Climb Your Entrepreneurial Mountain

Episode Transcript
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Speaker 1 (00:00):
So what prevents an entrepreneur from being truly successful? What
does it take? What kind of mindset, what kind of people?

Speaker 2 (00:10):
You know, the mindset? Is it people? Is it systems?
What is it that it takes.

Speaker 1 (00:14):
Today we're going to discover exactly what it takes to
become a successful.

Speaker 2 (00:18):
Entrepreneur, what you have to go through to get there.

Speaker 1 (00:22):
And we have too extraordinarily successful entrepreneurs with us today,
Cass and Mike Lazarro.

Speaker 2 (00:29):
They've recently wrote written a new book called.

Speaker 1 (00:33):
Just Simply Shoveling Shit. Yeah, that is as well. That
puts us as well as anybody's ever put it about
what it's like to be an entrepreneur. If you don't
have the courage to really do that, then probably not
the place for you. But Cass and Mike, thanks so
much for joining us on the Wealth of Ability Show.

Speaker 3 (00:53):
Thanks for having us appreciate it.

Speaker 4 (00:55):
Thank you so much.

Speaker 1 (00:56):
So if you would just I mean, you're back, you're
back ground. Your history is very very interesting. Give us
a little bit of your background, how you even got
into being entrepreneurs, particularly husband wife entrepreneurs, which I find
also fascinating. My parents were husband wife entrepreneurs and I've
never been able to do that successfully with the spouse.

(01:19):
So kind of give us a give us the background
of your story.

Speaker 2 (01:24):
Sure, I'll start so cassas.

Speaker 3 (01:30):
I am known as an operator, So I like to
organize things, things, people, you name it processes, and I
help Mike execute his visionary ideas and really hire and
retain the teams that allow us to do the things
that we want to do, all the different goals that

(01:51):
our companies have had. And my background, I start off
as somebody who actually implemented software in the government. It
wasn't very exciting. I was a management consultant yep, But
I learned a lot about software. And then I took
a turn really towards the Internet after spending almost a
year and a half at a digital agency. It was

(02:12):
the interactive arm of Leo Burnett, and I had this
crazy idea that we could we could build a site.
This was way in the day when like eyeballs to
individual sites mattered. That we could build a golf site
where recreational golfers like Mic and me at the time,
and so I jumped and did that. I've always wanted

(02:32):
to create teams that laugh every day, that can have
a serious outlook on work. But can you know, you
can laugh. You don't take yourself seriously, and you learn
along the way. Like you said before, learning is like
a big part of it. And so that's always been,

(02:55):
you know what I try to do.

Speaker 5 (02:57):
Yeah, So we both grew up in the DC area
and we were comfortable. I wouldn't say we were you know,
had wealthy families, but you know, we didn't feel poor.
We had you know, we pay for education, going to
vacation every year, and we were surrounded, at least I
was by entrepreneurs. My dad, you know, built houses and

(03:19):
then had a home inspection company, and my stepfather had
a money management firm. He was a financial advisor, not
something that I ever considered going into. So there were entrepreneurs,
very different entrepreneurs than we were, and really I saw
this freedom that they had. They showed up to my
basketball games, they could control their schedule, and that's really

(03:42):
what propelled me to go into entrepreneurship and start my
own business in college and then continue with it. It's
this idea of freedom, but all entrepreneurs know that that
freedom comes with responsibilities. So you end up working twice
as hard, you end up shoveling a lot of stuff
up to work and it just hits the fan and

(04:02):
things go bad. But it's where we find our purpose.
It's where we find our passion. And although it's scary
and it feels like you're climbing this dark mountain and
you need to kind of shovel all this stuff in
your path, and you know, you don't have a map
and you can't see where you're going, and you don't
have like food, and you know enough water, you keep

(04:24):
going because you're trying to get to the top of
the mountain.

Speaker 4 (04:28):
And really we're at the place in our life.

Speaker 5 (04:31):
So where we've now started eight companies, we've climbed all
these mountains, we've invested in about one hundred others, and
we've realized that they're about fifty cheat codes that.

Speaker 4 (04:41):
We wish we knew when we started out, when we
started out climbing the mountain.

Speaker 5 (04:46):
And that's really what the book is, and it's really
what our purpose is going forward, helping other entrepreneurs, you know,
climb in their mountains.

Speaker 1 (04:54):
Well, I love that because as entrepreneurs, we're all climbing mountains,
and sometimes it's like, you know, one step up and
two steps down. It seems like when we're climbing those
mountains and it's like it's just that that earth keeps
falling away and those rocks keep tumbling down, and so
there is a lot to unpack here. But it was
interesting as you're introducing yourselves, Cass and Mike, that you

(05:17):
have very different roles and how important do you feel
like having those two those two specific roles. Now there's
a company EOS. I don't know if you're familiar with them,
but they actually promote those two roles specifically the.

Speaker 2 (05:31):
Visionary and the implementer.

Speaker 1 (05:33):
So yeah, so talk about those roles to begin with,
if you would, just kind of because that just stuck
out to me.

Speaker 2 (05:42):
Yeah.

Speaker 3 (05:42):
So it is funny that, you know, you think about
it when Mike and I were dating, like, which, what
idiots actually start a company together when you're only dating.
But that was us and I don't think we thought
anything differently because every time we would come home from
our independent, you know, offices for work. I think we
both leaned on each other for questions. Mine were always

(06:04):
about bigger picture products services kind of more up in
the air, and his were always like, well, how would
implement this and things like that, So it became this
really like the sink. Those are like the synchronization with
how we talked, how we communicated everything. And I think
the best partnerships when it comes to you know, companies

(06:26):
don't have overlapping skills. They have complementary skills, and I
think that's the key to success when you find co
founders that can fill in your gaps.

Speaker 2 (06:37):
Yeah, I love that.

Speaker 1 (06:38):
I have a partner like that in one of my businesses,
and it's awesome.

Speaker 2 (06:42):
It is just awesome because she.

Speaker 1 (06:43):
Doesn't want to do what I want, what I do,
and I don't have any interest in doing what she did.
She is a great manager, great implementer. So you've done yeah,
I mean you literally have risen to the top sold
those businesses. What do you think keeps people from rising?
Because there's a lot of people they work really hard,
you know, they don't even get well. How do you

(07:04):
take time off your for your kids? I barely take
time off, you know, to.

Speaker 2 (07:08):
Sleep at night.

Speaker 1 (07:09):
And how do you get to that point? What is
it that makes the difference? Is it a mindset? Is
that people is a systems?

Speaker 2 (07:16):
What do you see?

Speaker 1 (07:16):
What are some of those hacks that you talk about
in your book for getting there.

Speaker 5 (07:22):
Yeah, So the biggest one that we talked about is focus,
and so there's a difference between working hard and working smart.

Speaker 4 (07:30):
When you work hard and smart, that's where the magic happens.

Speaker 5 (07:33):
I'm reminded this every day by our good friend Gary Vaynerchuk,
who works as hard as everyone I know, one of
the best entrepreneurs that we've really gotten to know. Started
he started all this stuff from our office, and it's
all about focus. What are you doing every day to
achieve that mission. I use the mountain mentality because it's

(07:54):
the greatest kind of visual of the mission, right, like,
where do you want to be? I want to be
at the top of the mountain? What do you need
to do to get there?

Speaker 4 (08:03):
Right?

Speaker 5 (08:04):
You need to get your shoes and your pack and
your food and your direction, and you focus on what
you need to do and then you take one step
at a time. Many entrepreneurs work very hard, but they
don't accomplish anything. And so we talk about in the
book how we focus our companies, how we focus us

(08:25):
as individuals, And it's about a clear mission.

Speaker 4 (08:29):
Where do you want to go? What do you want
to be?

Speaker 5 (08:31):
And then what are the three, five, ten things you
need to do to accomplish that to close the gap
between the vision you have and the reality of your
life and everything you should everything you're doing should be
in service of that. So, if you're a software company,
you need to build the software, you need to sell it.
You need to retain customers, right, you may need to hire.

(08:55):
There may be five or six things you need to do.
When I ask entrepreneurs, what are you focused on? If
they can't say bam bam bam right away, right if
it has stayed well, you know, I kind of have
to build this and we're looking for a new location.
But we may do that, you know, it just shows
that they're lost. You talk to a co founder or

(09:16):
a founder and you say, what do you focus on?
It's you know, we're selling the product like crazy. We
need more logos, we need to improve our customer retention,
and I'm looking for a chief financial officer because we're
thinking about going public. Right, Like they have their stack
ranked order of what's important. It's what I have on
my desk every day. I have kind of what's important

(09:38):
right here. And if you don't write it down, it
doesn't exist. And if you write it down. It has
to have real metrics because the other thing entrepreneurs are
are optimistic. We tell stories to ourselves, and those stories
often are not based in at least complete reality. And

(09:58):
so when you put together or what success looks like
at the beginning, and then after you've executed, you go
back and you say, did I accomplish it? You can't
lie to yourself, and we have a very it's very
easy for us to start telling us ourselves how we're
crushing it and how everything's going great because we're optimistic.

Speaker 2 (10:19):
You know a couple of things I find interesting.

Speaker 1 (10:22):
First of all, I you know, you have to be
optimistic as an entrepreneur on hundred percent agree, because otherwise
you would never do this stuff. I mean, there's no
logic to doing it. There's absolutely no logic to it.
You have to be optimistic with it. But I also
find it's interesting you're talking about focus. Here's two golfers
talking about focus, because I can't think of another sport

(10:43):
that requires the amount of focus that golf requires. I mean,
you're hitting a stationary ball, but one little fraction of
a degree off and it's going off into the wilderness.
Right it's in the pond or in the sandtrap or whatever.
So I love that, you know, that makes sense to
me actually that you've been able to focus when you're
you know, when you're serious golfers. So what are some

(11:05):
other things that you see that.

Speaker 2 (11:09):
The focus? I love that number one.

Speaker 1 (11:11):
What's like number two and three that entrepreneurs miss when
they're when they're climbing?

Speaker 2 (11:17):
Like what keeps them? They get successful?

Speaker 1 (11:20):
Okay, so they've got money coming in the door, they have,
you know, they're profitable, et cetera.

Speaker 2 (11:25):
What keeps them from going to that next level?

Speaker 1 (11:28):
Because not very many entrepreneurs do what you've done and
sell businesses for you know, hundreds of millions of dollars.

Speaker 2 (11:35):
What is it that makes the difference there?

Speaker 3 (11:37):
I think the number two thing is really what we
talked about is putting the cult in your culture. You know,
the first four letters of culture is cult. So you
are creating your own cult for good. And I think
we see a lot of founders who kind of think like, Okay,
I'm going to get my product market fit, I'm going
to get some revenue, and then I'll figure out the

(11:58):
culture later. So what that means is they've actually either
started to hire people that might not fit with what
they're going to come up with later on their missions,
their values, and so we often say you have to
have those difficult conversations, those jump first, even before you've

(12:21):
even decided to work together. You should have those conversations.
And a big part of it should be about culture.
What kind of office do you want to have, even
if if you're remote, What does that feel like, What
do calls feel like? How are you going to instill
the importance of what you do and what you want
to do. So that's a big, big part of what
we talk about, especially in the book, and what I

(12:43):
focused on pretty much my whole career is people right,
How do you attract them and how do you retain them?
Because without them you're not going anywhere. And then after
that the next one is moneyballing them. I'm sure you
saw that movie, which is such a great movie, And
think about in different stages of a business, where should

(13:04):
people be and do they still fit right? Do they
fit in the organization? Do they actually scale at the
times when you are hitting the gas And a lot
of times you'll find out that the people in the
beginning don't often scale. So it's your job as the
leaders to make sure you're moneyballing every single person in
the company.

Speaker 1 (13:24):
That's really interesting. I honestly, I never thought of that,
that the people have to scale. It's not just the
business that has to scale, and that sometimes people reach
their limit and they can't scale, and.

Speaker 2 (13:36):
That's got it. That's a tough that's a tough decision.

Speaker 1 (13:39):
To let somebody go who's been through the hard times
with you.

Speaker 2 (13:43):
They you know, they've helped you.

Speaker 1 (13:44):
They are they were invaluable to you when you're starting out,
but they could not get pass it.

Speaker 3 (13:50):
They can't deeah, yeah, they can't get past the next stage.
It might come down to management. They can't manage and
do as much as they could before. It's hard. I mean,
we look at it as we're replaceable, right as founders,
you need to think if things are going so well
that you are scaling so fast, you should think of

(14:10):
yourself as replaceable too. So if you can have that
kind of you know, real intention and intention setting of Okay,
every single time we do something right, we get revenue.
What does this look like. I mean, honestly, you're gonna
laugh at this, but every time we raise money in

(14:31):
any of our companies, I would actually fire people at
the same time because it was a Yeah, it was
a chance for me to really level set and decide
if we needed every single person. And I always paired
it obviously with a good thing, right with money coming

(14:51):
in the door, but I also wanted to make sure
everybody knew that I was serious. I am serious about
moving forward at this rate with these goals, new goals,
and everyone's got to fit. So that was one of
my trade.

Speaker 1 (15:06):
I love that let's talk about that raising money piece,
because I think that's a challenge for a lot of
entrepreneurs is do they raise capital?

Speaker 2 (15:15):
Do they bring it in through you know? Is do
they bootstrap it?

Speaker 1 (15:18):
Bring it in through you know, just the customers? Basically,
you know, Tesla is a good example of a lot
of their money, their capital came from their customers, right,
That's that's a lot of what But they did raise
money too, I mean, Musca is a brilliant at raising capital.
What Why do you think raising capital is important? And

(15:39):
particularly because it sounds like that's been integral to your
business and what is it that keeps people from doing that?

Speaker 5 (15:48):
Yes, So as we say that first three jobs of
an entrepreneur, don't run out of money.

Speaker 4 (15:53):
Don't run out of money, and don't run out of money.

Speaker 5 (15:56):
And I've seen many companies with you know, a lot
of money in the bank who can pivot and get
to a business model that makes sense. I've yet to
find a company that's insolvent that's able to do that.
And so there are a bunch of different ways to
raise money. The most you know, the best way and

(16:16):
this is going back to Gary v and what he
does is customers so be profitable from day one. And
if you think of accountants, lawyers, consultants, other service businesses,
you know, the entrepreneurs the product first and they hire
a team using revenue to grow the business. And we're

(16:36):
in a renaissance of profitable businesses because the cost side
of the equation has really been helped by AI, by
productivity tools. Think about what you have to do in
nineteen sixty to grow a business, right, you have to
go into the office because that's where your files were.
We can live anywhere and we can do anything from anywhere.

(16:58):
And we have agent employees, so meaning kind of agents
AI agents who can do outbound sales, who can do
customer service, who can help you write emails, who can
do marketing and so that is just beginning. But any
of your listeners who aren't getting really smart on AI

(17:18):
or I think missing an opportunity. If you're building a
product and you need to build it before you sell it, then.

Speaker 4 (17:27):
You have to raise money.

Speaker 5 (17:28):
And we understand the fear that comes with asking people
for money. When we started out, we didn't know investors,
we didn't know vcs, we didn't like doing it. You know,
asking people for money, you know felt yucky, right, so
how do you how do you know what happened? What

(17:50):
happened is our mind are just our outlook changed and
we figured out that fundraising is no different than any
other sales process. And the more you believe in your product,
your company, and really yourself because that's what people are
betting on, the better you will be at funding your dreams.
Because you're not asking for money. You're offering investors an

(18:16):
opportunity to multiply their money, and that should be your mentality.
It should be an honor for an investor to invest
in you because you are going to make them boatloads
of cash. Now, many companies don't make it, and they
may not make money, but if you don't go into
the process of really believing that you're going to be successful,

(18:40):
that you are going to make investors money.

Speaker 4 (18:43):
You're not going to be able to raise money.

Speaker 5 (18:46):
And you know, the only way to make it easy
is the more you do it, the more successful you are,
the easier it will become. The hardest five thousand dollars
we raise of the hundreds of millions was the first
and the only person who would invest was my grandfather.

(19:06):
I didn't have a computer, so I needed five thousand dollars.
I had to pitch him and he's like, you know,
I don't really understand his internet thing. He died in
his ninety six, a very close friend. I write about
him in the book. But I believe in you and
I will invest five thousand dollars. And so, you know,

(19:28):
the way to raise money is you just start figure
out your story. You know, why, what's your product, why
is it different? How are you going to get it
into customers' hands. We talk about kind of what we
call the go gauge in the book, everything that we
look for as an investor.

Speaker 4 (19:46):
And you know, look for people who really will support you.

Speaker 5 (19:52):
Now they're also more and more government, you know, loans
and small business loans and talk about those in the book,
which are great options. There's non diluted financing, so grant
you're in the sciences, grants and other ways. But typically
it's you're asking friends and right.

Speaker 2 (20:14):
I mean that's hard part.

Speaker 1 (20:15):
Right, you're asking friends and family, and that, to me,
that's a bigger risk act then asking an investor that
you don't know much, very risk because you're risking the relationship, right, Yeah.

Speaker 5 (20:29):
But you've got to start somewhere, and so if you
don't believe in your problem, yeah, you have to ask
people who love you the most. Then the alternative of
asking people who don't love you is even worse.

Speaker 2 (20:40):
Right, Right, what do you want to say about that? Cas,
I can see the wheels.

Speaker 3 (20:47):
I definitely think. I think you're both right, Like, it
is very hard. I think you're risking a lot when
you ask friends and family, So be careful when you
do that. I write about in the book how I
lost a relationship with a relative as a result of
one of our investments going sour with golf dot com.

(21:08):
So you have to be careful. But the number one
goal for entrepreneurs is to be uncomfortable and get used
to it, right, that's suffering, that uncomfortableness. That's those are
the muscles you're you're building up your distress tolerance. That's
that's all we're doing as entrepreneurs. And that's my theory
is that's why you find a lot of like athletes
who you know, former ex athletes that are great entrepreneurs.

(21:31):
Doesn't matter if you made it to the show or not,
but they know how to suffer, they know how to
deal with distress. And you know, yes, the first ass
is uncomfortable, the second ass is uncomfortable. Then the third
one you're like, oh well when I said this, it
was a little better. And when I brought up this,
it was a little better. And now you're not uncomfortable.
You're just thinking about how can I improve? And that's

(21:52):
what great entrepreneurs can do.

Speaker 1 (21:54):
I love that get used to being uncomfortable. You know,
I spent two years as a Mormon missionary in Paris
learning how to get rejected in French and what to
me that the best thing about that experience was you're
always uncomfortable, and then eventually you're comfortable being uncomfortable.

Speaker 2 (22:16):
So you go, okay, well, you know what, I have
a great product.

Speaker 1 (22:19):
I believe in my product, and it's I mean, it's
an intangible it's you know, I'm selling religion to non
religious people basically. And but but once you get there
and you go, hey, you know, they're not rejecting me,
they're rejecting. They're rejecting an opportunity. Is whether they're rejecting,
then it certainly makes a lot. It makes it a

(22:40):
lot easier, uh for sure. But I love that get
get comfortable with being uncomfortable. I think that that that
should be everybody, every entrepreneur's mantra, get comfortable with being uncomfortable.
What are what are I mean, you've got fifty different
things in your book. What are two or three others
that you'd like to share with our audience?

Speaker 5 (23:01):
Yeah, I mean what's interesting is we worked for thirty
years building these businesses, investing businesses, and there's really eight
things that are the major ones. And it's how to
pick the right partner, which is essential. It's what I got.
One of the only things I got right meeting this
woman at a wedding when I was twenty one years

(23:22):
old and asking her to dance, even though I was, like,
you know, very nervous about it, and she was older.
She still is for the record, talk about cast just
in case where this is another woman in my life,
and you know that relationship has been such an important
part of our success because we are the yin yang.

(23:45):
We are the external, internal, the kind of visionary, the operator.

Speaker 4 (23:50):
And so.

Speaker 5 (23:53):
You know, I would encourage everyone before they agree to
go into business.

Speaker 4 (23:58):
Ask the hard questions.

Speaker 5 (24:00):
You know, I'm not talking about what are your values,
even though that's important, It's how hard do you want
to work?

Speaker 4 (24:04):
What's your vision for the business? You know? Are you
going to be okay with selling it?

Speaker 5 (24:08):
Are you going to be okay with you know, if
you have to, you know, one of us has to leave,
how do we handle that?

Speaker 4 (24:16):
Right? And then it comes down to you know number.

Speaker 5 (24:23):
Two is a lot of entrepreneurs green light ideas that
maybe they shouldn't.

Speaker 4 (24:30):
It's hard to.

Speaker 5 (24:35):
Do create big businesses in tiny markets, right, so think
about look at the go gage, think about is this
worth my time? And then it comes down to getting
the right people in the right position. As Cass talking
about Moneyball, a culture that attracts people leading in a

(24:57):
way that kind of you shovel first, being, will to
do anything, lead by example and The two other ideas
that really have been impactful to us is marketing, not
how to spend a lot of money, but how to
punch up perceptions reality. How do you market in a
way and message in a way that kind of makes

(25:19):
you look bigger, It makes you look the way.

Speaker 4 (25:21):
You want to look.

Speaker 5 (25:23):
And then lastly, the only thing I'll mention is you
put together all these plans, you launch and it doesn't
go your way. Customers don't sign up, no one signs up,
no one cares about you. This product market fit thing
never happens. How do you pivot? And our career has
been built on the back of many, many pivots so changing.

(25:47):
So some of the cheat codes that we talk about
is how do you not only identify the pivot, but
how do you move a whole organization to a new
vision while it's operating right. We compare it to how
do you get people to follow you as you jump
out of an airplane plane the skydive. It's scary, You're

(26:11):
never going to get them to not be scared, But
how do you do it in a way where they
follow you? And so those are the all of our
cheek codes are in those ideas which has been the
sum of our life.

Speaker 2 (26:24):
Really, I love that. This is great, Cas. What would
you like to add on those two?

Speaker 3 (26:31):
I mean he definitely hit like the really really big ones.
I think, you know, in addition to what he said,
it is really about, like like I said before, it's
getting comfortable with the uncomfortable and being okay with that
storm of uncertainty right you're in. You're never going to

(26:55):
have perfect information. We tell entrepreneurs this all the time.
You wish you had all the data right. You wish
you could say, Okay, this is my perfect decision. I'm
moving into the company this way. That's never going to
be it. So the mindset that you need is one
in which if something doesn't go as planned, if you
have a product launch that's failed, if that big customer

(27:18):
doesn't renew, it's not a failure. It's getting one step
closer to figuring out what customers do want. So it's
that change of mentality. It's that ability not only to
have distress tolerance, but to reframe things so that you
can attack what you're trying to figure out.

Speaker 2 (27:36):
I love that. I love that.

Speaker 1 (27:38):
I am this whole idea of the book shoveling shit
and about the messy path to success. Every entrepreneur listening
can relate to that and correlate really to you guys,
and we all look up to people like you have
actually made it part of your lifestyle to be uncomfortable
and be comfortable with being uncomfortable, and I think that's

(28:01):
such a big message. And not be afraid of the
failure and not be afraid of needing to pivot.

Speaker 2 (28:08):
That's what's going to happen.

Speaker 1 (28:09):
So outside of reading your book, where else could we
find more information about your mission and what you're wanting
to accomplie?

Speaker 3 (28:16):
Yeah, definitely go to Cassimike dot com. You can see
all the different things that we're up to. We're investors
and we're big philanthropists too. We believe in giving back.
It's one of our core missions with every single company
that we've ever worked with or founded, we believe it's
a big part. You cannot be successful without thinking about

(28:38):
things that are much greater than you and much more important.
So happy if people could go there and just check
it out.

Speaker 2 (28:45):
I appreciate that.

Speaker 1 (28:46):
So I'm going to ask you one last question, Okay,
if you could describe so you've invested in over one
hundred businesses, not your own businesses.

Speaker 2 (28:55):
If I understand that.

Speaker 1 (28:56):
Right, what is it that makes you want to invest
in a business? What are the qualities, the aspects, the
characteristics of either the owners or the business itself that
makes you say, hey, I'm willing to put my money there.

Speaker 5 (29:13):
So we talked specifically about the investment framework which we
look at, which we present for entrepreneurs to think through
because it's what we do whenever we launch a business,
but it's also what we look for. And there are
six things. The product what are you selling? Differentiation? Why
is it better than existing options? Who will buy it?

(29:36):
The customers?

Speaker 4 (29:37):
Three?

Speaker 5 (29:38):
Sales and marketing? So how will customers find out about
your product? Which a lot of entrepreneurs skip over that part.
This whole thing of like we will build it and
they will come is not a strategy?

Speaker 4 (29:50):
Trust us?

Speaker 5 (29:52):
And then help delivery and the operations? How will you
get it to the customers? And then number six is
the financial model? Does a financial model past the smell test?
Now those six things what we look for table stakes
is the entrepreneur and is the entrepreneur humble? Do they

(30:12):
know what they don't know? Are they the right entrepreneur?
For the problem they're trying to solve. And you know,
I'll tell you a lot of that is gut You know,
we've seen a lot of people went to Harvard, they
went to Harvard Business School who on paper look like
they're incredible, but they don't succeed because they don't have

(30:35):
that grit, tenacity, humility, transparency, you know, commitment to like
being vulnerable and saying I screwed up or I was
wrong right, And so a lot of that is a
gut feel, which is why it's hard for us to
communicate that in the book.

Speaker 4 (30:54):
But those six questions that we want you to ask
as an.

Speaker 5 (30:58):
Entrepreneur, those are critics and hopefully we'll keep you out
of businesses that maybe you shouldn't start and help you
communicate the ones that you should be involved with better
to you know, people like us who are looking for
good deals.

Speaker 2 (31:15):
I love it. Thank you so much.

Speaker 1 (31:17):
This is been our interview with Cass and Mike Lazarro
who built multiple companies at and sold them. They've scaled,
they've done all the things that every entrepreneur wants to do,
and I encourage all get their book. Go to Cassimike
dot com get more information. Because when we get this

(31:39):
kind of understanding and then we start becoming comfortable with
being uncomfortable, I'm going to repeat that one all day long.
What's going to happen in the end is we'll make
way more money and pay way less tax Thanks for
joining the Wealthability Show and.

Speaker 2 (31:54):
We'll see you next time.

Speaker 1 (31:55):
Thanks Tom, Thanks for listening to the Wealthability Show. If
today's episode give you a new perspective, remember this. The
tax law is not your enemy. It's a roadmap, and
when you know how to follow it, you can build
real lasting well. If you're a business owner or investor
who's tired of overpaying taxes, the Wealthability Accelerator is your

(32:17):
next step. You'll have the opportunity to work directly with
me for eighty percent less than my standard rate, and
I'll personally guide you through how to change your facts
so that you can change your tax Go to wealthability
dot com, slash bonus and apply today. Remember it's not
just what you make, it's.

Speaker 2 (32:37):
What you keep.

Speaker 3 (32:44):
This podcast is a presentation of rich Dad Media Network.

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