I mean if you want this if you want
bling-bling if you want to buy the Jets
if you want to do work that's how you
get it how do you get money to do what
you love you don't write
I lost a load of money when I started
doing what I loved what you do is you
position yourself to succeed so for
example if you're doing something else
at you and you want to do this thing you
love you do it after hours you work 9:00
to 6:00 you get home you kiss the dog
and you go to town right I mean you
start building your equity in your brand
and whatever you're trying to accomplish
after hours you everybody has time stop
watching lost
the reason people aren't patient is they
value other people's opinions too much
you need to bet on your strengths and
don't give up about where you suck at
you're gonna weigh too many people this
room we're gonna spend the next 30 40
years of their lives trying to check the
boxes other things that they're not as
good at and that you're gonna waste a
load of time and lose I highly recommend
auditing yourself or if you have no
empathy or EQ or self-awareness then
find somebody in your family or
friendship that does and let them tell
you who you are and once you believe
that either for yourself or someone else
told you go directly all chips all into
that because that is the only possible
way in my opinion watching from the
outside that is interface that is a very
highly likely way of over-indexing
because the truth is if you want to be
an anomaly you've got to act lately I
think there's massive confusion around
entrepreneurship entrepreneurship sucks
I mean it's lonely it's high-risk I mean
I can't live without it but it's like a
bad boyfriend right a girlfriend right
like like it's there's a ton of bad days
being an entrepreneur not to mention 98%
of entrepreneurial ventures are gonna
fail so there's gonna be a really bad
day in your future ability to adjust is
the entire game like I'm so proud that I
changed my mind every day my dad used to
get so pissed when I was building Wine
Library he would always be like he's
like you would say like three months ago
you said Ricky was gonna be the best
employee and like I changed my mind
he should fire him or or he's like you
said sparkling wine was important now
you just eliminated it from the piece
bottom like I changed my mind
like my ability to only be comfortable
in massive chaos has been my biggest
asset as an entrepreneur like I would
never take a note like that scares the
piss out of me with these
people are doing right now
there should be some sort of friction
from somebody who's leading up in front
and sees everything and is driving a
company versus people that work in it
who are in the like they're different
like my job is to be like oh there's an
iceberg I'm gonna move this way and
everybody who's downstairs is like what
do you mean the water's been super clear
the whole time I'm like no no there's an
iceberg but they're in the basement
they're like it's been such a nice ride
like this has been so smooth leaders
need to understand what's happening next
there are a million reasons why not
but there's one great reason why which
is you've just gotta persevere no matter
what it is it's just the way it is it's
hard being an entrepreneur it's hard
building a business everybody thinks
it's so easy what really pissed me off
in tech world was when Steve Jobs his
book came out when he was dying when it
was all about Steve three or four years
ago I literally watched a lot of my tech
startup friends start being likened to
their staff because jobs was tough
everybody fell into the romance of like
I have this big vision and I'm gonna be
in like Steve right and I thought that
was really interesting for me to watch
that half decade of like literally
watching people I know and then watching
them act differently because the status
or the icon of the moment and you see a
lot of that and so like that is probably
the energy I'm trying to bring to this
class today which is you can look at
like how people roll and like it's great
to admire and things of that nature but
it's so damn important to stick to like
your D
right and like what you're good at in a
success world please understand that
success is happiness not net dollars in
we are strong as what we strong we're
just being sold that we're not because
there's a lot of money people always say
that in Russia the biggest epidemic in
the world is people talking not doing
and especially in that and people always
do that but now what social media does
is expose people it doesn't change
people all the hate in the system that's
exposing Twitter to make you evil you're
evil
you know and same with talking not doing
Twitter and Instagram didn't make you
waste time and not do
in 2001 it snowed in New Jersey on
December 23rd which was one of the
busiest days of the year
typically December 23rd is the busiest
day of the year in a liquor store and a
woman called us we just started shipping
and her case of behringer White
Zinfandel wasn't delivered first of all
I appreciate the people that know what
behringer white sin is good job the
entire case by the way 15 pack the
entire 15 pack case cost $45 we're doing
about $40,000 an hour in the store she
calls
[Music]
I find out about it somehow it was
buzzing cuz I was on the floor selling I
am the premier salesman on the floor as
you can imagine I find out about it and
we're debating what to do she needs it
for her Christmas dinner I grab the case
throw it in my car and drive to Bergen
County to deliver it takes me two and a
half hours to complete the whole thing
and the best part was I delivered it all
pumped with myself and she said great
and closed the door
awesome everybody especially my dad who
was pissed that I left because all the
customers that came in asking for me or
that I could have sold everybody who's
baffled I can't tell you what the ROI of
driving through the snow in my car to
deliver a case of $45 pink to a woman
that looked like Yoda was but I can tell
you this over the next two to three
years that story became the foundation
of how we treated every single puss
it became our competitiveness and those
are the things that matter to me you
need to do you like some plenty of
people that make a lot more money than
me and one bigger to take notes the key
the key though the key is way too many
people are doing like here's a good one
you know what really pissed me off
I'm completely driven by like happiness
and like I'm crippled by like chaos like
I think I've fired four most talented
smartest people that have worked for me
because if you don't know how to play
with the other boys and girls you're out
because I suffocate under you know
conflict and negativity and like
nobody's better than me so you got to go
building a business is hard and you know
what makes it really hard
everything that happens every day of
every moment so you can pick time you
can pick money as the one or two things
that you think stopped you from winning
your game but the truth is there's a
million reasons 99 percent of businesses
go out of business for a reason and that
reason is it's hard and so if you're
watching this show I've got a sense of
who you are and you need to start
creating layers and layers and layers
and layers of skin to be able to get
through
I'm a humongous believer that ideas are
and that executions the game right we've
all got ideas everybody's got ideas
doing the ideas we all have here we can
probably sit here for the next two hours
draw them all out record them and
predict the next 78 great startups over
the next nine years and so I think the
thing that is another theme in
entrepreneurship is there is way too
much fodder brought to the idea Buber
was magic cab three years earlier
there's not an idea
wheeler existed it's called magic but
the guys that executed sucked so they
lost so I think you know if there's any
level of romance left in this room about
your idea
I'd like to suffocate it because I think
the actual situation is what you
actually do with it if you do anything
because of this keynote there's only one
thing I ask you to do because as any as
I got I'm a practical here's what I want
from you when you go home look yourself
in the mirror and audit everything you
and your business do I promise you that
if you audit from top to bottom of
expenses and effort and time and energy
and payroll and all that
if you audit all of it even the best of
us even the InBev's which is company
that bought Budweiser they built their
whole business I'm like printing on both
sides in favor and all that
even the most efficient ones of us are
doing 20% dumber
if you take that 8% that 13% that 60% of
dump that you're doing paying that
person that's not bringing any cultural
value to your business having that
contract that you've just been in and we
just renew because you're busiest
whatever you're doing if you take any
piece of that percentage and you apply
it to giving up about your customer it
will be better for your business going
forward because for the first time since
we all lived in small towns where your
reputation was the complete backbone of
how you did business for the first time
because technology is bringing us back
together in a small town for the first
time being good and caring and following
up matters
you
[Music]