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The biggest thing is to go through the question. I have a set of questions that I went through years ago and I put twenty eight of them in the book here to find out exactly who you are, to find out a questions such as OK, who do you get along with? And you write down, these are the people I get along with. Then you write the Who do you not get along with and what kind of a question is that?
Well, why don't you get along with those types of people then? You say, you know, I don't get along with those three just because they're just like me. Well, maybe you've got to kind of like yourself. You've got some things you've got to like about yourself. So when you go through that part, then comes a second step. So no one is master, no one yourself. Hey, everyone, welcome back to you on purpose.
The number one health and wellness podcast in the world, and I am so grateful today because I get to sit down eventually with someone that I've been following for a long, long time. You probably is content. He's interviewed some incredible people himself and so much of his wisdom, insight and strategies to share with each and every single one of us. This is truly a collaboration. I hope a lot of you would be excited to see us both together.
I wish you were in the same room. But knowing his energy, he's going to speak straight through the camera. It is none other than Patrick that David, who went from escaping war torn Iran to founding his own financial services fund, raising tens of millions of dollars and creating value tainment, one of the leading YouTube channels for entrepreneurs. Now, his unorthodox approach to business as well as life has led to compelling interviews with Ray Dalio, Kevin Hart and probably Brian.
President George Bush and a host of other leaders is content on social media has been viewed over one billion times. Patrick never obtained a college degree and went from the army to selling health club memberships before entering the field of financial services. At age 30, he founded a financial services agency and now he lives in Dallas with his wife and three children. He's here today to blow you away with a strategic approach to business and life, which is beautifully presented in his new book, Your Next Five Moves mastered the art of Business Strategy.
Welcome to the show, Patrick. That Patrick negativeness, brother.
Thanks for having me on. Yes, this is good. It's been a while. We've been going back and forth, but it's good to finally connect.
Absolutely. I was actually hoping I get to fly out to Dallas to meet you and then the pandemic. Yes, we figured out a way and now we will. We don't really know each other now except we see each other. I look forward to it. I look forward to you and your your confidence.
Incredible man. You provide so much value to your work. And when I started, we said to you that realizing that your content is actually just one part of this whole empire you've built. And I just started to get so much more fascinated with you and your work and life. And I'm excited that people are going to get to hear about that today. So one of the first questions I wanted to ask you, because I've seen this in your videos and I get fascinated because I'm a massive data visualization of being surrounded by inspiration.
Tell us about the significance behind your dead mentors painting in your office, because that we see in all the videos and I also see the Marvel characters, too, and I'm just like that. It looks like you've got like Universal Studios.
I love it. You know, it's funny you say that it's right over you to the side. I don't even know if you can see it or not. It's all the way over there. So it's the office turned into studio. So, you know, the painting to me is eight characters that mean a lot to me. Einstein is obviously one of the most brilliant minds out there and have a big statue of Einstein in my house. And Einstein's philosophy on math is slightly different than Milton Friedman, who was a famous economist capitalists.
But they kind of debate. They clash a little bit. And you have Kennedy and Lincoln and they clash a little bit and they're both presidents. You got Tupac and MLK. They clash a little bit, you know, so and then you have the Shah of Iran, which is, you know, the shah was there when I was born in Iran three months before he was in exile. And then Sena, which in my opinion is the greatest Formula One race car driver.
And I named my daughter after his last name. So my daughter's name is David after his last name. And they're sitting there debating two books. One book is one form of economy. The other book is another form of economy. So they're debating Atlas Shrugged and Communist Manifesto, which it's kind of like the complete opposite of religious economy. And, you know, they're just having that kind of a conversation in a bank vault. And then the three characters there with the Hulk and Batman and Joker is an element of my personality.
You have a little bit of all three of them. And then at the front, I also have Captain America, not Captain America.
Optimus Prime, he's nine three fourteen hundred pounds. And it was custom made in Malaysia. We brought it and I sort of said I got to have it. So those are some of the things that I have in my office here.
Yeah. I mean that already telling us so much about you and how your mind works and we share a lot of people in common. So on this more my other podcast, which I'd love to see when you come to L.A., we have Einstein, MLK and Mohammed Ali on this one. I had to park on my wall to I also have some of Nikola Tesla Motors. But what I love about what you just said there is this embracing of paradoxes like opposites.
And I'm someone who gets fascinated by that, too. Like what is why do you find paradoxes and opposites and ideas that seemingly collide so fascinate? That you have enough that painting you you know, it's crazy, when I was a kid growing up, I watched Rocky four. And when you watch Rocky for Iran, when you watch Rocky for an Iran with Persian dialect, because it was all you know, you watch some of the movies, whether it's whatever dialect it is and you're in Iran, watching it in Farsi sounds different.
But when you watch the movie at that time, the tensions in America and Russia was very high. I mean, a lot higher than what it is today with Russia. Today, Russia has been replaced by China. But back in the days, it was really Russia and us going at it. Right. And you saw him going to Russia to fight Drogo, who killed his best friend. And then at the end, he says a message. He says, if I can change, if you can change, if he can change, anybody can change.
I just I just got the chills all over my body thinking about this message. And in my family, my parents, my my father was an imperialist and my mother was a communist. I mean, completely different philosophy when it comes down to politics. And I watched him go at it all the time. So it always came down to Republicans think Democrats have no clue what they're talking about. Democrats think Republicans have no clue what they're talking about. I have friends on both sides that are brilliant.
And I always want to know, how did you come to your conclusion of your views? How did you come to your conclusion of your views? And there's truth on both sides and there's a lot to be learned on both sides. So for me, you know, the reason why I look at it from that standpoint is you look at America today, we're pretty divided sometimes just because somebody else is a different color or a different background or different age or different religion or different political affiliation, we probably have a few thousand things in common and maybe 11 things that are not in common.
If we focus on more of the things that we have in common, we'll figure out a way to bring people together. So this is one of the reasons why I love a healthy debate. I love watching debates. Like for me, you know, people like to maybe watch a UFC fight or a boxer. I like to watch a good debate on YouTube. That's what I enjoy it. That's entertainment for me. That's why these two topics always sit down together.
Kind of fascinating to me. Yeah.
What a great man. And really, really refreshing to hear that. What something what something that you've been debating with a friend or your family or your wife recently. What's been what's been a discussion of a debate? I mean, it could be serious. It could be anything. Yeah.
I mean, friendly stuff. I have a friend of mine. His name is Steve. Let me tell you, Steve and I, we go back. He was the Michael Jordan of our high school.
OK, so this guy holds all the records and he was the guy that we would be I would bring my dad just to watch this guy play.
He was fascinating. Now, if he and I can go anywhere, we can be in Madrid, Colombia, you're anywhere we can be. There's going to be a moment where we debate the greatest basketball player of all time and we can go for five hours. Just say heat it. People think we hate each other. We're screaming you out of your mind. You're crazy and it's just exciting. You know, he says he's a LeBron guy and secretly he likes to say Jordan, but he's really a LeBron guy.
And I'm going back with data and I'm giving him data, but it's not about data. And then he comes up and he says, you never played organized basketball. I play with the highest level guys. You don't really understand basketball, but it's so entertaining. Am I? We have two of our friends who just sit there and they just enjoy it, you know, and you can talk about debates about what's the greatest game, you know, what's the greatest leader of all time.
I mean, could be anything. When I was a kid, we would come down from Chevy Chase. When I lived in Glendale, we would come down from Durham because I went to Wilson Junior High School and we would walk all the way down. And I lived off of Broadway right by the post office. And it was a good twenty minute drive, twenty minute walk, that twenty minute walk. When we would go, my friends, we would talk about things, we would say, Hey Jay, let me ask you this.
You could be the most powerful person in the world, president. You could be the richest man in the world. You could be the person that is the most spiritual leader. That's from whatever church you choose a Billy Graham esque type of a person, a show, somebody that has that kind of a stature. You can be the greatest athlete, the greatest performer. So Michael Jackson, Michael Jordan, press all this up, who would you choose?
And people I would choose this and that would lead to Dallas. Why wouldn't you want to be a billionaire? Why wouldn't you want to be the president? I would want I would want to be the person that makes an impact. Who cares about making an impact you want wanted. It was exciting. And you learning so much. And I think you know more today, if we had more people from opposing sides debating topics, we would learn so much rather than just one sided message being given to us.
Yeah. Would agree on something. And then you feel, and I'm hearing this from you, that it sounds like when you're debating with your friend or we're having these discussions, these debates on when they're on, but then when you're off, you go back to being friends again. And there's this mutual respect and understanding. And, you know, when I remember being part of my school's debate team and I really enjoyed it back then, so I was I was big into it back then, not so much anymore.
But what I found is that the way we were trained was you could only debate when you knew both sides so you couldn't debate just understanding your side that you had. Understand the opposing sides. If I was debating with you on this movie, where is that movie? I should have had to have watched and analyzed both movies. I can't simply argue on the basis of my knowledge of my my my most powerful, as you'd call it. And I just think that I think that's what you're raising, that one of you and your life like.
Yeah, well, Patrick's really saying is that healthy debate is needed when when you're able to do in a mutually respectful way. But sometimes the debates we watch today are just so like low balling and then they're not respectful. I don't know if that's the right word, but that's the one that's kind of coming to the top of my mind that, you know, debates the ones where you have complete respect for the person who is speaking to you. It's not it's not like a better way of demeaning them.
It's not putting them down because debate isn't about putting the other person that you made about what school was this?
What school did you go to? I went to school in London called Queen Elizabeth's Boys Schools. It was that it was a grammar school, wasn't paid for, but it was it was it was good school. And that's powerful.
I mean, I love that idea, which, you know, it's interesting. It reminds me of something because I sat down with the Bush family and I sat down with RFQ because I'm always curious about the Kennedy family. How do you build a legacy like that where so many people and Robert F. Kennedy, Robert Kennedy Jr., the son of Robert Kennedy, who was running, he said I said, how was it like being a Kennedy? And he says, you know, it's crazy.
Every night we have to debate a topic. And that would sit down and he would say, so what do you think about know fascist? What do you think about Germany? What do you think about what's going on here? What what do you think about this? Do you think war is good? Tell me about drugs. Why shouldn't we use drugs? I said your dad would ask these questions. He says yes, he says, because every night at the dinner table, he wanted us kids to debate each other.
And that was a Kennedy thing. That was a Kennedy thing. I remember one time Arnold told a story saying when he met John F. Kennedy, he asked John F Kennedy, what's your favorite color?
And John F. Kennedy said, We like red. And Arnold's like, what do you mean? He says, what is your favorite color? And he says, We like red. What? I don't understand what this means. It's just we are a tight knit of Kennedys and we back each other up. Right. And on the Bush side is the same thing is what the father all the way back, Grandfather Prescott, which is Senior's father, similar situation, which is a healthy debate.
So, you know, when you said the only way you can debate another topic is to sit down and actually know more about the other side.
So you have the moral authority to debate a topic. I think that is a brilliant point you just made right there. And the other part, I would say is the following. You know, in boxing, if you go under the belt, they take a point away. You know, if you go certain side, what if they had a point system? You know how they I don't know if you're a basketball guy. If you watch the NBA a lot, if you watch the NBA all star this year, do you remember the fourth quarter?
How how great of a fourth quarter was?
I don't know if you watch the fourth quarter, Jake, it was the greatest quarter of basketball I've seen in my lifetime and I've watched a lot about. And here's why they changed the guidelines, because all star always had a black eye because nobody would watch the all star game, because no one play defense just like, well, you know, you go score and you go scoring. Do whatever you do. They change the format. And it was here's who gets to one fifty five first.
So it wasn't like who wins by nineteen points. So they took the clock off and they said whoever gets to one fifty five wins. All of a sudden you saw LeBron playing the kind of defense you've never seen before. Giannis playing defense you've never seen before and it changes. So you bring up a good point to know that maybe we need to, we need to change the format of the debates and have a scoring system behind it. I don't know.
I think there's a way of improving this thing because the way it's going right now, this is not how debates were years ago today. When you look at debates and it's getting uglier and uglier and uglier, it's almost as if everybody feels they need to do that to advance. Because if they don't, then you don't take a shot first and you got to take the shot. So I don't know if we debate issues. I really like the approach you're taking.
But for me, I just feel like when it comes down to issues, I really think we need more debates. I do think we need more people that are on both sides that are willing to be open to the other side's decision. Hey, here's how I feel the way I do. Why do you feel the way you do it? Like a lot of times when I'm interviewing guys, I'll say what brought you to this point? So I'm interviewing Joe Arpaio, who's one.
I hate this guy, Arizona sheriff. You and I'm sitting out. It's like, how did you become the way you are? Why are you such a gnat like you want? You act like you like being an asshole. Why are you this way? What happened in your family? And you go back and you go back and you go back. Then he told his story and it's like, no wonder this makes sense. Of course, a person like that has to be this way because you went through a moment where you were bullied and you had to almost stand up.
And it happened so many times when you lost trust in somebody and you felt like this was the only thing. So we have to kind of look at all those things combined together. But it'd be great to go to a different format of debating. I think a lot more people would learn more about the topics we're dealing with today.
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This is a fascinating conversation already because I was going to go here and I'm really glad that we've got to go on this, because I think the point is that for so many of us, we were actually scared of debate because we see it as a negative thing. Like we see debates is like challenging conflict. And so because we may debate that way, it's now something that people should hide away from and try to avoid. But if we can find a way where we can all start entertaining ideas that we may not accept yet and and processing it, there's a lot of value in that.
And it's and I'm glad that you've kind of brought that value out of it for us and kind of pushed that because, yeah, it's definitely needed more. But I mean, when you talk about that, where you are now, what I find interesting just listening to you is and this is how I feel when I watch your videos and I've been really watching it during the pandemic. And I think you've made some incredible points. You have this ability where you like to really analyze things and you like to look at it from lots of different perspectives.
And it's kind of like how when you were just saying now if you watched and I by the way, I'm a huge Rocky fan, too. So if you watch just one bite of the Rocky movie, let's say number three with Mr. T. and you watch the first fight where Rocky loses and you only see that fight, you now have no context of anything else apart from Rocky just lost. And that's sometimes how we approach life, that if you look at things through just one lens or one snapshot, you don't get the bigger picture.
And so I want to ask you, when you were in debt, when you were in that snapshot of your life, what were you analyzing that helped you move out of that position? Because I think a lot of people listening to what's right now, maybe it's going to get very expensive experiencing financial challenges. How did you analyze that situation or did you realize? When I was at my lowest point, is that OK, you know, it's a good question because it is December 31st of 2002, OK, I'm on my Ford Focus with a buddy of mine, Tony.
We're at Laurel Canyon right behind Universal Studios. We're listening to Ryan Seacrest do his countdown. We're across the street from that in and out, if you know what I'm talking about. There's an in and out on park, right across on an uphill like this.
And we're sitting there and I hear Ryan Seacrest go ten, nine on know one or two point seven, eight, seven, six, five, four, three, two, one. And typically I would be in Vegas. Typically I would be in Vegas or party or a nightclub or, you know, oh my gosh, you know, and then you dance, you do what you're doing and it's exciting when it's in New York.
Jay was the first time when New York happened. And I'm just sitting there. I'm not excited about anything. It's kind of like, so what? We're going into two thousand and three. Nothing's changed. Life's the same. Why would I be excited about this? We just bought it in and out. We split it with our hands. We bought water and bought lemon on the side and squeezed it with sweeteners to make lemon.
I'm just sitting there saying, let me get this straight. You are twenty three years old. Twenty four years old at the time. You have some gifts, you have some talents. Your dad's in and out of the hospital. Your mom went back to your room because you ran out of money and your party in here. What do you want to do about this? I mean, you have a few choices right now. You're in that forty nine thousand dollars.
You can go back in the army. It's kind of like, you know what, I quit. I'm going back. I was in the army. I got out. They don't work out. I a go back and be a soldier. You can go back and work at another gym as a gym salesman because that's what I was doing.
And then I kind of started looking at everything and I said, you know what? I went through every single one of my alternatives. And this is the decision I made.
I said, I'm either going for everything or I'm going to lose everything I have. And I didn't have anything to lose at the time. But I'm not willing to settle for a regular life because it doesn't excite me if these other guys can do it. You know, it's always a statistic when you look at today in America, I was doing a talk and I was on a tour and I got up and I ask a simple question. I said, let me ask you guys a question.
I said, how many guys would like to one day live in a million dollar home and, oh, we'd love to have a million. I said, how many million dollar homes do you think they are in America? Gee, I wish you would've heard the answers. Two thousand. Twenty two thousand, thirty thousand. And they're giving me all these numbers. I said, you know, there's a million million million dollar homes in America. They said, what?
I said, there's a million million dollar homes in America. So I would have never guessed there's a million million. So let me ask you, how many friends do you have that have walked up Mount Everest and they say no one is OK? So can we say that climbing Mount Everest is what we can you can say maybe it's impossible. Maybe you and I cannot find we can make the argument I'm sixty two years old. There's no way I can walk up Mount Everest.
Fine, that's fine. But maybe 80 people have climbed Mount Everest, but there's a million million dollar homes. What's the big deal about it? So it's not a big deal to think it's that big of a deal. I was talking to an economist from Harvard and I said how many people last year because he was saying the fact that it's so tough in America to become rich. I said, how many people in America last year do you think filed their taxes?
That they made over a million dollars last year? How many people file taxes in twenty? Nineteen. That they netted over a million dollars. And he gives all these small numbers.
I said over five hundred thousand people in America last year. That's a lot of people. You're not part of a small community, by the way. It's like I'm one of five hundred thousand. Nobody says like you're not a big deal if you're part of a thousand, you know, you want to be one at a billion. One in five hundred thousand. I made a million dollars when I started breaking down these types of things in my mind. And I said, if these other guys can do it, what is so special about that guy?
What is so special about her or what is so? And I really started questioning and the more closer I got to people that were very successful, I just realized these guys have a higher pain tolerance than I do at the time. And I started asking myself, do you really want to go through the pain? The moment I started seeing the human side of other people that were winning, I said, I'm all in. I want to be able to go out there and pull it off because I'm willing to put up with the pain that I got to go through.
And it's just a matter of time. And and obviously eventually great things started happening. But in that moment, it's so close to go. Either direction, you can either just I said I'm just going to go live a regular life or you're willing to go live that life. It's so unique how close everybody is to to eat. It's if I sit there and I measure it when people say, oh, my gosh, look at your life, I'm like, I wish you knew how close I was to go back in the army and do 20 years.
I would have retired three years ago. You would have never known who I was. It's this close and most people don't realize that, but it's very close.
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I love that answer much when you're talking about the human flaws that everyone has. And then you see that because I think you're so right that we often put success or fame or power on this pedestal that we feel like, oh, like that's not actually real. But you're right. Like everyone has their bad habits that weaknesses their flaws. And I love that you said that was your motivation, because I think I think that's such a refreshing thing. I've never had that before.
And the second thing that I love that you said is, is you're so right that if you were in my shoes at that point, you would realize how close I was, because right now it's easy to look at Patrick Bendavid, you know, the best seller in all the views and all the interviews and be like, oh, yeah, you already add it together. And that's sort of interesting that you're saying that you could have gone to the Army.
Did you gain a lot or do you think you gained or a mental discipline for the army or what was the habits that you did gain from the army that you think really have stood the test of time and who you are today?
There's no question about it. You know, and the personality types you have the S's, the Ts, the A's and the answers are the structured, organized system strategy. They're all about like structure. The teams are very analytical. They're analyzing everything based on numbers. The A's are let's go get them. Let's go beat these guys. I'm going to take over the world. And ours are all about harmony, relationship, empathy, understanding. In that moment of my life, pre army, I was a.
And that's it. That's all. That was it for me. I was an a guy bodybuilder. You know, I want to be Mr. Olympia party and women. It's the only thing that was a priority for me.
So then. I'm at my sister's place. I lost my one of my cars and I'm at my sister's place, they stole my car, my my sister's place. I go to sleep. I wake up in the morning, four o'clock in the morning. We got hammered with my friends at her place in Encino. And I wake up. I have nothing going on for myself. I'm working at Burger King at the time. I'm going to Glendale Community College.
I said, listen, if I go to where I'm going right now, nothing's going to happen in my life. I call my dad. I said that I need you to come pick me up, take me to the recruiting station. I went to the recruiting station. I said, I'm making a decision right now because if I don't do it right now, I won't. If I even have to think about joining the Army, I'll change my mind.
I was eighteen, so I said, you have to sign me up right now. They said we can't do run. I said, I'm going right now. Two weeks later, I was in South Carolina and I joined the army. When I went into the army, the biggest thing I picked up from the military was the structure and the system. Like literally the system, the structure. It was a every day was a routine. And you're coming in at four o'clock formation, then you're running, then it's child and it's formation.
Then it's going to the motor pool. Then you're working on your trucks, then it's chow again, then going back on a motor pool, working on the second trucks that are coming back, then it's more training. It was so routine and that routine kind of I'm not a routine guy. For the longest time I was not a routine person. And then you had to mentally and emotionally be able to take the torture. Torturing you would take words.
It was words, the drill sergeants, the stuff they would say to you just to see how tough you are. Hey, tell me about your girlfriend. You're like, oh, this guy wants to get to know me. What is your girlfriend look like? Oh, my girlfriend's like this. Oh, she's hot. And she told me about your best friend or my best friend. Man, he's the best guy in the world. Oh, really?
Yeah. You know, they're hooking up right now. I'd be that kind of stuff, you know. Like what? They're together right now though. Wouldn't you love to go? Oh, I'm sorry. You don't have access to funds for two more months. This is the kind of stuff they're telling me. Look, who needs to go through this kind of stuff. Right? But then you can handle that. Then when you come out and in the business world, somebody is talking trash or somebody is rejecting, you're going back and saying you're not as bad as the drill sergeant James.
They played. So there was a lot of benefits to probably one of the best decisions I made in my life.
Wow, man, that yeah. That's so interesting that I'm still dressing up like that because that's like the worst thing to hear. But it's interesting, really, that resistance of being pushed to that extreme means then when you're getting the normal. I think we do stand sometimes I feel like right now we always feel scared about what our limits are. And I always say to the people that I know, my friends like you have no idea what your limits if you keep stretching it.
And we know this because of neuroplasticity and how the brain can be required in stress, if you keep stretching it, you just expand your abilities or we're scared of doing that because we feel we might break. Right. We feel we might break. And I guess it's having that openness. Do you have that openness to be stretched or even if you are open to it, you still allowed yourself to get stretched. And now that's allowing you to deal with a bigger spectrum of the same challenges and stresses that you see.
But I find like the biggest struggle is in convincing yourself that you're not going to break if you stretches stretch. How do you do that? How do you push yourself and know you're not going to? Great, because I think so. Today we start we're fragile today because we are fragile because of the trauma we've explained to our parenting or through our childhood. And so now we we avoid pain. And then in the hope you kept saying pain, pain gets good for that pain to tell us.
But how do you go through pain without stopping yourself?
A great and you know, it's it's funny you say that when it comes down to my kids, I have a I have a couple of rules with my kids. I have an eight year old, a six year old and a four year old. Right. I've been married eleven years. These are the three kids and they're very different. My oldest likes vampires, have no clue why the middle one looks like a Middle Eastern Bo Jackson. You look at his buddies like this, he's got calves bigger than mine.
He's got muscles. I mean, you everybody likes the middle one. He'll come to the office. And during the pandemic, he was here every day for twelve weeks and they were making one hundred two shots a day. They were supposed to read 20 books, 20 pages a day, and they would watch a documentary every single day with me during the pandemic at the office. And then this was a routine. Every day they would do this, the middle one would come to the office and Jake, he'd go sit in people's offices and he would say, I don't know if, you know, not my dad.
Your boss, like, you can't say that kind of stuff to people dealing. And he's kidding with them. That's how he is. He's so witty. And he would say, so what do you do? He says, I do customer service. Can I make some of the calls you want to make? Guillame, can I talk to the customer? He takes the phone and talks to customers at six years old. Then the four year roll is a smack talk or she's a whole different story about how she is.
But there's a few things I talk to these guys about. I say we lead, we respect, we improve. We love as a family. These are four things we do when we pray for for things we pray for courage, wisdom, tolerance, understanding. That's what we pray for. But we also talk about bullying. I spent a lot of time talking to. My kids about bullying a lot of time talking about bullying, I tell them you're going to be bullied, but in life there's two things the babies don't do.
We don't bully and we don't get bullied. Now, having said that. Many times when you see kids that are growing up, you'll see the younger one end up becoming the peak performer and does a lot of big things in their lives, the older ones, a little bit more responsible, maybe make some conservative decisions. The younger one pushes the envelope a little bit, you know, a little bit more reckless than all the other guys. Why?
Because the older one bullet, the other guy's a little bit right. They pushed him around and punched him. Why did you punch and why did you hit him? Give it to him. And and I know this is going to sound weird, especially to your audience. There's a bit of it that we do need. I do think we need to be pushed around a little bit. I do think we need to be challenged. But I do think we need a little bit of resistance.
I do think we need a little bit of pushback. I do think we need it because when that happens to you, you get tested. And when you're tested, you actually learn a lot about yourself. You find that if you have what it takes, you find out if you have the goodies. When we were first starting the channel and here's what I said to the guys. I said, look, we're going to find that I'll do fifty two episodes, but within fifty two episodes, we're going to find out if there's an audience for this or not.
If there's not, I don't want to use the resources. I'm going to go back to doing what I'm doing. It was fifty to one hundred four episodes, two years I went and I said two years later we'll make a decision. I said, OK, there is an audience. Let's see what we can do with this. And then we built on it. Podcast, same thing. Let's see, because some people can do good long form interviews, but they're not good for podcasts.
Some people do get short motivational videos and it goes viral. But their content on blog is not that good. People are not entertained. You have to find your niche. What you're good at just because you're good at one thing doesn't mean you're going to be good at everything on blogs, podcasts. So you have to kind of find that and be honest with yourself. To me, it's all about that test. Used to say I'm not good at that.
But here's the scariest part. But the question that you ask, here's the scariest part about the question that you asked. There is nothing scarier than never experiencing the unknown. Let me explain what I mean by the unknown to me. I cannot tell you how scary it is for me if I never find out the potential. Patrick like to live a life without the unknown. It's just not worth living for me. I'll sit down with somebody and you know, a lot of people.
This morning I was doing a conference call with some of my executives and I said in the last 19 years I've been in this financial business and we have around fifteen thousand agents right now, nearly half a million square feet of office space. And the majority owner, we have raised a lot of money. We've done good stuff for ourselves. Right. And I've mentored a lot of people. I've watched a lot of people. How they are and what drives everybody is driven by different things.
Some of them are madness. Some of them is advancement, some of them as individuals. Some of them is about, you know, a purpose. They want to do something, but everyone's different. The one line that a lot of people that never wanted to put up the effort, they would say a line like this. I would say, Pat, let me tell you, if I really wanted to, I'd be the biggest guy in the financial industry.
You know, that lot. If I really wanted to, I'd be the biggest guy on YouTube, if I really wanted to build the biggest pockets, if I really wanted to be the biggest Instagram, if I really wanted to, if I really wanted to. And it's a form of a cop out. It's a form of cover. Because let's just say you actually did what you think you could do. Let's say you came you became the biggest podcast or let's say you became the best in the financial industry.
Let's say you became the biggest real estate guy. Let's say you became what you think. If you really wanted to become the biggest, who benefits from it? Who benefits from you, become the biggest if you have kids. Is it fair to say that Trump benefited from the Trump last name? Yes. Is it fair to say that Kennedy benefited from the Kennedy last name? Of course. Is it fair to say that there's a benefit to Chelsea Clinton for her last name being Clinton?
Is it fair to say that if you're born in the Duchess family, you want to tell some of these families, the royalty family, you benefit from it? Yes. So if you do what you're saying, if I really wanted to do it, I would really be the biggest. And X, Y, Z, who would benefit from it? Your kids, your family, your loved ones. Why wouldn't you do it? If you know it's going to benefit them, why wouldn't you do it?
If you know they're going to have a bigger advantage at eighteen years old than you, why wouldn't you do it? So it's not that if you really wanted to, you don't think you can do it. So that's really a cop out way of doing it. We've all done this before. But the reality is, if somebody is watching this man, I just don't recommend I would much rather get in the ring and fight somebody and have an answer by the end.
And the answer is, he beat you. I'm good. I can live with that. They're not going to ring. And for the rest of my life. Think you could have beaten that person? Let's get in the ring and hash it out. Let's go out and see if we can build this business. Let's go out and see if I can do this podcast. Let's go out there, see, because I am not willing to live a life knowing that I couldn't take it to a whole different level, but I was too afraid of the risk.
I'm not willing to do that. That's the unknown. You got to you got to be willing to accept not experiencing the unknown. And I'm just not willing to do it.
I can fully relate to them. And that is that is that is the truth. It's the simple truth. And you're spot on that if you don't explore it, you just never know where it may go. And I think we can all feel that experience. I know I. They identify with that in my life, I am so grateful for that moment where I decided that I was going to try and do what I do now, because it was exactly what you said when you said I was this close to settling for normality, security, stability and safety.
I was this close. And every time I look back and I'm just like, wow, I'm so grateful. And the funny thing is people think you you make that decision once. You have to make that decision all the time because there's a new safety net, there's a new stability, there's a new security. And even five years, in your mind, still trying to get you to settle for that. So it's not that you made the decision once and everything changes, you have to remind yourself that you made that decision.
And one thing I mentioned, the one thing I've heard you mention is that you say you visualize your dad's funeral maybe fifty thousand times. And I wanted to ask you, what purpose does that serve you? Like, what is what does that do you have to do?
So you have to realize that when I go through the category of madness, lifestyle, individual and purpose and what people are driven by, I talk about people being driven by 20 different things. This is having worked with a lot of different people before. I know what I'm driven by. I'm in the madness quality, right? I'm the guy that's driven by a chip, driven by you can't do this, driven by an opponent, opposition doing something that's never been done before.
That's and I didn't know this for as long as I am. By the way, for the longest time, I thought I had issues until I read two of these books back here. One is called Hypomanic Edge and the other one is called First Rate Madness, which is such powerful, neither one of the books did very good, but there's such a great that I've never heard of.
Hypo hypomanic edge talks about the the the link between craziness and a lot of success. And it talks about all of these people, the upbringing of Bill Clinton, how hypomanic he was. And the Jacksons and all these other leaders are a brilliant but both of those book. I highly recommend it. Once I got to a point where I said, listen, you hear all these different people speaking. You're not that guy. You have nothing in common with her.
When it comes down to style and vision. That's fine. That's not you. You don't have his gift. This is you. You are wired this way based on a life that you live. Right. OK, so once I saw that and I brought it back and I saw that what I was driven by. What moved me from area was about, OK, what do you want to do with it now? At what level do you want to go with this?
How high do you want to go with this? What levels do you want to take it? What how big do you want to scale this then? I use that as a way to motivate myself to go to the next level. I think the biggest thing when you think about different people out there and what they want to do is they have to sit down and figure out what drives them to often like, you know, like you do your videos.
Right. You've had, what, 40 billion views? I don't know what the numbers you are. One of your videos got a quarter of a billion. Viewers know, like you have one of your videos, got a quarter of a billion views. I don't know how many people can say they have a video with a quarter billion views. Now, here's the thing. I see so many people that try to be you. They chant your energy.
Sherry, this is just purpose. Jay is driven with a certain demeanor that you are. So you calm people down. You're your strength is just you're your you're a unifier. You're a synergise you're good with bringing people together. You're common. You're good for the world. We need more people like you. Right. But not everybody's like you. So you'll see a lot of people that will watch you on set. I'm trying to be like Jay and then they'll watch Tony.
I'm trying to be like twenty. And then I'm trying to be like, yeah, I'm trying to be like once you figure out what moves you and you get clear on that part, the rest is history. That's one of the reasons why I wrote this book, Your Next Five Moves, which, you know, when when I was writing this book and I was working on this. It's an interesting thing on what happened. This is years ago.
So I started putting all this content together for this book years ago.
One morning I wake up, I wake up in the morning and it's six o'clock at six o'clock. I had a message from my mom, OK? My mom's message was, I am so disappointed in my son. What happened to my son who loved his mother so much that would call me and tell me how much she loved, you know, the typical guilt trip type of message that moms are supposed to leave. Sometimes she left that message right. So I get that message.
And at six o'clock, I'm not going to get us the first message. Then I get my text from my girlfriend at the time who says, I think you love your business more than you love me. We have to really reconsider our relationship, because if it's going to go this way, I don't see this going anywhere. That's my second message.
OK, then I just had closed the big deal the week before and emailed the client sends me an email saying I found another policy that's going to give me better returns than yours. I signed with New York life yesterday. I'm canceling the policy with you. I was this is a time I don't have money. I'm relying on this policy. Cancel then my number one agent leads me to a New York life at that time. And I'm sitting there saying what?
And at this point it's six oh seven for seven minutes of the day. I have an issue. My mom have an issue with my girlfriend. I have an issue of my client and I have an issue. My number one sales guy.
I'm sitting there in bed and here's what I'm processing. What do I do next? So first thing I thought about, OK, so you're going through and you're thinking, OK, do I call my mom first to make her feel good? Do I send her roses? Do I call my assistant? Do I call my girl? Do I talk to her, say come over to the house to try to rekindle. You mean a lot to me. Do I really want to do that?
I really going to compromise my career. Why would I say that to her knowing I'm going to have to choose my dreams over her and she doesn't buy to. But I love her. But what if I drop and she's so beautiful? What are my friends going to say about me when I go to the clubs? Every. What if my you're thinking all these thoughts. What am I do I call myself. What do I call the client? You think about that moment.
Here's what I said. This is what I thought about that moment. You can have ten different people experience the same exact situation and you're going to handle it in a different way. All I wanted to know was what is the right next five moves in the right sequence to make right. LeBron James and his partner, Buddy Maracatu, they just got a funding of one hundred million dollars to start their own black media company called Greenhill. Right. Big deal.
Congratulations to them. Right. So you look at this LeBron James guy people think is just a basketball player. The guy is as methodical as they come. Right. So he's in high school on the cover of Sports Illustrated, goes in the NBA. Everybody's expecting him to be great. He does more than that. So he says, I'm first going to be a great basketball player because he's studying everybody. He's studying. I want to take a play out of Jordan's playbook.
Go become the greatest by the basketball team. I'm going to take a page out of Kobe and I take a page out of I know this one is going to sound strange to Trump because of social media and apprentice and all that stuff. He puts it together. He becomes one of the greatest in basketball. So that was his industry. Number two, he goes out there and uses his market to make money, which he's made. God knows how much money.
Then he starts a media company while he's playing at a peak of a time like this with what's going on around the world. Perfect timing. Then he's going to retire from basketball after playing with his son on the same team, Bronnie, which is going to happen. He'll be the first to do it. Then he's going to want a basketball team. What is LeBron inspiration's long term.
You're trying to run for office one day. What's he setting up for? What is this? He's not just the basketball guy is when I'm studying that, I see brilliance. Right? When you think about Amazon, just about Zook's yesterday, a self-driving company for one point two billion dollars, what are you doing? What did Amazon do? Buying Whole Foods just for years? What are you doing? Buying Whole Foods. What did Amazon do? Buying this company and you.
Then Elon Musk tweeted out saying he's just a copycat. What are they doing? What are their strength? Then you realize it's all about your next five moves. So in the game of chess, a grandmaster is somebody that knows their next 10 or 15 moves, right. A master knows their 10 moves. A pro knows five to six moves and amateur who knows their next one to three moves. And if you play chess, you kind of here's what I'm going to be doing.
Some of the guys know seven moves. They beat you. The whole purpose of life to me is whether it's marriage, whether it's having kids. You get people that come and say, I want to get married. Why do you want to get married? What's the purpose of getting married? Why do you want to. I want to have kids. Why do you want to have kids? Because everybody is doing it. I want to become a millionaire.
Why do you want it? So when you go through the process and put it down and you put the right 15 steps in place, that's the right 15 steps. Then eventually you get to go exactly where you want to go to. And that's one of the reasons why I wrote this book, Your Next Five Moves, because most people have the right intentions. Most people have the right vision. Most people are thinking big. There's not a lot of people.
Most people do think big, but they don't know what they need to be doing in the next five, 10, 15 steps. And once they figure that part out, the rest is history.
Yeah, no, I love them and I absolutely love analyzing strategy and methodology, methodology and all those people you just picked out. It's fascinating to watch, but I like the way that you break it down into the next five minutes because I think, like the same for anyone that their next moves may not even be building the next big thing. Then I'm just getting off the couch. It's coming soon. And that's why I love the theory in the book, because it's so practical, because it's like, hey, whether you are sitting on your couch or whether you already have a million dollar business or whether you just got rejected from a girl that isn't like you anymore.
Whatever it is, it's like we all need to know what our next five moves are. Right. Applies to everyone. And I love that you start with the principle of most and knowing yourself as number one. And my question to you is, let's let's dive into some of these, because I think it's fun to break it down so people can get an idea of what's in the book. But tell me, what is the sign when someone can say, I feel I know myself, which is I don't know.
How does someone come to that decision to end of the.
Yeah, I think I know myself right now enough to make this, but it's actually learning what you don't what you can't do and what's not. You you know, for me, it's what's not you like when you want to get married. Like I was dating three girls in nine years and each of them was like a two, three year relation. These are serious relationship time, but not. No, not at the same time. I was twenty one years old, but not not at twenty or twenty not.
So I'm dating these girls and at the end of it one day I'm so furious because I'm like, oh my gosh, look at all these girls. They're all the same, same upbringing, same issues. It's the same challenge with everybody I'm dating. And then I sat there and I'm like, well, is it a girl or is it the way you're presenting yourself? What is it? What is it? What are you looking forward to being? Do you want to be a husband or do you want to be a daddy?
What do you want to be what do you really solving for. So I made a list and one of my assistants, her name was Patty, changed my life. She said I said, Listen, Patty, I've made a decision. I was twenty eight. I said, I'm never getting married. I enjoy my own company, like going to movies by myself. I have a lot of friends. I'm good. I'm happy. I don't need to get married.
I'm fine. She says, listen, before you decide to not get married, go read this book. So what's the book? She yes, I heard it on the radio today. I've never read it, but I thought about you. I said, what's the books? When she says one hundred one questions to ask before you get engaged. I said one hundred and one questions to ask before we get engaged. So I go by the book.
It's by a man named Norman Wright. It comes in. I start going through every single question together by myself. OK, it's pretty interesting. I thought I was looking for this, but I have no interest in this. I'm looking for this book for a long list and this was a priority. And one of the things is non-negotiable of what you don't want. Once I figured out what I didn't want, it was a lot easier to go date and what to say no to and what to say yes to.
It became so much easier from the moment I got clearer on who I wanted to marry and what things I needed to improve in. I read the book. A year later I found my wife and then we got married. I mean, it's so funny how this thing worked out when I got clear. So now who do you want to be? Right, when you talk about who do you want to you know, Mester, knowing yourself, there's a lot of different routes in life.
One of the best things that a friend of mine told me, a mentor, my name is Tom, who was a former president before three years. Tom used to be with Jim that they sold their company to EA Sports for six hundred and eighty million dollars in 04. And he was the number six guy, the number six guy, Jake. But he still got a fat check. Right. And one day he sat me down, told me the most powerful thing.
He says, Pat, here's what I've learned. He was forty eight. Forty nine. When he told me this, he said, I founded four companies as a founder and the CEO. I made nothing of any one of these companies. Any time I was number two or number six, I made millions. Any time I was number one, I didn't do well, he says.
It took me forty nine. Years to realize I'm not a number one. Do you realize how powerful of a statement that is to make? Because everybody's trying to be what a number one, Jordan was a great number to you know, Jordan was a great number one people was a great number two, LeBron. So, number one, you know, you have to look at everybody and then sometimes you may be in number one out of phase of your life, but at 58, maybe you are better being number two or maybe a twenty eight.
You're better at being number two, maybe a thirty nine. You're a good number one. So we kind of have to go through these phases. That is part of understanding and knowing yourself. So once you know. And so, you know what? I don't care to build a billion dollar company because it's not me. I'm just not a founder. I'm somebody that wants to go this route. I'm somebody that wants to go this route. Great entrepreneur, intrapreneur, salesperson, solo, parenteral.
But the biggest thing is to go through the question. I have a set of questions that I went through years ago and I put twenty eight of them in the book here to find out exactly who you are, to find out a questions such as, OK, who do you get along with? And you write down, these are the people I get along with. Then you write them. Who do you not get along with and what kind of a question is that?
Well, why don't you get along with those types of people then? You say, you know, I don't get along with those three just because they're just like me. Well, maybe you've got to kind of like yourself. You've got some things you got to like about yourself. So when you go through that part, then comes the second step. So no one is master, no one yourself.
Yeah, I love them. And that's a great answer. I think that example of when you're one or two or six, that's that's currently one of the biggest challenges we have in the world, because, as we know, social media, entrepreneurship, the conversation that's happening in business, the availability of seeing the big business deals that are happening, unfortunately, you know, we see this all the time in society. And I think it's been out there like whatever is rewarded, we end up repeating.
And so we go with the rewards rather than thinking about what's going to be a reward for me. Right. What's going to help me get there. And so I think that's that's a brilliant answer. I'm really glad you made that distinction. I'm glad that there's questions in here as well, because I think people need to start asking the right questions in order to get there. And that's really the set of self-awareness. Tell me about this one move.
Number three, just give me a two week control for the beginning. By the way, for everyone who doesn't know, move number two in the book is Mastering the Ability. The reason we were speaking about it earlier, but building the right team. I'm asking you this as a personal question, actually, because as I've been growing my team and my company and my world, I'm realizing that the biggest skill that I personally need to work on is how to hire, like how to recruit.
And I'm realizing that this is something that I need to invest in at this time in my life. It's not just me right now. It's number one. Still, you need to improve. That's number one skill. I need to improve, like I'm aware it from a professional level. So tell me about building the right team. Something that people I do like. It's so hard to figure out whether someone's right or not right for you. There's so many different approaches.
I want to have your approach for for making sure that someone is actually right for the long term, a specific question and not just someone like you, someone who right to become a long term number two. Number three, no phone number five, number six, etc., etc., etc. in the company.
So very good question. Very, very, very, very good question. And I'll kind of give it to you in the way I process the process for myself. So first things first is it's not just who's right for you, it's who you need next today. Right. So for example, who I needed in in twenty five was different than who I needed in twenty eight was different than who I needed in 2010. So for example I came up, I first need an assistant to help me with paperwork.
So you get an assistant right then I need three assistant because somebody on my calendar, somebody sent me cards and gifts to the client, somebody followed up so with three assistants. So then I got a person that did all my paperwork and compliance. So that person is a technical person. So they protected my business and I got this person. So then as we're grown and we started and I'm a sales guy traditionally I've never been a CEO before. I've never worked under the CEO before.
I've just been a sales guy. I've been a good sales leader and I've made money selling.
So when you go from an employee to sales person to sales leader to starting the company as a founder, this is a whole different language. You don't know what you need to be doing here because you're not. I'm not I don't have an MBA. I don't have a business degree. So when I became a CEO, it was it was three, four years of anxiety, panic and worry about making the right the wrong decision. And it was costly.
I don't know what to do as a CEO. And so as I was going through this and I kind of started looking at everything that I was doing, I said, OK, I need to figure out what I have to do on a daily basis myself, what I need to do on a daily basis. As a CEO, I went to a course I took and I spent the four weeks together with one hundred forty four other CEOs from sixty four different countries.
And the guy I teamed up with for four weeks was the founder of the Victoria's Secret of Australia and South Africa. OK, he's worth nine hundred million dollars at the time. He's worth about a billion and a half right now and four weeks. My partner, so here I am trying to be a CEO. He's in his mid 50s. Look what he says to me. And I said, you know, Bob, I'm trying to be a CEO.
What are the keys to being a CEO? Says Wealth says, I'm trying to get seven CEOs of mine that are running seven different companies to be CEO. So his challenge was getting his seven CEOs to be CEOs. My challenges, I'm trying to be a CEO. Look at many levels behind him. I am because he went from being a founder to CEO to giving up his position. Then they bought a bunch of different companies. He's got seven CEOs reporting to him.
And we start a process and through all these different things. And he said, look, there's a couple of things you've got to be thinking about. There's a linear, there's exponential. There's a lot of things that people do when they start a business. That doesn't explode the business, it's linear, meaning I need systems, so you fix your systems and your protocols and standard operating procedure. It's like a first step. But we do the second step.
We do this third step is, OK, fine. And then it's best that you go shake hands, collaborate, networking, all this. It's fine. It's good, but it's not at the highest level. That's linear. Helps you grow. But it's linear. It's not exponential. Then he said at the highest level is exponential is one the next innovative campaign. A next innovative campaign is shitty. Coming up with a new show. OK, what is that new show.
It could be a new series of videos. It could be a new podcast. It could be a new collaboration. It could be Jay debate topic with compassion. And you bring to people in L.A. and they come to your studio and they debate, boom, that's a great idea. All of a sudden, you got 17 million new followers. They love Jay's new show. Right. That's a nice, innovative campaign that you came up with. And the last one is leadership development.
Leadership development is is two ways of looking at it. One is how good you are at building leaders, which that is the pinnacle, because if you can take a six and turn them in eight, you're always going to be needed. There's a lot of people that don't know how to turn it into an eight where you have to go just fine in it and they're never going to improve the eight. They just go find an eight and the eight states and eight one improve because of you.
So one is improving leaders and developing leaders. The other one is being able to find the right leaders that want to work with you. So when you want to find the right leaders to work with you, my phrase is very simple. Everybody, I have you that are working for us behind this window. I ask him a question and I say, so what do you think about what we do? And all I'm trying to get to is, are they true believers in me?
The smarter I am, the more important it is for me to be a true believer in me. And once it's a company. Are you a true believer? What we're doing as a company like right now, we are looking for a new CEO and a CEO. I'm looking at I'm interviewing the CEO from a Fortune 50 company to replace me. This is a man that ran a company that I sent tens of thousands of insurance policies to. He's not going to replace my position.
And one of the biggest challenge we had together was, look, you're coming from a Fortune 50 company. We're not a Fortune 500 company. We're not a Fortune 1000 company. How are you going to be from the snobby people in your world to being able to level down and work with these types of people? You're going to make the same money. That's not going to change, but maybe you're not fit for this. So we were going that was the biggest hiccup for us, by the way.
So I had to see if you would be a fit for us. And eventually when I saw people that were true believers in me. So if I hire somebody who says, GE man, I'm such a believer in you, you're awesome, you're amazing, I'll do anything for you. But capacity is low and talent is what's the purpose? What am I going to hire you for? But if you get somebody that says, gee, obviously I love the work you're doing, a true believer in the difference you're making, I like the values and principles you have in place.
But if I can be open with you, I can talk to you about a couple of things. What I can help you in the operations. I think what I can do is the following. I don't need the limelight. I don't need to be on the camera. I don't even want to be doing any of that. But behind closed doors, I think you're missing out on an opportunity to make six million dollars a year here. I think you're missing out on opportunity to turn this thing to business over here.
If we come up with this this app, sell it this way, team up with this guys over here. If we go to CNN or get a contract with Pepsi or Coca-Cola, I can help you do that. But I'm one hundred percent with you. So it's it's identifying the true believers in you, around you and identifying who you need. Exactly. Next. And typically big personalities like yourself and myself, these are personalities. Operation becomes a challenge.
The challenge becomes finding the right CEO. I cannot tell you how much a CEO can change your life. A CEO can change the right CEO believes and Jerry can take your business from what you're doing today to being astronomical. And they're behind closed doors. So, again, that's some of the ways I look at on who I need to hire next.
I love that man. What a great entrepreneur. You can hear this passion that David, your next five moves. Incredible story tonight. You're listening to Talk Courageous. I look at you. Just think about it for a moment. Everyone's listening and watching. Obviously, it's a great business. It's a great story teller. He knows the stats he's analyzing, but he's reflective. It's not just repeating stuff. This is his reflection. See if you can hear the voices in his mind.
That's what you're going to get into this book. So your next five minutes must be a business strategy. If you're struggling to like, what do I do next? What is your next five moves like next one? So it's going to cover this. But Patrick, I want to end with two segments on the podcast. Sure. You're going to be great at this, the Rapid Fire segment. So we have to fill in the blanks. And the first five, we're going to start with fill in the blanks.
So you just got to fill in the blanks at the end of the sentence. Sure. OK, the challenge with big, massive success is staying humble.
Nice. I love the game of entrepreneurship is never about you.
Being the best version of yourself means constantly beating your prior best.
Your business involves recreating yourself nice. The biggest mistake people make in business is. Thinking it's all about them. I love all of your answers with terrible humility and getting out the ego, so that's great. OK, these are your first five. These are questions that the answer has to be one word or one sentence maximum. OK, but I've got so many for you. All right. I've got so many questions. I would ask you this. This is what I want to ask you, because I want everyone to go watch this video.
I believe every creator has a video that they make when they think that they put their best message in their best interest. For whatever reason, people are not watching that video. What is that video for you? We did a video.
We did a video about how nobody, nobody pays attention to certain people and they've been rejected. It's not even the life of an entrepreneur. It's another one that we did. And I thought this one was for sure going to blow up. We got forty thousand views in a week. We're like, are you kidding me with this video?
So, you know, how do you tell us? Tell us. I want everyone to go right to it. Yeah, you know what? Let me let me. I can it's it's two of them. One of them is sleep, sweat, grind, repeat. I thought for a fact. Sleep, sweat, grind, repeat. If you just type in sleep, sweat, grind, repeat. It's one hundred one thousand views. But in one year you know one hundred one thousand views on a platform with two point four million subs is not viral or anything of success.
But you know what, it's my favorite video. That's that's what I want to do. Yeah. That's my favorite video that didn't do anything I love. I love that. But please, everyone is listening and watching this podcast. Please go watch that video, because that's the one that Patrick and I can relate to. Now, I've got tons of those videos is so awesome. OK, and now we'll get into Phosphide because I wanted to ask that question.
OK, if you had to start all over again from ground zero, what would be your first five moves? A great question, number one, identify one industry that can bring out your talents, number one, identify your industry, that can bring out your talents. I'm a numbers guy. So what is it that you see that you can go and bring out talent number to find out who is the best in that industry and identify working for the best guy?
So sometimes you let yourself I'm a real estate guy. I want to go to real estate. I'm in L.A. who's the best realtor in L.A. I want to go work for that guy. But if I can't go for that guy, I put a top five list and I'll go work for them. That's number two. Number three is I work for that person and I do anything I can to help this person advance. So if their goal is to get to 10 million a year, I will do my part.
If you want to get to honeymoon, I want to do my if you want to get to a billion, I want to do my part. The fourth thing is to replace you or ask you for equity in the company. So if I've paid the price and I'm working for Jayshree in Japan, I want to be able to take the business to 50 million a year. I hope you get to 50 million. I want to say, gee, I've got to do 50 million.
Can I be your CEO and you be the chairman of the board. And I want to get four percent of the company. I want to get two percent a company. And if GE says no or whoever that person is says no, then go start your own company. But the last thing is to become an entrepreneur. There are other ways to make your millions and billions before becoming an entrepreneur. That's the last step.
Great advice, man. All right. Said what? This is one of my favorite questions. What's something that you know to be true about business? But a lot of people would disagree with you on it.
It's an ugly world. Very ugly, very ugly. I know it's not what people want to hear. It's not the whole let's hold hands Kumbaya behind closed people in front of you will tell you, oh, we can't wait for you to blow up. I support your business, all this stuff. But, you know, if it has to come between then getting the client and you getting the client, you better believe they're going to do whatever they can to get the client.
So you cannot be. I was a kid that grew up naive. I didn't play in the streets for ten years in Iran because my dad didn't trust me. I went to Germany at a refugee camp. I experienced betrayal at eleven years old and I said, wow, I had no idea what the word betrayal meant until I just experienced it. But that kind of give me idea saying, OK, in the business world, how different is it.
Same. How different is it a military. OK, it got a little bit how different is it. So you have to understand that you cannot be naive in business. If you stay small, it's fine because you're no threat to anybody. But if you choose to want to compete and ruffle feathers, you better believe you're going to piss some people off.
Absolutely, man. Well said. Well said. All right. If you can create a law that everyone in the world had to follow, what would it be?
Everyone in the world had to follow. Yeah, if I had to create a law that everybody in the world had to follow safe. I'm a president of United States. United States at least. Yeah. If I'm a president of the United States, what would I do every single month? Here's what I would do every single month. Every single month I would have a set of books that every everybody would need to read and submit their paper. And I put a scholarship behind it.
And I would go specifically on educating people on the concepts of money and mindset, because for whatever reason, we're not doing that. And it's not a tough thing to do. I can't think of the last time a president recommended a book to read from stage. You know, I just think education and not education from a school standpoint, education from the standpoint of you reading the set of books would be a monthly book club.
If I was a president, I'd be for sure that the president's book. Give me. Imagine that. Imagine that it would be.
And it makes perfect sense. It's a great it's a great idea no matter what kind of community. That would be really cool. I love them. And that's we've never had that top, not even close. That is by far the most unique odds that that. All right. Two last questions for you. What's the best thing that money can buy?
I'll give you a story. So my wife and I are going to Dubai. We're taking one hundred of our guys. And when we go to the airport to go to Dubai, the flight attendants from Air France, you can't go. I said, why not? Said I'm a U.S. citizen now. Says now you can't go because your passport expires in five months and France wants it to be more than six months. You've got to be kidding me. It doesn't expire as well.
This is what it is. So my wife goes and I said, Baby, you go. I want to go to the federal building. I'll fix it. I'll be there in two days. So she goes, she's with good friends. I trust that. I go back and I come to the house and my nanny's with our two kids at the time and we were getting ready to move to Texas. And I said, Hey, Melva, so we're going to go to Texas.
What's your big daddy? I can't go. I heard you told Mommy. Okay, you told me you can't go two years. You just change your mind. Daddy, I can't go. Momma, why can't you go? By the way, she's the most amazing nanny. She's not even if we feel uncomfortable calling her Nancy, she's like a grandma to our kids. She's been in our lives for eleven years. She says, Daddy, I can't go because I got six grandkids in L.A. I said, Mom, a question for you.
She said, what? I said, What if I fly you back to L.A. every month for five days and you come to Dallas, you live with us. I get you a nice master bedroom, you get your own shower in the corner, privacy car, everything. And I fly you back to L.A. five days a week, five days a month, would you? Are you willing to go to Dallas? She says you would fly. I said yes.
She says, I'm going to Dallas isn't perfect. So when I got on the flight, I went to Dubai. I said, baby, I got some news for you because she was down. She was worried. I said, Melva has agreed to go to Dallas. So when you say money, you know, you get to do certain things like that. It's not the cars, the travel. It's to be able to make certain decisions that help some people out and also helps your family out as well.
So I would say that's what it would be.
That's a view of the lines. And thank you for not giving a this is this is I really appreciate you and I appreciate you even more today. Is no shallow answers. No quick answers. No. You really thought a really, really special and I appreciate it. Thank you. And final question. What was your biggest lesson the last 12 months? Good one.
So last 12 months, when the pandemic came up, we were getting ready to go through. We had our company evaluation, everything was going on, and I'm getting ready to hire a CEO. And I'm in L.A. at Beverly Hills Hilton. We're having our board meeting with de la Hoya. Everybody is getting ready to fly in. And it's the day MBA canceled because Gobber and some of those guys got Coronavirus and H.O. canceled and then Disney closed. Everybody closed.
And I with my wife and my three kids and my nanny and my board calls me and they said, we're not coming to L.A. and things like February 12th or some number like that. So I said they're not coming in late March 13th, March 13 or March 12. I said, wait a minute, you're not coming early. Well, because I said, you mean to tell me one person is died and you don't? Yes. I said, Oh, my gosh.
So I sat and I talked to my board for an hour and they said, Pat, this is serious. This is going to affect the economy. And we were scheduled to stay in L.A. for five. This is a baby. We got to go back. We stayed in L.A. for twenty three hours. We flew back to L.A. I have no idea what's going to happen. Here's why. One hundred percent of all the insurance policies and annuities we sell is face to face.
It's at your house, at the kitchen table. And and now I can't do my sales meetings. I can do sales training. I can't come to your house. You're worried about sitting down with me. You don't even want to shake my hand. I mean, this is a very awkward situation. And we're about to go through a transaction. And I'm sitting here saying, oh, my gosh, what the heck is going to happen here? And I said, listen, all I know is I got to go and do my research.
So I came back, I dropped off the kids sit at the house. I made sure my dad was good because he's seventy nine. Seventy eight at the time. My mom was good. Seventy five. Everybody's good. I came to the office one night. I was here for sixteen hours straight on a weekend and I studied every single thing about how the market has reacted to a pandemic. Three months later. Six months later. Twelve months later.
So I come in, I'm like, OK, we're going to lose a lot of money. I call my investors.
I said, what do you guys expect them for us to lose the next 60 days? He says, well, the investors are assuming you're going to lose 40 percent, 40 percent. OK, so in my mind, I know when I'm doing my next board call, they're going to be OK with the numbers being 40 percent less because they just said it. It's normal. It's going to happen because it's face to face sale. Once I did the research on the pandemic and I know I'm giving you the longer answer here, but there's a reason why this is going this place.
I look at the data and I see out of the last ten pandemics we've had the last 50 years, only one of them, the market was down 12 months later and it was AIDS, everything else, every pandemic six months later. Twelve months later, they are one hundred percent recovered. Meaning if the Dow was at ten, it went down to seven. It came back to ten. Right. So I saw this and I said there's a 90 percent chance based on the data that the market's going to recover within 12 months.
I didn't sell a single stock every time the market went down. I just bought more. Every time the market, I bought more. Eighteen thousand. I bought more. Right. Immediately I called everybody, all my carriers. Everybody said, guys, we got to figure out a way for us to be able to sell through Zoome because if I can sell through Zoome, we have a problem. You know you're going to take a hit then we have to get insurance carriers to not take payments from clients.
Meaning if I can't make a payment for four months, you've got to forgive them one hundred percent for Gabal and 100 percent of them converted everything to sell where I can talk to you right now, I can get you on a share and have you sell the policy and sign it. It was all squared away. Once we did that, we went from selling four thousand policies in a month of January and February. Last month, in the month of May, we sold ten thousand nine hundred and sixty eight policies.
It was our biggest revenue month ever, biggest profit month ever, biggest EBITA month ever, biggest commission month ever. And this month we had the most people ever make one hundred thousand dollars in a month in the month of June. We've never had this before. So I tell you, I went four months straight during the pandemic. There's only three days that I didn't come to the office, three Sundays, that I didn't come to the office every other day.
I was at the office and I had no idea what was going to happen. We were ready to be prepared that a lot of us was going to shift. But the best thing that came out of it today, 90 percent of all the policies we sell is through 90 percent. So this crisis changed the entire business model. And it's fascinating what we're doing today with the insurance company. So but I tell you, I sound excited today. I guarantee you, if you would talk to me, four months ago was an act.
I had to figure out a way to stay poised.
I get it, man. Congratulations, by the way. That's it. That's a great story of a greatness that's come out at this time. So thank you very much. Thank you for sharing in that huge congrats. Man, that's not easy to do it all. And right now, so many people are panicking, especially if you're saying your business is one hundred percent face to face among the financial advisors. I know it looks like she's just work for myself.
She's so different. But, you know, it's yeah, it's a tough industry to be in, especially this time. So congrats, man. That's amazing. Thank you, everyone. Your next flight with the Patriots that day. That must be our business strategy. And I'm hoping that we get to hang out when you come to L.A. or I get to come to Dallas and I look forward to this moment. I'm really looking forward to it.
I know you from your videos are going viral. Obviously, I've seen your videos all over the place and what you're done. And after this interview, man, I know you're on a different level. I cannot wait for you and I to go break bread. And I was telling you off camera when I told you you and your wife belong on the cover of a Maxim magazine, a GQ magazine. It's like the Ken and Barbie. When I look at you guys, can't wait to see if you guys ever have any plans.
I know some of the folks don't have plans of having babies. When you make baby when you have babies yourself, I'm sure some modeling agency is going to pick them up they want.
So you're very excited about it as well. I have a lot of respect for you and never know where they can follow you. Take it on YouTube. It's your name on Instagram, right? Yes. Yes. And then your next five moves, dot com spelled spelled out. I spelled out as well. If I read your next five moves dot com, go and check it out. We will put the links to all of this in the podcast.
Once you have that, there is so much. This is awesome. And yeah. Let's stay connected. Absolutely.
Great. Thanks for having me again. Thank you. Hey, everybody. Marianne Williamson here. Guess what, it's going to be a big shock to you. I'm going to be the one million seven hundred sixty seven thousand person to start a podcast.
And this one is going to be really good because I'm going to be talking to some incredible people, some conversations that really matter. We're going to get down and real about some things that have to change inside us and outside psychologically, spiritually, politically, economically, in order to make this world a better place. Please subscribe wherever you listen to podcasts and join me. I can't wait.