June 12, 2026 • 31 mins
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Speaker 1 (00:03):
It's that time time time time, luck and load. So
Michael very show is.
Speaker 2 (00:12):
On the air.
Speaker 1 (00:21):
Oh yes, it is Friday. We get to spend three
hours together. Always a good thing. Let this wash over.
Speaker 3 (00:37):
You having day, happy day, wendy when he war.
Speaker 1 (00:55):
Ndy war look the way love.
Speaker 3 (01:04):
Habit?
Speaker 2 (01:08):
Or have you deppy?
Speaker 1 (01:12):
Or happy day.
Speaker 3 (01:16):
When those war? Witty war?
Speaker 1 (01:24):
When those war? She look the way he loved.
Speaker 3 (01:33):
The habit is a happy day or a happy day?
(02:15):
Happy winter of war? Oh whitty war, winter of war
three years away?
Speaker 2 (02:31):
At happy day, heppy day, heavy day, good happy de.
Speaker 3 (04:30):
Happy day. Oh happy day wins those walls waity war,
when those warm seas away.
Speaker 4 (04:50):
He is so.
Speaker 3 (04:54):
The happy day, Oh long.
Speaker 1 (05:07):
Pretty sure I'm not the only one who does this,
but I like to drop my Bible on the table,
let it fall open, and see where my eyes go.
And the reason is because if given it, if I'm
(05:30):
choosing where I'd go, it's going to the Gospel, because
that is by far my favorite art of the Bible.
Those are my four favorite books, the four Evangelists, Matthew, Mark, Luke,
and John. But on this day there was the Book
(05:52):
of Proverbs seventeen twenty two, A happy heart is good
medicine and a cheerful mind works healing. And I got
to thinking there's a purpose to this. You know, God chooses,
(06:13):
that's not my choice. I didn't end up there, That's
what happened. And you know, it's interesting because reading emails,
I really enjoy reading the emails from listeners. I enjoy
the engagement of it all. And I've always felt that
one of the things that I wanted our show to
be special, and I think we do as good a
(06:35):
job as I'm able to do, and I try I
try to do even better, is that I engage with
a lot of listeners often, and it's probably not healthy.
Sean Hennity told me years ago that I should stop.
The scale would get too big and that it will
exhaust me and overwhelm me and make me crazy. And
(06:57):
you know, maybe that's part of why I complain, because
I can already anticipate what kind of response is I'm
going to get the positive and negative to whatever I do,
And in that sense, it probably it doesn't stop me
from saying things, but it does. You know, I know
I'm going to have to hear if I say something
I believe to be true, you know, a woman says,
do I look fat iness dress? And you do, and
(07:18):
you say yes, you already know it's But if you're
so committed to the truth, you just do it right.
But what I notice is that there are people who
are happy and people who are mad about things. And
generally happy person is always happy, and mad or sad
(07:40):
or needy person is always that. And so I'll say
to someone, Okay, I'm sorry this bad thing has happened
to you, but let's choose happiness. Let's count our blessings,
name them one by one. Let's be positive. I can't
be positive because this thing has happened to me. Well no, no,
the thing didn't choose your mood. You chose your mood,
(08:01):
and you get to choose your mood. Uh. My mother,
my wife put on a dinner party the night that
her father died because all these people were planning to
come to the house and nobody knew for a year,
they never knew because she didn't want to bring the
mood down. You can choose happiness Houston as a India
(08:30):
if you are what's any from.
Speaker 4 (08:33):
Orange, Texas?
Speaker 1 (08:34):
Orange?
Speaker 2 (08:35):
Uh huh?
Speaker 4 (08:36):
And I need to go over at ferd and Lubama
verden f E r our, I d a wire and
it's me and my nineteen children's and we need to
leave Monday morning. You were leaving from Odessa, No Orange,
you are O r A G E text am I
(09:00):
as sister and her husband staying third and uh, she
wanted us to come over there. She been wanting us
to come over. We just hadn't went cause of her antitudes. Frankly,
that's the problem is she just she won't add wrong.
I don't know why she just gets like that. But
now she wanna make up. So she'll say, well, y'all
come on and with all these children's, I wanna make
(09:22):
sure of the price before I book it.
Speaker 1 (09:25):
Okay, you don't book tickets. You go to the terminal
at least one hour prior to buy your ticket. How
old are the children?
Speaker 4 (09:32):
Oh lord, LISTI the youngest sweat is five, oldest one
about seventeen, okay rising as an adult. The seventeen dude,
uh huh? And how about sixteen? Okay?
Speaker 1 (09:45):
Ages two to eleven?
Speaker 2 (09:46):
Ride as children?
Speaker 4 (09:47):
I think they're all under eleven.
Speaker 1 (09:50):
Okay, ages two to eleven.
Speaker 4 (09:52):
Give me the pints on now, okay, and I might
bring my good friend while twoster drinkings from Mars to
part So check for two at doult. If you have
a calculator, what would the total be for nineteen children?
Speaker 2 (10:05):
Me?
Speaker 4 (10:05):
And why tousta from urge to ferry to lose.
Speaker 1 (10:08):
That and bank? Okay?
Speaker 2 (10:09):
Well, I don't have a calculator with me.
Speaker 1 (10:11):
Just approximated for me? Okay, y'all going round trip? Uh huh?
Speaker 4 (10:19):
Yeah, I guess I unless some of 'em want to
stay with her, I don't care. If they want to
stay in her house, that's fine, But I'm only buying
for round trip.
Speaker 1 (10:27):
Okay, for two of those, round trip will be two
hundred and four dollars.
Speaker 3 (10:31):
Oh lord?
Speaker 4 (10:32):
Okay, that's with the adult two adults, uh huh Okay,
with nineteen children round trip fifty one dollars time nineteen.
Speaker 1 (10:43):
Here's what And that's how much it's gonna be.
Speaker 4 (10:46):
How much is that?
Speaker 2 (10:48):
I don't know.
Speaker 4 (10:48):
I'm not there to do with math. I don't have
my glasses on. How much would that be? For approximately
nine hundred and sixty nine? Oh yeez? Lor Well, I'm
gonna have to call it and ask her what she
said it with me again?
Speaker 1 (11:09):
Okay?
Speaker 4 (11:10):
And I don't need to make a that's first class
of coach. It's no first class of coach in greyhound,
it's first confers their Oh okay, then, okay, thank you dollar,
having a good weekend. Tell you mommy and my axims
your door.
Speaker 1 (11:24):
Okay. I was reading business article and I can't remember
where it was. I guess it doesn't matter. I like
to give citation though, about a CEO who talked about
the fact that it was very important to him as
a CEO to do creative thinking because we all get
so busy that his best decisions occur when he has
(11:50):
two days off on the weekend. So he now builds
in the weekend. I do the same thing. Hey, let's
will you come to the Nope, you don't need to
finish the sentence. I'm not coming to anything. I guard
my time because that's when I do creative thinking. And
if all I do is show up to work, show
up to this show, and I haven't had time to
think and read and write and bounce ideas and study
(12:16):
things and watch documentaries, then the show won't be as good.
And my job is to generate content for you. Sometimes
I'm better at that than other times. But my job
is to think of things and to say things. They're
not always wise. I understand that they're not always as
clever as I think they are. They're not always as
deep or profound as I think they are. But that's
(12:39):
my job. It's also kind of my ministry. I enjoy it.
It's something that I always wanted to be. A teacher
of some sort or another, or a pastor, which to
me is a teacher in many ways. So in any case,
as you think this weekend, I want you to think
on this subject. I talk to a friend of mine
(13:00):
and he's leaving his job, and he just gave his
two weeks notice, I think yesterday or today, maybe today,
and he said, I said, he said, yeah, I'm gonna
make more money. Okay, But he said, that's not the
real reason. Oh oh, I know what it was. So
I said, so, how did your so you went in
(13:21):
and told them and what did they say? How did
they react? I'm always fascinated by that because they had
no idea. And he said, well, they offered a match
without knowing what you were getting at the other Yeah.
So you know a lot of people will say, well,
if you were, let's let's make round numbers. Let's say
he was making one hundred and they offered to match
(13:41):
him to one twenty five. But they they offered a
match before they knew how much more he was going
to get paid. And he's a sales guy. He's a
director of sales, but he's a sales guy at heart, right,
and he does do direct sales, so he could be
you know, some of those guys make real, real money
multiples of that number. I don't know if that was
(14:04):
the number. I do know that was a number, but
that's not the number. But I'm not going to tell
how much he makes anyway. So he said they matched
the dollar before they knew what I was making, So
that means he was worth more to them than they
were paying him. And so a lot of people would say, see,
they're dirty. They should have paid him more. No, they
paid him what they need to pay him to keep
(14:24):
him there. Did they pay him enough to give him
incentive to bust? But probably not, because he's been spending
some time entertaining offers that were coming in to him
from competitor companies. Okay, So I said, well, then if
they were willing to match, and you've been there for
(14:47):
five years, why not just stay there? It's easier, it's
closer to your house. And he said the red tape said.
For me to get a deal done, he sells pretty
expensive stuff. For me to get a deal done, I
had to have people signing off on it. I had
to have all the You been there for five years. Yeah,
(15:09):
and you're you're the number one sales guy, which is
why they made you the sales director. Yeah. And you
make them all this money. Yeah. And they have to
approve every sale. Yeah. Why because there are people who
don't have enough to do, so their job is to
sign off on everything. You know what, I don't understand
(15:30):
people that don't grasp. If you've got a salesman, don't
ask them to punch a clock, don't require a bunch
of Let them go sell. That's what they do. Let
people do their jobs. If they don't do their jobs,
well fire them and get someone who does. But get
out of the way. You have all these lab and
this is true, and that's what I want to talk about.
(15:50):
This is true in every aspect of money. You talk
to the rolics wearing living in that fly with Michael
Berry a hard time hold new delegators, dog, I don't
listen to anything that's come out in the last fifteen
years or so.
Speaker 4 (16:11):
But I.
Speaker 1 (16:12):
I am a passionate fan of the nineteen ninety five
to two thousand ish what's called the red dirt scene.
And it's music played the smaller audiences, more independent, more
regional to Texas, Oklahoma, and it's wonderful. But it's just wonderful.
(16:36):
I'll make a little list if you're interested. I'll make
a little cut and paste list, and you can email
me through our website Michael Berryshow dot com and just say,
can I get a list of a starter pack of
what to listen to? And you can go to YouTube
and listening. It's one of these songs. And I always
say to people, when you're listening to a song for
the first time, give it three listens because it may
(17:01):
take a minute, it might be an acquired taste. But
back to the point, So my friend said he couldn't
get deals done, that most of his energy was not
spent selling and managing relationships, because he's really a relationship
guy that actually he was spending all of his time
arguing with his company over over the deals, proving to
(17:27):
his company he was actually working. And so I spent
an hour with him on the phone, and I went
through a number of and so this was what he
was really leaving for. He was leaving so that when
he woke up in the morning he didn't dread his job.
He was leaving so that he could, at a minimum,
go to a new job where he's been promised. We'll
(17:49):
see if they deliver where he's been promised the autonomy
and the freedom to succeed or fail on his own merit.
I am a big fan of people eating what they
kill one hundred percent commission or success metric, whatever that
(18:10):
might be. I know that a lot of people are
down on commission salesmen. I hear that all the time. Oh, commission,
horrible thing. He is a commission salesman. That is usually
the mindset of people who seek security over success, people
who eschew risk and don't seek reward. People who spend
(18:36):
every day at their job counting down till their retirement.
Nothing wrong with that, we're all built different, lee, but
those types of people tend to look down on and
judge and criticize people who succeed or fail off of
(19:00):
their own efforts. I have told my kids from when
they were young that you like nice things. You like
when I buy you nice things. You like to live
in a nice place and take nice vacations and ride
around in nice cars. And you like that better than
not having nice things. You like the freedom it gives.
(19:24):
And if you want that for yourself, let me suggest
how you get there. Number one is you do not
punch a clock. If you are ever working for someone else,
you are a source of input. You're not a source
of output. If you are working for someone else on
(19:45):
an hourly wage, you will always be resented. You will
always be an expense, you will always be a reduction
on their profit. Now, nobody's going to say that to you.
They may not even realize it. But the mindset of
the entrepreneur and the investor is that labor is a hassle.
(20:12):
And this is why people get very angry when companies
do things like automate, lay people off, consolidate positions, a riff,
a reduction of force. This is why offshore, This is
why companies do this because by and large, no matter
(20:37):
what people say, people investors just people trying to get
a return on their capital, and entrepreneurs, that is, the
owner of the company, typically resent and a reduction in
their profit. If you could have a one person operation
(20:58):
that does a million dollars in sale with no employees
and no rent, no space, no marketing, no utilities, no insurance,
no legal fees, that's a million dollars in your pocket.
You can scale this up, that makes sense. But if
that million dollars that you gross revenue, if you have
(21:20):
to pay five people one hundred thousand each, you've just
reduced your take as the owner down to five hundred thousand.
And you start looking at the costs of a mortgage
and all the things that go into that that you
a business, mortgage, commercial loans, rent, insurance, legal and all that.
(21:40):
So sometimes a smart business owner will say, for me
to be more profitable, I have to reduce my cost.
Labor is for most businesses their single largest cost. As
long as you are labor that is working for someone else,
you will be resented and they will scheme quietly for
(22:01):
a way to get you out of there at every turn.
Don't be angry over that, be realistic. So many things
I say upset people based on the emails that I read,
not because they're untrue or unfair, but because they are
both of those things, Because they are painfully awfully, excruciatingly honest,
(22:26):
and people live their lives unable to confront reality, so
they create artificial constructs to help them deal with that,
You know, like, why do you get mad at your
dad that he doesn't remember things? Not because he doesn't
(22:47):
remember things or he's awful. You make excuses. I tell him,
I told him to take his medicine, and he didn't
take his medicine, right right right. What you're mad about
is he's dying, you know it, and he's painful. He's
not who he was, and he's headed to the grave
in some amount of time, and that's very difficult to
(23:07):
deal with. And so the way you deal with that,
the natural anger, is to yell at him for things
that you can yell at him for. He's not taking
his medicine when he's supposed to, he's not walking a
thousand steps a day, he's not eating the food he's
supposed to. He didn't go to the doctor like he
was supposed to. He didn't stand up and sit down
and do his stretches like he's supposed to. So fussing
(23:30):
at him over that is your way to fuss at
him over the fact that he's dying. But that'd be
weird if you did that. So we create false reasons,
whether we realize it or not. These are the artificial
constructs by which we live our life. And what I
try to do, whether successfully or not maybe I'm full
of it, is to peel those back and understand what's
(23:51):
really going on. So I want to talk about why
there are so many headaches in our lives that could
be removed, friction reduced, and profit improved, and hassle reduced
and happiness increased. That allow me to introduce myself. My
(24:12):
name is Michael Ferry, Genius. So here's my question. What
is one bit of friction in the transaction of life
that you can easily remove by dictate, by edict yourself
this weekend? For instance, do you make if you're an
(24:36):
if you're a boss. It's very easy if you're a boss,
because now you've got all these rules. You've said, right,
Do you make people punch in and punch out?
Speaker 3 (24:45):
All? Right?
Speaker 1 (24:46):
Is that necessary for some people?
Speaker 4 (24:47):
It is?
Speaker 1 (24:47):
For some jobs it is, and people wouldn't show up
and just them being there means they'll get some amount
of work done. Okay, fine, every position is different. You
don't have to tell me how your situation is different.
I get that, But do you do you manage operations
the same way you do sales or do you manage
sales the way you do operations? For instance, do you
(25:08):
require your sellers to show up at meetings? And if so,
do they need to be at that meeting or would
they be better off selling? And if your answer to
that is, well, they won't be selling, they'll be out
playing golf. And maybe that's your shortcoming, that you have
bad employees, or maybe whether they work twenty hours a
week or fifty hours a week is not going to
(25:29):
result in more sales. Or maybe they figured out a
way to work happiness into their job and still get
the results you expect out of them because you're not
firing them, and you must not have anyone better than
them because you've kept them. Well, nobody's any good anymore. Well,
maybe they're the best available workers aren't like they used
(25:51):
to be? How do you know? Are you so lazy
that you haven't interviewed new people? Are you so lazy
that you haven't checked what's in the market. Maybe you
have the best available, Maybe you pay your person half
what market rate is. Maybe just maybe this is about
(26:11):
you and not them. Have you ever sat? This is
one of the things I noticed in managers. Manager. I
hate that word. Should be leaders, not managers. What are
you manager? You know what a manager does? A manager
is a person who burdens other people all day. A manager.
People don't need to be managed. They're adults, for God's sakes.
(26:33):
What are you the substitute teacher for the kindergarten class?
That's a manager?
Speaker 3 (26:40):
All right?
Speaker 1 (26:40):
Time to take our nap, Bobby, stop pulling Susie's pigtails.
That's managing. That's a job. It has to be done.
You're just basically keeping them from killing each other or
putting out each other's eyes. You're managing them. You are
restricting and limiting them. They cannot do what comes naturally
to them because they're not at an age yet to
(27:00):
make good decisions. And so your job is to manage.
Replace manage with limit, restrict govern parent. That's managing. You've
got these people, You got companies that feel like people
need to be managed. What is that manager doing exactly?
(27:22):
Or the better question, if she died tomorrow, would it
affect the profitability of the company? How long would it
take to affect the profitability of the company. Would it
ever affect the profitability of the company if that person
never came back and we had to make a list. Okay,
Susie died, I really need to update my names from home.
(27:42):
I got Bobby and Susie like it's nineteen eighty two,
like a Brady Buncher or or something. If that person died,
what would be the tasks that absolutely positively had to
be replaced? And if you went in and said, all right,
let's rewind. We've got this beautiful rewind machine, and we
can watch that person for one year. We have ai
(28:04):
that we can put everything they do into this and
we can spit out here's everything they did. How much
of what they did wasn't actually necessary? Right, because many
people in the course of the day do a lot
of things that if they weren't done, nobody would notice
or it would be better.
Speaker 3 (28:22):
All right.
Speaker 1 (28:23):
They come in, they get their coffee, They respond to
a bunch of emails, mostly personal stuff. Nothing that adds
to the profitability of the business. Okay, They serve the internet.
They read the news because yes, we Lord knows, we
need them to know what's in the news. Otherwise they
wouldn't be able to manage the ten operations people and
(28:44):
three salesmen who are out selling valves to the oil
and gas industry. And if you don't know what's in
the news, won't you won't be able to manage them.
So why exactly are you checking the sports scores for
uh and hockey? Because you grew what?
Speaker 3 (29:02):
All right?
Speaker 1 (29:03):
So she does that all day? No, no, not many
women do that. But just let me tell the story.
And then and then she arranges her lunch. She's going
to go to lunch, She's going to meet somebody for
lunch because she has to have her schedule busy all day.
A lot of people are uncomfortable if you look at
their schedule and it doesn't have meetings and things all day.
Of course, she's probably already held and overseen five meetings
(29:27):
this morning, which is her way of feeling important. Right,
look at it. Look at my schedule, and you ask her, Susie,
how are you doing at any given time? Who busy? Busy? Huh? Okay?
Is any of your busyness contributing to the business of
this business, by which I mean the profitability? Probably not?
(29:50):
So what are you doing exactly? You're having meetings. What
are those meetings for? Best? I can tell I don't
go to meetings. I won't go to meetings. In fact,
I've lost relationships over my unwillingness to go to meetings,
because what's the point of having a meeting? If nobody comes.
You can't throw a party if nobody comes, right, you decorate. Well,
(30:13):
that's what a meeting is. We bought balloons and streamers,
and we need everybody to come to the meeting, to
the party. Okay, all right, So now everybody talks about it.
So whatever you're doing, you have to stop to go
to the meeting, all right. Meetings are going to take
ten times longer than they needed to even if a
meeting was necessary. And people who hold meetings get very
(30:35):
upset at me saying this because I talk about it
a lot. They get very upset at me talking about
how stupid meetings are because they like meetings. And they'll say, yeah, you,
mister big shot, you know everything. Well, you talk on
the radio. You never run a company. Well, actually have.
As a matter of fact, I've done a lot of
things that you probably don't know about, and I guarantee
(30:55):
you I'd be better at it than you. Are because
it's clear to me that you're a meeting. While you
love them meetings, you hold meetings because meetings give your
life meaning, right, all right, So what are we doing
the meeting? Well, hopefully we get as many people as
possible that we pull out of doing what they're supposed
to do, which is selling things, making things, doing things,
(31:16):
so that we can sit around and wait, because the
first people there are going to have to wait till
the last person's in, so the meeting is only as
good as the latest person who arrives. And maybe we
can put that little box out in the middle of
the table what's that thing called? And you will have
people calling in and every five minutes someone, hey, I'm here. Oh,
who's on there? On your team one? And you realize
(31:37):
you've been You've taken the entire company and put them
into a room and wasted an hour, and then they
have to scurry out of there and run and do
their actual jobs because then they're going to lunch, which
is yet another meeting where there's who's maybe somebody else
paid for it.
It's that time time time time, luck and load. So
Michael very show is.
Speaker 2 (00:12):
On the air.
Speaker 1 (00:21):
Oh yes, it is Friday. We get to spend three
hours together. Always a good thing. Let this wash over.
Speaker 3 (00:37):
You having day, happy day, wendy when he war.
Speaker 1 (00:55):
Ndy war look the way love.
Speaker 3 (01:04):
Habit?
Speaker 2 (01:08):
Or have you deppy?
Speaker 1 (01:12):
Or happy day.
Speaker 3 (01:16):
When those war? Witty war?
Speaker 1 (01:24):
When those war? She look the way he loved.
Speaker 3 (01:33):
The habit is a happy day or a happy day?
(02:15):
Happy winter of war? Oh whitty war, winter of war
three years away?
Speaker 2 (02:31):
At happy day, heppy day, heavy day, good happy de.
Speaker 3 (04:30):
Happy day. Oh happy day wins those walls waity war,
when those warm seas away.
Speaker 4 (04:50):
He is so.
Speaker 3 (04:54):
The happy day, Oh long.
Speaker 1 (05:07):
Pretty sure I'm not the only one who does this,
but I like to drop my Bible on the table,
let it fall open, and see where my eyes go.
And the reason is because if given it, if I'm
(05:30):
choosing where I'd go, it's going to the Gospel, because
that is by far my favorite art of the Bible.
Those are my four favorite books, the four Evangelists, Matthew, Mark, Luke,
and John. But on this day there was the Book
(05:52):
of Proverbs seventeen twenty two, A happy heart is good
medicine and a cheerful mind works healing. And I got
to thinking there's a purpose to this. You know, God chooses,
(06:13):
that's not my choice. I didn't end up there, That's
what happened. And you know, it's interesting because reading emails,
I really enjoy reading the emails from listeners. I enjoy
the engagement of it all. And I've always felt that
one of the things that I wanted our show to
be special, and I think we do as good a
(06:35):
job as I'm able to do, and I try I
try to do even better, is that I engage with
a lot of listeners often, and it's probably not healthy.
Sean Hennity told me years ago that I should stop.
The scale would get too big and that it will
exhaust me and overwhelm me and make me crazy. And
(06:57):
you know, maybe that's part of why I complain, because
I can already anticipate what kind of response is I'm
going to get the positive and negative to whatever I do,
And in that sense, it probably it doesn't stop me
from saying things, but it does. You know, I know
I'm going to have to hear if I say something
I believe to be true, you know, a woman says,
do I look fat iness dress? And you do, and
(07:18):
you say yes, you already know it's But if you're
so committed to the truth, you just do it right.
But what I notice is that there are people who
are happy and people who are mad about things. And
generally happy person is always happy, and mad or sad
(07:40):
or needy person is always that. And so I'll say
to someone, Okay, I'm sorry this bad thing has happened
to you, but let's choose happiness. Let's count our blessings,
name them one by one. Let's be positive. I can't
be positive because this thing has happened to me. Well no, no,
the thing didn't choose your mood. You chose your mood,
(08:01):
and you get to choose your mood. Uh. My mother,
my wife put on a dinner party the night that
her father died because all these people were planning to
come to the house and nobody knew for a year,
they never knew because she didn't want to bring the
mood down. You can choose happiness Houston as a India
(08:30):
if you are what's any from.
Speaker 4 (08:33):
Orange, Texas?
Speaker 1 (08:34):
Orange?
Speaker 2 (08:35):
Uh huh?
Speaker 4 (08:36):
And I need to go over at ferd and Lubama
verden f E r our, I d a wire and
it's me and my nineteen children's and we need to
leave Monday morning. You were leaving from Odessa, No Orange,
you are O r A G E text am I
(09:00):
as sister and her husband staying third and uh, she
wanted us to come over there. She been wanting us
to come over. We just hadn't went cause of her antitudes. Frankly,
that's the problem is she just she won't add wrong.
I don't know why she just gets like that. But
now she wanna make up. So she'll say, well, y'all
come on and with all these children's, I wanna make
(09:22):
sure of the price before I book it.
Speaker 1 (09:25):
Okay, you don't book tickets. You go to the terminal
at least one hour prior to buy your ticket. How
old are the children?
Speaker 4 (09:32):
Oh lord, LISTI the youngest sweat is five, oldest one
about seventeen, okay rising as an adult. The seventeen dude,
uh huh? And how about sixteen? Okay?
Speaker 1 (09:45):
Ages two to eleven?
Speaker 2 (09:46):
Ride as children?
Speaker 4 (09:47):
I think they're all under eleven.
Speaker 1 (09:50):
Okay, ages two to eleven.
Speaker 4 (09:52):
Give me the pints on now, okay, and I might
bring my good friend while twoster drinkings from Mars to
part So check for two at doult. If you have
a calculator, what would the total be for nineteen children?
Speaker 2 (10:05):
Me?
Speaker 4 (10:05):
And why tousta from urge to ferry to lose.
Speaker 1 (10:08):
That and bank? Okay?
Speaker 2 (10:09):
Well, I don't have a calculator with me.
Speaker 1 (10:11):
Just approximated for me? Okay, y'all going round trip? Uh huh?
Speaker 4 (10:19):
Yeah, I guess I unless some of 'em want to
stay with her, I don't care. If they want to
stay in her house, that's fine, But I'm only buying
for round trip.
Speaker 1 (10:27):
Okay, for two of those, round trip will be two
hundred and four dollars.
Speaker 3 (10:31):
Oh lord?
Speaker 4 (10:32):
Okay, that's with the adult two adults, uh huh Okay,
with nineteen children round trip fifty one dollars time nineteen.
Speaker 1 (10:43):
Here's what And that's how much it's gonna be.
Speaker 4 (10:46):
How much is that?
Speaker 2 (10:48):
I don't know.
Speaker 4 (10:48):
I'm not there to do with math. I don't have
my glasses on. How much would that be? For approximately
nine hundred and sixty nine? Oh yeez? Lor Well, I'm
gonna have to call it and ask her what she
said it with me again?
Speaker 1 (11:09):
Okay?
Speaker 4 (11:10):
And I don't need to make a that's first class
of coach. It's no first class of coach in greyhound,
it's first confers their Oh okay, then, okay, thank you dollar,
having a good weekend. Tell you mommy and my axims
your door.
Speaker 1 (11:24):
Okay. I was reading business article and I can't remember
where it was. I guess it doesn't matter. I like
to give citation though, about a CEO who talked about
the fact that it was very important to him as
a CEO to do creative thinking because we all get
so busy that his best decisions occur when he has
(11:50):
two days off on the weekend. So he now builds
in the weekend. I do the same thing. Hey, let's
will you come to the Nope, you don't need to
finish the sentence. I'm not coming to anything. I guard
my time because that's when I do creative thinking. And
if all I do is show up to work, show
up to this show, and I haven't had time to
think and read and write and bounce ideas and study
(12:16):
things and watch documentaries, then the show won't be as good.
And my job is to generate content for you. Sometimes
I'm better at that than other times. But my job
is to think of things and to say things. They're
not always wise. I understand that they're not always as
clever as I think they are. They're not always as
deep or profound as I think they are. But that's
(12:39):
my job. It's also kind of my ministry. I enjoy it.
It's something that I always wanted to be. A teacher
of some sort or another, or a pastor, which to
me is a teacher in many ways. So in any case,
as you think this weekend, I want you to think
on this subject. I talk to a friend of mine
(13:00):
and he's leaving his job, and he just gave his
two weeks notice, I think yesterday or today, maybe today,
and he said, I said, he said, yeah, I'm gonna
make more money. Okay, But he said, that's not the
real reason. Oh oh, I know what it was. So
I said, so, how did your so you went in
(13:21):
and told them and what did they say? How did
they react? I'm always fascinated by that because they had
no idea. And he said, well, they offered a match
without knowing what you were getting at the other Yeah.
So you know a lot of people will say, well,
if you were, let's let's make round numbers. Let's say
he was making one hundred and they offered to match
(13:41):
him to one twenty five. But they they offered a
match before they knew how much more he was going
to get paid. And he's a sales guy. He's a
director of sales, but he's a sales guy at heart, right,
and he does do direct sales, so he could be
you know, some of those guys make real, real money
multiples of that number. I don't know if that was
(14:04):
the number. I do know that was a number, but
that's not the number. But I'm not going to tell
how much he makes anyway. So he said they matched
the dollar before they knew what I was making, So
that means he was worth more to them than they
were paying him. And so a lot of people would say, see,
they're dirty. They should have paid him more. No, they
paid him what they need to pay him to keep
(14:24):
him there. Did they pay him enough to give him
incentive to bust? But probably not, because he's been spending
some time entertaining offers that were coming in to him
from competitor companies. Okay, So I said, well, then if
they were willing to match, and you've been there for
(14:47):
five years, why not just stay there? It's easier, it's
closer to your house. And he said the red tape said.
For me to get a deal done, he sells pretty
expensive stuff. For me to get a deal done, I
had to have people signing off on it. I had
to have all the You been there for five years. Yeah,
(15:09):
and you're you're the number one sales guy, which is
why they made you the sales director. Yeah. And you
make them all this money. Yeah. And they have to
approve every sale. Yeah. Why because there are people who
don't have enough to do, so their job is to
sign off on everything. You know what, I don't understand
(15:30):
people that don't grasp. If you've got a salesman, don't
ask them to punch a clock, don't require a bunch
of Let them go sell. That's what they do. Let
people do their jobs. If they don't do their jobs,
well fire them and get someone who does. But get
out of the way. You have all these lab and
this is true, and that's what I want to talk about.
(15:50):
This is true in every aspect of money. You talk
to the rolics wearing living in that fly with Michael
Berry a hard time hold new delegators, dog, I don't
listen to anything that's come out in the last fifteen
years or so.
Speaker 4 (16:11):
But I.
Speaker 1 (16:12):
I am a passionate fan of the nineteen ninety five
to two thousand ish what's called the red dirt scene.
And it's music played the smaller audiences, more independent, more
regional to Texas, Oklahoma, and it's wonderful. But it's just wonderful.
(16:36):
I'll make a little list if you're interested. I'll make
a little cut and paste list, and you can email
me through our website Michael Berryshow dot com and just say,
can I get a list of a starter pack of
what to listen to? And you can go to YouTube
and listening. It's one of these songs. And I always
say to people, when you're listening to a song for
the first time, give it three listens because it may
(17:01):
take a minute, it might be an acquired taste. But
back to the point, So my friend said he couldn't
get deals done, that most of his energy was not
spent selling and managing relationships, because he's really a relationship
guy that actually he was spending all of his time
arguing with his company over over the deals, proving to
(17:27):
his company he was actually working. And so I spent
an hour with him on the phone, and I went
through a number of and so this was what he
was really leaving for. He was leaving so that when
he woke up in the morning he didn't dread his job.
He was leaving so that he could, at a minimum,
go to a new job where he's been promised. We'll
(17:49):
see if they deliver where he's been promised the autonomy
and the freedom to succeed or fail on his own merit.
I am a big fan of people eating what they
kill one hundred percent commission or success metric, whatever that
(18:10):
might be. I know that a lot of people are
down on commission salesmen. I hear that all the time. Oh, commission,
horrible thing. He is a commission salesman. That is usually
the mindset of people who seek security over success, people
who eschew risk and don't seek reward. People who spend
(18:36):
every day at their job counting down till their retirement.
Nothing wrong with that, we're all built different, lee, but
those types of people tend to look down on and
judge and criticize people who succeed or fail off of
(19:00):
their own efforts. I have told my kids from when
they were young that you like nice things. You like
when I buy you nice things. You like to live
in a nice place and take nice vacations and ride
around in nice cars. And you like that better than
not having nice things. You like the freedom it gives.
(19:24):
And if you want that for yourself, let me suggest
how you get there. Number one is you do not
punch a clock. If you are ever working for someone else,
you are a source of input. You're not a source
of output. If you are working for someone else on
(19:45):
an hourly wage, you will always be resented. You will
always be an expense, you will always be a reduction
on their profit. Now, nobody's going to say that to you.
They may not even realize it. But the mindset of
the entrepreneur and the investor is that labor is a hassle.
(20:12):
And this is why people get very angry when companies
do things like automate, lay people off, consolidate positions, a riff,
a reduction of force. This is why offshore, This is
why companies do this because by and large, no matter
(20:37):
what people say, people investors just people trying to get
a return on their capital, and entrepreneurs, that is, the
owner of the company, typically resent and a reduction in
their profit. If you could have a one person operation
(20:58):
that does a million dollars in sale with no employees
and no rent, no space, no marketing, no utilities, no insurance,
no legal fees, that's a million dollars in your pocket.
You can scale this up, that makes sense. But if
that million dollars that you gross revenue, if you have
(21:20):
to pay five people one hundred thousand each, you've just
reduced your take as the owner down to five hundred thousand.
And you start looking at the costs of a mortgage
and all the things that go into that that you
a business, mortgage, commercial loans, rent, insurance, legal and all that.
(21:40):
So sometimes a smart business owner will say, for me
to be more profitable, I have to reduce my cost.
Labor is for most businesses their single largest cost. As
long as you are labor that is working for someone else,
you will be resented and they will scheme quietly for
(22:01):
a way to get you out of there at every turn.
Don't be angry over that, be realistic. So many things
I say upset people based on the emails that I read,
not because they're untrue or unfair, but because they are
both of those things, Because they are painfully awfully, excruciatingly honest,
(22:26):
and people live their lives unable to confront reality, so
they create artificial constructs to help them deal with that,
You know, like, why do you get mad at your
dad that he doesn't remember things? Not because he doesn't
(22:47):
remember things or he's awful. You make excuses. I tell him,
I told him to take his medicine, and he didn't
take his medicine, right right right. What you're mad about
is he's dying, you know it, and he's painful. He's
not who he was, and he's headed to the grave
in some amount of time, and that's very difficult to
(23:07):
deal with. And so the way you deal with that,
the natural anger, is to yell at him for things
that you can yell at him for. He's not taking
his medicine when he's supposed to, he's not walking a
thousand steps a day, he's not eating the food he's
supposed to. He didn't go to the doctor like he
was supposed to. He didn't stand up and sit down
and do his stretches like he's supposed to. So fussing
(23:30):
at him over that is your way to fuss at
him over the fact that he's dying. But that'd be
weird if you did that. So we create false reasons,
whether we realize it or not. These are the artificial
constructs by which we live our life. And what I
try to do, whether successfully or not maybe I'm full
of it, is to peel those back and understand what's
(23:51):
really going on. So I want to talk about why
there are so many headaches in our lives that could
be removed, friction reduced, and profit improved, and hassle reduced
and happiness increased. That allow me to introduce myself. My
(24:12):
name is Michael Ferry, Genius. So here's my question. What
is one bit of friction in the transaction of life
that you can easily remove by dictate, by edict yourself
this weekend? For instance, do you make if you're an
(24:36):
if you're a boss. It's very easy if you're a boss,
because now you've got all these rules. You've said, right,
Do you make people punch in and punch out?
Speaker 3 (24:45):
All? Right?
Speaker 1 (24:46):
Is that necessary for some people?
Speaker 4 (24:47):
It is?
Speaker 1 (24:47):
For some jobs it is, and people wouldn't show up
and just them being there means they'll get some amount
of work done. Okay, fine, every position is different. You
don't have to tell me how your situation is different.
I get that, But do you do you manage operations
the same way you do sales or do you manage
sales the way you do operations? For instance, do you
(25:08):
require your sellers to show up at meetings? And if so,
do they need to be at that meeting or would
they be better off selling? And if your answer to
that is, well, they won't be selling, they'll be out
playing golf. And maybe that's your shortcoming, that you have
bad employees, or maybe whether they work twenty hours a
week or fifty hours a week is not going to
(25:29):
result in more sales. Or maybe they figured out a
way to work happiness into their job and still get
the results you expect out of them because you're not
firing them, and you must not have anyone better than
them because you've kept them. Well, nobody's any good anymore. Well,
maybe they're the best available workers aren't like they used
(25:51):
to be? How do you know? Are you so lazy
that you haven't interviewed new people? Are you so lazy
that you haven't checked what's in the market. Maybe you
have the best available, Maybe you pay your person half
what market rate is. Maybe just maybe this is about
(26:11):
you and not them. Have you ever sat? This is
one of the things I noticed in managers. Manager. I
hate that word. Should be leaders, not managers. What are
you manager? You know what a manager does? A manager
is a person who burdens other people all day. A manager.
People don't need to be managed. They're adults, for God's sakes.
(26:33):
What are you the substitute teacher for the kindergarten class?
That's a manager?
Speaker 3 (26:40):
All right?
Speaker 1 (26:40):
Time to take our nap, Bobby, stop pulling Susie's pigtails.
That's managing. That's a job. It has to be done.
You're just basically keeping them from killing each other or
putting out each other's eyes. You're managing them. You are
restricting and limiting them. They cannot do what comes naturally
to them because they're not at an age yet to
(27:00):
make good decisions. And so your job is to manage.
Replace manage with limit, restrict govern parent. That's managing. You've
got these people, You got companies that feel like people
need to be managed. What is that manager doing exactly?
(27:22):
Or the better question, if she died tomorrow, would it
affect the profitability of the company? How long would it
take to affect the profitability of the company. Would it
ever affect the profitability of the company if that person
never came back and we had to make a list. Okay,
Susie died, I really need to update my names from home.
(27:42):
I got Bobby and Susie like it's nineteen eighty two,
like a Brady Buncher or or something. If that person died,
what would be the tasks that absolutely positively had to
be replaced? And if you went in and said, all right,
let's rewind. We've got this beautiful rewind machine, and we
can watch that person for one year. We have ai
(28:04):
that we can put everything they do into this and
we can spit out here's everything they did. How much
of what they did wasn't actually necessary? Right, because many
people in the course of the day do a lot
of things that if they weren't done, nobody would notice
or it would be better.
Speaker 3 (28:22):
All right.
Speaker 1 (28:23):
They come in, they get their coffee, They respond to
a bunch of emails, mostly personal stuff. Nothing that adds
to the profitability of the business. Okay, They serve the internet.
They read the news because yes, we Lord knows, we
need them to know what's in the news. Otherwise they
wouldn't be able to manage the ten operations people and
(28:44):
three salesmen who are out selling valves to the oil
and gas industry. And if you don't know what's in
the news, won't you won't be able to manage them.
So why exactly are you checking the sports scores for
uh and hockey? Because you grew what?
Speaker 3 (29:02):
All right?
Speaker 1 (29:03):
So she does that all day? No, no, not many
women do that. But just let me tell the story.
And then and then she arranges her lunch. She's going
to go to lunch, She's going to meet somebody for
lunch because she has to have her schedule busy all day.
A lot of people are uncomfortable if you look at
their schedule and it doesn't have meetings and things all day.
Of course, she's probably already held and overseen five meetings
(29:27):
this morning, which is her way of feeling important. Right,
look at it. Look at my schedule, and you ask her, Susie,
how are you doing at any given time? Who busy? Busy? Huh? Okay?
Is any of your busyness contributing to the business of
this business, by which I mean the profitability? Probably not?
(29:50):
So what are you doing exactly? You're having meetings. What
are those meetings for? Best? I can tell I don't
go to meetings. I won't go to meetings. In fact,
I've lost relationships over my unwillingness to go to meetings,
because what's the point of having a meeting? If nobody comes.
You can't throw a party if nobody comes, right, you decorate. Well,
(30:13):
that's what a meeting is. We bought balloons and streamers,
and we need everybody to come to the meeting, to
the party. Okay, all right, So now everybody talks about it.
So whatever you're doing, you have to stop to go
to the meeting, all right. Meetings are going to take
ten times longer than they needed to even if a
meeting was necessary. And people who hold meetings get very
(30:35):
upset at me saying this because I talk about it
a lot. They get very upset at me talking about
how stupid meetings are because they like meetings. And they'll say, yeah, you,
mister big shot, you know everything. Well, you talk on
the radio. You never run a company. Well, actually have.
As a matter of fact, I've done a lot of
things that you probably don't know about, and I guarantee
(30:55):
you I'd be better at it than you. Are because
it's clear to me that you're a meeting. While you
love them meetings, you hold meetings because meetings give your
life meaning, right, all right, So what are we doing
the meeting? Well, hopefully we get as many people as
possible that we pull out of doing what they're supposed
to do, which is selling things, making things, doing things,
(31:16):
so that we can sit around and wait, because the
first people there are going to have to wait till
the last person's in, so the meeting is only as
good as the latest person who arrives. And maybe we
can put that little box out in the middle of
the table what's that thing called? And you will have
people calling in and every five minutes someone, hey, I'm here. Oh,
who's on there? On your team one? And you realize
(31:37):
you've been You've taken the entire company and put them
into a room and wasted an hour, and then they
have to scurry out of there and run and do
their actual jobs because then they're going to lunch, which
is yet another meeting where there's who's maybe somebody else
paid for it.
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