right.
I've talked to a few scientistsand doctors that have promising
(29:51):
studies, but again, the FDAalways gets in the way, man.
Speaker 4 (29:55):
Why is that?
Why does the FDA I feel?
Speaker 2 (30:00):
like.
You know how women say yourbody, it's their body, their
choice.
I feel like it's my body, mychoice, like if I want to do
this study, that has good merit,very good.
Like.
It has good merit, very goodmerit on what it's supposed to
do.
Why can't I do it?
Why are there laws?
Speaker 3 (30:21):
against that.
There are stem cell companiesout there that are on the cusp
of being able to help you, andyou know, adam, yeah.
Speaker 2 (30:38):
Adam is connected to one of them.
He's a chiropractor.
Speaker 3 (30:41):
He is.
But some of the technologiesright now are just, they're
amazing and you know, when youtalk to them it sounds like
they're mixing a cocktail for aspecific injury or a specific
(31:01):
indication.
But you know, I don't knowwhere that's going to lead, but
it's certainly not goingbackwards.
Speaker 4 (31:11):
Do you think that medical technologies, like
companies, and big pharma arelike working together, or you
think that there's a bit the FDAcalled Section 361.
Speaker 3 (31:42):
Section 361 is where it's human cells and tissue that
is minimally manipulated.
So you can get a productapproved and stem cells are not
illegal.
They fall primarily typicallyunder Section 361.
(32:05):
So Section 361 would allow themto bring it to market, but they
can't make any claims or theirclaims have to be minimal.
Speaker 4 (32:22):
So the FDA dictates what you can and can't say about
your product.
Speaker 3 (32:25):
It does.
Speaker 4 (32:26):
Okay, interesting.
Speaker 2 (32:28):
But they're allowed to have these infomercials of
commercials of Ozanpig and allthis other stuff.
That makes no sense.
Speaker 3 (32:37):
If you listen carefully, yeah and a four-page
side effect of a pamphlet youget.
Speaker 2 (32:43):
Because of this, you might have a heart attack.
If you look at this, make sureyou do contact your doctor
immediately.
I hope RFK Jr gets rid of that.
Speaker 4 (32:54):
I'm super glad I agree.
Speaker 2 (32:56):
I really do, but you have an impeccable, impeccable
resume, one of the best resumes.
I've seen besides Tim Terrell.
I mean, what was it like tospeak at the United Nations, to
speak there?
Speaker 3 (33:17):
You know, I'll give you the quick version of that.
So our company was selected asone of seven Israeli companies
that had the best cutting edgetechnologies edge technologies.
(33:42):
So, as a result, during theUnited Nations in 2016, the CEOs
of each of the seven companieswas expected to give a speech
and the event was called, Ithink, it was showcasing Israeli
technologies for the benefit ofAfrican nations.
So they were trying to buildtheir trade relations with
Africa based upon thetechnologies of Israel, and
Israel is very inventive andcreative in their technologies.
(34:07):
So the CEO at the time I was aconsultant for the company, for
Net-A-Vibronics, and our CEO was, to put it lightly, he was not
a he was not a great publicspeaker.
So he got up there to give hispractice speech and danny denone
(34:29):
, who was the ambassador to theunited nations, called our
biggest stockholder and said ifthis is the guy that's going to
be representing you, we can't dothis.
You're out.
He said give me one hour.
He called me on Wednesday.
He said what are you doingtomorrow?
I said um, nothing, I'm yours.
(34:50):
If you need me, he goes.
You're giving a speech at theUnited Nations, I said is this
in sweden?
no, this is in new york duringthe general assembly okay and uh
, I said what's the speech about?
he said I don't know.
I said how long is the speech?
I don't know how many peopleare going to be there.
(35:12):
No idea he goes.
I'll give you the name of theconference off of the general
assembly and you figure it out.
So I he told me what.
What it was.
It was about, you know,introducing new technologies to
Africa.
So, um, uh, at the at theUnited Nations, the speech was
(35:41):
in front of Benjamin Netanyahu,dandi Danone, who was the
ambassador, 13 Africanpresidents and 880 delegates
from the UN.
So you know, a bit of a puckerevent.
Speaker 2 (36:00):
Were they all like sitting at their seats with the
nation?
Speaker 3 (36:02):
flag.
Uh no, it was more of a uh kindof an auditorium.
So I gave the speech and thechairman of the board, uh,
approached me outside of the uh,the conference and he said
approached me outside of theconference and he said you have
to take the new CEO role.
(36:22):
So at that point I was reallynot intending to go to work for
him.
I was happy being a consultantfor him.
And he said no, you have totake it.
And so you got promoted.
I got caught up in the momentand I took it.
So I like that um and uh, hesaid job number one was to get
(36:51):
the company to go public.
Uh, up on nasda.
So I was able to do that in thenext year.
Rang the bell with my daughtersat my side, rang the NASDAQ
bell on Wall Street and you know, in the interim, I mean it was
(37:14):
just a whirlwind.
I was at the White House acouple of times.
I went to the Knesset, which isthe equivalent to the
government in Israel, met withtheir health minister.
I mean it's just been awhirlwind.
Speaker 2 (37:31):
That sounds surreal.
Speaker 3 (37:33):
It was.
Speaker 2 (37:35):
Is Israel.
So, with everything going onwith Israel, right now is it
hard to talk to your partners inIsrael.
Speaker 3 (37:44):
It's.
You know they're doing fine.
The government has allowed themto work from home if they're
nervous about coming into theoffice.
We're.
We're only 20, 20 miles fromhezbollah.
Uh, you know it's the lebanonborder.
So a little bit, you know,there's a little nervousness
(38:04):
there, but uh, my last scheduledtrip to go there was october
9th of last year and you knowwhat happened on October 7th.
That was the attack, so Ididn't go.
So the only limitation freightcomes out of there.
(38:25):
It's business as usual.
Israel's used to this.
But the only thing that hasbeen different is I can't get
there.
Speaker 2 (38:37):
Yeah, yeah, hopefully that changes in the near future
.
I'm hoping.
Yeah, dude, I'm like blown awayright now.
I mean like and I say that alot on the podcast but I've
never heard someone that gotpromoted on the spot to CEO to
(39:01):
speak at the United Nations toget your, basically to get you
guys, your stock on the NASDAQ.
So it was basically what it wasfor.
What was that like?
What was the feeling?
Speaker 3 (39:14):
you know, um, I honestly it was surreal.
Standing in front of the nasdaqheadquarters, where we had just
rung the bell, I had a coupleof my really good friends on
stage with me, a couple ofemployees, a couple of NASDAQ
(39:36):
people.
But as we're standing in thepark right in front of NASDAQ,
on this 30-story marquee,they're flashing pictures.
30 story marquee, they'reflashing pictures.
And to see my daughters up onthis 30 story marquee was you
(40:06):
talk about surreal?
That was surreal and I mean itwas incredible.
My son-in-law later, on a cigarbar afterwards, as we're all
celebrating, he looked at me andhe said you've now given me the
mission, I know what I want todo.
And he said I am going to beringing that bell.
Speaker 2 (40:27):
Wow, hopefully that works.
Hopefully it did work.
I don't know.
Speaker 3 (40:33):
Well, he's, he's on a great track, man the guy.
If anybody can do it, he can doit.
Speaker 2 (40:40):
You sound like a, you sound like a family man.
So, uh, you have two daughtersand a wife.
How's your family life?
Speaker 3 (40:53):
Two daughters that are the most amazing people I've
ever met in my life Onegranddaughter, son-in-law, who's
a rock star, and you knowDenise, my partner, and she's
amazing and life is good.
Speaker 2 (41:13):
That sounds pretty good for someone coming from a
middle-class family dictatingyour life.
To climb the ranks of themedical technology industry, to
become the CEO on the spot atthe United Nations.
That's a United Nations pressconference.
(41:34):
I mean, that's justunbelievable man.
Speaker 3 (41:38):
Yeah, that United Nations thing was probably the
highlight of my career.
Ringing the bell was it's neckand neck.
Speaker 2 (41:49):
What does that mean?
Mean ringing the bell?
Speaker 3 (41:51):
so if you, if you watch, uh, cnbc, uh, the opening
bell is rung, um, you're up onstage and you've got this little
monitor in front of you andthey do a countdown to the
opening day of trading and thethe open of trading.
And then, on the closing bell,which we did, um, you ring the
(42:17):
bell to close the day of trading, but it's nationally televised,
and um, it's uh, your companyname, your closest confidants
are up on stage with you and youliterally ring the bell.
I'll show you a video of it.
Speaker 2 (42:35):
we can, we can we can actually incorporate it into
the podcast, if you like thatit's.
Speaker 3 (42:42):
Uh, it was filmed off of a tv, so it's nothing, it's
nothing that's professionallydone, but I can definitely send
you some pictures.
Speaker 2 (42:54):
That's amazing man.
That's a good family, goodthings, and it seems like you
like helping people, like givingback.
You know, like you want to helppeople with the UTIs, you want
to help people with pain.
Speaker 3 (43:16):
Like, how does that go into your life?
No doubt about it, and you knowI spent 30 years in wound care.
You know you mentioned wounds.
Yeah, um, I launched a productcalled the vac the wound vac.
I don't know if you've everseen it or heard about it I've
definitely heard about it.
Yeah, you launched that Ilaunched it in 1996, that's
(43:38):
where I was born.
Speaker 2 (43:42):
God I hate you.
Speaker 4 (43:44):
So what is that product?
Speaker 3 (43:45):
yeah, uh, it's a negative pressure wound device
that typically, all through time, doctors would slap stuff on
the wound and they'd uncover itand they'd go, okay, well,
nothing's happened.
They'd slap more crap on it andcover it up, open it up in a
week.
(44:06):
Nothing's happened.
And this product when a chronicwound won't heal, this product
will heal it within days.
Speaker 2 (44:19):
Wow.
Speaker 3 (44:20):
And what it does is it's kind of a vacuum on the
wound.
It's vacuuming out all theexcess fluids and the bacteria
and drawing blood to the woundsite.
We brought it from $0 to $2billion in revenue in a matter
(44:42):
of, I think, eight years, nineyears.
Speaker 2 (44:46):
Yeah, I mean, I saw that you're 25 years experience,
so you've generated over 500million dollars in sales that
was, um, we went from.
Speaker 3 (44:59):
So, uh, I actually left the company and I went to.
I went to work for eastmankodak when they had 73,000
employees.
This is when they were huge andabout a month into it I
realized the most dangerousplace in the world is not
(45:21):
Afghanistan or Iran, it'sstanding between the front door
of Eastman Kodak and the parkinglot at 501.
Because people were running totheir cars and they were there
for their pensions and Icouldn't understand that
(45:46):
mentality.
And every company I've workedfor has been more
entrepreneurial, oriented,oriented, and you did what you
needed to do until and you knowyou may be there until 10
o'clock at night and you'retaking phone calls on the
weekend, you're, you know thereis no rest, um, but Eastman
Kodak was a bit of, it was alittle comical, because you'd
(46:10):
see this horde of people and youjust don't want to be standing
between them and their car.
So so I ended up going back toKCI, the wound vac company, and
I took a uh, a role as VPgeneral manager over their
smallest division.
We were doing about $10 milliona year in revenue.
(46:31):
They had just added 30 peopleand sales declined from the time
that they added them until thetime I came back and I they,
they were frustrated, so I tookit over in 2000.
Took it over.
Speaker 4 (46:51):
How did you turn it around?
Speaker 3 (46:54):
Well, I realized that the way they were conducting
business for this segment of thebusiness, which was home clinic
and home and wound clinics, wasthe same way that they were
conducting business on the acutecare or hospital side, and
(47:16):
everything had to be changed.
So I changed everything andI'll never forget.
The CEO walked in my office andhe said what did you do?
What the hell are you doing?
And I said I will in by die bymy decision and in so I took it
(47:40):
over a 10 million.
We ended that year at 30million.
The following year we did 90million.
The following year we did 156million.
We made it to 500 millionbefore he ever came back to me
and said okay, you were right so, uh, and that same guy is our
(48:03):
chairman of the board todaywhere uh, where uh, was this all
based?
Speaker 2 (48:09):
you Same thing, tyler , texas.
No, that was in.
Speaker 3 (48:13):
San Antonio, texas.
Okay, so I commuted from Sundaynight until Friday night for
two years.
It was hell, but it paid off.
I mean he worked hard and uh,and, like I said, the the um
(48:34):
president of that company is nowmy chairman of the board, and
for there's a bond that willnever be be broken it's because
you you doubled down on yourdecision got out of the trenches
yeah oh, he was so mad what he?
Speaker 2 (48:52):
was so mad I mean because this guy's probably got
a lot of like balls, you knowlike what.
What was he like when he foundout that you are actually adding
more revenue to the company?
Speaker 3 (49:06):
um well, uh.
He's the smartest businessmanI've ever worked with in my
entire life.
So I I would be lying to you ifI didn't tell you that when he
walked out of my office that daywith his red face, fists
clenched, that I didn't havesecond thoughts.
(49:28):
And I thought man, I better beright.
So, uh, it turned out lucky.
Lucky for me, it turned outthat I was right.
Speaker 4 (49:41):
For people who are in , you know, higher corporate
positions, I feel like risk,risk management is is difficult
for people to navigate andespecially for those of us who,
you know, aren't in anentrepreneurial type of setting.
What kind of thought processwhen it comes to taking those
risks that you go through, tomake those decisions to you know
(50:02):
, to pull the trigger or not?
Speaker 3 (50:04):
You know a great question.
I've always had a plan b, soout of the corner of my eye, I
always see that there's a windowopen for me to jump through,
and hopefully it's not on the10th floor, um.
But you know, the bottom lineis that you always have to have
(50:26):
plan b and if plan A is crashingand burning you know,
entrepreneurial or not youbetter have another way.
And it's got to be thoughtthrough.
You've got to have a plan inyour head at least to enact plan
(50:48):
B.
Speaker 4 (50:49):
That's an interesting philosophy.
A lot of people will say let'sjump headfirst into it or don't
do it at all, but having a planB just in case plan A doesn't
work out.
That's interesting, Max, whatyou were going to say.
Speaker 2 (51:01):
I was going to say so .
Basically, our generation, mygeneration, is all about
entrepreneurship.
They want to sell merchandisewhenever they think they become
a brand.
So what I'm asking you is whatadvice would you give to all
(51:22):
those entrepreneurs out therethat are listening to this?
Speaker 3 (51:27):
You know, I would say run as fast and hard as you can
, but if you see a cliff infront of you, slow down and so
you're not running off the cliff, reassess.
Um, you know there's uh,nobody's right 100 of the time,
(51:48):
but momentum is key.
You know it's's nobody's right100% of the time, but momentum
is key.
You know, it's not about whatyou made today or what you make
tomorrow, but if the momentum isgoing in the right direction, I
mean you're like a poster childfor this.
When you and I were talkingearlier.
(52:09):
You had 130 followers.
The last time I talked to youyeah, that was a year ago, and
now you're at 5,700?
.
Speaker 2 (52:21):
Yeah.
Speaker 3 (52:25):
That's, I mean, you talk about momentum.
Speaker 2 (52:29):
That's on steroids.
It's, I mean, mean I'm veryblessed for the people that
listen to the podcast and forthe people that come on to the
podcast, you know, becauseotherwise there wouldn't be a
podcast.
What we're looking for ispeople who face adversity, you
know, and it sounds like you hadto face adversity when you took
(52:49):
over that company.
You know, like, okay, well,either I'm driving this company
into the ground or I'm gonnaexcel them to the top, which you
did it was um, it wasdefinitely an adventure.
I mean, it's all been anadventure, yeah, I mean your
(53:11):
life's crazy man, but let's likeslow it down.
You're very successful.
You know very.
You seem very happy.
You have two beautifuldaughters.
You got a son-in-law that'sdriven as hell, probably by you.
You know what do you do to,like you know, kick back your
feet.
Like I know.
You hang out at Fort Lauderdale.
(53:33):
My dad says you have a placethere.
Speaker 3 (53:40):
Yeah, so explain what you like to do for fun now.
Well, your dad is part of it.
It's what we call the river ratcrew.
Speaker 2 (53:46):
Yes.
Speaker 3 (53:48):
Yeah, river rat crew.
Yes, yeah.
So all the, uh, all the folkswho live on the river uh are
part of one little sorority,fraternity, whatever you want to
call it, and, um, we all have agreat time together.
That's my, that's my escape,you know just get on the river,
listen to some music, but it'sjust being with good friends and
(54:12):
you know, just not having to,having to think about the the
craziness of your day, you knowdo you uh go to fort lauderdale
for the winter?
fort lauderdale is my legal homeoh yeah, so I'm legal down
there and I live there, notfull-time, but um.
Speaker 2 (54:37):
I don't own anything in illinois and I think I have a
reason, I think I know why?
Speaker 3 (54:46):
yeah, no doubt.
Speaker 4 (54:47):
But um, you know, I I grew up here, I still have
family here, so I'm still hereoccasionally but how does the
ceo deal with stress, the thestress of of working your job as
intense as it is?
Speaker 2 (55:00):
especially medical, yeah right that's what I'm
thinking I don't know.
Speaker 3 (55:04):
I you know I don't drink a lot, so that I can't do
yoga deep breathing maybe thegym, the gym golf golf you know
in the minute you step out onthe golf course.
You know after the first holewhether the golf round is going
to be more stressful than yourday so but usually just the gym.
Speaker 2 (55:32):
You look like you're in good shape.
Man, really good shape man, I'mold well for being 18 in 1976.
Speaker 4 (55:39):
You do look, you do look great for your for that
fact.
Speaker 3 (55:42):
Still got that left hook probably, oh yeah you know,
in uh, one one little sidestory from that 1976 fight.
So I'm up in Springfield,illinois, and you know they lay
(56:02):
out kind of a chart of whoyou're going to fight.
If you win this one, you win.
You fight this guy.
And, uh, the guy that I was, ifI won the fight, the first
fight, the guy that I was goingto fight, his name was Ronaldo
Snipes.
Ronaldo Snipes um became thefirst guy to knock down Larry
(56:26):
Holmes in 1987.
He was two seconds away frombeing the heavyweight champion
of the world.
Ronaldo Snipes is my closestfriend in New York and we still
laugh about the fact that I tellhim the best fight I ever lost
was the first fight I everfought to prevent fighting him
(56:47):
Because he would have killed me,and we became best friends.
Speaker 4 (56:55):
What an origin story.
I love that.
Speaker 2 (56:59):
Start of an era.
That's awesome.
Do you still hit the bag?
Oh God, no, I've had fourbroken hands.
Speaker 3 (57:08):
If I hit anything, you might see bone chips coming
out of my hands.
Speaker 2 (57:16):
So I'm not going to like expect this answer to be
answered, but like they say thatmaking your first million is
the hardest, would you saythat's true?
Speaker 3 (57:29):
Yeah, the hardest.
Uh, would you say.
That's true.
Yeah, you know, um, my goalwhen I, when I first got into
into business, it was around1980, um, and my goal was, uh,
by 1990 I wanted to have made myfirst million dollars and I
(57:50):
think I made it by like 30,000.
It was, it's right there, andum, which you know it was a goal
.
But working for people, it'sharder to meet that goal, you
know you.
And again, in sales, it'sharder to meet that goal, you
(58:10):
know you.
And again, in sales, earningsare unlimited, so it's easier to
do in sales.
But, uh, but I actually did it,um, and I've adopted a policy
that basically it's better toown a small piece of something
big than a big piece ofsomething small.
So if, for instance, the WoundVac Company, I had a small piece
(58:39):
of the ownership of thatcompany, which turned into a lot
of money, now if I had a largepiece of something that was very
, very small, it would haveturned into nothing yeah or next
to nothing.
So you know you don't right nowyou don't.
(59:01):
You don't get rich doing thenine to five.
Um, you've gotta.
You got to do the nine to fiveto prove yourself, to be able to
interview, uh, and justifiablyinterview and get the job for
the next step up.
But stock options you make, youcan make a lot of money and I
(59:26):
would encourage everybody tojust follow a path that has that
in mind.
It's like a small part ofsomething big can turn into
something really significant.
Speaker 4 (59:40):
Can you elaborate on that?
Because we've had businessmoguls on the podcast and some
of them have the opinion ofdon't work the 9 to 5, you'll
never get rich doing the 9 to 5.
Speaker 2 (59:49):
Yeah, no W2ers, that's what they say.
Yeah, yeah, yeah, no W2.
It's like your gen pop Shut up,john.
Speaker 4 (59:57):
But we.
My question is how do you, howdo you climb the ladder?
How do you follow that path?
If you're getting into thebusiness, as you know, salaried
on on nine to five, how do you,how do you make that jump to
higher management?
Speaker 3 (01:00:10):
So you know the way to get promoted is to be in
something that's quantifiable.
So if you're judged based uponyou know I hate to throw out a
specific job in a company, butlet's just say human resources
(01:00:31):
where is that quantifiable?
Um, how many people you youbring on board, or you know what
is, what is the value to thecompany?
So if you're quantifying, ifyou're trying to, uh, to elevate
yourself, what value do youbring to a company and how can
(01:00:55):
it be quantified?
So sales is obviously the bestway to do that.
Product development is anotherway to do that.
Speaker 2 (01:01:08):
Business planning, m&a, you know things like that.
Where do people get stuck?
Speaker 4 (01:01:16):
Great question.
Speaker 3 (01:01:20):
Where do they get stuck?
You know, I think it's.
I have a philosophy about that.
Yeah, but I have a philosophyabout that, yeah.
Um, so think about human natureinstincts.
Human nature instincts are whatwe all have right, yeah.
We're generally lazy, um, we uhdon't eat.
(01:01:48):
Well, we eat what's good andnot what's good for you.
Yeah, we want the quick fix, wewant quick cash.
Quick cash immediategratification.
All of those human natureinstincts are in all of us.
(01:02:16):
human nature instincts are inall of us, the people who
succeed are the five percentthat fight those human nature,
instincts, and win meaning thatif everybody if human nature is
telling you that, you know, lazyis the way to go, which all of
us are innately lazy andtherefore, if you succumb to the
(01:02:37):
laziness you're going to bepart of the 95%.
You're never going to be inthat 5% elite, elite.
So if you can beat your humannature instincts, you know, I,
you know, I would encourageeverybody to, like, sit back and
and make a list of what drivesthem.
(01:03:00):
Um, what drives them?
Uh, what are your driving humannature instincts, what are your
driving forces?
And you know, maybe peoplewon't admit that they're lazy.
Speaker 2 (01:03:19):
But, the truth hurts.
Speaker 3 (01:03:21):
The truth hurts.
Speaker 2 (01:03:22):
You know it really does, but I feel like my
generation has gotten morelazier than ever.
I feel like my generation hasgotten more leisure than ever
and I can't imagine, if you hadour technology, our like access
to like technology, how easy itwould be for you to make like
money in a business.
Speaker 3 (01:03:42):
You know I've got a great story.
My daughter, my 32 year olddaughter, lindsay she we've got
a good friend in the city ofChicago who's very prominent,
knows everybody, and she wasinvited to dinner one night and
she sat next to this billionaireand he had just sold a staffing
(01:04:05):
business for $800 million,something like that, and she had
a conversation with him and shetook his business card and she
went home and she wrote a note,she wrote a handwritten card to
him, you know, appreciated yourinsights and really enjoyed
(01:04:27):
dinner, really enjoyed theconversation with you.
Blah blah blah Sent that note,uh to him.
He called her and he's likenobody has done that in 15 years
for me.
Speaker 2 (01:04:42):
Wow.
Speaker 3 (01:04:43):
So, uh, If you think about the human nature aspect of
it, somebody might take thatbusiness card and text him hey,
nice to meet you.
Yes, you know what she took theextra step wrote the card.
I tell this story to so manyyoung kids that that's amazing.
(01:05:04):
She stood out.
Speaker 2 (01:05:07):
Yeah.
Speaker 3 (01:05:07):
She was different Today, he would know who she is.
This billionaire in Houston,texas, would know who she is.
Speaker 4 (01:05:18):
That's great advice Standing out.
Speaker 2 (01:05:22):
Stand out exactly.
Don't do what the status quo is.
Be different, Right Bedifferent.
Right Be different.
Speaker 3 (01:05:31):
Another great example is my older daughter went to
apply for a sales job and shetold me at about 9 o'clock at
night you know I've got aninterview tomorrow morning at 10
.
And she said you know anyadvice that you can give me?
(01:05:54):
And I said, well, do you haveyour business plan ready?
And she said what are youtalking about?
And I said, well, your businessplan.
Do you not have a business planto walk into the interview with
?
She said, well, it's a sixperson interview, it's a
committee interview.
And I said you don't have sixcopies of your business plan to
(01:06:18):
hand to each one of theinterviewers.
And she's like, well, nobodydoes that.
And I said exactly, Nobody doesthat.
So 9.
PM and 9 AM the next morning.
Uh, she and I worked on abusiness plan together.
(01:06:39):
She got a business plan done,made six copies, we
choreographed it.
She said you know, I'm rightout of college Not a lot on my
resume so I want to share mybusiness plan with you.
And they all sat back in theirseats and they went wow, Wow,
(01:07:04):
You're like Yoda.
So she was supposed to hear fromthem.
There it was, you know, like 20people interviewing and she
said that, uh, she called meafter the interview and she said
it went really well.
She said I'll know thisafternoon whether I'm going to
(01:07:24):
make it to the next round.
She got the call that afternoonand the lady said um, I have
good news and bad news.
She goes what do you want tohear first?
And she goes give me the badnews.
She goes.
The bad news is he didn't makeit to the second round and she
goes okay, what's the good news?
She goes.
(01:07:45):
Well, we canceled the secondround.
We were offering you the job.
Speaker 4 (01:07:49):
Wow.
Speaker 3 (01:07:51):
So fast forward.
My second daughter gets herfirst sales interview, so she
tells me about it.
She goes.
I got an interview Tomorrow andI said do you have your
business plan done?
Speaker 2 (01:08:10):
She goes, oh, my sister already helped me with it
.
Speaker 3 (01:08:14):
She got the job that day without.
Before she walked out the doorshe said they looked at her and
they said we've interviewed 10people.
Nobody had a business plan.
Nobody had a business plan.
She goes.
They were so impressed theydidn't even open it, they just
(01:08:37):
knew that she had the piece ofpaper and it was about a
five-page business plan with herpersonal mission and her
development plan and things thatI've taught my older daughter
that were all incorporated intothis.
She got the job that day.
That's amazing.
So what?
Speaker 2 (01:08:55):
I would tell your listeners anybody coming out of
college man, if you don't have abusiness plan, walking into an
interview, you lose do your duediligence, your homework,
everybody do it, and for you itlooks like the apple doesn't
fall far from the tree, becauseyou used to knock people out in
(01:09:16):
the first round.
Speaker 4 (01:09:17):
It's true.
Speaker 2 (01:09:18):
Oh wow, I got to ask you a question.
This is going to be a big one,but when you wake up in the
morning, morning, do you thinkyou've fulfilled your purpose of
life?
Speaker 3 (01:09:32):
no, god, no, no.
The next, the next stage isgoing to be, uh, mentoring kids
well yeah, um, and exactly thatstory.
I've taken a lot of mydaughter's friends and some
family members and just friends,kids that are coming out of
(01:09:56):
college and you know collegeGreat, you get the piece of
paper.
What do they tell you aboutgetting a job?
Speaker 4 (01:10:03):
Yeah, exactly, tell us about college, mr Murphy.
Tell us what you think aboutcollege, please.
Speaker 3 (01:10:08):
So you know you go to college and you get that piece
of paper and you know you'regood to go, and then they shoo
you out.
They cashed your last check andthey're you know you're good to
go, right?
Well, they never told you howto get a job.
Speaker 4 (01:10:23):
They never told you how to get a job.
Speaker 2 (01:10:27):
She's part of this.
Speaker 3 (01:10:28):
They also never told you that your first job leads to
your second job and it's likelygoing to be in the same
category of job that you got thefirst time.
So how do you get the job thatyou want and how do you get
what's your vision for 20, 30years from now?
Where do you want to be?
Do you want to be in themedical industry?
Do you get what's your visionfor 20, 30 years from now?
(01:10:50):
Where do you want to be?
Do you want to be in themedical industry?
Do you want to be in thefinancial markets?
You know where do you want tobe, because my dad's advice of
becoming a McDonald's managerwould have you know, today I'd
be maybe running a Chick-fil-ARight.
Speaker 2 (01:11:18):
They're closed on Sunday.
That's a plus.
Speaker 3 (01:11:23):
I would at least get one day off.
But you know, it's that oldanalogy.
You know, if you're leaving ona plane from la and you're
heading to new york and yourplane leaves just two degrees to
the right, to the south, you'regonna end up in miami well so
(01:11:48):
think about that.
You get on that plane, makesure that it's facing the right
direction for where you want toland new york.
Speaker 2 (01:12:01):
Wow, absolutely amazing so would you uh?
Would you, would you uh?
Would you urge people to read alot?
Read books?
Speaker 4 (01:12:13):
Business books sales books.
Business books sales books.
Speaker 3 (01:12:15):
I haven't read a book for 20 years, absolutely.
Speaker 2 (01:12:22):
Absolutely Different strokes.
It's been amazing having you on.
You have stories for days.
I'm so happy you came on I'm sohappy to be here anything I can
do to support you yeah, and thisone, this one's gonna be a good
one, man, it is.
(01:12:42):
I think a lot of people aregonna get a lot of insight, a
lot of like, um, like,background knowledge of, like
how it was in the past and howit is in the future, how
gluttonous and lucky we arecompared to you who comes from a
middle-class family, and somaking this first million after
(01:13:04):
a decade right, it took you adecade, yeah, 1980 to 1990.
Speaker 3 (01:13:09):
Yeah, yeah, it took you a decade, yeah 1980 to 1990.
Speaker 2 (01:13:11):
Yeah, yeah, it took you a decade, and you had grit,
you had determination and youdid it, man.
Speaker 3 (01:13:20):
You know, there's a couple of things that I would
change, but in general I think Iwould have stayed the course.
I'd repeat it.
Speaker 2 (01:13:30):
I think I would have stayed the course.
I'd repeat it I'm inspired byyou and I'm going to make sure I
keep that in my notes.
I am going to continue to readbooks.
Speaker 3 (01:13:49):
Just make sure that when you leave LA, you're
heading in the right direction,absolutely.
Speaker 2 (01:13:51):
LA.
We're going to Miami, we'regoing to New York, all right, so
give that left punch.
Ryan, there's a camera one.
Tell the people what you gotcoming.
You said you're going to be amentor.
I would love to be well, youwould be a great mentor for
(01:14:15):
everybody out there like thisfreaking episode this is a great
episode I've had so much fun,yeah, like comment, comment what
you think also we can tell whenyou're not subscribed, so
subscribe comment.
Comment what you think about bigpharma.
Comment what you think aboutthe fda turning down this
(01:14:38):
amazing opportunity for peopleto not have a urinary tract
infections with euro shield.
Comment.
Turn that notification bell onso you can always see when the
next podcast comes out.
Brian, it's been a pleasurepleasure is all mine.
(01:14:59):
I'm paralyzed from a neck down,breathing through a machine,
but that doesn't stop me fromfollowing my dreams and doing
what I love to do.
I don't got an excuse, andneither should you.
We'll see you guys in the nextone.
I.
Speaker 2 (00:40):
And welcome back to another episode of Life to the
Max.
I'm your host, the Quadfather,aka Maximilian Gross, and today
I have the CEO of NanoVibronics.
Speaker 3 (00:56):
NanoVibronics.
Speaker 2 (00:57):
NanoVibronics, so NanoVibronics and his name is
drumroll, please, brian Murphythanks, max how are you man?
Speaker 3 (01:10):
I'm great, it's good to be here and, by the way,
first thing I've got to say isthank you for your service.
Speaker 2 (01:17):
I appreciate it.
Thank you for supporting me.
I really do you're great.
I'm happy to be here we've beentalking about it for a while.
Definitely, I mean it's anhonor to have you here, because
you have a lot of insight onthings that can help people with
(01:38):
spinal cord injuries, so I'msuper excited to get through it
super, so, uh, super excited touh get through it.
Speaker 3 (01:49):
Well, I I'm sure that I can't beat tim terrell's
podcast but I'll do the best Ican, did you listen to it?
Speaker 2 (01:54):
I did yeah, he's, he's uh, quite, quite a guy man,
oh my god, he's amazing.
Speaker 3 (02:01):
Yeah, he's an amazing guy, he can uh, he, he uh.
He led the show for that, forthat one well, and, by the way,
that's without coffee or anystimulant he's like he's a.
Speaker 2 (02:19):
He's like he's a nonsense.
No, nonsense-nonsense,hard-nosed defender.
And I'm like damn Tim.
And we see the clips of him andhe's just wrecking himself.
Speaker 3 (02:33):
How he's still upright.
I have no idea.
So I guess, to all your viewers, if you haven't seen that
podcast, take a look at it.
Tim Terrell is one of a kind,no doubt.
Aboutrell is one of one of akind, no doubt about it he is.
Speaker 2 (02:48):
He is one of a kind but um.
So I uh kind of want to bringit back to your beginnings, so
like you know where you camefrom.
So where did you uh grow up?
Speaker 3 (03:03):
so I grew up up in Morton Grove, north side of
Chicago, middle class family.
You know it's funny that my dadencouraged me to be a manager
at McDonald's and that wouldkick off my career.
I elected to go more of anentrepreneurial route and, uh,
(03:25):
it really.
Um, I just got into sales.
I mean, I, I literally went tocollege only to get a degree so
that I could walk in andinterview for a sales job.
I knew that that's where Iwanted to be, that was my life's
mission and uh, and the rest isuh, history yeah, so when you
(03:49):
had your first sale, was thatlike, just like a drug, was that
amazing?
no doubt about it.
Yeah, and I was so bad at itright in the beginning.
Nobody trained me.
Nobody.
You have to.
If you're sales, you're eitherborn for it or you're not going
to be.
You're not going to do well insales.
(04:11):
You've got to have theinstincts and things like that.
But you've got to be trainedvery early and but learned on my
(04:31):
own and and develop my ownstyle and ended up excelling.
Speaker 2 (04:32):
Can you elaborate when you said you were thrown to
the wolves?
Speaker 3 (04:36):
so my first sales job was for a medical device
company out of Colorado and Itook over Northern California.
So I was their first rep andthis was part of their grand
plan to go direct repsnationwide.
And I sat there and my firstcustomer, I had features and
(05:01):
benefits on a page, on a pieceof paper and I went down through
the features and benefits andthere was really no open
discussion.
Um, you know, obviously withsales you've got to connect with
somebody and the connection wasnot there.
So, being thrown to the wolves,meaning that I had no sales
(05:23):
training, it was all done offthe cuff.
So in that first meeting Irealized that no, this is this,
is this just really went poorlyand uh, and from there, uh,
develop my own style and um, andjust learned how to, how to
(05:44):
dance somebody into a cornerwhere they couldn't get out and
had to buy my product.
Speaker 2 (05:49):
Okay.
So when you said you developedyour own style, are you talking
about, like, that list ofquestions they give you, Like?
Is that what you're talkingabout?
Because I know there'scompanies that say, like
telemarketers, I know there'scompanies that say, like
telemarketers, they say, okay,if we reel them in, we have to
follow the rule, the guidelinesof the questions.
(06:11):
Is that what you're talkingabout?
Speaker 3 (06:15):
Yeah, a little bit.
I think my success was out oflearning their business,
understanding what they were upagainst, understanding their
business down to the productlevel and then offering a
solution.
I later figured out that in asale, nothing is sold without a
(06:41):
problem.
So you've got to find a problemthat they have, then you've got
to make the problem bigger thanlife and then you've got the
solution to their problem.
So that was really how I kindof created.
The way that I sold was just tounderstand them.
(07:02):
Understand the problem,highlight the problem, make the
problem bigger than life andthen offering a simple solution.
And it works.
It works today, still today.
Speaker 2 (07:16):
That's amazing man.
So we'll let you down to thepast Medical technology to the
past, medical technology.
Speaker 3 (07:36):
Well, I won't lie money.
Back in the 80s, medical wasthe place to be.
No doubt about it.
Technology was growing, themarket was always going to be
there, it didn't matter.
We were recession proof, um,and you know, I just, uh, I also
wanted to help people and and Ihad to really believe in the
product in order to and believethat it was going to help
(08:00):
somebody, in order for me to bepassionate about it and really
believe it and um, and sell iteffectively.
Speaker 2 (08:09):
So you physically created the product.
Speaker 3 (08:13):
I didn't physically create it, no, Um, they.
I was always, uh, an employeeand other than a couple of uh
entrepreneurial stints, butother than a couple of
entrepreneurial stints.
But the bottom line is that Iworked for medical device
companies and you know, in salesit's the easiest place to get
(08:35):
promoted because it's veryquantifiable.
Your quota is X, you do X pluswhatever and you overachieve,
you're going to get noticed.
On the downside of that, ifyou're under quota, uh you're,
(08:56):
you're always going to benoticed as well so let me ask
you a question.
Speaker 2 (09:00):
I had a guy on here and he told me, if you're this
big time salesperson, you'realways replaceable.
Do you think that's a truestatement?
Speaker 3 (09:09):
I don't think so.
On the, on the, depending onwhat you're selling, but
products don't sell themselves.
And if you excel, I don't seethat you're replaceable, okay,
so?
Speaker 4 (09:24):
What do you think sets apart a good salesman from
an exceptional salesman?
Speaker 3 (09:31):
You know, I learned something through college, so I
had 44.
Speaker 2 (09:40):
Where'd you go to college?
Speaker 3 (09:42):
University of Southern Illinois University.
Speaker 2 (09:44):
Let's go.
Speaker 3 (09:47):
Salukis.
Speaker 2 (09:48):
Salukis.
Speaker 3 (09:49):
So played football there Really First year and then
I quit and started the boxingteam.
So I ended up having 44 amateurfights total.
I won 42, lost two.
But in my first fight I foughtin the Golden Gloves in
(10:11):
Springfield, Illinois, and I gotknocked out in the first round.
Speaker 2 (10:16):
What year was this?
Speaker 3 (10:18):
Oh God, you're going to age me 1976.
Wow.
Speaker 2 (10:25):
How old were you?
Speaker 3 (10:29):
um 18, 19, 19 wow so you guys, you, you weren't even
thought of in 1976.
I, I get that, yeah, but um, Ithought I was all that, you know
, and I go to this Golden Glovestournament.
I get in the ring and within 30seconds I'm on my back.
(10:55):
I don't know what state I'm in,I don't know who, my, what, my
name is Nothing.
So I backed up from that fight.
We go back to school and Ithought, you know, I could
either hang it up or figure outwhat to do going forward.
And I figured out somethingthat has really served me well
(11:17):
throughout my entire career, myentire life, and that is that
you got to be good at one thing.
So in the boxing ring, what Ifigured out was I could throw a
left hook like nobody else.
And in amateurs.
Nobody ever saw it coming.
My next 11 fights I hadknockouts in the first round,
(11:43):
all with a left hook.
So I perfected the left hook.
I went on to win another uh 30fights after that.
I only lost my last fightbecause I broke my hand in the
second round.
When I put him down it was theuh, the semi, uh, semi-final
(12:03):
before the national championshipfor college.
So my point is that you alwayshave to have a strength that you
can go back to.
So, in other words, what is itthat you're really really good
at?
What is it in your sales pitch,in your career, in anything
(12:27):
that you do it, you got to pullthe left hook out yeah and if
it's been perfected, you'realways going to succeed, because
you know that you can't losewith that left hook.
whatever it may, whatever it maybe, it may be, you know
something totally, totallydifferent.
That's just an analogy, but itworked it.
(12:50):
It served me well because itwas something that, um, I was
insistent upon perfecting.
Speaker 2 (12:58):
Is this a like the selling point like the left hook
.
Like the selling point, likethe left hook.
Speaker 3 (13:05):
Is that the selling point?
So you know, like in sales, ifyour strength is building a
relationship, always build arelationship.
If your strength is selling theproduct, sell the product.
If your strength is selling thefinancials on a product, sell
the financials.
But you have to be able toperfect something and always go
(13:29):
back to it.
Speaker 2 (13:31):
So, Brian Murphy, what is your left hook in sales?
Speaker 3 (13:38):
I would say understanding the problem and
then making the problem biggerthan life.
Speaker 4 (13:43):
All right, create a problem, sell a solution.
Speaker 3 (13:48):
No doubt about it.
That's you know, very simplysaid, but very accurate.
Speaker 2 (13:53):
Okay, so let's talk about your company, Nano
Vibronics.
What exactly is it?
Speaker 3 (14:05):
So we're a public company Traded under the symbol
NAOV, traded on NASDAQ, andwe're based in both Tyler, texas
, as well as Haifa, israel.
Haifa is about 20 miles fromthe Lebanon border.
We manufacture primarily twoproducts.
(14:30):
We've got a couple of otherproducts, but our two primary
products, uh, they use oneplatform technology.
It's called surface acousticwave.
It's a?
um, you've heard aboutultrasound yes so ultrasound in
a clinic is very high energy um.
It's used for pain, uh in adifferent frequency or waveform.
(14:54):
It can be used to image anunborn baby.
We use a different frequency.
We use a 93 kilohertz wave,which is low-level,
low-frequency ultrasound andit's applied to two products
(15:15):
called pain shield and euroshield.
On the euro shield it's applieduh externally what is your
shield?
Speaker 2 (15:26):
what is your shield?
Speaker 3 (15:27):
euro shield.
Uh is a product that's usedwith a catheter okay, so I have
a super pubic catheter.
Suprapubic or urinary catheter,either way, okay, it sends a
low-level, low-frequencyultrasonic wave down the
catheter.
(15:47):
You would never detect it, andwhat it does is it actually
serves, as it creates, like atrampoline effect on the
catheter and it preventsbacteria from docking onto the
catheter, which is the firststep in a urinary tract
(16:07):
infection.
Speaker 2 (16:08):
Whoa.
Speaker 3 (16:09):
So, if you can prevent that first step, what
normally occurs is the bacteriadocks onto the catheter, it then
creates a colony.
The colony is a number ofbacteria that colonize together,
and then it creates a biofilm,and the biofilm is resistant to
(16:30):
antibiotics.
So what we're trying to do andwe've been effective at doing it
is to stop that first step inthe cascade of events that occur
that lead to a urinary tractinfection.
Speaker 2 (16:45):
So I don't know if you know this about me, but
about two years ago I went intoseptic shock.
I don't know if my father toldyou, but I went into septic
shock I don't know if my fathertold you, but I went into septic
shock.
It was because of a urinarytract infection.
I almost died.
I almost lost my life.
My organs were failing and theywere able to you know, get me
(17:10):
better.
Thank God, sherman Hospital,shout out to them.
You know what I mean.
Thank God, sherman Hospital,shout out to them.
But if I was wearing a Euroshield, do you think the
possibility of that could havedecreased?
Speaker 3 (17:27):
It would have eliminated the well it would
have eliminated the events thatoccur that led to your urinary
tract infection.
Yeah, my mother actually diedof a urinary tract infection, uh
, five years ago so, and I themost painful thing was that,
because the fda hadn't clearedus, uh, I couldn't even put the
(17:52):
product on my mother.
Speaker 2 (17:54):
That's terrible.
Speaker 3 (17:55):
So there's, you know, a little bit of a passion there
that wouldn't normally existgiven those events.
Speaker 2 (18:07):
Well recipes to your mother.
And if the FDA is listening,allow EuroShield to be on the
shelves.
We need it, I need it.
Speaker 4 (18:20):
Yeah.
Speaker 2 (18:20):
You know, like if that could have like stopped me
from going into septic shock, ifthat could stop a lot of people
because that is the leadingfactor of, you know, people
dying in spinal cord injuries.
It's either a pressure ulcer orit's a urinary tract infection
and they die from septic shock.
(18:41):
We are still human, so give usa chance to live with the
products that you're creating.
Speaker 3 (18:52):
It's such an amazing product.
The most use is in the UK andit's reimbursed in the UK.
Um, but you know, I just needto uh, uh in this next
administration, uh work my wayup again and uh try to get the
(19:15):
FDA to recognize it.
And we had temporary approvalunder kind of COVID guidelines
and we just lost theregistration a couple of months
ago.
Speaker 2 (19:30):
I remember you actually giving me the product
and you said like Max, uses,uses, uses.
Speaker 3 (19:37):
and I had to ask my doctor.
Speaker 2 (19:39):
My doctor was like yeah, we can use it.
And then I remember you saidyou got in with the va and I,
for everybody listening, I, Iget my care through the va and I
was super excited for you.
And now hearing this, thisbacklash with the FDA, that's
(19:59):
absolutely like terrible yeah,it's, uh, it sucks.
Speaker 3 (20:06):
To be honest with you now, the other product, uh,
that we do a lot with the VA iscalled pain shield.
Pain shield uses the sametechnology.
It's that surface acoustic wave, low level, low frequency
ultrasound, delivered throughjust a small little patch, and
(20:28):
then the device the same devicein size that you saw about the
size of a cell phone just fitsinto your pocket.
It's an opioid alternative andthe intent of that product is to
cure what's causing the pain,not just like an Advil, not
(20:51):
curing the symptom, and thenyour pain is going to come back
the minute the.
Advil wears off.
All these products that are onthe market are all symptom
oriented.
They don't really addresswhat's causing the pain, and
what we're doing is sending alow level, low frequency
ultrasonic wave into that areaof pain, whether it's muscle,
(21:14):
tendon, nerve and it increasesblood flow.
First of all, it's a verypowerful anti-inflammatory, so
you get the inflammation downand then from there the product
increases blood flow, increasesoxygenation to that part of the
(21:38):
body, and it's angiogenic, whichmeans that it effectively
encourages the body to grow newcapillaries, which increases the
blood flow to that area.
Speaker 2 (21:51):
So, as a salesman, how do you know all this
scientific like medical?
It's just, you know all thisscientific like medical, it's
just, you know, it's not.
Speaker 3 (22:00):
This product is pretty simple.
Speaker 2 (22:03):
It doesn't sound simple.
Speaker 3 (22:07):
No, it's.
I mean, you've seen the product, you've seen the other product.
It's the same size, it's justan on and off button and you put
the patch on, uh, where thepain is, and um and uh, the
patch where their pain is like.
Speaker 2 (22:22):
Is that like putting a band-aid on, or is that like
actually helping?
Speaker 3 (22:26):
no, it's.
Speaker 2 (22:27):
It's about the size of a large band-aid I meant like
, uh, metaphorically, so, isthat like putting a bandaid on?
Or is that like because, like Ithink about this, okay, big
Pharma wants me to take myOxycontin and all this stuff and
I don't take opioids anymorebecause of the septic shock, you
(22:50):
know but they want me to takethat because it's just gonna
help me with my pain inquotation marks, do you know?
I mean, yours is basicallytrying to, like you know, slap a
band-aid on it rather thanhaving people come back for
refills yeah, it's not well.
Speaker 3 (23:12):
The band, the Band-Aid would be temporary, but
this is intended.
It doesn't work on everybody,you know it's.
Speaker 4 (23:24):
Is it a cumulative therapy or does it just?
It works as you put the patchon and it works while the device
is working.
Speaker 3 (23:31):
So the device works for six and a half hours, um,
before it's got to be chargedagain.
Uh, it's what we call doserelated.
So dose related means the moreyou use it, the better it works
so it's not like opioids, it'sthe exact opposite it's the
exact opposite.
Speaker 4 (23:52):
Wow.
Speaker 3 (23:52):
So, for instance, I had a shoulder problem and I
wore one of the versions ofPainShield which has two
transducers and it workedincredibly well.
And I mean, I don't know what Iwould do personally without it,
(24:14):
because I use it so oftenBetween my back, my shoulder, my
knee.
Speaker 4 (24:25):
Is it for muscular pain or nerve pain or all of the
?
Speaker 3 (24:28):
above.
It's indicated for muscletendon and contracture tendon
and contracture but it does workon well.
I got to be careful because theFDA requires me to say that,
but I've had good experienceswith nerves.
Speaker 4 (24:52):
Personally.
Speaker 2 (24:54):
That's amazing.
Because I have fibromyalgia, Ithink that's what.
Because I have a fibromyalgia,I think that's what it's called
fibromyalgia.
I always get it wrong alwaysit's a tough word.
Speaker 4 (25:06):
I'm not going to lie fibromyalgia.
Speaker 2 (25:08):
I have that in my like trigeminal neuralgia in my
under my jaw and it's just thesepins and needle pain and I've
had that since 2018.
Speaker 3 (25:24):
It's constant.
I'll get you a pain shield.
Speaker 2 (25:27):
All right.
Well, we'll see if it works.
Man, you sold me.
Speaker 3 (25:34):
It's an amazing product.
I mean the VA is just eating itup.
We've got probably 50 of the150 VA hospitals prescribing.
We were just approved foractive military, so it's doing
very well in the VA.
Speaker 2 (25:55):
So in your 25 years of senior sales operations and
general management experience inmedical device and medical
technology companies, how haveyou seen this industry evolve
over time?
Speaker 3 (26:09):
Ooh, big pharma, big pharma gets bigger, big Pharma,
big Pharma gets bigger.
And that's probably the biggestchange Well, not change, but
progression of the industry.
(26:29):
Big Pharma is more powerful nowthan they've ever been.
Medical device there's justsome amazing technologies out
there.
However, uh, there, um, there'sthe saying uh, more than one
great technologies have have uh,gone broke because they
(26:50):
couldn't sell it.
So the the reality is you stillgot to get somebody out there to
tell them the story.
And it's just like when youbrought the euro shield into
your doc yeah, she hadn't heardanything about it.
No, so she was reluctant to useit.
You know, she had to read the30 studies that were on the
product that showed that it waseffective.
(27:10):
Doctors don't have that kind oftime.
We've got a study going onright now at the University of
Michigan and it's a 306-patientstudy, pivotal study, and when a
big institution like Universityof Michigan, with that many
(27:32):
patients and they draw aconclusion on the product, they
will be able to just go down andlook at the results, and every
other study we've done has hadmiraculous outcomes.
Speaker 2 (27:48):
That's amazing.
That's amazing.
You know.
What really strikes me is theprogression of technology from,
so you said, the 70s.
Did you ever think you wouldhave a little computer in your
hand like a little tablet?
(28:10):
A tablet wasn't even a thingback then yeah.
Do you ever think so, like withthe AI and technology, like do
you think that's helped BigPharma a lot?
Speaker 3 (28:26):
You know, a great example of that is I left the
company to come to work as ceoof nano vibronics, um, and their
technology was placentatechnology, stem cells.
So, uh, no, actually it wasdehydrated, so they actually
(28:49):
killed the stem cells.
But it treats wounds.
So what they found was thatwhen placenta is placed into a
wound, it encourages the stemcells from your own body to
hyperproduce and then be drawnto that one area.
(29:09):
Well, you know to your point 20years ago, who thought we'd be
using placenta to heal woundsand be able to commercialize it
and put it on the shelf for fiveyears?
Speaker 2 (29:23):
Wow.
Speaker 3 (29:24):
Yeah, it's crazy stuff.
Speaker 2 (29:26):
Well, it's amazing that they find out through like
studies and like constant, likeresearch.
For people like me and peoplein other situations, like I'm
hoping to God that I walk oneday again, you know I do my
therapy, I do everything right.
I've talked to a few scientistsand doctors that have promising
(29:51):
studies, but again, the FDAalways gets in the way, man.
Speaker 4 (29:55):
Why is that?
Why does the FDA I feel?
Speaker 2 (30:00):
like.
You know how women say yourbody, it's their body, their
choice.
I feel like it's my body, mychoice, like if I want to do
this study, that has good merit,very good.
Like.
It has good merit, very goodmerit on what it's supposed to
do.
Why can't I do it?
Why are there laws?
Speaker 3 (30:21):
against that.
There are stem cell companiesout there that are on the cusp
of being able to help you, andyou know, adam, yeah.
Speaker 2 (30:38):
Adam is connected to one of them.
He's a chiropractor.
Speaker 3 (30:41):
He is.
But some of the technologiesright now are just, they're
amazing and you know, when youtalk to them it sounds like
they're mixing a cocktail for aspecific injury or a specific
(31:01):
indication.
But you know, I don't knowwhere that's going to lead, but
it's certainly not goingbackwards.
Speaker 4 (31:11):
Do you think that medical technologies, like
companies, and big pharma arelike working together, or you
think that there's a bit the FDAcalled Section 361.
Speaker 3 (31:42):
Section 361 is where it's human cells and tissue that
is minimally manipulated.
So you can get a productapproved and stem cells are not
illegal.
They fall primarily typicallyunder Section 361.
(32:05):
So Section 361 would allow themto bring it to market, but they
can't make any claims or theirclaims have to be minimal.
Speaker 4 (32:22):
So the FDA dictates what you can and can't say about
your product.
Speaker 3 (32:25):
It does.
Speaker 4 (32:26):
Okay, interesting.
Speaker 2 (32:28):
But they're allowed to have these infomercials of
commercials of Ozanpig and allthis other stuff.
That makes no sense.
Speaker 3 (32:37):
If you listen carefully, yeah and a four-page
side effect of a pamphlet youget.
Speaker 2 (32:43):
Because of this, you might have a heart attack.
If you look at this, make sureyou do contact your doctor
immediately.
I hope RFK Jr gets rid of that.
Speaker 4 (32:54):
I'm super glad I agree.
Speaker 2 (32:56):
I really do, but you have an impeccable, impeccable
resume, one of the best resumes.
I've seen besides Tim Terrell.
I mean, what was it like tospeak at the United Nations, to
speak there?
Speaker 3 (33:17):
You know, I'll give you the quick version of that.
So our company was selected asone of seven Israeli companies
that had the best cutting edgetechnologies edge technologies.
(33:42):
So, as a result, during theUnited Nations in 2016, the CEOs
of each of the seven companieswas expected to give a speech
and the event was called, Ithink, it was showcasing Israeli
technologies for the benefit ofAfrican nations.
So they were trying to buildtheir trade relations with
Africa based upon thetechnologies of Israel, and
Israel is very inventive andcreative in their technologies.
(34:07):
So the CEO at the time I was aconsultant for the company, for
Net-A-Vibronics, and our CEO was, to put it lightly, he was not
a he was not a great publicspeaker.
So he got up there to give hispractice speech and danny denone
(34:29):
, who was the ambassador to theunited nations, called our
biggest stockholder and said ifthis is the guy that's going to
be representing you, we can't dothis.
You're out.
He said give me one hour.
He called me on Wednesday.
He said what are you doingtomorrow?
I said um, nothing, I'm yours.
(34:50):
If you need me, he goes.
You're giving a speech at theUnited Nations, I said is this
in sweden?
no, this is in new york duringthe general assembly okay and uh
, I said what's the speech about?
he said I don't know.
I said how long is the speech?
I don't know how many peopleare going to be there.
(35:12):
No idea he goes.
I'll give you the name of theconference off of the general
assembly and you figure it out.
So I he told me what.
What it was.
It was about, you know,introducing new technologies to
Africa.
So, um, uh, at the at theUnited Nations, the speech was
(35:41):
in front of Benjamin Netanyahu,dandi Danone, who was the
ambassador, 13 Africanpresidents and 880 delegates
from the UN.
So you know, a bit of a puckerevent.
Speaker 2 (36:00):
Were they all like sitting at their seats with the
nation?
Speaker 3 (36:02):
flag.
Uh no, it was more of a uh kindof an auditorium.
So I gave the speech and thechairman of the board, uh,
approached me outside of the uh,the conference and he said
approached me outside of theconference and he said you have
to take the new CEO role.
(36:22):
So at that point I was reallynot intending to go to work for
him.
I was happy being a consultantfor him.
And he said no, you have totake it.
And so you got promoted.
I got caught up in the momentand I took it.
So I like that um and uh, hesaid job number one was to get
(36:51):
the company to go public.
Uh, up on nasda.
So I was able to do that in thenext year.
Rang the bell with my daughtersat my side, rang the NASDAQ
bell on Wall Street and you know, in the interim, I mean it was
(37:14):
just a whirlwind.
I was at the White House acouple of times.
I went to the Knesset, which isthe equivalent to the
government in Israel, met withtheir health minister.
I mean it's just been awhirlwind.
Speaker 2 (37:31):
That sounds surreal.
Speaker 3 (37:33):
It was.
Speaker 2 (37:35):
Is Israel.
So, with everything going onwith Israel, right now is it
hard to talk to your partners inIsrael.
Speaker 3 (37:44):
It's.
You know they're doing fine.
The government has allowed themto work from home if they're
nervous about coming into theoffice.
We're.
We're only 20, 20 miles fromhezbollah.
Uh, you know it's the lebanonborder.
So a little bit, you know,there's a little nervousness
(38:04):
there, but uh, my last scheduledtrip to go there was october
9th of last year and you knowwhat happened on October 7th.
That was the attack, so Ididn't go.
So the only limitation freightcomes out of there.
(38:25):
It's business as usual.
Israel's used to this.
But the only thing that hasbeen different is I can't get
there.
Speaker 2 (38:37):
Yeah, yeah, hopefully that changes in the near future
.
I'm hoping.
Yeah, dude, I'm like blown awayright now.
I mean like and I say that alot on the podcast but I've
never heard someone that gotpromoted on the spot to CEO to
(39:01):
speak at the United Nations toget your, basically to get you
guys, your stock on the NASDAQ.
So it was basically what it wasfor.
What was that like?
What was the feeling?
Speaker 3 (39:14):
you know, um, I honestly it was surreal.
Standing in front of the nasdaqheadquarters, where we had just
rung the bell, I had a coupleof my really good friends on
stage with me, a couple ofemployees, a couple of NASDAQ
(39:36):
people.
But as we're standing in thepark right in front of NASDAQ,
on this 30-story marquee,they're flashing pictures.
30 story marquee, they'reflashing pictures.
And to see my daughters up onthis 30 story marquee was you
(40:06):
talk about surreal?
That was surreal and I mean itwas incredible.
My son-in-law later, on a cigarbar afterwards, as we're all
celebrating, he looked at me andhe said you've now given me the
mission, I know what I want todo.
And he said I am going to beringing that bell.
Speaker 2 (40:27):
Wow, hopefully that works.
Hopefully it did work.
I don't know.
Speaker 3 (40:33):
Well, he's, he's on a great track, man the guy.
If anybody can do it, he can doit.
Speaker 2 (40:40):
You sound like a, you sound like a family man.
So, uh, you have two daughtersand a wife.
How's your family life?
Speaker 3 (40:53):
Two daughters that are the most amazing people I've
ever met in my life Onegranddaughter, son-in-law, who's
a rock star, and you knowDenise, my partner, and she's
amazing and life is good.
Speaker 2 (41:13):
That sounds pretty good for someone coming from a
middle-class family dictatingyour life.
To climb the ranks of themedical technology industry, to
become the CEO on the spot atthe United Nations.
That's a United Nations pressconference.
(41:34):
I mean, that's justunbelievable man.
Speaker 3 (41:38):
Yeah, that United Nations thing was probably the
highlight of my career.
Ringing the bell was it's neckand neck.
Speaker 2 (41:49):
What does that mean?
Mean ringing the bell?
Speaker 3 (41:51):
so if you, if you watch, uh, cnbc, uh, the opening
bell is rung, um, you're up onstage and you've got this little
monitor in front of you andthey do a countdown to the
opening day of trading and thethe open of trading.
And then, on the closing bell,which we did, um, you ring the
(42:17):
bell to close the day of trading, but it's nationally televised,
and um, it's uh, your companyname, your closest confidants
are up on stage with you and youliterally ring the bell.
I'll show you a video of it.
Speaker 2 (42:35):
we can, we can we can actually incorporate it into
the podcast, if you like thatit's.
Speaker 3 (42:42):
Uh, it was filmed off of a tv, so it's nothing, it's
nothing that's professionallydone, but I can definitely send
you some pictures.
Speaker 2 (42:54):
That's amazing man.
That's a good family, goodthings, and it seems like you
like helping people, like givingback.
You know, like you want to helppeople with the UTIs, you want
to help people with pain.
Speaker 3 (43:16):
Like, how does that go into your life?
No doubt about it, and you knowI spent 30 years in wound care.
You know you mentioned wounds.
Yeah, um, I launched a productcalled the vac the wound vac.
I don't know if you've everseen it or heard about it I've
definitely heard about it.
Yeah, you launched that Ilaunched it in 1996, that's
(43:38):
where I was born.
Speaker 2 (43:42):
God I hate you.
Speaker 4 (43:44):
So what is that product?
Speaker 3 (43:45):
yeah, uh, it's a negative pressure wound device
that typically, all through time, doctors would slap stuff on
the wound and they'd uncover itand they'd go, okay, well,
nothing's happened.
They'd slap more crap on it andcover it up, open it up in a
week.
(44:06):
Nothing's happened.
And this product when a chronicwound won't heal, this product
will heal it within days.
Speaker 2 (44:19):
Wow.
Speaker 3 (44:20):
And what it does is it's kind of a vacuum on the
wound.
It's vacuuming out all theexcess fluids and the bacteria
and drawing blood to the woundsite.
We brought it from $0 to $2billion in revenue in a matter
(44:42):
of, I think, eight years, nineyears.
Speaker 2 (44:46):
Yeah, I mean, I saw that you're 25 years experience,
so you've generated over 500million dollars in sales that
was, um, we went from.
Speaker 3 (44:59):
So, uh, I actually left the company and I went to.
I went to work for eastmankodak when they had 73,000
employees.
This is when they were huge andabout a month into it I
realized the most dangerousplace in the world is not
(45:21):
Afghanistan or Iran, it'sstanding between the front door
of Eastman Kodak and the parkinglot at 501.
Because people were running totheir cars and they were there
for their pensions and Icouldn't understand that
(45:46):
mentality.
And every company I've workedfor has been more
entrepreneurial, oriented,oriented, and you did what you
needed to do until and you knowyou may be there until 10
o'clock at night and you'retaking phone calls on the
weekend, you're, you know thereis no rest, um, but Eastman
Kodak was a bit of, it was alittle comical, because you'd
(46:10):
see this horde of people and youjust don't want to be standing
between them and their car.
So so I ended up going back toKCI, the wound vac company, and
I took a uh, a role as VPgeneral manager over their
smallest division.
We were doing about $10 milliona year in revenue.
(46:31):
They had just added 30 peopleand sales declined from the time
that they added them until thetime I came back and I they,
they were frustrated, so I tookit over in 2000.
Took it over.
Speaker 4 (46:51):
How did you turn it around?
Speaker 3 (46:54):
Well, I realized that the way they were conducting
business for this segment of thebusiness, which was home clinic
and home and wound clinics, wasthe same way that they were
conducting business on the acutecare or hospital side, and
(47:16):
everything had to be changed.
So I changed everything andI'll never forget.
The CEO walked in my office andhe said what did you do?
What the hell are you doing?
And I said I will in by die bymy decision and in so I took it
(47:40):
over a 10 million.
We ended that year at 30million.
The following year we did 90million.
The following year we did 156million.
We made it to 500 millionbefore he ever came back to me
and said okay, you were right so, uh, and that same guy is our
(48:03):
chairman of the board todaywhere uh, where uh, was this all
based?
Speaker 2 (48:09):
you Same thing, tyler , texas.
No, that was in.
Speaker 3 (48:13):
San Antonio, texas.
Okay, so I commuted from Sundaynight until Friday night for
two years.
It was hell, but it paid off.
I mean he worked hard and uh,and, like I said, the the um
(48:34):
president of that company is nowmy chairman of the board, and
for there's a bond that willnever be be broken it's because
you you doubled down on yourdecision got out of the trenches
yeah oh, he was so mad what he?
Speaker 2 (48:52):
was so mad I mean because this guy's probably got
a lot of like balls, you knowlike what.
What was he like when he foundout that you are actually adding
more revenue to the company?
Speaker 3 (49:06):
um well, uh.
He's the smartest businessmanI've ever worked with in my
entire life.
So I I would be lying to you ifI didn't tell you that when he
walked out of my office that daywith his red face, fists
clenched, that I didn't havesecond thoughts.
(49:28):
And I thought man, I better beright.
So, uh, it turned out lucky.
Lucky for me, it turned outthat I was right.
Speaker 4 (49:41):
For people who are in , you know, higher corporate
positions, I feel like risk,risk management is is difficult
for people to navigate andespecially for those of us who,
you know, aren't in anentrepreneurial type of setting.
What kind of thought processwhen it comes to taking those
risks that you go through, tomake those decisions to you know
(50:02):
, to pull the trigger or not?
Speaker 3 (50:04):
You know a great question.
I've always had a plan b, soout of the corner of my eye, I
always see that there's a windowopen for me to jump through,
and hopefully it's not on the10th floor, um.
But you know, the bottom lineis that you always have to have
(50:26):
plan b and if plan A is crashingand burning you know,
entrepreneurial or not youbetter have another way.
And it's got to be thoughtthrough.
You've got to have a plan inyour head at least to enact plan
(50:48):
B.
Speaker 4 (50:49):
That's an interesting philosophy.
A lot of people will say let'sjump headfirst into it or don't
do it at all, but having a planB just in case plan A doesn't
work out.
That's interesting, Max, whatyou were going to say.
Speaker 2 (51:01):
I was going to say so .
Basically, our generation, mygeneration, is all about
entrepreneurship.
They want to sell merchandisewhenever they think they become
a brand.
So what I'm asking you is whatadvice would you give to all
(51:22):
those entrepreneurs out therethat are listening to this?
Speaker 3 (51:27):
You know, I would say run as fast and hard as you can
, but if you see a cliff infront of you, slow down and so
you're not running off the cliff, reassess.
Um, you know there's uh,nobody's right 100 of the time,
(51:48):
but momentum is key.
You know it's's nobody's right100% of the time, but momentum
is key.
You know, it's not about whatyou made today or what you make
tomorrow, but if the momentum isgoing in the right direction, I
mean you're like a poster childfor this.
When you and I were talkingearlier.
(52:09):
You had 130 followers.
The last time I talked to youyeah, that was a year ago, and
now you're at 5,700?
.
Speaker 2 (52:21):
Yeah.
Speaker 3 (52:25):
That's, I mean, you talk about momentum.
Speaker 2 (52:29):
That's on steroids.
It's, I mean, mean I'm veryblessed for the people that
listen to the podcast and forthe people that come on to the
podcast, you know, becauseotherwise there wouldn't be a
podcast.
What we're looking for ispeople who face adversity, you
know, and it sounds like you hadto face adversity when you took
(52:49):
over that company.
You know, like, okay, well,either I'm driving this company
into the ground or I'm gonnaexcel them to the top, which you
did it was um, it wasdefinitely an adventure.
I mean, it's all been anadventure, yeah, I mean your
(53:11):
life's crazy man, but let's likeslow it down.
You're very successful.
You know very.
You seem very happy.
You have two beautifuldaughters.
You got a son-in-law that'sdriven as hell, probably by you.
You know what do you do to,like you know, kick back your
feet.
Like I know.
You hang out at Fort Lauderdale.
(53:33):
My dad says you have a placethere.
Speaker 3 (53:40):
Yeah, so explain what you like to do for fun now.
Well, your dad is part of it.
It's what we call the river ratcrew.
Speaker 2 (53:46):
Yes.
Speaker 3 (53:48):
Yeah, river rat crew.
Yes, yeah.
So all the, uh, all the folkswho live on the river uh are
part of one little sorority,fraternity, whatever you want to
call it, and, um, we all have agreat time together.
That's my, that's my escape,you know just get on the river,
listen to some music, but it'sjust being with good friends and
(54:12):
you know, just not having to,having to think about the the
craziness of your day, you knowdo you uh go to fort lauderdale
for the winter?
fort lauderdale is my legal homeoh yeah, so I'm legal down
there and I live there, notfull-time, but um.
Speaker 2 (54:37):
I don't own anything in illinois and I think I have a
reason, I think I know why?
Speaker 3 (54:46):
yeah, no doubt.
Speaker 4 (54:47):
But um, you know, I I grew up here, I still have
family here, so I'm still hereoccasionally but how does the
ceo deal with stress, the thestress of of working your job as
intense as it is?
Speaker 2 (55:00):
especially medical, yeah right that's what I'm
thinking I don't know.
Speaker 3 (55:04):
I you know I don't drink a lot, so that I can't do
yoga deep breathing maybe thegym, the gym golf golf you know
in the minute you step out onthe golf course.
You know after the first holewhether the golf round is going
to be more stressful than yourday so but usually just the gym.
Speaker 2 (55:32):
You look like you're in good shape.
Man, really good shape man, I'mold well for being 18 in 1976.
Speaker 4 (55:39):
You do look, you do look great for your for that
fact.
Speaker 3 (55:42):
Still got that left hook probably, oh yeah you know,
in uh, one one little sidestory from that 1976 fight.
So I'm up in Springfield,illinois, and you know they lay
(56:02):
out kind of a chart of whoyou're going to fight.
If you win this one, you win.
You fight this guy.
And, uh, the guy that I was, ifI won the fight, the first
fight, the guy that I was goingto fight, his name was Ronaldo
Snipes.
Ronaldo Snipes um became thefirst guy to knock down Larry
(56:26):
Holmes in 1987.
He was two seconds away frombeing the heavyweight champion
of the world.
Ronaldo Snipes is my closestfriend in New York and we still
laugh about the fact that I tellhim the best fight I ever lost
was the first fight I everfought to prevent fighting him
(56:47):
Because he would have killed me,and we became best friends.
Speaker 4 (56:55):
What an origin story.
I love that.
Speaker 2 (56:59):
Start of an era.
That's awesome.
Do you still hit the bag?
Oh God, no, I've had fourbroken hands.
Speaker 3 (57:08):
If I hit anything, you might see bone chips coming
out of my hands.
Speaker 2 (57:16):
So I'm not going to like expect this answer to be
answered, but like they say thatmaking your first million is
the hardest, would you saythat's true?
Speaker 3 (57:29):
Yeah, the hardest.
Uh, would you say.
That's true.
Yeah, you know, um, my goalwhen I, when I first got into
into business, it was around1980, um, and my goal was, uh,
by 1990 I wanted to have made myfirst million dollars and I
(57:50):
think I made it by like 30,000.
It was, it's right there, andum, which you know it was a goal
.
But working for people, it'sharder to meet that goal, you
know you.
And again, in sales, it'sharder to meet that goal, you
(58:10):
know you.
And again, in sales, earningsare unlimited, so it's easier to
do in sales.
But, uh, but I actually did it,um, and I've adopted a policy
that basically it's better toown a small piece of something
big than a big piece ofsomething small.
So if, for instance, the WoundVac Company, I had a small piece
(58:39):
of the ownership of thatcompany, which turned into a lot
of money, now if I had a largepiece of something that was very
, very small, it would haveturned into nothing yeah or next
to nothing.
So you know you don't right nowyou don't.
(59:01):
You don't get rich doing thenine to five.
Um, you've gotta.
You got to do the nine to fiveto prove yourself, to be able to
interview, uh, and justifiablyinterview and get the job for
the next step up.
But stock options you make, youcan make a lot of money and I
(59:26):
would encourage everybody tojust follow a path that has that
in mind.
It's like a small part ofsomething big can turn into
something really significant.
Speaker 4 (59:40):
Can you elaborate on that?
Because we've had businessmoguls on the podcast and some
of them have the opinion ofdon't work the 9 to 5, you'll
never get rich doing the 9 to 5.
Speaker 2 (59:49):
Yeah, no W2ers, that's what they say.
Yeah, yeah, yeah, no W2.
It's like your gen pop Shut up,john.
Speaker 4 (59:57):
But we.
My question is how do you, howdo you climb the ladder?
How do you follow that path?
If you're getting into thebusiness, as you know, salaried
on on nine to five, how do you,how do you make that jump to
higher management?
Speaker 3 (01:00:10):
So you know the way to get promoted is to be in
something that's quantifiable.
So if you're judged based uponyou know I hate to throw out a
specific job in a company, butlet's just say human resources
(01:00:31):
where is that quantifiable?
Um, how many people you youbring on board, or you know what
is, what is the value to thecompany?
So if you're quantifying, ifyou're trying to, uh, to elevate
yourself, what value do youbring to a company and how can
(01:00:55):
it be quantified?
So sales is obviously the bestway to do that.
Product development is anotherway to do that.
Speaker 2 (01:01:08):
Business planning, m&a, you know things like that.
Where do people get stuck?
Speaker 4 (01:01:16):
Great question.
Speaker 3 (01:01:20):
Where do they get stuck?
You know, I think it's.
I have a philosophy about that.
Yeah, but I have a philosophyabout that, yeah.
Um, so think about human natureinstincts.
Human nature instincts are whatwe all have right, yeah.
We're generally lazy, um, we uhdon't eat.
(01:01:48):
Well, we eat what's good andnot what's good for you.
Yeah, we want the quick fix, wewant quick cash.
Quick cash immediategratification.
All of those human natureinstincts are in all of us.
(01:02:16):
human nature instincts are inall of us, the people who
succeed are the five percentthat fight those human nature,
instincts, and win meaning thatif everybody if human nature is
telling you that, you know, lazyis the way to go, which all of
us are innately lazy andtherefore, if you succumb to the
(01:02:37):
laziness you're going to bepart of the 95%.
You're never going to be inthat 5% elite, elite.
So if you can beat your humannature instincts, you know, I,
you know, I would encourageeverybody to, like, sit back and
and make a list of what drivesthem.
(01:03:00):
Um, what drives them?
Uh, what are your driving humannature instincts, what are your
driving forces?
And you know, maybe peoplewon't admit that they're lazy.
Speaker 2 (01:03:19):
But, the truth hurts.
Speaker 3 (01:03:21):
The truth hurts.
Speaker 2 (01:03:22):
You know it really does, but I feel like my
generation has gotten morelazier than ever.
I feel like my generation hasgotten more leisure than ever
and I can't imagine, if you hadour technology, our like access
to like technology, how easy itwould be for you to make like
money in a business.
Speaker 3 (01:03:42):
You know I've got a great story.
My daughter, my 32 year olddaughter, lindsay she we've got
a good friend in the city ofChicago who's very prominent,
knows everybody, and she wasinvited to dinner one night and
she sat next to this billionaireand he had just sold a staffing
(01:04:05):
business for $800 million,something like that, and she had
a conversation with him and shetook his business card and she
went home and she wrote a note,she wrote a handwritten card to
him, you know, appreciated yourinsights and really enjoyed
(01:04:27):
dinner, really enjoyed theconversation with you.
Blah blah blah Sent that note,uh to him.
He called her and he's likenobody has done that in 15 years
for me.
Speaker 2 (01:04:42):
Wow.
Speaker 3 (01:04:43):
So, uh, If you think about the human nature aspect of
it, somebody might take thatbusiness card and text him hey,
nice to meet you.
Yes, you know what she took theextra step wrote the card.
I tell this story to so manyyoung kids that that's amazing.
(01:05:04):
She stood out.
Speaker 2 (01:05:07):
Yeah.
Speaker 3 (01:05:07):
She was different Today, he would know who she is.
This billionaire in Houston,texas, would know who she is.
Speaker 4 (01:05:18):
That's great advice Standing out.
Speaker 2 (01:05:22):
Stand out exactly.
Don't do what the status quo is.
Be different, Right Bedifferent.
Right Be different.
Speaker 3 (01:05:31):
Another great example is my older daughter went to
apply for a sales job and shetold me at about 9 o'clock at
night you know I've got aninterview tomorrow morning at 10
.
And she said you know anyadvice that you can give me?
(01:05:54):
And I said, well, do you haveyour business plan ready?
And she said what are youtalking about?
And I said, well, your businessplan.
Do you not have a business planto walk into the interview with
?
She said, well, it's a sixperson interview, it's a
committee interview.
And I said you don't have sixcopies of your business plan to
(01:06:18):
hand to each one of theinterviewers.
And she's like, well, nobodydoes that.
And I said exactly, Nobody doesthat.
So 9.
PM and 9 AM the next morning.
Uh, she and I worked on abusiness plan together.
(01:06:39):
She got a business plan done,made six copies, we
choreographed it.
She said you know, I'm rightout of college Not a lot on my
resume so I want to share mybusiness plan with you.
And they all sat back in theirseats and they went wow, Wow,
(01:07:04):
You're like Yoda.
So she was supposed to hear fromthem.
There it was, you know, like 20people interviewing and she
said that, uh, she called meafter the interview and she said
it went really well.
She said I'll know thisafternoon whether I'm going to
(01:07:24):
make it to the next round.
She got the call that afternoonand the lady said um, I have
good news and bad news.
She goes what do you want tohear first?
And she goes give me the badnews.
She goes.
The bad news is he didn't makeit to the second round and she
goes okay, what's the good news?
She goes.
(01:07:45):
Well, we canceled the secondround.
We were offering you the job.
Speaker 4 (01:07:49):
Wow.
Speaker 3 (01:07:51):
So fast forward.
My second daughter gets herfirst sales interview, so she
tells me about it.
She goes.
I got an interview Tomorrow andI said do you have your
business plan done?
Speaker 2 (01:08:10):
She goes, oh, my sister already helped me with it
.
Speaker 3 (01:08:14):
She got the job that day without.
Before she walked out the doorshe said they looked at her and
they said we've interviewed 10people.
Nobody had a business plan.
Nobody had a business plan.
She goes.
They were so impressed theydidn't even open it, they just
(01:08:37):
knew that she had the piece ofpaper and it was about a
five-page business plan with herpersonal mission and her
development plan and things thatI've taught my older daughter
that were all incorporated intothis.
She got the job that day.
That's amazing.
So what?
Speaker 2 (01:08:55):
I would tell your listeners anybody coming out of
college man, if you don't have abusiness plan, walking into an
interview, you lose do your duediligence, your homework,
everybody do it, and for you itlooks like the apple doesn't
fall far from the tree, becauseyou used to knock people out in
(01:09:16):
the first round.
Speaker 4 (01:09:17):
It's true.
Speaker 2 (01:09:18):
Oh wow, I got to ask you a question.
This is going to be a big one,but when you wake up in the
morning, morning, do you thinkyou've fulfilled your purpose of
life?
Speaker 3 (01:09:32):
no, god, no, no.
The next, the next stage isgoing to be, uh, mentoring kids
well yeah, um, and exactly thatstory.
I've taken a lot of mydaughter's friends and some
family members and just friends,kids that are coming out of
(01:09:56):
college and you know collegeGreat, you get the piece of
paper.
What do they tell you aboutgetting a job?
Speaker 4 (01:10:03):
Yeah, exactly, tell us about college, mr Murphy.
Tell us what you think aboutcollege, please.
Speaker 3 (01:10:08):
So you know you go to college and you get that piece
of paper and you know you'regood to go, and then they shoo
you out.
They cashed your last check andthey're you know you're good to
go, right?
Well, they never told you howto get a job.
Speaker 4 (01:10:23):
They never told you how to get a job.
Speaker 2 (01:10:27):
She's part of this.
Speaker 3 (01:10:28):
They also never told you that your first job leads to
your second job and it's likelygoing to be in the same
category of job that you got thefirst time.
So how do you get the job thatyou want and how do you get
what's your vision for 20, 30years from now?
Where do you want to be?
Do you want to be in themedical industry?
Do you get what's your visionfor 20, 30 years from now?
(01:10:50):
Where do you want to be?
Do you want to be in themedical industry?
Do you want to be in thefinancial markets?
You know where do you want tobe, because my dad's advice of
becoming a McDonald's managerwould have you know, today I'd
be maybe running a Chick-fil-ARight.
Speaker 2 (01:11:18):
They're closed on Sunday.
That's a plus.
Speaker 3 (01:11:23):
I would at least get one day off.
But you know, it's that oldanalogy.
You know, if you're leaving ona plane from la and you're
heading to new york and yourplane leaves just two degrees to
the right, to the south, you'regonna end up in miami well so
(01:11:48):
think about that.
You get on that plane, makesure that it's facing the right
direction for where you want toland new york.
Speaker 2 (01:12:01):
Wow, absolutely amazing so would you uh?
Would you, would you uh?
Would you urge people to read alot?
Read books?
Speaker 4 (01:12:13):
Business books sales books.
Business books sales books.
Speaker 3 (01:12:15):
I haven't read a book for 20 years, absolutely.
Speaker 2 (01:12:22):
Absolutely Different strokes.
It's been amazing having you on.
You have stories for days.
I'm so happy you came on I'm sohappy to be here anything I can
do to support you yeah, and thisone, this one's gonna be a good
one, man, it is.
(01:12:42):
I think a lot of people aregonna get a lot of insight, a
lot of like, um, like,background knowledge of, like
how it was in the past and howit is in the future, how
gluttonous and lucky we arecompared to you who comes from a
middle-class family, and somaking this first million after
(01:13:04):
a decade right, it took you adecade, yeah, 1980 to 1990.
Speaker 3 (01:13:09):
Yeah, yeah, it took you a decade, yeah 1980 to 1990.
Speaker 2 (01:13:11):
Yeah, yeah, it took you a decade, and you had grit,
you had determination and youdid it, man.
Speaker 3 (01:13:20):
You know, there's a couple of things that I would
change, but in general I think Iwould have stayed the course.
I'd repeat it.
Speaker 2 (01:13:30):
I think I would have stayed the course.
I'd repeat it I'm inspired byyou and I'm going to make sure I
keep that in my notes.
I am going to continue to readbooks.
Speaker 3 (01:13:49):
Just make sure that when you leave LA, you're
heading in the right direction,absolutely.
Speaker 2 (01:13:51):
LA.
We're going to Miami, we'regoing to New York, all right, so
give that left punch.
Ryan, there's a camera one.
Tell the people what you gotcoming.
You said you're going to be amentor.
I would love to be well, youwould be a great mentor for
(01:14:15):
everybody out there like thisfreaking episode this is a great
episode I've had so much fun,yeah, like comment, comment what
you think also we can tell whenyou're not subscribed, so
subscribe comment.
Comment what you think about bigpharma.
Comment what you think aboutthe fda turning down this
(01:14:38):
amazing opportunity for peopleto not have a urinary tract
infections with euro shield.
Comment.
Turn that notification bell onso you can always see when the
next podcast comes out.
Brian, it's been a pleasurepleasure is all mine.
(01:14:59):
I'm paralyzed from a neck down,breathing through a machine,
but that doesn't stop me fromfollowing my dreams and doing
what I love to do.
I don't got an excuse, andneither should you.
We'll see you guys in the nextone.
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