without it brings me great pleasure today to welcome two people who are not strangers to any of you and are certainly not strangers for those sink-or-swim moments our guests today are world-class entrepreneurs investors and stars and ABC's hit shark tank our first guests escape from communist Yugoslavia with his family at the age of 10 arriving in Halifax Nova Scotia with only a suitcase and 20 dollars the family eventually settled in Toronto where he grew up working minimum-wage jobs including waiting tables delivering newspapers a Salesman and even a collection agent he's now the founder and CEO of her select group a recognized global leader in information security specializing to manage security services compliance Incident Response and remediation his inspiring books driven and the will to win were simultaneous top 10 best sellers and as motivational advice has inspired millions please join me in giving a very warm welcome to a fellow Canadian Robert Herjavec they're not excited at all we're gonna have to get the back this is great it's a Canadian thing it's a Canadian thing that we know that so our second guest is an entrepreneur in every sense of the word he started his first business by taking out a mortgage on his mother's house and from the basement found it and grew the global lifestyle brand FUBU to six billion dollars in sales his marketing firm shark branding connects brands and celebrities for everything from endorsements to products extensions he's also a best-selling author please give a very warm welcome to Daymond John so we were already chatting backstage but we know for sure we're not gonna run out of things to talk about we figured that one out early room it's true so maybe just to start things out I mean this crowd they're obviously very excited standing ovations you haven't even started yet I love that yeah you don't even need to say anything they love you already this is perfect so I think a lot of people in the room know you for shark tank and they know the you know they they feel like they know you a little bit through that show but there's a lot more to your business side we covered a little bit in the intros but I'd love to just kick off with just a moment telling us like what do you do for your other job you know you've got this a whole other career in this whole other business side that goes beyond Shark Tank so maybe Robert will start with you yeah Thank You Jennifer so what people don't realize is we only film 17 days out of the entire year we're one the highest bot shows on network television I think it's about 32 episodes something like that and we only film 17 days to give you an idea the average Network show is 12 episodes and it films for three months so it gives us a lot of time to do other stuff and you know we're all really busy but my core business is cyber security and I've been in that business for about 30 years my current business I started 12 years ago with one employee and we did 400,000 of sales and this year we'll do about 160 million and so we've gone through everything everybody in this room is going through our first accounting system our first payroll our first employee our first backorder our second that quarter our really good quarter all those things but I I do that 23 hours a day the TV stuff is really fun for me to do great thank you what about you David yeah so you know I spend a little more time on the TV stuff not the televisions of itself but but actually you know going through the deals and I'll tell you why we all have teams and I think every year we hire another two people to our team to handle and bet the deals the deals can take anywhere from three months to six months to close but my traditional business of garments and distribution and manufacture has shifted retail is not as strong in this way or it needs support so I go through those businesses to get a hands-on experience of how these new up-and-coming companies are converting their sales how they're finding customers how they're creating followings so that's what I really do and then I applied to three or four silos that I have I have my traditional manufacturing production of companies my companies eat on EKU's approval and you know various other companies then I am now opening up something like a coal share space where I have all these companies now have spaces in our buildings and now I get first looks at other companies and then I have my other brands that I create for celebrities for Catherine zeta-jones for the Bella Twins for Mel B and people like that so I have three different silos to my business a few things on the go wow that's so cool I just have one job I don't work with Catherines on a Joe and do cool things like you that's true I'm so jealous but you are a Canadian I am shout out to Canada so alright moving on to the first person that was even the first question ever done yours so you know Damon let's start with you I think it's interesting over the last couple days we've talked a lot in various sessions and keynotes and we talked with Richard Branson as well about how your upbringing contributes to your to your career path and how it gets you to where you are I understand that you started as an entrepreneur at a very early age of six which is you know a little earlier than most people and you were you were doing that to help support your family which is extremely admirable how do you think your upbringing had an impact on you and and the success that you've experienced today well you know I started up at six but that was just selling pencils in school that's right that's why entrepreneur that wasn't that wasn't help my family that was just to give me extra gummy bears or something I launched what I write around 10:00 or 11:00 actually my you know my parents got divorced and I did start working at that time and my upbringing was always that nobody was going to solve these problems for me and I had to go through the motions and I was going to fail way more than I succeeded and we never thought that money was going to be the ultimate goal of success you know so my mother always taught me that you know responsibility is something that must be taken it can't be given and she always told me that I would be successful if I took responsibility for every single action and her version of success was never money because we never had money we never thought we'd have money and we know a lot of very wealthy people that people call successful but they're miserable because they have money like kevin O'Leary right it's because he doesn't have enough money so that is very a crucial part of my upbringing that I had to take I had to be accountable and take responsibility failure is part of the process and that if I was searching for money I know I probably wouldn't make it or I spend it as soon as I get it I end up in the wrong place for it that's great I love it but good lessons your mom is a smart woman yes his mom is great you met her yeah many times well that's great let's talk about your mom later no just so you know what I loved switching over to your book for a minute because you talk in there about how you think that some people are born with their purpose and so I think for a lot of people where I thought that was going is you would say and my purpose was just evident to me and Here I am and this is what I always wanted to do but you share that wasn't you and that your purpose wasn't really evident to you and for example your degrees in English literature which some people may not segue to doing cybersecurity and doing everything you do today and Shark Tank so it's very interesting so for people that maybe aren't as sure about where they're going with their career or what their path is how did you go about defining your purpose how did you arrive at that yeah you know Jennifer Mark Cuban I had this conversation on the set one time and Mark Cuban says that when he was 12 years old he knew he wanted to be an entrepreneur and he had this vision and all that stuff and I always walk away from that conversation I think Wow when I was 12 years old I had no idea you know when I was 20 years old I had no idea I just knew I didn't want to be poor right it's kind of like Damon said we weren't very well-off I just to live like we were living so it wasn't I wanted to buy a plane or a Ferrari or a big house I just don't want to be poor and I didn't want to be poor from a financial perspective I just don't want people to pick on us right because we're immigrants we didn't speak the language I just said I don't want to live like this and then when I was in my early 20s I got fired from a job I mean I used to call my mom as long as I make $1,000 for my age I'm good to go so when I turned 50 if I'm making fifty grand a year right how did that work out it works out pretty good actually and so a guy fired me and I had to make a mortgage payment so I started a company I'll never forget I went home I told my mom I'm starting a company I'm gonna do it I think I've got the courage to do it and she looked at me she what don't worry you get job one day so it was a temporary thing but I think purpose comes from two ways either you really are incredibly driven you know it or it comes from pain and I always think when the pain of your current situation becomes unbearable you'll change this is a well you know like I am a huge social media fan and I all I want to do right now it's tweet at all of these comments because there's so many good nuggets that you guys are giving then it's really I feel like I'm missing something here that I can't tweet and ask questions at the same time but so when you think back to when you were building your businesses and and going back to early days figuring out what you wanted to do you know a lot of people in this room struggle with the fact that there's some things that they want to own and that they want to be responsible for there's some things they're willing to let go of and the trying to figure out what do I let go of and outsource or get employees to do and what should I keep for myself and there's all these different degrees of that what were some things that you said no this I have to own and and maybe we'll start with you Damon yeah you know I felt that I needed to own the understanding of the market marketing and because I think that that's that's a black hole when opening a business especially now you go online you go print do you go you know how do you contact customers CRM things that nature and I never wanted to give those keys over somebody else because then they can either hold me hostage to the business or the biggest marketing well the number one person they were going to market was me to tell me that they're doing a great job and I realized that I always had do that and my theory was always that I needed to be the most there's two steps away from the money I didn't need to depend on a retailer who then depends on somebody the market to then depend on hopefully somebody advised if I needed to always be if I could make it and sell it directed to the person I needed you that but if I had to be able to retail I had to do it but I had to be able to market to the customer to push them through the retailer to come back to me so I only needed to do marketing first it's great advice really simple I felt like I needed to own everything okay a lot of people can probably relate to that yeah cuz you know when I started out I thought there's nobody as good as I am at doing the things that need to be done so it was really easy when I started my business I had to do everything and everybody I hired was just there to supplement my brilliance and then somewhere along the way I stayed small and I wasn't getting any bigger and I thought why am I not getting any bigger why are all the people who aren't as smart as me or work as hard as me running bigger companies what's the key and it just hit me one day it's leverage and if you're going to do everything you're always going to stay small because the only way to grow a business is with a great team and a great team is made up of people not that you necessarily like but that complement your skills that respect each other because in my business were a full-contact sport for us to win a deal someone's got to lose that deal and I can't compete on a world class scale by being ok I can't be ok at my accounting system I can't be ok at sales I can't be OCAD engineering you've got to be great at one thing because the world does not reward mediocrity so if your business is OK and you're kind of good at what you do eventually you're standing in the middle of the road and there's a bus going to come along and it's going to drive right over you wow that's great so I mean not great if a bus drives every just keep that in mind though if you don't get a good team so I think it's interesting you talked about you know having the right people and looking for those right people that can compliment you when you're looking for those people in your business to work with you that are the closest people that are going to support you and take it to the next level what do you look for like what are the attributes that you're like these are mission-critical actors maybe we'll start with you and then go back to you Damon yeah I mean I think it's it's two things it's not just the people but it's also services I mean today there's a lot of great partners like stage and that's a but you know knowing what you don't know is the key to finding the right people because then you can find great partnerships all right tend to look for people that compliment my strengths but I always look for culture first our business what's the saying I think it's Andy Grove said culture always triumphs strategy and in our culture we're highly competitive we like to win we like to compete and we work really hard so it's hard to hire somebody who's kind of a nine-to-five let's just get along kind of person so those are things that we typically look for I have to say the exact same thing you know we hire people that are about culture we don't give them necessarily they have a time to check in but they don't have a time to check out a lot of that you know we reward them according to the performance but we have people that are having a really great time often we will put somebody in a position that they traditionally haven't been and of course not in accounting but but other areas of business and they will add the fundamental they'll apply the fundamentals of what they understand about business to that and because it's new and exciting the come up with brand new ideas so we really are about culture as well great culture is so important so Robert I want to refer to your book for a minute so you don't have to be a shark but it helps no I'm just kidding it's just you don't have to be a fairy it does help it does a little bit so this book is based largely on your beliefs that sales skills are fundamental to the success of every business and it's interesting I've talked to a number of entrepreneurs and business owners here and we'll talk about the size of different teams and what your sales team they're like we don't really feel like we need a sales feeling like what are you like a great sales person like no I don't really have sales skills but you know the business comes so it's interesting because sometimes oh I just I just I just had a cold sweat when you said that it's interesting because the do I really need sales skills with I'm like I feel like somebody in your business should have them which you've totally agree with I guess so first of all you you feel like sales skills are fundamental what do you do if you if you don't have them can people build sales skills can you get them and and how could you help some of the people here that are non sales people think about how to start selling yeah I mean that's the first thing anybody can sailes anybody you know you don't have to be born as a salesperson I wasn't like this when I was in my 20s when I was in my 20s I was afraid of my own shadow I couldn't have got up in front of a group of people like this or talk to anybody so I think those skills come directly as a result of your desire if you want it hard enough you'll learn the skill set if you don't you'll make an excuse and sales is fundamental if you own a business you're in sales I mean that's it if you are an owner or a CEO or a founder you are in the business of sales and sales is everything you can't hire great people without selling them on your company you can't get customers to come on board it's all about sales and I think anybody can anybody can learn it just buy my book available on Amazon right now that you can just add Damon's book the power of broke and we'll talk about that right now shout out to the power broker that's awesome cheering you on from the front row that's the idea so in your latest book the power broke available at Amazon again you share inspirational stories on everyday people and I love that concept because I think everybody isn't everyday person troll everyday people right and so if you can sum up the lessons from that book and what it means to be an everyday person and how you can become your greatest self could you sum that up for us you know the bottom line the power brokers we don't need money to make money I always say that if you look at the top wealthiest 1000 individuals in the world over 60% of them are self-made men and women that means they were all broke at a certain time and if you could pass down generational wealth then everybody would have stayed on the list and every single person in this room and every single person up here on the stage started off selling now Robert talks about sales you need sales we have a company but you're selling all day every day you're selling when you're trying to get into the bathroom before you're a husband and wife when you're telling your child shut just get on the bus I'll take you to Chuck E Cheese on the weekend then you get into the office and you're selling we're selling all the time so all the people out there that think they aren't natural salespeople they are natural salespeople but it's only something that's very important in my sales Robert will elaborate because there's a great saying that he says but you have to be sell on what it's in it for the person you're selling to too often you're confused and we're confused about what do we want to get out of it but if you don't care about the person and the objective that that person has and they couldn't care less about what you're trying to sell and that's the important thing about the power bro we always say that OPM is other people's money but OPM is other people's manufacturing mind power manpower marketing and mentors it doesn't have to be just money and he is selling to acquire any and all those things to use it as one of your pieces of artillery so true you know when I started of I want to start a business and somebody said to me you can't start a business because in order to make money what do you need money and I had no money and then the other thing people told me is well you know business isn't about what you know it's who you know you know my dad worked in a factory my mom was a receptionist I was pretty out a lot now and so you just got to become the person that others want to get to know one day I have to elaborate that we both sort of humble I'm not sure I know your experience but you know I'm average American I'm short I I'm Dyslexic I got left back trust me and my mother never went to college I didn't know anybody famous I don't I don't have anybody famous of my family I mean I did call Elton John and tell him I'm his son but he didn't believe me for various reasons I don't know for a while maybe because you're sure I'm short but yes sales is still full support in IO you know start paying someone real I'll give the example we really invest in those people but somebody sold me this crap on Shark Tank it was this little canonical this little tree things for my hobby you can sell it one time of the year it's a mixed faith family this crap but I realized the guy was such a great sales person that I hired him as my head of sales he's right over he won't see the guy him with sharks a mori wave your hand right there so I feel I have to say sorry thing is real but we invested people and sales is the most is the number one reason I bring people aboard with culture I love this you guys are full of awesome insights and when we're talking about everyday people how I know you're an everyday person is because you have to go to Chuck E Cheese - yes that's just I go by myself yeah hey guys can't you tell yeah hi I don't go to Chuck E Cheese I thought there was some level of money that would allow you to stop going to Chuck E Cheese but I guess not no it doesn't it doesn't work that way so I want to get into the shark tank because obviously people love the show and and they have lots of questions so when you think about how you got your sort of funny you talked Robert about not having any money at the beginning how are you going to start a business and you're starting from nothing where did your investment come from I mean did you how did you get started credit cards we don't endorse this necessarily as well I you know for he's giving you his experience that credit cards more credit cards and asking so when I started my business right to pay the mortgage I went out and I sold something my very first sale in my own company was the General Electric big company so I sold in this really complicated computer thing called the vital link bridge anyway it was 40 thousand dollars so I go in you by the product from me or you could buy from Sun Microsystems this big huge company so I go into a room there's a bunch of tech people and they're like alright we'll give you a chance we'll give you the order I'm like so I get in my car like yeah so I called the supplier that makes the technology and I said I got you an order for I think my margin was five thousand so thirty five thousand I got an order for thirty five thousand they're like great send us the money I'm like what do you mean like I got the order and they're like we're not going to give you credit you're working out of your house you're a single guy employee forget it so I'm like well where do I get the money they're like we don't care click so I pull over on the side of the road and I'm like what am I going to do my credit card limit was twenty five hundred dollars I had no money there's no way I'm calling my parents so here's what I did I turned the car around I go back to General Electric I called the guys I just met with I bring them all in the room and I say thank you very much for the order but I need a favor I need you to prepay for the order they're like you know this is General Electric we're good for forty thousand dollars and I say but if you give me this chance and you help me out I'll take care of you better than anybody's ever taken care of you I just need you to really help me out that's incredible and they look at me and they go okay I couldn't believe it yeah biking great entrepreneurs always find a way money is actually not the stumbling block to success creativity lack of will lack of effort and lack of sales the statement said that's the stumbling block so when we invest on Shark Tank I actually don't want to invest in a business that needs money because any business that needs money to survive is in trouble I want to invest in a business where the money is going to accelerate growth not keep them in business oh great I love that that's great lessons I just love it David what about you very similar stories you know I I made a couple of t-shirts and I sold them and I ended up closing full three times from 1989 to 1992 because I ran out of capital but one of the things I only ran out of $1,000 $2,000 and that's real entrepreneurs who they take affordable steps they take steps that they can they can come back from now you hear throughout the story that I took out a hundred thousand dollar loan on my mother's house that was six years in I already had three hundred thousand dollars in orders and Mike and I got turned out by 27 banks and then I went over mother said I got turned out my 27 banks because I didn't have financial intelligence I don't know how to do that and my mother like any of us sales kills all said you have $300,000 okay we'll take out this loan and that's all we had I don't know how she got $100,000 loan in the house because the house is only worth 75 till today I still didn't ask what she did for the rest of the money now and I don't want to know don't tell me but she wouldn't have a gain that to me we didn't have $300,000 cause she figured three hours in orders we figured we would sell that and put the money back into the home but that is the number one thing that entrepreneurs we all have a common successful ones we take affordable steps affordable steps that's awesome I was thinking about oh I think there's so many great insights I just want to be tweeting about it's really difficult I know that there's at least a few people in the room that when you talked about getting money from your first customer someone's like I could ask my customer for money that's not necessarily what you should do just to let you know but I worked well for you you know I think what's interesting is you've had a number of probably sink or swim moment it sounds like you've had a few they were where you kind of started up and then kind of step back what do you think is the difference between sink or swim failure and success it's a great question like a meaning of life but really deep you know I think I think life is a timeline and we don't determine that stuff that happens to us on that timeline but we determine the direction we determine in our lives whether that timeline is going to take us forward and upwards or we determine whether it's going to be negative and miserable and lacking love and all the other stuff because at the end of the day life is going to throw some really bad crap and you can't always control what happens to you but you can always control how you react to it and I think there's those moments when you look back and you think wow why did I do that why did I do this but I just think when you're in the moment you have to survive and as a business owner I always think my business is a living breathing thing it is like a baby if it needs to eat it needs to eat if I want to go out for dinner and hang out with my friends and the business needs me to do something too bad if my relationship is in trouble because the business needs gonna work more to that the business is a living breathing thing and I think you just have the level of commitment and you'll just find a way you know I think that transparency in being very honest with the purpose for what you're doing it is very very important you know I think that we see that in the nonprofit's where people commit their life is something it won't make much money on it but they would have done it forever I wouldn't dress people for the rest of my life for free if I could have right I think when Robert and I talk about his business his eyes light up when he talks about securities and the things that he does and if you're willing and you know your loss you know what you're going to gamble whatever it is so you know you start gambling you know play blackjack you start at the five-dollar table not the thousand-dollar table and you slowly work your way up and in business is the same thing business will change you will change today my business I was talking to Robert at the peak of my business I had internationally maybe about 600 people nothing come nothing near what you guys have I went crazy couple people's first and I love to sit and talk to people every day after 150 employees you stopped knowing names and things of that nature I'm not built for that and that's why my business has changed around so licensing and connecting people but you know 20 years ago I was happy with those amount of people and you have to really be honest with yourself I think Barbara and Barbara does not say a lot of great things trust me on this one Barbara we love her we love her but she doesn't take her meds and she does not say a lot of right thing oh well if you said something is brilliant yeah sometimes sometimes yeah now she said to me one day Daymond what I did in my business off my her stuff she said I wrote down a list of what I love to do and what I hate to do and I cross that whole thing I want to hate and I outsource them or I gave them up totally and she said I've been happy ever since and she and you know that was 30 years ago and actually I started to do that as well and that changed my entire business five years ago I just think you know you got a completely agree you got to find and sometimes when you start out you don't have to you have to do the things you don't want to do in order to have the privilege to do the ones you want but I just think you know it's this is such an incredible offer everybody in this room has such an amazing opportunity this is still the best country in the world to start a business and crave you know I just think you got to have a purpose like why do you wake up every day you know for me when I started out I had nobody and that along the way you make a little bit of money and then I think you know what my dad escaped from a communist jail to bring us this country if I don't make something of myself that sacrifice wasn't worth it I just don't think that the average person wakes up in the morning and says I want my life to suck I don't think anybody in this room woke up this morning and said I'm going to allow life to beat me down and I want pain in my life nobody wants that and that's what starting up businesses it can give you that freedom and that opportunity to make something of yourself for yourself for your family for the people you love for your dog I don't care what the reason is as long as you have purpose very inspired I love it so thinking about your pitches you talked about the little tree which actually I think I've seen that little tree a little earlier than the top of the tree here that we call Hanukkah tree top yes that's right so what was if you could think about your most memorable pitch thinking about the shark tank the one that just stands out whether you went for it or not what was the most memorable pitch that you had there's so many to me with the one I remember is seeing the guy he almost did an infomercial live uncut in front of us now just so you know those pictures could last up to two and a half hours you only see eight minutes of it an average pitch we say is 45 minutes over an hour yeah Fila see that maybe he did it live and it was it was this really stupid product called the scrub dad but very memorable very metro and I'll say why is memorable because I yell it was really stupid it's a little sponge looks like the face and when how many people have to scrub that in here raise your hand shout out to the scrub daddy now it looks like a Sun and when when the waters cold it gets hard all along with a saw and I did it because I just you don't worry beat me in a deal prior to that and I probably made her pay another two hundred thousand dollars for this thing she goes off and makes 80 million dollars off of this stupid sponge so so it was the most miserable thing because it was fun to watch I thought I outs licked her she goes and makes 80 million dollars off of it and now I'm really upset I thought that's the best that's that's the one I remember that also answers the question are there anything you didn't buy tones you did I said what do we you Robert your most memorable pitch season one you'll remember this the P people yes so this guy comes out and the premises you're golfing with a mixed group men and women and you know you have to go pee and you don't want to do it in the woods and there's a female in the present so he made an or male or he made a golf club and what you do is you go in the woods you're unscrew the top of the golf club no you don't go in the woods you stand there because said you had a towel that's right there's a little towel a unscrew the top of the golf club and you really I'm not making this up you you relieve yourself into the golf club me too yeah and you put the Gulf the two phillips screw golf club back in your back he got an investment he got an investment from Kevin Harrington and I remember seen them thinking this is the stupidest thing I've ever seen and Kevin's an idiot anyway Kevin ends up selling fifteen thousand of them as a gag gift yeah so I always remember that because just because it seems silly or stupid to me you never know I think one thing that we can learn out of this is all due respect I wouldn't have done that good I wouldn't have done as well with that with the sponge and also Robert hasn't something called ugly uh public Christmas or Christmas but I'm too close to the fashion you see I would have done as well as they and what we can learn are that or the pp fault is that it's the perfect shark reading the perfect person with the perfect expertise so I say that for every way to walk away going don't chase a whole bunch of other things because you think you can work if you don't know it I've been I've been nesting some things I think I can't agree with but I feel horrible it just wasn't something that I had a skillset at but you know I always think if I knew what I know now about business I'm not sure I would have ever started I would not have right and if somebody gave me the blueprint to what I was gonna do and show me exactly what I went through I would say no way I'm staying off of the waiter no way it is amazing when you look back on your journey how much you've been through isn't it and I'm sure a lot of the people here can relate so a number of people here that I've talked about they're looking for investors they're thinking about how do they scale up their business and get it to the next level what do you think is the most critical piece of advice for some of those seeking investment in their business is about the pitch is it about you know what should they be paying the closest attention to what do you look for I always think it's you've got to have a way that the money is going to accelerate the business nobody wants to invest in you because you're going to take the cash and just drift along investors want to know how they're going to get their money back and how the money is going to accelerate your growth so it's always about scale if I give you a dollar show me how your business is going to grow by using that dollar because if you're just going if you're growing organically then why do you need an investment if you can grow by 20% per year organically and I give you a hundred grand and you're going to grow by 21 percent like why would I do that how do I get my money back so it's always about leverage and that pivot point absolutely also what is in it for the investor does investor want to return on their money how much or do they don't assume investor just wants money maybe the investors a strategic partner but you know the thing about it is everybody always says they need an investment but the earlier you take in money the more it cost so don't look at yourself and only over here don't say I'm gonna start a business and I want $100,000 from Robert and you know Robert I'll give you 25% of the business all right when you get to a million and you need to now raise $500,000 Roberts not giving up his 25% what are you gonna do do it again and do it again before you know it you're working for everybody else and the whole reason you started the business is now to fund because now you're working for everybody we see people come on Shark Tank they've given away this one girl that just came was trying to give away 75% of her company in three different raises and she only raised $40,000 she's doing two point five million now a year and a half later she's miserable so I always say don't take in money too soon and understand what's in it for the investor if you own a business who's the last person that gets paid right when you start a business everybody gets paid before you the vendors the suppliers everybody so if you're going to take that risk and live that pain why would you give up the equity again even you don't want who gets paid less the two years when food went down I had to go home and bring back money and you don't want to let those good people go right they all have places to go and the bad people you want to fire they never leave right you know what I'm talking I know I could sit here all day and continue this conversation honestly but as we're I think I can see band in the first row saying I'm not allowed I think but it's it's a great conversation you guys have so much great advice as we said to wrap up today we think about we've been asking kind of all of our panelists and keynote speakers the same thing which is what is that golden nugget that one piece of advice you could give everyone a key takeaway as they're going out and thinking about how do they grow their business how do they take it to the next level what would that one piece of advice be going back to my OPM theory the what do you have that you can tap into you're taking that you're taken for granted so do you have relationship capital are you at that stage in your life where you're maybe a boss and you're not calling on those people that you came up with 20 years ago and you're still doing business with them but your staff is talking to their staff how are you you know going past this line of social media and this cold world we're at and tapping into your relationship capital are you tapping into all this distributors are you going back and looking at your numbers again and knowing that you can say five points on there's five points on that a lot of time we get to this point of our life where we think that oh we've gotten here and now we can afford all all everything else you can never afford to lose any of your assets and that's the most important thing it's the small things that end up eating a business and I think that's what we always have to do every quarter and every year be great right you've got one life you've got one chance make the most of it don't be a spectator in life somebody out there built a great business in your field they didn't do it by wishing they didn't do it by dreaming they do too by executing you know dreams are cheap desire is cheap execution is hard do it thank you both so much for coming I got so do you have more than one mother that's your mother bus thank you so much both for being here today ladies and gentlemen please join me give it a very warm welcome if you guys love that I love that they were also
