How do you get money to do what you love?

You don't, right?

I lost a load of money when I started doing what I loved.

What you do is you position yourself to succeed.

So, for example, if you're doing something else and you and you want to do this thing you love, you do it after hours, you work 9 to 6, you get home, you kiss the dog and you go to town, right?

I mean, you start building your equity in your brand or whatever you're trying to accomplish after hours, everybody has time.

Stop watching Lost.

The reason people aren't patient is they value other people's opinions too much need to bet on your strengths.

And don't give a about what you suck at.

You're gonna way too many people in this room are gonna spend the next 30 40 years of their lives trying to check the boxes of the things that they're not as good at, and that you're gonna waste a lot of time and lose.

I highly recommend auditing yourself or if you have no empathy or que or self awareness and find somebody in your family or friendship that does on let them tell you who you are.

And once you believe that either for yourself or someone else told you go directly all chips all into that because that is the only possible way, in my opinion, watching from the outside that is in place, that is a very highly likely way of over indexing.

Because the truth is, if you wanna be an anomaly, you've gotta act like I think there's massive confusion around entrepreneurship.

Entrepreneurship sucks.

I mean, it's lonely.

It's high risk.

I mean, I can't live without it, but it's like a bad boyfriend, right?

A girlfriend, right?

Like like it's There's a ton of bad days being an entrepreneur, not to mention 98% of entrepreneur venture is gonna fail, So there's gonna be a really bad day in your future.

Ability to adjust is the entire game, like I'm so proud that I change my mind every day.

My dad used to get so pissed when I was building wine library.

He would always be like he's like you would say, Like, three months ago, you said Ricky was gonna be the best employees and, like I changed my mind, He fired him or or he's like you said sparkling wine was important.

Now you just eliminated it from the key spot.

I'm like I changed my mind Like my ability toe on Lee be comfortable in massive chaos has been my biggest asset as an entrepreneur.

Like I would never take a note like that scares the piss out of me what these three people are doing right now.

There should be some sort of friction from somebody who's leading up in front and sees everything and is driving a company versus people that work in it, who are in the like.

They're like my job is to be like, Oh, there's an iceberg.

I'm gonna move this way And everybody who's downstairs is like, What do you mean?

The water's been super clear the whole time.

I'm like, No, no, there's an iceberg, but they're in the basement like it's been.

Such a nice bride like this has been so smooth.

Leaders need to understand what's happening next.

There are a million reasons why not.

But there's one great reason why, which is You've just gotta persevere, no matter what it is.

It's just the way it is.

It's hard being an entrepreneur.

It's hard building a business.

Everybody thinks it's so easy.

What really pissed me off in Tech world was when Steve Jobs book came out when he was dying.

When it was all about Steve three or four years ago, I literally watched a lot of my tech startup friends start being like a to their staff because jobs was tough.

Everybody fell into the romance of like, I have this big vision and I'm gonna be a like Steve, right?

And I thought that was really interesting for me to watch that half decade of, like, literally watching people I know and then watching them act differently because the status or the icon of the moment and you see a lot of that and so like that is probably the energy I'm trying to bring to this class today, which is you could look at, like how people role I like.

It's great to admire and things of that nature, but it's so damn important to stick toe like your DNA, right?

Like what you're good at in a success world, please understand that success is happiness, not net dollars in we are strongest were really strong.

We're just being sold that we're not because there's a lot of money.

People always say that I'm just Yeah, the biggest epidemic in the world is people talking, not doing, and especially now people always do that.

But now what social media does is expose people, doesn't change people.

All the hate in the system that's exposing Twitter to make you evil.

You're evil, you know, And same with talking and not doing Twitter.

Instagram didn't make you waste time and not do Yeah, in 2000 and one.

It snowed in New Jersey on December 23rd, which was one of the busiest days of the year.

Typically, December 23rd is the busiest day of the year in a liquor store.

Um and ah woman called us.

We just started shipping and her case of Berenger White Zinfandel wasn't delivered.

First of all, I appreciate the people that know what Burns White's in is good job.

The entire case, by the way, 15 pack the entire 15 pack case cost $45.

We're doing about $40 an hour in the store.

She calls E Find out about it.

Somehow it was buzzing cause I was on the floor selling I am the premier salesman on the floor.

As you can imagine, I find out about it and we're debating what to do.

She needs it for her Christmas dinner.

I grabbed the case, throw it in my car and drive to Bergen County to deliver it.

It takes me 2.5 hours to complete the whole thing.

And the best part was I delivered it all pumped with myself and she said, Great and close the door.

Awesome.

Everybody, especially my dad, who was pissed that I left because all the customers that came in asking from your that I could have sold everybody was baffled.

E can't tell you what the r o I of driving through the snow in my car to deliver a case of $45 pink.

The woman that looked like Yoda, us.

But I can tell you this.

Over the next 2 to 3 years, that story became the foundation of how we treated every single customer it became our competitive.

That and those are the things that matter to me.

You need to do you like some plenty of people that make a glowing more money than me and one bigger take notes.

The'keeper's the key, though the key is way too many people are doing like Here's a good One.

You know what really pissed me?

The booth.

I'm completely driven by like happiness and like I'm crippled by like chaos.

Like, I think I fired for most talented, smartest people that have worked for me because if you don't know how to play with the other boys and girls, you're out because I suffocate under, you know, conflict and negativity and like, nobody is better than me.

So you gotta go.

Building a business is hard and you know what makes it really hard.

Everything that happens every day of every moment, so you can pick time.

You can pick money as the one or two things that you think stop you from winning your game.

But the truth is, there's a million reasons 99% of businesses go out of business for a reason, and that reason is it's hard and so If you're watching this show, I've got a sense of who you are, and you need to start creating layers and layers and layers and layers of skin to be able to get through.

I'm a humongous believer that ideas are on that executions.

The game, right?

We've all got ideas.

Everybody's got ideas.

Do you have any ideas we all have here?

We could probably sit here for the next two hours, draw them all out, record him and predict the next 78 great startups over the next nine years.

And so I think the thing that is another theme in entrepreneurship is there is way too much fodder brought to the idea.

Uber was Magic Cab three years earlier, Remember?

Is not an idea, Remember, existed.

It's called Magic Cab.

But the guys that executed sucked so they lost.

So I think you know, if there's any level of romance left in this room about your idea, I'd like to suffocate because I think the actual situation is what you actually do with it.

If you do anything because of this keynote, there's only one thing I ask you to do.

Because a zinnias I got I'm a practical.

Here's what I want from you.

When you go home, look yourself in the mirror and audit everything you and your business do.

I promise you that if you audit from top to bottom of expenses and effort and time and energy and payroll and all that, if you audit all of it, even the best of us even the InBev's, which is the company that bought Budweiser, they built their whole business.

I'm like printing on both sides paper and all that work.

Even the most efficient ones of us are doing 20% dumps.

If you take that 8% that 13% that 16% of dump that you're doing paying that person that's not bringing any cultural value to your business, having that contract that you've just been, and we just renewed because your busiest whatever you're doing.

If you take any piece of that percentage and you apply it to giving a about your customer, it will be better for your business going forward because for the first time since we all lived in small towns, where your reputation was the complete backbone of how you did business for the first time because technology is bringing us back together in a small town for the first time, being good and caring and following up matters.