Mastering Personal Reinvention at Any Age with Coach Jay Sargeant

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[SPEAKER_00]: Listeners of the randomness of nothing podcast.

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[SPEAKER_00]: This is your host Rashad Woods.

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[SPEAKER_00]: As always, I always talk to entrepreneurs, go-getters and the people who are in your ear telling you, you need to get off your couch and act on what you're thinking because there's no substitute for action.

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[SPEAKER_00]: Coach Jay Sharp, Sharjad is here.

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[SPEAKER_00]: He's a shift project Academy CEO.

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[SPEAKER_00]: He's had multiple businesses and he

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[SPEAKER_00]: hear to tell you how you can pivot in life even when you think you can.

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[SPEAKER_00]: It's great to be here, Rashad.

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[SPEAKER_01]: We had such a good conversation rehearsing for this moment.

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[SPEAKER_01]: A lot of laughs.

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[SPEAKER_00]: A lot of basketball.

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[SPEAKER_01]: Yes.

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[SPEAKER_00]: Yes, we did.

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[SPEAKER_00]: You're from Boston, which is the history of Boston Celtics basketball.

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[SPEAKER_00]: You told some wonderful stories about Koozi involved, which is just fantastic.

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[SPEAKER_00]: 18 championships to the Lakers 17.

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[SPEAKER_00]: Never forget it.

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[SPEAKER_01]: You know if they may not get the 19th one if they keep shooting that many three-pointers So I'm gonna put their butt head down and drive to the basket once in a while, man Oh my god, some nights are great and some nights I want to shoot myself Yeah, it's it's gonna be more balanced

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[SPEAKER_00]: Yeah, it's got a lot of control, but they have a lot of talent, but they were missing their best player in the playoffs this year, so, you know, you guys have, I still have a bright future ahead.

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[SPEAKER_00]: So, thank you for being on the show, your talent and your accolades speak for themselves.

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[SPEAKER_00]: Can you give an introduction of all the things you've accomplished and continue to accomplish?

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[SPEAKER_01]: Well, I don't want to do a laundry list of my victories, and there's been a bunch of live 78 years and three weeks.

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[SPEAKER_01]: I turned 79.

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[SPEAKER_01]: I pinched myself.

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[SPEAKER_01]: I can't believe how grateful I am to have lasted as long.

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[SPEAKER_00]: Good for those who are listeners.

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[SPEAKER_01]: want to know is how I transition from one thing to the other and the variety of things I've done hopefully are inspiring to others.

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[SPEAKER_01]: So I started off this lifetime Rashad as a community organizer.

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[SPEAKER_01]: I did that seven years of my life morning noon and night.

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[SPEAKER_01]: then in a moment I found myself with a young family and not enough money coming into sustain us.

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[SPEAKER_01]: So I made a shift from community organizer and drum roll plays to tennis professional.

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[SPEAKER_01]: I had never hit a tennis ball before I made that reinvention and we'll go on to that in a moment.

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[SPEAKER_01]: From tennis pro I got unhappy.

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[SPEAKER_01]: I was top of the game academy, summer camp, champions all over the place But then I got bored and I have no tolerance for psychological or emotional pain.

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[SPEAKER_01]: So I

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[SPEAKER_01]: And I became a franchise developer after having hating Catch it.

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[SPEAKER_01]: Number one couldn't stand business.

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[SPEAKER_01]: Never read a business book in my life.

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[SPEAKER_01]: Would never buy entrepreneur success or fortune magazine at the airport.

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[SPEAKER_01]: I'm right over there with tennis magazines, Sports magazine, Sports Illustrated.

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[SPEAKER_01]: So I go from community organizer to tennis pro to franchise developer, and then I catch a break.

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[SPEAKER_01]: I find a body of work that I love that I'm going to share with everyone beautiful whole neural linguistic programming.

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[SPEAKER_01]: I read 11 pages in a book and I become

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[SPEAKER_01]: an NLP trainer and creates a $11.2 million worth of sales in that category.

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[SPEAKER_01]: Oh, good.

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[SPEAKER_01]: And at some point I decided, what am I consulting to other companies and increasing their sales efficiency for?

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[SPEAKER_01]: I must have developed my own sales team.

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[SPEAKER_01]: I'll get more money, more joy, touch more people, and create equity for my family.

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[SPEAKER_01]: So I took the body of work and built a team of 675,000 distributors in North America.

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[SPEAKER_01]: Creating 50 millionaires in the process of doing it.

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[SPEAKER_01]: And then again, I chapped out.

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[SPEAKER_01]: I said, you know what?

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[SPEAKER_01]: Enough of this already.

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[SPEAKER_01]: What do I do next?

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[SPEAKER_01]: And what I did next is what I'm going to go do after you and I finish.

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[SPEAKER_01]: I became a pickleball coach in the midst of this crazy thing called explosion of pickleball.

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[SPEAKER_01]: I now got two kids on the national tour sponsored by big sponsors that 13-year-old children that I'm teaching in there, going to be on TV soon.

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[SPEAKER_01]: So what I'm here to teach and help somebody out there, Rashad, is I want people to know three things.

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[SPEAKER_01]: Entrepreneurship and reinvention is not being in the right place at the right time.

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[SPEAKER_01]: It's not getting lucky.

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[SPEAKER_01]: There's no luck involved.

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[SPEAKER_01]: It's a skill.

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[SPEAKER_01]: There are things that you need to do to have the masterpiece that you really want called your life.

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[SPEAKER_01]: Yeah.

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[SPEAKER_01]: And I came up with as I wrote this book for eight over my shoulder shift the gift of reinvention.

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[SPEAKER_01]: I just wrote the book for my kids, so my great grandchildren when I'm in heaven would know the race sprinkled story, would know the George Nataf story.

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[SPEAKER_01]: And then as I wrote the bloody book, I realized, wait a minute, I could turn this into a teaching because there's some really predictable steps.

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[SPEAKER_01]: You've got to shift the way you look at yourself, shift the way you look at

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[SPEAKER_01]: opportunity, the way it's an action.

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[SPEAKER_01]: And man, once I saw those patterns, I said, you know what?

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[SPEAKER_01]: I think I should meet Rashad and talk to his friend.

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[SPEAKER_00]: Thank you, you know, and in somewhere in this universe, it's because, but you know what the thing is about it, it's funny you said that I had to shift my mindset in order to have you on my show because of year and a half ago,

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[SPEAKER_00]: a year ago, it's changed.

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[SPEAKER_00]: I wasn't taking those steps, right?

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[SPEAKER_00]: It was always like, I want to start a podcast.

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[SPEAKER_00]: Well, let me just watch this next next Netflix show and then hope that it happens, right?

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[SPEAKER_00]: There's no substitute for action.

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[SPEAKER_00]: You don't have to have all the answers, but you have to have a starting point.

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[SPEAKER_01]: You know, three principles emerged for shot.

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[SPEAKER_01]: Number one credentials are overrated and I'd like to explore that with you.

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[SPEAKER_01]: I saw that

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[SPEAKER_01]: Number two, there are no small moments.

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[SPEAKER_01]: And number three, it is never too late to shift.

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[SPEAKER_01]: Take a look at this old geezer here.

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[SPEAKER_01]: 78, and being on your show, you know what I'm doing?

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[SPEAKER_01]: I'm shifting again.

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[SPEAKER_01]: I'm creating a new program.

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[SPEAKER_01]: Again, I'm creating a training track.

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[SPEAKER_01]: Again, I've assembled a

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[SPEAKER_01]: small dedicated team at 78.

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[SPEAKER_01]: I have grand hope for the next 10 years during this information.

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[SPEAKER_01]: So, you know, it's I'd like to explore those three topics if we could.

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[SPEAKER_01]: Of course, that's what it shows for.

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[SPEAKER_00]: That's what the show is for, and you know, and I'm glad you're willing to share this information because I think it's important for people who are listening.

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[SPEAKER_01]: Yeah, let me talk about the first one credentials.

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[SPEAKER_01]: Now, I want to make it really clear.

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[SPEAKER_01]: I said three glorious daughters off to college because they wanted to go to college.

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[SPEAKER_01]: not because I cared because they cared and they did really well.

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[SPEAKER_01]: I've got a 54-year-old, a 37 and a 33-year-old daughter, and three grandsons, a brand new one.

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[SPEAKER_01]: He's only two months old, little baby Odin.

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[SPEAKER_01]: So I believe in education.

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[SPEAKER_01]: And certainly, Rashad, if you and I got hit in the head and we were being delivered to an emergency room for surgery, we would hope that the surgeon had credentialed.

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[SPEAKER_01]: Of course we would.

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[SPEAKER_01]: We'd pray to God.

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[SPEAKER_01]: So what I mean by credentials are overrated, this is a program for entrepreneurs.

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[SPEAKER_01]: This is a program for people who have a product or a service and idea that they want to bring to the world.

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[SPEAKER_01]: And what I typically get, what I'm teaching folks to make this beautiful reinvention is Jay, I think I need more information.

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[SPEAKER_01]: I think I got to get another degree.

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[SPEAKER_01]: I think I need to get permission to do this.

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[SPEAKER_01]: I can't give anyone any advice till I have something up on the wall, a degree or a plaque, or somebody tapping right.

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[SPEAKER_01]: No, that's not true.

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[SPEAKER_01]: It's not true.

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[SPEAKER_01]: So, what I like to do, Rashad, if it's okay with you, of course, is I like to tell a story to illustrate these points.

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[SPEAKER_01]: Of course.

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[SPEAKER_01]: So I want everyone to imagine.

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[SPEAKER_01]: I'm out on a tennis court and I am now bored out of my mind.

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[SPEAKER_01]: I've got pros working for me.

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[SPEAKER_01]: I'm making money on stringing and I'm making money on dresses.

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[SPEAKER_01]: I got a pro shop.

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[SPEAKER_01]: I've got a summer camp and I have clinics that are full and lessons.

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[SPEAKER_01]: I got waiting lists like crazy and I'm charging big money for everything and I'm a kid.

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[SPEAKER_01]: Do you understand I'm making major money?

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[SPEAKER_01]: But I'm out on that court.

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[SPEAKER_01]: Good morning.

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[SPEAKER_01]: Board out of my mind.

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[SPEAKER_01]: But I'm going to jay your a glorified construction worker.

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[SPEAKER_01]: You're hitting tennis balls eight to ten hours a day, six days a week.

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[SPEAKER_01]: And is this what God puts you on the platform?

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[SPEAKER_01]: And I'm having this conversation.

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[SPEAKER_01]: That's a nice court.

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[SPEAKER_01]: Okay.

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[SPEAKER_01]: You get it?

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[SPEAKER_01]: So now I gather up, I get this idea, and I want to share this.

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[SPEAKER_01]: This is a practical idea for our listeners.

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[SPEAKER_01]: I get this idea, how do I get out of this?

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[SPEAKER_01]: What are you talking about?

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[SPEAKER_01]: I don't have any family money.

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[SPEAKER_01]: I don't have a blue collar, kid.

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[SPEAKER_01]: My father's a teamster, delivers newspapers.

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[SPEAKER_01]: My mother sells ties over a counter at finally and spacement, and I don't have no inherited wealth.

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[SPEAKER_01]: I have no degrees in anything.

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[SPEAKER_01]: So I say to myself, I'm gonna,

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[SPEAKER_01]: Ask the five richest people I know whose children and wives I teach.

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[SPEAKER_01]: What I should do next.

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[SPEAKER_01]: I'm going to ask them to take a lunch with me.

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[SPEAKER_01]: Let me buy them lunch.

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[SPEAKER_01]: They could buy me a thousand times over this group.

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[SPEAKER_00]: But let me buy you lunch and I just want to ask you a question.

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[SPEAKER_01]: Now I'm going to brag a little bit because one of the people it didn't turn out to be fruitful, but it was lovely.

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[SPEAKER_01]: One of the people that I went among the five was Robert Kraft and Kraft as you know on the Patriots.

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[SPEAKER_01]: And I was teaching Bob, I was teaching his wife, Myra, God rest her soul, and I was teaching his boys.

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[SPEAKER_01]: Certainly the little boy who's now become depressive.

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[SPEAKER_01]: of the of the Patriots.

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[SPEAKER_01]: He was in my tiny tots for to six year old program with Kevin McKellson and John Havaltrixson.

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[SPEAKER_00]: That was my tiny talk program back in the day.

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[SPEAKER_01]: Wow!

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[SPEAKER_01]: So I go to these rich people and I say who am I?

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[SPEAKER_01]: What do I do next?

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[SPEAKER_01]: If you're me, if I'm your son, what are you telling me?

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[SPEAKER_01]: You've watched me for seven years in action.

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[SPEAKER_01]: Tell me what I do next.

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[SPEAKER_01]: Every one of them, Rashad said, Jay, you need to sell something.

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[SPEAKER_01]: And you need to sell something big.

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[SPEAKER_01]: Because with your ego, you can't sell pencils.

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[SPEAKER_01]: You've got to sell high-concept things.

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[SPEAKER_01]: And a big commission.

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[SPEAKER_01]: And so I was thrilled to hear that by didn't know how to do that, but I had a whole thank you.

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[SPEAKER_01]: Orton person in franchise development, I'm gonna get a meeting with you and George because number one, you're gonna love one another.

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[SPEAKER_01]: And number two, I think you fit in what George is doing.

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[SPEAKER_01]: Wow, okay, what do you mean by that?

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[SPEAKER_01]: He said, well, he sells quarter of a million dollar franchises by putting ads in the Wall Street Journal sectionals, taking space in very beautiful hotels.

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[SPEAKER_01]: So if you're in New York, you're gonna be in the plaza.

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[SPEAKER_01]: If you're in San Francisco, you're gonna be at the Fairmont Hotel, a knob hill.

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[SPEAKER_01]: If you're in Chicago, you're gonna be at the high-end Regency Downtown, blah, blah, blah.

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[SPEAKER_01]: He puts men and women in front of qualified audiences.

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[SPEAKER_01]: They give a 45 to 60 minutes speech.

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[SPEAKER_01]: And out of that, he sells quarter of a million dollar franchises.

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[SPEAKER_01]: I think you might be a fit.

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[SPEAKER_01]: So I can, okay, great.

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[SPEAKER_01]: Now I want everyone to know this.

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[SPEAKER_01]: I'm going to take my time so that everyone gets a lesson out of this.

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[SPEAKER_01]: On that day that I'm going or the day's proceeding, the meeting with George Nanniff, I start to try to prepare.

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[SPEAKER_01]: I can't learn business and franchising in 48 hours.

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[SPEAKER_01]: I don't actually, so what can I do?

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[SPEAKER_01]: I went and bought my first blue suit.

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[SPEAKER_01]: Do you understand?

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[SPEAKER_01]: I go to Simon and Sons and Koppley Square and downtown Boston and I buy a power blue suit.

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[SPEAKER_01]: I didn't know, I don't know what possessed me because I had, I went to a filene spaceman and bought a Mark Cross briefcase.

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[SPEAKER_01]: The briefcase costs more than the suit.

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[SPEAKER_01]: I never used that briefcase.

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[SPEAKER_01]: One day in my life.

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[SPEAKER_01]: Do you understand, I never even opened that briefcase.

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[SPEAKER_01]: But I wanted to look for the park.

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[SPEAKER_00]: Yeah, I wanted to have, I wanted to look for the park.

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[SPEAKER_00]: If I saw see the part, I wanted to at least look the part.

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[SPEAKER_01]: On the day I'm meeting with George, I walk into his office and I was scared out of my mind.

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[SPEAKER_01]: I want everyone to understand just like you, you pinch me, I go out.

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[SPEAKER_01]: I walk into this massive office.

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[SPEAKER_01]: Bigger than the space I was living in, his office.

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[SPEAKER_01]: he's way held down the end of the way there behind this monstrously large desk and I go whoa anyone with an office this big and a desk that big has a major set of we used to say in our neighborhood

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[SPEAKER_01]: Well, this guy must be fooled.

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[SPEAKER_01]: I mean his reputation proceeds him and I looked at his space Yeah, I walked in front of him.

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[SPEAKER_01]: I sit down and he says I hear such wonderful things about you from Mark Roberts He tells me you're a talent and there may be a fit here And I say, why agree?

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[SPEAKER_01]: He says so what's begin the conventional way Jay?

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[SPEAKER_01]: Can I see your resume?

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[SPEAKER_01]: And I said, George, I don't have a resume

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[SPEAKER_01]: see, oh, you mean you didn't bring it.

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[SPEAKER_01]: I said, no, no, I don't have a resume.

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[SPEAKER_01]: He said, oh, that's interesting.

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[SPEAKER_01]: He came to an interview without a resume.

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[SPEAKER_01]: Well, then talk to me through your business background.

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[SPEAKER_01]: And I said, George, I have no business background.

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[SPEAKER_01]: In fact, I don't like business.

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[SPEAKER_01]: I don't know anything about business or franchising, but I'm prepared.

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[SPEAKER_01]: He said, prepare to do what?

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[SPEAKER_01]: I said, I hear you put people in fancy hotel rooms to sell big things by giving a speech.

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[SPEAKER_01]: Is that true, Mr. Nanna?

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[SPEAKER_01]: He says yes.

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[SPEAKER_01]: I said, then put me on the team.

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[SPEAKER_01]: The best stand-up speaker you ever met.

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[SPEAKER_01]: It doesn't matter what the content is.

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[SPEAKER_01]: I'll learn that.

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[SPEAKER_01]: But at the end of the day, if you want someone to stand up in front of 50 to 100 people,

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[SPEAKER_01]: and get them to do what you want them to do um your man.

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[SPEAKER_01]: Beautiful.

14:53.608 --> 14:59.233
[SPEAKER_01]: So he smiles and he and I know he's thinking and in that moment I said but I can prove it.

14:59.634 --> 15:00.695
[SPEAKER_01]: Don't take my word for it.

15:00.975 --> 15:05.399
[SPEAKER_01]: I don't have to bring my mother in and have her tell you how pretty I am and how smart I am.

15:05.639 --> 15:08.220
[SPEAKER_01]: I can do this all on my own.

15:08.381 --> 15:09.581
[SPEAKER_01]: I'll tell you how I'm going to do it.

15:09.941 --> 15:11.342
[SPEAKER_01]: Is that your brochure over there?

15:11.362 --> 15:12.463
[SPEAKER_01]: And it was a trifle.

15:12.543 --> 15:14.784
[SPEAKER_01]: Those old three trifle brochures.

15:15.144 --> 15:18.105
[SPEAKER_01]: Is that, does that describe your franchise offerings?

15:18.226 --> 15:22.428
[SPEAKER_01]: He said, yes, I said, I'm going to take that brochure and I'm going to go into the lobby.

15:22.868 --> 15:24.429
[SPEAKER_01]: Give me 15 minutes.

15:24.829 --> 15:30.492
[SPEAKER_01]: I'm going to study the brochure and then I'm going to come back in here and give a presentation.

15:30.912 --> 15:34.994
[SPEAKER_01]: put all of your sales, beasts, and animals in the room.

15:35.154 --> 15:41.436
[SPEAKER_01]: The people I'll be competing with, put your managers or executives, and if you have any part, just bring them all in the room.

15:41.776 --> 15:41.957
[SPEAKER_00]: Right.

15:42.037 --> 15:46.518
[SPEAKER_01]: And in 15 minutes, you'll either throw me out or you'll put me on the team.

15:46.879 --> 15:47.539
[SPEAKER_01]: Yes, you're a story.

15:47.879 --> 15:48.139
[SPEAKER_01]: Right.

15:48.279 --> 15:50.520
[SPEAKER_01]: So he says, kid, you go, go, go, go.

15:50.860 --> 15:54.362
[SPEAKER_01]: I wouldn't be telling the story if I didn't have a happy ending, Risha.

15:55.562 --> 16:00.165
[SPEAKER_00]: Like the same man like y'all man, you said this up, you know, there's supposed there's got to be a fitting conclusion this one now.

16:00.245 --> 16:04.608
[SPEAKER_01]: So I come in and I give a eight to ten minute presentation.

16:04.948 --> 16:07.470
[SPEAKER_01]: Everyone needs to know this because this is instructional.

16:08.290 --> 16:15.535
[SPEAKER_01]: I knew the moment I walked in the room that all the sales veterans thought I was an upstart.

16:15.875 --> 16:18.177
[SPEAKER_01]: What in God's name was I doing here?

16:18.517 --> 16:19.678
[SPEAKER_01]: They wanted to shoot me.

16:19.718 --> 16:20.178
[SPEAKER_01]: Do you understand?

16:20.198 --> 16:21.038
[SPEAKER_01]: They wanted to beat me.

16:21.219 --> 16:22.239
[SPEAKER_01]: The people with the credentials.

16:22.479 --> 16:23.100
[SPEAKER_01]: There they are.

16:23.780 --> 16:25.061
[SPEAKER_01]: I deleted them.

16:25.241 --> 16:25.962
[SPEAKER_01]: I teach this.

16:26.382 --> 16:27.223
[SPEAKER_01]: I deleted them.

16:27.383 --> 16:28.424
[SPEAKER_01]: They're what they were gone.

16:28.784 --> 16:31.766
[SPEAKER_01]: I had an audience of one George Manet.

16:32.287 --> 16:33.768
[SPEAKER_01]: I'm dancing.

16:33.948 --> 16:34.869
[SPEAKER_01]: I'm grooving.

16:34.949 --> 16:37.070
[SPEAKER_01]: I'm firing off spatial anchors.

16:37.171 --> 16:40.533
[SPEAKER_01]: I've got little stories that I developed.

16:40.573 --> 16:41.814
[SPEAKER_01]: I'm doing my thing.

16:42.174 --> 16:44.937
[SPEAKER_01]: When it's over, George throws them out of the room.

16:44.977 --> 16:45.597
[SPEAKER_01]: He says, get out.

16:45.877 --> 16:46.598
[SPEAKER_01]: All of you out.

16:46.658 --> 16:47.398
[SPEAKER_01]: Chase, come here.

16:47.619 --> 16:48.039
[SPEAKER_01]: Sit down.

16:48.439 --> 16:49.160
[SPEAKER_01]: You guys get out.

16:49.480 --> 16:51.981
[SPEAKER_01]: He said, kid, you didn't say one thing right.

16:52.041 --> 16:54.102
[SPEAKER_01]: There wasn't one accurate detail.

16:54.703 --> 17:00.405
[SPEAKER_01]: It was the weirdest presentation I've ever heard, but it was the best speech I've ever heard.

17:00.605 --> 17:02.566
[SPEAKER_01]: I can teach you the details.

17:02.986 --> 17:10.810
[SPEAKER_01]: We can smooth you out content, won't be an issue, but I want you and front of my audience this is all over the United States.

17:10.830 --> 17:11.651
[SPEAKER_01]: You're on the team.

17:12.051 --> 17:12.611
[SPEAKER_01]: Beautiful.

17:12.991 --> 17:14.292
[SPEAKER_01]: I had no credentials.

17:14.652 --> 17:16.393
[SPEAKER_01]: I didn't need to wait for permission.

17:16.813 --> 17:23.297
[SPEAKER_01]: Nobody who's listening to us, no one who joins what I'm doing, I'm creating an online course for a shot we talked about it.

17:23.558 --> 17:25.739
[SPEAKER_01]: I'm not ready yet in the next two, three weeks.

17:26.019 --> 17:34.285
[SPEAKER_01]: Probably by the time you publish this, they'll be able to go to the shift to the shift project dot academy and take a look at the course.

17:34.625 --> 17:36.686
[SPEAKER_01]: But at the end of the day, here's what I'm telling you.

17:36.707 --> 17:39.348
[SPEAKER_01]: If you're waiting for permission, oh my god, I've never come.

17:39.668 --> 17:41.450
[SPEAKER_01]: Oh my god, I mean, what do you think?

17:42.050 --> 18:01.549
[SPEAKER_00]: Listen, you know, that is music to my ears and to my heart because the idea that there is the perfect time or that you need to wait, it doesn't exist and then you take it a step further, particularly in this digital era that we live in, you really don't have to wait, you know, like if you say for instance,

18:01.809 --> 18:02.009
[SPEAKER_00]: right?

18:02.309 --> 18:05.691
[SPEAKER_00]: You can sing in your bedroom, the bathroom, the closet, your car, right?

18:05.771 --> 18:07.392
[SPEAKER_00]: And you could put your material out there.

18:07.432 --> 18:08.673
[SPEAKER_00]: You don't have to stand in front.

18:08.693 --> 18:12.035
[SPEAKER_00]: And I'm not knocking the people that are the talent gatekeepers.

18:12.355 --> 18:18.499
[SPEAKER_00]: But you could put your music out yourself, cultivate your own audience, and then get leverage to get a better deal, right?

18:18.839 --> 18:20.980
[SPEAKER_00]: So, I have a podcast.

18:21.120 --> 18:26.363
[SPEAKER_00]: I was like, if I waited for somebody to, you know, hey, I do, do you have radio experience to you have TV?

18:26.663 --> 18:30.325
[SPEAKER_00]: You're like, no, no, are you under 20 because we want to be able to have you

18:31.607 --> 18:33.708
[SPEAKER_00]: Like, no, I don't, but you know what?

18:33.828 --> 18:36.669
[SPEAKER_00]: To hell with it, I'm gonna do it on my own out of my house and see what happens.

18:36.849 --> 18:42.751
[SPEAKER_00]: And then, you know, 200 episodes later I've trip to LA at the National Social Media Awards, I kind of did something, right?

18:43.111 --> 18:44.032
[SPEAKER_00]: You know?

18:44.312 --> 18:44.972
[SPEAKER_00]: You hear that?

18:45.032 --> 18:45.852
[SPEAKER_00]: Because I didn't wait.

18:46.112 --> 18:47.793
[SPEAKER_00]: Don't like, do not wait.

18:47.933 --> 18:48.973
[SPEAKER_00]: It's not happening.

18:49.334 --> 18:51.134
[SPEAKER_00]: And you don't need to tap somebody on the shoulder.

18:51.234 --> 18:52.775
[SPEAKER_00]: And people who make decisions

18:53.155 --> 18:57.521
[SPEAKER_00]: Well, if you ever get in front of them are going to be like, why didn't, why did you wait?

18:57.941 --> 19:04.369
[SPEAKER_00]: What was your, like, you can't come to those people who actually can make decisions and impacts on your lives and say you were waiting for the perfect time.

19:04.510 --> 19:06.532
[SPEAKER_01]: Man, respect, man, respect, thank you.

19:06.572 --> 19:10.597
[SPEAKER_01]: I'm going to go into my second pattern that I see if it's okay with you or shot.

19:10.738 --> 19:11.058
[SPEAKER_01]: Of course.

19:11.358 --> 19:33.472
[SPEAKER_01]: And that is there are no small moments there are only moments that you miss the signs of course And and you and I know this is a game of patience on the day you get your first podcast You didn't know what the 50th would look like you didn't know you get to a hundred god Of course, I mean you certainly didn't know you get to 200 that was moment.

19:33.812 --> 19:35.533
[SPEAKER_01]: I'm saying the following

19:35.913 --> 19:50.367
[SPEAKER_01]: get busy, get active, get out of the living room, get off the bark and lounge or get into activity because sometimes in my long life I have taken a bad gig to get a good gig.

19:51.248 --> 19:52.569
[SPEAKER_01]: because I said, you know what?

19:52.890 --> 20:01.257
[SPEAKER_01]: It ain't what I really want, but at the end of the day, if I'm out among people, maybe I'll discover something with that question.

20:01.478 --> 20:03.640
[SPEAKER_01]: So we're going to dive into story telling time.

20:03.660 --> 20:05.041
[SPEAKER_01]: I think you'll like this one, Michelle.

20:05.061 --> 20:05.381
[SPEAKER_01]: Yeah, wait.

20:05.662 --> 20:06.082
[SPEAKER_01]: Yeah, wait.

20:06.262 --> 20:08.825
[SPEAKER_01]: Believe it or not, I left George

20:11.607 --> 20:27.112
[SPEAKER_01]: I walked into his office, I had rehearsed the whole night before I was second by the idea that someone who would have been so kind to me and given me that step-up that I was leaving him to compete with him, creating a French-nice development company.

20:27.812 --> 20:34.054
[SPEAKER_01]: And I was scared a little bit as I walked into the room because I don't like delivering that information, like the Aldo, I mean, of course.

20:34.454 --> 20:34.854
[SPEAKER_00]: Of course.

20:35.054 --> 20:40.377
[SPEAKER_01]: And the second I opened up the door, he looked up from way down the end that he said, I know what you're going to say.

20:40.397 --> 20:41.718
[SPEAKER_01]: Oh, it's not really.

20:42.138 --> 20:43.199
[SPEAKER_01]: He said, come sit down.

20:43.619 --> 20:46.621
[SPEAKER_01]: He said, you're going to tell me that you're leaving today.

20:46.641 --> 20:52.004
[SPEAKER_01]: You're going to work with me, that you're going to work with Mark Roberts who lent you to me.

20:52.384 --> 20:56.466
[SPEAKER_01]: And the two of you boobs are going to create your own franchise development company.

20:56.826 --> 20:58.067
[SPEAKER_01]: Is that what you about to say?

20:58.687 --> 21:04.890
[SPEAKER_01]: And I said, oh, George, yes, that's a little bit about to say he said, okay, kid, couple things you need to know.

21:05.250 --> 21:06.851
[SPEAKER_01]: Number one from the day, I met you.

21:06.911 --> 21:09.832
[SPEAKER_01]: I knew I was renting and leasing not owning.

21:10.072 --> 21:14.194
[SPEAKER_01]: Damn, a talent like you, I know you're going to move.

21:14.414 --> 21:15.635
[SPEAKER_00]: That's probably less you.

21:15.875 --> 21:16.235
[SPEAKER_00]: That's fine.

21:16.255 --> 21:19.837
[SPEAKER_01]: The second thing you need to know is Uncle George is always here.

21:19.997 --> 21:23.158
[SPEAKER_01]: I'm grateful for what you gave me for a whole year.

21:23.458 --> 21:24.198
[SPEAKER_01]: That's amazing.

21:24.878 --> 21:36.643
[SPEAKER_01]: And I'm not saying this is going to happen kid, but if you stumble in your new venture, if you fall down and cut your knee, the light is always on here, you can always come home.

21:37.103 --> 21:44.528
[SPEAKER_01]: They'll always be something for you to do with me because you proved yourself in action, not just work.

21:44.808 --> 21:46.309
[SPEAKER_00]: That's a nice topic, remember.

21:46.430 --> 21:49.512
[SPEAKER_01]: And just so I'm due, just completely, just lovely.

21:49.612 --> 21:50.693
[SPEAKER_01]: And I have done that.

21:50.873 --> 21:54.295
[SPEAKER_01]: I've built a lot of businesses pursuant to that moment.

21:54.735 --> 21:59.539
[SPEAKER_01]: And there are many times where people leave me that I've given the same exact speech.

21:59.819 --> 22:00.419
[SPEAKER_01]: You're the same it.

22:00.700 --> 22:02.521
[SPEAKER_01]: So God bless your Jesus in heaven now.

22:02.861 --> 22:04.002
[SPEAKER_01]: Now here's what happens.

22:04.242 --> 22:10.246
[SPEAKER_01]: Mark and I go into business, we develop a franchise development company and we are terrible.

22:10.767 --> 22:11.147
[SPEAKER_01]: Oh, no.

22:12.388 --> 22:12.968
[SPEAKER_01]: Oh, no.

22:13.469 --> 22:14.649
[SPEAKER_01]: They're not making any money.

22:15.190 --> 22:18.552
[SPEAKER_01]: We gather up these little dinky accounts in the New England area.

22:18.572 --> 22:19.913
[SPEAKER_01]: I'm still back in Boston.

22:20.253 --> 22:21.955
[SPEAKER_01]: And we are bleeding.

22:22.315 --> 22:23.876
[SPEAKER_01]: Well, we're not in the black.

22:23.916 --> 22:24.937
[SPEAKER_01]: We're in the red.

22:25.117 --> 22:27.939
[SPEAKER_01]: He's wealthy, so it doesn't matter that much to him.

22:28.159 --> 22:29.900
[SPEAKER_01]: You're like fucking from humans.

22:29.960 --> 22:32.562
[SPEAKER_01]: I'm taking all the money that I made with shorts

22:34.183 --> 22:38.707
[SPEAKER_01]: and I'm throwing it into this little franchise development company and we're suffering a bit.

22:38.928 --> 22:48.637
[SPEAKER_01]: Mark says to me, Jay, I'm going to have a little cocktail party over at my phenomenally beautiful home on 171 heat street in Brookline, Massachusetts.

22:48.937 --> 22:50.859
[SPEAKER_01]: And address I can't even go by.

22:50.879 --> 22:51.519
[SPEAKER_01]: Do you understand?

22:51.800 --> 22:57.845
[SPEAKER_01]: It's a place I would never, I mean, the table we ate on was like a hundred thousand dollars worth of

22:59.787 --> 23:02.268
[SPEAKER_01]: So anyway, so I don't want to go to that meeting.

23:02.628 --> 23:06.410
[SPEAKER_01]: I'm going to share with everyone something that maybe they'll find fascinating.

23:06.670 --> 23:09.731
[SPEAKER_01]: You guys think that I'm interesting, I hope, and pray.

23:09.792 --> 23:11.312
[SPEAKER_01]: You are absolutely fascinating.

23:11.452 --> 23:12.173
[SPEAKER_01]: Skills.

23:12.753 --> 23:16.334
[SPEAKER_01]: You don't, but I don't like to be around people that much.

23:16.495 --> 23:18.555
[SPEAKER_01]: I'm so selectively gregarious.

23:18.896 --> 23:22.137
[SPEAKER_01]: I'm a very private, very introverted individual.

23:22.517 --> 23:25.258
[SPEAKER_01]: I'd rather be reading a sports book.

23:29.157 --> 23:31.019
[SPEAKER_01]: Yeah, then being among people.

23:31.119 --> 23:40.469
[SPEAKER_01]: So when I get going I have to engage as the turn of switch on and say do it right when I get this mean when I get this invitation to this dinner party I don't want to go.

23:40.489 --> 23:48.958
[SPEAKER_01]: I look referred to just hang out in a t-shirt a pair of shorts in front of the Boston Celtics the Red Sox with hatred or no matter

23:49.318 --> 23:51.359
[SPEAKER_01]: I don't want to go into this fancy party.

23:51.379 --> 23:55.540
[SPEAKER_01]: This is not my bag, but I realized number one, I got to go do something.

23:55.560 --> 23:56.480
[SPEAKER_01]: That's my principle.

23:56.881 --> 24:00.822
[SPEAKER_01]: So I go to the party and my major thought is maybe I'll meet someone.

24:00.882 --> 24:01.682
[SPEAKER_01]: I mean, who knows?

24:01.722 --> 24:03.843
[SPEAKER_01]: Of course, the guy next to me.

24:03.923 --> 24:08.644
[SPEAKER_01]: Now, I'm so old that no one in our audience will probably know this name.

24:08.924 --> 24:09.225
[SPEAKER_01]: Okay.

24:09.245 --> 24:11.545
[SPEAKER_01]: But the guy next to me, not because we

24:17.047 --> 24:22.250
[SPEAKER_01]: In 1981, there were only three pieces of micro-computer software.

24:22.870 --> 24:26.072
[SPEAKER_01]: The big blue hadn't entered micro-computers.

24:26.112 --> 24:28.653
[SPEAKER_01]: It wasn't an IBM computer in the space.

24:29.014 --> 24:37.979
[SPEAKER_01]: Atari's, Trash 80's, Commodore 64's, and Apple II's, on five and a quarter-inch CPM operating system disks.

24:38.319 --> 24:40.400
[SPEAKER_01]: And there were only three pieces of software.

24:40.620 --> 24:42.061
[SPEAKER_01]: Remember, I don't know anything about this.

24:42.101 --> 24:43.522
[SPEAKER_01]: I'm at this cocktail party.

24:46.483 --> 24:50.266
[SPEAKER_01]: I turn to him and I do what everybody needs to do.

24:50.466 --> 24:52.547
[SPEAKER_01]: Listen, everyone, please listen, please.

24:52.948 --> 24:55.930
[SPEAKER_01]: I turn to him, I'm not going to tell him my story.

24:56.570 --> 24:59.132
[SPEAKER_01]: I turn to him and I say, how are you?

24:59.152 --> 25:00.793
[SPEAKER_01]: I'm Jay Sargent, who are you?

25:00.833 --> 25:01.013
[SPEAKER_01]: Yes.

25:01.053 --> 25:03.255
[SPEAKER_01]: You're a Michigan for wonderful, great to meet you.

25:03.615 --> 25:05.035
[SPEAKER_01]: What do you do in this life?

25:05.315 --> 25:06.256
[SPEAKER_01]: Absolutely.

25:06.516 --> 25:16.698
[SPEAKER_01]: He says to me, Jay, I developed something called Visiplot, which turned into Visicalk, and we've just introduced it in the last year, is Lotus 1-2-3.

25:16.898 --> 25:19.559
[SPEAKER_01]: It's a micro-computer software program.

25:20.079 --> 25:25.960
[SPEAKER_01]: At that moment in time, there's only the beginning of Microsoft Word in Word Processing.

25:26.320 --> 25:26.520
[SPEAKER_00]: Yeah.

25:26.600 --> 25:27.340
[SPEAKER_01]: There's a thing now.

25:27.360 --> 25:35.604
[SPEAKER_01]: Everyone, please, if you're taking notes or the writing along the free way, we know this, the second player in the category is Ashton Tate.

25:35.664 --> 25:39.746
[SPEAKER_01]: They've got, I think, called D-Base2, a database management program.

25:40.166 --> 25:43.108
[SPEAKER_01]: And then there's Mitch K. Poor with 1, 2, 3.

25:43.148 --> 25:43.928
[SPEAKER_01]: Lotus 1, 2, 3.

25:44.308 --> 25:52.612
[SPEAKER_01]: I am sitting next to a Titan, a giant in a emerging wave industry that I know nothing about.

25:52.872 --> 25:53.252
[SPEAKER_01]: Nothing.

25:53.653 --> 25:54.193
[SPEAKER_01]: It's 1981.

25:54.253 --> 25:56.874
[SPEAKER_01]: I get him to describe it.

25:57.234 --> 26:00.436
[SPEAKER_01]: I go into, oh, you know, oh my god, oh my god.

26:00.816 --> 26:02.498
[SPEAKER_01]: Wow, this is so exciting.

26:03.479 --> 26:06.661
[SPEAKER_01]: So then, now here comes the moment, here comes my moment.

26:07.222 --> 26:09.144
[SPEAKER_01]: Everyone's got to memorize this moment.

26:09.504 --> 26:16.170
[SPEAKER_01]: When he has talked for 25 minutes and given me his entire life story and his game plan,

26:18.023 --> 26:23.371
[SPEAKER_01]: I say, he finally love reciprocity, chill, Vinny, influence, and great book.

26:23.712 --> 26:25.755
[SPEAKER_01]: The love reciprocity always works.

26:25.915 --> 26:32.585
[SPEAKER_01]: Once he's gone for 25 minutes of me interviewing him, he then gets apologetic and he says, well, I've been so rude.

26:32.965 --> 26:34.306
[SPEAKER_01]: What do you do, Mr.

26:34.367 --> 26:34.807
[SPEAKER_01]: Sergeant?

26:35.147 --> 26:39.692
[SPEAKER_01]: And I then said, and this is a choice, not a chance, a choice.

26:39.932 --> 26:45.578
[SPEAKER_01]: I said, I own one of the most powerful franchise development companies in the world today.

26:45.938 --> 26:51.404
[SPEAKER_01]: We specialize in taking early concepts and turning them into market leaders.

26:51.764 --> 27:05.539
[SPEAKER_01]: what would you do if you were me with that company in your space and he says no very simple there are now 2,000 computer lands selling $5,000 boxes and no software.

27:06.039 --> 27:14.228
[SPEAKER_01]: I develop a software retail chain and put it across the street from a computer land it will go bonkers.

27:14.468 --> 27:20.373
[SPEAKER_01]: Damn, damn, damn, damn, so now I go, are there any of these that exist?

27:20.713 --> 27:27.699
[SPEAKER_01]: He says to the best of my knowledge since we sell software, there are only four work currently selling software too.

27:28.059 --> 27:32.903
[SPEAKER_01]: Once in Boston, once in Washington DC, once in Chicago, and once in LA.

27:33.243 --> 27:33.483
[SPEAKER_00]: Yeah.

27:33.783 --> 27:41.386
[SPEAKER_01]: The next morning, without permission from Mr. Roberts, Mr. fancy pants wealthy because he was wicked conservative, right?

27:41.666 --> 27:51.810
[SPEAKER_01]: I decide to take the last money I have in the world and buy tickets to go across the United States and cold call on these locations.

27:51.930 --> 27:53.851
[SPEAKER_01]: That's based on, are you going to get it?

27:54.111 --> 27:56.832
[SPEAKER_01]: Yeah, I go to the Boston one, it sucks.

27:57.192 --> 27:59.013
[SPEAKER_01]: I go to the Washington DC one.

27:59.053 --> 27:59.593
[SPEAKER_01]: It's worse.

27:59.833 --> 28:01.494
[SPEAKER_01]: I go to the Chicago one.

28:01.634 --> 28:02.514
[SPEAKER_01]: It's got cricket.

28:02.614 --> 28:03.575
[SPEAKER_01]: There's no movement.

28:03.595 --> 28:04.915
[SPEAKER_01]: There's no merchandise.

28:05.155 --> 28:06.296
[SPEAKER_01]: There's nothing going on.

28:06.576 --> 28:08.957
[SPEAKER_01]: I'm getting a little discouraged on a Saturday.

28:09.157 --> 28:11.058
[SPEAKER_01]: I finally arrived in Los Angeles.

28:11.098 --> 28:13.079
[SPEAKER_01]: I take a cab to Pickle Boulevard.

28:13.139 --> 28:19.241
[SPEAKER_01]: And I see software center international on Pickle Boulevard and the west side of Los Angeles.

28:19.581 --> 28:20.722
[SPEAKER_01]: I walk into the store.

28:20.762 --> 28:22.703
[SPEAKER_01]: Now remember, it's not blooming deals.

28:22.803 --> 28:24.263
[SPEAKER_01]: It's not a merchandising.

28:25.684 --> 28:34.758
[SPEAKER_01]: card tables with the four different computers on the card tables, allowing people to play with the little bit of software.

28:34.959 --> 28:39.286
[SPEAKER_01]: Back in the day, we thought, Pong, boom, I remember that, I remember that.

28:40.682 --> 28:41.383
[SPEAKER_01]: I remember it.

28:41.723 --> 28:42.784
[SPEAKER_01]: Yeah, it was thrilling.

28:42.944 --> 28:43.464
[SPEAKER_01]: Yeah.

28:44.505 --> 28:46.906
[SPEAKER_01]: So I walk in and here's the difference.

28:47.266 --> 28:52.149
[SPEAKER_01]: There are 50 to 75 people in the store Oh, Saturday afternoon.

28:52.369 --> 28:54.330
[SPEAKER_01]: And then they weren't normal people like you and me.

28:54.590 --> 28:57.052
[SPEAKER_01]: They were Caltech Copterheads.

28:57.372 --> 29:00.413
[SPEAKER_01]: The kind of early adopters that made their own computers.

29:00.533 --> 29:01.094
[SPEAKER_01]: Exactly.

29:01.774 --> 29:04.595
[SPEAKER_01]: energy in the room that was spectacular.

29:04.955 --> 29:07.816
[SPEAKER_01]: I go over to the guy behind the counter.

29:07.917 --> 29:10.598
[SPEAKER_01]: He looks like a skateboarder to me.

29:10.618 --> 29:11.758
[SPEAKER_01]: He looks like a surfer.

29:12.018 --> 29:19.261
[SPEAKER_01]: He's a gorgeous boy with blonde hair and blue eyes behind the counter and I go over to him and I say, I'm Jay Sargent.

29:19.301 --> 29:20.842
[SPEAKER_01]: I'm a franchise developer.

29:20.882 --> 29:21.702
[SPEAKER_01]: I'm a kingmaker.

29:22.022 --> 29:27.164
[SPEAKER_01]: I'm looking to take one of these software retail stores and make them the name brand.

29:27.664 --> 29:29.304
[SPEAKER_01]: I like what I see here.

29:29.704 --> 29:31.565
[SPEAKER_01]: I need to get to an owner.

29:31.965 --> 29:32.725
[SPEAKER_01]: Can you help me?

29:32.945 --> 29:34.126
[SPEAKER_01]: He says, well, I'm an owner.

29:34.306 --> 29:35.786
[SPEAKER_01]: Hey, that's a good spot here.

29:35.806 --> 29:37.847
[SPEAKER_01]: He says, oh, and I go, oh, really?

29:38.267 --> 29:39.667
[SPEAKER_01]: Are you a decision maker?

29:39.887 --> 29:41.868
[SPEAKER_01]: He said, oh, no, I'm just on a little piece.

29:42.868 --> 29:46.589
[SPEAKER_01]: Who is the decision maker now here drum roll this is a big moment.

29:46.929 --> 29:47.509
[SPEAKER_01]: I'm right here.

29:47.769 --> 29:48.530
[SPEAKER_01]: George Tane.

29:48.770 --> 29:49.150
[SPEAKER_01]: Wow.

29:49.350 --> 29:50.330
[SPEAKER_01]: You heard that name.

29:50.810 --> 29:55.311
[SPEAKER_01]: Ash didn't take one of the three developers of the only software in the industry.

29:55.731 --> 29:59.872
[SPEAKER_01]: The legendary Ash didn't take of debase to fame.

29:59.932 --> 30:06.054
[SPEAKER_01]: George Tane himself owns this little 1500 square foot retail location.

30:07.685 --> 30:13.709
[SPEAKER_01]: Oh, I am excited to be on believe I get the address from the kit is a Saturday afternoon.

30:14.109 --> 30:17.671
[SPEAKER_01]: I take another cab and as we're going, this is funny moments.

30:18.272 --> 30:27.698
[SPEAKER_01]: As we're going for me to meet George Tate, the great George Tate for the first time, I think I'm going to go to Bel Air to the house next to Magic Johnson.

30:27.738 --> 30:28.298
[SPEAKER_01]: Do you understand?

30:31.480 --> 30:32.601
[SPEAKER_01]: Yeah, yeah.

30:32.641 --> 30:37.223
[SPEAKER_01]: We're not going to San Vicente or Bel Air or any of those properties.

30:37.583 --> 30:44.167
[SPEAKER_01]: We're going towards the ocean and I realize I keep asking the captain, are you sure we're going to this address?

30:44.507 --> 30:45.788
[SPEAKER_01]: He says, yeah, this is the address.

30:46.068 --> 30:52.871
[SPEAKER_01]: When we get there, it's Venice, California, a long time ago, not the trendy section of Venice even back then.

30:53.191 --> 30:55.973
[SPEAKER_01]: A junkie section of Venice, California.

30:56.293 --> 31:01.996
[SPEAKER_01]: We get in front of an apartment house with one of those little tacky swimming pools concrete steps.

31:02.396 --> 31:07.379
[SPEAKER_01]: I walk up to a second floor to a screen door to a screen door.

31:07.399 --> 31:09.100
[SPEAKER_01]: I know I want a screen door.

31:09.440 --> 31:12.202
[SPEAKER_01]: I can't believe this is where George Taylor is what it is.

31:12.702 --> 31:29.370
[SPEAKER_01]: Yeah, he comes out and you got to have the visual because remember I'm thinking bell there and I'm not in bell there and I'm thinking tall, dark and handsome, pre-fossessing the guy who comes to the door has a cigarette hanging from the side of his mouth He's naked from the waist stop.

31:29.390 --> 31:37.994
[SPEAKER_01]: He's wearing no shirt with this hideous belly, and he's got those gym shorts that we used to run in in the 70s He's a basketball, he's looking like a basketball

31:41.035 --> 31:41.616
[SPEAKER_01]: You got it.

31:41.996 --> 31:42.437
[SPEAKER_01]: You got it.

31:42.737 --> 31:43.838
[SPEAKER_01]: I've said it in a going.

31:44.018 --> 31:49.783
[SPEAKER_01]: I'm looking for George Tatee says I'm George Tatee and went, well, I am the kingmaker.

31:49.823 --> 31:52.385
[SPEAKER_01]: So I gave him, he advice me in one hour later.

31:55.332 --> 32:06.459
[SPEAKER_01]: One hour later, on a yellow pad of paper, we sign a contract, and I gained the exclusive rights to develop software center, international, as a franchise.

32:06.780 --> 32:09.561
[SPEAKER_01]: Now, I got to be candid, and I got to be really be accurate here.

32:09.802 --> 32:23.510
[SPEAKER_01]: I wasn't at that point in my life, the guy who would go get the documents, they would have the lawyer, they would get the operating manuals and procedures, and the FTC disclosure law, governed front.

32:25.291 --> 32:33.176
[SPEAKER_01]: Somebody had a package, and they were already packaged by someone, but they was sitting there with no growth, one unit, one company on unit.

32:33.336 --> 32:35.057
[SPEAKER_01]: I'm going to give everyone a little hint here.

32:35.077 --> 32:38.439
[SPEAKER_01]: I usually don't share this detail, but this is important if anyone cares.

32:38.599 --> 32:39.379
[SPEAKER_01]: Oh, they probably did.

32:39.399 --> 32:45.383
[SPEAKER_01]: I get the exclusive right to market software center international, but even though I was a kid,

32:45.903 --> 32:47.704
[SPEAKER_01]: I had already been bruised a little bit.

32:47.744 --> 32:49.224
[SPEAKER_01]: I had already learned some lessons.

32:49.805 --> 32:57.608
[SPEAKER_01]: On that yellow pad of paper, I got him to give me a $75,000 budget for marketing growth in launch.

32:57.948 --> 33:01.269
[SPEAKER_01]: This is in 1981, so that would be worth $500,000.

33:01.469 --> 33:01.970
[SPEAKER_01]: Right now.

33:02.070 --> 33:03.070
[SPEAKER_01]: You exactly.

33:03.570 --> 33:05.291
[SPEAKER_01]: I'm going to jump right to the chase.

33:05.631 --> 33:11.754
[SPEAKER_01]: We sold 154 of those locations in the next 18 months from scratch.

33:12.074 --> 33:13.994
[SPEAKER_01]: So I want everyone to understand.

33:14.355 --> 33:19.377
[SPEAKER_01]: I'm sitting at a cocktail party in Brooklyn, Massachusetts with no place to go.

33:19.577 --> 33:21.297
[SPEAKER_01]: I'm living on a wing and a prayer.

33:21.317 --> 33:22.218
[SPEAKER_01]: I have it.

33:22.738 --> 33:30.482
[SPEAKER_01]: vest the last money I have on planet earth and it turns out to be this magnificent project so there are no small moments.

33:30.883 --> 33:36.066
[SPEAKER_00]: I could have ten more of those we don't have time for the most of the day.

33:36.566 --> 33:39.267
[SPEAKER_00]: But you know what it was is you didn't wait for permission.

33:39.307 --> 33:41.669
[SPEAKER_00]: You went to something that you weren't really excited about.

33:41.689 --> 33:43.630
[SPEAKER_00]: You're networked when you didn't really want to.

33:43.930 --> 33:49.457
[SPEAKER_00]: So all of those little things that people let it in and the back of their head, you know, I don't want to go to that event.

33:49.638 --> 33:56.887
[SPEAKER_00]: You never know who you're going to meet when you step out of your comfort zone when you don't overthink things and you just act on it.

33:56.907 --> 34:01.073
[SPEAKER_00]: Now you have to be somewhat smart, but you're like, I know I have to succeed at this and

34:01.473 --> 34:02.374
[SPEAKER_00]: You know, be damned.

34:02.414 --> 34:03.176
[SPEAKER_00]: I gotta figure it out.

34:03.356 --> 34:05.299
[SPEAKER_00]: Those are sometimes when you're at your absolute best.

34:05.499 --> 34:08.203
[SPEAKER_01]: So, I'm gonna go back before I go forward.

34:08.223 --> 34:13.190
[SPEAKER_01]: I'm gonna go back because you just made a point that triggers in me an important point for people to know.

34:13.531 --> 34:16.074
[SPEAKER_01]: You gotta know your value proposition.

34:16.435 --> 34:24.199
[SPEAKER_01]: When I start with a new client or a new program, we sit down in the first day or two, we just create a baseline.

34:24.539 --> 34:25.620
[SPEAKER_01]: What do you love?

34:26.060 --> 34:28.221
[SPEAKER_01]: What would you do if no one paid you?

34:28.301 --> 34:30.842
[SPEAKER_01]: If money wasn't an object, who would you be?

34:31.163 --> 34:34.244
[SPEAKER_01]: What's your primary thing that you love about yourself?

34:34.544 --> 34:37.366
[SPEAKER_01]: What's your unique skill or value?

34:37.746 --> 34:44.009
[SPEAKER_01]: When you know these things, it doesn't matter if they fit, you fit into that equation.

34:44.229 --> 34:45.270
[SPEAKER_00]: And that's how many people think.

34:45.810 --> 34:46.810
[SPEAKER_01]: Yeah, 100%.

34:47.191 --> 34:59.956
[SPEAKER_01]: So the last one is, and this is when I, when I originally started thinking about this whole topic for a shot five years ago, chat remembers this because I started playing with chat GPT a long, long time ago.

35:00.337 --> 35:01.697
[SPEAKER_01]: And they remember everything.

35:01.817 --> 35:07.540
[SPEAKER_01]: Oh, yeah, it's more than in my life where I was going to be the patron saint of late bloomers.

35:07.900 --> 35:15.684
[SPEAKER_01]: That was my original thought because I did nothing right due to how it was the worst high school student I got thrown out of college.

35:16.024 --> 35:22.528
[SPEAKER_01]: I mean, you know, it's so so many times in my life, I had to start over again and age couldn't really matter.

35:22.868 --> 35:25.429
[SPEAKER_01]: So my last point is that it's never too late.

35:25.750 --> 35:28.571
[SPEAKER_00]: It's never too late to take a question with a question.

35:28.591 --> 35:31.953
[SPEAKER_01]: I'm going to tell one more story believe it or not.

35:32.293 --> 35:40.400
[SPEAKER_01]: at some moment in time, and I don't get into the detail, but I had what all entrepreneur is really neat to understand.

35:40.741 --> 35:54.573
[SPEAKER_01]: At the height of the most glorious moment with software center international, 154 units sold, in a quarter, the last quarter we existed, we sold 60 in three months, I sold 48 by myself.

35:54.913 --> 36:01.135
[SPEAKER_01]: I was humped and grinded, went in, the stores were just doing great, everything was great.

36:01.475 --> 36:05.796
[SPEAKER_01]: One of the principles, in fact, I'm going to say it here, one of the George Tate died.

36:06.596 --> 36:11.097
[SPEAKER_01]: I go see him one morning and he's in vomit on his desk at a heart attack dead.

36:11.477 --> 36:13.838
[SPEAKER_01]: He's dry, dispensed.

36:14.958 --> 36:17.320
[SPEAKER_01]: our division of the company.

36:17.360 --> 36:23.385
[SPEAKER_00]: We went from being amazing to non-existent in less than 30 days.

36:23.685 --> 36:24.586
[SPEAKER_01]: Oh my gosh.

36:25.266 --> 36:28.449
[SPEAKER_01]: And again, Rashad, now I'm a full adult.

36:29.289 --> 36:30.890
[SPEAKER_01]: I'm 41 years old.

36:31.251 --> 36:32.151
[SPEAKER_01]: I've had this great

36:40.132 --> 36:43.854
[SPEAKER_01]: You know, I was at an existential moment and you know what I did.

36:44.114 --> 36:45.254
[SPEAKER_01]: I called George Natta.

36:45.714 --> 36:47.555
[SPEAKER_01]: Remember you told me the light was always on.

36:47.715 --> 36:55.599
[SPEAKER_01]: Yes Yes, and he said oh, I'm so happy to hear from you Jay because the timing couldn't be better

36:56.079 --> 36:56.799
[SPEAKER_01]: I said what he mean.

36:57.220 --> 36:59.821
[SPEAKER_01]: He said, I am launching a franchise.

36:59.841 --> 37:01.902
[SPEAKER_01]: We're going to do it out of New York City.

37:02.163 --> 37:05.064
[SPEAKER_01]: I'm looking for a president and a franchise developer.

37:05.144 --> 37:05.885
[SPEAKER_01]: I can trust.

37:06.165 --> 37:08.706
[SPEAKER_01]: Wow, a lot of cash to develop it.

37:09.107 --> 37:12.789
[SPEAKER_01]: And I want you in New York, you and your new bride.

37:13.149 --> 37:28.895
[SPEAKER_01]: uh you will pay all the costs to get you across the country I'll wire you $10,000 to tomorrow morning 1981 is a lot of dough I'm going to wire you money, I'm going to pay for your relocation I'm going to put you up in mid-man-hatten blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah,

37:29.255 --> 37:31.977
[SPEAKER_01]: And I'll give you equity and points and commissions.

37:32.317 --> 37:33.457
[SPEAKER_01]: I go up to the bride.

37:33.677 --> 37:34.538
[SPEAKER_01]: She's in heaven now.

37:34.898 --> 37:39.120
[SPEAKER_01]: Lee, and I say sweetie She was only 22 years old at the time.

37:39.821 --> 37:44.683
[SPEAKER_01]: I said honey, we're not gonna stay here in LA We're gonna be relocated to New York.

37:44.743 --> 37:46.144
[SPEAKER_01]: I know you've never seen New York.

37:46.184 --> 37:49.986
[SPEAKER_01]: It's the most exciting I'm gonna be the president.

37:50.006 --> 37:54.108
[SPEAKER_01]: I'm gonna build a chicken empire Chicken King

37:54.408 --> 37:54.648
[SPEAKER_01]: Yeah.

37:54.849 --> 37:56.430
[SPEAKER_01]: If she goes, he hugs me kissing me.

37:56.471 --> 37:57.131
[SPEAKER_01]: What do we get?

37:57.171 --> 37:58.192
[SPEAKER_01]: We got a bonus.

37:58.253 --> 37:58.993
[SPEAKER_01]: We got this.

37:59.053 --> 38:00.075
[SPEAKER_01]: We got the ability.

38:00.435 --> 38:02.718
[SPEAKER_01]: The second those words came out of my mouth.

38:02.858 --> 38:03.919
[SPEAKER_01]: Everybody's going to faint here.

38:04.039 --> 38:05.181
[SPEAKER_01]: Everyone listen here.

38:05.661 --> 38:07.683
[SPEAKER_01]: The second those words came out of my mouth.

38:08.044 --> 38:09.506
[SPEAKER_01]: I started taking it apart.

38:09.786 --> 38:10.567
[SPEAKER_01]: I didn't want to do it.

38:10.747 --> 38:11.067
[SPEAKER_01]: Oh, no.

38:11.848 --> 38:13.089
[SPEAKER_01]: I didn't want to leave LA.

38:13.470 --> 38:15.351
[SPEAKER_01]: I didn't want to stay in franchising.

38:15.451 --> 38:19.935
[SPEAKER_01]: I had done it and I didn't want to talk about chicken for the rest of my life.

38:20.295 --> 38:20.775
[SPEAKER_01]: That was it.

38:21.016 --> 38:34.346
[SPEAKER_01]: And when I say to my fellow entrepreneurs and seekers is if you don't feed yourself what gives you the nutrients you need, you'll eventually get weaker and not stronger.

38:34.707 --> 38:36.228
[SPEAKER_01]: And I knew that although

38:36.628 --> 38:37.449
[SPEAKER_01]: We needed money.

38:37.809 --> 38:38.810
[SPEAKER_01]: We needed the dough.

38:39.150 --> 38:40.572
[SPEAKER_01]: It was a great offer.

38:40.592 --> 38:41.753
[SPEAKER_01]: It was fabulous.

38:42.073 --> 38:46.056
[SPEAKER_01]: In less than 48 hours, I decided I don't think I'm going to do it.

38:46.176 --> 38:46.297
[SPEAKER_01]: Yeah.

38:46.317 --> 38:47.478
[SPEAKER_01]: You already sent this to the money.

38:47.538 --> 38:48.278
[SPEAKER_00]: I didn't touch it.

38:48.619 --> 38:48.859
[SPEAKER_00]: Yeah.

38:48.879 --> 38:49.039
[SPEAKER_00]: Yeah.

38:49.059 --> 38:49.179
[SPEAKER_00]: Yeah.

38:49.199 --> 38:50.080
[SPEAKER_00]: You can use this on the bread.

38:50.100 --> 38:52.542
[SPEAKER_01]: Late at night, my little lily goes to sleep.

38:52.862 --> 38:54.444
[SPEAKER_01]: And I go to the swimming pool.

38:54.464 --> 38:57.506
[SPEAKER_01]: We were at a rental one-month rental because we were in transition.

38:57.846 --> 39:02.891
[SPEAKER_01]: And I'm sitting out at a swimming pool in Marina Del Rey, one of the most beautiful places in Los Angeles.

39:03.191 --> 39:06.992
[SPEAKER_01]: The water on those Olympics swimming pool is wafting up and down.

39:07.072 --> 39:08.093
[SPEAKER_01]: It's a gorgeous night.

39:08.313 --> 39:13.935
[SPEAKER_01]: I'm sitting on the Chase lounges, 250 Chase lounges around this massive swimming pool.

39:14.295 --> 39:15.676
[SPEAKER_01]: And I'm deliberating.

39:16.016 --> 39:17.576
[SPEAKER_01]: I'm going to have to tell my bride.

39:17.596 --> 39:18.337
[SPEAKER_01]: I'm not going to do it.

39:18.357 --> 39:19.337
[SPEAKER_01]: I'm going to have to tell George.

39:19.377 --> 39:20.037
[SPEAKER_01]: I don't want to do it.

39:20.377 --> 39:21.658
[SPEAKER_01]: But what am I going to do?

39:21.918 --> 39:30.161
[SPEAKER_01]: And as I'm sitting there, a bold headed man with a baseball cap and remuter shorts sits down next to me.

39:32.742 --> 39:33.763
[SPEAKER_01]: sits down next to me.

39:34.003 --> 39:35.665
[SPEAKER_01]: Doesn't give me his name, doesn't it?

39:35.925 --> 39:38.207
[SPEAKER_01]: He says a penny for your thoughts.

39:38.687 --> 39:42.010
[SPEAKER_01]: And I said, oh my god, you don't know who you're talking to.

39:42.351 --> 39:47.275
[SPEAKER_01]: In the dictionary, next to the word, low-quacious, talkative is my picture.

39:47.615 --> 39:52.480
[SPEAKER_01]: Are you really, really willing to sit and listen to what I'm thinking about?

39:54.282 --> 39:56.324
[SPEAKER_01]: Eddie says to me, yeah, go on kid.

39:56.364 --> 39:57.165
[SPEAKER_01]: I got nothing to do.

39:57.205 --> 39:59.548
[SPEAKER_01]: I want to hear this is fascinating.

39:59.908 --> 40:02.451
[SPEAKER_01]: I give him my story takes 10 or 15 minutes.

40:02.491 --> 40:07.836
[SPEAKER_01]: He stands up, he leaves, he comes back with a book called Frogs Into Printses.

40:08.216 --> 40:14.463
[SPEAKER_01]: The seminal work of Richard Banner and John Grinder inventing way back then.

40:14.903 --> 40:22.954
[SPEAKER_01]: of all new methodology for therapists, psychiatrists, psychologists, masters of social work, counselors of every kind.

40:23.255 --> 40:30.705
[SPEAKER_01]: It's this innovative persuasion and communication technique that mixes some of the most powerful elements of the time.

40:31.725 --> 40:36.386
[SPEAKER_01]: He says, this book is what you should do with the rest of your life.

40:36.546 --> 40:40.347
[SPEAKER_01]: After hearing you talk to 15 minutes, this is read it.

40:40.707 --> 40:41.967
[SPEAKER_01]: I said, what can I give you some money?

40:41.987 --> 40:42.767
[SPEAKER_01]: Are you going to get it?

40:42.787 --> 40:45.068
[SPEAKER_01]: He says, I mean read it now.

40:45.428 --> 40:47.388
[SPEAKER_01]: I said, while you're sitting here, he says, yes.

40:47.628 --> 40:49.488
[SPEAKER_01]: He's sitting next to me on a chase lens.

40:49.888 --> 40:52.569
[SPEAKER_01]: I start to read frogs into princes.

40:52.929 --> 40:54.609
[SPEAKER_01]: I get to the 11th page.

40:54.929 --> 40:55.389
[SPEAKER_01]: That's it.

40:55.749 --> 40:56.370
[SPEAKER_01]: He's gone.

40:56.710 --> 40:57.850
[SPEAKER_01]: I never saw that guy again.

40:59.290 --> 41:02.252
[SPEAKER_01]: I go upstairs to the Oakwood Guard Department.

41:02.592 --> 41:05.433
[SPEAKER_01]: I wake up the bride, she's on a futon.

41:05.993 --> 41:08.575
[SPEAKER_01]: I say, sweetie, we stay at an allen.

41:09.815 --> 41:11.196
[SPEAKER_01]: We're sending them back.

41:11.516 --> 41:12.757
[SPEAKER_01]: We're not going to New York.

41:13.177 --> 41:17.339
[SPEAKER_01]: We're going to build an empire training empire right here in Los Angeles.

41:17.559 --> 41:18.939
[SPEAKER_01]: She goes, oh, this is exciting.

41:19.180 --> 41:20.180
[SPEAKER_01]: Who gave you an offer?

41:20.420 --> 41:22.921
[SPEAKER_01]: I said, nobody, a ball that a guy went for muters.

41:23.902 --> 41:26.223
[SPEAKER_01]: And I'm going to teach this stuff.

41:26.543 --> 41:29.685
[SPEAKER_01]: and we're going to make a million dollars teaching this stuff.

41:29.725 --> 41:30.746
[SPEAKER_01]: It's that important.

41:30.986 --> 41:35.048
[SPEAKER_01]: It's had that 11 pages has created that kind of impact on me.

41:35.429 --> 41:36.569
[SPEAKER_01]: I got to the chase.

41:36.910 --> 41:45.495
[SPEAKER_01]: The next day on a card table in my underwear without a business card, without a plan, with only 11 pages of knowledge in my hand.

41:45.735 --> 41:46.616
[SPEAKER_01]: Yes, and you're waiting for it.

41:47.336 --> 41:47.837
[SPEAKER_01]: I won't.

41:47.957 --> 41:49.259
[SPEAKER_01]: I call up a client.

41:49.559 --> 41:55.706
[SPEAKER_01]: I call up a franchise development client out of northern California, miracle autopaint.

41:55.726 --> 41:59.531
[SPEAKER_01]: They sell paint jobs and they're a franchise and I'd help them grow a little bit.

41:59.871 --> 42:02.695
[SPEAKER_01]: I call up Jim Jordan the head of marketing and I say Jim baby.

42:03.095 --> 42:05.116
[SPEAKER_01]: I'm doing something different and I want you to hire me.

42:05.496 --> 42:06.637
[SPEAKER_01]: He said, what are you doing, Jay?

42:06.877 --> 42:08.817
[SPEAKER_01]: I said, I'm an NLP master trainer.

42:09.178 --> 42:17.921
[SPEAKER_01]: I'm going to technique that can take your sales force and increase their sales efficiency and proficiency by 30 to 50 percent.

42:18.321 --> 42:26.725
[SPEAKER_01]: Give me your sales team next Saturday, send me $5,000, and I'll do a day training to your 100 car sales people.

42:27.025 --> 42:28.306
[SPEAKER_01]: I'll keep those people.

42:29.505 --> 42:34.209
[SPEAKER_01]: it will blow you away and if it doesn't blow you away, I'll give you the money back that day.

42:34.569 --> 42:36.471
[SPEAKER_01]: He says, yeah, you've always been good to us.

42:36.731 --> 42:37.752
[SPEAKER_01]: We love you up here.

42:38.092 --> 42:39.333
[SPEAKER_01]: Come on up, sure.

42:39.513 --> 42:40.054
[SPEAKER_01]: Why not?

42:40.414 --> 42:44.637
[SPEAKER_01]: That turned into 11.2 million dollars from sale.

42:45.118 --> 42:45.818
[SPEAKER_00]: Oh my God.

42:45.918 --> 42:49.741
[SPEAKER_01]: Now, based on a book and a ball headed angel visiting me

42:52.272 --> 42:55.733
[SPEAKER_01]: You never wait for the right time, you never blow off a person that could be right.

42:56.534 --> 43:02.316
[SPEAKER_01]: And I want people to get what I consider to be what I teach in general, but certainly teach my kids.

43:02.676 --> 43:13.440
[SPEAKER_01]: At that moment in time, I had to walk away again from the stable, lucrative, predictable thing and just step out on faith into the invisible.

43:13.860 --> 43:20.003
[SPEAKER_01]: And if you're going to be an entrepreneur, I'm not saying it's always the model, but many times that's a choice

43:21.383 --> 43:25.406
[SPEAKER_01]: So if it's okay with you, I want to send up my grandmother.

43:25.606 --> 43:29.128
[SPEAKER_01]: If it's okay, I want to give a shout out to my grandmother and him of course.

43:29.189 --> 43:33.371
[SPEAKER_01]: Okay, I was raised for the for the first five years of my life.

43:33.431 --> 43:35.633
[SPEAKER_01]: I was raised by my maternal grandmother.

43:35.653 --> 43:45.940
[SPEAKER_01]: I want everyone to know it's nano lilylian Jacobs nano lilyl the folks got married so early that they didn't have a car that didn't have enough money for their own apartment.

43:46.240 --> 43:53.727
[SPEAKER_01]: So we lived in a room in my grandparents' small apartment in Brighton, Massachusetts, and my folks went off.

43:53.747 --> 43:56.189
[SPEAKER_01]: They never hardly got on the public transportation.

43:56.409 --> 43:59.612
[SPEAKER_01]: They left me with my grandmother for the first five years of my life.

43:59.952 --> 44:00.753
[SPEAKER_01]: Nanna Lell!

44:01.173 --> 44:08.723
[SPEAKER_01]: was the ultimate, and I know and everyone's culture is different, but she was the boss of the family.

44:09.064 --> 44:15.232
[SPEAKER_01]: She was the matriarch that led all of us to give us strength and courage.

44:15.572 --> 44:16.454
[SPEAKER_01]: No doubt about it.

44:16.594 --> 44:17.074
[SPEAKER_01]: Beautiful.

44:17.295 --> 44:17.595
[SPEAKER_01]: When?

44:18.764 --> 44:22.907
[SPEAKER_01]: My grandfather, Papa Jack, passed way too early.

44:23.247 --> 44:31.634
[SPEAKER_01]: She was about 65 years old, and she found a little book in a drawer where construction workers had stiffed my grandfather.

44:31.654 --> 44:35.737
[SPEAKER_01]: Had a little dinky hardware store, and he was a soft touch.

44:36.077 --> 44:39.540
[SPEAKER_01]: Guys would come in and say, I'm under budget, jam.

44:39.760 --> 44:41.882
[SPEAKER_01]: Could you give me the nails on consignment?

44:41.902 --> 44:43.823
[SPEAKER_01]: Can you give me the tools on consignment?

44:43.843 --> 44:45.824
[SPEAKER_01]: Can you give me the wood on consignment?

44:46.125 --> 44:48.426
[SPEAKER_01]: And they never came back and paid on the money.

44:48.686 --> 44:50.688
[SPEAKER_01]: She found that book, Rashad.

44:51.428 --> 44:56.572
[SPEAKER_01]: She went and got herself an automobile license at age 65.

44:56.952 --> 45:03.957
[SPEAKER_01]: So she could drive all over the city of Boston and not go on a door and say, I'm looking for Mr. Smith.

45:04.337 --> 45:13.299
[SPEAKER_01]: He owes my departed husband $7.37 for a nail, shame on him, bring him to the door.

45:13.459 --> 45:19.180
[SPEAKER_01]: And he'd come to the door and the wife would be next to him and say, Did you not pay this man the $7.37 and $31?

45:20.000 --> 45:23.981
[SPEAKER_01]: And my nanolill would say, write the check right now.

45:24.241 --> 45:27.122
[SPEAKER_01]: She collected every single penny.

45:27.562 --> 45:29.842
[SPEAKER_01]: She started all over again, getting that license.

45:29.942 --> 45:33.803
[SPEAKER_01]: Now, I'm going to cut to what I consider to be my grand conclusion.

45:34.824 --> 45:40.009
[SPEAKER_01]: When my grandmother Lill, they had a little turned around, 91-92.

45:40.329 --> 45:47.716
[SPEAKER_01]: She's still living in Brighton, still living in that little apartment, still cooking, chicken, and cuddle, and Toulouse cookies.

45:47.996 --> 45:51.359
[SPEAKER_01]: You know, all of that, but she was falling down and injuring herself.

45:51.600 --> 45:58.346
[SPEAKER_01]: Where I said, my mother and I, God rest my mother's soul, my mother and I went over and had this Donny Brook.

45:59.095 --> 46:00.817
[SPEAKER_00]: We had this fight with the old lady.

46:01.217 --> 46:02.158
[SPEAKER_01]: We went Lill.

46:02.358 --> 46:04.240
[SPEAKER_01]: We got to get you in a facility.

46:04.380 --> 46:12.187
[SPEAKER_01]: This is too dangerous with this big big struggle But we got her in two weeks later because I was on the road for two weeks.

46:12.627 --> 46:19.733
[SPEAKER_01]: I go see my grandmother at a rehab center I expect she's gonna be bam hit me in the head because she was fine.

46:20.214 --> 46:21.775
[SPEAKER_01]: I come in and she's beaming.

46:22.195 --> 46:24.818
[SPEAKER_01]: She says to me Jay you're an idiot

46:25.238 --> 46:27.639
[SPEAKER_01]: Why didn't you get me in this facility earlier?

46:27.659 --> 46:28.400
[SPEAKER_01]: Oh, no.

46:28.520 --> 46:29.960
[SPEAKER_01]: He said, I'm in paradise.

46:30.240 --> 46:31.561
[SPEAKER_01]: Every meal is prepared.

46:31.621 --> 46:34.382
[SPEAKER_01]: We've got snacks in the afternoon and that movie night.

46:34.603 --> 46:35.403
[SPEAKER_01]: We've got bingo.

46:35.423 --> 46:37.804
[SPEAKER_01]: We've got guard games and best yet.

46:38.144 --> 46:44.307
[SPEAKER_01]: There was a little boy in the second grade before we moved from Dorchester to Brighton.

46:44.727 --> 46:47.128
[SPEAKER_01]: I was in love with a little boy named Louis.

46:47.208 --> 46:50.690
[SPEAKER_01]: He was a curly hair, little blonde boy in the second grade.

46:51.010 --> 46:54.392
[SPEAKER_01]: When we moved from Dorchester to Brighton, I lost Louis.

46:54.772 --> 47:00.219
[SPEAKER_01]: He's here, he's here at this facility and we, this is in two weeks.

47:00.619 --> 47:02.301
[SPEAKER_01]: We are madly in love.

47:02.902 --> 47:07.728
[SPEAKER_01]: Oh, I am having my Romeo and Juliet moment of fall.

47:07.748 --> 47:08.329
[SPEAKER_01]: This is at 92.

47:10.992 --> 47:12.874
[SPEAKER_01]: She lasted to 98.

47:14.275 --> 47:17.779
[SPEAKER_00]: She had that romance for the last seven years.

47:18.119 --> 47:19.040
[SPEAKER_01]: Now I go to see her.

47:19.400 --> 47:20.601
[SPEAKER_01]: I want everyone to catch this.

47:20.962 --> 47:22.583
[SPEAKER_01]: I go to see her for the last time.

47:22.784 --> 47:25.366
[SPEAKER_01]: Unfortunately, I now relocated to California.

47:25.406 --> 47:27.248
[SPEAKER_01]: So my life, I can't see her as often.

47:27.668 --> 47:29.510
[SPEAKER_01]: But I go to see her on an autumn day.

47:29.870 --> 47:34.295
[SPEAKER_01]: And she's sitting at a court yard with Louis and two of them.

47:34.635 --> 47:36.657
[SPEAKER_01]: have their walkers in front of them.

47:36.737 --> 47:44.342
[SPEAKER_01]: Do you understand they're sitting on these chairs in this beautiful little courtyard on an autumn late afternoon with their walkers in front of them?

47:44.702 --> 47:48.645
[SPEAKER_01]: I spend an hour and a half to two hours with them having a great visit.

47:48.926 --> 47:54.230
[SPEAKER_01]: I know in my mind, this is, I'm going back to California maybe the last time I'm gonna see her.

47:54.470 --> 47:55.591
[SPEAKER_01]: I'm in this reality.

47:56.291 --> 48:00.834
[SPEAKER_01]: So I prolong it, I love her, I tell her the stories that makes her laugh.

48:01.255 --> 48:02.856
[SPEAKER_01]: I'm a storyteller, obviously.

48:04.417 --> 48:04.557
[SPEAKER_00]: Right.

48:04.577 --> 48:10.060
[SPEAKER_01]: We have this delightful experience and then I say, Nana, I got to go, Lou, take care of Nana.

48:10.360 --> 48:12.021
[SPEAKER_01]: You guys are an amazing couple.

48:12.381 --> 48:13.221
[SPEAKER_01]: And I'm out of here.

48:13.541 --> 48:17.763
[SPEAKER_01]: When I left, I went into a walkway where they couldn't see me.

48:17.783 --> 48:18.864
[SPEAKER_01]: I was above them.

48:19.784 --> 48:24.767
[SPEAKER_01]: I looked down through a window, they can't see me, and I see the two of them sitting next to one another.

48:24.787 --> 48:26.048
[SPEAKER_01]: It was such a beautiful sight.

48:26.448 --> 48:31.311
[SPEAKER_01]: And then because it was getting chilly, they get up to go back into the facility.

48:31.691 --> 48:39.296
[SPEAKER_01]: They both get their walkers, they water a water, get so impassioned that they can't water any more.

48:39.596 --> 48:40.696
[SPEAKER_01]: They turn and they kiss.

48:40.716 --> 48:41.537
[SPEAKER_01]: That's beautiful.

48:41.777 --> 48:47.761
[SPEAKER_01]: Water, water, kiss, water, water, kiss, last image as I have of Nenola.

48:48.121 --> 48:52.204
[SPEAKER_01]: So when someone tells me, ah, it's too late to change Baloney.

48:52.524 --> 49:10.595
[SPEAKER_01]: I have so many positive experiences where no matter where you are, what you've done so far has given you the context, the learnings, the frames, it can allow you to leverage them and make your second half of your life your master piece.

49:10.975 --> 49:13.398
[SPEAKER_00]: That's what I stand for, that's what I teach.

49:13.658 --> 49:24.311
[SPEAKER_00]: I think that's one of the most prominent stories I've ever heard in my entire life, not just a story you're like, and you know pivoting and shifting in life is tantamount to learning and exploring.

49:24.631 --> 49:27.935
[SPEAKER_00]: And because I decided to do this show, I shifted.

49:28.315 --> 49:52.204
[SPEAKER_00]: right and I'm 43 like I started in a year ago and I literally get thousands of listeners and it's like you know like when I get thousands I'm like how like I get it like you know but what you have to do like what you said earlier you start finding your gift you start going to things like I was a terrible networker okay I was like man I didn't my job going home but this was my way of getting back to networking

49:52.524 --> 49:52.724
[SPEAKER_01]: right.

49:52.784 --> 50:04.668
[SPEAKER_00]: So like I get a chance to talk to people, learn about business, learn about life, learn about creativity, all you all are so willing to share this information with us and you're so forthcoming about it.

50:04.728 --> 50:08.970
[SPEAKER_00]: And for people who are listening, it's not going to come easy, it's not going to come overnight.

50:09.190 --> 50:17.713
[SPEAKER_00]: And sometimes you just have to have your heart and believe in yourself and be a little bit insane in the process and just a little bit crazy.

50:17.753 --> 50:18.573
[SPEAKER_00]: It just said, you know what?

50:20.854 --> 50:29.783
[SPEAKER_00]: I'm just going to do it and so I want to ask you real quick, where can people find coach Jay Sharjad and all the wonderful things that you do in your services?

50:29.983 --> 50:32.706
[SPEAKER_01]: Well in the beginning it's an interesting question Rashad.

50:33.046 --> 50:39.272
[SPEAKER_01]: In the beginning when I wrote the book for my kids, I didn't know it'd really be a book you're in and so I didn't turn out to be a book.

50:39.612 --> 50:42.615
[SPEAKER_01]: Then I thought well I'll get on these podcasts and I'll sell books.

50:43.376 --> 50:46.197
[SPEAKER_01]: And then I realized, that's not really what I want to do.

50:46.257 --> 50:48.418
[SPEAKER_01]: What I want to do is I want to take the lessons.

50:48.778 --> 50:55.842
[SPEAKER_01]: I've shared briefly with your audience and you did a workshop, and I want to create the ultimate training program of my life.

50:56.222 --> 51:04.165
[SPEAKER_01]: The ultimate, I want to take everything I know about influence, persuasion, business development, entrepreneurship, all of these principles.

51:04.525 --> 51:10.048
[SPEAKER_01]: So I am in the process, it's not ready yet, but if people will go to the shift,

51:10.528 --> 51:14.930
[SPEAKER_01]: project and I know you'll put a link, the shift project dot academy.

51:15.370 --> 51:22.633
[SPEAKER_01]: You'll get to my brand new website is less than 30 days old and you'll get to review a training program that's not done yet.

51:22.973 --> 51:24.853
[SPEAKER_01]: And the next two weeks I will finish it.

51:25.053 --> 51:32.456
[SPEAKER_01]: But I am taking every piece that I've ever created for corporate clients for my own 665,000 distributors.

51:32.796 --> 51:36.098
[SPEAKER_01]: I put it all in one lovely place and people

51:40.079 --> 51:51.630
[SPEAKER_00]: You know, and one of the beautiful things about what you do is your energy and you've shown that life has stages in it for that person that's stagnant, for that person that feels like they've, this is all I'll ever be.

51:51.970 --> 51:58.656
[SPEAKER_00]: This is why this show was created because you, if you put limitations on your mind, you'll, you'll stay exactly the way you are.

51:58.976 --> 52:00.478
[SPEAKER_00]: But if you're willing to take a risk, you

52:00.838 --> 52:05.479
[SPEAKER_00]: willing to listen and sometimes just willing to just explore on your own.

52:05.679 --> 52:10.321
[SPEAKER_00]: You will find great and wonderful things and you'll find out you're more than what you thought you ever could be.

52:10.661 --> 52:14.342
[SPEAKER_00]: You know, I would never have gotten a chance to hear this story if I hadn't started this show.

52:14.682 --> 52:15.762
[SPEAKER_00]: And I don't even call it a story.

52:15.862 --> 52:22.664
[SPEAKER_00]: I would never have allowed you and the members shared your life and your success and your trials along the way if I had done this show.

52:22.925 --> 52:24.405
[SPEAKER_00]: So for that, I'm extremely grateful.

52:24.545 --> 52:30.870
[SPEAKER_01]: Rashad, this isn't the end, this is the beginning of, as they say at the end of Casablanca, a beautiful relationship.

52:30.930 --> 52:31.190
[SPEAKER_01]: It is.

52:31.250 --> 52:35.694
[SPEAKER_01]: I plan on knowing you for all the years that God gives me left on the planet.

52:35.914 --> 52:40.458
[SPEAKER_00]: I, and I as well too, and I will tell you that I'm a better person for doing this show.

52:40.818 --> 52:41.458
[SPEAKER_00]: I truly am.

52:41.699 --> 52:50.906
[SPEAKER_00]: I saw life through a different lens than I never, it has taken me places sitting in my dining room that I never would normally have been able to get to, right?

52:51.186 --> 52:55.733
[SPEAKER_00]: I was at, and so I know that my mind and my heart are in the right place to in the show.

52:56.074 --> 53:02.244
[SPEAKER_00]: So I want to thank you for allowing me to pick your brain and you give your time on the randomest of nothing podcast.

53:02.424 --> 53:02.925
[SPEAKER_00]: God bless.

53:03.065 --> 53:03.966
[SPEAKER_00]: God bless you too, sir.

53:04.127 --> 53:04.828
[SPEAKER_00]: Go Celtics!