Millionaire After Death and Divorce - Jeremy Delk

29:09If you have three children, your birth rate is three. If I have zero children, we do the difference between you and, you know, if you had two and I had, because I don't want to know, you have three and if I have none, the answer is 1.5. In order to sustain a species, you have to have a birth rate of at least two to 2.2 to continue to do that. That hasn't been the case in the modern world for 60 years and most of well europe's been 1.8 to 1.6 so no matter what happens and there's a great guy named peter zahanna talks about this in detail if you just look at the data this is the last decade for china this is the last decade for russia this is the last decade for um germany this is the last decade for for italy it's there's this it is what it is because they stopped banging 40 to 60 years ago, even if we did forced birth camps right now, where basically we forced women to have babies, you're still looking at 20 years out.

30:01So no matter what happens, we don't have enough people. And when you look at this on, on this level, yeah. So when you look at this, like right now, we get less than 4 % of our oil from the Middle East, period. We get less than 4%. We do not have enough people to govern the world the way we used to, period. So even if we wanted to protect the Middle East, which we don't, there's no benefit for us doing that. We don't have the ability to do it. just it is what it is so we have to look at practical numbers when you look at like evs taking over and i will get back to your question when you look at evs take over you need four times the amount of lithium that's ever been mined out of the world in order to make that accomplished it's not going to happen we just don't have the science for it right now so when it comes to ai we're running into you know again germany's got the oldest population it's ever had china's got the oldest population it's ever had italy's got the oldest population russia's got the oldest population.

30:50They're aging out. There's nothing you can do that's going to change that. We've never dealt with this as a species before. This happened because we industrialized. We went from agricultural to industrial. And when you go into industrial in this situation, you don't have those horrible little breaths because they're expensive. You have less of them because you don't need farm workers. And then sooner or later, you're like, we don't want any of them because they're annoying. So we've had that change as you industrialize. But to answer about AI, we started agricultural. That's what we did. And then that revolution came in and we didn't have to be hunter gathers anymore.

31:19And that changed. There were jobs that were created that had never been thought before. From there, we went into industrial, which means bazillions of jobs were wiped out, just completely exterminated on the agricultural side. Then we went in industrial, and then we had that. Then we had the technology boom. And it was like, oh my God, tech's here. It's going to wipe out jobs. And it did. It crushed jobs. When I was in college, the job I had was not the job that they were training me for. So when you come into these things, when you have these era of changes. The technological revolution wiped out industrial-based jobs.

31:48Just crushed them. Look at Amazon. Look what it did to Walmart and Sears and all of that. Crushed them. AI is going to do the same thing. It is going to exterminate walls of jobs and it's going to create walls of other jobs. And I guess that's the heartbeat. So that's fair, right? They have very good examples with especially agricultural revolution and industrial. But I just don't trying to look forward to it though like i could see that right and maybe it's easier to see because it's retrospective like okay that was a pivot and this is a new job creation but i just don't see with again with the humanoid robots that are coming and ai i don't know what that because what is it it's like compute like the machines are doing that work so i i don't know that the i mean we're looking at from out of real estate side we're looking at like you know who any any facility that has like grandfathered in high amounts of voltage and volume like that's those those sites are worth a lot of money because like that's where it all is data centers in this country compute compute compute so like i see that that's just a asset play i don't see the so the job the job yeah anything that's content creative any of that it's over it's absolutely over and you talked about you know five ten years from now no we know we just ran a bunch of stuff through AI.

33:09We had a program that, cause we were like, we need to do photo shoots. And one of my students is like, no, we don't. We took photo shoots that I had before we'd load it in the AI. And we're like, well, that just saved me thousands of dollars on photo shoots. We're just going to use those. And they're just better. You know, we have, we digitize my voice. So we got podcasts that are automated. And it sounds like me talking to someone else. Google does that. We, so those are, those are being eliminated. Those jobs are being exterminated. But when we go into, so anything creative, it's gone. I think your blue collar workers, the people who can, you know, fix things and plumbers and build things that that will come back on a high level because we're going to need that especially here in the united states as the united states you know because we've had nine presidential elections that have elected presidents that are more isolationist than the previous ones they're all just isolationists they did we don't care anymore about the rest of the world so i think where the the new jobs will come that we've never even thought of before but we're running into problems that we've never had before so there will be massive new jobs to replace nurses and doctors and all that.

34:06But robotics, we're not anywhere near that. If you have any doubt on that, I mean, we're recording this 2025, I think at this point, recording this 2025, go into chat GPT and play the game of 20 questions, which is if you don't know what the game of 20 questions is to say, hey, I'm thinking of an animal. And it'll say, is it a mammal? And four seconds later, it's going to ask you again, is it a mammal? You're like, oh my God, it's just not there yet. Now in two, three years from there, absolutely. But when we had this fear about technological revolution. Look at the people who made all this money on Bitcoin or crypto or trading at home.

34:36You know, you did this, you were a trader. If I told you a guy could sit in his PJs at home and do seven, eight figures. If I told you that 20, 30 years ago, you're like, you're out of your mind. Now that's normal. I'm working on with another guy who's going to come on the podcast. He has a robot that just does a Forex. So for those of you who's playing at home, Forex is for an exchange or trading currencies. You're allowed to do a very high leverage. He built a robot, he's getting 6 % a week on it. And it's just consistently like clockwork, it's 6.3 % on this one, no matter what he's been doing it for like seven, eight years.

35:08And it just, it just rocket firing like crazy. So the idea to be able to make that money and to do those things, if you're walking into it being, okay, I'm afraid of this, then you lose. It's like those people who don't let their kids get on the internet and don't have tablets. What world are you preparing them for? So I think AI is going to be phenomenal for creating massive amounts of jobs, but it's also going to crush an immense amount of jobs yeah yeah we'll see i mean i just know like you know you're familiar with kurtzwell ray kurtzwell so um it's a good book um old book it's called the singularity is near and like that that's the idea like the whole idea of like you know when man and robot kind of combine in that humanoid type of type of thing and with these nanobots and that that's it that's the idea how to live forever and um i think we've got some you know we've been more right now we're more divided at least here in the united states than we've been since the civil war that no matter what side you're on, as you pull away rights from a person and you take away something that they used to have as a right, um, which we don't have the bill of rights.

36:07We have the bill of options or the bill of temporary conveniences because we don't actually have rights. Um, if you don't believe me, go look up 1940s Japanese containment camp for Japanese Americans. It'll tell you all about your precious bill of rights. We live in a world where we're taking away rights from people. If you agree with them or don't agree with them and you're forcing your belief upon them, those people ultimately revolt. So in order to get to where we want to get to with the humanoid and the singularity and all that, you've got to deal with the fact that 70 % of the country's pissed and they're not going to walk away from this and it's going to get nasty.

36:44So you also got, you know, Europe in this situation has a, they're, they're upset with us right now. And as they pull back, how long do you think Germany, as we destabilize away from them, how long do you think Germany is going to pay for Greece's debt? You're going to go back to what it was 80, 90, a hundred years ago before the world war II, Germany is not going to pay for this stuff for long. So you have a destabilizing of the entire idea, but you know, kind of going back to more of what we're talking about, how to be successful through failure. When you, you know, we talked about personal loss.

37:12We talked about, you know, the divorce from the parents, I mean, from your wife, we've talked about the, you know, the loss of, you know, of your dad. What do you do when you have business losses and what are some of the business losses you had um i mean you know a podcast um all kinds um i mean i i turned down um 600 million dollars for one of my businesses that i was sure i'd get a billion for um ended up getting rated by the fbi fines by the fda and and i sold it for six million so like half a billy lost. How do you deal with that? What are the ways that you pushed that? Laugh. It's a story.

37:54It's part of the journey. I looked at it and I would do it again which is probably why I'm crazy but at that time I was making more money than I could spend. I have billionaire friends and we weren't living any differently other than I was chartering my jet and he owned his. That was literally the only difference. And you know some you know hillbilly kid from small town kentucky few people get a shot at take it down to billy like a few people so that was me like fuck it like what what's going to change other than tax bill whatever like what am i going to do like this is my opportunity let's go do it and i just punted and and uh kicked it down so when all that should happen in the moment did I feel smart no I feel like the biggest idiot ever but again if you let time and reflection guide you and know that there is a lesson come no I don't know when you're going to learn it but there's a lesson that's happened and it's going to it's going to come to you so for me in that instance um it's having confidence to know that like there's you know this too will pass if it's really really good this too will pass if it's really really bad this too will pass so the lesson on that is that happened.

39:12That was an E500 company. Disastrous, whatever. This was right during COVID. I actually got an offer for 12 million, but it would have shut down the company and I would have cost 120 jobs during a fucking pandemic. Six million wasn't worth that to me. I live in this town. No way. That company is still operating and going and just did a massive renovation. So jobs are saved. All is right in the world. Six months before all that happened, we had an idea for another company to look at diagnostics and biological age and what have you. We'd spent a million dollars on equipment. That's how much cash we had.

39:50That equipment had been setting in our warehouse for nine months. I don't know if we ever would have fucking set the equipment up, but after all this stuff, like, okay, well, maybe we should start to look to pivot. That was my second Inc. 500 company. And I think, you know, talk about when there's failure you don't feel very smart like god i'm an idiot there's this big failure yeah i i'm curious if you've had the similar experience i've had where there was massive success and you turn around i'm like i have no idea how this happened i because there's deals i've closed where i'm like i'm not that smart how is this so as you said earlier on it there's a little bit of luck with this there's a little bit of luck it's just putting out there and swinging yeah there's a ton of luck but but no one's any different than you like anyone that you're i mean well maybe elon elon is just next level.

40:36He's not from this world. I don't think. He's something different. But no one else is any different than you. And I think I've been in the rooms. I've been on the stage. I've been there. I've met them. I've done deals with them. And they're just like you. And they took a chant and they had passion and they wanted to make an impact. And they fucking said no to failure and said, fucking, it ain't gonna stop me. They accepted it's part of the process and you can fight it. But you're not going to win embrace it and make it part of your your tool belt i think the most powerful lesson i learned in business and scaling and being able to survive is you don't matter and it's nothing personal to anybody out there i don't matter no one else matters and this happened because there were two guys uh they both went to ivetlake schools brilliant absolutely brilliant and they went and they bought this pickling packing company so they pickled uh pig's feet and they pickled eggs and i was like what the heck they bought this company and it was two guys and we were, I was 27 at the time.

41:36I come in to run the IT division. And I was like, dude, it's one computer. What? You don't need us. He's like, yeah, but we need someone to make sure their computer works. I was like, you make enough money, set up seven computers. What are you talking about? So I just set up a computer, had a spare one and put everything else in the cloud. We did all that for him. And I was like, what are you doing here? He's like, well, we bought this company. It was complete caca. It just wasn't doing well. He goes, but we connected and we, we now distribute our stuff through Costco and all these other places.

42:01And I was like, So what's production look like? He was, we have these containers and we drop in pig's feet and we drop in eggs and we fill it with the fluid. We seal it up. We leave it in the warehouse. And I was like, well, what about your product? He was, it pickles. The longer it's in, the better it is. And I was like, son of a gun. I was like, do you guys study this or do that? He's like, no, we just saw the deal. We thought it was easy and we just went for it. And they're multimillionaires and they ended up selling the company and they made a solid fortune, but they took themselves out of the equation.

42:24So I think when you're running into this and you're worried about, oh, how am I going to fail? How am I going to survive? How am I going to rebuild? Take your butt out of the equation. Because if you're not scaling, if you look at the numbers, either in your bank account or on your scale, your actual weight scale, that is a result of your discipline and who you are. You've chosen to get there. If you are a large individual who eats 700 cakes a day and you're wondering why you can't run a triathlon, ta-da. If you look in the mirror and you're blown away with how you look, that's on you. Same thing with your bank account.

42:52Sitting down, we yield to our fear and we yield to comfort. and if you can't push through those you lose just all day every day um when you're coaching people and you know you talked about you've started doing that what are your normal clients when they come to you and what are some of the questions you ask right off the bat so um because i'm in healthcare for whatever reason i have a lot of doctors um that come through because they just they're good at doctoring but suck at business and they didn't learn that so that's that's the um that's where it starts and they all come to me for the wrong problems um and like that's part of it like getting them directional like okay what is it because like why are you is that really your problem or that what you think the symptom is or kind of going through it so a lot of it is how to optimize the business and the process where the business runs without you just to what your point is like that business is its own own entity and what that allows you to do is get the fuck out of it right like i do and like let the system in the process that you like that that kind of run then you can be whatever you want you can do podcasts you can be more creative you You can go to real estate.

43:55You can do other things. So that's the first piece. Sadly, it's pretty easy for me, but it's a lot of value for them, so I do it. After we kind of get that piece or in parallel, it's a lot of the internal self-regard. I just enjoy that. I enjoy helping people have those breakthroughs way more than business. Business is fucking easy, and I'm not trying to be passive. It's just business. I really loved seeing that breakthrough. Like, okay, now we got that sorted. How are you? What are you going to do? I got you all kinds of time now. What's your passion? And then you would not imagine most of the time.

44:33I have no idea. I don't know. What? Because they've been running away from the wolf for so long. They've been trying to get away from the lion. And now they're like, well, what do I do? I don't have to run anymore. Like, that's it. You talked about running before, you know, becoming a billionaire, becoming a man, doing all of that. I remember the day that I first had seven figures in the bank. And I was like, okay, sex wasn't better. Food wasn't better. My car didn't fly. My health didn't radically better. I was like, son of a gun. So it just, it doesn't, all money, money cannot buy happiness.

45:00Money buys options and it buys the ability to do what you want when you want. And that will give you parts of happiness. But at the same time, you, you're, everything changes. It gives you options is for what I've said to people. Yeah. I had a buddy, we were doing business. This was in, I was in New York city still. and he had a line that the only difference between money and not is where you go, how you get there, and where you stay when you arrive. And that's pretty fucking accurate, right? Are you driving the kids to fucking Florida in a car going back through? Are you taking a PJ to St. Barts?

45:36And then staying at a rental. That's it. Where are you going? And guess what? We've been to St. Barts. We've all these great places. If you're there on a yacht, there's someone there on a fucking beach in a tent looking at same fucking stars for one hundredth thousandth of a price that you fucking paid same stars same experience same experience you know not the same experience but i remember i decided i wanted to be wealthy when i walked i was on a plane i grew up very poor that i walked on a plane and i didn't know what business class was and i saw these people sitting in business class and i'm a decent sized guy so i'm foot just over 200 pounds and the seats ended basically before my shoulders begin so if you and i are sitting next to each on a plane one of us is leaving off that flight pregnant.

46:18That's just how big. So for me, when I saw business class, I was like, I don't care what it takes. I'm doing that. I don't care how much it costs me, what I need to sacrifice. I am not being jammed up to some complete stranger where him and I are, you know, sharing the sweat. It's gross. So I agree. I also think that money is an amplifier. So again, I don't drink, but if you were a jerk and you started drinking, you're going to be a bigger jerk. If you're a goofball and you start drinking, you're going to be a bigger goofball. 100%. Money's the same thing. as you go into it. So what are some of the things you're talking about breakthroughs with your clients?

46:50What are some of the breakthroughs that you've had where, or one of the processes that you get your clients to have that breakthrough? So, um, first you got to get them aligned with the realization of like, you know, if working more hours, um, and harder was the answer, you would have already been there. Right. Like, and like, but they don't see that. Like, so you got to be like, yep. Okay. Well, cool. That's not the answer. Or you wouldn't, you wouldn't be here. Well, I think it's because we're taught that, right. We're taught that from a very beginning, work hard work hard you'll make more money that then if that was the case then a janitor would be a bazillionaire so no that's not the answer no for sure so um usually kind of comes down to trying to diagnose what they perceive their problem is right and kind of going through that whole process and like okay let's fix that because of the business but then i really start going to the goals like what's because like what's important to you and it's funny that people don't often have that like to me i can tell you my family like whatever like my family wants that's fucking what's important to me yeah and legacy of course but like legacy is kind of selfish but also for my family so like that's that's it and that's a knee-jerk answer but so many people don't really know like why am i doing all this what what what is the whole purpose and they feel lost and they they kind of lost themselves and identity in their job in their career and like forget it like think about it right and especially like in the doctors that we we work with that's an easy example they all like they all went through the exact same cycle something in them as a young as a youngster said hey they were obviously very smart but like hey i want to help people get better i don't want to have i want to help sick people that's the basis premise like when the kids are playing doctor like that's the basis premise they went to school medical school all this debt to find out you don't really fucking help people like it's like it's like it's like it's but it's like kind of like so then they go out like well fuck that shit i don't want to do that And they go and do 10 years in ER medicine or whatever they do.

48:40And they leave and they get into like concierge medicine and cash. So they've now, they've got halfway there. They're now back in there. They're rejuvenated because they're happy because they're actually helping people. So they've got that. So they feel purpose. But then after a while, they're like, well, now I'm just chained to my phone. It's a different thing. Yes, I'm helping people. It's better. But now I'm kind of changed. So they just lose themselves. And then helping them kind of find that working back through like, okay, you are chained up here. this is your thing, but it does not identify.

49:09It doesn't define you. Unless you want to leave this forever, but it's hard to do with medical practices because usually it's a person. So what is your life after this? After you sell it, I can help you sell the thing. I can help you keep it and just have a cash machine. You don't have to worry about it. What do you do over here? That takes some time. It takes some time for them to really kind of go through and do that and do that work. And they have to do it. You can help them and kind of probe and whatever, because like but everyone else's you know what my dreams are are fucking different than your dreams man and they should be so i can't project my dreams on you like do this i can tell you like hey i've got similar ideas or similar paths i want to do and this is what i what's worked for me and sharing those experiences but yeah just getting them to kind of dig in but it's tough because you gotta build rapport so like the business thing helps me because like okay maybe i'm smart i've got cb successful solve a business problem like fuck i didn't think that would work that gives me a lot of authority when i when they see that like okay cool you want to fucking fix you now right and like that's that's the fun part yeah yeah i would i would say most people have no idea who they are and they don't you know there's this great line from the movie the fight club says you're not your fucking khakis so they don't know who you are and then i've had i've worked with a lot of doctors and they're like hey you know i want to heal sick people i want to do this thing i'm like cool do you want to do that every single day of your life they're like no i'm like okay you just put yourself in a situation where that's your reality and i think having residual income, having success, picking yourself up from those failures is realizing that there's a bunch of people who are doing seven figures a year who are miserable because most of the time they show up, at least in my world, entrepreneurs don't have bad days.

50:44They have days where they don't have any more days. They're having days where they have a gun in there. And the goal is to help pivot them because there's times where they want to discontinue living. It's the nicest way I can say it. And I'm like, cool, let's do it. They're like, excuse me? I'm like, 100%, let's do it wait what i'm like hunt let's do it this life you let you don't like it anymore let's get rid of it and they're like okay well what do i do i was like well first off do you want to still be married to your husband or wife and they're like what i'm like no let's really let's do it if you're saying what are we going to require what are we doing let's get rid of it let's only keep what we want with the idea that in five six months what you want's going to change but you don't know who you are and you don't know what your truth is we talk about this all the time life is imagine most people go to a bar and as you can tell i don't drink they go to the bartender say, Hey, can I have some chocolate milk?

51:29And the bartender's like, here's a glass of orange juice. And they're like, no, I'm sorry. Can I have chocolate milk? And then, oh, here's three gallons of orange juice. Now here, okay. Can I have a glass of chocolate milk? Here's a hundred thousand gallons of orange juice. That person's never going to be happy because they didn't get their chocolate milk. Most people have no idea what their chocolate milk is. And understanding that what you think your chocolate milk is today, once you get it, you're going to want something else later. It's just the nature of the beast. It's, it's part of it so if you think a successful business or anything the process of success is further of hey i got this cool this work now what do i want next because if you took a look at your life in my life right now and you rewinded it 10 years ago and told us what you have right now 10 15 20 years ago that version of it's like oh my god you're a complete amazing you made it you're a god how did you do that and then we forget that with here like oh well actually what I really want is this, what I really wanted that.

52:23And then when you finally get off that treadmill of if I get this, I will then be happy. And so I'm just going to be happy now for a dear friend of mine found out that he's got TBI, which is traumatic brain injury. He's a former vet. And he is arguably the happiest individual I know, which is wild to me. I was like, your brain doesn't work. It's just wild to me. Anyway. So when you do this and you work, what are the, some of the first questions you ask a client when they say, Hey, I want to have you successful. What are some of the first questions you ask? successful or just like fulfilled what do you so i love that you brought that up there's there is it's way different that's way different let's explain that difference real quick for everybody yeah yeah because like you know they everyone has this outwardly um thing of success as what you just described it is um you know hey we you know got this award we hit this revenue number we think that that's what success is but when you hit the markets like you just said 10 years ago and you get there, not really that cool.

53:25So working them through that understanding that like, hey, that's just part of the journey and trying to change that look at like, hey, this is truly not a destination. We're not going to end up anywhere. We're just going to keep kind of going and progressing. That helps reframe their idea of success. And I actually use a very similar thing. Like, hey, five years ago, were you happy? No. But were you happy if you were, it's like you just kind of work that piece out. the fulfillment piece is what's been a lot of fun because like that's a harder question to ask and that's when you kind of get into like well why did you start doing this right what what's this what what do you want to do after this and that's an interesting question because after they always think about it as this future thing that always is kind of pushing out why isn't after now right i think why why after why why do we wait and you just change that construct of how we're kind of built like oh i'm going to retire so i worked at 55 like why why why not like there's a great book that from the mind wrote bill perkins i'll die with zero and it's literally just about like you know give the kids the money now donate to charity now like don't wait right if you want to make that impact you can do it now so you look at fulfillment and how like the resources right like the money to your point can be used solely for fulfillment like that that's what like and And then you need to figure out what those times are.

54:45Are those experiences? Are those things? And most of that is experiences with the people they love. And then, okay. Then you can start, this goes dark, but negative. Like, I'm taking my family to Italy next year. I'm sorry, next May. So two months, something like that. 45 people, gonna be super expensive. It's my 45th birthday. Not really, it's kind of a weird milestone. Like, my parents are getting up there. I mean, you just don't know, like, what's gonna happen in five more years, right? so i'm gonna have that experience fucking is it is it typical no but it's like give a fuck no i'm gonna i'm gonna kind of do it so getting them to understand what fulfillment is but then to start receiving it earlier and just starting to take it and a lot of times it's just giving them permission to take it giving them because they already they already can do it they just they don't think that it's that right time and then you you just start to change that framework so i think there's part of that permission is feeling worthy enough feeling like i'm enough and you know you've gone through you know we talked about this before we're on before we're on camera you went through a pretty roof so you know really intense divorce how do you sit back and you go you know what not only i get it i'm learning i'm healing i'm doing the therapy which again if you don't doing therapy go do therapy now so give yourself it's so unbelievably important uh there's and if people like oh it's not it's not manly to go through therapy i'm like i can get you responding to the you know tier one operators who have been in therapy these are warriors they're in therapy So if you don't think you're, it's, oh, I can't do that.

56:09It's not hard. Okay, princess. So welcome. But when you're going through that, how do you refine your worth to say, you know what? I have failed in business. I have failed with my, with my kids, with my wife, with all that, where you step back and say, you know what? No, I'm going to have a relationship. We're going to have to work on fight, or I'm going to be able to do this and, and go to Lee. How do you go through that process of regaining your worth? well i think you can't change the past i mean i've tried if someone knows alia i'll take suggestions but you can't undo it um so what we do are these these losses and these failures and these mistakes that we make you know a lot of times it's you know we just dwell on them and we're miserable whatever and i think that's a natural thing but if you can go and change that to be okay use that as a lesson to to make sure like hey that's not who i want to be and not over correct but just make that course correction to kind of go back and like hey i want to have that meaningful relationship i want to be connected i want to be home for dinner i want to do those things because once you do it then you just take action and do it and and giving yourself that permission to be able to kind of go through um the other piece is like okay you go through a nasty divorce there's two fucking people in it and like it's very easy to put blame but you and this is true with life, with business, deals, whatever, it's way easier to get to a result and to a negotiation point and get business or relationships personal when you just put yourself on the other perspective.

57:37And I know that's not so simple, but just understanding like, just like you guys said, why am I having this visceral action? Why is this so important to me? What's their side? What's their truth and understanding? And then if you can do that, it's selfless and kind of going through it. You can get to a meeting point. quite easy. There's a study that, there's a thing, I don't know, I haven't in all law schools. I know what happens at University of Kentucky here. As, I think, second year of law, they do like moot court. And they give the prosecution and defense, it's about oranges. And it's an intellectual property dispute.

58:15And you know, it's about IP violations. Who owns the IP? And they're just fighting over it. Can't get to an impasse. And the Moot court goes on for, I think, three weeks and basically goes to a judge. They're both kind of fighting out and the judge renders a result that's kind of shitty. They both say neither of them get protection IP, so it's not a free for all. So they actually lost protection against themselves to everyone else. They had notes of what was important to them inside. prosecution had a groundbreaking business idea that can revolutionize um food source with orange pulp right defense had a remarkable technology in defense for fuel with orange peels had they talked there was no dispute right you take the oranges i'll take the peels we're fucking golden right Right.

59:13And we do that in negotiation. I learned negotiation from Harvard and we talk about, you know, this, we divide the groups up. Group A wants this, group B wants this, but group A doesn't know what group B wants, group B doesn't know what A wants. And you have to negotiate with each other and you do this one-on-ones. And one of the worst things you can do in negotiation is talk because the other person has already, all their stuff that they prepared this whole time is stuck in their head. So they're not going to listen to anything you say at all until they get the crap out of their head. So you walk in and then you're just listening to their pain point?

59:42What do they really want? And then just assume, and again, this is the only time I will talk about pronouns. That's when you start using, you don't use you and use we. It's like, how do we get to a point? And you become the same people on the same team to go after a certain thing. And like, I wrote a book called Without a Plan and like, it pisses my staff off. But like what you said is a hundred percent, right? I don't go into, I don't prep for meetings. I'm not unprepared, but I don't prep. And like, this is how it's going to go because every time it doesn't go that way oh so like but it can go better you're going in for a distribution deal and it can turn into a merger right i mean there's but you have to be open to it and that's it so i agree 100 going silence is as magical and then you identify their pain let's identify what their pain is identify what they want and then in the process of giving them what they want you get what you want happens every single time but these are techniques and strategies that most people don't know and they need to sit down and they need to work with someone.

1:00:43They need to find a coach. They need to find someone that they can strategize with. They need to find someone that they can connect with who's been there. And again, if you're searching for someone as you're going through this, find someone who's proven by having failures. So if people want to track you down and people want to get ahold of you, what is the best way to do that? So I'm Jeremy S. Delk on all socials. Jeremydelk.com. Check out the book. It's on Audible and Barnes and Noble, Amazon, wherever you get books and yeah reach out um jeremy.com you can go book a discovery call and um you got a really interesting business idea you're you're going through something um you know if you're just starting out um probably not the guy for you um if everything's going really well not the guy like i like the dumpster fires and like shit's fucking falling apart like man like that's that's fun all right man i i really appreciate you coming out and being so vulnerable and talking about it because there's a bunch of people who will just show you the shiny stuff and there's not authenticity, but the people who are actually proven, the people who actually have done this.

1:01:42Oh yeah. We've had our, we've had our bumps and our bruises. And, you know, I think the biggest takes away are, you know, get your ego out of the way, get to understand. Yeah. And just keep fighting the fight and getting back up. That's right. I mean, I really appreciate you. Thanks so much for coming on. I appreciate it. Thank you. Success isn't about avoiding the fall. It's about how fast you get back up. Every setback is data. Every failure is fuel. And every loss is a lesson waiting to be learned.