Finding Joy in “The Build” to Grow a Massive Business with Jason Phillips

0:0010 years ago, I made the decision to build my personal brand that was elevated, yet approachable, and reflected who I was, not just what I did. I created my website with ShowIt because it's true drag and drop freedom so you can easily build and update your site. Plus, their real human support team, game changer. Want to try it for yourself? Head to jasminestar.com forward slash show it for a 14-day free trial and first month free when you subscribe.

0:40Welcome to the Jasmine Starr Show, where over the last year, I've had the opportunity to invite guest co-host. You might be familiar, Jen Gottlieb and I just had a conversation on the podcast, and she talked about amazing guests she is curating just for you. Now, as a quick reminder, the theme that we're focusing on is taking the first step without knowing if it's the right first step, battling the fear and just taking action. today on our show i am very honored to have just met and already been wowed by jason phillips so first and foremost jen welcome to the jasmine star show jason i can say we're so happy you're here yes uh it is it's an absolute pleasure i was telling you guys this before we started recording i am completely honored to be here so thank you so much thank you thank you so jen lay lay the foundation talk to me about how he was one of the very first people you're like jasmine i really want listeners to connect with jason i think he was the first one so i yes that's the first person that came to mind i met jason through a mutual friend we were connected through our friend randy garn who you also know randy um because jason was throwing an event and jason throws massive events for personal trainers and people in the fitness industry and coaches and i used to be a personal trainer and i used to be a fitness coach and then i was teaching people how to build brands and do PR.

2:00And I was like, this couldn't be a more perfect audience for me to speak to. And I had never gotten to speak in front of an audience full of fitness professionals, other than the very first time I ever spoke, which was in front of 12 people sitting on the floor. And they were all fitness professionals. And so I was brought back to that moment where that was the first time I ever spoke in front of a group. It was 12 people. And then I got to go to your event. And I walked into this event. I didn't really know who he was. There was what, 500 people there? 800. 800. Sorry, I didn't do it justice.

2:27800 people there. It was an unbelievable room. The energy was insane. Everybody was sitting there like so excited to learn. I see you take the stage. I'm like, who is this person? Just owning that room. It was such a community. I get on stage and you told me that my event was your favorite stage. Your event was my favorite stage because I had this flashback of when my very first time speaking was in front of fitness pros. And then i got to be the person that i am now speaking to the person that i used to be and it was so special and you just treated me like gold there and i was like this is someone i want to know and that i learned more about you and your journey and i'm like everyone needs to know who jason phillips is well i appreciate that i think um hey i'm glad that we treated you like gold that's the biggest thing that like i took away from that is i always want people that come to that come to our events to feel valued i want them to walk away with things you know it's i know i feel like as somebody that coaches people in the fitness space to get to where they want to be, be it more impact, more income or a combination of the two.

3:25Like I've, I've always had that visionary aspect. So I was like, all right, well, Jen is the best at what she does. And I knew that my audience wasn't overly familiar, but I'm like, man, as soon as they're exposed to Jen Gottlieb, they're going to be floored. And I told you this in complete candor after the event, you were, if not the top rated, like one of the top rated speakers of the event. And everyone's like, I need to know more about Jen and so I was like I need to know more about Jen like we had had that brief connection through Randy but I was like I need to be closely connected to you I wanted to learn from you I've been extremely fortunate that you've just opened up your world to me and so I thank you for that day but I thank you for the value that you've brought to our community and that you're bringing to everybody you know I've been fortunate enough to go on some podcasts before and I always say like at the end I'm like well I just thank the host so like thank you both right like you guys i don't think people realize like you have made this happen like flying in getting in a studio like you know quickly across the country for you and it's like you're taking so much time and effort to pull these guests together to to do these things a lot of people are like oh my gosh like the logistics of flying across the country and getting a studio and it's like they they feel like it's so much but in reality it's like you just do it right like you find the way you just go like you just make it happen and and so i'm eternally grateful for the opportunity but i'm eternally grateful for obviously the impact that you guys are they're paying forward through through things like i love this uh so i want to pause sometimes i pause and i repeat things just so it hits with me is just doing it yeah just taking it and that's going to be the through line and so oftentimes people will watch or they'll hear and they say well i wish i had that thing i wish i i knew how to get the fire in them i wish i was like jason and then he says well you just do it and oftentimes people are like well how so when you think back and you look back at the arc of your life what was the muscle that you started honing to say well then you just do it like what is that get us into that mindset it's so funny i'm so sorry forgive me for people are watching and they think it's going to be like a fitness podcast i mean take well i i want to say it's like a soul fitness podcast like we're gonna be talking about mindset and entrepreneurship and by mechanism of the things that you do but i don't want somebody to be like we're not gonna make you do like burpees right like i'm not gonna make you do burpees because i'm not doing them with you these days so you know you met me said years ago maybe but uh no it's um no i'm actually gonna take you anywhere but fitness that's what's in the muscle like how does somebody say okay how do i do i've always had i don't know if i want to call it like bravado false bravado like i've had this thing in me my whole life, like dating back to four years old that I'm like, if somebody can do it, I can do it.

6:08Like not, maybe it's why not me? Maybe it's, maybe I was too dumb to realize how hard things were, but like, I genuinely have always believed everything is possible. And so like, I started soccer when I was four years old. And like, if you would have asked me at four years old, what are you going to do with your life? And then maybe you ask every kid, I'm going to play pro soccer right but i played for the u.s in 2000 like i represented our country i went to germany like so we play i played in the harlem cup i represented the u.s and then you know i uh i picked up a golf club for the first time at the age of 14 and it was like a stupid summer thing i went with my boys and like we were at the driving range i missed the ball more times than i hit the ball and i left that session like that very session i said no i'm gonna play on the pga tour Like I'm going to be a pro golfer.

6:57Well, I turned pro in, what was it? I don't know, 2005. I played a couple of pro tournaments for two years, right? I played two years on tour. I got into the personal training world and I saw these really successful personal trainers and I was like, dope, I'm going to make a million dollars being a trainer. And my first online business, I scaled to 3 million. And then it was like, great, I'm going to help other coaches. And I saw people talking about eight figures and I was like, cool, I'm going to build a$10 million business. And so, you know, we crossed eight figures two years ago. And so I don't know if it's just like, I don't know what I don't know.

7:34I don't know if I'm just too dumb to not see like the roadblocks ahead, or I don't know if it's just like a bullheaded vision where I'm not going to accept no as the answer. But I have this very firm belief that if it's been done or if it needs to be done, there is a human in the world that will figure it out. I want to just ask a question really quick, because I'm thinking about all of these little things that you've, or they're not little, they're actually massive goals that you've set and that you've accomplished throughout your life. And I thought many of them I didn't even know about, which is incredible.

8:03It seems really simple to say, okay, I'm going to go do that thing. And then, okay, I just went and did that thing. But what I want to know about is there's got to be, like you said, you missed the ball a zillion times the first time you played golf. So there had to have been a bunch of roadblocks that came your way on each of those journeys to getting to where you wanted to be. Now, the difference I find between somebody like you and somebody maybe that doesn't hit their goal is the person like you. You keep going through that roadblock. So what do you think it is inside of you that makes you keep going even when maybe you fail or you mess up or it hits the fan?

8:35Can I add on to that? Because I find myself wildly inspired hearing you say, I look at something and be like, you know what? Pro soccer, pro golf, million dollar training,$10 million. Okay, cool. And then the other half of me is like, I want to punch you in the face because I am not, I don't look at something and be like, It's me. So for me, I think a lot of the listeners or even the people that you coach who don't maybe have the bravado or false bravado, whatever we want to label it. We don't have the thing that you have. How do you coach people beyond that? I'm missing the ball. And I believe I can be a professional to the people who are just like, I could never be that.

9:06And why would I think like, how are you coaching people to get off that if they don't, if we don't possess the thing that you have? Sure. Yeah. So I think to address both of them, there's a couple of universal truths in this world. Like we're going to live and we're going to die. Like that's it. Right. Gary V was once asked, like, what are the three, like, give me three inspirational words. And he looks back at the woman, he says, you're going to die. And so at some point we're all going to exit this earth, right. Regardless of what your beliefs are at some point we're going to. And so we can either go and continue working towards those things where we can 100 % wake up with satisfaction and say, okay, well, I'm okay where I am today.

9:43And that's a decision that you have to make each and every day. And I grew up in a very lower middle-class family and I grew up, you know, like rest in peace. My father is the greatest influence in my life, but I was repeatedly told that everything was quote unquote pie in the sky. That was his favorite quote, right? And so, you know i would tell him about all these dreams and aspirations i had and he's like it's like just not for people like us and also who are we you know and and so i literally had to redefine who i was and i had to define myself as a person that achieves success and so for me it was almost assuming a new identity or an identity that perhaps i didn't grow up in or maybe i did and I didn't even realize it, but my identity is just of somebody that is going to achieve.

10:32And so I never looked at Jen to what you asked. I never looked at things as roadblocks. I always looked at them as things I just didn't know yet. Like there were a lot of things I don't know in this world. And there were very few things I do know. And those few things I do know, I am ethically obligated. If I want to stay true to my mission, which is to change a billion lives through the vehicle of health and fitness, to share those things with as many people as possible that also want to know those things. there are a lot of people in the world that don't care at all what i have to say that's great like i hope they're living a fantastic life i hope they're healthy i hope they're happy i hope they're successful right but the people that want to learn about health and fitness that want to learn about how to change lives through the vehicle of nutrition i'm ethically obligated to get this in front of you and you know obviously there's a demand on all of our time and so sure i need to be compensated for that at some point but you know to speak to the the roadblock thing directly like i wish i had an amazing answer like i really do i wish i was like i am this all-knowing like motivational person that can wake up in the morning and be like, it's these affirmations and these, you know, I think Tony talks about incantations and I don't know, man, cause I don't do that.

11:37Like I don't wake up in the morning with an affirmation and you know, to be completely honest, I probably doubt myself more than the average person would think that I do. But I think that it's, I realize at some point life is going to be over. And am I okay with where I'm at today? no, I'm not. I'm just not. And if you're okay with where you are, stop trying to change. That's half the problem. If you're okay with where you are, why are you complaining that you don't have these things? So you're either okay with where you're at or you want to be somewhere else. There's really no middle group. And so if you want to be somewhere else, you have to stop acting as if you're okay with where you are.

12:18If you're okay with where you are, you have to stop desiring it's going to make where you are more miserable at the end of the day it's just a choice and i've always made the choice of i want more and i make no like i make no bones about it i like having nice things in my life i'm okay with saying that like for a long time i was like oh i'm so shy like i don't i don't want to say that i wanted a big house or a nice car but at the end of the day if you're in my circle you know that the only reason i want nicer things is to share those with the people around me i think that anybody that has spent time with me will tell you i'm the most giving person on the face of the planet you know and because of that i can't wake up with any level of satisfaction or content so i have to wake up and i have to work even when i don't want to it is what it is it's the life i i've chosen not that was chosen for me it's life i've chosen i woke up with those desires and i have to order them okay uh so i thought i was gonna take the conversation in a different way and so i'm gonna pause here because i want i want to really listen to my intuition and take this conversation here.

13:17For those people who are like, no, no, it's going to be about the business. Don't worry. We're going to talk about his eight-figure business. We're going to talk about why he closed down a$6 million revenue stream a year later, more or less. It's like already doing 60%. I mean, the guys, we're going to get to the business of it. But I don't know if we can hear somebody talk about multiple millions and not feel something in relation to us without anchoring what we believe and know to be true. So the question I have for you is I know that what you had said, if I'm repeating it correctly, I know that what I have right now, I'm destined for more.

13:52Is there a point to where you reach enough? It's interesting. This is a question that's been on my mind the most the last six months. On my mind, Sam, going into this year. I would argue like same time. I think the answer is no. I think the honest answer is no. And I think that the cliche answer that the universe wants us, or I'll say the universe, I'll actually say like, you know, the, the public, if you will, right. Public opinion. I think they want us to say yes. And I think that they want you to say yes because they want to get closer to where we have achieved. Right. And so it's like, you always want the next person to kind of slow down so you can catch them.

14:28I want the people above me to keep winning so that I have something bigger to chase. Like I love seeing the people above me win and I want to be their biggest supporter. Like I promise you, and I think Jen can attest to this. like you could text me at 11 o 'clock at night and be like i need a favor by midnight and i promise you i'll come through guaranteed right and i want you to win period like you could have told me like we're gonna do this podcast in africa and i would have been in africa like i want you to win the end and so i think for me if i want to see people get to the highest levels and i want to remain as a high achiever that levels the bar up for me and and i don't think there will be i think that the connotation of what I desire today is different than what it was 10 years ago.

15:11I also have a five-year-old. 10 years ago, the five-year-old wasn't in the picture. Today, I feel as though 95 % of what I do is for my five-year-old, is paving the way for her. But what is that going to look like when she's 25? What will my role be in her future when the last 18 months for me were a lot of loss, or I lost my father, I lost my uncle? What is it going to be like when I get those last 10-15 years of my life? How will I feel about what I'm achieving? What I'm doing with the things that I have achieved? How I'm using those to set up the next generation? I don't know those answers, but I can only assume that I'm not just going to sit and rest on, well, I did this for X number of years, so now I'm good.

15:55I'm the self-proclaimed laziest person on the planet, but even in all of my laziness, I don't think that I'll ever stop wanting or achieving more and that might seem oxymoronic but that's just how i approach everything so there's no such thing as enough in my world and i feel like now i'm painting myself as this person that's like just wants all the things which is probably terrible all your listeners are like wow this guy sucks no i i don't think there is like i think that you know if you're part of your life if if you say are they loving well yeah but i think you can always show more love. I think I look at a billion people through the vehicle of health and fitness.

16:37That's our goal. Is that enough? To a lot of people, they're going to say it's a lot, but a lot and enough are very different. I don't think that's enough because there's 9 billion people in the world. So why am I okay with leaving 8 billion unchanged? I think there's levels for sure. I think that there is what most people would consider adequate, but adequate enough are also different. So no, I genuinely do not believe that the word enough will enter my vocabulary because I think it triggers complacency and I don't ever, ever want to find complacency. I will back this up for a moment because I've been thinking about this so much.

17:17It's a really big concept when you start to get the things that you desire, when you start to win, when you start to set a goal and achieve the goal, then you're like, wait a second, now I have a goal that's a little bit bigger than that goal so the faster that you get to the goal it's just the faster the goal post moves and that right and it gets even bigger but the reason that that happens is because we get the most dopamine from anticipation we get the most joy from the chase from the achievement not from the thing i just launched a bug like not from the shiny thing right it's from i i said i want to talk about this later but i subconsciously i'm getting a hint of feeling that like you dropped that other source of revenue so that you could build another one because you love building.

17:57And I think that it's okay to love the build and love the game and love the growth. And there is a lot of conversations out there where it's like, no, you should work less and not love that. But I think that if you're listening to this and you really do genuinely love achievement and you love the chase and you love helping people and you love setting the next goal and you love working towards it and you love anticipating the feeling that's going to happen when your friend wins because you helped them or all of the people that you're going to impact when you take that next step and you do that next thing or you start before you're ready like that's the juice of life yeah that's the juice of life for me and so when i sit here and i listen to you say it's never enough that's what i hear that you just genuinely enjoy the work of being a human on this planet and putting in the work and chasing and achieving and doing can we also say that i think that when we hear the word enough we tend to place we almost place it like in a container where it's like in a single vertical?

18:54And can we say that the connotation of enough will evolve throughout the course of your life? Meaning, when we say enough, I think viscerally people are drawn to finance for whatever reason, right? So we say, are we achieving enough? Have we created success? And everybody immediately goes to financial success. Is there enough money? What's the connotation of money? Because growing up for me, money was a method of paying bills. Once I could pay my bills freely, then it became a method of freedom once it became a function of freedom now it's become a function of philanthropy once it becomes a function of philanthropy like what's the next level of it and so do i have enough to pay my bills yes but do i have enough money to do all the things i want no i currently do not today and so i think that there's an evolution to the word enough which to what you said the goalpost is always moving and i think yeah a hundred percent i can absolutely tell you i love the chase in all things in life and i think that like maybe connecting the dots now like here live in person maybe that's why i was dumb enough to always believe that i could achieve the highest levels of everything because i love the journey so much like i think back to when i was playing professional golf i liked practicing more than i liked tournaments like i did one bodybuilding show i loved the prep way more than i hated the day of the like i hated the day of the event hated show day absolutely like just nothing jen this is a co-hosted podcast you can't whisper people are like you get she's mouthing too okay no no maybe there's a mic in front of you oh my gosh because i don't want to interrupt him because he's just on a roll but i totally get it i'm with you on that i had the same experience yeah like but every day i loved and like you know you wake anybody that's done anything like that you wake up in the morning you're tired you're exhausted you're you're doing cardio that you don't want to do but like you know you got your music on and you're thinking about what it's going to feel like to walk on stage but it never lives up to the hype it never does and honestly it was just the journey of getting better it was the journey of improvement it was the journey of commitment and oh okay but hold on hold on hold on okay if you're still with us and you want to know how this man has built this massive business we're getting there but it's the jasmine star show and your girl's gonna be a little bit jealous i mean jealous not jealous excuse me selfish what was that Freudian yes I'm jealous I want you to wait I want you're a bar to go higher uh you and Jen kind of cut from the same fabric yeah the luxury silk fabric that's like hand woven yes uh and I I want that three days ago I'm having a conversation with my husband and we're driving and I casually mentioned oh I know the hand poker your mom would play I know the hand of poker your dad will play your dad will fold him until he has a full house.

21:40Like he'll just fold his cards. And your mom, well, you know, she likes her safe bets. And he said, what hands do you play? I said, I just want to be the house. And then I said, I know what cards you play. I was like, you love, you love winning on the river. And he says, no, I love the game. And it hurt me because I'm at the table gritting my teeth through my freaking hands because I'm like, I'm going to be the house. Watch me be the damn house. I believe I'm going to be the house. I hate the practice. How do y 'all love practicing more than you love the show? Help me. Help listeners. Y 'all out here.

22:19And I'm like, help me love it. Help me love that. So I'll give you something. When you're, I'll give you the golf analogy. Okay. When you step inside the ropes on the first tee, there's no opportunity. Wait, hold on. Hold on. Okay. Daughter of an immigrant, brown girl. When you step inside the ropes. Yeah. I'm not. A little bit more. So at a pro tournament Everything's roped off Meaning only the players Are inside the ropes Okay So like When you're inside the ropes It means you're playing Or you're a caddy I like this I'm going to make an illusion One day when I'm speaking In front of like a bunch Of rich white guys I'm going to be like So wait You step on the ropes You step inside the ropes And you're stuffed On the first tee You're going to tell them They're going to be like Damn She's on golf Be Gilmore It's the only golf I know Outside the ropes Inside the ropes Okay Now I know Now I know Okay when you step inside the ropes Thank you So you're inside the ropes you're on the first tee, the next 18 holes, the next four and a half hours of your life, there's no improvement that's going to happen.

23:10You're not going to get better. You have what you have that day. There's no opportunity to get better. Now, afterwards, you can get better. You can learn from all the mistakes you made. You can look at all the victories you had inside those four and a half hours and say, this is what I did right. But you're not going to get better in those four and a half hours. I like to get better. I want to be better. I know I'm not good enough yet. I know there's another level for me. I know there are people out there doing more that I believe I can get to their level. I can surpass them. This was actually an issue for me early on in my life.

23:42Like I had mentors and I'm like, I'm going to find a way past you. But isn't that when you know you had a good mentor? Because had they had themselves, they would be older than they were. The ones that were cool with it, yes. The ones that like, as I surpassed them, weren't cool with it. That's another conversation. But the ones that supported the journey, absolutely. Like there are people that know definitively, they're like, man, he passed me. And like, now I want to learn from him. And that's amazing. And so like, I think those are the kinds of people you want in your life. But that's how, for me, it's always the pursuit of just getting better.

24:13Like I know that on show day, like that's it. All the hard work, like you don't get to work hard that day. Like you don't get to become better at your craft. How long does that win last for you? So, you know, when you, you're prepping, you're prepping, you're prepping, you have the show day, whatever that is, the golf tournament and you won it. You got the trophy. Like you crushed it. you were on stage and you have the body of your dreams and you just you did it you're on it how that winning moment when you finished it how long is it man i don't even know if it exists i'll be honest i i think back to the last the last tournament i won two years ago i still i have the picture holding like the little championship belt i don't even remember that moment i i don't at all so you're immediately going to okay what's next yeah i'm already thinking about how do i get better and i'm actually thinking about all the areas where i was not very good like it i don't know like i always had this thing it's like this is gonna sound completely different but i suck at christmas right christmas morning i'm not good at opening gifts all i care about is like everyone else's gift the anticipate and i just like i know i put so much effort into like yo like the gift i got you and the thought that went into it and like like i sacrificed everything to be able to give of like what I could give on Christmas day.

25:33And like, so like when people give to me, I'm like, I probably suck. I'm like, I don't have a big response, like a big, like, oh my God, that's so nice. Like, because all I care about is like the journey of like making you happy, like giving to others. And so I'm like, I, I am not good. This is massive character trait. I like celebrating victories and like receiving. I'm not good at it in any way. So would it be fair to say that you've become as successful as you've become Because there is no win. You just keep going. Just pass it. You just keep going and keep going. Because I'm thinking about the person right now that's listening to this.

26:08That's like, so then what's it all for? For you, it's for the journey. And what I'm getting at this is I'm listening to somebody speak that's unbelievably financially successful. And I'm just speaking financially right now. But you're successful in so many areas of life. And I like to take apart what makes people successful. Like, why? Why did this happen to you? And what I'm getting out of this conversation, which is very, very interesting and actually proves a lot of the things that I've been thinking lately very correct, is because you are obsessed with the journey, not the outcome. And so the journey never really ends.

26:43It's your life experience. It is who you are, is the anticipation and the work towards it. So you just don't stop until you get it because you love the not stopping. Yeah. And I think that you understand there's levels to it. And so I think it's like, you know, I just recently saw somebody beat the game of Tetris, like beat the whole game, like the game shut down because like there wasn't before. I think this was like the first time that a human has ever done it. I think a computer did it, but a human just did it. Right. How many years has Tetris been in play? So I would be willing to bet you.

27:14I'd be willing to bet you that the users of Tetris will now go down because the game has been beat. It was perceived as an unbeatable game. and so like if i had to track use of this thing it was perceived to be unbeatable so the journey was infinite right if it's unbeatable the journey is infinite i think that people will stop playing because they know there's an end point right and so like any i grew up as like a little kid playing video games any game i had beaten it was no longer interesting i didn't care as i was i always wanted the pursuit of like getting to that right and i i loved like those like infinite loops like it's it's fun you know i think for me as you said that i was literally having visions of my life and it's like i've always i mean this is somewhat counter but i've always just wanted to find new ways of making people happy i think that anybody that knows me like that's that's my jam like that's how i got to where i am and like i'm literally having visions of like i was so broke i would like somebody would want five hundred dollars and i'm like i don't have five hundred dollars how can i make five hundred dollars today and like my food you know who cares about like my house or my car but like yo you need five hundred dollars i gotta make five hundred dollars for you like this happened to me in high school like literally like there's a time fun fact like my high school girlfriend there's a pair of jordans she wanted and so like i got them and like she was like she has small feet so like kid size but like they didn't come in like the suitcase right it was like this like special release like so she wanted like one size bigger so she could have the suitcase well that was like two hundred dollars lord i'm like i don't have two hundred dollars so like i picked up a ship that worked that day and i was like cleaning every golf club like the best I could.

28:49I had like$220 straight to the wall, got them, gave them to her. And I'm like, how many times have I done things like that? You know what I mean? And it's like, if I have it or I don't have it, I'm going to find a way. And it's like that mentality has served me so well because it's never been about me. It was never about me. It was like, I just wanted to serve. And I think so many people think success is this selfish piece. And there are elements of being selfish that have to happen, but success ultimately is the most selfless thing in the world. You will become successful because of how selfless you can allow yourself to be.

29:24And becoming successful allows you to be the most selfless person in the world. And so there is nothing selfish about success. And it's like, I didn't know that at the beginning. It's something I came to the realization of, but for whatever reason, it's how I acted from an early point in my life. And honestly, I think a lot of it was like my mother instilled that in me very, very early. And there was a recent Instagram post and you talked about the eight figure business secret. And what as a prep, it was when you just talked about success and you talked about making sure that you're in a position to make these types of decisions that would set you up and figuring out how do I best serve?

30:02You were sharing services for free and getting people results. And so people are like, well, you got to, you know, eight figures in a business by giving stuff away for free yeah and here you are talking about success in the same manner so can you connect the dots for us yeah i don't think that you should ever pay me until i prove that i'm worth being paid i mean i think that's just like the foundational element of you know you know okay but apply this in in in different types of businesses that you've had over the years that there's somebody who's listening and it was like okay but i'm a makeup artist are you just not going to pay me and then like that it's up to your own opinion did i do a good job if i'm a dentist I was like a root canal and I'm like, I don't feel any pain anymore.

30:40I'll now pay you. I think there's an element of, yeah. Like, I think, I mean, I think there's an element of for sure, because listen, I mean, if left to our own devices, if we go to, you know, to anybody that's trying to achieve success and I say, like, should somebody pay you? You should say yes. If you say no, like that's a whole nother issue. Like we got to work on your skill set of, you know, fulfilling on your promises. But I think that, yeah, like, I mean, the market dictates everything. I don't care how good you think you are. Like at the end of the day, you should think that you're the best in the world.

31:12And, but the market's going to tell you how much you're worth, period. And the reality is like when, here's the defining story, and maybe this will connect with a lot of people is when I was at my lowest point, that people will tell you I have a Starbucks obsession. I went to Starbucks every day of my life for over eight years, meaning I did not miss a single day. Like I ordered the same drink and I watched inflation happen because I think it started at like$3. now it's up over$4 now. Well, I'm a storyteller. What's the drink? Iced Venti Americano with an extra shot. Okay. And would you have the whole Starbucks experience where you would sit there and drink it or you just walk into Starbucks and go for it?

31:47Always got to go. Okay. So if it's an Iced Venti Americano extra shot, is that four shots? Five shots. Five shots. Five shot Americano. Okay. Every day. Six shots on Sunday when I'm speaking. We call it six shots Sunday. Okay. Yeah, when I'm on stage. Okay. Eight years, four shots a day. Never missed. Okay. Never missed. Okay. So my lowest point, I go to get that drink. It's Thanksgiving day. It's 2014. I'm in Copper, Colorado. I am on a date, like my first like overnight trip with a girl I'm dating. And we go to Safeway to get Thanksgiving dinner, right? Prep. Gotta get the coffee first. So we go straight to Starbucks line.

32:25They get to the front. They, I think it was like$3.67. And I got declined. And I was like, I tried to play it off. I'm like, man, something must be off. But I knew. Like I knew I got no money. I was like, I'm overdrawn. It's Thanksgiving. They're super nice. They're like, no worries. It's on us. Right. Except now we're walking the aisles of the store and I'm like, what am I going to do? I'm about to have to tell this girl I'm dating that I have no money. I'm like, how am I going to figure this out? And so like I opened up my banking account to confirm it. Sure enough, negative$27, five cents. I'll never forget the number.