632: Nick Huber - The Attributes of Winners, Becoming Great at Sales, Changing Your Mind, & The Fundamental Truths of Life (Sweaty Startup)

27:23If they don't want to do it, they're not going to do it. You can't force them. Well, that leads to the four fundamental truths of life. Okay. I'm going to read the four and then have you go a little deeper. One, you can't do it alone. Two, you can't make people do anything. Three, everyone in this world is selfish. Four, it isn't about you. So how do we use these four fundamental truths of life to get what we want? Sales. We sell ourselves and our ideas. We convince other people that their lives will be better if they trust us, work for us, buy from us, and more. The four fundamental truths of life.

28:01And I appreciate this little framework. It's like, oh, yeah, he said it in a pretty tight, concise way. Can you go deeper on the four fundamental truths of life? This is the most important section in the book. people are selfish. You have to accept it. My wife is married to me because I can provide for her. I'm fun to be around. We can build a life together. We can adventure. We can build the life we want. She's selfish and that's why she's married to me. I'm married to her because I'm selfish, because she has everything I need and a life partner. My business partner is my business partner because he's selfish, because I add more value to his life than he gives me in cash to be his business partner.

28:44Period. Period. If I didn't add more value to my business partner's life than what I take in cash from the companies that we own together, he would not feel good about our relationship. An employee is selfish. They want to work for your company because you provide more opportunity, more money, a better quality of life, more fun, whatever it might be. Everybody in life is selfish. As soon as you accept it as fact and change your worldview on that, Flip your worldview away from Hey, me, me, me, me, me I'm walking around the world figuring out what other people can do for me Change that Because it's not true, nobody cares about you Nobody cares about you And as soon as you change that And you walk around the world thinking, hey All of these people are selfish Every single person How can I make their life better And we set up a win-win situation The great thing about life is that there's situations That can be win-win Meaning two people who are selfish can get together and they both get what they want.

29:44That's a business partnership. That's an employment relationship. That's anytime you interact with other people. So if you can set up these win-win situations with other people, you can move mountains basically. I think it's a superpower to understand the fact that nobody owes you anything. The world owes you absolutely nothing. You have to earn it every single day. You have to add more value to your customers, to your colleagues, to your employees every single day. If you ever think you're entitled or that I've earned this, you're wrong. I feel like this is right in your ethos with Sweaty Startup and the way that you approach the world.

30:26Whatever I've done in the past, it doesn't matter, especially for my clients. Some people think like, well, we've done some good work, so we should have the contract extended for years. No, we should have the contract extended for the next hour. and then I have to earn it that hour too. Just like writing a book, you have to earn every turn of the page. Edit that thing down to make it as good as it can possibly be because it's all about adding value to people's lives. I think if people show up every day thinking, how can I add maximum value to the people's lives around me, whether that's who you work with or your customers or whoever, I like your chances.

31:04I like your odds of good things happening if that is your mindset, as opposed to saying, well, I deserve a lot more. I'm entitled to more because of how hard I work. As you said, nobody, literally not a single human on earth cares. And you are entitled to, yeah, go ahead. You're entitled to nothing. Like you, you have to earn it every second of every day. So there's some folks out there in school or in corporate America or in any club or business environment. And I'm about to give them some, frankly, some cold, hard truth about networking. I want to tell them how I feel about networking and I want to shift their mindset on networking.

31:41When I was in college, I went to networking events and I didn't realize this till later, but every single person at that networking event, they walked around with their hand out saying, help me, help me, help me, help me, help me, help me, help me, help me, help me. Shaking hands. Hey, how can you help me? Hey, hey, hey, how can you help me? Oh, oh, by the way, can you help me? Can you help me? Can you help me? That's how 95 % of people network. they walk into every single interaction whether they're picking the brain of a mentor or they're talking to a career advisor or they're trying to get a new job or they're at a networking event with other business professionals rotary whatever club you're in and they walk around thinking how can these people help me and as you can imagine college networking events are damn near worthless because nobody can help anybody there.

32:31They don't have any skills yet. So you have a bunch of people walking around shaking each other's hands trying to help me, but nobody has any actual skills. That's why these networking events are damn near worthless when you're in college. Should you still go to them? Yes, but you should change your mindset. And when it comes to networking, I have kind of an unfortunate truth. And the unfortunate truth about networking is that if you're not an expert at something, if you haven't done something, accomplished something, networking is going to be damn near impossible because everybody's selfish my network exploded after i built a self-storage facility for 2.9 million dollars and it became worth six million dollars because people were like oh damn nick can help me if i talk to nick about storage he's my guy he can help me he can help me so their selfish attitude drew them to me because I had something to add to the table.

33:28So that's why everybody wants to talk to and know successful business owners because they're good at something. They have things to add. They can make your life better. So step one, the very unfortunate thing, if there's a lot of people listening to this who maybe they don't have skills, maybe they didn't become a real estate expert, whatever it might be, before you go networking, get really good at something. Go do the work, build a business, build a career, become a master at whatever it is you are doing, whether it's accountancy, brokerage, management, whatever it is. Show everybody that you have something to add to the table and something amazing happens, your network explodes.

34:07But that's not the easy way. So nobody wants to hear that. Well, I think shifting is like this happens virtually on LinkedIn. And I still feel this way. I'm like, oh, that person connected. They want to do something for me. It's like almost always they want something for themselves. And so then I'm thinking how it's weird. As I was reading your book, I actually, this made me make no sense, but I was like studying Gracie Abrams is really big right now, especially in my teenage daughter's lives. And she has good music, but how did she become friends with Taylor Swift or have Taylor Swift want to have her open on the Eros tour?

34:41Do you think she just called, emailed Taylor and just told her how much she loved her and that she was a big fan and said, help me, help me, help me. No, she went out and wrote for 10 years, amazing music. that Taylor loved. And then Taylor called her and said, come open for me. Well, Gracie was literally one of the biggest fangirls ever of Taylor Swift. But instead of just trying to beg to say, help me, help me, she went out and did the work and created some amazing music so good that it flipped it. And I think that's what your networking stuff made me think of. Be a person worth someone else wanting to contact them.

35:19That's the greatest networking tool in the world. Do something of value that adds value to other people's lives, and they will then want to be in your orbit instead of the other way around. I'm 100 % with you with that. And I think that is whether you're building a career, you're building a company, you're building a team, do the work that makes others want to come to you. The tough part is that usually takes some time. It's hard. There's no guarantee. And that's why I think most people don't want to do it. There's one shortcut. it. There's one unique way to add value to people in a non-monetary way.

35:57If I'm a mentor, I'm an advisor. I have a ton of people reach out. I'm right here near a college that I'm pretty involved with UGA. The kids reach out all the time. They say, Nick, can I get lunch and talk about business? And I say, yes. And I get lunch with them and I tell them a ton of things to do. And none of them do it. So I get no value. It actually frustrates me. It takes value from my life meeting with those people. But I met with a girl named Caitlin Lutz in Georgia. I talk about her in my book. And she said, hey, I want to build a recruiting company. My dad is in the construction industry.

36:31He can't find workers. I think I can go find workers for him and simply charge a fee. It's a little agency. People already do it. I think I can simply just do that. I was like, okay, if you want to do that, here's what you do. You find a way to find those workers. You go out and you find them. You tell them that you can get them a job and you go ask your dad's head of HR if he would pay you$4 ,000 for every person who you bring in and work for a month. At the month anniversary, pay me five grand. She had the meeting and the guy said, I'd pay you 10 grand if you can find me a worker because the construction industry in 2021 was insane.

37:05So she sends me an email six months later that she's making 30 grand a month. I got a lot of joy from that. That made me happy. That added value to my life that she went out and did it. So there's one shortcut and that is actually do things and take action because then people love mentoring you. They love helping you. So they will help you with no monetary gain if you take action and you actually do it. Problem is that's hard too. take action and follow up like i i remember i was talking to one of my best sales guys ever i hired him at multiple companies named jameson harkey former football player whatever i may have a little bit of a bias for that but the reason i love jameson is because he was one of the best in the world at being fearless of cold calling and going after new customers and he was so good at following up and like years later we don't we're friends we don't work together anymore And I said, you know, if you just had to distill down what you're like, your superpower of what made you so good, regardless of what you're selling or where you're selling it or your territory didn't matter.

38:11He always killed it. He's like, well, I just think you got to make the calls and then you got to follow up. And it's amazing how many people don't follow up. And in her case, she did the work and then followed up with you and told you, hey, Nick, I took some of your advice. I did this, this, this and this. Here's a result of what has happened. and she followed up. And then you're juiced, right? You're like, yes, let's go. That made me feel good about giving advice, about trying to help you because you're actually doing the work and you're following up. Those are the types of people you want to place bets on.

38:44Yeah. If Caitlin called me, I would answer the phone. Whereas if the other seven to 10 people for every one, Caitlin, if they call or text me, I'm going to ignore it because I know that it's going on deaf ears. It's a waste of my time. you've gotten really good at hiring, right? You talk about leverage and I know you hire from all over the world. I'm curious for leaders that you're hiring operators, people who have to get after it. What are some of the must have qualities in leaders that you're going to hire to work for you? There's something that's very, very rare, a rare attribute, even among leaders.

39:22And that's the ability to get in a meeting, make a plan in your head and tell people what to do and how to execute the plan in a way that they want to do it. There's a lot of people, this is an epidemic in corporate America. There's people who just pass messages around, they're messengers, they know something needs solved, so they're going to have a meeting about it and they're going to tell the underlings how to do it. And then those underlings are going to pass the message to somebody else. And before you know it, it's just going around and absolutely nothing happens because nobody actually knows how to tell people exactly what to do and make them follow up and actually do it.

39:58So it's so hard. It is so hard to hire and find people who can get in a meeting and tell people what to do. One in 30 managers that I hired today are very good at that, even today. Really? That seems like that's the job. you would think and yes they can they can look they can they can effectively manage and they can pass down directives from above and make sure it gets done that's different yeah being able to take charge and say hey this process is not right we're going to fix it this way and now everybody i want you to do it a different way and i want you to start right now and here's how we're going to go forward that is very very rare there's a story you write about that i want you to tell it's a cold night you're in ithaca new york and you actually went to Walmart and you saw somebody outside working at Walmart.

40:50Can you tell me more about this guy? Yeah. Everybody thinks hiring is post an Indeed job, post a LinkedIn job, and put ads behind it and interview a bunch of people. It's way simpler than that if you're running a small business. It's way simpler than that. You make a list of what you need as far as attributes of a person and you go find that person in your town in the wild where you can watch them do what they're doing. So I walk around life with business cards in my pocket to restaurants, to bars, to grocery stores, everywhere. Because every now and then you see people that instantly they're different and that you want them on your team.

41:27You find them at Chick-fil-A. A lot of them work at Chick-fil-A. They work at Enterprise Rental Car. They work wherever. And I learned this when I was in Ithaca. I was not yet engaged. So this is probably 2013. my girlfriend now my wife ran in to get some groceries i'm sitting in the parking lot it's about 8 p.m i'm sitting in the truck it's cold it's not it's night got dark at 4 30 and i just see this guy in a walmart vest run by the front of my car run and i'm like did i just did i just hallucinate is that a unicorn i've never ever seen a walmart employee move fast ever never I've only seen a Walmart A Walmart employee like walk like this Because they're getting paid by the hour they don't want to be there So this guy sprints by And I see him just like Shoveling carts he's 24 25 years old clean cut Runs by starts Shoveling carts pushing them together He gets probably 20 carts in a line And he's pushing them full speed I'm watching him in the parking lot work he's collecting them all He's pushing them full speed Back towards the door and then a Walmart bag rolls on like a tumbleweed through the icy, snowy, crappy parking lot.

42:36He kind of bends down in stride and picks it up and jams it in his back pocket and continues running towards the front of Walmart. I was shocked. My jaw is open. My mouth is open because I have never seen this. So I got to get to the bottom of it. I get out of the car, put my jacket on, and I kind of like act like a normal customer. But my goal is to interact with this kid and figure out what's going on. I run, I run kind of, I like, I'm going to make sure I pass with him. Hey man, how's it going? Like, what are you up to? Like, why, why are you, why are you moving so fast? Maybe I said, and he goes, oh man, yeah, it's a, there's a high school basketball game going on around the corner and it's, it's a varsity game and it's going to get out in about 45 minutes and we got no carts.

43:21And when that game gets out, there's going to be 40, 50 customers that come here to Walmart and they're going to come in and they're not going to have carts and that's bad. and I'm like, what happened? Why don't they have carts? He's like, well, our cart guy didn't show up today, and my manager's in the back solving other problems, so I got to do it, but he's like, this is not even my job. I'm supposed to be working in wherever, and right then, I pull the cart out of my pocket. I know this kid's different. Pull the cart out of my pocket, and I'm like, hey, man, by the way, I run a company here in town.

43:50It's a moving and storage company. Pretty fun. We work with the colleges. We do a little bit of travel, and we pay, maybe I said 20 bucks an hour. We pay 20 bucks an hour, it's hard with inflation now. Maybe I said 15. I knew he was making like$12.50, right? I knew what he was making and I knew what I needed to say that we paid. And I handed him a card and I was like, dude, we pay 20 bucks an hour. If you know anybody, if you have any friends like you, I'd love to talk to him because we're hiring and we got a lot going on right now. Four hours later, I get an email. The next day we have an interview.

44:21That night I get him an offer. He quits Walmart two weeks later, comes to work for me. And he does four seasons with us. He travels to Boston, He travels to Washington, D.C., ends up running a branch, and he's one of the best hires we've ever made. That's powerful. It's powerful. I just saw that he didn't think – there was nothing in his job description that said, make sure all the carts are in front of the store when the basketball game lets out. He just cared. He had that sense of urgency. He had that drive to go a little bit above and beyond. And sometimes that's all you need in a lot of jobs.

44:54my uh first sales vp at lexus nexus rex caswell told me you are interviewing for your next job every single day you don't know who's watching you don't know what the job's gonna be this guy didn't realize that but he was interviewing for his next job that night and did he get lucky that you were there yes but he made his own luck because of how he chose to behave, how he chose to be a winner, have a winner's mindset, how he chose to take ownership, which is God, I love that so much. Like this guy doesn't own Walmart. He's getting paid 12 bucks an hour, but he acts like he owns the place. Like how, and that has had to be just like, it's so attractive to want those people to, you want to work with those people.

45:38Like, right. You immediately ran up to the guy. So I give credit to both you guys. One, because he was interviewing for his next job. Didn't even realize it. And you for being a professional noticer of things, of people, of winners, and the ownership mindset of a person who's wrangling carts on a cold night at Walmart. I think hiring is a lot like hunting. Literally, it's just hunting. I'm sitting there and I'm observing. I'm a lion in the safari sitting on a rock, just relaxing. But when the gazelle is in the field, you go kill the gazelle. when i'm at a bar and i see and i'm sitting there and i'm frustrated because the bartender hasn't made eye contact with me they know i'm here they're over in the corner chit-chatting with a regular that's 99 of bartenders today but every now and then you have somebody who just has a full awareness of everybody at the bar they have that awareness where they make eye contact with you they gave you they give you a little finger you know they're going to come your direction they're passing they're like hey what do you want they're putting it in the thing they're slinging drinks and they are keeping four times as many people at that bar happy they have it they have the it factor an unfortunate truth about life and business is that 75 of people in this world are totally incompetent your job as a business owner as somebody who's hiring is to spot those people and get them out of your organization so chris powers a really good friend of mine mentor of mine who has done phenomenally well in real estate.

47:08He has a podcast called The Fort. I was complaining to him about one of my employees. This was a couple of years ago. I was on the phone, venting. Man, he's made these mistakes. I've been trying to work with him. And he goes, Nick, you know what you need to do? And I'm like, what? And he goes, you got to fire him. You need to call. You need to get off the phone with me and you need to fire this person. I'm like, Chris, I can't afford to fire him. He's like, we're busy. It's our busy season. He's working 60 hours a week. I can't afford. He goes, Nick, fire him. Fire him today. You'll feel better tomorrow.

47:33He said, look, the general competence of your entire organization will fall to the level of competence that you tolerate if you tolerate c players in five years you will have a c level organization and your company will be failing and there's nothing that a players hate worse than interacting with c players so your a players you can either you have two options nick he's like you have two options you can fire the poor performers or you can watch your top performers walk away. And that stuck with me and I live by that. So firing people, it's uncomfortable, it's hard, but I do it swiftly because my A players and my organization deserves it.

48:19The idea of a sweaty startup, right? That is your handle on Twitter where I first found you years ago, the title of your book. What is it about that attracts you to sweaty startups? It's so easy to get captivated by the idea of new, big, world-changing ideas. It's sexy. It's fun. The stories of the underdog against all odds making the football team at Notre Dame or doing whatever, starting a billion-dollar company from their dorm room at Harvard, those stories are captivating. You want to believe that Russell Crowe came in as the heir to the king and fought his way up against all odds against lions and against ships in Gladiator to become the king again.

49:13You want to believe that. You want to believe it. But it's not practical. It's not practical. I'm not Elon Musk. I'm not Mark Zuckerberg. I'm not a Stanford computer scientist. My dad didn't belong to the top 10 country clubs in America and have a trust fund for me. It's just not practical. So these entrepreneurs, all these people who are interested in starting a business, they think, man, I'm going to read more books about Elon Musk and Steve Jobs. And I'm going to read Zero to One. And I'm going to study Paul Graham. And I'm going to change the world. I'm going to turn business models on their head.

49:52and they do it for six months, they fail and they get a job. All the wealthiest people I know, all the most successful people I know, the people who have the nicest houses in my town, have the private airplane in Athens, have the big ass beach house and just they have what everybody wants. You actually go look at them and talk to them and see what they do. A, they're normal people and B, they all started sweaty startups. They all own businesses that are not revolutionary They're not flipping business models on their head They didn't raise venture capital They just did things They did common things uncommonly well So I am trying to With my book With my podcast With my Twitter profile I'm trying to stand on top of a mountain And yell What people don't want to hear about entrepreneurship And that is Forget the goddamn underdog stories you're a gambler you're a poker player you only have so many chips chips is your time it's your time and you only have so many are you going to put all those chips on a roulette table where you have one in i don't even know how to play roulette how many how many odds how many numbers 35 i don't know i'm not sure one in 35 or are you going to play a game where most people who stick with it win?

51:14Real estate. Self-storage. 80 % of the people who try to do storage for five years and they're reasonably competent and they work hard and they make decent decisions get wealthy. 80 fucking percent. Why would you not play those games? So like a big concept in my book started out with it is choose your number. Like what is winning to you? Yeah. Is it a billion dollar business? If that's your goal and you have wealthy parents and you don't have overhead and you can go five years without a job, do it. Go to Silicon Valley, raise venture capital, start a job or you're spectacular. If you are world class at something, go do something spectacular.

51:51I'm glad people like Elon Musk exist. But if you're a normal person, go start a business where most of the people who do that thing win. Choose the game you want to play. Do you want to play basketball? Let's say$30 ,000 a month was my number. That's what I needed to send my kids to a good school, to play golf, to travel, to do what I needed to do, to go to a restaurant without worrying about the price. $30 ,000 is available to the winner. I have two roads. I can go to Silicon Valley or I can go the sweaty startup route. Let's frame this differently. I can play a basketball game. The winner of the basketball game gets$30 ,000 a month for the rest of their life.

52:29Do I want to play against LeBron James or do I want to play against a fifth grade girl? I'm playing basketball against the fifth grade girl any day. based on your Twitter activities have created some people who love you as well as some who probably hate you. And it feels intentional. You troll at times. I think it's very funny. I try not to take life too seriously. I'm going to take my work serious and work hard, but I feel like you are very good at it. I just like to hear overall, because I've been following your Twitter for, I don't know how many years, and I always get a good laugh, especially on the Super Bowl or you've used the same tweet, multiple Super Bowls or whatever.

53:08I just want to hear your mentality on how you approach social media, especially Twitter. Yeah, I think I'm, first of all, I'm naturally kind of a goof. I'm a pick. I like to rile people up. I think it's hilarious that a grown human being can be sitting in their house on their family with their couch and get upset at me on the other side of the world for, you know, 240 characters that I wrote on a Twitter. It's mind-blowing that they can get all upset and worked up. I don't understand that level of immaturity. So I'm going to pick on those people. I'm going to purposely do that because I think it's funny.

53:39I'm sick that way. But the other half of it. You're going to mix the Pappy with Diet Coke, right? Those tweets win every time. They're just so good, right? Well, yeah, I have a gift for pissing people on the internet, I guess. But in reality, you can't be loved by everybody in this world. And I think a lot of people really try to be loved by everybody. And what happens is nobody feels absolutely zero people feel connection or passion about what you're up to when you're worried about what people think. Did that take you some time to get there to be okay with the fact that you know you're going to create some legitimate haters?

54:16Because you troll a little bit with the booze and Diet Coke or the Super Bowl post about like, I made 80 cold calls while you guys sat on the couch and watched guys play football, which still wins every time to see the response. But you also have other ones where you're willing to kind of stand up for something. You really push people to get married. You really push people to have kids. Things I pretty much agree with you on everything. And you have some that say, well, who are you to tell me what to do? It feels like you've gained a level of comfort in your own skin to be willing to stand up for things you believe in, even if they may be controversial.

54:51shield. Yeah, I've changed my mind on a lot of political and controversial things over the last five years. So I'm proud of that. But I also have some pretty strong views on parenting and basically conservative values. I'm liberal in a ton of ways. I think everybody should do exactly what they want to do. I love being in a little music craft beer town here in Athens. I love weird people. But I also love conservative values when it comes to business and raising a family. So I don't think I'm radical in any way, but yeah, a lot of my views fire people up. I think it fires people up because they know that there's a lot of truth to it in one way.

55:25Yeah. One more, Nick, let's say you're meeting with, and I know you used to judge these entrepreneurship competitions, but let's say you're meeting with a recent college grad who wants to leave a positive dent in the world. What are some general pieces of life slash career advice you'd give to them? Yeah. Don't be a doctor or a lawyer because I don't think they have a good life. if you want to be 50 years old divorced addicted to alcohol and overweight but rich and you want to drive a Range Rover then be a doctor or a lawyer if you want to be happy and successful just be very my point there is just be very thoughtful about what games you play look down the hall look down the hall at who's winning the game you're about to play what does winning look like if you're going to go down the med school route what does winning look like?

56:13Who are the top performing best doctors and what does their life look like on a day-to-day basis? Same thing for corporate America. If you get a job at JP Morgan, if you get a job at Deloitte, if you're lucky enough to get a job at McKinsey or Bain, look down the hall. What are the people in your shoes doing 20 years from now who did well and won that game? What does winning look like? Not enough people are thoughtful enough about, hey, what are the odds I'm going to win and what does it look like to win? So that's a really powerful way to frame decision-making if you're about to start a job in corporate America or you're about to start a business.

56:51So good. The book's called The Sweaty Startup, How to Get Rich Doing Boring Things. I really appreciate you sending me a copy. It's an extension of your Twitter profile, but even better in the fact that it's super practical, thoughtful. And to me, that's what I think it's about doing things and it helps you take some ideas and most importantly, put them in action. So I appreciate your work, man. And this is really good. I encourage people to buy the book, to read the book. It's really well done. And Nick, I'd love to continue our dialogue as we both progress, man. Ryan, thanks a lot for having me, man.

57:26And look, yeah, the book is, you know, came out this week. It's been something I've been working on for really 10 years, working hard on actually turning it into an organized, structured book for the last year and a half, really. But yeah, it's actionable. It's no bullshit. And you're not going to agree with all of it. But if you read it, you're going to take something away. So I think we'll maybe get you an Amazon link or something for the notes. But man, yeah, really, really appreciate you having me come on and talk about it. And I hope the message resonated with folks. Definitely. Definitely.

57:54Appreciate it, man. Thank you.

58:01It is the end of the podcast club. Thank you for being a member of the end of the podcast club. If you are, send me a note, Ryan at learning leader.com. Let me know what you learned from this great conversation with Nick Huber. A few takeaways from my notes, the attributes of winners. They have an abundance mindset, a sense of urgency. They make good decisions and they are not afraid to stand up and call you out. Like the story Nick shared, this VP of finance, Kevin, after Nick had made some decisions while Kevin was out on vacation, they turned out to be poor decisions. And Nick has created a culture and environment where it is safe to publicly tell him he has messed up.

58:47And because Kevin did that, and because Nick has created an environment for that to happen, it helped save their business. We all should be striving to create a place where people can let us know when we're wrong. And then the four fundamental truths of life. One, you can't do it alone. Two, you can't make people do anything. Three, everyone in this world is selfish. Four, it isn't about you. So how do we use these four fundamental truths of life to get what we want? Sales. We sell ourselves and our ideas. We convince other people that their lives will be better if they trust us, work for us, buy from us, and more.

59:27Sales is a fundamental element of life. It's a part of every single thing you do. Whether you want to admit it or not, it is absolutely worth it to get good at the profession of selling. And then networking. Don't go to events telling others to help you. Don't look for handouts. Instead, become someone worth knowing. Do something of value that makes others want to come to you. That's hard. It takes time. Like the Gracie Abrams Taylor Swift story I told. Gracie sat in a room by herself for many years before she caught the attention of her idol. The story about the guy wrangling carts on a cold night at Walmart, Like my mentor, Rex Caswell, has told me for many years and told me right when I got my first job at LexisNexis, you are interviewing for your next job every single day.

1:00:25You've got to earn it. Act like it. You're entitled to nothing. And I love that story of Nick hiring the guy after seeing how hard he worked wrangling carts and the fact that he had an ownership mentality. So good. once again I want to say thank you so much for continuing to spread the message and telling a friend or two hey you should listen to this episode of the learning leader show with Nick Huber I think he'll help you become a more effective leader because you continue to do that and you also go to Apple podcast and Spotify and you subscribe to the show it's so big and you're rated hopefully five stars and then you write a thoughtful review by doing all of that you give me the opportunity to do what I love on a daily basis and for that I will forever be grateful.

1:01:10Thank you so, so much. Talk to you soon. Can't wait.