0:02

What is up guys?

0:16

It's Andy Pustela and this

0:18

is the show for the realest. Say goodbye to the lies,

0:21

the fakeness and delusions of modern

0:23

society. Welcome to motherfucking reality. Guys, today

0:25

we have Q at AF. That's where you get to submit

0:27

the Q's and we give you the AFs. You

0:29

can submit your questions a couple different ways. The first

0:32

way is, guys, you can email those questions

0:34

into askandyatandypustela.com

0:37

or now that we're on YouTube,

0:39

you can go on YouTube on the Q and AF episodes

0:41

and drop your question down there in the comments. Don't forget

0:43

to click subscribe. If it's your

0:46

first time listening, we have multiple shows

0:48

within the show. We're going to have Q and AF

0:50

today and then

0:52

tomorrow we're going to have CTI and then

0:54

later in the week we're probably going to have Real Talk

0:56

and then we have 75 Hard Verses.

0:59

That's basically the four different shows. I go through

1:01

the intro in every show. I don't feel like doing it today.

1:04

So

1:05

pay the fee. If the show's good, share

1:07

it. That's how it works. Let's go ahead and

1:09

get into it. Let's get into it, man. I got some

1:11

good ones for you. Let's get going with question number

1:13

one. Andy,

1:16

in your latest Real Talk, you

1:18

said that when other countries look at America, they

1:20

don't say nice things. I

1:23

agree with you. I think our people have

1:25

lost a lot of respect for our country and

1:27

a lot has to do with the way our current administration

1:29

has been running our country.

1:31

They've kicked out soldiers who refuse the jab

1:33

and have been promoting this woke ideology.

1:35

In your mind and in your opinion,

1:38

what do you think we need to do to gain

1:40

the respect of other countries again? Well,

1:43

I think, you know, something that would

1:45

probably be a good idea to start with is

1:48

like, you know, not send our troops

1:50

over to where they live and kill

1:53

their fucking people and blow up their cities

1:55

and destroy their infrastructure and put them

1:57

back in fucking 50 years. I mean,

1:59

that would be a good idea. start. You know, a

2:02

good follow up to that would like to

2:04

not promote our military to be

2:07

transgender individuals

2:10

who have mental illness, who

2:12

are completely weak

2:15

and useless members of our military. You

2:19

know, promoting things

2:22

in our school system that actually create

2:25

high quality, high achievement,

2:28

high drive, high discipline individuals

2:30

that are going to be productive citizens instead of,

2:32

you know, teaching little

2:34

children about sex or

2:38

transgender ideology or

2:41

any of this other crazy shit. I think, you

2:43

know, stopping the idea of

2:45

we're going to reward people based upon

2:49

the color of their skin or the gender

2:51

that they were born in

2:55

life, we turn this back into a straight

2:58

meritocracy where the best win and the best

3:00

fucking produce and the best get the opportunity.

3:02

And if you want to be the best, you have to work to be the best.

3:05

That's the world I grew up in. I respect that

3:07

kind of thought process. You know, when I look at other countries

3:10

that are, you know, like,

3:12

for example, and people are going to get pissed when I

3:14

say this, but when I see China

3:16

raising their kids to learn math and science

3:19

and rewarding their kids to learn math and science,

3:21

and then sending them the bootcamps in the summertime

3:24

where they run around and learn

3:26

how to operate weapons and camp and

3:28

survive and do the things need to be done as like

3:30

an individual, you

3:31

know, an autonomous

3:34

individual, I actually think that's

3:36

what the fuck we should be doing. And

3:38

we should be doing a lot of that. And that's really kind

3:41

of like what the era was when I grew up.

3:43

Okay, when I grew up, like if you wanted to get a

3:45

trophy at your baseball tournament or your T-ball

3:47

tournament, guess what? You had to fucking win.

3:49

And if you didn't win, guess what happened?

3:52

You didn't get a trophy. Okay.

3:55

You know, if you wanted to pass a, if

3:57

you wanted to get an A in school, you had to. If

4:00

you wanted to start on the football team, you

4:03

had to fucking work, okay? This

4:06

is the reality of life. And we're dealing with

4:08

a weak ideology that

4:12

is intentionally installed, that is Marxist and communist

4:14

in nature, that is designed to make the generations, the

4:17

young generations of America completely inept and

4:22

useless and weak. And that makes

4:24

our country vulnerable. And, you know, I see people say things

4:27

like, well, this generation

4:29

is totally fucked. Well, if that generation is

4:32

totally fucked, that means we're all totally

4:34

fucked.

4:35

Because at some point in time, that generation has

4:37

to come to the point

4:40

in their life where they're carrying the load of this

4:42

country. They become the doctors, they become

4:45

the engineers, they

4:47

become the scientists, they become

4:49

the politicians, they become

4:51

the soldiers. And

4:53

if you have an entire generation

4:55

of children

4:56

who have been taught that the only thing that

4:59

matters is how they feel about things

5:01

instead of how things are in reality,

5:04

and they cry and whine and pout and scream.

5:07

And we have a generation of adults to do

5:09

this now. Like we have a generation of 25 and

5:11

under adults that think

5:13

that

5:14

by them throwing temper tantrums, that's what

5:16

produces the result because no one ever corrected

5:18

them along the way. And in fact, that's what they

5:20

were taught.

5:21

So this ideology is already super

5:24

deep and super infected into American

5:26

culture.

5:27

And I've been talking about this in public on

5:29

my podcast since 2015, all right?

5:31

But we're to a point now where a

5:33

lot of these people have become adults, they've been

5:35

told falsehoods about reality

5:38

throughout their entire childhood. They've been told

5:40

that everything is fair. They've been told that

5:42

everything is equal. They've been told that you

5:46

get rewarded for showing up.

5:50

They've been told that all of

5:52

these things that are

5:54

not true. And they've been told

5:57

that being masculine

5:59

is unhealthy. and damaging. Now

6:01

we're having exercise villainized

6:03

to make that seem like it's bad.

6:06

So, you know, I would

6:08

say reversing all of that

6:10

would be a good start. And that would be the start

6:12

because this is going to take 20 years to reverse.

6:15

That's what you guys don't understand.

6:17

You know, people keep saying, oh, that generation, that

6:19

generation. No, there's 20 years

6:21

of fucked up people right now, 20 years.

6:24

When those people are between the ages of 30 and 50,

6:27

what do you think is going to happen to this country?

6:32

Do you not get it? Like,

6:34

so it's more, it's not just about respect

6:37

from the other countries. It's about our country

6:39

not collapsing.

6:40

That's where we're at. And like, dude, we've,

6:42

by my math, we've got about another, unless

6:45

they do some drastic stuff, which I

6:47

believe they're going to do because

6:49

I don't believe that they have the

6:51

belief of the people anymore. So I believe they're going to

6:53

have to rush their agenda

6:54

of the collapse of America along. So

6:57

they're going to do something drastic.

6:59

But if they don't do something drastic by my math,

7:02

I think we have

7:04

another 15 years before we have 20

7:07

year span between 30 and 50. They're

7:09

not able to really produce

7:11

unless massive correction is taking place.

7:14

And so, you

7:16

know, there's a lot of things, you know, not promoting

7:19

children, cutting off their fucking penises or,

7:21

you know, doing all this goofy

7:24

ass shit that like, you know,

7:26

we're promoting. I mean, there's a whole bunch of stuff. You

7:30

know, I agree with Trump's philosophy.

7:32

I think that's a strong philosophy. You

7:34

get peace through strength. You

7:36

have a strong military that doesn't go

7:38

around the world and get

7:40

involved in all the bullshit,

7:41

defends our country, defends our people, defends

7:44

our interests, and leads everybody else go do their shit.

7:46

You know, like America first, real

7:49

America first agenda, people first, economy

7:52

first, manufacturing first, the

7:55

city's first,

7:56

and the safety of this country first.

7:58

And that's respect. If

8:01

another country were to live like that, just like I described,

8:04

would you not look at them and say, well, that's the example

8:06

of what a country should be. And that's the example

8:09

that America has set

8:11

for a long, long time, until

8:13

a bunch of people came along and decided they

8:15

wanted to fuck it up. And a lot of you

8:17

guys went along with it because you didn't want to be called

8:19

names. And now here we are. And we're

8:22

in jeopardy of losing not only what we

8:25

have right now, but everything that your

8:28

kids could possibly have. Everything

8:30

that your kids could possibly gain.

8:32

Your kids' lives are actually in danger

8:35

right now. You're just failing to realize it.

8:37

And you're afraid to speak up because you're afraid

8:39

of the Karens on the internet

8:41

yelling at you for saying some shit that is actually

8:43

true.

8:44

And so that's my answer. I

8:48

think there's a lot of things that, like

8:50

if I was living,

8:52

let's say, in Dubai and looking at America, I'd

8:54

be laughing my fucking ass off right now.

8:56

With a shit ton of money. Yeah, it's gross.

8:59

It's disgusting shit, dude. Like, look at

9:01

the cities. Like, look at the shit that's

9:02

on TV. Look

9:04

at the shit these people in Hollywood promote.

9:07

Look at it. Like, it's just a fucking

9:09

disgusting place. It's become

9:11

a disgusting and moral cesspool

9:14

of shit. And

9:17

people keep saying, oh, well, it's the greatest country in

9:19

the world. Have you

9:21

looked around?

9:23

Bro, Ukraine is nicer than the fucking United

9:25

States right now. OK? Like,

9:27

you don't get it. The

9:30

reason you keep saying that is because you've had that drilled

9:32

in your head your entire life, and

9:36

you've never been anywhere else. There's lots of places that

9:38

are a lot nicer than this country. A

9:40

lot of places in

9:41

the Middle East are a lot nicer. You guys have been lied

9:43

to. That's

9:44

the reality. And we have an opportunity now

9:46

to stand up, speak up, and

9:48

draw a line in the sand and say, we're not fucking

9:50

doing this shit, and to build this country into

9:52

what it actually should be. Not the facade of

9:54

what we want people to think it is,

9:57

but actually what it is. So getting the respect.

10:00

respect

10:00

of other countries,

10:03

it's gonna come long after we get the

10:05

respect of ourselves. And we're far

10:07

off from that right now. Love that, man. Guys,

10:11

Andy, question number two. Andy,

10:13

I am currently on my third round

10:15

of 75 hard and I have lost over 55 pounds

10:18

and feel amazing.

10:20

I have always been overweight and struggled

10:22

with my body image. And though it was not

10:24

the only goal of completing 75 hard, I

10:26

finally have the body I've always dreamed

10:28

of having.

10:29

With these things being said, I am

10:32

struggling with having those old insecurities

10:34

creeping in and I was wondering

10:37

how you keep them at bay.

10:39

Hey, look, dude, I can relate to that.

10:41

I think anybody can relate to that that's been out

10:43

of shape that actually gets in shape.

10:46

For the most part, I think everybody struggles

10:48

with it. I think everybody, even the people that you

10:51

see that are in shape and you say, man, I really love

10:53

to look like that person.

10:54

I bet they have insecurities about their body

10:56

that, they probably

10:59

get nervous before they have to go to the pool. They probably

11:01

get a little nervous before they have to take their shirt off. And

11:04

dude, I'm no different. I was fat most

11:06

of my life. So for me, that's fucking in

11:08

me. I feel no matter how physically

11:11

in shape I am,

11:16

I still have a little hesitation to, this

11:18

is why you don't, dude, this is just

11:20

the truth. I have a pretty good fucking physique for 44

11:23

years old. In fact, I have a great

11:25

physique

11:26

for anybody at any fucking age. That's the

11:28

truth.

11:29

For a guy that's 44 years old, I'm in the

11:31

top 0,000, 0.0000, 0.0000, 1%.

11:36

I still get nervous about

11:38

taking off my shirt. I got full fucking abs. I'm

11:41

doing the best I can. I've been putting in the work.

11:43

Fuck, we were at the pool yesterday. There's

11:45

nobody around. It's just me, DJ, and Sal and his

11:47

kids. And I'm like, fuck, go take my shirt

11:50

off. This is why you guys don't see me

11:52

flaunting

11:54

my body all over the internet. Because,

11:56

dude, it's not,

11:57

first of all, it's not my identity. I'll

12:00

say something about this too. I think it's funny when people

12:02

talk about how humble they are

12:04

and then every single picture they show is

12:06

themselves with their shirts off. Like

12:09

you cannot like- That's

12:11

a circle square. Yeah, and then those same people

12:13

attack people

12:15

for having financial

12:17

success like cars or

12:19

businesses or houses

12:22

and they throw stones at those people

12:24

but then are too unaware to realize

12:27

that you're doing the exact same thing with

12:29

your body

12:31

and your physique. Okay, well, I'm proud of my body and physique. I

12:33

earned that. No shit, you don't think I earned all

12:35

that other shit? Exactly. You know

12:37

what I'm saying? Exactly. Like it's the same thing,

12:39

okay? So like I could probably

12:41

do a lot better on social media if I took my shirt off

12:43

all the time but

12:45

it's not comfortable for me so I can relate

12:47

to this question a lot. I

12:50

think the big thing you gotta remember, dude, is that everybody

12:52

feels the same way and nobody cares,

12:55

bro. Like if you're working hard and you're

12:57

doing what you can do, what else can you

12:59

do? What else could you have done? You've done

13:01

the 75 hard three times, you've lost 50 pounds,

13:04

you've built yourself into

13:05

exactly what you wanna be.

13:07

Like you've done the work, bro. You should be proud of that.

13:09

And like you shouldn't hesitate and I know that

13:11

that probably won't cure it because it doesn't cure it for me.

13:14

But you should understand like,

13:16

dude,

13:17

at the end of the day, no one gives a fuck.

13:19

I don't give a fuck. I don't care if you're a hundred pounds

13:22

overweight or 300 pounds overweight. No one cares.

13:24

But you care. And

13:26

so like you have to understand this is just something that's in your

13:28

head. It's something that will

13:31

probably go away the less, the

13:34

more time you stay in the condition that

13:37

you're in, the longer you stay there, the less

13:39

you'll have that insecurity because it'll

13:41

be so far removed from where you were. That's something

13:43

that I noticed.

13:46

The longer I stay in

13:48

good condition, which for me,

13:51

you know, that really started in 2016. That's

13:55

when I started really getting my shit together. And

13:58

so what's that? that how

14:01

many years that seven years? Yeah. Okay. That's,

14:04

you know, I'm not nearly as bad about it now

14:06

as I was then, but I think the having the

14:08

dysmorphia, especially with

14:10

what we're surrounded with online, you know, we're surrounded

14:12

with online, like all these people who,

14:16

you know, let's be quite honest. Most

14:18

of them have favorable genetics. Most

14:20

of them don't have to work

14:22

as hard as someone with normal genetics

14:25

and they flaunt their shit as if they're

14:27

living at a higher level than everybody else.

14:29

They rub it in people's fucking face and

14:31

it makes people feel like shit because dude, most

14:34

people reality don't have

14:36

that sort of genetic

14:38

composition. Well, I look at food and gain 10

14:40

pounds. Bro, look dude, I

14:42

don't even have to look. I can just walk past it. Okay.

14:45

But like, dude, most people are like that. It's real shit.

14:47

Yeah. And so we have these guys and

14:49

girls on the internet,

14:51

you know, who

14:55

show their physiques non-fucking

14:57

stop who were blessed. I'm

15:00

not saying they don't work hard,

15:01

but they were blessed with favorable genetics,

15:04

meaning they work really hard, but they

15:06

also have good genetics

15:08

and they have a better look than what you

15:11

or I or anybody with like regular genetics

15:13

is going to be able to obtain. And it makes

15:15

us feel like we're not doing what we can, but like,

15:17

bro, when you do everything you can, and that's

15:19

what you produce,

15:21

it is what the fuck it is. You know, you

15:23

probably got a lot more brains than some of these people.

15:25

You know what I'm saying? We have to also consider

15:27

some of the blessings that we, we did

15:30

get that

15:30

those people didn't get. That we just don't see

15:33

it. Well, we don't give ourselves credit for

15:35

it. Right? So, cause we're down on ourselves.

15:37

We're not, we're not,

15:38

we're not running around with our shirts off in

15:41

every fucking Instagram posts. Cause we look like

15:43

Zeus, but you know, we look pretty

15:45

good for us. You know, we're lean. We, we,

15:48

we, we were healthy. You know, like,

15:50

dude, like my, my physique is not

15:52

genetically gifted. It's, it's

15:55

like, it's really good for a regular dude.

15:57

You know what I'm saying? Like that's, that's my

15:59

point. Like,

16:02

and people don't consider that. And so we have this shit

16:05

shoved in our face all day long. And it gets

16:07

to the point where it's like, no matter how good you are,

16:09

you still feel bad about yourself.

16:11

And it's not a good way to live. You know, you

16:13

should understand that you're comparing

16:15

yourself to people who, and

16:18

I'm not, again, I'm not taking anything away from them, but

16:21

they were pro, they probably looked pretty decent

16:23

before they started training and eating right. You

16:26

know what I mean? You know what I mean? Like, dude, I have

16:28

lots of friends that looked pretty good

16:30

before they actually started training

16:32

and taking their shit serious.

16:34

And then once they did, bro, they looked crazy,

16:36

right? That's not most people. Most

16:39

people are just kind of like

16:42

plebes, all right? We're just like average people.

16:45

I'm one of them, so I don't have a problem saying it. And

16:48

we work really hard. And, you

16:50

know, let's say that other person's 10

16:53

is the 10. That's the benchmark.

16:55

We might only be able to get to a seven or

16:57

an eight.

16:58

That's our best. But that's

17:00

the reality of genetics and how it plays.

17:03

And the truth is, is it really shouldn't matter what

17:05

other people think of you or what

17:07

other people say about it. It's like, what

17:09

work have you done? And if you've been doing

17:11

everything that you can do,

17:13

you're going to feel good about yourself and you shouldn't

17:15

take that away from yourself because you've earned

17:17

it. You know what I mean? So stop

17:20

telling yourself this bullshit, bro. Like having

17:22

a perfect physique is

17:25

not reality for most people. Most people,

17:27

they're going to have their perfect physique, which

17:30

is, you know. It

17:32

varies. It's not for everybody. Yeah, it depends on

17:34

where you start. It depends on who your parents were. It

17:36

depends on what you did growing up.

17:38

It depends on if you played sports or how long

17:40

you've been doing things.

17:41

So like, dude, we got to work with what we got. And we got

17:43

to produce the best out of what we have. And dude,

17:45

you should feel proud about that.

17:48

That's my answer, man. And I struggle with this

17:50

too. I'm not sitting here preaching. Like, dude, real

17:53

shit.

17:53

Like, it's uncomfortable for me to walk around my

17:56

shirt off. But when I do, people are like, God damn, dude, you

17:58

look fucking good. But like, I don't know. I don't

18:00

feel that way. I only see the shit

18:02

needs to get better. I only see the shit needs to

18:04

improve. And that has to do partly with how

18:06

I'm wired as an entrepreneur. That's all I see in

18:08

business is where can we get better?

18:11

But it's a complicated issue. Embodied as morphe

18:13

is a real thing. And I think it's important to understand

18:16

that your very best may not look as good

18:18

as some of the other people's very best, but it's

18:20

your very best and you should be fucking proud of it.

18:23

And anybody with normal brain that's

18:25

not a dick is gonna look at you and say, dude,

18:27

you're fucking crushing, man, I'm proud of you.

18:29

Those are the people you wanna be around anyway.

18:31

That's why I love First Form so much, bro. Because

18:33

First Form is not based around these

18:36

elite, athlete, like

18:38

crazy genetic people. These are just regular

18:41

fucking people that are living at the highest

18:43

standard that they can. And I'm surrounded

18:45

by them.

18:46

And so like, dude, you know,

18:47

not everybody's gonna win physique competitions,

18:50

but fucking most of these people in this building

18:52

and most of our people on our Legionnaire team and

18:54

most of our customers do their best

18:56

to live real life at

18:58

the highest level that they can.

19:01

And dude, to me, that inspires me

19:03

a fucking million times more than somebody

19:05

who is gifted with something, who's just

19:07

kind of selling it as their thing.

19:09

You know what I'm saying? Absolutely, man. So,

19:11

you know,

19:12

bro, there's nothing cooler to me to see in people like this

19:14

where,

19:15

you know, they lost 50, 100, you know, or

19:18

in extreme cases, like Anthony,

19:20

you know, 600 pounds, right? And reclaim

19:22

their life. Like, dude,

19:26

I don't know how you, I don't know. I

19:29

just feel, I feel very fortunate to be surrounded

19:31

by people like that. You know what I mean? Cause

19:33

like, dude, that's, those people are right

19:35

here. They're right in the heart. They're right in the

19:38

mind. They might not have the

19:40

Arnold Schwarzenegger perfect physique,

19:43

right?

19:44

But bro, they're fucking working hard and

19:45

they're doing the right shit. And to me, that's what fucking

19:48

matters. I love that, man. Guys,

19:51

Andy, our third and final question, question

19:53

number three, Andy.

19:56

I recently moved my brick and mortar

19:58

store into a mall. And

20:00

all I hear all day is,

20:03

oh, I'm just looking. How

20:05

do you build an actual relationship

20:08

with the customers that are just looking

20:11

and don't want to be bothered?

20:12

Okay, well, the reason they're saying just looking is

20:14

because you're coming at them like a fucking

20:17

teenage boy in his first set of titties, bro. Okay?

20:21

This is where you're fucking up, all right? You're

20:24

going up with the premise, how can I help

20:26

you today?

20:27

Is there anything you're looking for? Like all this cheesy

20:29

ass shit. How about just go up and

20:31

have a conversation? It's not genuine. I

20:33

worked the retail store. I've probably worked

20:36

more retail transactions than any

20:38

other single human being I know,

20:40

okay? And that's what's given me all the

20:42

skills, all the skills that

20:44

you guys know me for or

20:46

listen to me for, or that I've used to build

20:49

the businesses that I own came

20:52

from that place. And so I would highly recommend

20:54

getting yourself in this situation because

20:57

the skills that can be obtained

21:00

through that amount of reps are

21:03

invaluable to success. And they're only

21:06

becoming more valuable as things become

21:08

more automated. Because as AI

21:11

gets implemented, as things become

21:13

more automated, there's less and less people

21:15

with these real people skills, which

21:17

makes them super fucking valuable,

21:19

okay? So

21:20

let's just start with this. Stop

21:22

walking up to them and being like the cheesy

21:24

sales guy, all right?

21:27

Everybody knows this, okay? If you've ever shopped

21:29

at a place like the buckle, okay? Oh,

21:32

fuck. Okay, for real.

21:33

Now, I'm not shopping at the buckle since like 1987, but

21:36

I'm just saying, we've all been in there at least once.

21:39

And you go in there and

21:41

you're looking for

21:43

a pair of jeans or whatever, right? And

21:46

you go in the closet and you're in the fucking

21:48

thing changing and you're putting on the jeans and all

21:51

of a sudden the shit starts flying over the fucking

21:53

door, bro. Like this shirt

21:55

and that shirt. And you start

21:57

hearing this person talk on the other side. I think this-

21:59

This will look really good on you. I think this, I'm

22:02

like, bro, I'm fucking 100 pounds overweight.

22:04

That ain't gonna look good. So

22:06

like you get attacked, right? And

22:08

people are so used to this attacking

22:11

in a retail environment.

22:13

What do you think you should do?

22:15

If they're so used to getting attacked, the probably

22:18

the good idea is to

22:19

not attack, all right? And make them comfortable.

22:22

And so one thing that I used to do

22:24

that I teach to our team that

22:27

has become super valuable in my life

22:29

is finding common ground that doesn't have

22:31

to do with the obvious situation at hand.

22:34

For example,

22:36

I love cars, okay? Most

22:38

of you guys know that. I'm a huge car fanatic.

22:40

It's probably my

22:43

biggest passion in life outside of business and

22:45

dogs, okay? But

22:48

cars, business, dogs. Yeah, no, I think dogs

22:50

are at the top, bro. Yeah,

22:54

so I would try to

22:56

find,

22:58

like people, where I worked in retail

23:00

stores, I could see what people drove up in,

23:02

all right? And you can adjust this technique, however.

23:04

Like it could be what shoes they're wearing.

23:07

It could be

23:08

something about them that's unique. It could

23:10

be something going on in the world. It could be something

23:12

going on

23:13

outside in the main thoroughfare of

23:15

the mall, right?

23:16

But we wanna find common ground. And one of the things

23:19

I used to do

23:20

that just because I was interested

23:23

in cars, is like when someone would drive up

23:25

in a

23:26

car that was cool, I would make conversation

23:29

about the car. Because if someone

23:30

drives a cool car, and by

23:33

the way, cool car doesn't mean like Ferrari.

23:35

It doesn't mean expensive, okay? A

23:37

lot of people make their, like when you don't have

23:39

any money, this is what I did. I made my car

23:41

cool. Like I went to fucking AutoZone. I

23:43

got the shit, I stuck the shit on my car. The

23:45

stick on pie. Yes, bro, I did it. All

23:48

right, I did it.

23:49

But that's all I could afford. So I

23:51

made my car cool and I fucking was proud

23:54

of it. Like I drove a Jeep with no top.

23:56

It has some fucking cool, you know, little trinkets

23:58

and shit on it. I thought it was. For me, it was

24:00

cool. Okay. And so like

24:02

you have to understand it's not about how much the car costs.

24:05

And this is one of the coolest things about car culture is

24:07

that true car people don't give a fuck about

24:10

how much the car costs.

24:11

They care about like,

24:13

they understand the fucking culture. Like- Tell

24:15

me the story, what'd you get it? Like bro, you could drive, like do one of the coolest

24:18

cars I think out there is a Subaru

24:20

WRX STI that are fucking totally

24:23

built out.

24:23

I've never owned one and that's something I want to own.

24:26

And I can easily go buy one, right? But

24:29

the point is, is like, that's

24:31

way below really any of my other shit

24:33

price-wise. But I think it's like one of the coolest cars in

24:35

the fucking world. Like

24:37

I think everything's cool if they think it's cool. So

24:39

what I used to do is when

24:41

I see someone, you know, like back in that day, bro,

24:43

people would like modify their Dodge neons and

24:45

shit, right? So they'd roll up, they'd

24:47

have a blacked out Dodge neon with tinted

24:50

windows and you

24:52

could just look and you could tell they're driving

24:54

that car intentionally. Okay.

24:57

And so I would make conversation about their car.

25:00

I would say, dude,

25:01

I like what you did with that, man. It looks fucking good.

25:03

You know, blah, blah, blah. And they'd be like, really? And I'm like, yeah,

25:05

and we start talking about that. And that breaks down

25:07

all those barriers. And dude, then they

25:09

don't have an opportunity to tell you you're just looking.

25:12

Okay. Another thing that you can do

25:15

is, bro, you know, because

25:18

you can't like always, this

25:23

is a higher level question. This is something for

25:25

RIT. I'm getting into something else. The

25:28

point is, is that

25:30

you try to find something common that you're

25:33

genuinely interested in and talk about.

25:35

All right. And this doesn't mean be cheesy

25:37

and fake like you're interested in it. Because if you fake

25:40

interest in that same scenario, if

25:42

I fucking, if I fucking wasn't

25:45

interested in cars and I tried to fucking

25:47

fake blow this dude's ego up a lot of

25:49

his car, and I didn't think it was cool, he'd

25:51

be able to tell. You could tell that. Okay.

25:54

And all of you can tell that. You all know when you're being bullshitted.

25:57

So my recommendation is very simple.

25:59

Practice talking to people

26:02

about things that are irrelevant

26:05

to the sales transaction when

26:07

you first meet them.

26:08

Another thing is, is if you have a business,

26:11

like if you own the business, you know,

26:14

maybe look at like this. How

26:17

much is a bottle of water costs you if you go to

26:19

Costco and buy it on a pallet? It's

26:21

like fucking 11 cents, okay?

26:24

So if you took your 11 cent water

26:27

and had a fridge in the back, and when

26:29

your people walked in the door, your customers,

26:31

your prospective customers,

26:33

you just walked over with the water, said, here,

26:35

enjoy a complimentary water when

26:37

you're enjoying, or when you're looking around.

26:40

Bro, that's a way to break the ice. Oh, thank you very

26:42

much. Or it's fucking hot outside. Yeah,

26:44

you don't ask them if they want it, you give it to them.

26:46

Like there's all kinds of shit. We teach all this shit in our

26:48

tank. All this shit we're talking about, we teach

26:50

these techniques. But

26:53

the point is, is that creating

26:56

rapport around commonalities

26:59

when there's a sales

27:01

question in place is

27:06

important to break down the barrier of

27:08

the resistance. Because dude, these people

27:10

are going to, they're used to going into places

27:12

like the buckle,

27:13

where they get harassed,

27:15

okay? They're used to going into places,

27:18

you know, really anywhere, bro, where the dude,

27:20

people are just up your ass.

27:22

How refreshing would it be if you went into it? Like

27:24

think of it as the customer.

27:26

Think of it like you're the customer.

27:28

What would be cool if you walked into a place?

27:30

How would it be cool to be treated?

27:33

How do you want to be treated? And start treating

27:35

your customers that way.

27:36

That's what works, okay? So

27:39

stop attacking them, start

27:41

getting to know them, and change your

27:43

intent from I'm trying to sell

27:45

to I'm actually just trying to make friends.

27:48

And it'll fix most of your problems.

27:51

Changing your intent, what I just said,

27:53

from selling to making friends, because really

27:55

what business are you in?

27:57

Are you, I don't even know, did he say? No, I didn't. Okay.

27:59

because it doesn't matter

28:01

because ultimately you're in the business of

28:03

accumulating customers.

28:06

So shouldn't the intent be to

28:08

make this person a friend? So at least

28:10

even if they don't buy anything, they at least walk out

28:12

and they say, dude, I went to fucking Andy store.

28:14

That guy's cool as fuck. Shit. Isn't

28:16

that worth a conversation? Isn't that worth some effort?

28:19

See, a lot of you guys are so short-sighted,

28:21

you don't understand that you're actually pushing

28:24

negative word of mouth out the door

28:26

because of how pushy you are in the environment.

28:29

You walk up to these people and you're attacking

28:31

them and they're like, Oh, just looking. And they fucking,

28:34

you know, what they do is they walk out of the store

28:36

and they're like, yeah, that store is cool. It's good. They got some

28:38

good shit, but like, bro, they're on you like,

28:40

like flies on shit. Like the buckle you ever been to

28:42

the buckle. Yeah, bro. And you don't want that

28:44

shit. You want the opposite of that. So how do you

28:46

want to be treated? Find

28:48

commonalities, work to make

28:50

friends, make it your genuine intent. And remember,

28:53

you're

28:53

not in the business of selling whatever it is you

28:55

sell. You're in the business of accumulating fucking

28:57

customers. You do that by making friends,

28:59

make a friend, make a sale. It's

29:01

very simple. Love that, man.

29:03

Guys, Andy, that's three. Yeah. Go pay

29:06

defeat.