Latest / Success Story with Scott Clary / Dan Pena - The Trillion Dollar Man | Getting Rich is Easy

Transcript

Dan Pena - The Trillion Dollar Man | Getting Rich is Easy · Success Story with Scott Clary

• 0:00
  Five or six years ago, they got the biggest computers that were, you know, around at the time to play the four top chess masters and a five day chess tournament and
• 0:07
  the human beings won and Bill Gates asked, uh, the computer, is there anything you'd like to say in closing and the computer unprovided, don't trust us.
• 0:15
  Dan Pena doesn't believe in comfort. He believes in pressure from growing up with nothing to building and advising companies worth billions.
• 0:22
  Dan earned a reputation as the most feared and respected mentor in high performance entrepreneurship.
• 0:27
  I bought a company quite by accident, Christmassy, less money that was in the bank account. I went to look at the assets in England and so I found four million acres, non producing oil reserves.
• 0:37
  So I bought a six month option for 60 grand and I said, I'll be back.
• 0:41
  Direct, brutally honest, zero tolerance for excuses. Dan doesn't motivate. He confronts. He strips away fear, entitlement and self doubt until all that's left is execution.
• 0:51
  When I started all this, I didn't give a fuck about anybody. I'm on board pull up the gang clang. All I wanted to do is shove money as much as I could in my pockets.
• 0:58
  I didn't give a shit about anybody else. The last 50 or 20 years, I've realized I've created 25 million jobs.
• 1:03
  I didn't start this thinking that I was going to help humanity. Everybody talks about change, but nobody wants to change themselves.
• 1:09
  It's easier to stay focused, not easy, but it's easier if you're passionate about it.
• 1:22
  Dan, you turned a $60,000 option into a $450 million company in 99 days. So walk me through how that happened.
• 1:31
  There was nothing serendipity about it. When I went, I bought a company quite by accident.
• 1:38
  I went to Christmas Eve for less money that was in the bank account. One of the billionaire guys I used to run with or hang out as you would say now.
• 1:49
  I went to look at the assets in England. On my board that I inherited was the father of the North Sea, Guyney Robert Dyke, who founded the North Sea at Argyle.
• 1:59
  And some very distinguished skies. And so I said, well, shit. UK had just been saved from bankruptcy by the oil taxation in the North Sea.
• 2:07
  So I got to find something to go public. So I ran back to the United States.
• 2:11
  First of all, I put it to team together. One layer better than the current teams that were taken secondary and tertiary companies public.
• 2:17
  I went back to the United States and I looked for assets.
• 2:20
  And so I found three and a half, almost four million acres of non-producing oil reserves in the Denver, Jewels, Basin and Wyoming.
• 2:30
  And I had 60 grand left in the bank. So I went to the guy. Now he has been selling options on this property for decades.
• 2:38
  He collects the option money and they never come back.
• 2:41
  So I bought a six month option for 60 grand. And I said, I'll be back. And he said, yeah.
• 2:47
  And this is before Schwarzenegger was saying, is I'll be back. And he said, yeah, sure you will, kid.
• 2:51
  So I was zoomed back to the United States. And I told my team, how do I monetize this?
• 2:58
  And so there was a genius kid who's not gone dead. I named Jeremy Knight. And he said, you have an option.
• 3:06
  Well, I don't believe an option has ever been taken public. We'll check with the Bank of England.
• 3:11
  So he went and checked and he came back a day or two later. And he said, an option has never been taken public.
• 3:15
  But we're not sure that the yellow book, which is the rules of the stock exchange at that time, will allow it.
• 3:20
  Well, why can't we be the first? And it's going to cause legal this that. And then I said, well, I'll get to do it on a delayed fee basis.
• 3:27
  Okay. And so we got the lawyers that at that time were fresh fields. And the fresh fields were the leading law firm in Europe.
• 3:34
  And they used to say, we represent the Bank of England, the Church of England, the Queen of England and Dan Pena.
• 3:40
  Okay. And so we got it to the Bank of England. But at that meeting, that crucial meeting on Friday afternoon, about two or two 30, they said, Mr. Pena, we suggest you don't come to this meeting.
• 3:53
  Because I will neither confirm nor deny is to lay hands on people, choke them and I choose them. And you can't do that to the Bank of England.
• 4:03
  So I screamed and yelled and I said, okay, so they went. So about one minute to the five that afternoon, I get a phone call from Jeremy and I said, we got it through.
• 4:12
  We're going to take an option public. What are we pricing at that? What do you want to price it at 400 million?
• 4:20
  Who cares? It doesn't matter. It doesn't matter.
• 4:23
  Okay. And so we, and that was, and it actually went public on my 39th birthday at 10 of the morning, 1984.
• 4:34
  And when they hit the hammer down, you know, that 60 grand was worth about 400 million bucks. That's insane. That's insane.
• 4:40
  Now, we tried it again. We went to the Netherlands. We're going to do it again. We got it away.
• 4:45
  And then they put it in the Pena rule, as it's called, where you have to own what you take public on the soccer change in England and in the Amsterdam.
• 4:53
  Before I didn't exist. No, mm-hmm. It didn't exist.
• 4:56
  So you fucked the whole system up? Yeah.
• 4:58
  And now some of my mentees have tried it in Hong Kong, Beijing, Vancouver, et cetera.
• 5:04
  And of course, they figure out the research. And of course, now with Google. And you can't do it anymore.
• 5:10
  But it was one of the deals of the 80s, the great deals of the 80s. And so it was kind of my first claw at financial greatness, so to speak.
• 5:20
  But I've done a bunch of deals like that. That's the biggest one that I get credit for because I virtually put 60 grand in, and turned it in, you know, hundreds of millions.
• 5:30
  Were you, you from a young age, you were always, you were aggressive about anything you did, though.
• 5:36
  My, that came from your dad.
• 5:38
  Out of the inner mouth overloaded, my hummingbird asked on a daily basis. Was that your dad?
• 5:42
  Well, my dad used to beat me. He'd be in jail for child abuse because there was a right way or wrong way in my dad's way.
• 5:49
  And he believed in tough love. He didn't know what that meant at the time. He didn't have a father's father died before just before he was born.
• 5:55
  And my dad was a cop, a high profile cop, then he went into the CIA. And he was allegedly an assassin in the CIA.
• 6:02
  And he just, when he got home once or five or six or seven times a year, my mother used to put on the refrigerator with magnets.
• 6:11
  The nuns beat down for this, the priest beat him for this. He got thrown out of school for this.
• 6:18
  And so when my dad would catch up, he'd do all the beatings at once, even though he wasn't there for five months.
• 6:25
  And he used to tell me, this hurts me more than it hurts you. And I said, that's horse shit. Bam, he hit me again.
• 6:31
  And I just had to tell my mother, I said, how can he lie to me like that? It can't possibly.
• 6:35
  He says emotionally, your father has no emotional, you know, emotions. I mean, he's just hard as a guy.
• 6:41
  You know, I fought in two wars, blah, blah, blah. He's just hard as. And he knows that you should be more disciplined.
• 6:47
  When he go, my parents, especially my father had, and I just had dinner with my 84-year-old cousin in Tampa a few days ago, who reflected a lot of this.
• 6:55
  The only goal they had for me is to keep me alive until I reached the age of reason.
• 6:59
  And they were not sure if that would ever happen, because I was doing crazy shit all the time.
• 7:04
  All the time. And I was, I had leadership skills that I learned from my dad initially, that I honed my leadership skills.
• 7:10
  I went through OCS during the Vietnam crisis. And I could talk guys into anything. I mean, I could talk girls into anything.
• 7:18
  You were just sales, you were sales.
• 7:19
  I was a hard closer. I never took no for an answer. I just had my 60-year high school reunion a year ago.
• 7:25
  And the girls would come up to my wife and say, Danny didn't know, can't know, no, no. He didn't understand no.
• 7:33
  All the mothers of the girls I dated hated me. Okay. All the fathers hated me, because they knew what I was up to.
• 7:40
  And that's just the way it was. I was, as I reminded my class, I was the only one that got up to speak at my 60-year-old reunion.
• 7:48
  I reminded them, you voted me class clown. You voted me for least likely to succeed.
• 7:54
  And they did. And so little girl, I used to date said, we were wrong, weren't we Danny?
• 7:59
  Why do you think when you look at, you know, I know you talk about younger population or younger generation a lot.
• 8:06
  And I even feel, I'm 35. I'm, I'm young. I'm not, I'm not even, you know, halfway to 80 yet.
• 8:15
  But I even feel when I look at a younger generation that they are more insecure, more uncomfortable with hard work than even I was.
• 8:26
  I've worked, I didn't do physical labor my whole life, but I've worked nonstop. Even when I was going to university, I would work nine to five.
• 8:36
  And then I'd take my classes at night and on the weekends because I always liked work. I always thought that work on the other side of work was like a better life.
• 8:44
  Now I find it, and this is a generalization, but I've had so many friends and myself included trying higher kids, like, you know, like 20, 25, only 10 years younger than me.
• 8:55
  And they value different things, but I also don't think that they understand that a good life is on the other side of work so they want balance.
• 9:03
  I don't know what that means. I don't know what balance means, but I just know that if you don't put reps in at a young age, you're going to wake up when you're 35, 40 and wonder what the fuck happened in your life.
• 9:15
  What happened? How did this happen? Jack Welsh, who arguably in my opinion was the best CEO in corporate world in the last 50 years said it better than I.
• 9:26
  He says there is no work life balance. There's work life choices and they have consequences. I like that.
• 9:32
  And he was a super, super manager and I competed against GE when I was with Siemens and Klaus.
• 9:39
  When I was helping Klaus become CEO and they did it with less people. They had a higher revenue per employee. He took GE from 360 or 70,000 employees down to 170 while he tripled their EBITDA and the revenue, etc.
• 9:57
  Whereas Siemens had 450,000 employees and it stayed with 450. In fact, the biggest thing that Klaus used to be accused of when he became CEO of Siemens is he manages like an American.
• 10:09
  Interesting. That was supposed to be a bad thing.
• 10:12
  Well, absolutely bad because we did it with less employees and they were more productive. Even though the Germanic people are very productive, they like to work hard.
• 10:23
  But one of the problems Siemens had is they had unions, which was Nathaniel for Jack Welsh and GE.
• 10:32
  We're just in the process of hiring a guy to be CEO of one of the companies I'm chairman of who was 15, 20 years with GE and without even interviewing him, I knew that he was the right guy because he had been trained by Jack Welsh.
• 10:46
  And so this four or five guys out there, most of which aren't managing anymore because they're so old, sandy wheel and the insurance business from prudential fame was one of those guys.
• 10:59
  I was the young guy in the group and they were all 15, 20, 25 years older than I am. So if I'm 80, they're 90 or 100 or dead.
• 11:08
  But they feel entitled now. My own children feel entitled. They had an entitled life. All the years that they've been alive, I've had a lot of money.
• 11:21
  None, not none, excuse me, butlers, governesses, et cetera. And so they didn't have to work that hard. And although today's kids, I was privileged. I trained six of the nine oligarchs of Putin, six of the nine I trained.
• 11:42
  We just had the first son of one of the oligarchs come through the program last November. He says, thank you very much, Mr. Penny for not embarrass me by saying who I was. I would never, you know, I made the deal with your dad 25 years ago.
• 11:55
  And but the Russians love my program. It's the mafia model without a gun. Explain what does that mean?
• 12:02
  Oh, that means I'm giving you a deal you can't refuse. And not can't refuse because I'm going to shoot your kids can't refuse because it makes so much economic sense.
• 12:15
  I was asked the question when I was on a Patrick's show a couple days ago about Bitcoin. And I said, my answer is like Jamie diamonds, even though I don't believe in it and Jamie diamond says, I'll make a market because my customers want it will give them a market.
• 12:30
  I've had to learn a lot about Bitcoin. I alluded to it a few minutes ago that I've got four or five, maybe six billionaires from Bitcoin, not because of me, but because they they happen to be involved in that end of the financial continuum.
• 12:45
  My QLA is 70 80 90% seller finance. We don't indulge or involve commercial banking unless we happen to commercial banking is our default.
• 12:58
  If we can't get it funded any other way, we use commercial banking and the TV program that came out six or seven years ago succession tripled my business because even small companies have succession problems.
• 13:10
  You don't have to be a billionaire that has succession problems. Okay, you can't say families without saying lies. Okay. And so even a guy that's got a little $2 million business, I'm not scoffing at the $2 million business.
• 13:23
  My kids, my grandkids don't want to be involved. My wife says I'm working hard. There was a business that when I was early on in my career, I joined, I was working for them.
• 13:35
  And it was a $10 million business and the guy had built this business up from scratch since the 90s and his kids wanted nothing to do with it.
• 13:43
  And this is, I see this again and again and again and again. Now is this because they hate the relationship they had with their parents is because it's too much.
• 13:53
  Poor role models, the parents, kids don't do what you're telling to do. They do what they see you do as a parent.
• 14:00
  And most parents of a poor role models were the average of the five people who spend most of the time, but say we have a loving nursing mom, probably single mom.
• 14:09
  We've got a brother, a sister.
• 14:12
  We've got maybe one grandparent.
• 14:14
  We got the next door neighbor and somebody else. What the fuck do they know about creating high performance people, nothing.
• 14:22
  Now there are exceptions, the wedding sisters, the father beat them.
• 14:28
  Okay, Tiger Woods, the father beat them.
• 14:32
  I can go on and on and on.
• 14:34
  Okay, tough love.
• 14:36
  Okay, and my dad and my kid brother who just retired as the number two guy, the LA County Fire Department after 40 years.
• 14:43
  He didn't get beat as much as I did, but my dad was tough on him, but my dad was getting old. He was running out of energy by the time my kid brother came off, who's 15 years my junior.
• 14:53
  And he made it to the number two guy in the third largest fire department in the country.
• 15:00
  I made it whatever I've done, but laterally now I get credit, although I want to be clear, when I started all this, I didn't give a fuck about anybody.
• 15:08
  I'm bored, pull up the gang clank. I like wanted to do this shove money as much as I could in my pockets and be filthy rich. I didn't give a shit about anybody else.
• 15:17
  The last 15 or 20 years, I've realized I've created 25 million jobs.
• 15:23
  That's more than Amazon, Walmart, 25 million jobs and a lot of jobs.
• 15:29
  I started thinking that I was going to help humanity, but as it turns out, I've created $2.4 trillion in equity, which is bigger than most countries.
• 15:41
  And just recently, in the last couple years, I'm involved with the Catholic Church. I'm the unappointed apostle of finance for the Catholic Church, trying to keep them from going bankrupt.
• 15:53
  The Catholic Church is one recession away from bankruptcy, one recession. That's it.
• 16:01
  Not to go off on a ramp, but how is the Catholic Church doing so poorly?
• 16:05
  Because they paid up $11 or $12 billion in reparations for all the kids they raped.
• 16:11
  This is why they can't...
• 16:13
  There's no... And within the laws of the Catholic Church, you can't...
• 16:17
  You can't bar against the assets, and you can't sell the assets.
• 16:22
  So all the trillions of dollars they have in assets, and it's estimated they have between $3 and $7 trillion in assets.
• 16:30
  And they can't bar against it, so they have no cash.
• 16:33
  Their asset rich and cash poor.
• 16:36
  You've always been Catholic, so...
• 16:40
  And in fact, the little church that I had my first communion, and I was baptized in, which is in the hood, and he's still A, which is selling my wife and I support now.
• 16:48
  They used to collect...
• 16:49
  Father Al, they used to collect $8,000 a week in the plate when you pass the plate around.
• 16:54
  He now collects $800.
• 16:56
  Oh, that's a conversation how society is becoming secular and moving away from...
• 17:00
  Absolutely.
• 17:01
  And the school in the hood, which I'll sell it in, I also support, in that same little district.
• 17:08
  And we've gone to the local bishop, and we just met with the local cardinal, with a program.
• 17:15
  Everybody says that your right will pray for you, but they have no money.
• 17:21
  I'm not making this for money, but they said, what do you want for this, Mr. Pena?
• 17:24
  You save the church.
• 17:26
  You're 87 years old.
• 17:28
  I want to be canonized as a saint while I'm alive.
• 17:32
  And they look at me.
• 17:34
  It can be done.
• 17:36
  I want to be the first saint alive.
• 17:40
  I was wondering if religion in general is growing by leaps and bounds in the U.S.
• 17:44
  Because I see...
• 17:46
  I don't have data.
• 17:47
  You know this stuff better than me.
• 17:49
  I just made the assumption, well, I'm going to make a joke.
• 17:52
  None of the other parts just have any data either.
• 17:54
  They just make shit up.
• 17:55
  That's valid.
• 17:56
  I don't know that.
• 17:58
  But I was wondering if just general religion, especially in U.S. Western societies on a decline.
• 18:07
  Because I've also thought, I've had conversations about this.
• 18:10
  I don't think that's a positive thing, because then if you don't have the religion,
• 18:13
  then it gets replaced with some other version of God, which is usually...
• 18:16
  It's not religion.
• 18:17
  It's the family household, isn't it, Klein?
• 18:20
  The father and the mother, the two and a half kids, one dog and the picket fence, that dream is dead.
• 18:27
  And it's been dead for all 40, 50 years.
• 18:30
  Versace is religion, it's American dream.
• 18:32
  Correct.
• 18:33
  Your grandfather went to work for General Motors, worked at 40 years, got a gold watch at the end of the thing.
• 18:38
  And he actually had a pension he could live off of.
• 18:42
  And now that's not the case.
• 18:44
  Now you have to supplement your income.
• 18:46
  And the joke to me, LinkedIn is the greatest tool for my model.
• 18:50
  And they say that they're interested in charity work, et cetera, et cetera.
• 18:55
  99% of the people on LinkedIn are looking for secondary and tertiary sources of income.
• 19:00
  Because if they did retire, they don't have enough money to live on.
• 19:03
  The corporate villa they used to use, the corporate credit card, the corporate cards are all gone now.
• 19:10
  And so when you're...
• 19:13
  You get tired of bouncing your grandkids underneath, eventually you do get tired.
• 19:17
  I never started, so I can't tell you I'm tired.
• 19:19
  I was a mediocre father and I'm a worse grandfather.
• 19:24
  But now there's not enough income.
• 19:29
  And we just went over the $38 trillion mark, I believe, for a national debt.
• 19:33
  $38 trillion, that's a lot of fucking money.
• 19:36
  But I created 2.4 trillion.
• 19:38
  So it's not that much money.
• 19:40
  I know how to do this.
• 19:42
  Why does so many people have issues making money, living a new American?
• 19:46
  Well, I mean, I came from a dirt poor family.
• 19:50
  People, money was equated.
• 19:53
  Only ugly things happen when you make a lot of money.
• 19:56
  We used to have mortgage burning parties on my street.
• 19:59
  You pay off your mortgage after 25, 30 years.
• 20:02
  You get a 55 gallon barrel drum.
• 20:05
  You have a barbecue and you burn the mortgage.
• 20:07
  I used to tell my dad when I was 12, 13, 14.
• 20:09
  Are we stupid?
• 20:11
  That's the only fucking proof we got that we own the fucking house.
• 20:14
  And then my dad just said, I'm just a cop, but we are stupid.
• 20:19
  Why would you burn it?
• 20:22
  Nobody believed.
• 20:23
  My 84 year old cousin, I just had dinner with a couple nights ago.
• 20:26
  She remembers that shit, you know, she says and she verifies you know,
• 20:29
  Danny's not exaggerating.
• 20:30
  He says, you know, you know, it's unbelievable.
• 20:34
  But now we set our standards so low.
• 20:38
  When they announced Trump's SAT scores, supposedly, 978 or 90.
• 20:44
  I got the same with the scores.
• 20:46
  One year before he did.
• 20:49
  And whether that's true or not, I don't know.
• 20:53
  And you couldn't get into any kind of good school with scores of 970 out of 1600.
• 20:59
  And I'm sure it's not much different now.
• 21:03
  But the way he was raised, whether we got four million or 400 million from his dad,
• 21:09
  is significantly different than 99.99% of the people on the planet.
• 21:13
  My kids were raised like Baron Trump.
• 21:16
  So my kids can relate to, you know,
• 21:19
  Yeah, but do you think your kids are going to be more screwed up because they had that bringing?
• 21:22
  Yes.
• 21:25
  They have two of my kids have big jobs in the corporate world.
• 21:29
  Okay, I have a special needs son.
• 21:33
  He didn't give a shit and he's supported by me.
• 21:37
  So, but he's got special needs.
• 21:39
  But the two have big jobs.
• 21:41
  They make big six figure money.
• 21:44
  And my opinion for doing fuck all nothing.
• 21:47
  I forgot more about what they do individually when I took a shit this morning.
• 21:52
  This is my own fucking flesh and blood.
• 21:55
  Okay, and they were ahead of the group.
• 21:57
  They're considered in the top one percent of their.
• 21:59
  I have a 41 year old son and a 39 year old daughter.
• 22:02
  And they're considered at the top of the heap.
• 22:06
  What kind of heat?
• 22:07
  I'll tell you something.
• 22:08
  So those people that make the six figure jobs.
• 22:11
  If they're laid off, those are the people that are in the most trouble.
• 22:14
  Correct.
• 22:15
  Because for 30 years after they got the job,
• 22:18
  they've never learned a new skill.
• 22:19
  Correct.
• 22:20
  Those are the people that are going to be,
• 22:21
  you talk about this replaced by AI.
• 22:23
  And then they're, they're really shit.
• 22:25
  How are, how are posters going to be replaced by AI?
• 22:28
  Well, I'm not so sure about that.
• 22:30
  You know, you could be a hologram.
• 22:32
  I mean, I just, you know, I don't know it.
• 22:33
  You know, you can, it's true.
• 22:34
  It's true.
• 22:35
  But we'll last longer than all the other jobs.
• 22:38
  Creative people that look at the world differently.
• 22:41
  We'll last longer than the creative job.
• 22:42
  We'll always mind up on top.
• 22:44
  Yeah.
• 22:45
  Yeah.
• 22:46
  But it could be a different version of creative.
• 22:47
  But that's a thing.
• 22:48
  So to your point, is, is a podcast going to be the same in five years?
• 22:51
  Well, no, then it wouldn't be good.
• 22:52
  It's, it's got to, well, everything has to evolve.
• 22:54
  Correct.
• 22:55
  Or else you're dead.
• 22:56
  And, but right now, everybody talks about change,
• 22:59
  but nobody wants to change themselves.
• 23:01
  Because change is scary for people.
• 23:02
  Absolutely.
• 23:04
  We look for change opportunities.
• 23:06
  I signed a artificial intelligence contract in Tampa two days ago.
• 23:13
  And they're talking about this is pre-money valuation based on revenue.
• 23:21
  60 to 120 times revenue.
• 23:24
  60 to 120 times revenue.
• 23:27
  And I said, for my interest, I'll just take a billion dollars today.
• 23:31
  And I'll walk away.
• 23:32
  Thank you.
• 23:33
  You know, it's all up to you kids.
• 23:35
  And they're all kids.
• 23:36
  Yeah.
• 23:37
  You know, the oldest guy in the room after me was 36.
• 23:41
  And the youngest was 21.
• 23:44
  Just give me, I'll take a billion today and walk.
• 23:47
  Do you think that, do you think that, you know,
• 23:49
  everyone's saying, AI is going to change the world,
• 23:51
  going to replace whatever most jobs.
• 23:53
  Do you think the valuations are worth what they're worth?
• 23:56
  Do you think, because like, you look at open AI,
• 23:59
  they're betting that Google won't beat them.
• 24:02
  They're betting that clawed by anthropic won't beat them.
• 24:05
  And they're raising more money.
• 24:06
  And they don't have the revenue to support it.
• 24:08
  You're not old enough to remember the dot com bubble.
• 24:11
  I was part of that bubble.
• 24:12
  I was part of that bubble.
• 24:13
  Do you see this play out there?
• 24:14
  Oh, absolutely.
• 24:15
  Okay.
• 24:16
  And then it was like 10 to 20 times revenue.
• 24:19
  Hundreds.
• 24:20
  Yeah.
• 24:21
  Okay.
• 24:22
  The low end was 40.
• 24:23
  The high end was 118 times revenue.
• 24:26
  I go, fuck.
• 24:28
  And so, my guy,
• 24:32
  do you think the revenue estimates should be higher?
• 24:35
  Let's just sign the papers.
• 24:38
  Let's get the smart done quick.
• 24:41
  Before somebody changes their fucking mind.
• 24:43
  That's crazy.
• 24:44
  Yeah, it is crazy.
• 24:45
  And the lawyers in the account didn't live through the dot com.
• 24:50
  I, my type, I had a problem.
• 24:53
  And then we're going to have a conversation.
• 24:56
  Sally and I used to be one of the largest advertisers on Google.
• 25:00
  100 million a year.
• 25:02
  1999 2000 is.
• 25:05
  The other guys that were spending that kind of money on Google
• 25:09
  advertising were porn.
• 25:11
  Okay.
• 25:12
  So we sit in a room of 15 of the biggest guys that spent money
• 25:16
  or add cents.
• 25:17
  old guy decided to change the algorithm. So we went from $75,000 on Monday to $82 on Tuesday.
• 25:27
  Why were we giving them that money? Even though they had the money.
• 25:32
  But I predict between 20-40 percent in the next 10 years of all entry-level jobs are going to be
• 25:38
  gone. And I love telling this story about five or six years ago. They got the biggest computers
• 25:43
  that were around at the time to play the three, four top chess masters and a five-day chess
• 25:50
  tournament. And human beings won. And Bill Gates asked because he was there, the computer.
• 25:58
  Is there anything you'd like to say in closing to the computer? And the computer unprompted said,
• 26:03
  don't trust us. Now, Jesus Christ, am I the only fucking guy to know, read that?
• 26:10
  The other thing that I read that everybody passed over during the
• 26:15
  coronavirus on COVID, the Bank of England came within $100,000 of closing,
• 26:22
  a hundred thousand pounds of closing. They had an a little teeny thing in the bottom of the
• 26:26
  financial times. You know, on page 51 or something. We're fucked up. In 1972,
• 26:35
  MIT wrote a paper, basically said, a long, long paper, they've done a lot of studying,
• 26:40
  that before the end of the next century, which is the century we're in, there will not be any
• 26:45
  homo sapiens. So that's 75 years from now. Okay, four or five years ago, they did an update to that
• 26:53
  paper. We're ahead of schedule of doing homo sapiens away. Did you ever see the movie,
• 27:02
  Robot with Will Smith, of course. That's our future. You know, there's robotic companies now,
• 27:08
  like that, like figure AI with Brett adcock and they're putting robots in hard dealerships to do
• 27:13
  all the manual work at the putting it on the assembly line at Amazon to replace all the people.
• 27:17
  We have two robots in the castle. You have two robots now? Gordon one and Gordon two.
• 27:22
  And by this time next year, we're going to have three or four robots and in the castle,
• 27:28
  not working on the yard. Are they replacing stuff? Yeah, well, no, not yet. Next month,
• 27:32
  I'm having all hands meeting because we have too many people.
• 27:38
  The robots don't eat. They don't get sick. They don't sleep.
• 27:43
  They don't take vacations. No sick days. But what happens when there's no more jobs left?
• 27:48
  I'll be gone. I don't give a fuck. I'll be in, I'll be a saint by then. So I don't give a shit.
• 27:53
  I look down on you or look up wherever I am. And I'll just say, you know, poor fucking bastards,
• 27:58
  you know, if I had to start over again, see, I get my product away free.
• 28:04
  And for 20 years, I don't monetize anything. Okay. I didn't know you could monetize, you know,
• 28:12
  but I didn't realize I'd be still doing this though. Also, I would monetize. I do like everybody else
• 28:17
  does. Just like you explain to me very nicely. I don't know any of that shit. And I haven't had any of
• 28:23
  my employees to be required to know any of that shit. But now that I'm starting to podcast in a
• 28:28
  few weeks, we're going to look at things differently, but I'm still going to give all my product away
• 28:35
  free. And one of the things I'm going to do when I die is I'm a, is it called open source or
• 28:40
  yeah, open source. Yeah, everything I have because there's only two percent that's not online that
• 28:46
  you get in the seminar. Everything is going online. And you know, I've got a bunch of guys,
• 28:50
  mentees of my night train. I'll be the second, you know, you're not going to be the second me. Okay,
• 28:55
  you're a cunt. You just have to get rich, but you're not, you're not another me. And
• 29:01
  but a lot of these guys and God bless them, you know, they figured out a twist or turn.
• 29:08
  The way you explained, and I might add, you explained it more clearly to me. Just when we started here,
• 29:15
  you know, I didn't know because I obsess over the shit. I've always found like whatever I'm going
• 29:19
  to succeed at. If I obsess over it, I'll figure it out. I also don't like wasting my time on if I'm
• 29:24
  going to do a business. I don't like wasting my time not making money on it. Like if I'm going to
• 29:28
  do something, I'm going to obsess over it. I'm going to find a way to make money on it. I think
• 29:32
  that people should, like, there's nothing wrong with making money at all. But I think that sometimes
• 29:38
  people don't. They feel uncomfortable. And if you uncomfortable based on Polly, what their
• 29:44
  parents felt about it, because you get all these beliefs, these beliefs about money about whatever,
• 29:48
  whatever from from from from people that only lived a certain way. So you have, you know, I love,
• 29:55
  I love my parents, but they weren't entrepreneurs. They worked my dad worked in the government. My
• 30:00
  mom worked for for universities. So a lot of the things I had to figure out, I had to reframe
• 30:06
  my relationship with money, with success, with with entrepreneurship, with hard work. I had to
• 30:11
  reprogram. And what happens, you rarely step away from those five people that you spent most of
• 30:17
  your time with in childhood. Self-esteem has built the first seven or eight years in life.
• 30:21
  Now, the Catholic Church, which I reminded him of in recent weeks, used to pre-Batican counsel
• 30:26
  two in 1965 when the mass was still in Latin and the priest used to stand with his back to you.
• 30:32
  Okay, part of the homily, which is their sales pitch, Bullshit, it says, you give us your child
• 30:38
  the first seven or eight years, and we will own them as a Catholic servant for life.
• 30:43
  Because they knew self-esteem was built. The Spartans took the kids away from their parents
• 30:49
  at seven or eight years, and the kids that couldn't go with them to be Spartan warriors were thrown
• 30:53
  in a fucking ditch. And I say it a little different, most of you should have rolled down your fat
• 30:59
  mama's leg and never conceived anything. So you have all the people that come through your
• 31:04
  program. This is QLA for people that don't know your program. This is QLA. And I know that a lot of
• 31:09
  what you do with QLA, you're talking about strategic asset purchases, seller financing. That's like
• 31:15
  one way to make a lot of money if you're successful at it. But ultimately, it's not just how to make
• 31:19
  money. It's like, how do you tackle life? Correct. So what do people get wrong when they try and
• 31:26
  tackle life? Like what are the issues that you see with the younger generation?
• 31:30
  First of all, they underestimate how hard it is. Change, we alluded to five or ten minutes ago,
• 31:36
  people talk about it, but it's tough. Okay. And they underestimate, that's number one. I'm often
• 31:42
  asked by, you know, some bright kids, can you be a part-time high-performance person? I kind of
• 31:47
  chuckle and say, no, I've never met a part-time high-performance person. I mean, as there is some way,
• 31:53
  although we have people that work out jobs, finish it off their PhD, finish medical school,
• 31:58
  and still do this, but they're working 120 hours a week. Okay. For nine years,
• 32:07
  11 months and three weeks, I work between 100 and 120 hours a week. That last week of the 10th year,
• 32:15
  I got behind my desk and I looked at the phone and I couldn't do it anymore.
• 32:21
  I crapped out one week short of 10 years. Okay. But a great deal of my net worth that I gained in
• 32:27
  those years is I still attribute to my Walmart wealth today. But I mean, I was a focus, you know,
• 32:35
  I say, let me back up. Bill Gates wanted to meet Warren Buffett 35, 40 years ago. So Mrs. Gates
• 32:43
  has not his wife, but his mother had a dinner and invited Warren Buffett over. That's a famous
• 32:47
  story. They're sitting around the dinner with the Bill Gates senior, which is who's a lawyer
• 32:51
  till he passed away, Bill's lawyer. And he said, if you had an open-ended question, there was
• 32:57
  a low-end conversation and she was talking to all people at the table, what would you attribute
• 33:02
  your success to? Bill Gates, Jr., the Bill Gates we know, and Warren Buffett both said simultaneously
• 33:10
  focus. And what I say, those who get leads are being focused first, stay leads are being focused
• 33:15
  longest, win the most. But I mean, we have so many information is almost instantaneous now,
• 33:22
  or it is instantaneous, these will be the internet. Okay. And we have so many distractions.
• 33:28
  I see little three and four-year-old kids with their tablet. Okay. Instead of, you know, I don't
• 33:33
  know what they should be doing, but they shouldn't be with a tablet. That's for God damn sure.
• 33:37
  And now people are becoming the last five or 10 years aware more and more and more that little
• 33:43
  kids are seeing bad things on those, because it's very difficult to restrict with the little kids'
• 33:48
  seas. And the, you know, I'm not sure so sure when the right time for the little kids to be able to
• 33:54
  see porn, but I mean it's certainly not when he's three and four. Definitely not. No, I think that
• 33:59
  I think the technology social media has fucked up so many people. And we're not even seeing the
• 34:05
  listen technology social media AI. I don't even know, I don't I'm scared about what it's going to do
• 34:11
  to a younger generation that grows up with it because now even my generation we have issues with
• 34:16
  focus and with attention and we can't pay attention to anything. We're watching TV and then we have
• 34:21
  our phone here, then we have our laptop and we can't sit and just be with our thoughts for more
• 34:27
  than 30 seconds. So what happens when you and now AI is making us dumber because we're not even
• 34:32
  thinking for ourselves anymore? What happens when the whole generation grows up with this?
• 34:37
  Well, we've seen what happened since Boke and the COVID crisis. I mean we've got at least
• 34:45
  a half a generation, if not a whole generation, they didn't learn anything. And we're suffering
• 34:51
  because of now. And the real reason people like Google and Facebook interview 7, 8, 9, 10, 12,
• 34:59
  13 times because nobody wants to make a decision and be wrong. So they do consensus hiring.
• 35:07
  I had a kid, one of my whiskers seven or eight years ago. He moved to San Francisco to be close
• 35:12
  to his chairman on a QLA roll up. He had no money. He was not a programmer. He studied programming
• 35:18
  from Thursday night till Monday morning. He went in and applied for a job. He went through three
• 35:22
  interviews and got hired by Google three. Okay. He had never weighed a piece of code.
• 35:29
  And he learned how to code Friday, Saturday and Sunday and early Monday morning.
• 35:34
  Now I hired a guy yesterday. I knew within 20, 25 minutes and it was a zoom. I don't like zoom
• 35:42
  interviews because I wasn't in the room with him. 20, 25 minutes, this was the right guy. I talked
• 35:47
  to him 30, 40 more and went minutes. And I knew it was the right guy to be president of one of my
• 35:52
  deals. It's a 400 million out of company. And I could just tell he had the right answers. He had
• 36:00
  an enough scar tissue. And no matter how genius you are, Zuckerberg is a great example.
• 36:07
  It's a smart kid. No doubt about it. But in the beginning, he had some speed bumps that he made
• 36:12
  into Mount Everest. He did some fuck ups and they had to change this and that and the other thing.
• 36:17
  But they're not experienced people hiring people now. I had a board, the same board for 10 years.
• 36:24
  I lost one board member because he dropped dead. The kids, I have kids that have 23
• 36:30
  different board members over a five year period because they don't know how to hire. They don't,
• 36:35
  you know, what kind of 24 year old kid? No, nothing. You know, and we have, we have 17, 18, 19 year old
• 36:44
  multimillionaires. Okay, that they got lucky. They got lucky. But you don't need to go through 25
• 36:51
  people building a board. But one of the things that the company that takes you or the board or the
• 36:56
  advisors that you have for the first five million are not the ones that get you to 500 million.
• 37:00
  Okay, transition, not just the transition of what they know and learn about your model.
• 37:06
  It's a transition of what you learn and accept in the changes because no model is perfect no matter
• 37:12
  what it is. Quick question. What's your go to when you got 10 minutes before a meeting or a
• 37:17
  workout? For me, it just used to be whatever I could grab, which usually meant skipping meals entirely
• 37:22
  or just grabbing something that left me crashing an hour later because it was just full of garbage.
• 37:26
  That's why I'm partnering with Hule. This black edition ready to drink is a complete meal. So it
• 37:31
  has 35 grams of protein, six grams of fiber, 35 essential vitamins and minerals. It is no sugar
• 37:38
  added gluten-free under five bucks. I always keep a few of these in my fridge. And honestly,
• 37:44
  it's solved the whole back-to-back meetings, go, go, go, non-stop, no time to eat problem. Super
• 37:49
  well. And this one's new for me. It's Hule's daily greens. I had the blueberry this morning.
• 37:53
  Honestly, first impression, it was way better than I expected. It's developed by registered
• 37:57
  nutritionists and dieticians. There are 42 vitamins, minerals and superfoods, only 25 calories,
• 38:03
  four grams of fiber, and just one gram of sugar. I throw one back first thing before
• 38:07
  my morning calls every single morning. Look, if you're running a business, time is the most valuable
• 38:11
  asset. Hule makes healthy eating simple and they also just launch into target source nationwide
• 38:16
  so you can get it everywhere. Try both products today with 15% off your purchase for new customers
• 38:21
  with my exclusive code, Scott at Hule dot com slash Scott. Try both products today with 15%
• 38:27
  off your purchase for new customers with my exclusive code, Scott, SEO TT at Hule dot com slash
• 38:34
  Scott. Use my code, fill out the post checkout survey to help support the show. That is Hule dot com
• 38:40
  slash Scott. They really make healthy living tastes amazing. Even if you're on the go,
• 38:44
  healthy eating, healthy lifestyle, doesn't have to taste bad, it doesn't have to suck. Net
• 38:48
  suite is a success story partner. Now, every business owner I talk to is asking the exact same
• 38:53
  question. How do we make AI work for us? The possibilities are endless, guessing is a little
• 38:57
  bit too risky, but sitting on the sidelines isn't an option either because your competitors are
• 39:01
  already making their move. The answer is net suite by Oracle. You can put AI to work today. Net
• 39:06
  suite is the number one AI cloud ERP. It's trusted by over 43,000 businesses. It brings your
• 39:12
  financials, your inventory, your commerce or HR and CRM into a single source of truth. And that
• 39:16
  connects the data is what makes your AI smarter. It automates routine tasks, delivers actionable
• 39:21
  insights, helps you cut costs and make confident decisions and you've got total flexibility.
• 39:25
  And with the net suite AI connector, you can use the AI of your choice connected to your actual
• 39:29
  business data and automate all those manual processes. This isn't a bolted on tool. It's AI built
• 39:35
  into the systems that run your business. So whether you're doing millions or hundreds of millions,
• 39:39
  net suite keeps you ahead. And if I needed this product, this is what I'd use. Now, if your revenues
• 39:43
  are at least in the seven figures, get the free business guide demystifying AI at net suite.com
• 39:48
  slash Scott Clary. The guide is free to you at net suite.com slash Scott Clary. That's net suite.com
• 39:53
  slash Scott Clary. So what so if you were going to talk to a mentee that goes to this pro or if you look
• 39:59
  at the most successful mentees because the guys that come through your program, the ones that are
• 40:03
  successful, they make good money. They're they're financially successful. They they figure out how to
• 40:08
  succeed. What's the personality trait of somebody that can be successful? 98% of the high performance
• 40:14
  people on the planet today are not alpha males like me. They're introverts. Gates Zuckerberg, I can go
• 40:20
  down the list. Okay. Clouse. Okay. Our introverts only 2% or less or extroverts like myself. Okay.
• 40:30
  People misinterpret extroverts like the president or myself. I'm not putting myself in the
• 40:37
  president's category, but you don't have to be like that. I mean, Bill Gates wouldn't say
• 40:43
  shit if it was in his mouth. I mean dribbling down the side of his mouth, he wouldn't say shit. Okay.
• 40:49
  And most of the high performance people are like that. When you look at the fortune 500 or
• 40:53
  fortune 200 companies, you know, 40% or 50% of the CEOs are Indian from India. Okay. Jack Wells,
• 41:01
  Bill Gates, Steve Jobs years ago, and Sally and I had a big business in southern India for a
• 41:05
  long time. The smartest people on the planet come from southern India. Between Mangalore and
• 41:10
  Bangalore, there's a strip there. And we had a big tech company there and we had a couple thousand
• 41:19
  employees. We had people riding on a scooter from Punjab in the north 900 miles for a job interview
• 41:29
  in Bangalore. Okay. Here, if it's convenient, I was on a Sunday. I can't do any of you on Sunday,
• 41:37
  you know, not because they're going to church or Saturday if they're going to synagogue or a temple
• 41:42
  whatever, because you know, I want to see the Lakers. I want to see who Miami, whoever they
• 41:47
  are. Kids are lazy. So is that, I mean, like you mentioned, it's not extroverts. Is it just,
• 41:53
  is it laziness? Is it accountability? Like, what is it? No, I mean, it's determination, focus.
• 41:59
  You know, it's, uh, we had a kid come to the seminar a couple years ago. He saved up two and a
• 42:05
  half years, afforded seven seminars a cheap. And he, uh, just because he wanted to have the
• 42:11
  gumption, he, he, he'd been working out at 24 hour fitness in Manhattan for several years.
• 42:16
  And every morning at 430 gets on the running machine and the girl next to him is there on the
• 42:21
  running machine, just have the gumption, the balls, the temerity to ask her for a cup of coffee.
• 42:27
  So he comes back from the seminar. She says no. And she says back. After all the time that we've
• 42:36
  spent on the running machine next to each other, if I wanted to have a fucking cup of coffee,
• 42:40
  don't you think I'd ask you? Fuck off. But you need to be able to fucking ask the question.
• 42:47
  Well, yeah, if you don't ask, you don't get you don't get. Now he was crestfallen for four or five
• 42:52
  months. Yeah, but then, but then listen, I'm a big fan of like just running towards things that
• 43:00
  will untouch the gunfire 100% because the more you fail, the more you learn, the better you are,
• 43:07
  everything that I've done in my life. And I am not even a fraction as, as hard as you are when
• 43:14
  it comes to like my message and what I, and what I sort of teach people. But one thing that I
• 43:20
  am 100% behind is if you suck at something, do it a thousand more times and fail a thousand more
• 43:27
  times. And then somewhere along that journey, you'll find that you don't suck so much. And that's
• 43:32
  everything I've done in life. Working out relationships, podcasts, business. I mean, when I interview
• 43:38
  the first person, I don't know what the fuck I'm doing. I have no idea. If I jump on stage the first
• 43:44
  time ever in front of a thousand people, I have no idea what I'm doing. I'm scared shitless.
• 43:48
  You know what then I'll do. I'll find 200, 300 more events that will have me on their stage. And
• 43:53
  you know, it's funny. By the time I do the 300th speech, I'm not nervous anymore.
• 44:00
  I started the first financial planning department on Wall Street. And they said, you can do whatever
• 44:05
  you want. Don't embarrass us. You have no budget. And I made speeches from Bangor main to the
• 44:11
  Keys from La Jolla to Seattle, Washington. But I got through about a hundred and 120 speeches.
• 44:19
  I was a world class speaker. That's it. I mean, if you plates at me, I mean, you know,
• 44:23
  I was a world class speaker and the scarlet tissue. And I showed up two days early, one day late.
• 44:32
  But you know, I got used to being uncomfortable. I got comfortable being uncomfortable. And the
• 44:39
  kids today don't want to do that. They just don't. If it has, you know, they have these training
• 44:46
  programs that they're telling them out to nothing, really. When I was on Patrick's show a couple
• 44:57
  days ago, a lot of general topics. But if I like, I watch CNN, pouches, era, and Bloomberg all day.
• 45:08
  From the time I get up in the morning till the time I go to bed at night, at 11 o'clock,
• 45:12
  Sally comes in and we watch a movie for an hour and a half and have a glass of wine. But up
• 45:17
  until then, I'm watching news the whole time. Okay. And I've got screens like this to the different
• 45:22
  news programs. And the, so I have a general knowledge of what's going on. They had a survey year
• 45:29
  before last in Washington, DC high school. Who's the first president of the United States?
• 45:35
  67% failed. They're in Washington, DC. Who is the president of the United States?
• 45:41
  Why is it? Why is it so bad? Why is education so bad?
• 45:45
  Well, I mean, well, now the teachers, a lot of the teachers and almost all of them have a liberal
• 45:50
  bent. You saw when the president of Harvard and the various schools, a couple of which
• 45:56
  stepped down because they wouldn't take a position on whether, you know, when we were talking about
• 46:02
  Palestine, et cetera, it wouldn't take a position. Because once you dig in your heels and you take
• 46:07
  a position, you're either going to be right or you're going to be wrong. But if you just get a
• 46:11
  general bullshit answer, I mean, yeah, but that's where that's where education wisdom goes to die.
• 46:18
  Like true education is when you challenge ideas. Correct. Because that's how you get better.
• 46:23
  Correct. That's how it, that's how you, yeah, those days are, you know, two or three hundred
• 46:28
  years ago when they're not today, they're not today. I mean, even though you have strong opinions,
• 46:32
  I bet you respect the shit out of somebody that comes out with a counter opinion that's well
• 46:36
  researched. And I listen, and I listen, you know, and while he's talking or she's talking,
• 46:41
  or in this case, it's talking, you know, well, he didn't think of this. He didn't think of that.
• 46:45
  And I'll bring it up when it's time, when it's my time, when I was young like you, I wouldn't let
• 46:51
  a negative sentence come out of your mouth. I would jump in and stop you right away and say,
• 46:59
  well, you haven't thought about this and what about this? What, you know, interest rates or
• 47:04
  the velocity of money and you talk about shit like that. Nobody knows what you're talking about.
• 47:08
  Okay. The I've been in cash since I'm 60 years old.
• 47:14
  From my 60th birthday to my 64th or 5th birthday, my wife and I sold all our assets off.
• 47:23
  I call it shit. We had a lot of shit, penthouses and now all the shit. And so the only thing we have
• 47:28
  now is the estate that we live in. And we don't own a trust zone. But anyway, that's the only thing.
• 47:33
  Of course. As it should. Okay. Cash. And people ask me, what about inflation?
• 47:39
  Okay. Bunker Hunt told me when I was a kid, Danny, if you're worried about inflation, you're not
• 47:46
  making enough fucking money. What about taxes? I pay taxes, both in the United States and the UK,
• 47:54
  because I'm a dual citizen. He said the same thing. If you're worried about taxes, Danny, you're
• 47:59
  not making enough fucking money. Okay. It's the same thing about getting down the property ladder,
• 48:03
  which I alluded to when they were talking down the panel that I was just a member of. You know,
• 48:09
  this is not the first time that it takes you four or five times your salary to buy house.
• 48:14
  This is not the first time like they make it sound. Okay. You just went out, you worked over time.
• 48:21
  In some cases, people borrow money from their parents. My parents didn't have any money alone me.
• 48:25
  And so I just went out and had a work harder. Unfortunately, a lot of people, they live together.
• 48:30
  Okay. That's two guys living together, you know, hoaring around. Of course, guys don't
• 48:34
  hoar around anymore. They don't consume alcohol. They don't, you know, I'm not suggesting that you
• 48:39
  have to consume alcohol. But there's places in the United States of America today, this very hour
• 48:45
  in the South. If a man won't have a goddamn drink with him, fuck him, I'm not doing any goddamn
• 48:50
  business with him today. Yeah, I know. And what do the kids do? They don't go down there. So
• 48:59
  the fastest going to economies right now, Florida, Texas and a couple others. Now I can't speak
• 49:04
  for Florida, even though I was born here. But in Texas, you go to Addison, Texas or Electro, Texas,
• 49:11
  you know, I mean, and I'm not suggesting that people should drink if it's there on the 12-step
• 49:17
  program and stuff like that. But I find someplace else in the new business because you're going to be
• 49:22
  restricted whether you need to or not by the fact that, you know, I had guys that were Muslims
• 49:29
  back in the day. And they would order a drink and just leave it there. Yeah, they want to build
• 49:35
  the relationship. Yeah, exactly. Exactly. But ultimately, you're talking about it's not the first
• 49:41
  time when it's taken four or five times your annual salary by a house. But the issue is
• 49:46
  years ago, there was no not working when you were 20 to egg 120 and you were living at home when
• 49:56
  you're 35. No. And these are things that are reality now. So I was talking, you know, at the
• 50:00
  beginning, I was talking about how not everybody, but I find that even people that are younger,
• 50:08
  they don't have the same work ethic and they seem to just drift for longer. They seem to be
• 50:14
  confused, but where they're going to end up, what they're going to do. They're not excited about
• 50:18
  sort of working as hard as what I was doing when I was younger. And I feel like that's going to
• 50:23
  fuck them twice as much when the cost of living goes up. I couldn't agree more. And then you're going
• 50:27
  to have this whole generation of people that can afford to live on their own. They're all renting.
• 50:33
  And then listen, you're in, well, actually, you're not so invested anymore because you sold off a lot
• 50:40
  of your ship, but you understand basic investing principles. Like you make money, you invest it,
• 50:45
  it compounds over time. Time is always to your benefit. So if you waste time, then you're going
• 50:50
  to have a very hard life. Warren Buffett says achieved with his success is time. That's it. You know,
• 50:55
  he says, you know, I've been around a gazillion years. And so, you know, it's given even bad investments
• 51:02
  time to get good. Well, that's that you only lose if you sell. Correct. And he's not a big seller of
• 51:07
  anything. He doesn't sell anything. No, no. Um, what else do you see with the people that go
• 51:11
  through your program? We spoke about accountability. Uh, we spoke about termination. Um, we focus about
• 51:18
  like how to be good at making money. What about the idea of balance? If there is a balance, I quoted
• 51:25
  Jack Welch earlier. Uh, I'm never found it. Uh, and but I never look for it either explain that.
• 51:31
  Okay. I mean, that's, uh, when, when I got married, uh, I said, uh, I'm going to, I said metaphorically
• 51:38
  speaking, I'm going to make you a queen to put you in a castle. I didn't realize that I was really
• 51:41
  going to do that. And I said, um, beautiful. I want a few kids. I don't know how many. I don't
• 51:48
  know how many will be able to conceive because I'm not going to be around. Okay. But, uh, and, uh,
• 51:54
  we're going to raise them strictly. Uh, and, you know, we're going to, well, the kids will be good
• 51:58
  at whatever they do. Now I overdid it. I had professional tennis players come, uh, and give them tennis
• 52:04
  lessons in the snow. I had a professional, I mean, before I'm in May, you know, uh, Karate and, uh,
• 52:10
  Taekwondo, et cetera. Uh, the, uh, we used to dress for dinner every night.
• 52:15
  Taxito. Look, my kids hate to dress up to this day. They hate it. Uh, at my 80th birthday,
• 52:24
  I had a few months ago. Uh, I have, I was surprised. They showed up in Texitos. I mean,
• 52:31
  I was surprised pleasantly surprised. But I'm sure somebody said, well, you won't be letting the
• 52:37
  door. If you know, we're in a black tie. Uh, so there's some things you can overdue. And I,
• 52:42
  if you should do, uh, back when I was a big weightlifter, uh, or big, you know, I weighed 60 pounds
• 52:48
  more than I do today. I weighed, uh, 287. I'm not 237, uh, 24, 227. Uh, if you're, you know,
• 52:56
  when I was on a antibiotic store, I was, and I went that whole route, uh, you know, if two shots
• 53:01
  are good, five are better. You know, if a 5,000 milligrams is good, 25,000 is better. Uh, you know,
• 53:08
  and, uh, a regular guide could afford my, uh, my drug bill, uh, for keeping me big. It took me,
• 53:19
  seven months to gain 80 pounds about probably 65 or 70 pounds of a muscle. It took me five years
• 53:27
  to lose it. It's a lot of muscle. Yeah. And the, um, but I always do, I overdo everything, uh, in
• 53:35
  life. I ran 40 marathons in one month in, uh, October, 1976. You know what, though, I think that,
• 53:44
  I've said, I've said this a lot. I think that anybody who's good at being an entrepreneur,
• 53:49
  the same traits that make you good at being an entrepreneur can lead you to just being obsessed
• 53:54
  about everything in your life, because you got to be obsessed. I am, I am obsessed. I still am.
• 53:58
  And it, it, it, it kills me why I should have, uh, on my last trip to America, I decided,
• 54:04
  I wonder if I can keep the schedule I used to. So, uh, one day I had eight meetings. The next day
• 54:10
  had nine meetings. The next day had 11 meetings in the, uh, the last day before we went home,
• 54:13
  I had 12 meetings. And, uh, I, I come to back to the hotel at one o'clock in the morning. The
• 54:19
  last night we're there. And I sit down, uh, in the living room of our suite. My wife comes up,
• 54:25
  oh, you okay? No. I can't do this anymore. I just wanted to see if I could. That's funny. And,
• 54:34
  she says, do we have to go to hospital? I, I, I said, I'm just beach. I haven't been
• 54:41
  beat like this. I mean, to the bone marrow on beach. Yeah, but it's a good feeling. Yeah,
• 54:45
  it is a great thing. But you don't need to do that. I was 79. You don't need to do that at 79.
• 54:49
  You know, no, no, but so I asked you about balance. And you know, it's so fun. The high performance
• 54:54
  people I have the privilege of being around had done. But why? Okay, so I have a question. Why do you
• 54:58
  say that when you have a wife that you're still in love with and married to for, I don't even know
• 55:04
  how many years 30 years, you have kids, you have family, you still work a strange, but yes, you say
• 55:11
  you don't have balance. But I know guys that have sold companies for well over nine figures and
• 55:16
  some billionaires and they have so many X wives and their kids all hate them. I'm a good
• 55:23
  picker of talent. I thought this is my second wife. I thought I was a good picker. I was obsessed
• 55:30
  of me marrying a kindergarten teacher virgin. That's what you want. I was, first of all, exactly.
• 55:35
  That's what I wanted. A kindergarten meaning didn't know anything, you know, a virgin didn't
• 55:40
  know anything. And I was in the show with the ropes that I was obsessed about that. I married one
• 55:46
  in about 20 some years, but I mean she got tired of being rich. You know, I can make my own
• 55:52
  coffee. I don't need the butler too. You know, I can make my own bed. I don't need the maids.
• 55:57
  And there's a point. I didn't think I haven't like my first butler. I get out of the bath and
• 56:04
  he's standing there with a towel. I don't need a guy to wrap a towel around me when I step out of
• 56:09
  the bath. That's fair. That's fair. Okay. Now women, that's okay. Not for the butler. I'm
• 56:15
  made. Yeah. Yeah. I understand. Okay. And I like when I want to marty a robot next year,
• 56:22
  Gordon three, a vet's for please. And that I can do. Okay. That I can do. And the challenge we're
• 56:33
  going to have is because we have a lot of steps in the castle. Okay. And so some of the basic robots
• 56:39
  can handle the steps, but the sophisticated robots can. Of course they can. The new ones definitely
• 56:45
  can. Getting back to balance. Yeah. And when I was around with the own asses, people,
• 56:50
  constantly got sauce. The CEO was my mentor for a long time. And when I been around the hunts
• 56:55
  and when I ran around Ross Perot and I've been around T-Boom Pickens and these guys,
• 57:02
  they work like dogs, you know, and to the extent that like Ross Perot had a deal for the
• 57:08
  naval academy, he went there. Okay. T-Boom Pickens I think for universe Oklahoma because he went
• 57:13
  there. Okay. So the time that he would maybe should have spent or could have spent time with his
• 57:18
  family, he was at some Oklahoma game or something. And so I went to a school you got to explain
• 57:24
  about. I have no athletic ability, other than I can run a long distance because I found out that
• 57:30
  80% of my muscles are slow twitch muscles, slow twitch, which means. You're a good sprinter.
• 57:36
  No, slow twitch means you have no fast twitch muscles, no sprinting, but it's good for long
• 57:43
  distance running. I get the mix up. Okay. And the fact that I was able to, I didn't figure this
• 57:50
  out until I was in my early 30s. If I known, you know, that I had slow twitch muscles, I'm
• 57:56
  uncoordinated. They used to tease me. The football coach used to say, Pina, you're so slow, you
• 58:01
  are the other teams Jersey, you know. And when I went to Ranger School, I was slow. I was in the
• 58:07
  last 10%. They used to let me run out ahead of it when we were on the nuisance. Your head started.
• 58:12
  Head started. And they said, run towards the gunfire, Pina. And as they all thought, well,
• 58:16
  I didn't go to Vietnam, but they all thought Pina's going to get a mental monitor because he's
• 58:20
  running towards the gunfire. And when I'm slow and I'm clumsy, I'm clumsy. I don't have the same
• 58:25
  nerve endings in my hands and feet. But I didn't know that until I was an adult and I paid a bunch of
• 58:30
  doctors, you know, when I volunteered for the draft in 1966 that more or less one of the heights
• 58:36
  of the Vietnam War. But once I got the first high performance thing I ever did was graduate from OCS.
• 58:44
  When OCS was tough, now Ranger School, CO School, etc., that you're off for the weekends. Now,
• 58:49
  when I went to the training, no weekends were off. But when I volunteered, a private, I was an
• 58:55
  officer in less than a year, which is unheard of. And I started competing against other people.
• 59:01
  And I realized whether they went to West Point or I befriended generals because they saw
• 59:08
  them in me. When you look at men in society today, you said many times, you think men have become
• 59:20
  weak. Why do you think men have become weak? I'm going to give you an example. We have a success test
• 59:25
  till we actually. One of the first questions is, you're walking down the street and somebody spits
• 59:30
  in your wife's or your girlfriend's face. What do you do? There's four options. The first option is
• 59:37
  A, I try to ascertain what kind of day is having. That's option one. Like Oscar, how is days going?
• 59:44
  Yeah. Option two, uh, uh, uh, in fourth option, I, I, I, my series to consider an altercation.
• 59:54
  When we came out of the test 20 some years ago, we had a 91.6% failure rate of the test in general.
• 1:00:02
  Now 20 years later, we have a 98.6% failure rate. So we become more of a country in 20 years
• 1:00:11
  where I come from, if I can't physically, with my own hands, beat him to death, I find something to
• 1:00:17
  beat him to death. And there's no other answer when I went, when I went, when I went at my high
• 1:00:23
  screen, you know, the guy's all laughing. He says, who are these must be white cunts? I want to
• 1:00:29
  not all white, but I mean, uh, in the hood, I mean, uh, even making a joke, my, my, my, my, my
• 1:00:36
  favorite cousin, his girlfriend, uh, when we, he was a junior, we were juniors in high school.
• 1:00:41
  He went to Lincoln high school in the hood. He's still a, somebody said that his girlfriend's
• 1:00:46
  asked, look, I had two pigs in a gunny sack. Okay. Now it's, it's prominent to have a big ass now.
• 1:00:51
  They, they, they want you to have a big ass, you know, and not done. Okay. I'm not then. And so he
• 1:00:56
  stabbed the guy 17 times by the grace of God. He didn't kill him. He went off to the junior
• 1:01:05
  San Quentin of the time. San Quentin is a big prison in California. Uh, for just saying,
• 1:01:11
  not to his face, but to somebody else and it got around to my cousin Ronnie and, uh, stabbed him
• 1:01:17
  17 times to save, you know, it was a different world. I mean, those, those were more than
• 1:01:23
  fighting words. I mean, Jesus Christ, if you were going to be the perfect dad to a young boy,
• 1:01:30
  what do you have to do so that they grow up? Show my example. Uh, do, uh, it's hard to even say,
• 1:01:39
  what are manually endeavors? Baseball games, stuff like that. Uh, the, uh, I, uh, I attended,
• 1:01:46
  and all my youngest son was a super athlete. Uh, I attended, uh, one football game and one
• 1:01:51
  baseball game. He batted 640 baseball. I went to one game. And then the coach comes to me,
• 1:02:01
  says, can you tune down, Jared down a little? What the fuck is that mean? Well, he's bad and more
• 1:02:06
  than twice the average of anybody in the league. He batted 2 15 in the next year and quit baseball.
• 1:02:13
  Why would he? Why? Because, because he wanted to be liked by the other players. So,
• 1:02:21
  what you see, he went from 640. I know. But could baseball. So everybody is dumbing themselves down.
• 1:02:29
  Correct. Oh, I gave a big speech. I was a keynote speaker at a big deal in Scotland a few
• 1:02:35
  months ago. And, um, I made a special effort to go to the awards dinner. I was a keynote speaker.
• 1:02:42
  Normally, I'm the keen, the last speaker, I'm the anchor to make sure people stay for the whole
• 1:02:46
  event. And, uh, there was a 80 or 90 people, uh, and they were there to meet me at dinner.
• 1:02:53
  Now, one person came up to my table because the two hours prior to that, I beat him,
• 1:02:59
  I skinned him like a fucking banana about their, you know, and he's just supposed to be high
• 1:03:03
  performance wealthy people. And, uh, I said, my wife said, uh, nobody's coming up to talk to him.
• 1:03:13
  So the, the, the, the, the founder of the deal who I trained, he said, you scared him.
• 1:03:19
  They're afraid to come up and talk to you, Mr. Pena.
• 1:03:24
  Of course, the Galazzo says, don't ask this group said, if you're not afraid of Pena, you're stupid.
• 1:03:31
  When I, I get things done that nobody can get done. For example, and I'm not trying to intimidate
• 1:03:36
  anybody, but when I say I'm gonna fuck you up, that's exactly what I'm, I mean, and that's exactly
• 1:03:41
  what's gonna happen. Whether it's your business, you personally, your family, I erased the DNA of
• 1:03:49
  your family. And that's how the big boys play. Guys, I'm gonna, you're here, so I'm gonna use
• 1:03:55
  you as an example. That's not what you want in your life. No, of course not. Oh, but, but I mean,
• 1:04:00
  I can show you how to get four or five billion dollars. You want to play with the big boys?
• 1:04:05
  You get off the porch and stop blicking your balls. You want to hunt with the big dogs? That's what
• 1:04:09
  happens. And that's what still happens today. And everybody knows it. Just because you don't know
• 1:04:17
  it. Just because clouds won't admit it. Not everybody wants to deal with that shit in my life.
• 1:04:22
  No, nobody. And that's why it's open market for people like me. But there is a sliding scale.
• 1:04:29
  Yes, there is actually in where people who can't even deal with confrontation and talking to you
• 1:04:34
  at a dinner. And then whatever the fuck that is on the other end of the scale. And you have people
• 1:04:40
  that are all the way over here. And you have you all the way over here and people can, no, no,
• 1:04:44
  there's people who are out of me. Fine. You have here and you have here. But, but how do you get
• 1:04:50
  somebody who's too scared to even take action in their life to get to a little, not, not, you know,
• 1:04:58
  not everybody needs to be this aggressive, not everybody. But a little bit aggressive. So that
• 1:05:04
  you can grab life by the ball. Stand up for yourself. Yeah, 100%. Have some self confidence.
• 1:05:10
  Have some self-awareness. Go shake your hand out of dinner. What the fuck's going to happen?
• 1:05:16
  Not a dinner. 85% of the people that shake my hand, their hands wet. Not because they
• 1:05:22
  piss themselves. And part of the class is we teach them before you dry your hands.
• 1:05:30
  And I haven't, I haven't done anything real ugly in a long time. But I will, you know,
• 1:05:37
  they didn't want me to go to the Bank of England when we were discussing taking an option public
• 1:05:42
  because they, you know, I might do something that I'd be sorry for.
• 1:05:45
  But in the old days when they investment banking, you said something on a handshake for real.
• 1:05:54
  Yeah, of course. Yeah. By the way, people still do deals like that outside of the US. Now,
• 1:05:58
  everybody's, no, no, but I'm in the US. I mean, I want a contract ethic. I'm not interested in
• 1:06:04
  this little meeting out of handshake. I know. And the, and a certain business is all in gas
• 1:06:10
  business is, is, is still a handshake deals are, are still pretty good. When the former chairman
• 1:06:18
  of Exxon Mobile became the chief of staff for Trump first time around, I knew him when he was
• 1:06:23
  a middle manager. Hey, John, give me some fucking coffee at a large ass. And then he's the,
• 1:06:29
  you know, he's a chief of staff for the president. The, but the people have their limits.
• 1:06:36
  Mad Dog, Madness, who is the chief of staff for a while. And the other general, I forget his name
• 1:06:41
  now. They have limits. Okay. That, but I always privilege to sit on a board not too long ago
• 1:06:49
  with a former comment down on the Marine Corps, General Neller. And he said that your kind of
• 1:06:55
  military, Mr. Pena doesn't exist anymore. It doesn't exist anymore. Because let's say we're in a
• 1:07:04
  firefight and I say, okay, we're just a sweep rather than above. And then all you guys get killed.
• 1:07:09
  Okay. And then they come back for the court march. They're going to court march for you.
• 1:07:13
  Because you wasted all these lives. And you say that General Pena, I don't know this kid. Who
• 1:07:19
  is this kid? I didn't tell him to do fuck off. He did it in the own volition. He's an idiot.
• 1:07:25
  That's what we have now. So consequently, you're not going to run over on over there.
• 1:07:31
  Because you know that the chances are 50, 50. I'm not going to back you up when the shit hits
• 1:07:35
  the fan. And now in business, people don't back people up. I tape all my phone calls and half
• 1:07:42
  taped on my phone calls for 25 years. I'm only going to have to use it a couple times. But people
• 1:07:49
  know I tape it. So if they don't want, if they don't want me to tape, I said, we don't have
• 1:07:53
  anything to talk about then. See, I, that's a red flag to me that you don't want me to tape
• 1:07:58
  the phone call. I'm not worried about anything I say. So that means by definition, you're
• 1:08:03
  worried about something you're going to say. So, so the rules of life are different. Correct.
• 1:08:07
  The game's changing. And then what are the, uh, rules of engagement?
• 1:08:15
  In some cases, don't exist anymore. Uh, and that's why I have young kids, 23 to 35, uh, that are
• 1:08:25
  able to build 500, 600, 800 billion dollar companies and, uh, not overnight, uh, because it always
• 1:08:33
  takes longer than your plan. But almost overnight, when it used to be a 25, 30 year program, uh, how I
• 1:08:40
  was able to assist clouds become CEO of demons, uh, against all the competitors. Uh,
• 1:08:46
  clouds used to say, um, I'm not, not Bavarian. And they never had a CEO that wasn't Bavarian.
• 1:08:51
  I speak German with an accent, which, you and I couldn't tell, but I mean, I,
• 1:08:55
  anyway, but, um, when the day he became CEO, I mean, uh, all that is history. Um,
• 1:09:02
  Rick Scott, built in the largest healthcare company in the history of the world, uh,
• 1:09:07
  who put his way through, um, uh, college and lost you by own and dunk, two dunk and donuts shops
• 1:09:13
  or stores, whatever you call them. Um, but that's still possible.
• 1:09:18
  What do you want to tell people who are just starting out on their journey right now, young kids?
• 1:09:22
  It's easier to stay focused, laser beam focus, not easy, but it's easier if you're passionate about
• 1:09:29
  it. I'm a transaction junkie. I mean, deals, I get off on deals. Uh, I happen to have, uh,
• 1:09:35
  a lot of expertise in healthcare. When, when I told Rick Scott before he found the Columbia
• 1:09:39
  Healthcare, healthcare was going to three percent a year back in the late 80s. It's not going at about
• 1:09:44
  30 percent a year. Okay. Um, uh, if it's, uh, uh, if you're not in it's a tech related business,
• 1:09:52
  AI, uh, cybersecurity and that kind of thing, uh, if you're passionate about that, if you're not
• 1:09:58
  passionate about it, then you're pissing in the wind. But, um, and you can roll up anything.
• 1:10:03
  I mean, back in the 90s, we used to take the yellow pages, which they don't have anymore.
• 1:10:07
  The yellow page, and you throw it on the ground, whichever page it opened up to, that's what we're
• 1:10:11
  buying. Then make a difference during the classes that I give. And of course, they were skeptical to
• 1:10:18
  say the least. And then I'd help them. And I'd get through the first gatekeeper, the second gate
• 1:10:24
  keeper. Okay. Uh, to the principal, best time to call people that you want to buy their business
• 1:10:29
  is Friday afternoon, Saturday, Sunday, early Monday morning, because nobody's working except the
• 1:10:34
  owner. Okay. Uh, hey, uh, I guess you must own the place. Otherwise, you wouldn't be there on
• 1:10:41
  Sunday morning. Yeah, it's a real bitch. I can't get anybody to work. Uh, when was the last time
• 1:10:45
  you thought about selling your business, mister? Today, I'll be right over. Now, I used to use the
• 1:10:55
  line, which was slightly not true. I'm in your neighborhood. I'm in Cleveland, he's in Chicago.
• 1:11:00
  So, but I used to travel around the country in Graham, buses. You used to do it. How's the
• 1:11:04
  duty? Yeah. No matter. And I was never late for an appointment. Okay. Uh, and the, um,
• 1:11:12
  I was hungry. Fuck, I was hungry. The hunger anymore. No, no, no. Oh, uh, there's two books out
• 1:11:19
  in the last few years, both called enough. One is a woke guy. How much do you have to earn enough?
• 1:11:26
  I mean, you know, are you feeding in the kids and by effort? The other enough is, um, uh,
• 1:11:31
  written by Navy seal, ex seal, uh, never enough. You can never do, do enough for freedom,
• 1:11:36
  et cetera. Freedom is not free, et cetera, et cetera. And the, um, but now, I mean, they, they,
• 1:11:42
  they get lazy. I gave a speech in New Zealand several years ago. And success to a guy,
• 1:11:48
  just getting out of university said a hundred grand a year, two beamers, meaning BMWs for him and his
• 1:11:55
  wife and a, uh, uh, ski chalet or simply someplace. And that, that was success to them. Uh,
• 1:12:05
  today, uh, you know, I don't know what it would be, but it's certainly not, uh, what's available.
• 1:12:11
  We, uh, you know, we have 13, 14, 15, 16 year olds that are making two million dollars a year.
• 1:12:19
  Yeah. They have to have their mom signed the shit because they're, they're, they're, they're,
• 1:12:22
  they're not, they're all, by the way, they're all social media too. Yeah. Yeah. They're all social
• 1:12:26
  media and they're making tons of money. Yeah. And the, um, uh, one of my super star families,
• 1:12:32
  the carlings, uh, uh, I trained their son who just turned 18. Uh, he's on a stirred acquisition.
• 1:12:38
  He's, uh, rolling up sports bars. Now, I think it's because of titty bars myself. This is my
• 1:12:43
  opinion. He never told me that. And I did his first podcast. He's a podster on top of, yeah. Yeah.
• 1:12:49
  What's his name? I'll watch his, uh, Michael Carling. I'll watch his stuff. Okay. And he, he says, uh,
• 1:12:57
  he just turned, he had his 18 birthday. So now he doesn't have to have his mom sign. He can sign
• 1:13:01
  on his 18. He dropped out of school at 16, what you can do in Europe, most countries, uh,
• 1:13:06
  mandatory school till 16. Uh, and, uh, and I'm, uh, you know, I'm fortunate enough to be able to be
• 1:13:14
  training second generation. Now, like I say, because I'm going to be alive when I'm a hundred
• 1:13:19
  and something, uh, I may live long enough to do third generation, uh, of these kids, but it's the
• 1:13:25
  same message. The only new thing financial tools we have in the world today are crowdfunding
• 1:13:31
  and, um, the blockchain shit. I don't mean, I don't mean shit, but I mean blockchain.
• 1:13:35
  Those are the only new things. Everything else is the same 25 or 30, uh, instruments that we've
• 1:13:40
  had for a century. Uh, and what I did is I took the Andrew Carnegie model from the late, the mid
• 1:13:47
  the late 1800s. I put some bells and whistles on it to bring it up to the last century more
• 1:13:52
  currently to this century. And, uh, and he, we framed from commercial debt. He liked because, uh,
• 1:13:59
  and he never took equity in because he didn't want to reduce his ownership. And if he, his
• 1:14:04
  default was commercial debt. And now our default, uh, our, our regular methodology is sell his
• 1:14:10
  finance, uh, and commercial, and commercial debt is our default. Um, and there's tons of money
• 1:14:18
  right now. There's 75% of all transactions in the world are done the last 60 days of the year.
• 1:14:24
  75% of all financial transactions are done the last 60 days of the year. And by the way,
• 1:14:29
  biggest wealth transfer ever with all the boomers retiring and no kids are taking over their business
• 1:14:34
  too. Yeah. And, uh, that's going to be trillions of dollars. And that generation is not ready.
• 1:14:41
  You know, they, you know, they've had a level up. Uh, well, the retiring senior wealth manager of
• 1:14:47
  JP Morgan came to the center seminar about a year ago. She retired. And she's got a roller dex
• 1:14:53
  like, like nobody has in the world. And, uh, I mean, the first stand business, actually probably
• 1:15:00
  did $100 million in revenue. Um, but you don't have to have that. You don't have to have that
• 1:15:06
  kind of entree. It doesn't hurt, obviously. But the, um, and a lot of guys, I believe, uh, Patrick
• 1:15:14
  was a stock broker, uh, financial advisory calls and financials. Yeah. Okay. Well, I mean stock
• 1:15:19
  broker, uh, back in the day, but you don't have to have that kind of knowledge. You just have to
• 1:15:25
  have the will and determination. And don't give up. And then if Boris comes, push comes the
• 1:15:30
  worst. I'm saying it's time to cheek. You can always be a potster. Indeed is a success story partner.
• 1:15:34
  Now, if you're hiring, indeed is all you need. Let me give you an example. If I needed to hire a new
• 1:15:38
  editor for this show, I'd go to indeed and be super specific. Not just can you edit audio, I'd say
• 1:15:43
  I need someone who's edited a conversational podcast for at least three years gets our style and
• 1:15:47
  knows our software. Someone who's done this before. And here's the thing with indeed sponsor jobs.
• 1:15:51
  I'd get people who fit that description. I'm not digging through resumes when people who've
• 1:15:54
  edited one YouTube video. I'm getting actual podcast editors who know what they're doing.
• 1:15:58
  People who've worked on shows like ours and can prove it. That's what makes a difference. You
• 1:16:02
  get people who actually are what you're looking for. According to indeed data, sponsored jobs
• 1:16:06
  posted directly on indeed are 90% more likely to report a higher than non sponsored jobs. And
• 1:16:12
  people are finding quality hires right now in the minute that I've been speaking to you. Companies
• 1:16:16
  like yours have made 27 hires on indeed, according to indeed data worldwide. Spend more time
• 1:16:21
  interviewing candidates who check all the boxes, less stress, less time, and more results now with
• 1:16:26
  indeed sponsor jobs. And listeners of this show will get a $75 sponsor job credit to help you get
• 1:16:32
  your job. The premium status it deserves at indeed.com slash clary. Just go to indeed.com slash clary
• 1:16:38
  right now and support our show by saying you heard about indeed on this podcast. Indeed.com slash clary
• 1:16:44
  terms and conditions apply hiring do it the right way with indeed. HubSpot is a success story
• 1:16:49
  partner. Now, if you're looking for a new podcast, one of my favorite shows right now is demand
• 1:16:53
  to code it. If you're in the B2B marketing space, you need to be listening to this. It's hosted
• 1:16:56
  by the team at Blend. They are a demand gen agency. They know what they're doing. They're also part
• 1:17:00
  of the HubSpot podcast network. What I love about it is they skip all the theory and they just tell you
• 1:17:05
  what's actually working today. So demand gen marketing content linked in at attribution. They talk
• 1:17:10
  about real strategies that they are using that you can use today that are working. So if you're
• 1:17:15
  an entrepreneur, if you're building a business, if you're really selling anything to anyone,
• 1:17:19
  go search demand decoded wherever you get your podcast. I don't think I've ever heard anybody
• 1:17:23
  ask you this, but I'm more curious now because everybody who I speak to is an entrepreneur.
• 1:17:26
  And you are an entrepreneur and the people that go through QLA are entrepreneurs,
• 1:17:29
  but you don't tell them to build a company from scratch. You tell them the buy company. It's
• 1:17:32
  easy to organic growth is painful. It's easy to buy revenue than create it because when you come
• 1:17:38
  in with a company, it's got 10 million revenue. The bank to the extent to use commercial banking,
• 1:17:45
  the bank already knows they don't care if it took 50 years to create that 10 million or five days.
• 1:17:50
  It's already de-risked, delivered because you've already got it and you can show them. You know,
• 1:17:55
  you've got three or four or five years of tax returns and they plus or minus the same as your net
• 1:18:01
  books or whatever the thing you use internally. Occasionally one in ten has some audited numbers,
• 1:18:06
  which is rare, but it's easy to buy revenue than it is. And you can discount the revenue.
• 1:18:13
  When they took me 25 years to build this, I said, well, that's not my problem with the greatest
• 1:18:17
  respect. You know, we're buying companies at two to three and a half, four times EBITDA. We have
• 1:18:23
  them 10 miles deep and a thousand across. I mean, and that's just it. And the AI is an
• 1:18:31
  exception to that rule because they're selling for times revenue, which is wild.
• 1:18:36
  Oh, yeah. And that's why my hand rarely shakes when I'm signing documents. But on Monday,
• 1:18:42
  when I signed that document, I said, let's quit talking about, let's just sign the papers.
• 1:18:47
  So you, well, you, you close on this? Yeah, yeah, yeah, yeah. When you, when you look at the
• 1:18:52
  rollups, you don't care because like, like strategically, if somebody's listening to this and
• 1:18:55
  is like, oh, this is an interesting strategy because a lot of stuff we talk about is build a business.
• 1:19:00
  Slow, painful for sure. You buy revenue instead. That's a, you, you discuss how it was painful
• 1:19:06
  starting this podcast. Oh, painful as hell. I know. It's painful as hell. Yeah, it's the most
• 1:19:10
  work I've ever done for something for the least amount of return. But it compounds over time.
• 1:19:15
  I understand that. Now, if I wanted to buy revenue immediately, but the thing is the podcast,
• 1:19:19
  you build media to use it to launch other businesses. So now what I can do, because I have eyeballs,
• 1:19:26
  I can buy businesses, and then I can take a business that's underperforming, but as a good product,
• 1:19:31
  and then I can drive, I can drive eyeballs to it, and then I can take that revenue and almost turn
• 1:19:35
  into predictable cash machine. That's why you build the media. That's the real reason. I mean,
• 1:19:40
  I don't, you can go become the next Fox or MSNBC or whatever podcast network you want to,
• 1:19:46
  you want to become, but I don't think that's really why most people start to become, you know,
• 1:19:51
  influencers or podsters or whatever. The smartest ones, the Jake Paul, the Logan Paul,
• 1:19:57
  the Mr. Beast. Yeah, they make money on their content, but then they make money on their product too.
• 1:20:02
  You got to have the product, but you think about if you have, if you have the podcast,
• 1:20:06
  if you have, I mean, you already have a good YouTube channel and a good following,
• 1:20:09
  you don't even use it for your portfolio companies, but you could. I could. You could.
• 1:20:15
  And then this is some of the things we're looking at changing it next year. I was on Paul's,
• 1:20:19
  yeah, and before his brother's first fight, and he was training in the back, they had a ring in
• 1:20:27
  their house. This is when they lived in Los Angeles area. And I looked at the kid and, you know,
• 1:20:34
  his father was there. His father is a driving force. I mean, toughest fucking nails. And I said,
• 1:20:40
  well, I don't know anything about that, but at that time, he was skinny. He's put on 20, 30 pounds of
• 1:20:45
  muscle now. I say, it was a little skinny to me now. He says, well, that's not our plan.
• 1:20:50
  The first couple fights, he may be skinny, but by the time he gets to where he wants to go,
• 1:20:55
  you know, he's going to be the light heavyweight or a heavyweight. And now I hear he's going to fight
• 1:21:00
  the guy, the former champion from England. Oh, fuck, I know.
• 1:21:06
  So I know you're talking. Yeah. And now that'll be it. That should be it. I don't know about
• 1:21:10
  his first test, but I mean, that guy's not some wimp retired box. Yeah. Well, no, no, but
• 1:21:17
  and he's still young. Yeah. I mean, and so, but that's a good point. You know, you mentioned that
• 1:21:23
  the father is a driving force and like a young man's life and 100%. That is like, I think that
• 1:21:29
  dads have to pay more attention to the life they live and the influence they have on their kids,
• 1:21:34
  especially their boys. And that's why single mothers do have a harder time. Okay. When there's
• 1:21:40
  not a man in their life, et cetera. And you know why success is not, is not an accident.
• 1:21:45
  One of my favorite examples, I'm Canadian. So I played a lot of hockey. So I know a lot of hockey
• 1:21:50
  players. And there's three brothers, the stall brothers, and they all played professional hockey.
• 1:21:54
  And they all made it to the NHL. You can't tell and the chance for a random kid playing hockey
• 1:22:01
  to go pro is very rare, right? I mean, how many hockey players, how like basketball, football,
• 1:22:06
  what's the percentage of the people that go pro get big contracts? Small, right? So how to three
• 1:22:10
  pee? How do three brothers all make it almost impossible? Well, it's it's because it's like that's
• 1:22:17
  the environment. That's the family they grew up and that's the dad. That's them pushing themselves.
• 1:22:22
  It's not chance that three brothers make it. It's at the environment they grew up and made it
• 1:22:26
  impossible not to succeed. And I think that's so it's such a, in my opinion, that's a powerful lesson
• 1:22:32
  because it just shows how important proximity to greatness really is. If you have one brother that
• 1:22:37
  makes it, the next brother wants to make it, the third brother wants to make it, it means that
• 1:22:42
  if you want to be successful at something that you mentioned before, like the people who use
• 1:22:45
  around yourself with are so important. You spend your, you spend your life with, you know, five
• 1:22:50
  people that make no money, you're going to be the six. You spend your life with five millionaires,
• 1:22:55
  you're going to be the six. Spend your life with five entrepreneurs. You'll be like, this is so,
• 1:22:58
  that's exactly what Denzel Washington said in his recent, I don't know if it's a podcast,
• 1:23:03
  but Denzel Washington said, okay, you're the six, you'll be the six, et cetera. If you hang around
• 1:23:08
  with five idiots, you'll be the six. But it's so true. And if you think that like, if you think
• 1:23:14
  that life is tough or you're not making enough money, you're not happy with whatever it is,
• 1:23:18
  your life is right now, you feel like your life is shit. Like why don't you just change or you spend
• 1:23:22
  the money? Absolutely. Correct. Correct. And when I left the United States in 81 to go to Europe,
• 1:23:30
  the, I didn't want to be part of the Hispanic familia because I saw, even though, you know,
• 1:23:37
  my dad was a successful cop, but I mean, nobody made any money. Success to them was becoming
• 1:23:43
  a principal of a high school. And that's fine. That's great. That's great professional, honorable,
• 1:23:48
  but that's not what I wanted. And I always, you know, flattened my lips that I wanted this.
• 1:23:52
  And the example I used to use at the beginning of Muhammad Ali, who used to be Cash's Clay. He
• 1:23:58
  was saying he was the greatest before he fought a fucking fight. He was always flapping his mouth,
• 1:24:03
  okay? His alligator mouth overloaded his hummingbird ass, and he performed. And so the,
• 1:24:09
  but it's, you don't see that. Do you see once in a while you see it in boxing? Once in a while,
• 1:24:15
  you see it in basketball. But I mean, you normally, unless you come from those elite,
• 1:24:21
  elite sports, you don't see it at all. And in my particular case, my dad was a all-state,
• 1:24:27
  all-American athlete in three sports, and I couldn't catch a baseball. I mean, literally,
• 1:24:32
  you must have been painful for him. Well, you know, I still remember, I couldn't make the
• 1:24:37
  varsity of baseball. That made the JV. And I'm sitting in center field and we're winning three to two.
• 1:24:42
  The bottom of the ninth, the bases are loaded. And some big power heater comes up and I said,
• 1:24:46
  please God, don't let him hit it to center field. Please God. And what would the fucker do? He had
• 1:24:50
  it to center field and I dropped it. Now, my teammates and the coach said the sun got in mind.
• 1:24:55
  Whether the sun got in mind, I dropped the fucking ball. That's all I know. And we lost.
• 1:25:01
  And so, fortunately, my dad wasn't at that game. He only came to one game and fortunately,
• 1:25:05
  wasn't that game. But the athlete would have caught the ball. Yeah. And then paraded around.
• 1:25:13
  I dropped the fucking ball anyway. But I'm going to come back into a podster.
• 1:25:19
  Like, when you look back at everything you've done in your life, what do you want to save in the Catholic
• 1:25:23
  Church, save in the Catholic Church, save in the Catholic Church, save hood while I'm still alive,
• 1:25:27
  canonized. And I say it seriously. I know you say it's not fucking around. I know you're fucking
• 1:25:33
  around. Yeah. I tell Sally, if she had died 10, 20 years ago, I would have gone back to the
• 1:25:38
  seminary and become a priest. I'd be a fucking pope today. You know, and I'll show you how to clean
• 1:25:47
  up the the God damn church. And I, you know, and but it is never an easy time to make a hard decision.
• 1:25:55
  And right now, 75 or 80% of the people that are in the hierarchy of not just the Catholic Church,
• 1:26:02
  but for sure the Catholic Church, you know, want to be liked during the business of being liked.
• 1:26:07
  Penance now, when you, when you, that's everyone, it's not just a church. Yeah, well, I understand.
• 1:26:11
  But penance now, when I was a kid, I used to get a penance that would take three or four hours
• 1:26:15
  of sale of the prayers that, so I'd get absolution for my sins. Now they gave you two Hail Mary's
• 1:26:24
  as penance. And so I asked the priest and, oh, because I know a lot of them now, we can't give the
• 1:26:31
  kind of penance that you got when you were a kid. Nobody come to confession.
• 1:26:36
  So now you're reducing penance to get people to come to confession. So they can go to communion
• 1:26:41
  exactly. The models changed. Jesus. Well, you're not just in financial trouble. You're in emotional
• 1:26:49
  trouble. And I can fix that too. Too bad, too bad I'm not 16 instead of 80. The, I like the ring of,
• 1:27:00
  I'm going to become a prince of the church first. That's my next step because I've got three
• 1:27:04
  knighthoods that I've got this that I want to, as a prince, penia, and then same penia. And then
• 1:27:10
  you're good. And then I'm good. I'm cool. Yeah. Would you, would you say that if somebody else
• 1:27:16
  could live a different life than you they should? Like, was your life the best life to live?
• 1:27:21
  Was your life, I mean, because I wanted it was the only life to live. I couldn't have done the
• 1:27:26
  stuff that I've done without. I couldn't have been met and interfaced with the people that I have.
• 1:27:36
  Five presidents, the king, the queen, you know, the pope. I mean, kids from the hood,
• 1:27:44
  where I came from. That's not the life. When I try to kill my teacher in the fifth grade,
• 1:27:50
  he won't know what my cousin at dinner told my wife, yeah, we were afraid we were going to lose
• 1:27:55
  him then, meaning going to prison, but then I'll send 10 years of prison. If they had sent it
• 1:28:01
  to, and if the teacher hadn't moved, I dropped it from the second floor. I got a quarry
• 1:28:06
  about this big weight about 40 pounds. He moved and it hit him in the shoulder and it drove his
• 1:28:11
  shoulder down here. I dislocated his shoulder and if he hit him in the head, he'd be dead on,
• 1:28:16
  dead on arrival. And then that teacher, because we support that school now, got the teacher
• 1:28:21
  the decade, because he was a hard-ass. Every day I'd come to class.
• 1:28:27
  Patent, are you going to be a good boy today? No. Put the dance cap on. So I'd stand in the court
• 1:28:32
  of a dance cap for an hour or two and he says, have you got to change your attitude? No, get in the
• 1:28:38
  closet. And then I used to ship myself in the closet. I can still feel the shit running down the
• 1:28:44
  inside of my leg. And then I'd be in the headmasters office three or four times a week
• 1:28:51
  before noon. And my dad was a cop and the police car used to come and collect me from school.
• 1:28:58
  Always in a fight. Every single day I got in a fight. I used to protect a little weak cunts
• 1:29:03
  that come to me, Danny, Danny, and I remember they walked me around the yard.
• 1:29:09
  It's a good thing to segue the clothes on with my wife two or three years ago.
• 1:29:13
  Didn't you used to have a four square thing here? Yeah. Why do you have, why's it gone? It's because
• 1:29:17
  it caused too many fights amongst the kids. And I broke a kid's arm seven places sitting right
• 1:29:22
  here, standing right here. And so the principal said, he calls the ball in when it was out. So I
• 1:29:32
  knocked him down and we heard a snap. And then he's crying, crying, crying. I think I broke my arm
• 1:29:37
  and then I jumped on his arm and broke it in six more places. The teacher's crying, my wife's
• 1:29:44
  crying. So we go over to the tether ball. I think that you hit it around here. Yeah.
• 1:29:47
  Didn't there be used to be a tether ball here? Yeah, yeah. Why is it gone? It caused too many fights.
• 1:29:52
  What did you hear? I put a guy's eyes out. I thought, fortunately, he didn't put his eyes out
• 1:29:57
  because I hit him in the glasses and those they've glasses were real glass. And what about over here?
• 1:30:05
  I used to go around and girls and grandmas used to wear trainer bras. You know,
• 1:30:09
  little braziers where their tits are going to grow into. And I used to, I played doctor.
• 1:30:16
  I was a monster. They used to call me a Helian. Helian. I don't know what that means.
• 1:30:22
  It's not a good thing. No, but I was a fucking monster. And then my mother used to have to buy
• 1:30:27
  two and three day old bread. And so she would cut the crust off the bread. So when she,
• 1:30:32
  I go to school with my sandwich, you know, and so the the teacher, the school yard
• 1:30:37
  monitor was coming to say, there's people in starving in China. What did you do with that crust?
• 1:30:42
  Now, I was embarrassed. I didn't want to say, two and three day old bread and it's green,
• 1:30:46
  you know, the bread's green. And so I hit a teacher. My daughter, when she was in the same grade
• 1:30:54
  at different school, very post school, broke the thigh of the headmaster by giving her a spin
• 1:31:02
  crotty thing. And you wondered why the kids, the worst day of my life was the day that my two
• 1:31:10
  sons went into the same jail cell I did 40 years before County jail, Los Angeles. I got arrested.
• 1:31:17
  And they both went into the same jail for different actions. It broke my heart. But they saw
• 1:31:25
  that I was a monster and I got successful to try to copy that. And they, and a couple of cases
• 1:31:32
  they did. You know what? Listen, not everybody's going to be you. No, I don't want them to
• 1:31:39
  God the help us. But, but like I said, they can do a couple more hard things in their life.
• 1:31:44
  Correct. If you come one percent closer to my end of the continuum, you're rich. If you come
• 1:31:51
  five percent closer to my end of the continuum, you're a billionaire. Can you tell when someone's
• 1:31:55
  going to be successful? Not in the billion. No, but I can tell because we have homework during
• 1:32:04
  the seminar, et cetera, et cetera. And we have, I have 2,800 slides I use between 1,600 slides,
• 1:32:14
  depending on every night I change the slides, depending on the input from the group.
• 1:32:18
  But some people, mostly because of communication skills, take longer. The program is built to get
• 1:32:30
  rich in one deal a month. So at the end of 30 months, you've done 30 deals and you're worth
• 1:32:37
  four, five hundred million bucks. We've only had maybe 50 or 100 people in 30 years do that. But we
• 1:32:43
  have, it's possible. You can do it. You got to work. But you got to work your balls off.
• 1:32:48
  And you got to work your balls off. But I'm going to turn them all to podsters now.
• 1:32:54
  I could give a podster school, I guess. Last thing, you know, you mentioned
• 1:33:00
  you would not want somebody to live the life that you live and no one really could or will.
• 1:33:06
  Let me stop you. Yeah. On my side, you'll see a thing, the biannic man, all the artificial parts I
• 1:33:12
  have. Okay. Knees, hip, shoulders. I've got, I've had 51 operations
• 1:33:22
  on doing crazy shit. Run over by a 2,500 pound bowl, killed a bear with a knife. I've done some crazy,
• 1:33:29
  crazy shit. Okay. I wouldn't wish that on anybody. Okay. Again, trying to be the athlete,
• 1:33:36
  my dad was and I wasn't. So you could grind it, pin it down to daddy issues.
• 1:33:44
  I still remember the only one time my dad came to my house. He didn't feel comfortable. He stood
• 1:33:49
  in our living room under the Napoleonic chandelier. It costed on a 100 band, 150 band. And I had
• 1:33:57
  my arm around him. He said, Dan, just tell me it's not drugs. And I said, Dad, it's kind of like
• 1:34:01
  drug, it's oil and gas, but it's addictive. But my dad made friends with my head of security
• 1:34:06
  and my head garden while he was there. Sat in the front of the limo, not the back of the limo.
• 1:34:13
  My mother died there. She never came in the castle. Never. No, she'd look in the window and make,
• 1:34:19
  see me at my office because of the big window behind me. And she'd ask the cook or whoever was
• 1:34:25
  coming and going from work. Is he doing well? But she didn't feel comfortable being in the house.
• 1:34:31
  Why not? Because she was a servant, scrap toilets. And you making money was just...
• 1:34:40
  No, no, having that house. And even though I brought her there, she died there. My wife
• 1:34:46
  thinks that she died there on purpose. Maybe to haunt me. But my cousins, nobody, I ask my
• 1:34:54
  cousins the other day had dinner. We all know where you live. We had some of the cousins have
• 1:35:00
  showed up at the gates, security. How's he doing? I make people, if I make meat heads or listening
• 1:35:10
  to this uncomfortable, I make my relatives 10 times more uncomfortable. Did they ask you for money?
• 1:35:14
  Nobody's ever asked me because they know what the answer is. No.
• 1:35:18
  Yeah, I was just listening to you know, Kevin O'Leary obviously. And I was listening to a podcast
• 1:35:25
  with him. And he said the worst thing about being rich is people asking, family asking you for money.
• 1:35:29
  No, they don't. But my family's too afraid to ask me for money. Now, Kevin O'Leary is supposed to be
• 1:35:34
  tough. You know, he talks about me. Trust me. In my world, he'd be shining somebody's shoes.
• 1:35:48
  Plus, he's got no real money on top of it all. I feel like the people that are in your world,
• 1:35:57
  the oligarchs, the people don't know their names. No, never tell you.
• 1:36:03
  But they pay hard, hard ball. No, the last thing I was going to ask, I was going to ask you
• 1:36:08
  to tell people if they want to connect with you or go... Dan Penia. No, Dan Penia.co.uk.
• 1:36:17
  Anyway, my website. It doesn't matter because I'll figure it out and I'll put it in. Yeah,
• 1:36:21
  I don't know what it is. I did three or four seminars a year. All my products free.
• 1:36:27
  The thing they should start with, there's a thing called QLA for dummies. We wrote it for kids
• 1:36:32
  20 years ago. It's the most popular thing that adults read. QLA for dummies. It's written
• 1:36:39
  like for a 10, 12 year old. You start there. My book, best selling book. Your first 100 million
• 1:36:47
  is free. You can download it. Free. It's been updated a couple of years ago.
• 1:36:52
  And you follow the steps and you stay focused and you can get rich. But it's not just
• 1:37:01
  a business building thing. It's a way of life. When I get up in the morning, people ask my kids
• 1:37:07
  at my 80th birthday, my 70th birthday, my 60th birthday, my 50th and 40th birthday,
• 1:37:12
  is your father really like this in person. So at my 70th birthday, my daughter got up and
• 1:37:18
  I want to make an announcement. Please quit asking me if my dad's like this. He's like this every
• 1:37:24
  minute of his day. When he gets up until he goes to sleep, he's just hard. And he doesn't,
• 1:37:30
  they used to call me Danbo. There's a video online called Danbo when I went to Africa and I went
• 1:37:35
  with Film Crew, BBC Film Crew. And I was like Tarzan animal, eating the hearts of animals,
• 1:37:44
  still pumping. You're a different level man. You're a different level.