How ANYONE Can Create EXTRAORDINARY Wealth & Abundance! Stop Listening To These Money LIES | Codie Sanchez

23:40So even to get enough interviews to see if you're good at them or not. It takes a lot of time. Three, the feedback loop's really long, right? So like the first 30, 60, 90 days, people are ramping up. You're like, I don't even know if they're good or if he's just new. And so hiring is really hard for those specific reasons. Not enough inputs, not enough practice, not a fast enough feedback loop. And so if I was to want to get really good at growing in business, I would obsess a lot more on hiring. The other thing that's really good about obsessing on hiring is you can also then tell how to get hired a lot more easily and make more money.

24:15And so if I could obsess with what type of person is the best hire that I have, what are their characteristics that they have? What are their skill sets that they have? Why would I be willing to pay them this much or not pay them this much? And once I have that broken down, I'm like, oh, wait a second. So this person's worth$250 ,000 a year. This person's worth$50 ,000 a year, what's the difference in their skill set? Huh, I want to be even more like this person. So if I didn't have the ability to hire, I would probably just war games what a skill set looks like between the two more often, so I could get in the 250 bucket and out of the 50 bucket.

24:50You said money is a mirror, skills plus self-beliefs, beliefs plus others believing in your skills and your ability to deliver. When you look in the mirror, what do you see in terms of your self-belief? Well, I believe that money is everywhere. I think it's literally just floating all around us. And it was funny because I did a podcast with Diary of a CEO. And I remember like a lot of the comments were like, it's not this easy. Like you can't. And I realized one, there's cultural differences. So Americans, we're wildly optimistic. We're a little brash. We're a little loud. We really believe in ourselves and innovation.

25:29Brits, less optimistic. um, quieter, not so loud about their accomplishments. So there's some cultural differences. Neither one is really good or bad, but one is better for making more money, which is why, uh, even Mississippi has a higher average income than most of the, we'll call it, uh, you know, counties in the U S in Britain, even Mississippi, one of our poorer states. And I think a large part of the reason is because we are relentless, loud, brash, and optimistic. It's American. So those are really good characteristics for attracting money. So I, one, believe money is all around. I think I can get it whenever I need it.

26:06My husband has an incredible line, which is, he says, there's 100 % ROI on fun. So he's like, I always spend on fun. And he said, it's just money. We'll make more of it. And so if you believe that, then I think money is easier to get. And simultaneously, if you believe that, then when you're going out and talking to people, you're just coming at it with this like massive amount of abundance. The problem is it's really hard to do. Like when you're in debt, when you're scared about what's going to happen next. I mean, I remember back in the day, I had multiple times, like even last year, we had like one business where the CEO reached out to me last minute.

26:44And he's like, hey, we're having a couple issues in the business. I'm like, okay, cool, man, what's going on? He's like, yeah, we're about eight weeks from running out of cash. I'm like, your sales cycle is 12 weeks. You're out of money right now. We're out of money. What are we going to do. And in those moments where you're almost out of cash, where it's scary, it is not just that you're going to run out of money. It is an immediate failure feel. Like you are like, oh no, I'm failing at this. I am a failure. And so, you know, I felt that so many times in business. And it's hard when you're in that moment of what if we run out of money entirely?

27:21What if I can't pay my employees? What if I can't pay my mortgage? It's really hard to go, yeah, money's all around. It's coming to me abundantly. It's flowing from the universe. Yeah. And I just manifest that. You're like, no, I can't. But simultaneously, I know it's not going to help me if I believe that I'll never get money in that moment. I'm probably not going to get out of it. And so in moments like that, what I typically do is I sit down and I write my out list, which is like, all right, I have no money. I'm struggling. This feels really painful. Let's acknowledge that for a second. Now, what are we going to do about it?

27:54When you want to have a 90 to 10 rule, which is I think the best winners in life typically talk about the problems 10%, focus on potential solutions 90%. And so then I would start writing my list. As opposed to 90 % of the problems, 10%, maybe there's a solution. Right, which is what we're geared to do, right? We are geared as humans to look around for problems all the time because historically one problem could have eaten us, right? And so it wasn't like solutions all the time. It was just don't die. And so we have to work through that. But in my money case, I might sit down and write a list like I did when this one company was going sideways and say, okay, can we, what are all the things I could do to get money right now?

28:33Speed, fast. And so it was like, well, could we increase our prices? So every dollar we make increases the email we bring in. Could we go out and could we tell our vendors that they actually need to pay us sooner? So that's called changing your terms. Could we actually not pay people? Could we extend our terms in this business? There are all these levers that you can pull. The problem is nobody ever teaches us about money. And it's the same thing for us as individuals. So if you're struggling and you have no money right now, like, did you know you can go to your bank and say, I need an extension on my mortgage.

29:03I want to extend it out. Can I get on a payment plan for my bank? Do you know your bank will do that with you? Nine times out of 10. Why? They don't want to take your house. That's an asset they have to manage, an asset they have to sell. Do you know it's the same thing often with rent? You can go and negotiate your rent payments. And so I think often if we can think about, all right, what are all the levers I could take to increase the amount of cash I have in front of me, give myself a little breathing room, and then I could think about really earning on the upside. Yeah. What is the personality type, do you think, that is for starting or buying a business versus a personality type that is not for owning a business?

29:40Yeah. Well, I don't think you can spell rich without risk. And so if you really want richness in your life, like if you want to be very, very rich, you are not going to get there if you take no risk, unfortunately. I've never seen it done that way. Maybe you guys could tell me if I'm wrong. And if you want to get rich, here's the stats. One thing that's a cool stat, 79 % of all millionaires in the U.S. are self-made. That number shocked me because if you heard in the news, you'd think, no, no, no, it's all handed down, you know. But 60 % of all millionaires own a business. So you immediately know, well, I have a 60 % higher likelihood of becoming a millionaire if I own a business.

30:23And if I want to make crazy levels of money, like$30 million plus, 88 % of people who are worth$30 million plus own a business. So first you've got to be honest with yourself. What do I really want? If I want to be a millionaire and if I want to be worth$10 million plus, hard to get there without having some version of ownership or equity. and taking risk and working your butt off nonstop. 100%. Like I giggled because another YouTube video did a video of me and it was like, make millions, it's easy, no work. Who's the title? Passive. I was like, I'm pretty sure I've never said that in my life.

30:56How many hours do you think you work a week? Oh, a lot. I mean, when I was in finance, I was working 70, 80 hours a week. I remember one of my colleagues, Eduardo, we were walking back from a, we were in New York at the time and we were walking back from work one day, super late at night, and he just passed out in the middle of the road. And I was like, holy hell, Eduardo, are you okay? You know, what's going on? And he just, he was exhausted. He was like passing out from exhaustion. Working 80-hour weeks for years probably. Yeah, and he was young. So analyst program, I was only there for like two years.

31:28He would have been about the same, but just that compounding plus, you know, it's a work hard, play hard environment. And that was an employee job. You were an employee. But you're making a lot of money as an employee But that was what it took to put in the time to have a skill set at the right business to deliver results to get that type of income Yeah, it took you 78 hours a week. Yeah for sure So you can't do it with like 40 hours a week just kind of casually showing up and expect like multiple six figures I don't think so. Do you know any business that's paying someone to just do the bare minimum?

32:00No, unless you are the capital That's where you start. So she got the money unless you got the money then I have many businesses that I do no work for now. Right, right, right. But that's because I did risk. I put money down. And you can lose it all. And I could lose it all. And the only way you get around that is you work really hard as an employee for somebody else, and you get a percentage of the company, which is something that we do for our employees, and I think really important. But you've got to become valuable enough to do it. How valuable do you need to be? How much do you need to be earning for that business, like bringing in for that business?

32:32Well, there's two ways that you can actually get equity in businesses that we learned in private equity that I think are useful for people. The first way is you can ask to buy in. So you can say, hey, I don't have a lot of cash, but like we're going to do this deal over here. Could I put$10 ,000 into this business deal? You know, hey, you're going to do this partnership. Could I like buy into the partnership for 10K? And we're not taught how to do that as normal people. And we should think that way. Because what is that telling me? That's like, hey, you're willing to put a little risk on the table.

33:01And also, you're not trying to sell me that you should get XYZ entitlement. You're saying, let me put some skin in the game. That's the worst. Right. And that's how most private equity guys make their first dollars, is they are just allowed to put some skin in the game, which is great. And then the second way is you become so valuable that the business can't see itself operating without you. And this is typically how startups do. So it's like, hey, you're so valuable, you're going to do the first stage of XYZ of the company. because of that, we're going to give you a percentage. And every single year, you'll get a little bit more of that percentage over like three to five years.

33:36So two ways to get a percentage of a deal. And we teach one in the book called partial acquisitions. And so basically if right now you're working, like let's say somebody's working for you or me, right? And if you're working for a company right now today and you love what you do and you want to stay there, but you want to get some income on the side, you have a skillset, you're a photographer, I don't know, you're a videographer. Then what could you do? You could go to other companies that need your skillset and you could say, hey, if I can increase the revenue of your business, if I could decrease the costs of your business or I could decrease your pain of the business, could I get a percentage of the business?

34:17And you could do that both for distributing equity, that's where you cashflow, or regular equity. This is what I'm teaching a lot more people to do because there's a stair-step way to buy a business. Maybe you're not ready to go all in. We'll learn how to get a small percentage instead. Yeah. Yeah. So if you're not a personality type that doesn't like risk, you shouldn't be a business owner. Not outright. Not outright. I don't think you're going to want the call on a Friday night when you're going to run out of cash. How many hours do you put in a week on average as a business owner versus when you're an employee?

34:50Well, I like work. So I just worked a lot both times. I think, you know, I was probably working from seven until seven or eight or nine. As an employee. As an employee. And now as an owner. I'm probably working from seven until six as an owner, but a little bit on the weekends. And maybe when I was an employee, I wasn't working on the weekends. And, you know, I think when you're an owner, your schedule kind of looks more, I think, you know, when your name's on the door, it's easier to work more hours. Like, let's be honest. It's just easier. Yeah, it's yours. It's yours. Yeah. And so, but when you're the owner, it's also easier when you set the hours to work more of them.

35:27And so, you know, for me, I got no problem taking, you know, four weeks off and going to Europe. And I'm checking on stuff every day a little bit, but they're mainly running the business. When I was an employee, that wasn't an option. But when I did go on vacation, I was an employee, wasn't checking. You know, I was like, good luck, bye. So it really depends on how you want to run your life. you know too but i think the one thing that i do want to impress upon people is like there is nothing wrong with being an employee being employee is amazing it means that you do not carry all the risk and you can actually become massively wealthy as an employee if you understand how to become so valuable that you get a piece of multiple uh gain so for instance right now we're we're hiring a president for one of our companies and he's from a huge company um so do we have a right?

36:18Like, it's not really reasonable that he would come and do this for one of my companies, given what he's done in the past. And you couldn't pay him the salary where he's making it a big, maybe one fifth of that. And so why would he come work for me? Because I'm like, listen, you could go work for this one company and have one shot at goal. If that company wins, you're going to win big. But the founders got to sell at the right time. You guys got to hit these huge milestones. The investors got to get paid. You've got one bet. Or with me, you can come into this company and you can take an equity bet on this company, but also a bunch of these other little bites.

36:52And so that's why I think private equity is so interesting and why people stay as private equity employees for decades. I mean, I have a friend, let's call him Frank, who's probably one of the richest guys I know. And he has been an employee in a private equity firm for like 30 years. He's like dating celebrities, has a plane, he's an employee, but he gets little bites at the apple. And so I'm trying to really explain this to my employees. And less risk. No risk. The only risk is getting fired. Right, right. You know, and that you have to work a lot. He's not managing payroll. He's not having to hire and fire people necessarily, or maybe that's his job.

37:26But he's not dealing with having to bring in all the money constantly to keep the business running. Right. Well, and let's talk about the truth of the matter here is that 90 % of startups fail in a 10-year period. Most startups fail in the first three to four years. And in those first three to four years, you make$0. In fact, you spend, on average,$30 ,000 to$50 ,000 a year attempting to make money. Oh, man. And then when you eventually do make money in year three or four, the average entrepreneur pays themselves anywhere from$40 ,000 to$60 ,000 a year in salary. So you go five years making no money, essentially.

37:59Exactly. Working more hours than as a employee. Right. What's the benefit then if you spend half a ticket of your life where most likely you're going to fail? I think that is the question we have to ask ourselves. It doesn't seem exciting now. No, that's why I get excited about boring businesses, because what are the two reasons that most businesses fail? Well, 60 % of businesses fail because they don't have product market fit, which means like, I had an idea. I wanted to sell these graphic mugs. These graphic mugs are amazing. I asked all my buddies, you can buy one, Louis? They're like, yeah, of course.

38:28Great idea. You should go be your own CEO of your company. Everyone thinks it's the best idea ever. You're going to sell millions. Right. Then you go and create the company, and all of a sudden, Louis is a little cheap. Nobody's buying my mugs, right? So the market didn't actually want what you were selling. And then the second reason most businesses fail, which is about 20 % of the reason, is lack of cash flow. So you have this big idea. Nobody wants it. You run out of cash before you get to figure it out. And so I think we've been sold a total lie about business creation and startups, which is that employment sucks.

38:58And also we should go start a business instead. And what often happens, and I hire a lot of these people, is they go start their business. They're like, oh, my God, this is worse than employment. And I'm not making any money. And so if you're going to play the odds, if you're going to go gamble, you can play the slots and know that you have the worst odds out there playing the slots. And if you're going to gamble, you at least are probably going to play blackjack if you're good at it because, you know, that's where you have the best odds. Business is very similar. The best odds is somewhere where the business already has product market fit and the business is already cash flowing.

39:32It's already making money. It's already profitable. And it's been doing it for years. So that's why I'm obsessed with this idea of borrowing businesses and buying them because statistically it has less risk and it has more ability for you to earn over time. It's not no risk, but it is less risk than a startup. And nobody talks about that. What are the main reasons people are selling their profitable businesses then? If a business has been profitable for five or ten years and it's so hard to be successful, why sell the business? There is a huge gap in education between asset value in business owners and ability to sell your assets.

40:09Think about it this way. If you owned a house anywhere in the country and that house was too small for you and it was still livable, it's still a house. Maybe it's not the nicest house. It's not really what you want. You would never just go, let's just light that fire and like walk away, right? That would be crazy. You'd be like, okay, well, let's sell it for whatever it's worth or let's put a renter in there or let's do something with that asset. We think about a house like an asset. In the U.S., we do not think about our businesses as assets. We do not think about our business lines and divisions as assets.

40:39And so what do we do instead? We just walk away from a house that somebody else could live in. And so, you know, there was a, who was I talking to? It was, oh, it was Sean Radd, founder of Tinder. So him and I were chatting the other day. Yeah, he's a buddy. Love him. I got him connected to, he's lost a lot of weight in the last year because I got him set up with my trainers. No way. Yeah, so he's been, you know, just transforming his health. He's been doing great. Oh, good. I'll have to tell him that we're buddies. So he was funny because I was explaining this to him. And he's like, you know what's interesting?

41:08Because I went into a, oh, God, I might mess this up slightly. But let's say that he went into like an old bookbinding shop. And in this bookbinding shop in L.A., he looked over to the left. And there were like these racks and racks and racks of books. And he was like, these are some cool vintage books. And so he was going through them and he was like, hey, I want to buy a couple of these from you. And she's like, no, I don't buy them. You can just take them. And he's like, no, no, I'm going to, I want to pay you for them. What's the deal with these? Why do you have thousands of books here? And she's like, oh, well, my husband had a bookstore and he died or they got divorced.

41:42And so we shut down the bookstore. So what are all of those books? Those are assets. And if they had been thinking about their business as a house, what would she have done? She would have done an appraisal, had somebody come out, look at what the books are worth. She might've had somebody come and look at what the lease was worth for the business. She might've sold the whole business or done an asset sale. And so Sean ended up buying a bunch of one-off books. And then he was laughing. He's like, God, I felt bad because I went and checked them later. And I'm like, totally underpaid for these things because they were worth something.

42:10And so people sell their business because they don't understand the value of the business and they don't think it's sellable. And like an example that I would probably give you is like, you've done it. Like you've had a business line before, right? Let's say your education business. And you're like, this isn't serving the current business right now. I'm going to shut it down. Reasonable. You're like, I'm the face. It's not set up to sell. You haven't prepped a business that you created to be a business you could sell. Because most business owners do not know how to do that. And so you shut it down.

42:42Because you're like, well, reputational risk, all of these things. But let's say that you went through our program that we teach, and we talk about prepping a business for sale like a cake. you would have done all these tasks, which meant that you would have removed yourself as key man and you would have had a business that somebody else could take over. And the benefit there is somebody else gets to steal your 10 ,000 hours and you don't have to close a 10-year asset build that you have. I did that with my first business. And the person that took it over, it was kind of like all my online courses before I launched School of Greatness.

43:17And the person that took it over ran it to the ground. Did you sell it? I sold it to him, but then it was also a sell over like three years. So he ran it to the ground after like four months. Did you get your cash out of it? First few months and that was it. Okay. So that was a challenging thing, but it was a lesson, you know? Yeah. But I think this is a perfect example. So I bet if third party people looked at that, they'd be like, why would Lewis sell this business? He's making, I'm going to make up numbers, making$100 ,000 a year from the business. That's a great business. Nobody would sell$100 ,000 a year business, but why would you sell it?

43:49Because you had a million dollar opportunity over here. And so you have opportunity costs. So there's$900 ,000 that's waiting on Lewis to make a sale. Well, the big lesson was kind of what your biggest mistake was, it sounds like, was, you know, it was a partnership that wasn't working out. And we weren't seeing eye to eye for like many months, probably six to nine months. And it was exhausting trying to be in partnership with someone where we just didn't have the same vision. I'm not blaming him or myself. We just weren't aligned. And we didn't ask those questions early on. I didn't ask those questions.

44:19He didn't ask those questions. And so we didn't, we had clarity over like, let's go make some money over the next year, but we weren't thinking years in the future. We were assuming the other person wanted the same things. Yeah. And that created a lot of stress. Yeah. Well, there's a whole chapter in there about partnerships and how to not, not them up. It's not perfect, but there's, I have like 12 key lessons about partnerships that are really important in selling it. But I bet, did you do that sale with seller financing? was that like largely, hey, a percentage of future profits. Yeah, yeah.

44:50So he sounds like he actually got a pretty good deal out of you. He got a great deal. Yeah, because he was able to talk you into his vision of the future. Because I knew he couldn't pay me up front. Right. He wasn't able to do it. And he was like, I'm going to use this money to do the marketing and the ad spend. And he just ran it to the ground. And you probably didn't do a real deal process to have multiple people come in and potentially vet your business. Yeah, exactly. But why would you? And I was also just like exhausted. You know, it's like a lot of people are exhausted running their business for years.

45:15where they might sell it on the cheap because they just want to get out. That's exactly right. That's the seven Ds, which is death, divorce, distress. I always forget this. You move.

45:31Death, divorce, distress. You move locations. You have disagreement. So that would be like a business partnership. You have... Debt. Yeah, that's not the exact one, but we could use that one if we fill it in since I'm forgetting it. And somebody on the internet will tell me what the seventh is. Sure, sure. But for most small business owners, they're in the pain cave when they're looking to sell. You know, in this case, largely retirees because 60 % of all small businesses are owned by people 65 plus in the U.S., which is wild. So a lot of them just want to retire. And they've been running it for 10, 20, 30 years maybe, some of these businesses.

46:13Right. But a lot of these business owners, too, just have the same thing you have, which is opportunity costs. Like, ah, I'm running this landscaping business, but this roofing business is really taking off. Exactly. So I think that's a beautiful story to share because a lot of people don't think it happens. It happens all around us. And it can be exhausting. And that's, I mean, not to be opportunistic, but that could be the time where you could swoop in and find a business that is distressed, that's struggling, or a partnership is falling apart, and they need to sell. Yeah. It's one of the seven slash three and a half Ds.

46:44There you go. I thought you were going to say like duck dive, dodge from like dodgeball. Well, we were laughing earlier because in the book, we come up with all these acronyms to try to simplify things. And then I forget to put acronyms. What are the 26 steps to building wealth? Okay, step by step. Yeah, exactly. Yeah, that's why you need SOPs to assist. Exactly. You do have a chapter or a section of the book that talks about how to 10 extra profits in year one. When someone's launching a business or looking to buy a business, can they actually 10x their profits in their first year? Yes, a thousand percent.

47:20However, do not buy a business based on that expectation. So I say you buy businesses based on realities and profits, not dreams and potential. Kind of like getting into a relationship too. Right, exactly. Don't expect a lot of change. But you can model it. You can do a financial forward-looking model on it. So, for instance, in our businesses, you buy a business based on the profits in the business. So if the business is doing 100K, typically that means you're going to buy the business for anywhere from 100K to 500K. One to 5X is the profit multiple. But what's interesting about these small businesses is a lot of these businesses are so under-optimized.

47:57And we have lots of ways we talk about this. But in this instance, this was a laundromat that we owned. And basically, it shows how you could use seven different types of acquisitions in order to grow the business, plus some things like price increases. But, you know, for instance, you might have a laundromat and then you might buy a second laundromat. So you have economies of scale. Plus, you could use the equity of one laundromat to acquire the other laundromat. You could add additional revenue lines, right? So you could add gumball machines and soap dispensers. You know, you could buy the real estate of where the laundromat's sitting and then let's get the rental income from your laundromat plus everybody else in there.

48:39You could also do some vertical integration. So you could be thinking, well, what's my biggest cost? Soap? You know, could I white label a soap brand? And then could I sell that? And so there are all these ways that you can think about using acquisitions to grow your business. And I think acquisitions are the hack to fast growth. Like, I have never heard of a billion-dollar company that has acquired zero things. I don't think it exists. No. They're at least acquihiring talent. They're acquihiring competitions, competitors, different product lines. But if you want to go fast, you buy 100 clients at a time as organically acquire one at a time.

49:19Even Facebook, like Instagram, perfect example. WhatsApp, perfect example. The big boys play in the game of acquisitions. And they got a lot of cash to spend on that. What is that,$5 billion or something? Yeah, but if you think about it, what's interesting is they use cash because for them, cash is their cheapest asset. It's speed. Yeah. Well, it's speed and it's cheap. What should they have done? If the WhatsApp guys were really smart and the Instagram guys were really smart, they would have asked for a lot more equity in Facebook. So, you know, once you see this— Five bills, all right. You know, it's like— I got five.

49:50I mean, it's like, okay, do I need more? I think that the Instagram guys— They sold it for a billion, right? Yeah, and they said they regretted that transaction. Because how much was that worth now? Oh, God. I mean, 100x. They would have taken North Stock and Facebook, right? Yeah, 100x. So I think that, again, goes back to this. To me, it feels kind of like you open, I don't know, Pan's Labyrinth or Pandora's Box. Once you look inside, you're like, oh, wait a second. We were taught for so long that money is hard to get, that it's impossible, that it's not around us. And once you start to play the game of ownership and deal making, you realize money is often the cheapest thing.

50:27And once that happens, then your world can really change. What about for people say, okay, but if I'm going to get an investor, I have to give up so much of this business that I want to do a deal in. And what if I only get 10, 20, 30 percent? Is it worth me buying in a business where someone else is just giving cash to own 60, 70, 80 percent where I'm still doing all the work for 10, 20 percent? Yeah, well, I would say, why'd you give them 60, 70, 80 percent? Whatever. Whatever the number is. You know what I mean, though? Yeah. And then the more you need to raise, you have to dilute your equity even more.

50:58Yeah. You're right. I have friends that started a business. I won't say who they are. You probably know them. They're in your town. Now I'm curious. They're worth a few hundred million in their business, right? Okay. They've been around for about a decade. Okay. And they've had to raise money over and over and over again at scale for their business. physical product, good business. They're in tons of retailers. But they only have like a few percent each now because they've just had to keep raising to be able to scale it. And they put all this time and energy in for a decade. Maybe they get a sale where they make a few million.

51:34I don't know, but maybe not. It's a great point. So here's the beautiful part about dealmaking. The smarter dealmaker that you are, the less you give away over time. I mean, contrarian thinking is a perfect example. we own 100 % of contrarian thinking. I haven't taken a single investor. But my first couple businesses I did, I took some investors because I didn't actually realize how to value myself or my asset. It kind of goes back to that house example. We have to get more reps at understanding how to value things and create deal structures that benefit us. And so if I have a business that I know is going to need a lot of cash, isn't it wild that all we know how to do is go out and raise venture funds.

52:14Why do you think that is? Well, it's because that is the most lucrative. Equity is the most lucrative in a fast growing startup you can get. So if you have a fast growing startup, what should you do instead? You should take a little bit more debt risk, which is like tactical to understand. Because you're not giving up equity. You're not giving up equity. You're giving up a percent that is set as opposed to a forever percent of future upside. You should give up less and try to talk people into your sweat equity being worth more. You should think about structuring deals where you go, hey, I'm going to give you equity in the business, but I'm going to have the right to buy you out at X term at this time.

52:54You should potentially maybe be giving them some smaller percentage of equity, but distributions so they don't take a huge chunk of it. So this is the stuff that I learned on Wall Street that I didn't realize is like why the people on Wall Street are so much richer than us. It's because they understand how money actually works. And we were never taught this stuff. What were we taught? We were taught like budget, don't buy the Starbucks, you know, negotiate your salary once a year so that you get a 5 % increase instead of a 3 % increase. We weren't taught about warrants and ratchets and options and, you know, none of that.

53:29And yet if we learned how to do that, Your friends, we could be doing way smarter deals than straight up equity deals. And the thing that you negotiated in the beginning doesn't have to be the thing you end up with. I think as Americans, too, we have this funny thing. We have this guy, Kareem, who's an investment analyst on our team. And he's the best negotiator of all time. He's Egyptian. Oh, man. When I went to Egypt, I was getting negotiated with everywhere I went. Yeah. I was just like the culture. I did, too. We Americans were not that used to negotiating. And so the other thing that's cool is you have to remember, what do the rich never really want?

54:05They don't ever want to do work. Once they've given you cash for something, they're saying, I want you to deal with it. Bill Perkins says that to me all the time. He's like, can I give you more money? I'm like, no, you want more of my life. I know what you're trying to do here. No. And so even for those guys, you might push back and be like, we're unhappy with the percent that we have right now. We're working way too hard on this business. We're your future gross. We want you guys to take some money off the table and we want you guys to give us some additional equity. You know, we'll distribute up to this point.

54:34But as Americans, we're not really taught to get comfortable negotiating. It feels like a retrade. It feels bad. Maybe we feel cheap. But we shouldn't. We should just know that that is what Wall Street does all day. What's interesting, my fiance, Martha, she's really good at negotiating. She's Mexican. She's Mexican. And she, I mean, anytime we're trying to buy anything or build anything within our house, She's always just negotiating, negotiating, negotiating. And I love that about her because she's not just going to say, OK, they said it was this price and we're just going to pay it. She's always trying to find a way to say, OK, what can we do to make it less?

55:08How can we make it half this price? What would that look like? And just constantly enrolling people in bringing it down. And I think it's a beautiful skill set because you're saving money in that process that you can invest in other places. That's a good woman right there. Great woman. You got it. Thinking about my wealth, you know, it's like saving some money, you know. Well, also, I mean, do you think women are an asset or a liability in a relationship for men? Well, they should be an asset. What makes women an asset for men versus a liability? Depends on what you want as a man. But, you know, I think a good woman should be a partner in life to carry the burdens through just about everything.

55:43A burden might be that she is the negotiator and you are the earner. You know, a good woman might be that she takes care of the family and offsets a couple hundred thousand dollars in potential third party costs instead of, you know, a cook, a housekeeper, a nanny, a surrogate. You got her, you know, or it might be somebody who also earns beside you or maybe do a mixture of both. But I do think that these days, the only thing that I do not like about the man versus female thing is like, listen, I'm happy to stay home. I'm happy to cook and clean and take care of everything. If you're working and I'm not, if we're both working and I am the one doing all of the cooking, all of the cleaning, and that's the expectation because I'm a woman and you're a man, opt out, unsubscribe, no thanks.

56:31And so I think that the idea of a traditional wife, cool, if she actually gets to be traditional. Hashtag trad wife. Yes. And it's back. We're back. But that's the only part that I get upset about gender norms. I mean, my husband and I, he loves cooking. Like, I like stuff clean. We both run the business together. But, like, don't tell me that I, because I'm a woman, I got to do all this extra stuff just because of it. If we're both getting up early, grinding and working, I don't like that. What would you say if a man is very entrepreneurial, risk taker, he's trying to build wealth for his life, he gets in a relationship with a woman, they get engaged, they get married.

57:10What are the three qualities he should be looking for in order to feel like she's really to help contribute to the long term wealth versus take away from it? Maybe what are like the soft skills for those qualities? i one i love what jeff bezos said which is um if i was in a third world prison i know my wife would help get me out like you need to ride or die you know you want that person to be so aligned and so crazy that you could trust her if you know and you were like i i'm heard somebody wears the body that's what we're looking for this is your partner for life it's going to be the mother of your children like she better be able to get done that would be one for me um kind of like resourcefulness 100 % willing to do whatever it takes figuring it out.

57:56Yeah, and super super loyal not feeling helpless like I have no clue No, I think that like victim mentality of a woman. I mean real traditional women back in the day They were some hard mother, you know, yeah Like so I think you can still be in your flowery dresses and hanging out in sunflower field But feel like that woman's got your back and then the second thing is I do think You know I've seen it happen with my very wealthy guy friends let's say, and they bring somebody on board into their relationship and that wealth ain't doing so hot in a moment. And that woman's gone. And I can sense them a mile away.

58:28I see it up front. Really? Oh my gosh. The women leave. Yeah. A hundred percent. So sad. Well, is it, or did you choose a woman that you knew wasn't loyal, wasn't going to be there for you, just wanted your stuff? And you know, we all fall in love and have made mistakes and I've certainly done that but like i think that loyalty plus resourcefulness is so important because that's what you're going to pass on to your kids too if that's important to you percent of all the millionaires you know how many of them do you think are actually happy and fulfilled human beings i think that i think money kills misery a lot more than it helps happiness Like it is a miserable existence to be on the poverty line, not able to figure things out, not able to take care of your family.

59:19I mean, we're seeing deaths of despair all around this country from fentanyl usage, from antidepressants, divorce rates, lack of people having sex and getting married. And so I think money helps a lot with decreasing our misery level. When it comes to happiness, though, the funny thing about money is it's an amplifier to me. You become a lot more of whoever you are. So if you're a nasty, gnarly, unhappy human without money, you're probably going to be a nasty, gnarly, unhappy human with money. You're just going to be able to affect the world a little bit more. In a negative way. In a negative way.

59:55And I think that's why, like a lot of people have a hole inside of them, and then they go and fill it with money. And that's why I think, you know, the Bible says that the root of all evil is the desire for money, not that money is the root of all evil. Very important word change there. And so if you desire money above all else and you try to fill your black hole inside of you with money, I don't think that makes you happy. If you love producing, helping people, changing the world, laboring, you know, and the byproduct of that is money, then I think you're a lot happier. But no, I've met very, very many a miserable millionaire, but it wasn't because of money.

1:00:36It was already there, and then money makes it worse. It amplifies it, though. Yeah. It can make it feel even a heavier weight sometimes, right? Yeah, I mean, you've met these people, too. How many people who are millionaires or billionaires that you know or have interviewed or been around that you think have a lot of fulfillment in their life? What's the percentage? Is it half? Is it 10 %? Is it 90 %? Or do you think a lot of them still struggle with finding peace, fulfillment, joy in their lives, even with all the money? I don't meet very many peaceful billionaires. I don't think I've ever met one.

1:01:11You know, billionaire, in order to get that level of wealth, you have to do things that no normal human would do. Is it worth it then? Is it worth being a billionaire? They might just never have been the peaceful type of human. You know, that just might not be who they are. And thank God they exist in the world for a lot of things that are better for all the rest of us, actually. The innovation, everything, yeah. A hundred percent. The job creation, the lift. I mean, the best thing that's ever happened to poverty levels in the world is capitalism, which is crazy people who are not peaceful at all, pushing to make the world a little bit better.

1:01:42But I have met a lot of really joyful billionaires. So they're not peaceful, but they got a lot of joy because it's pretty fun being rich. Like, you know, it's not so much the one-off things. It's just what you can do. You're like, I want to go build a school in Africa, do it, you know? I want to take my family and go on the best trip they've ever been on. I want to buy 37 catios. Let's go catios for all. And mini pony ponds. You get a catio and you get a catio. That's your Oprah one day. You know, everybody in the audience is going to be like, I don't want this, Louis. Catio life. But yeah, I think mini billionaires are joyful, but not peaceful.

1:02:21How many billionaires are unhappy? I maybe met 30 or 40 billionaires, like, which is a lot. because there's not that many of them in the world. And you know what a lot of them are? A lot of them are Asperger's, which is hysterical to me. I was talking to Joe Lonsdale about that, founder of Palantir. And I was like, you know, I've met all these tech billionaires in Austin. And - A lot of them there. Yeah, and man, some of you guys are really hard to talk to. And he's like, yeah, we are all, most of us are neurodivergent in some way. We're a little like off. And so if you came at us with like a normal, hey, how you doing?

1:02:57What's going on? They're like, no, thanks. I have no interest in that. And when you're that rich, you don't really have to play by other people's rules. So you just don't engage how you don't want to engage. I mean, think about all the things you can cut out of your life if you're a billionaire. You don't have to go to the DMV ever. You know, you're never at the airport because you're flying private. I think the airport is a great equalizer for people. You know, you're not taking the bus. You know, you're not going to the grocery store. Like everything comes to you when you're at that level. And so your ability to engage with humans, like normal everyday humans like me and you, I think really materially decreases because they just - You're just living in another world.

1:03:32You're living in a bottle and you get to affect the outcome. It's like when, who was it? It was Bill Gates. They're like, how much is this apple or this banana? And he's like, 20 bucks. They're like, Jesus. He's like, he was so out of touch from reality because he has built his own world. That's one of the reasons why I'm not sure so much about living forever, because I think what would happen is some of us would become so, so wealthy that we would become completely disconnected from what everyday normal humans were. We wouldn't be an alien on Earth. Yeah, I think so. Or it'd be like those science fiction shows where we're like floating in the ether and everybody down below is something different.

1:04:08Are you afraid to die? No. No, I don't think about it much though. I'm afraid to die if I don't feel like I'm doing the things I want to do in life. That scares me. Why? because i want to felt like it mattered to live here which is interesting because theoretically it doesn't and you know i'm christian i believe in god it doesn't matter to live here uh i don't i don't i don't think so i mean we're all like grains of sand at some point over time we can try to affect the outcome in in some way and i hope that i was able to impact people over time that's kind of the whole point of being on the internet i think otherwise you could just get rich quietly like you and i if we want to get really really rich probably the best way to do it is not be on the internet.

1:04:51It's what I was doing before. It's private equity. So go buy a bunch of assets, grow those assets, get third-party capital, put it in there. I could become a billionaire. There's a set path. It's a high probability path. Why not take that path? Because I think that that leads to maybe less joyful lives. More misery. I think that leads to more misery. I think that leads to poor outcomes for communities, poor outcomes for businesses, like walking into a Starbucks, the soul sucked out of it. It's the soul sucked out of the employees too. Walking into a corner coffee shop, I love like a local one.

1:05:28And so I think soul sucking. So I don't just care about money. I want to have some impact on the world because it's fun. But there was a point where I was scared to die. And that was when I was doing something I didn't like. When I was an employee in finance at the time, I saw all of the people ahead of me with like Lambos and Ferraris and second and third wives and bottle service at clubs. This was kind of like old school finance days. You know, they would have like multiple washes and kind of like show off which watch and which bottle of wine was the most expensive. Steak houses every night.

1:06:02Yeah. Yeah. And I I remember one time we were flying in one of the execs planes and, you know, those things can get bumpy. And it wasn't so bumpy where I had like some existential, you know, crisis, but it was bumpy enough where I thought about it and thought, God bless. If I die right now as like an exec at a finance company that just makes more money for myself and these guys, like I would be pretty pissed. I'm going to be mad at myself because I wanted life to be this like great adventure where it mattered and I did cool things and I learned and I loved and I adventured and I was not doing that.

1:06:37And so that is when I was scared to die. How old are you now? 38. Have you had kind of a midlife? Crisis yet? Or like more of awakening of like, oh, it's technically, I mean, maybe it's not halfway complete, but it's close to halfway complete. Like we're going to the third quarter. Yeah. And what have I done for the last four decades? I feel pretty good about the scoreboard thus far. So I feel, you know, one of the best parts is like when you move fast continuously on life with a specific vision, aligned to your ethics and moral compass, it feels like not as scary to die. Pain maybe feels scary, like being tortured to death sounds scary.

1:07:19But just it ending, I feel like I'm pretty proud of what we've looked here thus far. not done but i'm proud um but when i wasn't living my own life and i don't know if you've ever done that i i definitely had a period where i was not living my life yeah i was a truck driver for three months oh yeah six hours a day driving in the cornfields back and forth from cornstops to cincinnati every day interesting i didn't know that plus you're big yeah it's like you don't have enough room there this was like free like bluetooth and it was like you had a cd player and it was like there's only so much you could do and i couldn't call anyone and do anything like It was just like just driving through the cornfields on the highway flat, no scenery, driving truck auto parts in the back.

1:07:59And just transferring it over, getting other parts and bringing it back. Napa. Yeah. For six hours a day. Yeah. And that moment you probably felt like. But I needed money. It paid$2.50 a week though. Because I needed time to train in the morning. This is like when I was trying to go play professional football. So I was trying out for teams. I would train in the morning and then train at night. So I needed a job where I could do both. And this was six hours from like the middle of the day. And so I was able to get up, work out, drive a truck for six hours, come back, work out, sleep, get up and do it again.

1:08:33But I only made 250 bucks a week. But did you feel purpose because you were working towards your bigger goal or it was too? No, I was just like, this is not the type of purpose that I want to be working towards. Interesting. It was like, how could I find a way to achieve my goal quicker? Yeah. How can I, you know, network more or find another opportunity that pays me more? And then what happened? I was bouncing on the weekend also. So I was making like, I don't know, 50 to 100 bucks a night, like getting tips, you know, a security at a nightclub. And I don't drink alcohol. So it's kind of like whatever I could do is like Thursday, Friday, Saturday nights just to try to have the time to be able to work on my dream.

1:09:11Yeah. So it was a challenge. But it was also like, I think having that experience and multiple experiences like that made me realize like, oh, I need to overcome all of my insecurities and fears that are keeping me here because I have limited skills going back to the beginning of this conversation. I couldn't speak in public. I didn't have the confidence to like put myself out there in certain ways. So I was like, I need to join a public speaking class. This is when I joined Toastmasters, which I was telling about before. So I went to a public speaking class every single week for this year. So I was like, I need skills.

1:09:46I need skills. And my fears are holding me back from having the confidence to relate to powerful individuals. I need mentors. How do I find them? I need to go to events. So I started going to events. And that's when I got on LinkedIn. I got on LinkedIn and I started reaching out to people, even though I had no skills, no college degree, no confidence. And I was trying to like do football stuff. and it was all about skill acquisition during that time. And that skill acquisition gave me courage and confidence to then go meet with the right people to create opportunities. That's what it was. Yeah, you know, I...

1:10:23Because it was that pain of like, I don't want to be sitting in a truck for six hours a day. That pain made me realize, okay, I don't want this pain, so I'd rather be embarrassed and humiliated and experience that pain if it's going to give me the chance of making more money. I totally agree. Yeah, I never had, I always liked my blue collar jobs. Like I did like construction, I did work on a construction site. I wasn't the worker. I was like in the little air conditioning thing doing invoices and whatever. I always liked those jobs because there was so much movement. Like you could be out, you were talking to the person, you were in the car, you were going.

1:10:56I always, what I felt trapped was in my corporate job. Like I remember at Vanguard, my very first job, which is where I think dreams go to die is still to this day. At Vanguard? Oh, God. Hopefully they're not a sponsor of this video. But they used to, I would have to clock in in the morning with my little time. Time stand. Time. Yeah. And I would have to clock out every time I went to the bathroom and lunch. Oh, man. So that's school. And I was in the call center. So I was connected directly. This would have been in 2008. So it was crisis time. I was connected directly to the phone lines. The second that you got connected, people would start calling.

1:11:31You'd have to pick it up. And it was chaos. I mean, it was, oh, my God. you've stolen all my money because you know that was in their 401k. They didn't realize what happened. How could you do this crying people in the background and you do whatever you could have and you'd hang up and then the next one and then the next one. And that's a lot. And that was, I was 21 at the time when I did that. And I remember the moment that I was like, and it was, you know, fluorescent lights, those drop ceilings, right? Man. The padded wall cubicles. Yeah, yeah. Oh God. It's still, that actually, that is where my hell is.

1:12:04just it's making me uncomfortable to talk about it and i remember one of my colleagues and friends at the time she was like she was having like mini panic attacks from it it's a lot for a 21 year old to take on and then that feeling of being trapped in your chair like you can't get up and then i remember you have to ask her to the bathroom yeah you had to clock and fuck out uh and i remember she came to me one day and she was like i feel better today i'm like great like what's going on What'd you learn? And she had started on antidepressants. Oh my gosh. And she started gaining weight from that time and it was just like the downward spiral.

1:12:40And so that was the one time where I was like, I'm not doing this. Like I will not live this way. And so I started doing the same thing that you did. How can I acquire skills? How can I network? How can I become more valuable to other people? How can I work more on this miserable thing so I never have to do it again? And that was when I was like, nobody will ever be able to tell me again that I have to do a miserable job that I hate and that I have to clock in and clock out without purpose. Yeah. Because, you know, I think you can handle a lot of, like I've had, I worked, that was a 40 hour work week at Vanguard.

1:13:12That was a 40 hour clock in, clock out, no work home with you, work week. No one's calling you at home. Nobody's, no responsibility, no boss pushing you, just do kind of this and just, that's it. And then I went to Goldman where they were like on you and you're in early and where are you? And you failed and we're firing these people. And I loved it because I was like, they're making me better. They're pushing me to grow. I'm learning something every day. And by the time I'm done with this, I will be so good that my skillset will be so high that nobody will be able to tell me that I have to do something I don't agree with anymore.

1:13:51And so. And you were there for what, two years, three years? I was there for like two years. So you developed a lot of skills in that time. You invest a lot of your energy and time to deal with that stress, right? It was like, how do I manage this? But then you were able to go do your thing. Yeah. And I think, I wish I could get more people to see that. Like I tell my team a lot, like, you know what you really want? You want a really hard boss. You want a boss that pushes you nonstop. I'm too nice. You are? I'm too nice. Actually, I could see that for you. You got to be hard on them because, let me tell you why, that's how they get better.

1:14:22Yeah. I mean, you know this, you're an athlete. I have expectations, but I'm not like, I'm not like a jerk, I'm not like, screw you guys. Nah, but that doesn't help. I don't think yelling is a sign of weakness in a leader. I think so. Except maybe in sports. I think in sports. Even that, it's like, you can yell, but it's gotta be a, if you're just yelling to create fear all the time, then it's like, if that's your only tool, you need to develop some other empathy or skill to actually like connect and see what each person needs to thrive. Otherwise you're using one thing for everyone. Yeah, you're just, you're a scalpel.

1:14:56Yeah, exactly. And lots of things. And it might work sometimes, but it may not work all the time. Yeah. And again, the number one skill to learn for anyone, whether you're an employee or an owner, is leadership. Yeah. I think. I think so too. Because when you have the ability to connect with people and see what they need in this moment and be of service to that individual for the betterment of your goals together, you both win. Yeah. You know what's fascinating though? How about when you were younger? Like I did not understand why leadership mattered. No, I didn't either. It didn't make sense.

1:15:25No, and I kind of dismissed it. Yeah, you hear about it in high school. You're like, leadership, what? Who cares? Yeah, who cares? I'm best at my job. I'm doing this. It's about me. And I think as I've gotten older, guys, it's like, you know, back in my day, both, you know, walk both ways in the snow uphill. But as I've gotten older, I've realized, man, like your ability to talk other people in to coming on board to your vision is so powerful. I mean, think about it. Who's the most powerful man in the world right now? President of the United States, arguably. What is his one skill set? Aligning a bunch of people behind him.

1:16:03Yeah. That's it. Getting votes. Yeah, that's it. It's getting a bunch of people to do a thing. Getting people to buy into your vision, yeah. And for them to think that their life will be better with you in charge. Not them. It's selling a story. Yeah. That's really what it is. Yeah, so it's some mixture of, right, it's like sales, because you've got to sell the story. It's leadership. and then it's like capability. You need people to think that you're credible, right? 100%. Based on results or based on your experience or whatever it might be. Yeah. Or that you're going to do a better job than what someone else is doing, right?

1:16:33Yeah, the other thing is people are hard to fool over time, I think. So like the longer, that's one of the best things for hiring and partners too is just longevity. Yes. Because you see a lot of shots, you get to see a lot of shots on goal. 100%. How do they react when it goes bad, when it goes good? And when they show you, believe them. 100%. I want people to get your book, Main Street Millionaire by Cody Sanchez, How to Make Extraordinary Wealth by Ordinary Businesses. A lot of amazing strategies and stories and lessons in here that will give you a different mindset. And I think we're talking about these skills.

1:17:04Leadership is the key. In order to be a great leader, you need to change the way you think about things and approach things. So if you guys want to develop more of a millionaire mindset, make sure you get a copy of the book. Get it for a friend. You go to codysanchez.com slash book, or just it's right there on the homepage. Right there on the homepage. Go to Amazon, buy a copy for a friend as well if you know someone struggling, looking to grow. A lot of great strategies in this. Make sure to check it out. I have one final question for you, but before we dive into that question, we'll have it linked up.

1:17:33Our previous interview as well, I think it's done over a half a million views on YouTube so far. If you want more from Cody, check that out. Follow her on social media as well. Amazing content on her YouTube, our podcast, and all over social media. Here's a question that I thought would be perfect for you. I was actually getting a coffee last week, and I went to this coffee shop. There was a couple people sitting there, but no one was in line. It was like at 3 o 'clock, right? So after kind of the rush of the afternoon. And for whatever reason, I like to talk to a lot of people when I meet them.

1:18:05You know, I like to say hi to people at stores. I'm from the Midwest, so I'm just kind of like welcoming most of the time. Not every day, but most of the time, I'm just like, hey, what are you grateful for? I just kind of have these questions. Uh-huh. And I could tell this woman who was behind the desk making coffee was not having a good day. The energy was low. She's probably in her mid-20s, maybe late 20s. I'm not sure. Her name was Phoenix. I don't know her last name and I won't say where she was working. But I was just asking her a few questions. I was like, what's going on? and she goes, I'm just tired.

1:18:39I'm not, you know, I'm not enjoying the job. The pay isn't that good. You know, things aren't going in my favor in life. Like there's a lot of stress and it feels hard to get out of it. For someone like Phoenix, who's listening or watching right now, who is just at a job they're not enjoying, they're not making the money they want and they don't feel like things are going their way. What's one thing they could do to start shifting their energy and start seeing the world differently so they can have more of a positive experience rather than a soul-sucking experience. So good. Go make something a little bit better at the job you have right now.

1:19:15Like step number one, if that coffee shop isn't giving you what you want out of it, you're not making enough money, you don't love what you're doing, how can you actually give more to the business, which sounds counterintuitive? But I would come up with every single day, what's a little bit more that you can be doing? Can you be going around and seeing if anybody wants some additional orders? Try to take note how much the business is making each time that you're on shift and then how much it makes after you start making these changes. Create a little list of the things you did to affect your will on the world.

1:19:44Show that, hey, you actually know how a business works and you want it to grow. Small little changes. Maybe you go outside. You're starting to say hi. You hand out a little coffee sample to people. Think like an owner. Have an ownership mindset. Because when you have an ownership mindset, that transfers to ownership eventually. Then the second that you do that, I want you to go to the owner of the business and I want you to tell them just a little brief, hey, here's the stuff I've been doing at the business. No ask. I've been doing this little list of things. It seems to be working. Here's some of the experiments I've been trying.

1:20:15First of all, they're gonna be shocked. Nobody's gonna ever have done something like that to them. You are already now the 1%. Second step, you do it for a few more weeks. At the end of a few weeks, you go, hey, I've been doing these extra things. I'd love to make some additional money here. Is that possible? Can you show me like what a career progression looks like here for me to move to the next step, for me to make additional money? Here's the thing. If they say nothing, this is Starbucks, we don't hire this way, you're stuck here, then that's a bad company and you need to start looking elsewhere.

1:20:46And you need to, as you're looking for your next thing, not just have a resume, but have some case studies. Here's what I did in my last business that they didn't ask me to do. Here's how I realized that I could provide positive value. I can promise you one thing only, that capability is so rare and desire is even more rare. And so if you can show those two things in the world, you will go from having an owner's mindset to an owner one day. Hashtag Cadio Life. There we go. Cody Sanchez, make sure you guys check out the books, follow for more. Appreciate you, Cody. Thanks. Thanks for having me.

1:21:18I hope you enjoyed today's episode and it inspired you on your journey towards greatness. Make sure to check out the show notes in the description for a full rundown of today's episode with all the important links. And if you want weekly exclusive bonus episodes with me personally, as well as ad-free listening, then make sure to subscribe to our Greatness Plus channel exclusively on Apple Podcasts. Share this with a friend on social media and leave us a review on Apple Podcasts as well. Let me know what you enjoyed about this episode in that review. I really love hearing feedback from you and it helps us figure out how we can support and serve you moving forward.

1:21:56And I want to remind you if no one has told you lately that you are loved, you are worthy, and you matter. And now it's time to go out there and do something great.