SPEAKER_02: 0:12

I'm excited, Damon John, to welcome you to the burn. I know, born and raised in Queens, New York, one hell of a story. Welcome to the burn.

SPEAKER_01: 0:20

Well, thank you. That's a really amazing and very humbling intro, and I appreciate it. And uh and I'm I'm just happy to be here. Thank you, brother.

SPEAKER_02: 0:28

Absolutely. And uh I so I here's where I really want to start because it it's such a unique thing. What is really when you hear the burn or that deeper than why and purpose, where does that take you when you think of your story and your success and how you got started?

SPEAKER_01: 0:47

Uh yeah, I I think when I hear that the concept of the burn, it is pushing through, you know, you know, you can either say the burn of burning energy, the burn of that muscle, or fighting through the burn, right? The fire running through it to me, you know. Uh uh, you know, I I like I like to say the there's an old saying the burn and in in and is you know, is it's it shines more inside of me than it is externally uh that I gotta fight through. So it's just uh the constant knowing that uh no matter where you are in life, you have to have a driving force and a burn to break through things to me, or there's nothing else to live for, to be very honest. I don't care if the burn is in my family and my faith, uh, you know, in business, it's uh, you know, righting the wrongs that are out there, or fighting for those who can't fight for themselves. I think the burn is it's a drive that just you gotta tap into.

SPEAKER_02: 1:44

And so how much of that drive early on uh was there a similar drive that came from from your mom growing up? Is it uh was it something that was even deeper and different? Where did that come from, really at its earliest ages?

SPEAKER_01: 1:58

Yeah, well, you know, I I think as you touched on, you know, we were both raised by single mothers, and I think that, and I always say that there's entrepreneurship uh cannot uh at all compare to being a single mother. Um, and I think that it was the drive to see her fight for me, uh fight for us as a family, uh, you know, fight for herself. Uh, you know, um it it purely came from her. Uh, you know, I see her come home and work in one job and then she goes to another job. And after she finished that job, she comes home and tries to open a business. And, you know, at home, when the business is not working, she's writing down all these pads and pens and papers on what else can she do? You know, it's it's it's it's not accepting what you know we were given. It was just there's gotta be a better way, and I and it's up to me to figure it out.

SPEAKER_02: 2:46

One of the one of the things I love about your story when you think about figuring it out, uh, and you you've got me beat because I remember my first job, 13 years old, selling hot dogs for$3.25 an hour. And I think your first job was$2 an hour. So you had to find it out. What were you doing for$2 an hour? And then little side note, I don't even think you you could get anybody to work for the types of dollars that we were working for back in the day. People always want so much more rather than just doing what it takes.

SPEAKER_01: 3:17

You know, I don't even know if they had working papers. I think they had something called working papers at that time, but uh, you know, 10 10 at 10 years old, uh$2.25 handing out flyers uh on corners. Uh and then I actually I it was odd, I was just thinking about because I've had so many jobs as a kid. Um, I was actually an apprentice electrician. Uh, I wouldn't even call it an apprentice, I was a kid helping an electrician, and I was wiring BX cable in in um burned down buildings in the Bronx. So there's a couple of buildings in the Bronx right now that I just want you to know were wired by a 12-year-old. Uh just so you know.

SPEAKER_02: 3:55

Uh it incredible that that's where you start. And similar, uh Fubu, which everybody knows Fubu, and incredible what you've done, the brand that that you built. But the story says that you started Fubu with$40. Take us back to take us back to that.

SPEAKER_01: 4:14

Yeah, so you know that that the place I was handing out the flyers for when I was 10 years old was a a mall called the Coliseum Mall that was just opening in my neighborhood. Not a big mall, like a flea market. Um, fast forward uh to 10 years later, 1989, Good Friday, 3 o'clock in the afternoon, 3.15 in the afternoon. I would make a bunch of hats the night before at home on a sewing machine, but these hats uh look like uh a ski cap, but with a tie on the top, right? Uh and I bought that with$40 worth of fabric and I made them because I knew, you know, African Americans, we love to party on Easter after we go to church. It's party time. Everybody wanted to look fresh. I stood on that same exact corner that I would hand out flyers and I would hand out those hats 10 years uh almost to the date. Um and I would I would sell$800 worth of hats in one hour. Uh and it was that moment in my life that the light bulb went off. Because before that, I had always had some kind of a job or something else, but I was working for somebody else in some sense. But this time, it was my ability to actually manufacture it myself and uh and and then create this ability to convey why there was value to somebody to buy the hat. It wasn't the same pitch to everybody. One pitch was keep your head warm. The next one, you look like DLSO, the next one you're fashion forward, the next one is seek yourself after a hard week of work. Um, and I understood at that point, in that one moment, I understood manufacturing, the value of it, uh, controlling it. I understand the ability to sell, and I understood the ability to get out there and risk it all. At that one moment, kind of all these things that I saw my mother do or heard or whatever, it culminated at that one time.

SPEAKER_02: 5:56

This episode of The Burn is brought to you by our dear friends and partners at Q Logics. Now, you know I don't co-sign things I don't believe in, and I believe in John Chiarando and the team at Q Logics. He's built multiple nine-figure businesses, real integrity, real character, the kind of guy you want in your corner. But here's what happened: all that expertise, all that knowledge, it was just his. Locked in his head, his decisions, his team. You couldn't access it. So John created Q-Logics. He basically said, How do I make everything I've built available to people who actually need it? Here's what that looks like. Q-Logic helps you see the blind spots in your business, the gaps you don't even know you have. You don't know what you don't know. They're your tour guide through that. Q Logics helps you build systems that make your business work better, or they ask better questions so you're approaching it in the most effective way. And Q Logic has access to a network of businesses and resources, real connections, real synergies that can accelerate what you're building. If any of that resonates, go to Qyphen Logics, L-O-G-I-X.com forward slash Ben. Fill out a form. Their team will research your situation personally, then they'll tell you straight can they actually help? Thank you to our friends and partners at Q Logics. Make sure you find out more about Q Logics and your opportunity to win more with them today. It's it's incredible. Let me let so you have that feeling. You learn to read different people. It sounds like there were so many life lessons. What was the vision back then? When did you start to cast a vision? You're like, hey, I'm onto something. I got something rolling here. What was the vision like? What are the things you would think about back then?

SPEAKER_01: 7:39

You know, I think about uh most entrepreneurs that are successful, they wake up with this vision. And the vision is how can I be of a better service today than I was yesterday for my customer? Uh they wake up with what's keeping my customer up at night and how can I improve my value or my the what I'm giving the customer. The vision then was to make more hats the next day, and after that it was, you know, uh create a hat and t-shirt. Then it was maybe have a store that I can own my own store. And then it was well distributed to more and go so on and so on and so on. But the vision purely was to overprovide and make a better hat for another day for another customer.

SPEAKER_02: 8:22

So my my wife, we uh who also a uh a fan, as I told you, I'm telling you, we watch it almost every night. Like it's easy to I love it, man. It hey, it is either literally in our house sports because we're watching athletes that I work with, who it's a blessing to work with them and watch them compete on TV, or we literally like shark tankers where I go to just get me in chill mode and I can just relax and get away. Like we, I mean, for years and years and years. Amy's like, you gotta ask Damon, how did you know what to do? I mean, what was it? Mentors, was it was it like so? How did you because some people they say$40 to selling this company for hundreds of millions? Like, how did he even know what to do? And so Amy said, You gotta tell Amy.

SPEAKER_01: 9:07

I didn't, it's the same as raising, you know, you have kids, right? Oh, yeah, too. All right, well, you know, what book showed you what to do? You figured it out, man. Like, Amy, I'll you know, you know, so I like to tell people that I am wrong, fail, or lose 80% of the time or more. But that 80% of the time, you got to think those that that's that's a thousand attempts. But the 20, begin even 20, the five percent of times that I have been right has been fool, Shar Tank, my faith, my you know, my marriage, you know, uh, you know, fighting and making the right decision over cancer or you know, stopping stopping alcohol. You know, the the times that I've been right. So it was always on that corner that I saw those cats. I mean, I'm sure the first five people to walk by, I was like,$30. They were like, oh, screw yourself. Oh$20. Get the hell out of here.$10. Oh, I'm interested. Okay. Um, you know, and you know, it it's just purely figuring out, you know, I think that I think that how did I know what to do? Uh, at the end of the day, it becomes not having an ego with what to do, and then acting and learning, and then repeating it and figuring out what works. There's a lot of there's a lot of there's a lot of education you have to do. Do I like selling these hats? Am I ready to go and do this? You know, uh, so it's always analyzing and figuring it out, uh, and and and and and knowing you need the information. I'm constantly educating myself.

SPEAKER_02: 10:36

So I I've got a I'm looking on your sweatshirt, and there's a word on that sweatshirt that has always meant so much to me. And I'm thinking about the intention word. Uh and I'm thinking about the fact that you and I, and I'm very excited, are going to share the stage for a mastermind that Success Magazine has never done in August. And I look forward to that in in LA, be able to spend time in person. And, you know, they selected people whose stories resonated with readers who have been featured in the magazine to now get to go spend time live. And they've never done it. I look forward to it. And one of the things that I think about in our coaching work that we highlighted uh in the article that comes out for us in June is I believe there's a difference between focus and what I've always taught, which is intentional focus. And so when I look at that intention on your sweatshirt, how much intention was there in your thought? Because I think a lot of times people think, oh, I'm focused, I'm gonna go grind today. And it's like you can't just have focus and grind. You have to have intention to know what you're going to do when you face challenge and adversity. Because some of the numbers you just shared, people are gonna say, wait a second, I gotta lose a thousand times to win five. Like, Damon, you don't understand. Like, how do you do that? So, how important has intentional focus, like great intention, staying the course, resilience. How important has that been for you?

SPEAKER_01: 12:00

Well, you you you're you ask a very uh first of all, thank you for asking the question I've never been asked before. But the basic way to do to talk about intention is I like the way that Jeff Bezos says you got to be very, very clear on the outcome of what you want to achieve, but you have no idea how you're gonna get there, and you're going to know that a path to getting there is going to be 400 roads that have dead ends, but then that 400 and the first row doesn't. But the intention at the end of the day is this is what I'm gonna create. I'm going to create now. Did I say to myself, I'm gonna create a global brand? No, not at all. What was the intention? I'm gonna make other I'm going to make people feel proud about what they're wearing, and whether this is before social media existed or the internet or cell phone, but whether somebody's walking across the street, they're gonna know that that person loves hip hop. That person uh, you know, identifies with this new genre of music that is so empowering. And I am going to, my intention is I'm gonna create the uniform for people. So when I create something, they're gonna maybe interpret it differently, but we are going to be part of a culturally relevant something that we are no longer dependent on other people making clothes for us and telling us we have to reinterpret it for the streets. We are gonna do this, it's for us, by us, baby. And that was the that was the overall intention. Now, how am I gonna start that? What hats were shirts or pants? I don't know. I started off with 10 color t-shirts because I'm like every designer. What I want to have this big breath. Wait a minute, Damon. 65% of uh all clothes that people wear are black, another 20% are white. Wait a minute, you don't need 10 colors, you need only three red, black, and white. Wait a minute. Oh, uh look at all these logos. Oh, they're only buying the FB and the O5. Okay, well, I I'm gonna create. Oh no, they're only buying the t-shirt. You start your intention starts to home in. You go, okay, what can I do with the best of that? Because I'm starting to make headway in this area. I'm not gonna allow my ego to say to me, Well, Damon, don't close that area because other people are gonna laugh at you and don't worry about that. No, the intention is to get somebody to wear it. And I'm I love these people who are wearing it and supporting. Well, they're not wearing it the way that you designed it. I don't give a shit how they're wearing it, they're wearing it, and they're supporting it. And you know what? I never even thought about it being worn like that. Wait a minute, let's make more of those. The intention keeps going back to what the end goal is, and I and and and I and I've done that all my entire life uh because I read the great book by Napoleon Hill, Thinking Grow Rich at the age of 16. And I have read it 23 times till today because I'm dyslexic, like eight of the other 12 sharks. And I read the same exact goals every night before I go to bed and every morning when I wake up and I read 10 goals. Six of them expire in six months, the other four expire in two years, five years, 10 years, and 20 years. And I never hit those six-month goals because I set them so big. So I'm gonna do this amount of business. When I do this amount, I reset it. But that intention keeps staying in. It keeps me back on course to what my what my drive is and what what I and what I want to what I want to accomplish.

SPEAKER_02: 15:20

You got me so fired up right now. It's got me thinking, I learned an amazing lesson from my five years with Coach Saban at Alabama and my 11 years I've had with Coach Kleiman at Kansas State. Both those men always talked about find your edge in the details. Everybody, those last three minutes, you need to run that back like 18 times, maybe 25 times, and listen to what Damon said. In the business world, he just did the equivalent of breaking down game film like we do for football players. He literally broke down how he would find his edge, get inside the intention, what's working, what's not working. Far too often we're moving so fast, we don't slow down to accurately analyze with great intention what's working and then repeat what's working. I told you, you got me fired up. It's like when you finally negotiate with somebody and I love it, you get up and you clap and you go give somebody a hug on the show. It's like it's that moment where like let's go. It it lets go. And so for all of you, what else did Damon just say? He said he sets goals that are six months and he never hits the six month goals. And I think everybody's trying to protect themselves to do what's easy. How important has it been for you to do the uncomfortable, the hard, and know that it's okay to fall short? Because you're a great example. If you keep telling us you never hit the six-month goals and you keep falling short, you've painted a hell of a picture for where we all can get to by falling short.

SPEAKER_01: 16:43

Well, you got to remember every single problem that you solve, if you are effective in life, every single problem you solve, you create another problem. That is the only way to think about progression, right? You know, when food was sorted out, if we had uh we were doing really good, but we didn't have enough customer service. Well, now we got to solve that problem. We got customer service. Well, guess what happens? Well, now you got a lot of goods coming back because you solve that problem. Well, now the goods are coming back. Let's solve that problem. Where are we gonna put them? Oh, now you got a warehouse, you put them in. Wait a minute, you're spending more on the warehouse than you are, you know, holding these goods in. Well, now what do you got to do? Well, you got to find a place to get rid of those goods. Well, now what you gotta do when you come back next season? You gotta buy more sharply. Well, how do you buy more sharply? You design better. You you know, you have to solve a problem every single time. So to get that intention means you are re-hacking yourself and you're taking inventory of what you currently have. Okay, you're an empty nester, honey. We've raised some beautiful kids and now they are out and they're going to collar. Let's go, let's start to reignite our relationship. Who are you? Because I forgot who you were in the last 20 years. We've been of service to these other kids. Let's start, baby. Let's start traveling somewhere. Well, honey, we gotta start trying to find a way to downsize some of this. So we travel. All right, we're getting to know each other. We're traveling around the world. We solved that problem. Honey, we got grandkids. Through that, we gotta be back. You gotta, you know, like your body's not gonna function the same way. Damon John at 20 years old. I can eat pizza and sleep two night two hours a night. That is a different Damon John than at 56 years old. Every single thing you solve, you create another problem. And that means that I look forward to the new problem I'm gonna create in life because that's gonna take me to a different and better place in life.

SPEAKER_02: 18:39

Hillary Siler, welcome back to the burn. Why have you continued to pursue growth and impact when you really had enough business, you had enough clients, you didn't have to go do the NBA. What causes you to keep fighting the way that you do every day?

SPEAKER_00: 18:56

Well, it's connecting to my burn, and we've talked about it. And in life, your burn does shift a little bit. Mine has been very constant. Um, it can shift. My mom, similar to you, I lost my mom when I was young. And for those people who've never heard us talk before, Ben and I have a very similar story or path of our journey and our story. Ben, you lost your mom far younger than I lost mine, but it was a pivotal moment in my life. It was one of my defining moments. And in those moments, the person that I was able to work through all of that with was my dad. And he's the person that I love dearest in the world. He's my favorite person and my best friend. And at 38 years old, I still call him daddy when I need something. Daddy, I need help. Um, and but but again, our relationship is actually that of a true friendship, which I'm very blessed to have. And that has become and has been my burn for probably the last 13 years since my mom passed is working to always better myself for my father and being able to retire him. He just Retired this year, and this has been a goal for my brother and I for 13 years. So he's the reason I do what I do because he's that person that I always want him to look at me and say, You're doing the right things and you're doing them the right way. I never want my father to look at me and say, Why are you settling? Why aren't you pushing? And my dad's always been that person that says, You did great, celebrate the win, but what's next? He's never let me sit on my laurels and just kind of coast. That's not how my dad operates. So he is the reason I do what I do, but he's also the motivating factor behind me constantly pushing. And I think if I sat still for too long, I might get a little bored now because he's instilled that in me for years. But that is my that's my why. That's why I do what I do. And that translates from the experiences I had when my mom passed. So when she passed away, finances were hard. I was 19, did not understand money, hated to see the five and six-figure medical bills that came through month after month after month for seven years. And I never wanted another person to feel as horrible as our family did financially and emotionally in that seven-year period. So I started teaching finance. And I am lucky enough to be one of the top 50 finance speakers in the world right now, which is when I heard that and I got the notification, I was like, I'm a what? When did that when did that happen? Uh that's really cool. But it means that we're doing the right work. And that's why we do it. We get to impact lives every day, and I get to help people every day. And a lot of the time I don't see it, but I know it's happening.

SPEAKER_02: 21:35

Yeah. I, you know, one of the things I I love about your story is obviously the connection, but I always bring up your dad to get us connected there because it there's the text messages that I think about. I think it's so powerful that you say, you know, I still text my dad before I take off, and I text him when I land that I'm safe. And I think sometimes we don't slow down enough to do the little things in life with the people that we love the most. And so I I admire that deep connection that you have with your father as a result of you now being there because of the loss of your mom. Obviously, I relate so much, but I've seen that carry through and how you do the little things in your business. And one of the things I want to highlight, which we didn't plan on talking a lot about this, but I want to make sure that people understand, you know, similar to me, people see this backdrop or they see your backdrop and they think it's all sports because that's what people are attracted to. Yet we've had some conversations in the past where I'm like, okay, Hillary, like, we got to blow this business up for you. Like, I want to see you blow this thing up. I'm like, you could do this in businesses. And you had already started. I didn't really share anything other than saying, Oh, you were a big pivotal moment in that.

SPEAKER_00: 22:42

Do not take it away, you guys. Ben, I went to Ben's boot camp and I learned in that two days in person, I reframed my business and it completely changed how I thought about things. And Ben challenged me, and so did the other people in the room because I was pushing back a little. I was like, no, I can't leave mortgage. I have to keep my safety blanket. And you, and I'll never forget Will and Tony, the three of you really pushed on me and said, no, if you're gonna do this, you've got to think outside the box. And that boot camp, that two days, if you guys haven't been to one of Ben's boot camps, you need to do it now. Um, because it will change how you think about your business. And so I took those tools.

SPEAKER_02: 23:21

So so similar, so similar, let me tell you this kind of crazy. So that two-day boot camp really turned into what we now call Coach to Coaches, which is actually an eight-week program, which is all online, which ties to what I'm about to tell you. So we went online with it to reach more people. And what I was gonna share, because I don't want you giving me any kudos, you deserve all, is when you went into the corporate world, you've now been able to go to HR departments and create corporate systems and teach financial literacy and make it almost streamlined for corporations to bridge the gaps of a lack of financial understanding to financial literacy. So talk about why not only did you go into the corporate world, not because of me, but why you recognized there was opportunity and you attacked it. Because I think that's part of the issue. Sometimes people, people who have been in the doors, the buildings, the locker rooms, the boardrooms that you've been in, they get seduced by success. They're like, geez, like I just keep doing this. But you said, no, no, no, I want the impact to be greater, which has now led to the amazing recognition you you've received. Why the corporate world, why the attention to detail, why slow down to create a system like that? Because you've made a big impact there with corporations.

SPEAKER_00: 24:42

It was something that I realized was greater than myself and my team. Working with the NFL, like you said, it's it's seduction. When you get into those buildings and you're part of a locker room and you're part of a community, because those locker rooms, each one of them is a unique family. Every locker room I walk into every year has a slightly different vibe or feel. And I got to the point where I went, I'm impacting 70 lives in every locker room. What if I could do more? What if I could impact the communities that are cheering for these teams? What if I could impact the community I live in? And that required me to look outside of pro sports, which has always been my niche. I've always been super fitness heavy and super discipline heavy and super sports centric. And I went, I can take all of those principles and I can give them to anyone in America because everyone understands sports, or they've all done a workout program of some kind at some point in their life. Everybody has tried it once. So the concepts are there. Why not take that and help people with the one thing that causes the most medical issues, the most stress, the leading cause of divorce, the biggest reason you might move even if you don't want to. What if we eliminate that burden? And we can do it in communities all over the United States. And it doesn't require us to fully be in that city every single time. We can do it remotely and still have the exact same impact. And that was why we started working with corporations because now I can reach 10,000 employees in a day versus 70 guys in a locker room. So I got to drop a pebble in a pond and watch those ripples really go out and have a much larger, wider impact. And that's why I really wanted to get into corporate America because it's where I started. I'm just an average human. And I wanted to be able to go help the people that were in my same situation go through all the things I went through and maybe come out a little better for it.

SPEAKER_02: 26:37

But what I want to talk about is the fears. You know, I think a lot of times, you know, the reality is most of America is not working with the clientele that we're working with. And they're the highest performers in the world, and they're the athletes making tens of millions of dollars, and in a year they make enough to take care of their families. Most people, there's fear. Most people, I'm scared to death. Most people, I'm living paycheck to paycheck. Most people, there's there's the fears of all kinds of things that can happen. What are the most important things you focus on when you're going in and trying to touch that individual who's dealing with fear when it comes to discipline and saving money?

SPEAKER_00: 27:19

I want you to go back to your first memory with money. And this goes for everyone watching this. I want you to just pause for a second. And I start this in the book. And this is one of the ways I think it helps people reframe how they think about money and why they think about it. But let's start with your core belief of money, because just like everything else, we are framed by our environment. So I want you to go back to the first time you experienced money that you can remember. There's probably some things that came in that you don't remember because you were so young. But the first time that you saw money change hands or you watched someone swipe a debit card. In my case, I remember my mom writing a check at the grocery store. And I just thought that that magical checkbook got me all the things in the cart, and I needed one of those. Right? That's we we learn about money through our environment before we are educated on how money works. So we formulate these relationships with money. And a lot of us are formulating limiting beliefs because we're told things like, we can't afford that. That's too expensive. You can't have that right now. And as parents, we're not doing, we're not telling our kids you can't have this because we don't want them to have everything in the world. Money is something that is a usable tool. So if we don't have enough of that resource, we can't use it. And those environmental triggers shape how each and every person feels about money. It creates their emotional bond with it. And once the emotional bond is created, fear starts to creep in as we get older and we experience money in different ways. And most people are not experiencing money with that silver spoon in their mouth. They're experiencing it from we have to choose from this or that. Here's your opportunity cost. You can go here or you can go here. You can have this car, but you can't have um this vacation type of a thing. There are things that we have to choose and fears that get built up. And all of a sudden we're in our 20s and 30s living life, and money is controlling what we're doing because we don't have a handle on it. And that is fear-based. That is us not knowing enough to overcome the fear and create the lifestyle, which then brings us to peak performance, which is something you and I have talked about many times. How do you get to the best of the best of the best? When did you have your best month? When did you have your best year? What were you doing? What activities were you doing to get you to that point? Well, money is the same thing. If you aren't completing the daily deposits, doing the daily reps to learn how it works and function within your life, you are gonna have fear. It's never going to go away. And that was one of the reasons I wrote Train Your Money was I wanted to give the systems and functions you could use every single day in a palatable, easy to use manner so that you can reframe the fear and turn it into lifestyle choices that benefit you. Now, no one has unlimited money unless you're Jeff Bezos or Elon Musk. Like, let's just, let's just keep it a buck. Nobody has unlimited resources. You're everyone is always gonna have to say, Can I do that? There's always gonna be a limit, no matter who you are. Even with my MBAers making$150 million, they have limits. There are things they cannot do.

SPEAKER_02: 30:39

Yeah, you're not buying$150 million yacht when you're right. Because I think some people hear this and they're like, okay, whatever. They make$100. No, it's like legitimately, they are not buying$150 million yacht yacht that a Russian oligarch pays cash for when it falls out of his pocket. There are limits. So I want you guys to listen and not tune out. Okay, go ahead.

SPEAKER_00: 30:58

It no, you're right though. It's lifestyle. We think, we think, oh, you have a hundred million dollars, you've made it. And the reality of a hundred million dollars is yeah, you can live on it and you can live comfortably if you do it right and you make the right financial choices. You can also go broke if you make$100 million, and I've watched guys do it. And it's not because they are trying to be stupid, it's because they think the money is going to last longer than it will and they buy things out of their price range. Same goes with young people starting out. They're making$40,000 a year and they go get the$3,000 a month penthouse at the top of some building in a maybe mid-sized city, and they've used 75% of their income to pay for their rent when they're not quite there in life yet. So there's choices that every single person has to make. And if you let fear drive the choices, you are not making good strategic decisions to deploy your money in ways that will work for your lifestyle.

SPEAKER_02: 31:58

And I, you know, I love when you talk about discipline because I'm I'm a big believer and I just I'm gonna be direct and I'm just I'm just gonna say it because it really is the same for you. One of the reasons why we've had the growth we've had as a coach when it comes to accountability is because I stay in shape. I do what I say I'm gonna do. That's where I think a lot of Hillary's credibility comes from is she left the mortgage industry. She's not gonna tell you these things. She left the mortgage industry where she was a titan. She was making plenty of money. She didn't need to go and find a way to grow a business, but she decided to go do it for the right reasons. And she carried discipline from the mortgage industry into getting into these doors that people dream of getting into. And she's been able to grow the business. It's been discipline-based. She's had to have the money to be able to take the risk. But the disciplines for me when I think of Hillary, it is the gym. Go follow her on social media. I mean, her home gym looks like one of the gyms that you'd walk into at a at an NFL facility, right? A little smaller, but same type of thing. So it's it's the discipline in all areas of life. And many of you have heard me talk about a prize fighter day. And that's where I think the mental toughness, the discipline, if you're not taking care of your money, it's going to impact how you feel about wanting to go to work out or to eat healthy or to show up with intentional focus when you get to work. And so this is why I think when you attack fear, giving people tools, helping people understand, pay yourself first. You know, when I was a financial advisor, one of the things that say, okay, Hillary, well, you know, your salary just went from X to Y. Well, what percentage are we going to save in between X and Y before we spend a dollar? When most people, the first paycheck they get, they immediately live to Y and they forget to save and then they never start saving. So I think train your money. There's life that you bring to somebody's ability to say, instead of having fear, let's change our behaviors, let's change our disciplines, and let's go have the power to choose to have financial freedom.