Kwame Christian: The Power of Negotiation and Mindset

Episode Transcript
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Speaker 1 (00:00):
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(00:22):
or check the link in the shownotes.

Speaker 2 (00:23):
Here we go Right out therecklessgroupcom or check the
link in the show notes.
Here we go.

Speaker 1 (00:28):
Right, you're like, that buzzer ain't rang, that
game ain't over with, so keepgoing.

Speaker 2 (00:31):
I had a dream I could buy my way to heaven.
I have thrived in that chaos.
I told God I'll be back in asecond man.
It's so hard how could this behappening?

Speaker 1 (00:42):
Did any of you guys pay attention to anything I said
?

Speaker 2 (00:45):
Get arrested.
Guess until they get themessage.
Welcome back to the RecklessCEO.

Speaker 1 (00:50):
Podcast where we keep it real raw and reckless about
business and life.
They ain't really got the sauceand I ain't got you know what I
mean it's like.
Here is your host, the RecklessCEO himself, michael McGovern.
I feel like you go into spurtsat least for me.

Speaker 2 (01:09):
I mean, how many episodes do you have?
1,200.
1,200.
1,200.
He knows everything about thatgame.
He's like oh yeah, I feel it,mike, and I just didn't stop.

Speaker 1 (01:20):
That's the difference .

Speaker 2 (01:23):
Well, the thing is the the businesses are built
differently.
So this was how I got all myclients and everything.
So for you there is uh, youalready have a thriving business
.
Yeah, without it, you know.
So it's, it's a different game,and I feel like that's kind of
the the game.

Speaker 1 (01:37):
Now you want to shut that door, we good yeah we're
just going yeah, we'll intro too, but we'll just you never know,
you don't want to miss any goodclips.
You know what?
What I?

Speaker 2 (01:44):
mean and if you watch like.

Speaker 1 (01:45):
Rogan shit, it's just like they just start.

Speaker 2 (01:46):
There is no.
You know what I mean.
It's like there's no nothing.

Speaker 1 (01:50):
I'm like everything that you read about how to do a
podcast the biggest podcast inthe world doesn't do any of it.
None of it.
None of it.
Business is, and I've alwayswanted to do more coaching stuff
but it's been hard, like youand I have talked about it a
hundred times.
And it's like I've gottencourses, I've done that, and
it's like it's just has been sohard for me to hyper-focus on

(02:13):
just making the content side,cause it was like so much of the
focus on the business sideright when now it's like we're
kind of turning that leverageright, like we're using school.
Have you used?
I've heard so much about it.
Now it's awesome, bro, for forat least for what I'm doing,
because it's just like a monthlyreoccurring subscription.
Like you just do.
I do one call, a week record.
That call drop it in the school.

(02:34):
I thought you need some race.
I was like what do you?

Speaker 2 (02:38):
oh, oh, okay, oh, there you go just a little bit.
How am I now?
You're good, I can, I can hearyou.
Good, okay, yeah, yeah, cool,cool Cool.

Speaker 1 (02:44):
And and so you, you basically have subscription
model.
You can set whatever you wantit to be.
So it can be $5.
It could be a free group, itcan be two, 50 a month, like
doesn't matter, whatever youwant it to be Right.
And then basically they're justlocked into a Stripe payment
and then it's a subscriptionuntil they cancel.
And with us it's like it's agreat thing because it's not the
commitment of I'm going toconsult with your business.

(03:05):
I'm going to you know that highticket client that, like you've
got to spend a lot of time andenergy in.
Or with this.
It's literally, you know I jumpin there once a week record it,
talk to everybody, do a live onit and then just drop the
content in there.
Unbelievable.

Speaker 2 (03:18):
Yeah, okay, so what are you pricing it at right now?
So I'm at $250 a month.

Speaker 1 (03:21):
Okay, yeah, so $250 a month and that's kind of like
early, you know, kind of theearly bird special per se right,
and so we're doing that becausewe're building a lot of it
right.

Speaker 2 (03:31):
Right.

Speaker 1 (03:31):
It's not like it's something where I'm like it's
done, we're rolling it out, Go.
It's just kind of I'm gettingthe reps of obviously doing it
or helping give feedback helpingbuild it a little bit Like you
get a little more.
you know market play out of itright you just see, kind of like
, what they're liking to see andhow we can do the content.
But then I'm working onbuilding a.

(03:54):
It's like the reckless playbook, and then every letter of the
word is like recruit, educate,culture you know all the way
down and the whole model is likeremoving the CEO right.
It's like the last two are,like you know, support and then
step back or steer the ship perse.

Speaker 2 (04:10):
That's cool, so I can see a whole like a course, a
book, everything all around that.
Yeah.

Speaker 1 (04:17):
A book's my, that's my.
I would like to see it happenin 24, but if not, 25 for sure.

Speaker 2 (04:24):

Speaker 1 (04:25):
I want to have it called the reckless pursuit.
I love that.

Speaker 2 (04:27):
Right.

Speaker 1 (04:28):
You got to keep it with the brand.

Speaker 2 (04:29):
You know what I?

Speaker 1 (04:29):
mean, and it's easy to kind of just play off of that
, because once it's you knowpeople know it, then it's like
anything, it doesn't matter whatyou call it at that point.

Speaker 2 (04:36):
Right, right, yeah, school.
Or you said 250.
Are you saying like two, twodollars?
No, no, no, two hundred, okay,but did you get 50 people in
there?
You say you build significantright.

Speaker 1 (04:49):
Right, that's what I mean, it's the reoccurring too,
so it's you know every month, itjust come in.
And that's what I told him, myman.
If we could just do five, six,seven, ten people a month, let's
say one person a week for thenext two years yeah, yeah just
staying consistent of that.
You you're making 300 grand ayear off of a weekly call.

Speaker 2 (05:09):
That's amazing.
That's amazing.
Yeah, and is it?
Are they live with you Okay?

Speaker 1 (05:14):
Oh, basically a live zoom, call yes, and then any
kind of amazing.
Yeah, and so any kind of contentcreated from that it goes in
the group for people that don'tmake the call.
Every week the guys come in andit's great because it's all get
us.
What are you looking for?
How can I help you guys?
What's in your business?
And it's just tribal learning.
Yeah, right, so you got 10, 20people in there and they're all
asking what about this, whatabout that?

(05:34):
And then, next thing, you know,it's like you don't even have
to coach because you're justhelping them learn themselves
absolutely okay.
so this is the essentially themodel, but just on steroids,
yeah 100% and, like I said, whatI like about it is it's not the
commitment of like I've sold a$10,000, $12,000 coaching
package.
And then it's like there'spressure to that.

(05:56):
And it's like I'd rather dothis and then I can impact more,
because I can only have five,six clients like that unless you
have the model built, and eventhen it's a lot, you know.
And it's like with this it'slow ticket, you don't have to
like, you're not taking a bunchof sales calls.
It's like if you want the value, it's 250 bucks yeah.
If it doesn't work for you,back out next month Unbelievable
.

Speaker 2 (06:15):
You know what I?

Speaker 1 (06:22):
mean, and the big push is, then've got kind of an
affiliate marketing.

Speaker 2 (06:25):
So they have an affiliate.
Okay, see, we are usingSupercast.
Okay, excuse me, supercast forour model, so negotiate anything
, premium, low ticket price.
So we're at 10 bucks a month,but trying to go with the
numbers because we have all ofthose podcast followers, and
that's the one thing that Idon't like about Supercast you
can't do the affiliates.

(06:46):
Yeah, don't have that.

Speaker 1 (06:48):
And so, all of it, you don't have it in the model
or you just can't do it.
It's like Functionality wise.

Speaker 2 (06:52):
They don't have it in it.
Yeah, I would love to do thatmodel.
Yeah, it makes the most sense.

Speaker 1 (06:56):
Well, so we just link or direct referral.
So I use that as a platformoutside of school.
So I have a yeah.
So we've got a platform outsideof it where once they uh, you
know you, you basically can hey,do you want to be an affiliate?
Yeah, send them the affiliatelink, they get their code.
Now, any person that comes inthey get just like W2 employee

(07:30):
on this, where, you know,biweekly they get paid out off
of their referrals.
That's sick, yeah, I'll tellyou.
I forget, I forget the name ofit, but it's super easy.
It's literally go in landingpage, put their information in
there and yeah, and then it justintegrates to email.
It automatically send thoseties to newsletter stuff.
So that's so cool, yeah, butagain, I mean, I know how to run
it all.
Getting it all running all thetime is the hardest part there's
a lot of things I know and I'dlike to do that doesn't happen
with all the things, though.
Yeah, takes time.
Yeah, but anyways man, so we'vebeen going into it here.
We're about 10 minutes inalready.

(07:50):
We've just been talking.
But, dude Kwame, I appreciateyou coming in today.
Man, it is the we did one, whatprobably three years ago and
then four years ago before thatone.

Speaker 2 (07:59):
Yes, that's right, because you were on my podcast
first.
We have to get you back on.
Yeah, dude, got some big things.

Speaker 1 (08:04):
I'd like to go back and watch that one sometime you
know what I mean.
A ton has changed, man, butdude, I am grateful that you're
in here today.
Man Dude, kind of catch me up,man, what do you got going on?
I know the last time we had youon you had just dropped your
book.

Speaker 2 (08:20):
We were the book.

Speaker 1 (08:20):
Yeah, yeah all right, I don't think you were doing
the linkedin stuff yet I thinkthat was no, not at that time.

Speaker 2 (08:25):
Okay, yeah, yeah.
So wait before we we get intomy stuff I gotta give you kudos.
You got an amazing team, a newspace, thank you constantly
growing.
Thank you, it's been cool.
I sometimes I just follow youon instagram I'm like I'm.
Like I've turned into a fan.
I'm like man, I appreciate thatyou gotta be people's fans yes,
you know what I mean.

Speaker 1 (08:45):
That's one thing I love about your stuff is the
inspiration, the speaking and,like I'm constantly wanting to
like tap into that market.
I actually had an event.

Speaker 2 (08:52):
I spoke in this morning.

Speaker 1 (08:53):
Yeah, oh nice yeah, and, but it's like that I love.
I love the, the.
You're able to share thosemessages and stuff.
It's huge, man, like the impactgets created from just those
conversations is oh yeah oh yeah, and I think you would.

Speaker 2 (09:05):
You would love that speaking tour.
It's so much fun.
You get to go out and actuallylike the people that you're
teaching in the school, like youwould actually see them in
person and get that vibe yeah,it's a completely different
thing.

Speaker 1 (09:17):
I want to throw a mastermind event and do like
have a bunch of people just renta mansion here, you know, bring
a bunch of business owners andspend two, three days, you know,
have some speakers come throughand just start to kind of plant
our own mastermind.
Yes, dude, that would be sick.

Speaker 2 (09:31):
Yeah, that would be sick.
The city needs it.
Yeah, for sure, for sure.
And the thing is, you have theaudience to do it and the
infrastructure to pull it off.
Yeah, and once you get themhere, getting people here is the
hardest part, but there's notgoing to be any problem when it
comes to creating thatconnection, sharing information
and growing together.

Speaker 1 (09:50):
And dude, and that's the, you know, that's.
I think that's the whether it'sbusiness and speaking stuff or
just business in general, andit's like the things we're doing
now has been the things Iwanted to do for three years,
four years.
You know what I mean, but it'slike you, you just you can't
rush the time right.
Like we've had to build and havea person that does this and a
person that does this, and it'sjust like so many people want to

(10:11):
get there overnight.
You know, and I mean, I alwayslike, just look at it from that
angle.
I'm like, you know, even thelast time we spoke, I didn't
even know that I had a team likethat.
You know we have now.
So it's just crazy how fast ithappens too.

Speaker 2 (10:25):
Yeah, and I think there's a as a as a gym bro, now
I like my life philosophy isclosely tied to lifting.
You know, we have to have thatprogressive overload of life
just incrementally gettingbetter, and the thing is just
like in the real gym if youstart ego lifting, you go and
hurt yourself and now you setyourself back and so and so the
places where we wanted to bethree years ago we might've

(10:46):
wanted to do it Like at thattime we did not have the
strength, the infrastructure topull it off you know, you just
had to put yourself through thepaces, grow, and now you're at a
place where you can actuallysustain that vision.

Speaker 1 (11:03):
Yeah, no, dude, I love that and it's like the idea
of leveraging your assets, yourresources, like the game of
Monopoly, and so I kind of tolda story about an experience that
I had where I kind of thought Iwon the game and then lost the
game.
And then tied that into sayingit's one thing to have the
mindset, it's another thing toleverage the mindset.
I know a lot of people that talkabout mindset and things, and

(11:25):
it's like that's great, but whatare you doing with it?
And so what I shared with themwas that, you know, I was like
there's three, there's three keypieces to this right To the
monopoly mindset, and oneinfluence.
You have to learn how to createinfluence.
You don't have to learn how toinfluence people.
Get people excited right Onceyou get people influenced.

(11:46):
Now you get income, right, andwhen you can leverage the
influence, and it's not a badthing, right.
It's like being able to be aresource for who you are.
Now you get paid for that andthen from there you create
impact.
And then impact is like kind ofthe apex of it, because now
it's like you've got theinfluence, you've got the
resources.
Now, in order to achievesomething, you've got to get a
whole culture, a community, somepeople inspired to then go

(12:10):
impact and have some form of apurpose out there.

Speaker 2 (12:12):
Absolutely.
And I think one of thoseelements is like you can know
all those things and then youcan have all those things and
fear can still hold you backfrom then doing the thing you
know.
It's so funny, from going fromwanting to be somebody to being
on the precipice of becomingthat person, like all you need
to do is do the thing.
At that point and I thinkthat's something that I've

(12:34):
struggled with too, because,like you said, that monopoly
mindset it's like theoretically.
I know that we've read Rich Dad, poor Dad.
We understand that.
And then you work all your lifeto get to this point and now you
have the assets, you have theimpact, you have the reach, the
resources, everything, andyou're like, oh shit, am I going
to like I can do it now, maybethere's something I'm missing?

(12:55):
Let me go back and do something, because I'm constantly in this
mindset of building, building,building and to this point, and
building and to this point, andthen, when you get to the point,
it's like my identity has beenbased on that climb.
And now I'm at the summit and Idon't know what's next, because
my identity is all about thatgrind and then taking that next
step to actually start toacquire those resources, buy

(13:15):
that business, all that stuff.
It's kind of it's a scary leap,it is dude and it's not.

Speaker 1 (13:19):
I love that, bro, because it's, you know it's, and
it's at every level, right?
One of the guys in there waslike well, you know it's and
it's at every level, right?
One of the guys in there waslike well, you know, when you do
this and you build this thing,you know how do you, um, you
know how, when you know, how doyou avoid these things happening
?
Or like, what do you do withthis?
And you know what I mean.
He was kind of like how do youkeep yourself in that mindset or
in that?
You know that idea?
I was like yes, I, yes, youstart with zero influence and

(13:43):
then you grow to a level ofinfluence and then guess what,
if you want to influence more,you got to grow, then you got to
grow, then you got to.
And it's like you don't everstop it always influence, income
, income, impact, influence,income.
It's like this everlastingstaircase that never ends.
You just have to understandthat, hey, I got to go with the
natural flows.
I can't control these things,it's not up to me.

(14:03):
And then it's like you justkeep yourself in that mindset of
like, hey, embrace the suckwhen it comes, but don't go
looking for it, right, right,don't self-sabotage, because
that's a whole nother pattern.
That's a whole nother thing.
That people do that they don'teven realize is it's like
they're more scared of successthan they are failing.

Speaker 2 (14:18):
Yeah.

Speaker 1 (14:19):
They failed a ton.
Exactly what that's like.
What happens when I get it.
Let me just make sure I don'tget it real quick.

Speaker 2 (14:24):
Exactly, you know what I mean and I think it's
almost like we have to trustourselves and also not trust
ourselves.
It's like I have to trust thefact that I have the skills, I
have the intellect, I have whatI need.
So I trust and I have thatconfidence right.
But then when those voices inmy head start telling me oh no,
go back.
Hey, work a little bit harder,you shouldn't take that leap at
this point, I should not trustthat.

(14:46):
That's why it's so important tohave people around you, like
mastermind groups, friends, whocan tell it like it is, to say
hey, you're scared, and I'vebeen in a mastermind group for
like six years, same group ofguys, podcasters, growing
together.
And it's so funny how often whenwe're on that hot seat where we
look at each other and it'stime to get that advice, and we
just lay out this, what we thinkis such a complicated problem,

(15:09):
and the person's like, well, Ithink you're kind of scared
right now.
I think that's what's holdingyou back.
Yeah, I don't think you'relooking for advice.
You clearly have the answer.
You're looking for permission.
You need to give yourselfpermission to do that next thing
, and that's what's missing.
And that's what's missing, andsometimes that's the scariest
part, because we're used torunning through that wall, that
feels even better.
It's like I like thatresistance, like the feeling of

(15:29):
failure, and then getting backup that rocky mentality.
If I'm down, I know to get backup, but if I'm up and I've won,
what's?

Speaker 1 (15:35):
next?
Well, that's where you shiftfrom hustle to mastery.
Yes, Right, mastery is a levelof thinking, building, growing,
strategic stuff, not you doingit right.
You can hustle your way to thisextent, but then what happens
is so many people want to hustletheir way all the way to
success and it's like what gotyou here is not going to get you

(15:55):
there and it's not hustle man.
Right, I've met billionaires.
They're not hustling, yeah,right, but it's like we think
that's what we have to dobecause it's what we raised or
whatever it is what you were,all of these things, and it's
like it can be all of thosethings that you experienced
growing up.
But it can also be as like youjust ain't never fucking had it
before, so you don't know what'sgonna happen.

Speaker 2 (16:14):

Speaker 1 (16:14):
Like we're always like well my parents did this to
me and that's why I'm like that.
It's like, yeah, maybe, or alsoyou just, you just are scared
and you just don't get it or youjust ain't been there.
That's okay too.

Speaker 2 (16:24):
Yes, dude, I'm with you becauseI'm there too, because that's
the hardest part turning it off,shifting from working in the
business to working on thebusiness Just in the past year
and a half, because I have agreat team now, a really great
team.
And the last thing and I thinkabout it from my perspective I
think about me talking to other,like friends and other
companies doing other things.
I have never heard anybody,anybody, say man, I wish my boss

(16:48):
was more all up in my shit.
Right, that never happens.
The team works better the moreI let them do their thing.
And so I'm sitting back and notbeing a chess piece but trying
to be the chess master.
I'm not a piece on the boardanymore and that feels scary
because getting up and grinding,that feels familiar.
You know, I feel productive,but then it's a different level

(17:10):
of discipline to not do it.
I have a lot of go disciplineoften that you literally have a
conversation and it's likeyou're speaking, like you are.

Speaker 1 (17:28):

Speaker 2 (17:28):
I'm seeing myself in the mirror right now.
You know what?

Speaker 1 (17:31):
I mean, because that's literally.
I just came back from strategiccoach, um, last week.
Which do you have you heard ofstrategic coach?
Yeah, yeah, okay, yeah.
So dan sullivan, 10x2 easierthan 2x all those guys well, so
he has a program calledstrategic coach and it's all
about this.
Right, it's like I mean, dude,he has probably 100 books that
are like 40 page books, thatit's like illustrations and it's

(17:53):
like they walk.
It's like his whole model isdesigned to like help the
executive but then also help theteam yeah and so I just came
back from there and, yeah right,I'm just like well, give me a
yeah, you know, and so it's likeI just, and then you know I've
spent.
I got back on Saturday lastweekend and this week I told

(18:14):
myself I was like I'm only goinginto the office for the
meetings that I have and thenI'm not going to go in the day
like outside of that Right,which that is uncomfortable.

Speaker 2 (18:24):
You know what I?

Speaker 1 (18:24):
mean I'm like that feels that does not feel good.
So I'm like I'm doing that andthen it's like the way that they
, what they do, is they laidthis model out and it's called
um, the entrepreneur's timesystem, yeah, and basically you
have buffer days, focus days anda free days, right.
And so you build your wholequarter based off of that Right.

(18:46):
Out of 90 days, 31 percent ofyour days of a quarter should be
free days, wow, wow, yep.
And then another 40 percentshould be buffer days, and then
the remainder 30, whatever it isshould be focused days, right.
And so free days is 24 hours ofno, nothing business.

(19:09):
You can't read a business book,you can't like nothing.
It's like if you're going toread, read fiction, it's yeah,
and so it's like that's, andit's like you know you're going
to go kayak, whatever.
It is 24 hours.
And then they'll have you layout like what's a gold standard
free day, what's a silver freeday, what's a bronze free day.
It's like you map these thingsout.
So, like your whole quarterupcoming your free days, you're
not thinking.

(19:29):
Everything's about the capacity, right, you got five or six
good decisions in you, right?
And it's like you've got tolevel yourself up to be able to
grow the business, to be able tomake those big decisions.
That's cool.
And so what he says is it'sbasically flipping the script
because, just like you said, Ihaven't earned this free time
yet.
I haven't earned that thing,right.
So he's like it's a differencebetween reward and rejuvenation,

(19:52):
right, because we think I gotto do this to achieve this and
that's my reward is my time off.
And it's like, no, you set thetime off first because you have
to rejuvenate to be able.
It's like reverse scale, Right,so you have to be able to take
care of yourself first beforedoing that thing, and then you
have your focus days, which is80 percent of your day is hyper

(20:15):
focused on your top three incomeproducing activities for that
quarter.

Speaker 2 (20:19):
Hey, that's a very important distinction.
Very Income producingactivities.

Speaker 1 (20:24):
Wow.
And then buffer days are prettymuch like your normal days that
we have every day.

Speaker 2 (20:29):
Yeah, you know what I mean.

Speaker 1 (20:31):
Meeting.
You're wearing 10 differenthats.
You got meetings, the thingsthat you know.
They say it's like delegation.
You know SOP stuff, you knowdecluttering, like cleaning your
house and like doing thingslike cleaning your office,
whatever it is Like.
That's your buffer days andthen so every week you're
preparing for the day, right.
So I started my week out on.

(20:52):
You know, sunday is my free day.
I do Sunday and Thursday.
Then my goal is to do Sunday,thursday, saturday.
That's.
That's what I'm trying to.
So this week I blocked myschedule off completely on
Thursday and blocked my scheduleoff completely on Sunday.
And then I have Monday, abuffer day, right.
That's like kind of likepreparing for the week, right,
coming and doing that on Monday,which I'm always like I got to
prepare on Sunday to be readyfor Monday.

(21:12):
And it's like who says it's gotto?
Why is your week Monday throughSunday?
Why your week could beWednesday to Wednesday, or right
?
It's like you don't we operateon so many of these things that
were just pre-wired to think,right, it's like you can create
it any way that makes youperform best, right?
So then on Monday, buffer,getting ready, prepping, focus

(21:33):
day Tuesday I'm locked in, right, and so it's like my whole day
Monday is spent doing the thingsthat you know, the tasks.
My day, Tuesday, is spenthyper-focused on income
producing, because so many of uswork eight, 10 an hour, eight,
10 hours a day or more, and it'slike, like you said, my values
and how long I work.

(21:53):
I want to tell you about howmuch I work, more than you, you
know what I mean.
And so it's like, and being ableto skin it down, I was like all
right, well, if I take two daysa week, hyper-focusing on that,
that's, let's say, 24 hours aweek, 16 hours a week.
However, I want to break itdown.
How focused can you be on thosedays If you don't allow
yourself to do those things onthose other days and you're

(22:16):
hyper-focused on that?
Productiveness?
Why is that not enough, right?
You can't tell me, and I can'ttell you the same thing.
If I said I got to work fivedays a week to be able to get
the shit done, that is going toproduce income in my business.

Speaker 2 (22:30):
You know what I?

Speaker 1 (22:30):
mean, like we both know we don't Like if you're
hyper focused on actually doingit, you can knock it out in
eight hours.
You can knock it out in fivehours.
I mean, you know what is it?
Russell Branson right, he's gotthree companies, over a billion
dollars.
You think he's hustling more.
You can't like that.
Like that has been just such ashift for me, and the craziest

(22:51):
thing about it is like going outthere then I'm like really
trying to integrate it, causefor me I'll take it, start doing
it, and then I'll run a classto the team and say here's how
you guys need to do it.
Like I bought them all books,yeah, and I've given them all
independently books.
I'm like, hey, guys read thisand then give to somebody else,
read this and give it tosomebody else, and so now
everyone's starting to see it.
So when I say my free days areSaturday, sunday, thursday,
they're like don't reach out toMike on those days, those are

(23:13):
his days, yeah.
And it's like I want them tocreate that boundary for
themselves too, because it'slike if I don't create it for me
, then my people are never goingto create it for themselves,
because they're going to emulatethe leader, right, right.
It's like if I'm wearing mybadge of honor about working 16
hours a day and the guy's got toleave and I'm in there working.

(23:33):
What are they going to do?
Exactly Right, I've sat in thislaw office before because my
mentor is downstairs and I'dpeek out the window.
It's 9-11 sitting out there.
I'm like man.
You know what the fuck else Igot to do.

Speaker 2 (23:48):
You know what I mean?
I'm like I just gotta stay busyor something, because I am not
where he at, so I gotta workharder.
Yeah, man, this is brilliant.
These are gems.
These are gems.
And I'm thinking to myself too,because I I started not in a
structured way, because I needto read this book.
And what's funny, bro, is that,um, one of my friends, muhammad
masakwa he used to play for theBrowns he texted me a couple
days ago.
He was on the podcast and he'slike have you read this book?
And I was like I haven't readthat one.
I've heard of it.

(24:09):
10x is easier than 2X.
Yeah, and he's like you need toread this book.

Speaker 1 (24:12):
You do.
I'm like, oh my goodness, andit's because so much you know,
I'm planning this all out, I'mdoing it, you know, and
obviously you, you can't set theexpectation that it's going to
be perfect, right?
But, and I'm going to, I'mgoing to start doing this.

(24:35):
Monday was my first.
Tuesday was my first day backin the office.
Like last week I was out, Itraveled.
A little bit a week before thatI tried, so I hadn out.
I traveled a little bit A weekbefore that I traveled.
So I've popped in back andforth, but like a full day of
like eight, ten hours, like ithadn't been since a week or two.
And so I'm doing this newstrategic coach thing.
And Tuesday, I swear to God,the world knew that I was trying

(24:55):
to do this strategic coachthing.
I was ready to run the car overthe hill by the end of it.

Speaker 2 (25:01):

Speaker 1 (25:02):
I'm like feeling all good about myself.
I'm like man, I'm gonnaimplement this new thing and
it's gonna grow and I'm gonnait's gonna do all this business.
You know, everything's gonna beawesome.
I come in tuesday.
It was like you know.
It's like by the end of it, I'm.
I was literally just like dude.
I don't even I need some nyquil.
That's what business is like itis.

Speaker 2 (25:22):
People don't understand it's, uh, I saw this,
uh, this, hilarious.
Well, I mean, it's hilariousbecause it wasn't happening to
me, uh, it's, it's the classicchet congo versus pat barry ufc
fight, yeah, where chet congowas knocked out like 37 times in
two minutes and then came backat the end on wobbly legs and
knocked him out that's it, andthey're like that's

(25:43):
entrepreneurship.
Yep, that's entrepreneurship.
Everybody looks at back at theend on wobbly legs and knocked
him out, that's it.
And they're like that'sentrepreneurship.
That's entrepreneurship.
Everybody looks at you at theend.
They're like man, you make itlook easy.
I'm like how?

Speaker 1 (25:49):
do I make it look easy?
I'm dying over here.

Speaker 2 (25:52):
Most of the stuff that we think we're going to do
during the day gets derailedearly and we have to put out
fires all the time.

Speaker 1 (25:59):
All day.
Right, I think Musk.
I saw something from him and hewas like you know, being an
entrepreneur or CEO is likestaring into the abyss while
eating glass.
He was like literally likebeing the CEO know what?
You get All the shit thatnobody else wants Right, because

(26:20):
you hire out, you delegate, youhire out, you delegate, but
then the second that it's a shitstorm, you're eating it, and
then when everything goes wrong,you're at fault, and when
everything goes right, you don'tget any credit.

Speaker 2 (26:30):
Right, right, you can't take the credit.

Speaker 1 (26:32):
I'm like oh, that was my idea.
They're like no that was notyour idea.

Speaker 2 (26:37):
You know, you're right, I didn.
Tough man, it is tough and I Ilike the when you're not a
leader, when you're not runninga company.
Everything about being a leaderand running a company looks
really sexy.
And then you go and you get it.
You're like man, why did I dothis to myself?
Yeah, there are a lot of timeswhere I say to myself, like man,

(26:57):
it would be easier not to.
Why am I like this?
yeah why am I?
I couldn't like.
I wish I could just take a joband just be okay with that, you
know.
But it's there.
There's a burden, a hundredpercent burden, that comes on.

Speaker 1 (27:08):
And I think that's what makes, like you know,
businesses like ours so excitingto be a part of or be inside.
Right, because, like everybodyin our organization, like I'm
always like it's thatentrepreneur.
Right, I'm like dude, let melike, you want to be an
entrepreneur.
Right, I'm like dude, let me,like you want to be an
entrepreneur, you want to haveall these things.
Awesome, I'll take all yourrisk, just have my back.

Speaker 2 (27:27):
Yep, you know what I?

Speaker 1 (27:27):
mean, go do it and, if I can the shit hits a fan
give it to me, man, I'll handleit.
But like, go grow, you knowwhat I mean.
Help, help, learn.
Like if I could have doneanything earlier in my life, it
would have been able to get inand around people doing the
thing like I didn't know Iwanted to do any of these things
.

Speaker 2 (27:43):
So I didn't even know that business and all this
stuff existed.

Speaker 1 (27:45):
You know what I mean Until I got exposed to it.
But I look at these guys thatare 20, 21, 22 years old.
I'm like if you just did whatwe do now and not saying that it
can be, you know there wereanything special by any means,
but it's like we've got anoperation down pat enough that
it's scalable and it's not a jobright, it's an asset, you're

(28:06):
building something that can beworth money down the road.
Right, and that's where so manypeople don't understand Cause no
one, no one told me that youcould buy and sell businesses,
right, you know, and I neverknew that existed.
Like when I started, when Istarted my first business, it
wasn't, I didn't think anythingabout.
Like I want to build somethingthat I could sell one day and
have a big capital gains eventyou know what I mean.

Speaker 2 (28:26):
Like none of that ever registered.

Speaker 1 (28:27):
And so I start hearing it and I'm like, well,
there's no difference from a guythat takes you know, but go and
trades cars.
Businesses are saying sellingroofs it doesn't matter.

Speaker 2 (28:36):
It's the same concept .

Speaker 1 (28:37):
Everything's the same , it's just like, but the
business just has to be valuable, it has to have assets, it has
to have things that make itworse, something that has scale
and data to it.
Now you can do this for 10years and then you can really
get paid and everybody can.
Absolutely.
And here's something I want toask you If you had to do it all

(29:04):
over again, like if we could goback 10 years, what would you do
differently?
That's a good question.
That's what's so hard for me.
Is that, like I feel like I'mso reflective and aware of my
life that I'm like it would beharder for me to probably pick
the things out that I wouldchange because so much of it was

(29:25):
like the lessons I needed tolearn.
I'm like I know that I wouldn'thave done this It'd be here, be
there, if I wouldn't have lostout on when, you know, I had
investors screw me or I investedin the D.
Like you learn those lessonsand you're like, all right, I'm
not going to learn that again,I'm not gonna do that again.
So, again.
So it's like I know I've neededthose, but if I could change
anything, I would say, to justalways think it's not nearly as
hard, as you think it is right,it's simple, it's not easy, it's

(29:48):
always going to be difficult,it's going to be hard, but so
much of it is thinking that,like you've got to do, you gotta
have this hero's journey to besuccessful.
And so you start toself-sabotage, you start to
think these things.
You let the ego, you let thepeople outside you tell these
things and how it should be andwhat it should look like, and
how hard it is and why you can'tdo it, why they couldn't do it

(30:08):
yeah right.
And so it's like oh, so we justbuild up this thing, this lens,
that it's like I'm I'm going andlooking for the problems
because that's what it, that.
That's what I got to do to be aCEO.
I got to fail a bunch of times,I got to lose everything, I got
to go through all this shit andthen I can be successful and
it's like yes, but maybe no tooRight, right, because so often
it's like we are focused on theaction of something when we get

(30:32):
it, not the state that wecreated it in.
Right, so think about all thethings that happen in your day
to day.
We're like you think of an ideaand the next thing you know,
boom, you see it, you think ofthis.
And the next thing, you know,you see it Like how powerful is
your mind?
Like when you, if you were atyour highest state, you were at
a Tony Robbins event and you'rejuiced up and you know you're

(30:53):
getting all these ideas runningthrough your mind.
He's like you could be this andyou can be that, you can be
this, and like you're justfloating at such a high
vibration and then you leavethat in three, four, five, six
weeks later, something happensthat you were thinking of.
Yeah, what was your bodychemistry doing when you had
that thought?
And literally created yourwhole environment.
Because the second you think ofsomething, the universe is

(31:14):
working for you or against youwhatever you want it to be doing
right and so it's like, butinstead we want to look at be
like oh, I gotta dig this holeto to get there, you know what I
mean it's like.
So then I dig the hole and thenit's like, well wait, could
somebody else have dug the hole?
right, you know what and like somuch of it is just, I think,
that we, we just make it so muchharder because and it's not

(31:36):
easy, don't let let me, you know, not about the saying like, oh,
it's a cakewalk and it's alwaysgoing to be easy.
No but so much of it is like itain't going to end today.

Speaker 2 (31:45):
Right.

Speaker 1 (31:46):
The world's not going to end Right, this is.
You made a mistake, somethinghappened.
It's going to work out.
Yes, have grace, have patienceand just enjoy the process.
Stop trying to get to the top.

Speaker 2 (31:57):
That's a big one, man , because I look back at it and
I'm like man, I wish I couldhave enjoyed this a little bit
more Because, looking back atsome of those trials and
tribulations, you can't havetribulations without trials.

Speaker 1 (32:07):
They both go together right.

Speaker 2 (32:09):
I think about it.
I'm like, you know, Iappreciate that time, I really
appreciate it, and I think I washating the grind, you know,
because I was just like, okay, Iwent through undergrad, I went
through law school, my master'sprogram, and it's like now I'm
starting over again at nothing,and it just I did not appreciate
it at that time.
And the other thing was I'mmore resilient than I realized

(32:32):
and.
I should have more faith notjust in like the skills,
intellect and all that stuff,but also in my resilience.
Yeah, because I realized, whenit comes to the entrepreneurship
, of course there's money,realities, right.
Money comes in, money comes out, there's cash flow, all that
stuff.
But as long as you just choosenot to quit, that's it.
That's really it.
I'm going to choose not to quitand I'm going to keep on

(32:53):
getting a little bit better.
That's it, and I'm going to tryto mildly ignore that it's not
there and act like I don't seeit.

Speaker 1 (33:00):
Like I, you know, with our guys all the time I'm
always like someone comes in aroom and they're being like all
negative and like Debbie Downerand shit.
I'm like get out, I don't wantit in here, little bullshit.
All of a sudden I feel like I'moverwhelmed with bullshit yeah,
I want to be.
My head needs to be in theclouds.
I want to be thinking rainbowsand sunshines, even if it's

(33:21):
terrible.
I want to be if I'm, if I'mliving a, a nightmare.
I want to be thinking of a, ofa dream you know what I mean and
thinking of these, and it'slike you and it's unrealistic to
think that you can stay thereall the time.

Speaker 2 (33:31):
That's not what I'm saying, because I still have my
days like I said tuesday right,I'm like I felt I held it in, I
held it in, I held in tuesdayhit me, I'm just like dude dude,
it's always a little right.
I'm like dude.

Speaker 1 (33:41):
This is why you know I'm like I got like if this
person goes to work and theyfuck up, it's like it's on them.
If I go to work and I fuck up,I'm fucking everyone's life up,
yeah you know, what I mean likethat's.
It's that that that is such anoverwhelming amount of pressure
at times, when it hits you right, I can keep moving and I don't
have great people around me andI can rely on people and I don't

(34:01):
have to worry about that.
But at the end of the day, you,you, it could still happen.
You know what I mean, and if I'm, if I'm in a bad part of my
life or I'm fighting or I'mgonna have internal animosity,
it's like you got to get overthat shit quick, bro, because
you're going to be affecting alot of people and it's like you.
With great responsibility comeswhat is it with great power?

Speaker 2 (34:20):
comes great responsibility.

Speaker 1 (34:22):
That's the game.

Speaker 2 (34:22):
So if you want it, don't get mad when you get it
exactly right and I have Iactually have a story about this
too, thinking about theresilience.
So earlier in the year we wererenegotiating our contract with
linkedin, so we're on thelinkedin podcast yeah, we didn't
even talk in.

Speaker 1 (34:36):
Oh yeah, give us a little context on that a little
bit.
Okay, just going to heat, yeah,yeah, so um so negotiate
anything's my show.

Speaker 2 (34:43):
It's the number one negotiation podcast in the world
.
We have like 12 milliondownloads, listeners in 180
different countries um 1200episodes.

Speaker 1 (34:51):
So we've been at this for a while, just so you know,
there's only three negotiationpodcasts.

Speaker 2 (34:55):
Well, well fun fact, when we started, I was the only
one that was active, but sincenow they're like 25, 30.

Speaker 1 (35:02):
Now You're the OG, I see.
I see you started it.
Welcome, I love that.
Yeah, man.

Speaker 2 (35:07):
So we have a lot of our revenue comes from that
podcast deal and so we werethinking it was going to be a
certain number.
We were thinking it was goingto be coming at a certain time,
and now you all know how thepodcast industry shifted with
downloads after Apple changedthe way they were counting
downloads.

Speaker 1 (35:20):
Okay, I didn't know that.

Speaker 2 (35:21):
Oh, you didn't know that.
So in about October of 2023,they shifted that.
So our downloads went fromabout 450,000 downloads per
month to about 200,000 downloadsper month.
Everything stayed the same interms of unique listeners, but
the downloads, because of theway that it was counted.

Speaker 1 (35:38):
And revenues from downloads right, Exactly.

Speaker 2 (35:41):
So this year that deal was down significantly
Still important, still good, butit was down.
And there were other deals thatwere signed and closed.
This deal was signed and closedand we're just expecting the
money and of course, the moneyis like a month and a half.
It's just late, right, and soI'm like, okay, cool.
So now I'm seeing this cashflow crunch because I was

(36:02):
expecting the money to come inat this time and it's not going
to come in Because you know, howit is.
It's not about how much moneyyou make at the end of the year,
it's when that money comes in.
It's all cash flow.
It's all cash flow.
The game is cash flow.
So I'm like, okay, cool.
So the line of credit is closeto the top, where that sucks and
the cash flow we expected wasnot coming in.
And I'm like, what am I goingto do?

(36:23):
Am I going to have to go hustlearound for different banks for
more credit in order to pay thisoff and all that stuff?
And then I said to myself it'slike, okay, kwame, right now
what's happened is you'refreaking it out.
You're freaking out, and that'swhat you used to do, and you
have survived 100% of thesebusiness challenges.
Every single time, you find away to pull it out.
How about this time?
Let's just change one thingYou're going to make the right

(36:46):
business move, like you alwaysdo, and you're not going to
freak out about it.
You're going to choose not tofeel that stress.

Speaker 1 (36:57):
And now, if the thing you're afraid of does happen,
feel free to freak the fuck out,ok.

Speaker 2 (37:00):
I'm going to have this hanging over my head and
I'm going to be completely coolabout it.
My team is going to be coolabout it.
My family is going to be coolabout it, because now what I'm
recognizing is that my stress iscontagious.
They can feel that if I'mstressed out, they're stressed
out.
It's like, hey, daddy'sconcerned.
We need to be concerned if hedoesn't feel like he's got it
together.
And so what happened?
Of course, the money came in,we're fine, cleared the line of

(37:23):
credit.
Now the business is free andclear and everything's good.
There was no need to freak out.
And so what I realized is likelooking at it through the lens
of negotiation.
It's offer and acceptance.
So I have a choice as to what Iaccept.
I don't need to take every deal.
My mind, my emotions, they'reoffering me a deal.
They're offering me stress.
Hey, kwame, hey, this is atough situation.
You want to be stressed outabout it, I'm like I will pass.

Speaker 1 (37:49):
I didn't realize it was a choice.
It is right, and that's so muchof it.
That's why I was.
You know, I always said it'slike emotional reactivity.

Speaker 2 (37:56):
Yes.

Speaker 1 (37:57):
Right.
When you have an emotionalleader, the entire culture is
emotional.
Yep, right.
And it's like and that's wherethat importance of like
understand, like, dude, get overyour shit, don't?
You gotta, no matter what, yougotta push through it and like
the other hard part of it too.
And I would say like, if Icould, your earlier question of
like changing anything this kindof make this didn't think of

(38:17):
that is that I would have askedfor help.

Speaker 2 (38:20):
Oh yeah, yep, I would ask for help.

Speaker 1 (38:22):
You know how many times that I had good people in
my circle that had money or hadthings that I needed to get
myself out of a situation and myego wouldn't let me ask for
help.
Yeah, you know what I mean, butinstead I'd rather like wear
the badge of honor.

Speaker 2 (38:34):
Yeah, oh, like wear the badge of honor.

Speaker 1 (38:36):
Yeah, oh man, negative, whatever it is you got
to get, I got to come up withyou know what I mean Because,
like now, I could have thathero's journey again.
Yeah, I get to be valuable tomyself again.
Let's go overcome somethingversus picking up a phone call,
no different than that statething.
Why do I got to go put thiswork in and this action and to
go get this thing, when who I amas an individual earns that for
me?
Right, right, right.

Speaker 2 (38:57):
You know what?

Speaker 1 (38:58):
I mean, I don't have to just earn those things.
It's like when you show up forpeople and you're there for
people and you support peopleand you help and you have a good
heart and good intentions, likepeople want to help you, yep,
and they like you more when theyhelp you.

Speaker 2 (39:10):
So it's two things.
So this first quote Kwamespecial, and then we're going to
bring in Benjamin Franklin,okay, okay.
So the Kwame special is thisyou don't get bonus points for
not using your resources.
You know, we think there's somevalor in just like dragging our
body through nails when wedon't need to.
It's like I could just ask forhelp.
I'm going to ask people who wantto help me and they will help

(39:33):
me and I will get through itwithout all of these
self-destructive tendencies.
And so it's like you haveresources.
Entrepreneurs are resourceful,so use the resources.

Speaker 1 (39:42):
I went downstairs and found them batteries.
Yeah, literally we were out ofbatteries and everyone's like we
can run to the store, we can gopick them up.
I'm like wait a second.

Speaker 2 (39:53):
How would I solve this problem if I had to use the
least amount of energy.

Speaker 1 (39:54):
Oh, that's a great way to think about it.
Take the elevator downstairsand ask the lady at the first
office if they got batteries.

Speaker 2 (39:58):
Oh yeah, here you go, Mike.

Speaker 1 (39:59):
I'm like, oh, that's alignment.

Speaker 2 (40:00):
There you go.
That's alignment.

Speaker 1 (40:01):
You know what I mean, dude, brilliant, that's a
brilliant example, and that'salways there, always, that's
always there right, and that'swhat we don't realize, is that
that option is you should workon building the relationships
and the connections to havethose resources, rather than

(40:22):
working on creating theresources.
Right, right, that's a part.
I'll put that one on there.
Seriously, that's a t-shirt.

Speaker 2 (40:26):
Now here's the Benjamin Franklin, so there's
something called the BenjaminFranklin effect.
And so he said there was thisone guy he could not break
through Like.
The guy just did not like him.
They had a horriblerelationship and it all changed
when Ben did one thing.
He asked him to borrow a book.
He just said, hey, I see youhave that book, can I borrow
that?
And the guy let him borrow it.

Speaker 1 (40:46):
And then he said change the relationship.

Speaker 2 (40:48):
And here's why Because whenever humans do
something, we then have to lookback and investigate why we did
that thing.
Why would I help somebody?
I must like that thing.
Why would I help somebody?
I must like that person, right,that's it.

Speaker 1 (40:59):
You're dropping bombs Right.

Speaker 2 (41:01):
So what's really interesting is that a lot of
times we have this mindset wherewe say, all right, if I am
going to ask somebody forsomething, then it's a burden on
them.
They don't want to do it.
It's going to be annoying,first of all.
If you're a person who has thatmindset, that means you already
have a mindset that is notasking for a lot of things,
first of all.
The second of all is it's theexact opposite.
People are looking to help youand the thing is a lot of times,

(41:24):
especially if you're asuccessful person, you can be
intimidating unintentionally toother people.
It's like, yeah, mike doesn'thave any problems, mike always
shows up happy, mike always wins, he's on a different level.
But then you humanize yourselfby saying, hey, I got some, I
need some help, can you help mewith this?

Speaker 1 (41:39):
They're like, oh, my god, yes anyway, and now they
like you more.
Yeah, that's so good.
That was one thing I showedthis morning and I'm like you
know all of your greatestresources are in your
relationships.
Yeah, I've said that a thousandtimes, I heard that a quote one
time and I have like it juststuck in.
It was like a dagger in my ribsand I'm just like always
leaning into that, because samething.
How often could I have justasked for help, done something,

(42:00):
and it would have just expedited?
And moves of time too.
It's not even about it's noteven about the question.
All the time that they are likethe the give that, they give
you to you know, help you out.
It's realizing that otherpeople also understand what
you're going through.

Speaker 2 (42:16):
Yes.

Speaker 1 (42:17):
Right, because so often we think that, like, we're
the only ones you know what Imean, and then you have a
conversation with you here andyou're like, no same, I got that
same shit too.
I get it.
And it's like there's so much.
And I think that's the hardpart with like or even what,

(42:39):
because everyone wants to be anentrepreneur, everyone wants to
be a business owner.

Speaker 2 (42:41):
They want to have all these things, but all they're
doing is setting people up forfailure because they're not
actually setting a realexpectation of what it's like.

Speaker 1 (42:45):
Yeah, yep, that's it.
They make it look sexy.
So then you go in thinkingyou're looking sexy.
It's like you ain't hit the gymall year.
Now it's bikini season you knowwhat I mean, because everyone's
all year and you're gonna be inshape, mm-hmm.

Speaker 2 (43:01):
Then you get there and you go out.
You're like I'm never doingthis again.
Right, right, you're done.
Yeah, shut yourself down, dude.
And let me tell you somethingto recognizing that you're not
special is one of the mostempowering things ever.
Yeah, and so I'll tell you.
When I um, there was a lie thatI told myself.
I now realize it was a lie, butI was like, yeah, nobody
believes in this business.
Nobody thinks I'm going to besuccessful.
I'm going to show them.
Everybody believed in me.

Speaker 1 (43:19):
I made that shit up.

Speaker 2 (43:21):
But then when I started to win awards like I won
an alumni award for the lawschool, for the master of public
policy and for Ohio State allas a whole, and it was when I
won the first alumni alumniaward that's when I went back
into into therapy yeah, becauseI was like I'm, I'm wait, who am

(43:43):
I?
I'm that guy who is operatingwith a chip on the shoulder.
Now the institution that Irespect so much is saying, hey,
you're a winner, good job.
I'm like, oh shit, now who am I?
That's good, right.
And so my my therapist saidsomething that was equal parts
insulting and encouraging,because I was telling him all
these problems, I was all sadand everything.
And he's like ah, textbook.
And I was like textbook KwameChristian is not textbook.

(44:06):
And I realized, oh wait, I am.
This is a problem a lot ofpeople have.
This is a problem a lot of highperformers have.
And when you recognize, hey,the things that you're going
through are happening to you,but not only you, and so many
other people have gone throughthis and they have found a path
out and all you need to do isfollow that path out.
Now you're free, but we justconvince ourself that we are

(44:28):
uniquely broken and uniquelychallenged and there's nobody
else who can help us.
And it's could not be fartherfrom the truth.
That's good.

Speaker 1 (44:35):
Yeah, I always, I always say I love that too.
I always kind of somethingsimilar to that I always use,
like the Tom Brady theory right.
I'm like Tom Brady got drafted243rd right.
Tom Brady went up to RobertKraft and said like I'm going to
be your starting quarterback,you're never going to forget my
name.
Robert Kraft laughs whatever.
Who's this rookie?

(44:59):
Tom Brady goes on to do whathe's done.
If Tom Brady operated as thatTom Brady his whole life, he
never would have won six SuperBowls I think it's six, seven,
whatever it is.
He wouldn't have never donethat because he had to at some
point transcend the version ofhim who was the guy that had to
operate to show something to theguy that knew he had it yeah
and most people can't make thatshift right because like you
said, it's the identity that istied up in it.

(45:22):
Right, it's like I can be.
I want to be successful becauseI want to jam it down your
throat and show you that I coulddo it, because you said I
couldn't.
Right, I wanted to be.
And like michael jordan talksabout it, right, he's like I
would literally get like I would.
In my head.
I'd be like that motherfuckersays something about me yeah,
you know what I mean.
And he would, and he would likebasically create internal
animosity and want to fight thisguy and it's like that's what.
That's what helped him thrive.

(45:42):
But it's like you'll hear himtalk about that now too.
He's like man, I could haveenjoyed the game more, right, it
wasn't about that.
All the time I didn't have tobe that guy.
All the time I didn't have topick a fight, I didn't have to
do the things to tell myselfthat I was.
You know, they're all againstme.

Speaker 2 (45:58):
Okay.
So on that point, I like to tryout new theories, test it out,
see if it works.
So I remember reading one timethat Mark Cuban.
He said I don't meditateanymore.
Now business is my meditation.
And I was like how in the worldis business your meditation?
It's so stressful and it mademe think well, I could turn
everything into a meditation.
What about the things that Idon't like?
I can turn that into ameditation.

(46:19):
Why wouldn't I try that?
So I wanted to start off withbaby steps, baby steps.
So I'm playing Halo.

Speaker 1 (46:26):
I'm playing online.

Speaker 2 (46:26):
I'm like, okay, cool, I'm just going to focus on the
process.
I'm going to see how low I cankeep my heart rate, how steady I
can keep my breathing underduress.
I'm like, oh, I did it.
I wasn't as concerned about theoutcome, so I call it a target
meditation.
The target is not the outcome.
The target is the process.
How calm and enjoyable can Imake the process?
And so now I've been takingthat to business.

(46:47):
So I'm like all right, cool,there's a stressful situation
that happened.
Now the game I play isn't justlike stress out and then solve
the problem.
I'm going to figure out whatthe solution is going to be.
I'm problem, I'm going tofigure out what the solution is
going to be.
I'm going to slow down.
I'm going to calm down andthink about it, and now the game
I play is how calm I can bethrough solving this problem,
and then the rest handles itself.
I'm like, oh my gosh, that'sfire.

(47:07):
I really did not need to feelthis way all the time ever.

Speaker 1 (47:10):
Yeah, right, no, I mean, I love that.
That's.
I feel like I have, uh, I'vegotten into golf lately.
How, how is it I'm white.

Speaker 2 (47:17):
It's a little different.
Kwame Everybody says it.
I'm like man, I just can't doit.
That's so good.

Speaker 1 (47:34):
It's been fun, man, because it's like I have played
golf before in my life, but likenever, like I'm playing now,
like I'm much more into it nowand have the time now and you
know, things have created thattime.
That's the other part is thatyou tell yourself you have no
time to do these things untilyou create the space for them.
You know what I mean and so youknow I started picking up golf

(47:55):
and it just be.
It's because it's like I feellike I'm mastering something,
and me, I feel that the betterthat I have gotten at golf, the
better I have gotten at business.

Speaker 2 (48:05):
Interesting.

Speaker 1 (48:05):
Because I'm a patience.
Sometimes we don't have thingsin our lives that help us create
more patience.
Yeah Right, Because whathappens is is we eventually do
things till we get control?
Yeah, Then we lose our patience.

(48:34):
Yeah Right, Because whathappens is is we eventually do
things till we get control?
Yeah, Then we lose our patience.
Yeah Right, and so it's like,so it's this again.
It's an evolution of like.
Okay, now I'm like man, I'llhit one.
You're getting frustrated atyourself because of the way
you're hitting the ball.
What other thing in your lifehave you ever been able to do
for six months?
and be good at it nothing soit's like I feel entitled
because I just think I shouldright that I can pick up a club
and go, and it's like, no, youcan't, you can't, yeah.

(48:55):
And the thing is like that'swhat I love about it too,
because it's like it's just likebusiness in the sense of like
you can be athletic and not be agood golfer.
You can be strong and not be agood golfer.
You can be smart and not be agood business owner.

Speaker 2 (49:06):
Oh, that's, so true Right.

Speaker 1 (49:07):
You can be massive influence and not be a good
business owner.
Yep, it's the mastery of thelevels, of being able to just
shift that perspective and belike man.
Maybe it's not as hard Becauseonce you start to, then it's
like cold plunge Meditate, it'sthe same, it's all the same.
It's being able to just addressit as all the same and not as

(49:28):
something different, becauseeverything's the same, it's just
different.

Speaker 2 (49:30):
100%, bro.
And I'm starting to realizethere is a code of success for
for all things, and it is.
There's like, there's ablueprint like the, the
architecture, the bones of itare all the same.
Like you said, it's differenton the outside, but once you
find that code, you just need tostick to it.
And what I realized is that alot of times, just people just

(49:51):
quit too soon, they don't gothrough that period of sucking
long enough, and a lot of timesit's their ego.
They say I am always going tobe elite, but they don't realize
that in order to be elite, youhave to be really shitty for a
really long time.
Yeah, right, and that can holdyou back, yeah.

Speaker 1 (50:09):
Well, and Tony Robbins says right.
It's like we always delete, wedistort and we generalize, ooh,
right.
So it's like our whole livesare spent affirming our beliefs.
Right, because as long as ourbeliefs were right, we're right.
The second that our beliefswere wrong.
How long have I been wrong?
How scary is being wrong?
How many fights have I been inBecause I was right?

(50:33):
You know what I mean and so it'slike so we start to do that, we
just it is consistent.
It's these patterns that wedon't even realize, and so it's
like deleting is things that arehappening and you're not even
seeing it.
It's like the reticularactivating system.
Right, I bought a whiteCorvette.
You know how many motherfuckingwhite Corvettes I've seen since
I bought that thing.
I was only driving in here andI'm like I have seen a hundred
Corvettes and I felt like I'dit's just, I'm just aware of it

(50:59):
now.

Speaker 2 (50:59):
Yeah.

Speaker 1 (51:00):
Right and then it's distorting it's that wasn't
there changing it.
Then that's not how it happened, generalizing statements like
we're all like that, it's alwaysbeen this way, that's how they
did it Right.
And they're because we peoplespeak in absolutes, because
they're trying to affirmthemselves and get somebody else
to reaffirm If I say dude, it'sall like that and you're like

(51:22):
oh yeah, it is all like that, Iwas right.

Speaker 2 (51:25):
Yep, Yep.
See, I recognize.
For me in life it has been justa game changer to not focus on
being right but instead focus ongetting right.
That's my thing.
It's like, okay, cool, I'mgoing to put my idea forward and
I'm going to listen to theother person, because they might
be right, they have a differentperspective and so it's not
about me saying, no, this I havecomplete knowledge of whatever

(51:46):
it is.
I'm going to assume that Idon't and I'm going to try to
improve myself through theprocess.
And the faster I do that, thefaster I can move on, Because if
I think I'm right, then there'sno reason to improve.
But if I go in saying there'sprobably something I'm missing,
then I can accept that and thenbuild off of that.
And I think a lot of times whenwe are talking to people who
are kind of stuck in their ways,they're not really arguing with

(52:09):
you.
They're arguing with themselvesand they say to themselves I
cannot allow what Mike istelling me right now to be true,
Because if what he is saying istrue, it invalidates decades,
decades of lived experience,Because we think that we are
right because of the outcomesthat we have, but we never
thought to think, hey, maybe mybeliefs are shaping my behaviors

(52:30):
and those beliefs and behaviorsare shaping my outcome.
And then, if I accept that'strue, that means I lived a life
of suffering and all I needed todo was think differently.
I cannot allow that to happen.
No, dude, and all I needed todo was think differently.

Speaker 1 (52:43):
I cannot allow that to happen.
No, dude, turn that AC on ifyou're sitting in the car.

Speaker 2 (52:47):
Listen to that one dude, dude that is and you're
right, man.

Speaker 1 (52:52):
And that's why I love when we have our conversations
right, because it's just likeyou think this way, I think a
way, and it's like being able tohave conversations with people
where it's like you gotdifferent perspectives, you're
allowing inputs, it's not aboutoutputs yeah, too many of us
want to output output.
If I've learned anything fromsuccessful people, they're
usually the most quiet people inthe room, but they they're the
loudest right.

(53:14):
Does that make sense?
A person that is a strong,powerful individual doesn't have
to say shit, and they know whenhe walks in the door 100 they
feel it.
they feel it right.
Because it's like, becausethat's that energy that you have
as you start to grow, causeit's like I'll, I'll listen to
your perspective, I might haveall of this and all these things
and built this, but what do yougot to tell me?
I'll listen.
That's powerful, right, right,being an attentive listener,

(53:38):
listening right, right, right.
And if you did, you probablyskipped the level, and I always
say you can't skip no levels,man, you're gonna get back to it
.
You might have, you might havefound a you know a route around
it for the short term, but ifyou don't start developing that
skill, right, like business islike that.
How far have you gotten inbusiness?
But it's like there might havebeen things that you did and
you're like, oh shit, I don'tknow how we did that you better

(53:59):
figure out how you did it, oryou're going to lose it.

Speaker 2 (54:01):
Yes, yeah Well.
So think about this, mike.
I don't know if you've seenthis, but sometimes there might
be somebody who has a quick rise.
It's like, oh, they went fromnothing to something, massive
amounts of success very quickly.
And then I would look at thatperson and I'm like, man, I wish
I could do that.
Man, I wish I could do that.
Then you see them make a rookiemistake that almost costs

(54:21):
everything, and then I'm like,oh, it's ego lifting.
It's like they put on way toomuch weight and something broke,
because I think about thesuccess that I wanted when I
started this business and thepodcast back in 2016.
I would look at other peopleand, like you said, it doesn't
matter if you're smart.
I was like I'm smarter thanthem.
That's irrelevant.

(54:42):
I think about not in terms oflike being smart.
That's arbitrary.

Speaker 1 (54:47):
Yeah.

Speaker 2 (54:47):
Right.
I think about intelligence asjust a function of how likely
you are to get your desiredoutcome.
It's like EQ, exactly Right,and so I recognize now, looking
back, if I had the success thatI wanted to have in 2016, in
2016, it would have been theworst thing that ever happened,
right?
No doubt, yeah, no, I wouldn'thave been able to handle it.

Speaker 1 (55:07):
You can, and that's in it and that's the that's the
thing to it is that you, youhave to experience all of this
thing, right.
When you said, what would youchange, I'm like I don't know
that I could change.
I mean, right, I could change alot of things, but I don't know
that if I changed all thosethings, I I would end up where
I'm at.
Yeah, and if I had to draw itout, I don't think that I could
have drawn it out better than Idid.
Like that's the craziest thingabout it is that you, just you,

(55:28):
when you push, when you are, youknow, addicted to progressing
and becoming a better person andyou're growing and it's like
those things just start tohappen.
You look around and I'm liketake today, for example.
I woke up, walked over to myneighbor's house where he's got
a garage gym.
I worked out in there.
I had a little whiteboard inthere and I practiced my speech

(55:50):
by myself.
Nobody was in there this morning.
Practiced that, went over, gotready, came to the office,
picked up the content team,drove down to the event, spoke
to a room full of people, everyone of them engaged.
Every one of them engage, everyone of them excited.
Every one of grateful to bethere and likewise I was to be
there as well leave there, comehere, shoot a podcast, like then

(56:10):
.
I'm like that's my life.
That's cool, I get to I get, andthe thing is is that the old
version of me would want toself-sabotage that, because it's
like you can't go and do thosethings because you got guys
putting roofs on yeah, yeah youcan't go do those things because
you got people doing thesethings for you and so you get
yourself stuck in that or youcome back to it.

(56:32):
But it's like if you want tocontinue to create something
that does help people, you can'tbe doing their job right, right
.

Speaker 2 (56:40):
Oh, it's incredible.
And what's your neighbor's name?

Speaker 1 (56:43):
uh, nate saxton, yep, oh works, oh nate.
Yeah, okay, I was going to talkshit.

Speaker 2 (56:47):
I was like I don't like that guy, because that's
the reason you're not at the gym.
I don't see you anymore.
Well, I had a shoulder injury,oh yeah, so that's been, that
was and I was.

Speaker 1 (56:55):
That's the only thing , too right, it's like, dude I.
I jacked my shoulder up, bro, Iwas.
I had a 30 foot commercialladder and I was moving it and
the feet stuck and I was like onthe bottom leverage point of it
, like like I didn't have farenough choked up and the whole
thing catches and and I tried to, you know, thinking I was still
strong and who I used to be andI'm like, oh, I'll just muscle
it, and as it fall in my wholeshoulder, just hyper, extends,

(57:18):
dude, and there was a crowd oflike 10 people standing there
watching me, watching this godown, and I'm like the last
thing I can do is act like thathurt.
I can't even dude, I couldn'teven move my arm, bro.
My arm was like this, Icouldn't even move it and I'm
just using.
I knew like I knew exactly whatI did.
I was like I either tore my acjoint, dislocated it, but I'm

(57:41):
like I've been here before, I'vetorn an AC joint before.
I'm like I've been here, I knowwhat it's like, just don't try
to pick your arm up above yourhead.
So as long as my arm's to myside, it ain't going to hurt me,
because the second I got tomove it frontwards it's going to
hurt.
And so I literally I still hadanother building to inspect,
because we did inspected nine ofthem.
My inspector left and I waslike I'll just wrap up the last

(58:02):
one and I'm like, well, I'm notgoing to come back out here and
do this thing because I got toget it done.
And so with the crowd around,I'm like you know, one arm and
getting this ladder up, and thenI couldn't move this one.
So I'm just like having and I'mholding it on the other end
like gonna get picked thatladder up.
Bro, I can't pick it up, dude,it's wow, it's sitting next to
the buildings.

Speaker 2 (58:22):
Yeah, is this not the most man story ever?
It's like we get dreadfullyinjured and first thought is
like I cannot look weak in frontof these people.

Speaker 1 (58:32):
Right, dude, ego that's ego lift, dude, that's an
ego lift, bro.
And then I literally I'm likeno, it's cool, it's cool, and
and I've continued to kind ofgolf through it.
You know what I?

Speaker 2 (58:42):
mean everyone, Everyone's like dude, just go to
the hospital.

Speaker 1 (58:44):
I'm like nah man, all they're going to do is put it
in a sling.
I ain't got time for that.
I was like I'd rather have amiserable nine weeks than a hard
four Dr Mike says you're goingto put it in a swing.
They might look 100% 100% dude,oh my God, but that's always
the mindset too.
I'm like can I will myselfthrough this?
You know what I mean?

Speaker 2 (59:11):
I'm like can I actually mentally how much of
our injuries are actuallyinjuries and they're patterns.
I'm like if I just think it'snot there.

Speaker 1 (59:18):
It's like it's like that idea of you never hear
anyone dying of cancer in prisonyou know what I mean Because
they're not thinking like outhere.
Out here they're feeding youwith cancer.
Out here they're like you'regoing to get cancer, no matter
what you do.
If you do get sunburned, you'regetting cancer, you get E coli.

(59:39):
Whatever it is, dude, you knowwhat I mean and I'm like.
So maybe it's not real.

Speaker 2 (59:43):
Maybe it's all just a figment of my imagination, my
God Watch Mike die with a messedup shoulder and cancer.
Right, they're like I got you.
That's what you get, thoughtyou figured it out.

Speaker 1 (59:58):
I would be too much onto something.

Speaker 2 (01:00:00):
Oh man, dude, it's so hot in here, dude, it gets so
toasty in here Because it's likewe've got to get a fan man for
sure.
But that's the thing, man, thefan messes up the audio quality.
It does Do you see, likelisteners, you see what we do
for you.
Right, it's in here in thesauna.

Speaker 1 (01:00:15):
I know when we're done with this thing.
Oh shit, For you listeners outthere that are too young, that's
Pet Detective.

Speaker 2 (01:00:30):
You know these references we go to what's funny
man?
I remember hearing old peoplereference these things.
I'm like you are so like when Iwas younger.
It's like you're so old.
They're like 30.
I'm like we don't know that andnow we reference things.

Speaker 1 (01:00:44):
I always, always, catch myself too saying shit to
these guys.
I'm like, oh man, like Iremember now and I'm like dude,
you sound like one of thempeople that you never wanted to
listen to.

Speaker 2 (01:00:53):
I remember we we hired a guy who was um.
He was about 20 and um we were.
We did a survey, we wanted tosee how people were feeling and
uh, one thing he says, well, onething that makes me feel not as
included is y'all make a lot ofoffice references.

Speaker 1 (01:01:08):
I don't know the office at all and we were like
how do you not know the office?

Speaker 2 (01:01:12):
Everybody like we speak in office references.

Speaker 1 (01:01:17):
It's office lingo too .
Now, all of a sudden you got tosay something.
Everyone's like oh yeah, yeahgot it.
I know what you're saying.
Yeah, now it's time you guyssay something.

Speaker 2 (01:01:22):
Like I was like oh, yeah, yeah, I got it.
I get what you're saying.
Yep, yep, no, life comes at youfast.
And now it's a joke with my sontoo, because I remember I felt
so awful, like this was one ofthe worst moments of parenting,
when I was starting to say I wasexplaining something.

Speaker 1 (01:01:40):
And I was like man Kai back in my oh my God, I was
like what, dad, don't worryabout it, you're right.

Speaker 2 (01:01:46):
The other time was I was listening to Spotify.
I was listening to Boyz II Men.

Speaker 1 (01:01:51):
Yeah.

Speaker 2 (01:01:51):
And I was like hey, kai, this was the first CD Daddy
had that I got for my birthday.
And Kai's like oh, wow, cool,what's a CD.
I was like I uh yeah.

Speaker 1 (01:02:03):
Isn't it crazy how much things have just evolved in
our time?

Speaker 2 (01:02:07):
Yes.

Speaker 1 (01:02:07):
Like phones, like I remember this, my first phone I
ever had, like old Nokia Switchor some shit.
Yeah, it opened up and I had akeyboard on both sides of it.

Speaker 2 (01:02:16):
Yeah, yeah, yeah.

Speaker 1 (01:02:17):
That thing was cool.

Speaker 2 (01:02:18):
I remember the bricks .
That was my first phone.
Yep, I remember me and myfriends.
We would like throw the phonesat each other, no damage.

Speaker 1 (01:02:25):
No damage dude.

Speaker 2 (01:02:27):
And so Kai has this game on his iPhone.
First of all, an 8-year-oldwith an iPhone we need to know
where he is.
But the games he has, justunbelievable.
He's playing Snake, it's gotall these levels, it's in 3D,
all these colors.

Speaker 1 (01:02:40):
They're like 40 snakes Ours.
You had four directions youcould go.
Right, left, up down.
I was like you think this issnake Kai this is not snake.
I'll show you snake and.

Speaker 2 (01:02:49):
I showed him the YouTube video.
He's like dad.
What is this?

Speaker 1 (01:02:52):
No, like literally what is that thing?
One dimension, One dimension.
It's like a drawing.

Speaker 2 (01:02:58):
I'm like, bro, this was hot shit, it's crazy.

Speaker 1 (01:03:01):
This was great, it's crazy and that's what you into a
business aspect, right.
It's like I think that's where,right now, there's a huge trend
and transition inside ofbusinesses because everything is
becoming so automated sostreamlined right, and it's like
you can't no longer be willingto evolve and change Like you
have to or you'll get swallowedup.

(01:03:22):
Yep, no longer be willing toevolve and change Like you have
to, or you'll get swallowed up.
And then the other side of itis like well then, how can you
still?
I also feel that, like humanconnection is going to start
coming.
You know what I mean, like thedream society connection.
You know people wanting thatagain.
So it's like you've got to feel, figure out how to evolve your
business into an AI platform,right, while also making sure
that the heart of it is goodpeople 100% and, to that point,

(01:03:46):
right, we need to evolve with AI, we need to make sure we have
that connection.

Speaker 2 (01:03:51):
And then where I come in is the fact that people have
forgotten how to talk to eachother.

Speaker 1 (01:03:56):
Yeah, that's never going to happen.

Speaker 2 (01:03:58):
I feel like it's a challenge that's getting worse
as we evolve technologically,which is fascinating, and I
think with AI too, I see thereare people.
You need to adopt it.
I have a hypothesis I thinkthat in every industry, the
company that is able to controland harness and utilize and
operationalize the power of AIthose companies are going to get

(01:04:19):
just an outsized advantage inthe industry 100% of AI.
Like those companies are goingto get the just an outsized
advantage in the industry Ahundred percent, the first
person who can figure it out inevery industry.
They're going to get such a leadthat it's going to be hard for
other people to keep up.
Right, and then I see otherpeople too, especially younger
entrepreneurs, where they tiptoo far.
They rely on it too much.
Yeah, they, they, they think,oh, everything can be solved

(01:04:39):
with this.
And so, instead of going andjust putting their head down and
solving the problem, they'relooking for an app, they're
looking for the lesson right,exactly, you never.

Speaker 1 (01:04:47):
You never develop those skills.
So you have to find the, youknow, and I think that's where,
like, a lot of older businesseswill start to be weeded out too,
because you got a lot of peoplethat think that way think away
right.
It's like in our business.
A lot of guys have roofed thisway forever.
This is how it's done.
I we ain't evolving this.
Ai shit ain't gonna work youknow what I mean?
it's all that stuff and it'slike you can think like that.
Or you can choose to adoptright, if you choose to adopt,

(01:05:11):
you'll accelerate.
Right, if you don't, you'll geteight.
It's like that's the game, I'mlike I, I, anyone who doesn't,
and they're like regulations andeverything's just crap,
everything changing, and I thinka lot of it has happened
because entrepreneurship hasbeen such a low hanging fruit
the last few years.
So it's like now, all of asudden, it's like their

(01:05:33):
stipulations cracking down onthings.
So it's like, yeah, you canstill go out and be a business,
but they're realizing how manypeople want to be in business,
start a business that have nocredibility, have no, you know
what I mean.
Like there's, they don't havethese things, and it's like you
can only get so far until thatcatches up with you 100%, 100%.
Yeah man.

Speaker 2 (01:05:49):
Yeah, man, you got to .
You got to stay on it, you gotto stay on it.

Speaker 1 (01:05:52):
Dude.
Well, we went on for an hourand now you got to pick the boy
up here soon.
Real quick, walk me through theLinkedIn thing and then what do
you?
Got kind of coming up.

Speaker 2 (01:05:59):
So what's that coaching how?

Speaker 1 (01:06:00):
can they connect with you?

Speaker 2 (01:06:01):
Yeah, so we have Negotiate Anything.
That's our podcast.
We have a premiumsubscribership.
If you want to get moreadvanced knowledge and just
extras, bonuses and without ads,you can go into Negotiate
Anything Premium.
We have 47 courses on LinkedInLearning, so about 1.2 million
people last time I checked havegone through that.

(01:06:27):
Forgot to tell you.
We signed a deal with LinkedInto create a negotiation
certificate, so we partneredwith them to create this test
and a series of courses thatpeople can go through in order
to get certified.
So I believe that if we I meanit's already up I think, if you
give us like five years we'reprobably going to be the largest
certifying body in negotiationin the world with this
partnership, because of just ofthe reach of linkedin 600
million um users, right.
So we we signed that deal a fewmonths ago about 10 000 people

(01:06:51):
have already gone through it,wow, yeah, so it's really cool
to see like people I would loveto take our sales team through
it I would love to figure, Iwould love to do something like
that because that's like it'sdifferent thinking sales is
sales and negotiations are twobig, like very different
extremes, and I think theyprobably get.
You probably see it all the timelike.

Speaker 1 (01:07:08):
It's not sales, it's muddied.
It gets muddied right.

Speaker 2 (01:07:11):
Because sales truly is a process and negotiation is
shaped like water.
It fits in wherever it can, andso if you have a really robust
sales practice and you cansprinkle in high level
negotiation techniques likethat's where you want to be you
know so that's been great.
It's just been cool seeingpeople all around the world
proudly posting.
I've got certified by theAmerican Negotiation Institute.

Speaker 1 (01:07:31):
Yes, congratulations.
Thank you, man.

Speaker 2 (01:07:33):
I appreciate it, it's great, it's been fun just
building.
And here's the thing I realized, mike, because I was thinking
about it, because I was like howdid we get from this starting
point in 2016 to here?
Because I had to concede tomyself, because I think there
are bigger companies who aredoing less, you know, in terms
of the types of opportunitieswe're getting.
I'm like what is it?

(01:07:53):
What is it?
And the answer was so obviouslyright in front of me it's
negotiation.
We're able to punch out aboveour weight because we know how
to negotiate.
It's crazy.
That's wild, yeah, so we haveApple, google, nasa, target,
liberty, mutual All of thesemassive companies are our
clients now because we're ableto negotiate and really

(01:08:15):
communicate our value.

Speaker 1 (01:08:16):
And it's like a trainer Exactly, it's like a gym
trainer, right, it's like yougo to one that ain't in shape,
you're probably not going to getin shape.
Exactly, exactly.
Trainer, right, it's like yougo to one that ain't in shape,
you're probably not gonna get inshape.
Exactly.
I mean, you go to the bestforge, you're gonna get the best
.
And it's like and that's a truetestament of your organization
being able to be getting intothose rooms and working with
those people.

Speaker 2 (01:08:32):
That's dude.
It's incredible.
Thanks, I appreciate.
How do they?
Find that where they, wherethey go to yeah, so best way to
find follow me is linkedininstagram those that's where I
post the most.
But but then of course we haveNegotiate Anything.
It's a daily show, so we wantto be as generous as possible,
share as much information as wecan.
Dude, I love that bro, bro, Iappreciate you for coming on
today, man.

Speaker 1 (01:08:51):
And definitely we got to make it a routine every year
or two year, whatever it is,man, just reconnect, go over
what we got going on and, dude,it's just exciting, man.
I'm I've been super grateful tobe able to just watch you grow,
man and and continue to.
You know, uh, just just it's so.
It's inspiring to find goodpeople you know what I?
mean man, and you've been a guysince the first time we ever

(01:09:12):
connected.
We've always been cool.
We ain't gotta see each otherall the time.
When we do, it's always great.
Come on here, have greatconversation.
So I'm grateful for people likeyou in my life, man, so thank
you, thank you man kwamechristian, reckless ceo.
We.

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