Rylee Meek - Entrepreneur, Author, Speaker & Podcaster | Build Your Kingdom

If you're out in a business and you are not able to actually step away, you don't know that business, that business owns you. This past year, we hit over 150 million in sales. It has nothing to do with me. It is about the system. Create a business that's actually saleable, something that you can actually go on vacation with because that's the point of owning a business, right? Otherwise, go get a freaking job. I've had zero passion for anything that I've sold in this model. But at the end of the day, let's make a decision here together and then let's move from this, make it a win-win for everybody. You got to be confident with what you're selling, feel good about what you're selling. There's one skill set that's going to take you far in life. It's how to... Welcome to Success Story. I'm your host, Scott Clary. The Success Story podcast is part of the HubSpot podcast network. HubSpot has been a huge supporter of the show since day one and I chose to partner with HubSpot because they support entrepreneurs. At the end of the day, I'm an entrepreneur, a lot of people that listen to this show or entrepreneurs and it's hard and HubSpot creates solutions for entrepreneurs so it's not as difficult. One of the number one problems that all entrepreneurs have is keeping customers happy. It's one thing to acquire customers, keeping them happy, boosting customer satisfaction is a whole other can of worms. It's not easy. But there is an all-new service hub from HubSpot and it makes it infinitely easier to scale customer support and increase customer retention. Remember, the cheapest customer to acquire is a customer you already have by bringing service and support together in one powerful platform. You can deliver the best experiences for your customers and your teams. You free up time for your reps, focus on complex issues because HubSpot has an AI-powered help desk. You proactively drive retention with customer health scores that keep your business ahead, stopping churn and its track and give your entire go-to-market team the data they need to operate as one unified powerful front. Also, you can easily support, strengthen and grow your customer base. What's the point of acquiring customers if they all just leave? The secrets out, HubSpot's service hub is a game changer. Also, you can better connect with your customers and keep them happy. Visit HubSpot.com slash service to do more for your customers today. So where do Riley come from? What's your order story? Dude, it's funny because my folks, obviously, I had nothing to do with it. They chose my name, but I grew up in a town of like 900 people and my original spelling was R-I-L-E-Y, which is like my great-great-grandmother's maiden name. But the two days after I was bored, another kid was bored and they named him Riley. It's like there's 900 people in this town. How are you going to have the same name and spelling? So my folks change this spelling. So that's how it's R-Y-L-E-E. Not a great story, but it is one. It's your story. That's what's most important. So let's talk about like, so where'd you come from? What's your background? And actually, let's reverse engineer it. What do you do now for people? And then how did you get into that? Cool. So, I mean, are we ripping it right now, bro? Like, yeah, okay. Yeah, I'm totally ripped. Okay. Yeah, dude, this is it. It's not a doubt. Some of these, I'm like, hey, give me the whole intro and then they'd give me a countdown. This is much to sounds good, dude. The less the less countdown, the less intro and the more casual, the better the show. I love it, in my opinion. I love it, man. I love it. So what was the question? Let me- It was just where'd you come from? Yeah. Where'd you come from? Yeah. So I grew up in South Dakota and like I said, 900 people in that town and not a lot of good examples to, you know, what I'm looking around of like, okay, what I want to do with my life. I left around and I'm like, there's a lot of things I don't want to do by these examples. So I quickly realized that again, great people. South Dakota is a wonderful place to be from. There's not a whole lot going on there anymore. So that's- and literally the day I graduated high school, I moved up to Minnesota. Not really to come to Minnesota, but it was more so. I just got to get out of my environment and this was the nearest large city, right? So I wasn't going to be a cowboy and it- well, that's pretty much all there is back there. So I wasn't going to be a cowboy. So 900 people, you know, you want to- you want to have a diversity in your job, a job prospect. So it's not cowboy. So you got to make the moves. Okay. Exactly. Move to Minnesota, right? Yeah. Move to Minnesota. Really more so because I was going to go to school. I planned on becoming a chiropractor because I thought, well, I'm- I guess I'll be a doctor because that's just the mindset you grow up with. Like if you want to make money, well, doctors make money. Okay. That's what- that's what I'm going to do. And as I- as I was pursuing that, I realized that, you know, a chiropractor, for example, is you can go to school and, you know, go six figures in debt and then you still got to start a business from there. And I was like, why would I do that? Because at that- at that point in time, I had actually been making some decent coin with the company Herbalife. I was- I was a network marketing junkie at an early- sales and marketing. Yeah. At an early age, man. And, um, here's the reason why. I took one job. I was 15 years of age. I took a job making pizzas at our small town gas station and back in South Dakota. I minimum wage was $5.15 an hour. And I didn't even question that because it's just when I figured everybody made. And I worked in eight-hour shifts and I did the math in my head and I thought, there's no way in hell I'm doing that again. And so my first day on the job was my last I quit. And, uh, and then ultimately, I was like, all right, what am I going to do? I gotta figure out how to- how to make some money here. And, uh, that's when my- a lot of my family was involved with this- the company Herbalife. And I was like, all right, cool. I drink the cool aid just like everybody else did. And- and started to attend, uh, these success training seminars, which that's really truly whatever anybody thinks about network marketing. And I love the- the industry as a whole, uh, just because it's- it's incredibly, uh, uh, just- I mean, it's- it's positive people. It's- it's just being around like mindseted people that- that want more out of life. And so that's really what I truly loved. It wasn't really the- the product or anything. It was just the culture in the atmosphere that- that they created. And so that's what- but really when I first was exposed to, uh, personal development, like, I didn't realize that I could read books and- and learn concepts on- on marketing and sales and- and apply them. I actually applied then, yeah. And so, uh, the thing about that though, man, is- is- because my family was big into it already, I didn't really have, like, a lot of friends and family to go talk to about this, because they were ourselves- yeah, they- it's like, they were already- they had already drank the cool aid, right? Or they hated the cool aid. And they're like, you're never invited to another family function, because this is all you try to do and talk about. So- so- I wanted to figure out, like, how could I create a- how can I get people to call me? And- because I certainly- I hated the concept of, you know, put- what was like put 10 pennies in my left pocket. And I had to go out and talk to people, at least 10 of them, and I would slowly take the pennies over to my right pocket. Like, these were the tactics that they, you know, and I'm like, I don't want to go talk to strangers either. So, um, so I was like, how do I get people to call me? And at the age of 19, uh, this was what- what I was like, by first kind of understanding of what marketing and- and sales actually was, the difference between the two. But most importantly, the continuity that needed to take place between the two in order to provide a- a smooth sales process, right? Or create an environment in which people just want what you have to offer. And so, I came up with a- a catchy concept, uh, from a marketing standpoint, and started placing some ads in different local newspapers. I don't know if you ever remember, like, backpages.com. I just, like, these cheap, free, like, city pages in my phone, doing my phone ring off the hook. And- and then I'm like, okay, well, I got them to call now, what? So, was this still- was this still for Herbalife? Yeah, at the time. Yeah, man. Yeah. Okay, so you just- is used basically instead of doing, like, the pure outbound, you're just- you just figured a way to market Herbalife, like, effectively. Yeah. And it was crazy because I was, again, 19, I'm taking- we rented a little space, uh, for, like, an office, uh, where I could meet with people. And my phone was ringing off the hook. It was like, all right, now I have to create, like, a package. And how do I get them to actually show up to an appointment? And so, uh, I'll- I'll tell you, the- the, uh, marketing ad that I placed is- all I said was, we pay you to lose weight in an 800 upper. And my phone ring off the hook. So, I got people to call me. It's like, all right, fish on the line. Now how the heck do I get them to show up? And- and so I put together these little packages and explained how we would pay people per pound and per inch that they would lose. And- and started to meet with people and was selling anywhere from 100 to $250 packages of these vitamins. Uh, and- and then ultimately getting repeat orders and things. And so, uh, uh, the- the cool thing was is I was crushing it. I'm selling, you know, over 10 grand a month in these nutritional supplements. The crappy thing was is I was working my tail off. And it wasn't something that- that was like duplicatable, right? And that's really the point of why most people join an marketing company. It's the- they bought into the idea of, uh, I want to- I want to make one percent of 100 people's efforts versus 100 percent of my own efforts. And- and so that- that's what I wanted. And- and then, you know, I'm out of a year and a half into this thing. It's like, cool. I'm making six figures, but I'm working like 17, 18 hour days. And this isn't what I want for my life. And so, uh, that's really what I was like, all right, what am I going to do? Do I- do I- do I go to school? Do I not? Like I started- I enjoyed entrepreneurship. And I- I started to realize I was pretty decent at sales. And- and from a marketing standpoint, I was learning a lot. And so I jumped around to a- a number of different sales gigs. And it really- it really went from selling smaller ticket items to larger ticket items. And just to increase the- the compensation that I had or the opportunity that I had. Because as much as I love the idea of when you're in sales, you know, you kind of earn what you're worth. So to say, it's like, if you want to make more money, you go work more. Um, but one thing that I never truly bought into, man, was the fact that a lot of people say that your- your earning ability is- is uncapped. And I didn't really buy into that because I granted the more that- the higher ticket products that I was selling, the more money I was making, but there was still so many certain amount of time in the day, right? And I can only do so many presentations before I just flat out, you know, I'm exhausted. And so at the age of 24, dude, I- I was- again, looking at all these different opportunities, had some great highs and, you know, some lows as well. But at this point in time, I'm 24. And I came across an opportunity to open up operations down in Mexico for- for another actually vitamin company, nutritional company. And so I was like, I'm doing it. I'm all in. I leased out my condo here, invested pretty much everything that I have. Uh, and- and it was like, we're going all in. And- and so- and my wife actually at the- my- my wife at the time. Well, that- that's a story I got for you. Uh, that- she was- she moved into my sister's- she moved out into my sister's place and was really just staying on her couch as I was like, I'm heading to Mexico. And so, uh, five months into this man, we're- we're grinding down there. Things were going pretty well, but five months into it, the government stepped in and said, uh, you guys can't sell this here and basically kicked us out of the country. So I found myself on a- a flight back to the States. Like, freaking broke. I- I just invested everything into this thing. And as I'm on my flight back, I realized I had- like, were you like a founder? Were you like- I- I would say- you founded it? Like, that why you invested so much? A- a founding, um, a distributor for them, okay? Was it like- so the company was still operational here in the States. Uh, but I was one of three distributors that was opening up operations in another country. So we didn't really have like, hey, we were the trailblazers. We're- we're going to go in and figure this thing out. And so there wasn't a lot of financial backing, um, on their end. Uh, it's so really what- what happened when I came back to the States, it was, uh, like, I- you know, I've spent a lot of my money and I'd least out my condos. So that's like, should I- I- I'm homeless, too. I don't need to have a place to live. I got somebody to stay in in my one bedroom condo. So, uh, my wife and I again just found myself just sleeping on my sister's couch and, uh, it was like, all right, what am I going to do? And for- this is kind of my, uh, a few months really just seeking, like, what should I do? Didn't really want to go take a job, but was willing to if I had to, but I just felt like there was more for me. Uh, like, there's something new that I can build here. And, uh, that was when I came across this- this concept or really this first understanding of selling one to many, right? To groups of people versus just one on one and it- and it freaking blew my mind because I- everything that I'd done up to that point, man, I was like selling- we'd sit down and I'd say like, hey, dude, I'm Riley and then I try to take you from, you don't know me to sign on the dotted line within an hour, two, three, four hours, whatever it was. And, uh, and it- it- it rocked me that I- I was actually- I've went into this room, uh, gentlemen, he had like 20, 24 people in the room and he did a presentation for like an hour and a half. He asked for an appointment and he only met with those that wanted- to me with it, right? The- the- and then- but that- by that point, they were like, well, how much is it? Can I afford it? Or does it make sense? And then he ended up closing some of those. And so I was like, holy cow, dude, if this guy can do the hat, I- I'm gonna get rich doing this. They get so- I- I started just to think of like, what could I sell through this model, through this seminar model? And I took a couple of his ideas and added a few of my own and July of- of 2011, this would have been- I started my first seminar company, which is now known as the social dynamic selling system, but I didn't even know what I was doing. I just- I thought I was gonna be simple to begin with, like, hey, I'm just gonna send it, invite out and people are gonna show up and- and they're gonna want my products. It wasn't the case, but I thankfully did, uh, fail my way through this. Made a few sales, but the thing is I kept just reinvesting back into myself and then into the company, um, and then by the end of that year, man, so six months, uh, through July, to the end of the years of 2011, I'd done 2.1 million in sales. And, uh, from there, it's like, all right, this 2.1 million. Yeah. Yeah, pretty- two point- pretty- pretty- what's the- dude? First of all, congratulations. Well, like, that's insane. And actually, I just want to- I want to like unpack that a little bit before you keep going because I think that when you- when you talk about this, like the one-to-many sales pitch, I think the reason why a lot of people do one-to-one is because it's harder to close somebody on a one-to-many for like a high-ticket item, be it like an actual widget or a product or a service or anything. So, first of all, what is the product? And then second of all, how did you close 2.1 million dollars worth of that product in this type of format? Yeah. Dude, this is what- this is the funny thing is that the product at that time, my first company was- it was installation, LED lighting, and like solar attic ventilators. So, we're talking like residential installation, which to this day, I still do not know what the R means in R value. So, it's- it- this is just kind of funny. I say this, because I don't ever want anybody to tell me because I can't- can't use that line anymore of what R value is. But the point is that I've made millions of dollars not being a, you know, not really knowing what that product actually, the ins and outs of it, okay? But what I did figure out and learn is, is people don't buy what they need, they buy what they want. And it was like, all right, people need- they may need proper installation for their home, but do they actually want that? Like in understanding how to create a message and figuring out why they would make a decision, you know, an emotional decision. And so, as I was learning these things, I mean, I was literally just taking tons of notes on myself of, okay, when I said this, what did they do? And at the end of every presentation, at the end of every sales appointment, I was just tracking what type of responses that I got. And so, as I mentioned, you know, my first one, I made a few sales, you know, call it 10-12 grand in sales. And I was like, all right, that's enough for me to continue to do marketing for this. And I just kept reinvesting back into it. And so, you know, our average ticket at that time was like $4,500, but all residential, so direct to consumer. And so every week, I was in a different town, different market meeting with homeowners that that we're looking to make their homes more energy efficient, keep it warmer in the winter, cool in the summer. And, and you know, more so speaking about the, the benefits than about the features, right? So, you know, the old people don't buy a drill because they want a drill. They want, you know, the hole in the wall, but they don't even want the hole in the wall. They want the picture hung. And it's even beyond that. Like, they don't what the heck does a picture hung do? It's more about the feeling that they get the pride in their home or whatever that is in being able to speak into that to somebody to take them on that emotional journey to ultimately make make that that by decision where we're really it's they're not keeling sauce. You something to yeah, man. Yeah, exactly. You know, I want to say something on this point because this happens a lot and you've done it in the early days with seminar selling. And now people also just with drop shipping products and whatnot. They're just finding the best possible way to sell a certain product or service or widget. But when you do this, like for example, you're not the product expert in this particular product. So, how do you as an entrepreneur make sure that you are delivering value because that's going to increase the longevity in the lifetime of your business as well. If you'd sell them and stuff that doesn't work and their house isn't warm, that I can guarantee you they're going to be obviously really pissed off, but also not come back for you or refer any friends or really be the strongest marketers for you, which is evangelizing the products. How did you do that? Yeah, well, absolutely. I mean, certainly morally and ethically everything I can safely say I've had zero passion for anything that I've sold in this model zero. But morally and ethically, you got to be you know, you got to be confident with what you're selling feel good about what you're selling because as you mentioned, like that's that's just either you're a shady shady dude. You don't give a rip, which isn't going to last long or you know, you really care about that stuff, but it needs to be it needs to be something that overall is helping somebody. But again, back to just like people don't buy what they they need, it's like everybody needs and everybody everybody needs like good health, but do they want it, right? So it's like how do I how do I make them want it? And so knowing that it and that's why I can safely say that I haven't had any passion about it for anything that I sell, but my passion is really truly the vision that I have for my life being able to take care of my family, being able to take you know, my wife, a daughter, and you know, fulfill our goals. And if I if I know what that is, I can look for opportunities as an entrepreneur and always bring my passion with me, right? So I don't care what the product or service is if it's ultimately for the greater good and it is serving people, which comes back to really just like what what I believe sales actually is, you know, one of the root words, the Norwegian root of it was celier, which essentially means to serve like and so people if you have that that mentality going into it like I'm here to serve and you know, maybe my product isn't for you, maybe it is and we're going to find out in this process and I'm not going to sell you something that you don't that you don't want, right? And but we're going to find out. If so, if there's anything that we've been really good at or what we've really been focused on over the last decade is we get people to make decisions and that's the most frustrating thing for for most people and sales. It's like the old I want to think about it, right? It's like what do you got to think about? You know what I mean? So the decision can be no, but I just want I want to know so I'm not wasting my time and I can move on to the next, you know, the next person or next prospect, but at the end of the day, let's make a decision here together and then let's move from this and it make it a win-win for everybody. And that's okay. So that's how you made I thought you made significant money. You were doing group seminars, so obviously it was selling at scale. Now, how did this business progress into what you're working on now? So you this obviously wasn't the the last thing that you built that you've done many things since then. Yeah. Yeah. A lot of things because so through 2012, it's like, all right, this is good. What I'm selling is you know, it's obviously helping people. Can I can we grow this thing? And in our tagline, really now is we are a sustainable, predictable, but ultimately a scalable selling system. And when I realized that this thing was a system as well as a machine, I started just to recruit and hire and kind of step back to work on the business versus in the business. And by the end of that year, I had 38 or excuse me, 26 sales crews across 38 states and they were, you know, every single week we had seminars going in different markets like you could literally throw a dart at a map and I could find a local venue that would host us and then I could buy the data and you know, get people to show up to our event. So when I realized that, it was like, all right, what else could we sell through this model? And at the end of the day, this model isn't for everybody. Like if you if you have a $48 widget, this isn't the selling system for you, right? With no additional like lifetime value to that customer or prospect, this is a high ticket, you know, sale that will ultimately be able to keep this when I say sustainable and predictable. Like I want to know if I'm if I'm putting three quarters in a slot machine and I get a dollar back every single time, that's what I mean, I'm going to just continually put those quarters in because I know what that that ROI is going to be. So from, you know, from 2012 to now, it's hard to believe, it's freaking 10 years already. I've started eight different companies, completely different industries from, you know, home remodeling, the construction world to insurance, to medical, cosmetic, financial, real estate syndicates and every single one of them, we went we did seven a couple then we actually hit eight figures within the first year of every single one of those launches, simply because it wasn't about the product or the service wasn't about even me, it was about the system, right? And it's just like if it's a plug and play system, if I could just get, find a product that had a proper ROI, it I could, you know, market direct to consumer. Okay, this this most of the time is direct to consumer versus a B2B model. And then we're ultimately able to create that environment where people just want what we have to offer. So the point of that is is again, back to I don't have any passion for any of those products, but I, my passion, I really, I loved working with people and, and, and being able to show them how to make money or those that have a great product or a great service, they just don't know how to reach the masses, like that then you're not helping anybody. You can have the greatest product in the world, the greatest service in the world, but if nobody knows about it, it doesn't matter. Like if you build it, they do not come. I don't care what that movie has ever said. It's, it, you got to have a system in place to continually bring leads and sales into your business. Otherwise, it's not even a business, right? So that's when I transition more to consulting and it's like, all right, if I don't care about these products, what do I really care about? I care about people and, and I want to help them make money and, and achieve the goals and, and the vision that they have for their family. And so we started to consult and teach people this process. And, and, and then through that, man, as, as, come, he has it sounds. I really believe money, money only makes us more of who we already are. And, and it's a great magnifier. And when I started to make a lot of it, I realized, I wasn't that great of a dude. And, and, you know, hence I said my first way. Okay. And, and so I did a lot of stupid things when I started to, you know, have the freedoms that I didn't have before. And, you know, find myself flying all over the country and, and going in and out, bottle service, whatever it is. And, and I was just doing a lot of dumb, dumb things that I realized I was helping people create wealth, right? And, and, and, and, and put an incredible system in place, leading them down the exact same path that I realized is, is not a path that that's long term going to be helpful. And so it, when I've had that understanding again, just kind of that feeling of unfulfillment of like, and it most entrepreneurs, anybody even in sales, it's for us, it's like the thrill of the hunt. Like, even, even my first marriage, like the day, literally the day that she said I do, I was like, chitching, check the box. Now what? And it's, it's, it's, it sounds terrible because it is, but that, that was my mindset back then because I wasn't mature enough to really know what, and I really believe this is why I started one business to the next to the next to the next because it was like, what, what else, what mountain can I climb today? What, what can I conquer today? And, and when I realized even helping people, there was certainly a, an amount of fulfillment within that, but there was still like, just this, is this it? Is this like what I'm supposed to do with my life? Because you, you, you feel like you've, you've achieved the, like you've won the game, right? Like you've achieved the success that you never thought was possible when, and you, and you set that milestone when you were a kid and then you, you did it. And then, and then, and then you do all this shitty stuff that like ruined a marriage and isn't the way that you know, you'd want your kids growing up and you're like, well, this doesn't seem like successful anymore. Right. Exactly. And I remember this day so clearly, you know, we live in, and where I'm at right now in Minnesota, uh, and in the summer, it's beautiful here, right? Nine months out of the year, sucks. But what are those summer days? I was sitting downstairs with my wife and I was just like, thinking again, from the outside looking in, you'd think we've got it all going on, but there was just like this complete feeling of like, is this really it? What, what, come on, God, like, is this why I'm put on this earth? And, and I just knew there was something more. And so as I was looking across just like, what's out there? Like different, I've been a part of so many different masterminds and, and different coaching programs. And, and I always thought coaches were full of crap, right? And mostly because those who can't always want to teach, right? It's like, well, look, I mean, I've never seen, uh, even a college professional professor that teaches business or get a kitchen MBA. It's like, well, how many businesses have you started? Oh, no, and you just teach it. Got you. Got you. Cool. Uh, so I, I never had any respect. Call it that for it for most people in that kind of lane. And so as I was looking out, it's like, I don't really want to be a coach. I like to consult, but people need help in, in, in, in these areas because I was living proof of it. But I wanted something that was that had some, like, some foundational, like truth to it. And so as I was looking across the, just the whole space, it's like, there's nothing that, that really I felt was like long term or kind of a well-rounded approach of, of who I am. Because there's, there's some again, I can go, uh, teach you how to make money. Cool. I can teach you how to get six, six back abs. Cool. Uh, whatever it is. But is there something that's like, can I operate at a high level? Yeah. It can operate at a high level in all areas of my life, like mentally, emotionally, physically, spiritually, and financially. And have more of this like harmonious type approach to life versus that idea of balance, like work life balance. When I think of balance, I just, that means one end is not getting attention in the other is. And I didn't, I didn't want to do that. I wanted like, can I have that, that type of life where I can actually operate an excellence in all areas and not get burned out? And, and I didn't see it out there. So I thought, well, can we create this? And, and that's really because of the systems that we have in place with, with our seminar side of things, I've still involved with that because I love it. I geek out it. Then I go do seminars, you know, at least once a month, just to know that I still got it, right? It's like, you guys get kind of throw your hat in the ring every now and then make sure my sales guys know what's up every now and then. But, but really it was what I've been doing over this last year and a half is focusing on our coaching program, which is called the Kings Council. And that, that's where we teach again, mostly entrepreneurs, high level entrepreneurs on business. We have a business mastermind and, and, but not just on business, right? Like, this is, yeah, we get together on a monthly basis and, and we mastermind, but also we, we get together and we talk about, you know, nutrition or sleep or relationships. And so it is more of a high level, call it more of like a human optimization type of a coaching company that we have that that really promotes more of this harmonious concept of how to live excellent in all areas of our life. So that's, that's my passion project. We'll call it now. And you're making a lot of money with it, right? But by, by other companies, afford me to be able to do what we do with the Kings Council. I just want to take a second and thank the sponsor of today's episode HubSpot. Now, HubSpot has an incredible podcast network, the HubSpot podcast network. My show success story is part of it. But if you love great podcasts, you have to listen to imperfect action hosted by Steph Taylor. She cuts to the chase. She dishes out actionable strategies on online marketing, content creation, social media, and more. Steph is your marketing obsessed friend. She's been in the trenches for years. She shares what works and what doesn't. So you skip that costly trial and error. If you crave friendly, educational content that gets results in perfect action is your new favorite podcast. Check out imperfect action wherever you get your podcasts. I also think it's also a very important thing because you're right. I think the things that are not discussed again are how to create a life that sort of checks all the box across everything so that you aren't letting your relationship with your spouse, your kids, your parents, your friends fall through just because you're working 17 or days or whatever it is. I think that that's very important. That's when you start to see mental health issues and burnout and addiction in entrepreneurship because there's no rule book for it. I can go on YouTube and learn how to run Facebook ads campaign or I can go learn how to even raise money from a PE firm, but I can't figure out how to properly manage a relationship with my wife if I keep blowing off plans that she's made with her friends because I'm working too much. Absolutely, man, that's important. It really is. What we did, and again, I'm remarried now very happily married and still have an incredible relationship with my ex because of the growth that we've been able to even experience to the point where I've 10-year-old daughter, Ellie, was from my first marriage. It's been incredible to just know that because I've been able to own a lot of my mistakes and walk into that because at the end of the day, I'm looking to, I want my daughter to know what is it really like to have a marriage of true, where it actually in love. I want to be that representation. She knows what that's like and to even have a husband, to know what type of example, I want to be that example of the husband that she needs to be looking for. Having a kid changes a lot of things in how you look at life and realize that it ain't always about you, but what are we doing to lead this place, a better place in ultimately than the ultimate legacy? In order to leave a legacy, I really believe you've got to live your legacy full out while you can and ultimately then you'll be able to actually leave it. I'm just curious. Before I want to go into some of the points you teach over to Kings Council and to the people that you're trying to help have mastery over their whole life, but just to cap it off, over the lifetime of your business, because it's interesting to me, this social dynamic selling system, this one-to-many-selling system that you copied and pasted this playbook across multiple industries, what were the revenue numbers that you eventually achieved across all these industries over the lifetime of the business? Because I think that's also very interesting, because I know a lot of people sell direct to consumer, not with this model. So what have you actually been able to achieve with this? Oh, yeah. So we've definitely, this past year, we hit the over 150 million in sales. And those are just my companies, not the companies that we've consulted with. So I mean, that number would be, I don't know, I don't even know what that number is in a lot of life. I should know that actually. But yeah, it's, and again, it has nothing to do with me. I want to make sure that people know that it is about the system. It's like, thankfully, we've been able to figure out how to dial in this system, and it works in all sorts of different industries. So the point of it is that systematization, because if you're business, if you're routed a business, and you are not able to actually step away from that business without it, no fault there, like it, that you don't own that business, that business owns you, right? Like, if you're looking to create a business that's actually saleable, it's something that you can actually go on vacation with, because that's the point of owning a business, right? Otherwise, go get a freaking job with a lot less stress, because that's the point of having something work for you, so you can do a lot of the things you love. The funny thing is that running a business is usually what a lot of entrepreneurs love. Like, I'm the same way. I still geek out to it. Like, and why I still take our clients from a consulting standpoint is like, I love it when I get a call booked, and it's like, they want to discuss if their product is going to be work with this system. I'm like, look at my chops. I'm like, what's their product? Like, because this is going to go something new. And so, back to the system, the systematization of it is, we have an insurance agency that is still that, you know, running. We do seminars on a regular basis, because if financial advisors, I mean, I didn't invent this concept, one to many by any means, it's been around for decades before I ever had the introduction of it. But what we've been able to do is really, really scale this thing and dial this in to work in so many different verticals and industries, and how to create that sense of urgency, how to craft a presentation to take people on that emotional journey that, again, want what you have to offer, not feel like they're being sold something, because nobody likes to be sold, but everybody likes to buy. And so, how do we create people and walk them down a path to ultimately make that buy decision? And that's really the point of this that has allowed us to take it from industry to industry to industry, and why I still geek out to it today, because I mean, it's just fun. It's just so fun to help people build their business and, you know, achieve their goals. And that's really the fulfilling part on our side of the situation. But yeah, I mean, it's a nine figures in revenue to answer your original question, and that's been, yeah, just allowed us to, and not even, that's just because of that, it's given me so many other opportunities to invest into and to be a part of so many other companies that aren't necessarily in that wheelhouse, but more passive type of investments that, that, again, still allowed me to afford the things to do, you know, what we really want to do. Okay, so then let's talk about, let's talk about your passion project. So I'm curious, you speak about the importance of five pillars. That is, that is like the true core, I guess, that you teach over to entrepreneurs. So, so speak to me about some of those pillars, why they're all important. Actually, before, first, before you speak to me about those pillars, I want to understand why you double down on on God, why you double down on on that piece of the business, because I also find that interesting, I find entrepreneurs that focus on religion, community, God, there's a reason why, because unfortunately, God is no longer in vogue in the general population. It's, it's not, it's not the same place it was. That, that, that significance is not there as it was 50 years ago, 100 years ago, right? So why did you choose to include that as part of your, as part of your passion project? Well, I mean, obviously walking through the, the life that I had, knowing again, I've made a lot of dumb decisions and, and it wasn't ever that I didn't go through a point or have a point in my life of where I didn't believe in God. It was like, yeah, I always believed God was for me and, and there, but there when I wanted him, right? And it was like, I'm going to do this thing my way and then maybe at some point, I'll dial him up every now and then. And so through that, that process, it was like, back to that fulfillment side of things, I really had to just take a look at like what, what really did get me excited about life and then developing those ultimately core values that that I felt were important to me. And then ultimately, just knowing like it ain't even about religion, right? Because there's a lot of religions out there. And, and for me, man, it's about a relationship with, with my savior and, and, and doubling down on that is like, why wouldn't I? I really believe that, you know, God's greatest gift to us is life itself. And, and our greatest gift to him is what we do with it. And I believe work, work called to, we're going to be accountable for that, right? So like, if we're, you know, managing what he's given us and we're taking care of it well, then, then, I mean, that's really what we're called to do. And so where, where I think a lot of, and so when we talk about God, I'm a Christian. I'm a born again believer in, in Jesus Christ. And like that, I don't have a problem saying that full well knowing. A lot of people out there already like, even listening to this, they're like, oh boy, here we go. But I would do what to say is that I ain't your normal Christian, right? Or what you maybe even think is a normal Christian or what, what I believe is just the, the Christianity community has gotten a lot of it wrong. And, and, you know, and when I look in the word of God, and I'm reading through this here, and then I'm trying to line up what a lot of you mentioned, just religion is taking place. And I'm seeing the differences throughout the word of God. I'm like, this is, this doesn't make sense. And, and part of that even is, you know, when, when, why so many Christians actually even struggle with this idea or concept of, of making money, they're like, well, if you make money, you must be greedy. You must be a, you know, a bad person because you're going to do bad things with it. It's like, well, no, if that's kind of the boy, like we're, we're, you know, and this is where I believe the church in itself has gotten a lot of things backwards. And this is why first off, if, if, if, if you're a true Christian and you're like, you want to, you want to show people, oh, God's the way. And, and you should, you know, accept Christ into your life. Like, you should have the fruit in your life that people want. Right. And, and when I go, when I look around, and I even see, you know, the freaking car driving down the road that's got the Jesus fish in the back of the, the windshield, it's like a 1984 Pinto. Like, I don't want any of that. Like, are you kidding me? Right. And so it's, it's, it's, it's, I've just been real here because it's, I think this, it's a frustration for me. And even just an understanding that it's never even about the money or the material things that you get, but it's about the disposition of your heart. And I want to be, I believe Christians should be the most attractive people on the planet. They're not, they're flat out aren't. And then we're wondering why people don't take it seriously or, or, or believe that there's actually authority and power in their God, uh, when they're running around here, you know, just hoping to get by and praying for their miracle that God's going to take care of them yet, yet they're, you know, eating Cheetos and Netflix and then chilling on that. And it's like, we're called to work and, and, and make money. It's, the Bible tells us many times, you know, about the power of money, power that we give it, that we give over it. But also, it says that God gives us the power to create wealth and that we should actually be doing that if we can steward it well. And so that's where, where my heart is with it. It's like, that's what I want to do. And, and I'm not going to sit out, be the dude on the street corner on my, uh, soapbox with the bullhorn, say, and turn her burn, uh, cause who that wants that? Like, I mean, what, I don't, I can't imagine that there's ever been one person that's like, you know what? That guy's right. I should go listen to him, right? Like, what do you know? But I want my life to have the fruit in it that other people want, right? And not from a, a, a, uh, arrogant type standpoint, but I want to be able to, to walk this life out in a manner where, where people can actually truly, uh, see that it works, that there's these biblical principles actually work. Uh, and, and if you actually apply them, cause I do believe there are true principles that at work within the Bible, no different than the law of gravity, there's, there's spiritual laws that apply if, if you actually, uh, see them through and just so many people don't. So I'll get off my, my soapbox there on the Christian community, man. But that's really what, why I've doubled down because it, it's, it's not about religion. It's, it's a relationship and, uh, just how incredible my, my, that my life has been, now that I actually have that foundational truth and an understanding of, of why I do what I do. And, and outside the content, outside of Christianity, I think the important thing is, is holding yourself accountable and, and removing the selfishness and giving back to people that are in the community. I think that transcends any religious or non-religious community. I think that those are just good things to do. He bent and absolutely, yeah, absolutely. Okay. I want to go into, okay. So the five pillars that you particularly chose, why are these important? And, and try and tie them back to somebody who was like a high performance individual, somebody who was trying to build something an entrepreneur. Um, how do they sort of think through these different things? How do they impact their life? And what are the pillars as well? Yeah. So the five pillars, uh, I mentioned them earlier, but mental, emotional, physical, spiritual, and financial and, and why I believe these are so important. Uh, I kind of equate this back to, we have some, some events called become the CEO of your life. And why we, we've called that that was really, I think if we were to approach life, like we approach business, like the way a CEO overseas and runs a business, uh, there's, you know, the sales department in business, there's the marketing department, there's HR, right? There's maybe the fulfillment side. Uh, there's all these different divisions. And when you're running a business as a CEO, they got to make sure that they're pulling levers and making sure that everything's running at a high level. Uh, but if you take that concept and you think, okay, if as the company as a whole, if the sales department is struggling, they're not bringing in sales to the company, who, who has a whole struggles? The entire company, right? The whole company. Yeah, if they don't make money, the lights are right. That's yeah. So if sales is crushing it, uh, because marketing's doing a good job, but, uh, nobody's fulfilling the orders, who struggles? Like the whole company, right? So it's, it's an understanding that everything needs to, to be operating well in order to have a, a, a good solid business and, and something that's going to continually, uh, create, you know, create revenue. And, and so that, that's, that was my idea or concept with this, like mentally, if I'm crushing it in business, but mentally and emotionally, I'm, I'm a freaking train wreck, who, but, but financially, everything's good, but everybody hates me because I'm a boss, and I'm not an actual leader, right? Like eventually, that's not going to last long, okay? Or, or how many actual, uh, CEOs will call it are, are crushing it financially, but their health, they're like a walking heart attack, right? Or, or they're spiritually, they're like, I'm doing this, but I'm not really sure why I'm doing this, which was me for a good chunk of my life. Like, I'm doing this because I want the, the, you know, I want the jet, I want the, the Ferrari, I want all these, these great things and then still feeling like crap at the end of the day. And so if, if, if we can operate in excellence, knowing that one isn't necessarily more important than the other, but they are all important, okay? Mental, your mental health is really important. Emotionally, and the, and the difference between mental and emotional, mental, it's, it's, mental would be more of like, I'm, I'm, I'm coming to a situation and be optimistic. I can be positive. I'm mentally strong, but emotionally, what happens to you when stuff don't go, it doesn't go your way, right? Like a bike Tyson's like, it's, everybody's got a plan until they get punched in the face. And what are you going to do after you get punched in the face? And so how are you on the emotional level to be able to, you know, lead your marriage or lead your family, lead, lead your company the way that you need to? And so everything is, is, is for the greater good, but we can't be neglecting one or the other to try to get the other ahead of one because that's not a sustainable life that anybody wants to live, you know, long term. And so that's the idea behind these five pillars. And, and so we coach people through this process of, of, you know, how to develop the core values and, and their mission, their vision, their purpose for their life, you know, and then from there, some people come to us and it's like they, they want to do start a business, but they don't know how. So we'll walk them through that, but we're always going to start with this, these foundational truths of like, why? Like, why, why do you want to start a business? Number one, I'll tell you, it's a lot of work, right? And you better like have some delayed gratification, right? And so it's, it's understanding that, you know, what's going to, what's going to push you through to when emotionally things don't actually go your way. And ultimately, just kind of walking people through that process. So that is the five power pillage, man. No, it's, it's very important. I love, I love like simple, I love simple frameworks that can have a meaningful result. If they get these things right from the get go, because like you said, these things obviously very much apply to entrepreneurs, but they will also apply to entrepreneurs that people within a company that are just trying to figure out how to excel again. Anybody who is, is trying to push themselves so that they're doing more or moving up or getting, or, or taking on more responsibility, you have to do these things very gracefully, because if not, there can be a lot of negative in, in quote unquote, succeeding or, or getting the raise or starting something new. There can be a lot of negative to it as well. So I think that setting yourself up and like your, your framework, like your cornerstone from like the ground up with these types of spiritual, mental, emotional, financial, physical, I think these are so integral. And I don't think you should ever sacrifice one for another. And I think that I'm going to pull a number out of the air, but I'm sure I'm not that wrong. Like 95% of entrepreneurs definitely sacrifice some of these things for other. Absolutely, man. Right. Yeah. If not more than that for sure. That's a good yes. Like 99%. Like every, like the house, like people just balance is not a thing. Because again, the worst shouldn't be balanced to be like integrated, especially in an entrepreneurial environment. Like you, whatever you're doing is not going to be easy. I need a better word. Definitely at the beginning. Oh, I need a better word than harmony, because I feel like harmony is such a sissy word, man. What would have led me out here? Like I guess you could do like integration. You could do like harmony. I'll think of something. I'm not thinking of it now, but I'll think of something. I'll show you. That's the job. Anybody listen to this thing? Like, you know, DM entity. Yeah. I usually have a better word for basically, basically making it so that you what you do, how you operate in life is checking all the boxes, but every single day. There's no, there's no, there's no, there's no, I think like the, the proper way to say is like enjoying the journey, but doing the journey properly. Probably absolutely. Absolutely. Man, because so many people will, as you mentioned, just like, they'll, they're so focused on what they want in the future that they're not present with who they are right now. And so you got to trust the process. Number one, success leaves clues. So if you're looking to, to start a business, like go find somebody that's already done that type of business and just go be around them, right? It's like that comes back to just find the fruit and people's life that you want. Go freaking be around. And that's what I've done in every tier of my life. Tier. I don't know if that's the right word, but like, it was like, I want art portion season. Yeah. Yeah. It's like, I wanted it. I wanted what they, they, I found out what I wanted and I looked for people that had it. And then I just went them and asked, I should do that. And then I'm just going to follow those steps. And so it's, it is a, a, it really, back to just the success leaves clues. It's like just, you got to be looking for those opportunities. As we talked about, like what an entrepreneur should be doing. Look for those opportunities. Bring your passion with you. And, you know, just enjoy life. It's way too short, man, to not enjoy what you're doing. Amen. Amen. All right. The other thing that I want to go into, which I thought was another interesting point, because we kind of touched on it. We danced around it. What are, what are your particular leadership principles? You mentioned in, I think, in a lot of, a lot of the content you put out, steward leadership principles. So there's four of them. And why are these the most important leadership principles? We didn't really go into leadership too much, but I know that everything we talked about is kind of a good leadership lesson to take in mind as you grow, but go into these ones in particular. Yeah, definitely. So, when I think about steward leadership, and why I broke it down into steward leadership, because a lot of people think of leadership, they've heard like servant leadership, right? Even in the Christian community, like they say, Jesus was that that servant type leader, which is, completely accurate. But I really think from a steward ship standpoint, which is one of those words where it's like, what does that even, even mean? And at the end of the day, I think of steward ship really as, as management, right? Like if, if, if I'm going to steward something well, I got to manage it. And I got to, I got to like understand the responsibility that I need to take, which is one of those principles. So first off, there's ownership. I got to actually take ownership with this role, whether you think you're a leader or not, you're, you're a leader, right? It's just understanding if you're going to step into that role and own the role that you're in, okay? Whether you're in a job or if you're a husband, right? Or if you're a wife, you're a leader, okay? You're leading somebody at some point throughout your life. So owning that role, taking it seriously, and then understanding that, you know, to manage something, doesn't mean to just keep it in order. Like think, I mean, if you have a money manager, you give that money to somebody with the full expectation that they're going to make more of it, right? Like that's their managing it. And that's the same thing. That's a biblical principle that, that we were called to manage it and, and do more, which to go for to multiply what we've, what we've actually been given. And so taking that seriously is really the concept of, of what steward leadership actually is. There's ownership, responsibility, the accountability that, you know, we all have, we're going to be accountable at some point with the things that we've been given. And then ultimately, just the idea that there is a reward that that that we will receive at one point. And so whether it's, you know, the earthly reward of, hey, I'm going to lead these, this, these employees well, or lead, lead my sales guys well in order to make money on this, this business endeavor, or whatever it is, but there is a reward that's actually due at the end of the day. And more so knowing that through that understanding of what steward leadership is, there is a servant component to it, right? And leading by example, having that influence in people's life, but going about it in a manner that of stewarding it, well, taking it seriously and being willing to have that responsibility and accountability is really what we coach out and how I lead, you know, all of my companies, but why we teach people to lead in that manner as well. Because people want a leader that that's not always right, right? People don't want to just follow somebody that that's always right, but somebody that's always real and going to be able to to lead appropriately and be able to say, yeah, I got that one wrong, right? But knowing that that's, that's okay. But we're going to we're going to lead this thing together or we're running this race together. And that's just again, really the idea or concept behind steward leadership versus anything else. And the last thing I wanted to touch on, so I want to do this. I want to do one more one more question, just a little bit more on sales and influencing that's interesting because you've done it for your entire career. And then I and that's also what you teach over. Then I want to go into just some rapid fire questions to close it out just to pull out some insights from your from your life. But yeah, so I thought, you know, you've you've taught over sales quite a bit. So I'm curious as to what your advice would be for an entrepreneur that is trying to sell to influence how do how do you do it because you mentioned this a few times that I didn't really go into it when you mentioned it, but I think it's a good point to close off on. So you now built a selling system, but you are very purposeful about how you sell and not to manipulate not to get people things they don't need. So what is your advice for somebody that's trying to learn how to sell? Learn how to communicate because at the end of the day, communication is if there's one skill set that's going to take you far in life, it's it's how to communicate effectively. If you're married or want to ever be married or have that marriage last, learn how to communicate, right? It's like I think most divorces are they say that finances is like the number one reason that they get divorced. Well, no, it's the fact that they didn't communicate about finances that why people get divorced, right? Because if finances was the real problem, then it that's not that's not the problem. It's like it's just understanding did they have a game plan to the communicator part about it appropriately? That's a call on that tangent. But that's is what I've learned, but I've used those skill set to lead organizations into ultimately teach sales principles as well. Because, you know, how we say anything is just as it's actually more important than what we actually say, right? From a sales standpoint, we have a book a row called intentional influence that is we go into a lot of these different sales principles. But one of them being of when we're communicating in any in any given situation, the words that we speak really only make up like 7% of what's actually communicated 7%, okay? So that means there's 93% that people are receiving in a manner where it's more about the tonality that we use, right? In the overall physiology, the body language that we have. So, especially when you're selling to a group of people, it's a totally different dynamic than here when I'm selling one-on-one. And so we want to make sure and here's a prime example just to go back to the 7% is the words 30, what is it? 38% is the tonality that we use and then I believe it's like 50, 53% is the actual physiology or body language that we have. So I think that equates to 100. It's pretty wet around those numbers. I don't get the book. I can't do that math in my head. But the real point is if I mean, if anybody's got a text from their spouse or significant other that it's like you ask a question or you say what you're going to do and if you've ever just got the word K or the letter K back, right? It's like, is that like a good K or why is there an okay? And then we start to put tone on it and go down this rabbit trail of like, well, why, you know, is she mad at me? I don't really know. And then all of a sudden, she was just in a hurry and she just had to put K real quick. It wasn't, you know, what she said wasn't there was nothing there. You just write into it exactly. So, so those are what's just so important when communicating effectively and why I freaking hate text. So even with our sales guys, when we're communicating, it's like I use an app called Boxer like I'm going to I'm going to physically talk into it and even this like why I do most of my interviews like this, I do standing up because I, you know, you can feel it. You can hear the voice inflections that I have based upon the stories that I would tell because it's impactful versus just somebody that's going to come up here and say words for, you know, what I mean, it's just like it's so important when when there's an energy to it. There's more to it. Yeah, absolutely man. So, so yeah, that that that's really what we teach from a sales standpoint is how to influence how to communicate effectively because that you can, you can do, if you could do that, it doesn't matter what the product or service is, right? You can, I'm proof of that. Our system is proof of that. So, I mean, it's good, right? You want to make sure you're providing a good product or service, but then if you can communicate effectively, you'll be able to do anything, whether you're a stay-at-home dad or a IT person or CEO. You can, you, anybody can, anybody can learn effectively how to be a salesperson at the end of the day. Yeah. Okay, and then before I, okay, so I'm going to pivot to rapid fire, but just to close out any other, any other, any other excuse me, closing, closing thoughts on on what you hope to accomplish, what you hope to teach over, what you hope to inspire people to do like when your time on earth is gone. What do you want people to say about you and your work? Oh, to say about me, I would say that the, back to the living that legacy to leave that legacy, that's really what I want, I want to them to say that I led by example and, and the fruit in my life actually was what proved that, and so because I, anytime that I seeked out a mentor in my life, it was, it was great because they had that particular fruit that I wanted. And then when I got close to them and maybe peeled back the hood a little bit and realized that that wasn't what I thought. That's not what social media said, right? Let's just start like that was the picture that I painted and I'm like, okay, guys are freaking trained record. This woman is not what I, what I thought. And so I never want that to be the case of what people experience with me like what you see is pretty much the place you get, whether you like it or not, that's the fruit that I got. And so that's, that's ultimately just creating an environment where, you know, where people are, you know, number one feel loved and accepted and just want to do life together is, and ultimately that's what we coach in our, in our program. And, and what we're teaching the philosophies that, that we teach, that are going to be passed down to, to Ellie, my daughter, in ultimately just that, that, that she is the fruit that are one of the pieces of fruit, ultimately that, that I had actually lived on this earth. So how's that? I love that. It's amazing. Where do people connect with you? Where your social, your website, all that? Yeah, so I've got a podcast called The King's Council Podcast. If you're listening to podcasts, I imagine most of your listeners listen to the podcast. Hopefully, right? Yeah. Yeah. Yeah. The King's Council podcast is, is, uh, we've got new content every week on their man or YouTube. You can find that on there too. But, uh, that would be the best spot. King's Council podcast. What, what's a social handle for you to, like a Twitter Instagram? What's, what's Instagram? So the Riley meek. And as, as, you know, Riley has spelt a little different than, than most people, but R Y L E E M E E K. So the Riley me perfect. Um, okay, let's do a couple of rapid fire to close this out. Uh, biggest challenge. You've overcome in your personal or professional life. What was it? Had you overcome it? Would you learn from it? Ooh, I would say his challenge, jeez. My folks got divorced and I was five. And, uh, I would say, I don't go with that. Just really because it wasn't something that, you know, I had any control over, but, uh, it was something that I felt like I had to navigate. I really think it was, uh, my first understanding of what sales and marketing was, uh, you know, in how to, when I was with one parent versus when I was with the other, I had to navigate through a lot of that and, and without trying to make, without, without launching one parent to feel like I loved one or the other. And like, as for a five year old, I, I mean, I vowed to myself and this is why I struggled so much with my divorce was I made that vow to myself at a young age that I was never going to put my child through that. And, you know, that, that I did. I actually did do that. And so it was very hard for me to, to swallow that, but, you know, learn through that process of, of what I really wanted Ellie to, to learn and know what a true relationship should look like, uh, versus what, you know, her, and, uh, her, her, her mommy and I had prior to. And so, uh, I'll go with that, man. How about that for the biggest challenge? No, that's, that's amazing. That's, and that's a tough, that's not an easy one either. Um, okay, next question. If you had to pick one person, obviously, there's been many, but pick one person who's had an incredible impact on your life. Who was it and what did they teach you? I would say my stepdad and, uh, mainly because he had, uh, raised me really from when I was like eight years old through 13, uh, which was really a prime age in my life. I spent a lot of time with him. You know, I ultimately still went to, to live with my dad and, uh, but during that time was a, you know, my stepdad was the guy who had a business, uh, and was an example that I could, do whatever I wanted. Like it, you know, it allowed me to really open up my, my eyes and see that there was more to life than just working a nine to five job and, and that I could actually go and do and, and accomplish more than just what I saw in my small little community in South Dakota. If you had to pick a book or a podcast, um, something that had an impact on your life, what was it? Uh, a book would be the science of success. Uh, James Arthur Ray was one of the book I read when I was like 18 it freaking rocked me. Uh, I think the guy might be a prison now, but, uh, so he's a little out there in some, some of this concepts, uh, but like for a spiritual standpoint, but you could take a lot of what he, he taught through his book. I thought I grabbed a hold of it right away, uh, which I think is just, uh, was a lot of me to get open my mind a little bit different and that there, there actually is a science to success. It, it starts with our mindset, uh, and that that's one that really had a huge impact on me growing up. If you could tell your 20 year old self one thing, what would it be? Um, trust the process. Trust the process. And then last question, uh, what does success mean to you? Success. So I will say, uh, I, I actually thought a lot about this and I, I used to think success was I, I want to do what I want when I want where I want with who I want, how I want. Like, that was like why I, I, I freaking ran towards money and business and tried to acquire wealth. Um, but at the end of the day, I, I really believe success is, is understanding why you are created and, and finding what that purpose is and then pursuing it until the day you die. And, uh, because there's nothing more frustrating than, than experiencing, quote, unquote, success. That's not your actual purpose. And, and I live a proof of that. And so if you can find that purpose and understand what that really truly means to you personally individually, because mind is different than your Scott or any, you know, any other listeners on here, where we all have our, our own drive and purpose, uh, reason why we would, we created on this earth, right? And God knew that you would need it to be on this earth for a specific reason. Uh, and, and you are the only one that could actually do it. Otherwise, why would you be here? And really truly understanding that. And it's not even actually acquiring it or achieving it, but it's, it's walking that purpose out, uh, until, until the day you die.