Alex Daniels

All right. I own 40, $10 million in revenue.

Josh

We acquire and this year will generate around $20 million of revenue.

Brian

We manage, and that makes $30 million per year of revenue for the company.

Sam Parr

Those are three ideas that didn't even exist in my. My cone of vision. You know, I didn't even know that people do businesses like that. I feel like I can rule the world. I know I could be what I want to.

Shaun

I put my all in it.

Sam Parr

Like, no days off on the road.

Shaun

Let's try. All right. How does it feel to be in real life? This is strange.

Sam Parr

This is weird. It's been. There's normally a side by side of the last time we were in person in San Francisco doing it on the red chairs.

Shaun

So when we. When you started this thing, and then I came on two or three months later, we had these bright red chairs that we bought off Amazon for $150. And it was just us sitting on chairs. And I hated it because you could, like, see like a crotch shot.

Sam Parr

Yeah, I think I might be doing it now.

Shaun

And you're like, sitting like this. And then we had a. Like a camcorder.

Sam Parr

We would have a guy in the room and we'd be like, hey, are we good to go? Is it all good audio video? And he'd be like, I think so. It was like, I think so is like, not what you want to hear from the guy who's sitting.

Shaun

He was my summer intern.

Brian

Yeah.

Shaun

And it was one camera.

Sam Parr

You ever done audio video before?

Shaun

No, but I hear you.

Sam Parr

Yeah, I can hear you. Great.

Shaun

What do you think of New York? You've been to a bodega yet?

Sam Parr

Yeah, we went to bodega.

Shaun

Yeah. So I talk about bodega culture. I don't know if you've, like, seen any that I've been. Have you seen any that have impressed you?

Sam Parr

I have to, like, stay out of bodegas because I just start chatting it up for too long. Like, dude, I've been here for 75 minutes talking to this guy.

Shaun

Dude, like the. Like the cashier. Yeah, it's the best. I'm friends with so many bodega owners.

Sam Parr

We could do a full MFM just inside of bodega. I probably should have done that, actually.

Shaun

And, like, it's the pure definition of entrepreneurship because you could clearly tell, like, oh, one day someone asked for cereal. Now they have 10 Costco sized things of cereal and they're individually packed into an ice coffee cup. And they just sell cereal now? Yeah, like, that's just what they do. There's no, like, does this go with our mission statement? Like, no, we sell cereal now, right? I don't know if you need a license to sell food. Even though it says, don't repackage this for individual sale, we sell cereal down, right? And that's what I love. All right, so today we're doing something a little bit special. You said you were coming, and I reached out. I basically just slacked. Like, the Hampton Channel. I go, who in New York has, like, an odd business that we can, like, impress Sean with? And so we picked three different entrepreneurs. They have. I tried to find three businesses that were off the beaten path a little bit, because that's why people like watching mfm. You guys like watching or seeing, like, kind of strange businesses. So hopefully you can open up your mind being like, oh, there's a million ways to get done whatever I want to get done and build a big company. Right? So I picked three. Okay, okay. So they're going to. Come on. What are they going to do?

Sam Parr

So we told him. I. We just bumped into them. We just told them, hey, come in here. And don't start with words. Is mfm. You got to start with a number, and don't make us dig it out of you. Just give it to us. You know, the shtick. You know what we like, we like to know. We like you to not be humble and brag about that. We want you to brag a little. So they're going to say a number. They're going to say what they do, and then we're going to get to know their business because we're nerdy about businesses. And then at the end, you know, we will ask them two things. We'll ask them what adjacent business opportunities are there? Like, what other businesses do they see because of where they are in their tiny niche that we don't have enough exposure to that other people might go run at? And then to, like, how can we help them? Like, what's. What's the burning question? What?

Alex Daniels

Where?

Sam Parr

If they just had me and you for, like, you know, 10 minutes, what would they want to talk to us.

Shaun

Cool.

Sam Parr

So that's what we're going to try.

Brian

All right.

Sam Parr

The first guy, Ben, we could bring him in. What's up?

Alex Daniels

How you doing?

Sam Parr

All right. Welcome to the podcast.

Shaun

Thanks. All right, so I've known Alex for years. For a year.

Alex Daniels

Yeah, A year.

Shaun

A year. We're very good friends, so I'm going to be biased. Okay, start us off with the big number.

Alex Daniels

All right, I have four. I own 40 publications, 40 magazines, $10 million in revenue.

Sam Parr

40 magazines. 10 million in revenue.

Alex Daniels

Yeah.

Sam Parr

What. What sorts of magazines are we talking?

Alex Daniels

Real estate advertising.

Sam Parr

Real estate advertising. Give us an example. All right, so you got to carry one. You don't have one on.

Alex Daniels

Yeah. Real estate agents basically pay us to promote their listings. So magazine is like a lookbook of all the listings that are on the market at that time in their neighborhood.

Shaun

And it goes to a lot of different, like, locations. Like, do you have different. 40 meaning?

Alex Daniels

Yeah, 40. 40 meaning. Basically, we've divided the country into 40 locations zones, so we're covering all of the US and Canada.

Shaun

How big is a magazine? Like, how many pages?

Alex Daniels

Anywhere from, like, 100 to 200.

Sam Parr

Well, who's the reader? Because the realtors are the ones advertising or want.

Alex Daniels

Realtors are advertising the reader.

Josh

We.

Alex Daniels

We have a mixture, but basically we mail the magazine out, and we'll mail it out based on property value, income, things like that.

Shaun

With the goal of being a real estate agent is. Has a bunch of listings in New York City or something, I don't know, Dayton, Ohio.

Sam Parr

Yeah.

Shaun

And you want to show the resident of the homes on this block that they should either use this real estate agent or buy some of the nearby homes.

Alex Daniels

Yeah, either or.

Shaun

Okay.

Alex Daniels

Yeah. Agents definitely are using it to pick up listings. Like, they want to be able to say, look where I'm going to advertise your home, things like that. But they also want to sell the listing they have.

Sam Parr

And what's it called?

Alex Daniels

Haven Lifestyles.

Sam Parr

Haven Lifestyle. Okay. How did you come up with this idea?

Alex Daniels

All right, so I started it with my business partner, Ryan. We were college roommates. I was a couple years out of college. I was actually a bill collector for, like, five years through college. And after bill collector, I was a bill collector, which I actually, I think really helped with sales. Like, just having to call people all day for money, being rejected.

Sam Parr

Are you, like, the muscle? Like, what is a bill collector actually doing here?

Alex Daniels

Dialing them up. It was. It was credit card. Uh, so it's like Victoria's Secret. It's literally Victoria's Secret credit cards. But, yeah, anyhow, I did that. I actually. I was a supervisor. I got drug into some HR nonsense that I couldn't believe and, like, having to basically defend myself. And I texted my college buddy. I'm like, dude, you want to do something? And he's like, yeah, let's. Let's start the magazine. So that's where we started.

Sam Parr

But why the idea of the magazine? He was already doing it.

Alex Daniels

He had A small publication in Annapolis, Maryland. And he said that basically agents had reached out to him and like, why don't you do something in dc? We want to advertise in dc so we just launched one.

Shaun

Who's the biggest? How many companies do what you do most?

Alex Daniels

There's a lot of small publications. So, like, each city you go into, I have, like, a publication, but we have them across the whole country.

Shaun

And you do 10 million in revenue. Can you say how much profit?

Alex Daniels

Yeah, like 2.5.

Shaun

Okay. And the biggest one in the space is how big?

Alex Daniels

I don't know. It's not public. I don't. I mean, we could be one of the biggest in the space. Like, there's not. Most of them are franchise.

Sam Parr

How many years you been doing this?

Alex Daniels

10.

Sam Parr

10. Okay. So it's been a slow build. You've been steady at this revenue for a while.

Alex Daniels

It's been a slow build. That. That has jumps.

Sam Parr

Give us year one. What was your one?

Alex Daniels

Like, 300k. And that's just me going. Meeting individually, like, just grinding it out.

Sam Parr

Okay.

Alex Daniels

And my business partner handling.

Sam Parr

Did you know right away, like, this is it. I'm going to do this for a while. Or were you. Even after year one, were you still like. I don't know.

Alex Daniels

I never thought 10 million, but I thought enough to support myself. Yeah. We launched an initial publication. Like, we just did a free version of the magazine. Let us put you in. I'm gonna show you what it's gonna look like. And then I went around and had meetings all week, and I'm like, here it is. And I mean, literally the very first meeting, the guy's like, all right, I'll do it. I was like, okay, cool. Like, I'm 25 years old. All right? And just meeting after meeting was like, that got to a meeting where a guy's like, what can you do for 10,000? Which is way more than we were charging. Like, how many covers can I get? So just like, all of a sudden, like, I'm calling back to my business partner every few minutes, like, dude, there's another. Another. Like, there's something here. But I kept my other job for, like, eight months.

Shaun

But so. So the. It's more like a brochure, but it's a magazine because it's. It's got a lot of pages, but it's a brochure. I mean, you're just showing off other people.

Alex Daniels

Brochure. Man magazine.

Sam Parr

You're just sending a magazine unsolicited.

Alex Daniels

Correct.

Sam Parr

There's not.

Alex Daniels

Yes, true. It's on no subscribers.

Sam Parr

You're junk mail.

Alex Daniels

Sure. Junk.

Josh

Yeah.

Alex Daniels

It's not. It's. It's not a subscriber magazine also, I should say. I mean, that's like calling Victoria's Secret just underwear.

Shaun

Yeah, exactly.

Alex Daniels

A huge portion is online at this point. Like, we do drive most of our traffic online, but everyone is paying to be in the magazine.

Shaun

And who is doing so? Let's say I want to be in the magazine, and I, like, say, like, yeah, I'm in. Who does the artwork? Who actually makes, like, the pages?

Alex Daniels

We handle it. Most of our designers are Philippines. What's that? Philippines? Yeah, basically.

Shaun

And how many of them are there? Because they have 40 magazines. And how often quarterly or monthly?

Alex Daniels

They're all. Every once every six weeks. We print 30 different magazines a month.

Sam Parr

Why did you just.

Alex Daniels

Every week we've got seven going. Most of it's online, most of the exposure. So when you're talking about subscribers, junk mail, whatever. So like, we mail copies out. We do that based on, like, I said, network, things like that. And then we're also driving another, you know, 90% of our readers online, which are then looking for people that have, like, recently been looking for homes, things like that.

Shaun

How many people work there?

Alex Daniels

20.

Sam Parr

So I'm. I'm confused. This is a dumb question. I don't really understand how junk mail works. So I can just mail anything, email anything to anyone. So you just look up like, hey, address. Like, which zip codes are neighborhoods, Have a certain profile.

Alex Daniels

Yeah.

Sam Parr

And then you download from some site all the addresses.

Alex Daniels

Yeah, it's all through the post office. Like, you basically can pick postal routes and they'll deliver. It's actually cheaper when you do that.

Shaun

How many magazines do you send a year?

Alex Daniels

Like half a million. Yeah.

Sam Parr

So this is the post office's business model, right? Like, yeah, basically, the post office is pretty much funded by guys like you who are using it.

Alex Daniels

Like, we have to make sure it stays within certain dimensions. It can't go over a certain amount of weight.

Sam Parr

Or where it's A post office is basically Facebook ads.

Alex Daniels

Yeah, exactly.

Sam Parr

It's Facebook. It's selling. You are the product. It's selling your address in your mailbox without you benefiting or agreeing to it to others.

Shaun

What would it take to get you to 100 million in revenue? It's definitely possible.

Sam Parr

No, no. Ask in the, like, Asian mom way. Why aren't you at 100 million yet?

Alex Daniels

Yeah, I mean, it's a good question.

Sam Parr

Hey, I want to tell you about something pretty cool. We have a Database of all of the unsexy business ideas that have been discussed on this podcast. So hundreds of episodes the team at HubSpot went through, they pulled out all the unsexy ideas. So not the super high tech ones, but the simple, relatable, interesting, profitable ideas that we have brainstormed. And they're all available for download for free. Just click the link in the description below. Thank you to our friends at HubSpot for sponsoring this podcast and putting together this free resource for you guys. Back to the show.

Alex Daniels

It's kind of a question I would have for you too, because I know you always say you get to 10 million, I know you can get to 100 million. So, like, how? I think there's a few different ways. I don't think there's like one like switch, flip of a switch. I think there's a lot of other verticals we could be hitting other than

Shaun

real estate agents, like home services sort

Sam Parr

of thing you're talking about.

Alex Daniels

Yeah, yeah. Which we do within our publication. But I think if it was specific to their market.

Sam Parr

You've told us about the business magazine company, AKA junk mail. Do you send it to people? What's the burning question? Like, where could smart friends help you?

Alex Daniels

Yeah, I mean, honestly, I do think that question of how do you take this from 10 to 100?

Sam Parr

Can I take a stab at helping you? So first, I always want to know, what's the default growth rate? Meaning how much did you grow last year to this year? What do I expect if nothing changes?

Alex Daniels

Probably like 10%.

Sam Parr

10%. Okay, so to get to a hundred, or is your real goal 100? What's your real goal?

Alex Daniels

My real goal is to double profit.

Sam Parr

Double profit. Okay. So you might not even need to grow top line.

Alex Daniels

We grow profit faster than we grow revenue. Yeah.

Sam Parr

It seemed like when Sam was asking you, like, who's the biggest at doing this? And you're kind of like, ah, we might be the biggest. One thing that I can immediately tell, that's very different about you than the way both. Both me and Sam are reverse engineer type guys. We like to understand what's working for others, how big other people are to give ourselves. Like, we create this almost like box. And I feel like you don't do that as much. Is that definitely.

Shaun

Yeah, yeah. But you're happy.

Alex Daniels

Yeah. Super epic.

Shaun

What I mean is, like, to be

Sam Parr

clear, we have a sickness and you seem fine, but we'd like to infect you with our sickness.

Shaun

He doesn't need more.

Sam Parr

Yeah, yeah, yeah. But if you did want to change. Here's what I might do. I think what I would do is maybe it's not like direct like, oh, who also sends home listings, sells to realtors, but just the general model of mailing out magazines or informational stuff.

Brian

Yeah.

Sam Parr

To homes and generating a big business off the back of that. Who else does that? That's not exactly your space. Like.

Shaun

Yeah.

Sam Parr

Are there like wealth management companies that grow this way or is there some other category that grows this way?

Alex Daniels

I think the most, I mean, it's, it's a little different, but I think the most intriguing are like neighborhood publications. So I don't know if you've heard

Shaun

of Stroll, but Revolution is that one.

Alex Daniels

I don't think it's Revolution. There's Stroll. There, there. There are others.

Sam Parr

Is this kind of like what's going on in your area?

Brian

Exactly.

Shaun

Years ago I talked about this. I think it was called Revolution. It was a neighborhood publication that's a franchi model that back then we, I think we were in real life when we did this. Actually. It was like north of 100 million.

Alex Daniels

Yeah, they're. They're definitely over 100 million.

Shaun

My gut tells me that if you did have dedicated home services, that would be much.

Sam Parr

And maybe there's a way to do it more informationally. So instead of the one you do right now, you're just like, here's the homes for sale. It's kind of like utilitarian. If you just said like, hey, here's all the home service providers, that wouldn't be that great. But if it was like, let's say it's winter and it's like, here's the five tips every homeowner should do for like listicle type of content. And then on the inside, there's providers. But like, you just do something that's actually like the ad, the front cover is basically like free a give. It's useful information. Entertaining. Useful information about home service or home care.

Alex Daniels

Yeah.

Sam Parr

And then inside, you obviously have home care providers where if people don't want to do it themselves, they could hire pros to come do this stuff for them. I wonder if you could get good at that. But I would just kind of, if I was you, I would start with a. Not an answer, but a study. I would, I would go get real familiar with what are all the other players doing in the space, who's big, who's not, who used to work there. Go talk to them, go learn from them. Like, I would kind of go on like a, like a one month expedition of that And I think you'll know so much more.

Shaun

But him and I are buddies. We talk about hiring all the time. I'm like, just go recruit someone who's at the bigger company and just have them come and work for you.

Alex Daniels

Yeah.

Shaun

Why? And is there a world where instead of 40, it could be 80 markets?

Alex Daniels

It would be dicing the. Well, we could go international. We're already in Canada, so there are markets that make sense for us to go into. But as far as 40 to 80, you would then break down the 40 into 80. It's the same geographical area. It's just going to be more because, I mean, we're literally covering the whole U.S. got it. But I do think if you break it down, it's going to resonate more. Like there are areas that we have full states combined together because it's just not like Ohio, Indiana. It's just not that sexy of a market.

Shaun

Would you ever sell this?

Alex Daniels

I would. It's not necessarily my goal. I'm pretty happy doing it forever. Yeah.

Shaun

That is crazy.

Sam Parr

You might be too happy.

Shaun

It's crazy talking to like an emotionally stable person.

Brian

Yeah.

Sam Parr

You, you wanted to double profits. And I wonder what would happen again, I think this is more psychological than strategic. And I think people underrate how much of entrepreneurship is psychological and not strategic. I wonder if you just decided that instead of 25% net margins, you're going to have 35% net margins in the next six months. What would happen differently? Because I think you, I think right now my read is that you would like for there to be more profits, but you don't really have like a. I have to have more profits by this date. And if you literally just change the way you talked about it and thought about it, I'm sure that the answers would become pretty obvious to you as you started. Is that true? Like, do you have a, a goal and a date where it's going to happen by.

Alex Daniels

Yes, but it is, it is more recent change in the mind mindset.

Sam Parr

So what is the goal in the date we can hold you to?

Alex Daniels

It was one year from a month ago. So it's. We got 11. What, to double Double? Yeah, double profit. To be at a double. Double as in double the run rate at that point.

Shaun

So get to 4 million in run rate profit.

Alex Daniels

5.

Shaun

Yeah, 5.

Sam Parr

How's the first month been in terms of. If we were saying like out of 12 months, you've already used whatever 8% of your exact time. Are you like doing what you needed to do to create a bunch of momentum or not really. It's like.

Alex Daniels

Yeah, I think so. The main thing, the easiest way to double profits right now, I think is retention. We already work with 10,000 plus agents every year, but we don't get them to advertise that many times. So I mean literally double retention and we're fine.

Sam Parr

You have the inventory, you're saying.

Alex Daniels

Exactly. We have, we have the clients. Like, we have people that are agreeing to advertise with us.

Shaun

Do. Ask them multiple times.

Alex Daniels

Yeah, we ask them every, every cycle.

Sam Parr

Why don't they just do it again if they're. If it's a money.

Alex Daniels

A lot of times they just want. It's like, you know, I've got a big listing, great, now's the time. And then they just drop off.

Shaun

Do you ever pre sell them on? Like, instead of this one time, you say, I'll give you a discount if you do for 12 months.

Alex Daniels

Yeah, yeah. We have like 1500 people that do it for the year. So they're just on auto debit. So there's a decent amount doing that. But I think there's a lot of things we can do to improve their experience where they're coming back every month or just. I just need them to advertise one more time, basically.

Shaun

I wish you would have brought us

Sam Parr

one in the last. In the last. Okay, let's say this year. How many of those agents have you personally talked to on the phone?

Alex Daniels

Zero. Should I?

Sam Parr

Yeah, yeah, yeah.

Alex Daniels

Okay.

Sam Parr

Not necessarily to sell them, but like even just take your hundred top spenders. You should call every single one of them and figure out, what do they love, what do they hate, why aren't they doing it more? How do you get. Are they actually, it's just been outside out of mind. Oh, yeah, I will do it. And you will learn a lot just by taking a roster of your top hundred. I also learned this in our recent business. That's done pretty well. I asked the CEO, I was like, hey, this has gone pretty well. What'd you do? And he goes, you know what I did? I came in and he goes, I tiered out our key clients as tier one, tier two, tier three. And he created a definition for each. He goes, tier one is somebody who's. They would do me a favor. I have them on a texting relationship. They know me, I know them. They would do me a favor quickly. Tier two is I got their email. We've traded some emails. We like each other acquaintances. Yeah, we're friendly acquaintances. Tier 3 is like, we're transactional. Like when they need me. They call me. When I need them, I call them. We haven't really talked much because that transaction is infrequent.

Alex Daniels

Yeah.

Sam Parr

And then there's tier four, which is like, worse. And he's like, when you do that and you just score yourself, like, oh, what would a. What would a really healthy relationship look like here? Or what a really weak relationship look like here? And then you look at your top hundred and you realize, shit, we have no tier ones. Couple tier twos, and everybody else is tier 3 or 4. Then it's like a wake up call. Nothing bad's gonna happen by talking to your top hundred customers. But a lot of good can happen from going and talking to them.

Alex Daniels

Yeah, I like that.

Sam Parr

And you could do that in 30 days. You could talk to all 130 days.

Brian

What do you think?

Shaun

Are you impressed? Did you ever know that something like this could exist?

Josh

No.

Sam Parr

It's so simple of a business too, right?

Alex Daniels

Like, yeah, it's pretty simple.

Sam Parr

I mean, it's just. They didn't even subscribe. I'm used to media businesses where it's like, first I win their hearts and minds and I get them to listen to me regularly or read me every day, then I get to make money. He's like, read this. Yeah, read. That's incredible. Why are we doing junk mail? You know Lindy, the AI tool?

Shaun

Yeah, yeah, yeah. The Flo, the guy who started Lindy's in Hampton, and he's like, alex Daniels has the most impressive AI setup I've ever seen. Oh, and that's been like a little bit of a claim of fame that he had.

Josh

What?

Shaun

What?

Sam Parr

Can we give us a little sauce real quick? What are you doing?

Alex Daniels

We used Lindy to basic to. To run the sales process.

Shaun

So they don't have salespeople.

Alex Daniels

We do have salespeople, but they're on. They've. They've shifted, but they've really shifted to a different focus, basically, which is where I'd like them to be. More of that customer experience and, like, getting people to come back. But Lindy is able to respond to the. Every email that's coming in, follow up with it, upsell them, just go through the whole process. But yeah, it was, it's. It was a big Lindy, which is what Flo was talking about, is crazy.

Sam Parr

That's awesome. All right, Appreciate you, dude. What you've done is awesome, dude.

Brian

Good to. Thanks, guys.

Sam Parr

Hey, let's take a quick break. You know that feeling when strategy is done, the brief is written, everyone's aligned and you realize someone still has to sit down and actually create all the content that someone is usually you. And it's due tomorrow. Well, the Breeze Assistant from HubSpot can help. It works right inside HubSpot. You can draft, campaign copy, blog posts, emails, all in your brand voice, all using your actual customer data. So you don't create just content. You create content that converts. Check out HubSpot.com, the agentic customer platform for growing businesses. We need like a name for this. The Dragon's Den. The Shark Tank. The Swimming Pool. The Denim Dungeon. Let's the Denim Dungeon. What's up?

Shaun

What up, brother?

Sam Parr

How's it going?

Shaun

How are you? All right. Your name and the impressive number.

Sam Parr

Hit us with the big number.

Josh

Great. I'm Josh, I run Team Outsider. We acquire family owned campgrounds and this year we'll generate around $20 million of revenue.

Sam Parr

20 million in revenue. Okay, so explain like I'm a idiot, because I kind of am. What do you do Exactly.

Josh

So, yeah, so we acquire campgrounds typically from families who are looking to retire. And at campground, the majority of it is like a hotel. Right. So we're renting different spaces. Some people come in their RVs, so they have effectively a traveling hotel room. We also have tent spaces and cabins that we rent to people who don't want to stay in a tent and don't have an rv.

Sam Parr

Do you camp? When's the last time you went camping?

Shaun

Like 10 years ago. But I appreciate it.

Sam Parr

I haven't done camping in like 20 years. So a campground is literally just a piece of dirt. Right.

Josh

The ground we, we have amenities. So all of our campgrounds have stores. We typically have a cafe where we'll sell ice cream and somet burgers.

Sam Parr

And cabins, basically.

Josh

Or we have cabins as well. Yeah, we have swimming pools, lakes. At one of our campgrounds we have a go kart track.

Sam Parr

Okay. So it's a very outdoorsy hotel, essentially.

Josh

Effectively, yeah.

Sam Parr

Okay, we're looking at one here. What's like the most popular one you guys have?

Josh

They're all really popular in their local communities. The first one we bought, which is right near Grand Teton in Yellowstone, is really popular because that's a major tourist destination. We have one right outside New York City called the Never Sink River Resort. It's a couple hours away. So that's really popular with folks who live around here.

Sam Parr

So, so give us a, give us the story. What makes a guy want to buy a campground? How'd you even realize that that's a good opportunity?

Josh

Yeah. So I met my partner in college, Cody. We studied together and started a business together which was tremendously unsuccessful but showed us that it was really good relationship. So we stayed friends post college, got some working experience and then realized we wanted to do something together again. We were looking for a business where two non technical founders could hopefully have a winning situation and we wanted a market that was large enough to participate in and interesting one where there was an immense amount of fragmentation with ownership. One that was operationally complex and one that was meaningful. Where the team members would feel good working there and where the customers would feel good about being part of it as well.

Shaun

So how many do you own?

Josh

Currently we have 16 and there are about 4,000 sites amongst those in 10 states.

Shaun

And did you raise money?

Josh

Yeah, so the first one we did with our own cash and an SBA loan. So just kind of.

Sam Parr

That was the Yellowstone one.

Shaun

How much Was that?

Josh

About 3 million.

Shaun

And so how much money of yours and loan did you put?

Josh

The loan was 80 plus percent. Yeah. The rest is cash.

Shaun

Sorry.

Sam Parr

So that was an already operating site.

Josh

Everything we buy is existing cash flow. It's been there generally for decades. Most of these are staples within their local communities.

Sam Parr

So let's walk through that first one. So you find this property. It's doing what when you buy it?

Josh

It was generating around half a million dollars of top line of total income.

Sam Parr

Top line. And then the cash flow on that

Josh

is what, about 35%.

Shaun

Can you do that for me?

Josh

Yeah, we call it 150.

Shaun

Okay.

Sam Parr

And you buy that for 3 million bucks. Okay. So that's, that's the entry. And then you do that knowing, hey, we think we can hear that 150 into 250. What was the, the insight at the time?

Josh

Yeah, so that one didn't have a lot of digital marketing.

Shaun

It was, was it like a mom and pop thing?

Josh

All of them are and it's all,

Shaun

everything's on paper and they've been doing it forever and they're like our kids don't want this shit. Do you want it?

Josh

Exactly. So we are oftentimes a succession plan for these sellers and so these are multi year relationships. We've got a couple under contract right now. One of them, I've been talking to the seller for five years and generally what happens is we maintain the relationship and when they're ready to sell we get the call hopefully and what we're

Shaun

going to do to make it better and what is, what does better mean?

Josh

Yeah. So there are a few things we can do. One of them is introduce just professionalized systems. So digital marketing, a better website voice, VoIP systems for the phone to be able to make sure that the training is happening the right way.

Shaun

Does marketing mean like Yelp and Google reviews?

Josh

Google reviews, but also paid ads. A better website. Oftentimes there's no digital reservation systems. We'll introduce that.

Shaun

Got it.

Josh

So that's kind of on the technology side.

Sam Parr

I think I missed it. So you're like, I wanted to do something with my friend. And then you had the like business school explanations, like high fragmentation, blah, blah. No, no, no. Like, where were you sitting when someone was like, should we buy campgrounds? Or like, you met a guy who's rich that bought campgrounds. You're like, we should do that shit. Like, what actually happened?

Josh

Great question. So our backgrounds were in hospitality and real estate.

Sam Parr

Okay.

Josh

So there's like obvious confluence there. And then Cody lives in Bozeman, Montana and is an avid RVer. So he said, hey, like the thesis sounds interesting. Why don't you fly out here and let's drive around the country, meet some owners, team members, guests, and see if this is something that actually has a little bit of a spark to it. So I flew out from New York, spent some time on the road meeting different campground owners and team members and guests, and just fell in love with the space.

Shaun

And how much money have you raised in total now?

Josh

We have raised runs $60 million.

Shaun

You raised 60 million bucks from what'd

Sam Parr

you say, 15ish properties?

Josh

We've sold a couple, but we have 16 currently.

Shaun

And what is it all worth?

Josh

North of 100 million.

Shaun

Does that mean that 40 million is you and your partner's equity?

Josh

No, we've raised outside capital. So at this point we have family offices we work with, we have a select group of accredited investors we work with, and we have a few institutional partners we've worked with as well.

Shaun

I guess what I'm saying Is of the 20 million in revenue or if you value it. I'm not, I don't, I don't know anything about real estate. However you value it, how do you get personal cash flow or net worth from it?

Josh

Like most real estate operators, it's promote based and different deals are different depending on the investment partner. Right. So we are back end incentivized largely for most of these typical private equity structure where there's a preferred return, there's a return of capital, and then there's a split depending on kind of who the investor profile is.

Sam Parr

And so when you do that first one, you Go buy it for 3 million. It's doing half a million in revenue, 150k of cash flow. What happened? What was the like success story of that one? Obviously it was just success, otherwise you wouldn't have 16 more.

Josh

Well, we were able to refi a couple years later, so took all of our cash out.

Sam Parr

You brought the income, the noi, up to what?

Josh

The noi, and that one went from closer to. Closer to 300 at that point.

Sam Parr

Okay, so you doubled the profit on the thing, refinance it out, use that capital to go buy the next one.

Josh

Exactly, exactly.

Shaun

That's pretty awesome.

Sam Parr

Why are campgrounds. If I wanted to go do real estate, why would I choose campgrounds instead of whatever, retail shopping, multifamily office, whatever. What would I, what would be my advantages if I was going into this?

Josh

Strong yield. It's operationally complex, which means there's opportunity to drive value and really attractive depreciation characteristics that are similar to manufactured housing, for example. So you can depreciate the roads and the infrastructure. There's very limited land value in a lot of these more rural markets, limited building value. So the depreciation characteristics are also really attractive to people who are tax sensitive.

Shaun

Will you do this for forever?

Josh

I hope so. Yeah.

Shaun

You just, I love it. Like, like looking down 10 years or 20 years down the line, where do you hope to be business wise?

Josh

Yes. Look, I think the, the larger opportunity as more of life moves online, I believe businesses that get people together in the real world gonna be more valuable. And there are different types of experience oriented real estate that can speak to that thesis. But campgrounds still have a lot of Runway. We still have a big pipeline of properties we'd like to be a part of. And so hopefully we're doing this for forever.

Sam Parr

Who are the big dogs in this space?

Josh

Yeah, so there are two very large REITs in this space that initially were into the manufactured housing side of the business. But recognize both from a depreciation perspective and also the infrastructure is very similar. Right.

Shaun

You're renting, There's a campground REIT.

Josh

There are manufactured housing REITs that have a large portion of campground exposure.

Shaun

Oh, that's interesting.

Josh

Yeah, so that was one of the ways when we were researching this that we got a little more comfortable with the idea.

Sam Parr

When you're buying, you're, you're buying out the operator and then you put a property manager, property management companies, or the manager. You are the manager.

Josh

Yeah. So initially we didn't think we were going to go that route initially. So Cody, My partner went and managed our first location for the first year. Scrubbed toilets, did the whole thing. And we thought, you know, learn how to hold a shovel and dig a hole, and then you can hire a third party to manage it like most real estate sponsors do. And what we realized is, a, you can't outsource culture, so that was going to be really important for our success. And B, if we wanted to scale, there weren't really, at least at that time, competent third parties that could scale with us. So we made the decision to build an OPCO in house and have been managing our properties ever since.

Shaun

Your branding's cool. Thank you. Awesome.

Josh

Yeah, appreciate that.

Shaun

And when I was looking at it, I was like, oh, I would like to go see this. Is there a world where you would buy. Buy many of them in a similar region and create a membership, you know, like, K.O. is it KOA?

Josh

Yeah, we're actually a KOA franchisee in certain markets.

Shaun

So how do. How do I explain KOA to someone? I mean, I don't know.

Josh

McDonald's of campgrounds, okay, they've got 550 flags across the country. They own about 50 of them themselves. But they are a franchise. No, no, they're.

Sam Parr

But is it like he's very much a membership or it's just a brand, not a trust. You know what you're going to get?

Josh

It's a brand you can trust that you know what you can get.

Shaun

Yeah. It's like when I. When I do road trips, I want to camp. It's like something might be a lot nicer, something could be a lot worser. But koa, I just. I know what I'm rolling up on.

Sam Parr

Like, I was talking to a kind of like a famous guy, and he was like, out an hour outside of cities or something called Postcard Cabins or something like that. He's like, oh, I love going to those. My kids. It's like, what's the. What's the story there? Then I looked it up. It's like owned by Marriott or something.

Josh

They sold to Marriott last year. It's a little bit of a different model. They were focused on very remote single units in destinations where you didn't have to see your neighbors. We are more community focused. So a lot of our campgrounds have seasonal guests, which basically means these are people who reserve the right to a specific space for the duration of the season, pay before the season starts, and come every year. Grandma's there, aunts and uncles are there, kids are there. Everyone's been raised there, all the friends are around. So it's very sticky and communal.

Shaun

But is there a world where you do brand it so it's similar to each. Each property has maybe a different shtick,

Josh

but it's all under one brand potentially down the road. I think real estate brands are inherently tough to scale, and until we have meaningfully more scale, that's probably not the right focus for us. But as regional concentration starts to happen, which is already naturally happening, perhaps that's something to explore.

Shaun

So when I hear you, I. I know nothing about real estate. When I hear you describe this, I think that sounds awesome. You're outdoors all the time. Obviously that's not the case. What's the day to day work? Are you just like cold calling these places, trying to make a deal, Writing

Josh

a lot of handwritten letters, A lot of cold calling, a lot of checking up on.

Sam Parr

Have you found like a letter with a cookie? Converts better than like, you know, a call?

Josh

A lot. A lot of it is luck. The challenge in this space is effectively our sellers are behind the front desk most of the time, which means in season they're exhausted and they don't want to take a call.

Shaun

So the bottleneck of the business is just getting in touch and wooing, finding

Josh

people who want to sell, building relationships and being the trusted succession plan because they care.

Shaun

They don't care. It's not just a money thing for them.

Josh

Exactly. These are their friends that they have been personally servicing for oftentimes decades. And so whoever's taking over that relationship is a really important.

Shaun

They're like a, like a camp. Campground owners, like publication or summit or podcasts.

Josh

Yeah. There are Facebook groups and conventions and

Shaun

posting them all the time with like the same thumbnail image of across all of them. So everyone like starts saying like, oh, this is the guy. He seems like a good guy.

Alex Daniels

A bit of that.

Josh

We're trying to figure out how to do it in an authentic way. And that's a tough balance because there's a level of mistrust around being over marketed to in this space. So a lot of it is catching them on the right day when the campground's a little bit less busy and they answer the phone and we can start a relationship. And then, you know, years later, when they're ready to sell, we got the call.

Shaun

This sounds pretty awesome. Is this. How many hours a week do you work?

Sam Parr

A lot. Yeah.

Shaun

You grind?

Josh

Oh, yeah.

Shaun

You're in grind mode.

Josh

Yeah, absolutely. But I love it.

Sam Parr

There's a lot of real estate people. They choose real estate because while real estate Is work. There's a way to do it or a state you can reach that is not about grinding. And it's not like you have a lot of flexibility and you got cash flow coming in, or you're. You flip a property and you can take time off. You know, you could do all kinds of things. Sounds like you're approaching it more like company building than it is company building.

Josh

And it's a hospitality business. Right. We've got tens of thousands of guests every year, 350 people on the team. So there's no. No easy break period, is there?

Shaun

Are the people you employ to run a campsite, are they pains in the asses? Like, are they hippies or are they meth addicts?

Josh

No, we have some amazing people that work with us.

Sam Parr

We'll flip this and send it to the math, please.

Josh

Like, the majority of our team is incredible. They're aligned with our mission, which is to be the most hospitable team in the world, which, when you're trying to replace a mom and pop operator, is really important because the hospitality that a family provides is awesome. Really tough to beat. But we do have some fun stories of team members that haven't been the right fit. We had a situation where we found out we had employed a convicted bank robber. We'd rob nine banks. I had to go personally fire him in person. And what was that like? Terrifying. Yeah. He actually was incredibly nice and reasonable. But the drive in, I was very scared. Had another situation where we found out through a guest that some people in the team had been cutting down our trees and selling the wood for cash on a Facebook page. So wasn't a great situation. And again, these are total outlier situations. They're just fun for conversation.

Shaun

Hey, why do you live in New York? Why do you do this in New York?

Josh

My family's here, my wife's here, my son's here, My parents are here, my in laws are here. So, you know, when you have kids and the grandparents around. But my partner's in Bozeman, and so

Sam Parr

let's hit it real quick. What's the burning question? If you had a burning question, something that we can give you kind of a quick, maybe different insight on as an outsider, what would be helpful? Sure.

Josh

As you think about what we do and trying to scale culture to a team of hourly employees across 10 states with this workforce, what is something that we could do differently to keep people incentivized to deliver the level of service that we're trying to deliver? If you can solve this in 10 minutes, I will love you forever.

Sam Parr

Well, actually, I'll give you a quick story. So my first business was a restaurant business which has the same problem. Frontline workers in hundreds of locations, if you do it right. And we met with the founder of Chipotle and he said, if you can get a frontline worker to care about the customer, like, treat this the way you're treating this first location, you'll make billions of dollars. The problem is that's the hardest thing in the world to do. And Chipotle actually did some pretty interesting things where, like both in the naming of it, like they have general managers. The general managers get comp. If any employee you ever have becomes a general manager, even if you don't no longer work at chipotle, you get 10 grand in the mail. Like, they do lots of things to, like, build a culture where they get people to stay longer than they normally would, to work their way up the ranks to actually think like an owner of that place. And so I would just study. I'd make a list of the 15 companies that have already solved this problem. I would study what works, I'd look for common patterns, and I would try to hire people who were there in the early days, either as consultants or as a full time person. Often you can find retired people who, you're not going to hire them, but they kind of want something to do and they're sitting on this wealth of knowledge because they helped scale, you know, whatever, some cruise line. Sure. And, you know, and now they're just retired. And I think that's what I would do if I was going to solve this problem. My real life answer is I run away from businesses that have that problem because I just, I'd rather pick a different hard. But you've picked this hard, so good luck.

Shaun

Have you read, obviously you've read Will Guidero's Unreasonable Hospitality. We had him on the podcast and he told two stories that was interesting because I was like, okay, this works good in a fancy restaurant. Where else does this work? And he told two stories. The first one was he was like, I worked with a dealer, a Ford dealer, like a car dealer. And I worked with them. I go, look, let's just find like a forgotten moment where we could blow someone away. And Will goes, let's go sit in the car. Let's look around. He goes, what's in the glove box?

Alex Daniels

And the.

Shaun

The dealer was like, nothing. We don't keep anything there. He goes, I got it. Let's put a $15 Starbucks gift card in the glove box of every card. And we're gonna put a note that says, we wanted to. Whenever you go to open this glove box, we wanted to surprise you with something special. And that's all it said. The second example where he got his team to do it, he told the story of a UPS store owner. Not exactly a high margin or wonderful business necessarily, but he was like, every week the owner had a competition to whatever person did that was considered the most hospitable thing. They just got a $20 bill. That was it. And he was like, just doing that one contest. It changed the whole culture because now everyone was competing on who can be the most hospitable. And just like, one little trick. And like, grownups are just like kids. We just like stickers.

Josh

Totally.

Shaun

So. And he told these two stories and I was like, oh, those are so small. And he was like, they tracked like referral business and it. And it definitely worked. Okay. So he gave. You should listen to that podcast. It's my first million Boudera. It was really cool.

Josh

Amazing.

Shaun

Look forward to it. But yeah, that guy's awesome. And he gave you some actionable tips.

Josh

Yeah, Fantastic. Thank you.

Sam Parr

Right on. Well, thanks for. Congrats on everything, man. Thanks for coming.

Josh

Appreciate it, guys.

Shaun

All right.

Sam Parr

See, you should go camping.

Shaun

Yeah, it's pretty awesome. A billionaire venture capitalist who's one of the greatest investors of all time. His name is Bill Gurley. He recently wrote about the single most important principle when it comes to building a company. It wasn't fundraising, it wasn't product market fit, it wasn't even hiring. Bill said that an engaged peer network might be the most powerful growth tool available, but it's also one of the most underdescript discussed and underutilized. Now, keep in mind, Bill is a seed investor to Uber, Zillow, OpenTable. And so he's had a front row seat into how some of the best companies actually operate. And after decades of watching what separates the winners from the rest, he lands on this. Who you're in the room with is the most important thing to whether you're going to be successful and build a great company or not. Now, most of you founders who are listening to this, you treat a peer network as something that's a nice to have, something that you're going to eventually get to do, but you actually never get around to making it happen. My company, Hampton, we have changed that. We build curated groups of highly vetted founders in cities across the United States, Canada and England. This isn't a surface level networking event. It's not a mastermind full of strangers. It's a peer group of eight other entrepreneurs who will challenge you, hold you accountable, push you to grow, and you'll meet with every single month in your city. Apply@joinhampton.com MFM and I will reply in the next 24 hours to help figure out if there's a good group in your city that's the right fit. All right. Right. The last one is going to be funny.

Brian

All right. How's it going?

Sam Parr

What's up?

Brian

All right.

Sam Parr

Welcome to the hot seat. The denim denim.

Brian

The denim den.

Sam Parr

Let's go.

Brian

Is it live right now?

Sam Parr

The dudes in denim. We're live. Let's go.

Shaun

All right. You want to give us the big. The big.

Brian

All right. The big number. I'm Brian. I run a company called AutoPilot. We manage $1.8 billion, and that makes $30 million per year of revenue for the company we started about three years ago for the company Autopilot. And one number that kind of blows my mind. I think it's a testament to how much people want to invest in retail traders. It took Bill Ackman and Ray Dalio about 10 to 15 years to start managing a billion dollars. And the fact that, like Autopilot, this tech company that plugs into your Robin account, your Schwab account, could manage 1.8 billion, to me, just blows my mind.

Shaun

I'm shocked. That's crazy. I did not realize how big you guys were. So what's the business do?

Brian

Yeah, so the business we were most popular for launching the Nancy Pelosi stock tracker on Twitter.

Sam Parr

I thought your big number was going to like 44%. That's Nancy Pelosi's annual returns. Or, you know, what are her annual returns?

Brian

What does Nancy Pelosi do in the last three years? She's up around 240%. Check the app for the actual performance. I have to say that for SEC compliance. But she's outperformed the spy significantly. So I think the spy in that same time is up around 30 to 40%, and she's up 240% in your app.

Shaun

I can invest alongside her picks because she's a politician, so.

Brian

Exactly.

Shaun

So there she. She's not a politician anymore.

Brian

So her. Well, she retires in January of 2027. So we have that much time to copy her trades and follow her trades.

Shaun

But basically, I can follow anyone.

Brian

You could follow anyone. So you could follow her. You could follow different politicians. We also take 13 apps from different hedge funds, and that was the way that we kickstarted the marketplace, I think every startup has like that chicken egg problem they have to solve. For a marketplace, you have the supply side and the demand side. And if you don't have anyone to follow, that's good. You're not going to get people to come follow that person. But if you don't have anyone to follow, no one's going to want to launch on your platform. They're like, why am I doing this? So we were like, Chris and I, we got together and we're like, let's just manufacture the supply side. Let's take publicly available information.

Shaun

Because the whole premise of Autopilot was anyone can become a head is that anyone can become a hedge fund.

Brian

Exactly.

Shaun

So instead of like having a substack news newsletter where you could follow my content, I can charge a certain amount and you could follow my trades or my portfolio that I think is good, exact. Got it.

Brian

And I think there's a lot of sub stacks. I'm sure we've all like read some of them. But you don't know like the performance of this person, maybe the right one. And they're always the winners.

Sam Parr

They write a very convincing case. And then they talk about how last time they were right, but you only know their cherry picks.

Brian

They might have been wrong like three or four other times for that one. And so with Autopilot, you have a track record of success. You can see people's winners, their losers, their performance, their entire performance. And then you can see how many dollars they're following them, their content, etc.

Shaun

How much money have you raised?

Brian

We've raised about 16 million.

Shaun

1.6.

Brian

Yeah. 1 6, 16 and 30 million in

Shaun

revenue seems like a good company. What's that worth?

Brian

I don't know. We're going out to raise a Series B. The valuations at different venture firms have floated around is between 300, 400 million, which is crazy. But that is venture money. Not sure what it's actually worth.

Shaun

How old are you?

Brian

31.

Sam Parr

You start this business. What was the first idea you had here? First idea is what?

Brian

So the first idea we actually started six years ago was an idea. It was a company called Iris. Iris for the eyes. So you could see into other people's portfolios. I was trading on Robinhood.

Sam Parr

You've been thinking about this idea for like six plus years.

Brian

Yeah, yeah. And I think like, like we all kind of. Any retail trader, I don't know if you guys invest in the stock market yourself on an app, anyone's like, there's stocks that just fly. And it's kind of obvious. Like I remember buying Nvidia or buying Tesla and you're like, like some things are just obvious to younger people. But if you just like don't do the research, you're not going to get those asymmetric gains.

Shaun

Yeah, but most people don't do the research.

Brian

Most, yeah, most people don't. And I, and I think.

Sam Parr

And most things I think are obvious are wrong. Most time when I invest, I lose money.

Shaun

That is fair.

Brian

And there's. Do you have like the inverse Kramer effect?

Sam Parr

No, no, no.

Brian

But I think, I think there are certain people who just have a knack for it. And I think we were talking earlier about like how most people should just invest in index funds. I would say I think that's true for the most part because a lot of people want to do it themselves especially I think there's this advent of diy. But I think the goal is for Autopilot for you to find someone who you have confidence in and can see the track record of success where you put like 10 to 20% of your net worth, not all of it, but in about 10 to 20% in these high risk, high reward strategies.

Shaun

You know what's fun? Wait. So we're doing this Ray Dalio thing tomorrow. We're interviewing him and he started as a newsletter. It was like a fifteen hundred dollars a month newsletter. That smart. And then someone was like, hey, if you think you're the man, then why don't you have your own fun? And like, you know, and he's like, maybe I will.

Sam Parr

And now he has the biggest one.

Shaun

So my question is, like, why doesn't I think you know Motley Fool? So Motley fool does nine figures a year in subscription revenue. So for you don't know Motley fool, you give them $100 or some amount of money and they give you stock picks. But they also have a fund where they invest in their own picks. And I think they have over a billion a. It's all public. You can like look it up. So will like every financial blogger who like is a stock picker, like be an autopilot person?

Brian

Yeah, I think that's going to happen. We have.

Shaun

But then there's going to be way less of them because everyone's going to be able to see who's legit and who's not.

Brian

Exactly. And so we have a 6,000 person wait list to like launch a portfolio on Autopilot. So we do a lot of due diligence. We look at the track record of success. We'll look at. We'll analyze their actual portfolio. Because, for example, if you run a newsletter, but your actual portfolio is bad, we don't really want you on the platform.

Sam Parr

Who's the most famous or successful person that. That launched their portfolio on here? Not like you're tracking the politics.

Brian

A guy named Peter Wolf. And so I checked out his personal Robinhood account, and I was like, this guy's up 200.

Shaun

How do you check someone's personal route?

Brian

Just by. Like, I would go on a video call and I would look at it. But right now we have tech where he could actually connect his Robinhood account to our platform and we could analyze it.

Sam Parr

And over.

Brian

Over. Over three years. And I was like, all right.

Sam Parr

Over three years time. Right?

Brian

Three years is like, yeah. And it's like, what does it do in a downturn? But I liked the way he was thinking about what he does to hedge against risk. And I was like, you know what? Like, launch on the platform.

Sam Parr

So you guys are kind of like, you're. You are like the editorial team. You're. You're the American idol. You're letting them sort of audition. You're picking, right?

Brian

Yeah.

Sam Parr

So you're picking the pickers. Then they launch their portfolio. People then pay up front to do it. Or people just copy the trade and you get it. That person gets a commission.

Brian

Yeah. There's like a subscription fee, very similar to substack.

Shaun

How much?

Brian

The pilot could. We call them pilots. They could set it. It ranges from 100 bucks a year to 500 bucks a year.

Sam Parr

And so they do that. How much are the top people making?

Brian

As the top people are making around 1 to 2 million dollars per year on autopilot.

Shaun

Whoa.

Brian

Which is insane.

Sam Parr

That's outside of their stock print. That's just autopilot.

Brian

That's just their autopilot.

Sam Parr

And so they. And so that's like. That means they have how many subscribers? Like, 10,000 subscribers.

Brian

It depends on how much they charge. But for example, Pure wolf has around $220 million following him on autopilot.

Sam Parr

Oh, so you see, like, how many dollars are backing you?

Brian

Yeah. And so, again, for example, this is the stat that we pull. Bill Ackman, who traditionally raised a lot of money really quickly. When he graduated Harvard, it took him about five years to raise $60 million. This guy on autopilot, within one year raised $220 million.

Sam Parr

So you're basically. It's kind of like Justin Bieber was YouTube native.

Brian

Yeah, right.

Sam Parr

He was a YouTuber first, then became Justin Bieber. And you're basically saying like the next Bill Ackman, the next generations Ray Dalio is going to come from ours or from YouTube.

Shaun

Do I put my money into Peter's fund?

Brian

Yeah. So what would happen is you connect your Robinhood account or whatever brokerage you have and it automatically follows his fund. So when he makes a trade, we send a notification to your brokerage to automatically buy or sell that security copy trend.

Sam Parr

But it's not giving the money to the guy.

Brian

Yeah.

Shaun

And that's the money in your Robin Hood.

Brian

Yeah. And that's how we are able to operate from a legal standpoint. Whenever you're giving custody of assets away to someone, the SEC gets really involved. Is that a brokerage? You have custody. That's when a lot of regulation pops up the business. The autopilot. We've been running autopilot for three years but the entire business like structure is six.

Shaun

So autopilot has existed in three awesome years.

Brian

Yeah.

Shaun

What's going to happen in six years when you have three shit years?

Sam Parr

If we have three like stock market years.

Alex Daniels

Yeah.

Brian

I think what we see is the retail investor right now perseveres longer than they used to. Three years is a long time. I would say if it was like three years downturn, like consistently. I feel like the whole world will. There'll be a lot of questions for the whole world.

Shaun

But that happens.

Sam Parr

Well, it happens to like Robin Hood and these other guys.

Josh

Right.

Sam Parr

Like what do you mean?

Brian

I think three years straight it hasn't really happened but I think you'll see like one and a half years happen. So. So I think.

Shaun

And Robinhood almost died.

Brian

Yeah.

Shaun

But they, they didn't because they had raised billions of dollars.

Brian

Yeah. And they, they had an emergency funding round.

Shaun

Yeah. So like it was a near death.

Sam Parr

When was that? During the.

Brian

That was during GameStop. They were about to go under and I think they had to raise $40 billion like immediately and. Or not.

Shaun

Sorry.

Brian

For $4 billion immediately because they needed liquidity. There's something with like being a brokerage and like the dtcc. Not too familiar with it but they're like you need to post up this money. We don't have.

Shaun

Are people nervous to invest in venture? Venture guys that nervous to invest.

Brian

I think what we've seen in venture is just the AI wave and it's just not. Fintech was sexy in 2020. 2021. Right now with our metrics. I would think it would be very exciting for a venture to fintech like,

Shaun

we have some friends in fintech. Like, a lot of fintech companies make, like, no revenue. Like, you know, you could be like, what's the thing called wealth front? And you could have billions of dollars in aum, and, like, your fees are so tiny that. So you're making 30 actual million in revenue.

Brian

Yeah.

Shaun

Or GMV, like, to pay to.

Brian

So right now, because we've launched our own portfolios where we take 100% of the revenue, like, the policy portfolio is ours, so we get 100% of that revenue. Our GMV revenue is 30 million, but our autopilot is around 22 million.

Shaun

Okay, so you have more real revenue than, like, remember, Ankur was doing carry, and like, he had like a billion in aum, but the revenue was, like, literally a million.

Brian

Yeah, I think. Yeah, I know. That's. That, to me, always blows mind. I think the thing that's interesting about us is when you look at other traditional asset managers, they just put your money in, like, ETFs and, like, mutual funds, and there's no real alpha. They're trying to get you. So they can't really charge that much money because you're like, why would I go to them? Why don't I just go to Wealthfront that charge, like, 0.1%? And so with Autopilot, the reason you pay so much is because these people are. They're. The hope is that they outperform the market. And so I think the average that people pay on Autopi is around 3 to 4%.

Sam Parr

Does Nancy Pelosi hate you?

Brian

Probably, I would say.

Sam Parr

Did you guys interacted?

Brian

Like, we've never. No.

Sam Parr

Cease and desist even from her?

Brian

No. No.

Sam Parr

Wow.

Shaun

They're all right. Or she's getting solved.

Brian

I mean, the goal is when she retires, we try to have her actually join the fight and have a commercial. That'd be incredible.

Josh

We.

Brian

We did sponsor the UFC and got a fake Nancy Pelosi.

Josh

Did you see this?

Shaun

This is.

Brian

And so the goal was. This was the UFC before the election, and Trump was supp. Sit row one at the ufc. And we were like, wouldn't it be funny if we sponsor the UFC and it shows. Invest like a politician right in front of Donald Trump, and then we have a fake Nancy Pelosi right by him.

Shaun

Like, you bought a ticket or.

Brian

Oh, yeah.

Shaun

Or as part of the sponsorship.

Sam Parr

So we had the ring sponsorship.

Brian

Yeah, we had the ring.

Sam Parr

Like a politician.

Brian

Yeah.

Sam Parr

And then they hired a lookalike, Nancy Pelosi, and they had her walking in. They had, like, The. You had, like, kind of social content of her entering the arena.

Shaun

Did you have to actually buy that ticket?

Brian

We had to buy that ticket. That ticket, row one, was $60,000.

Shaun

No way.

Sam Parr

How much you spend on the whole marketing buy?

Brian

About $450,000.

Shaun

Did it help?

Brian

It didn't help directly. I think the brand affinity was there. Would I do it again? Probably not. It would have helped if Trump was actually showed up. That was a weekend when there was an assassination attempt.

Shaun

So that makes.

Brian

There was. And I was like, dang, he's not here, but I'm glad he's safe. But I think if he did show up, I think the, the, the media that would have been picked up, the earned media, would have been insane.

Sam Parr

Hey, it was ballsy. And sometimes you got to do what you got to do. I think it's cool. We're still talking about it now, right?

Brian

Exactly.

Sam Parr

Attention. That happens when you do unique, over the top things. So that's amazing.

Brian

We're trying to think of the next stunt, but how many people work there right now? 30, 35.

Shaun

So you're doing 800,000 of revenue per.

Brian

It's about a million dollars per employee.

Sam Parr

Walk me through the light. What does this look like if this is actually big? Because some of the weird ideas here. This is a weird idea.

Brian

Yeah.

Sam Parr

And weird ideas have a lot of potential, even though on the surface it takes a little time to, like.

Brian

I guess it was kind of like a common sense idea. Like, I. I don't know, growing up, I was like, man, why can't my Robinhood account just, like, follow this other guy's Robinhood account automatically? Like, I don't want to just give my funds away to someone else. Like, I want to be able to do stuff myself, but I also want to, like, go on vacation without worrying about, like, when to sell or when to buy. And I think the solution, to me was just the most obvious. But I think the ultimate goal of Autopilot is to become the world's largest asset manager. When you look at BlackRock, they actually do this for institution. BlackRock connects all these financial institutions. Companies will go on a tool called BlackRock Aladdin and buy different portfolios. So it already exists at the institution level. BlackRock will create their own portfolios based on different risk. And so, like, if you're Walmart and you're heavily invested in, you know, groceries for this quarter, you could actually, like, hedge your bet on blackrock Aladdin. If you're a Facebook employee, you could actually find a portfolio on Autopilot. That hedges like tech and that tool that BlackRock created makes around $6 billion per year. And BlackRock's one of the largest asset managers. And so I think with Autopilot, one of our goals is to get that same tech and like build it for retail investors.

Shaun

How do you get those? How are you going to hire those people?

Sam Parr

Well, he's saying people come to the platform like it's two sided marketplace, right?

Brian

And so then the pilots come and they're the ones with the ideas. You verify, you know, their employment, where they've worked. But really the goal is where anyone could just publish those portfolios and get paid. And then us as a marketplace, we take a cut of that revenue.

Sam Parr

What would be the burning question?

Brian

I have a bunch of large macro questions on AI, but I also have questions because you guys have been running companies for 10 plus years. One of the biggest things is hiring. How do you find people that are highly motivated? What questions do you ask? Because one thing that I've noticed is when you hire especially more senior level people, their ability to BS is greater than my ability to detect bs. And I think there's certain questions or certain things that you could look at that you guys probably have more experience that would actually really help Autopilot get to the next step.

Shaun

Well, for one, having like a personal audience is like definitely. That's probably one of the biggest perks is that you're able to like if you cold email someone, they're like, oh, I've heard of you or I know of you. At the very least, at best you have a lot of people who apply. But whenever I would hire for people who roles that I didn't know what the hell I was doing, I definitely would have like an outsider hiring committee. So I would have outsiders interview people all the time and that helped me a lot.

Sam Parr

Yeah, that was going to be one of my. I've covered probably three or four tips. They're not all related. The first is I find a lot of my hiring mistakes where I didn't actually even understand what I was hiring for. I wasn't clear enough. Sometimes that comes from I do the work for a little bit and I'm like, oh, okay, what the person's going to need to do is XYZ as you scale, that happens less. But still writing down not like a generic, like I think a lot of people outsource the job spec to either chatgpt a recruiter. It's super generic. It's going to attract a generic candidate and it's not Actually clear. What are you, what are you trying to get somebody to come change in your company? What do they need to be world class at? What sort of problem are they going to have to solve? And be really, really clear? So that's the first thing. Second is kind of yours on outside help. So I have a buddy who, he's better at hiring than I am. And so what I would do for any executive hire is I would call a favor, be like, hey, once I've done the screening, will you talk to these, will you talk to my favorite kind of three or four candidates and give me your take? And it really wasn't about who he picked. It was me becoming a better hirer and interviewer by understanding the delta of like, I thought this person was great. He sniffed out their bullshit really quick. Why did he do that? And I'm watching the call and I'm realizing, like, oh, he dug in in a different way, asked a different style of question, didn't accept their first answer at face value. I gotta start doing that. And so I got better by doing that. Not just because they helped me pick this person, but because I realized where I was weak in the interviewing process. I also think there's two really good pools to hire from. One is you want people who've either done it before or never done anything, but can do anything. So done it before is who solved this problem before? I always start there because if I can find somebody who's already done this before, that's gonna help me a lot. And I mean specifically. So it's not just like, oh, he worked at a successful company, but they do enterprise sales. And we don't even do enterprise sales.

Josh

Right?

Sam Parr

It's like, no, they solve. They, they did this exact thing before this.

Shaun

We've talked about this a lot in the pod where it's like, it's so fun to hire young people. They don't have any experience. It's so fun, right? Because that's what you were recently. But like 9 out of 10 times, if you're just like, like, hey, you did that there. Do that same thing here, right? And that tends to just be way.

Sam Parr

So we, we will map out which companies have solved this problem before. Who was the person that was there at the year when they had this problem where we are, who was that person? And then were they the real shot caller on the team or were they just doing something? But there's somebody else who was amazing. I like go to that level of detail there. So that's one pool you got to get good at. And the other pool is like basically diamonds in the rough, like unproven talent that you can almost be a stock picker on and be like, okay, I think this person's like a 10 expert. And I build the company with those two pools of people. And you build systems so that you consistently are sourcing from both of those. Most, one thing. Most people. Are you the CEO of the business? How much time per week do you spend recruiting right now?

Brian

Right now, about 20%.

Sam Parr

That's pretty good. Most people. That means one full day a week basically.

Brian

Yeah.

Sam Parr

Most founders who have like hiring problems, if you ask them that question, they're like hours. They don't really track.

Brian

It used to be that and now I'm like seeing how important it is.

Sam Parr

And if you listen to like a lot of the most successful founders that, that were in a scaling phase, they spend like 30 plus percent of their time just on recruiting.

Shaun

Are you guys profitable?

Brian

Yeah.

Shaun

Okay, so you're at 20 million in revenue or 30?

Brian

30 million.

Shaun

30 million.

Brian

Positive. Not like gap profitable, but sure.

Shaun

So your default alive. What's the growth rate going to be this year? Over the next year?

Brian

About 250, I would think.

Shaun

Almost all your entire job is collecting people.

Sam Parr

What sorts of people do you need to be hiring right now?

Brian

A lot of software engineers, product people, growth people, marketing people. Really anyone. But I think people, people, just people. I think the thing is, is just maintaining that high bar and we've just hired a lot of people and perhaps I'm actually very quick to get rid of people if they like come in and within like two to three weeks, they haven't really done anything. I just immediately I'm like, all right, you're getting out of here.

Shaun

Does that impact that? And that impacts culture? Which is why you got to get the hiring right.

Brian

It impacts culture. But I think everyone who's been here, anyone who we, we, we tell people if you're here for longer than three months, you don't have to worry. So I think after the three month mark, people are like, okay, I'm, I'm chilling. But before that everyone's like freaked out.

Shaun

Are you going to only hire New York?

Brian

Yeah, yeah. Can we afford it?

Alex Daniels

We.

Brian

Yeah, yeah, we've, I think especially with AI, the salaries that we're paying people, like, we, we just, just offered a guy like a 350k salary. And I'm like, this is crazy because I've never made that much money. I still don't know. But yeah, I think the, the goal is with AI, each person is much, much more effective. So a good person with AI could be 10, 20 times more effective than an average person with AI.

Shaun

That's crazy.

Sam Parr

Yeah, my CTO used to say it too. He's like, you're one person. No, you're three people. He says you're three people. He used to say that all the time. And people like, it's funny.

Brian

I might start.

Sam Parr

It's real simple. It's just people just realizing what you mean. It's like, no, you need to be able to do the work of three people because you got to be smart about what you don't do. Don't do the bullshit, automate stuff, you know, figure out like a faster path. You know, that's your job, is to be three people. And when we used to do off sites, we would say every day is two days. It's like two days of stuff needs to happen every day. And so I think when you do that, you set up, set a different bar for your team on how they operate.

Brian

Yeah, dude, thanks for doing this, dude. This is awesome.

Shaun

You're awesome. I messaged him roughly two hours ago and I was like, where are you?

Brian

Yeah, I saw the post. I'm like, yo, Sam, I gotta get on my first business.

Shaun

Where are you?

Brian

This is a dream.

Shaun

Can you be?

Sam Parr

Well, you guys have, are one of the great like growth hack stories like this. You know what you guys did with the Pelosi tracker? You have another tracker? Do you have other trackers?

Brian

Yeah, we've like, you know, the Leopold tracker. Who's the best right now? Leopold. He's up, you know, 25 year old. He was like a 22 year old. He worked for OpenAI, now he's like 25. He left OpenAI and then started a

Sam Parr

funny up like $10 billion or something around 5 billion.

Shaun

So he's a billionaire now, I think. I think he raised outside capital.

Brian

I think of a lot of. A lot of it was friends and

Sam Parr

family, but Daniel Gross, Nat Friedman, and like smart money was immediately behind him.

Shaun

How much did he raise?

Brian

I think originally 500 million, not that much. And I was at like upward of $5 billion. But what he did, which was super smart.

Shaun

10x in two years.

Brian

Yeah, he looked at what companies, what was the bottlenecks of open AI. And he was like, okay, well SSDs like a lot of people thinking GPUs. He was like, ssd's like micron. And so he just started buying all of the other bottlenecks that no one was focusing on. And now they're just like skyrocketing and isn't like his.

Sam Parr

Somebody is like the chief of staff at Anthropic. He's got some information flow as well. That's pretty good. I mean, he's brilliant. Have you read his situational awareness paper?

Shaun

No.

Sam Parr

Like I said, do this, I did this and it was very, very useful. Take the PDF for situational awareness. It was like on my list of

Shaun

like what a situational awareness hedge fund name he published.

Sam Parr

He published a white paper or blog post like a PDF before, like before he launched the hedge fund or right after. I think it was actually maybe before. And this is how he attracted the money. He launched this thing, which is basically, he had a very strong point of view on like what the next 10 years of AI looks like. Very bold predictions. It was like. And then huge tension between China and America. And then because of that, this, it was like super specific predictions of where the puck was going. So he published this thing and a lot of smart people were like, yo, this is like one of the smarter takes of what's going on. I think that attracted more capital, more awareness.

Shaun

Situational awareness was the name of his

Sam Parr

publication and I think it's the name of his fund or whatever his company is. So take it, give it to you. Have Victor in your slack. Just say, victor, break this down into the 10 key ideas like predictions and hypotheses that he has. Explain it and just explain it to me. Victor did a wonderful job. He like just chewed up this PDF for me. It explained it step by step and then I asked follow up questions and it was just great. And I was like, so did that play out? Was he right about this? Did he trade on that? And it just, it just answered every single question.

Shaun

Is a guy like him?

Sam Parr

Victor, by the way, is like an AI thing that Sam put me on to that I am now hooked. I ended up investing it in.

Shaun

Yeah, thanks for telling me. After I told you about it, you

Sam Parr

should have told me that, well, it was at a absurd valuation, but like it's that good that I was like,

Shaun

yeah, well, I told you, I told him about this tool. He's like, I don't know, I don't trust these tools. These are stupid. And then two days later he goes like, why?

Sam Parr

These tools are awesome. I made him feel dumb. I was like, why do you just trust a random startup with all your stuff? And then I heard about a little more and I was like, let's try it out. And I tried it in one of my slacks and I was like, this is amazing. Now it's in every business I have.

Shaun

Yeah, that's good. But the. I'm curious about the personal, personal side on this. Is he like, low key right now? Is he trying to hide out?

Brian

No, he posts on Twitter.

Shaun

Really? He did.

Brian

He's like, with a picture.

Sam Parr

He's like, very good friends with Darkesh. So he's done the Dwarkesh pot a couple of times.

Shaun

I mean, is he cool?

Alex Daniels

Yeah.

Sam Parr

Do you think, like, Peter Thiel's cool? Like, you know, like, do you think a lot of Asperger's genius is cool? Yeah, he has that.

Brian

He's great.

Shaun

I love him.

Sam Parr

I love it.

Josh

Yeah,

Brian

you can follow him on Autopilot.

Shaun

I think that's cool.

Sam Parr

I'm saying. Yeah, that's not the word I would use.

Brian

I love it.

Josh

Yes.

Sam Parr

I think he's awesome.

Shaun

And so you can replicate his.

Brian

You could follow his top 15 picks on autopilot.

Shaun

And how do you know his picks?

Brian

So he filed a 13F. And so it is.

Sam Parr

There's a little lag.

Brian

There's about a 45 day lag, but even we only track with the lag

Shaun

and a 13 day F. How big does your fund need to be?

Brian

Oh, $100 million.

Shaun

Oh, okay. Damn. So he's the guy right now.

Brian

He's the guy.

Sam Parr

He's the guy.

Shaun

Does he do podcasts?

Brian

You actually get them all?

Sam Parr

There's a couple. We were trying. I think we were reaching out.

Josh

Yeah.

Brian

And it's stuff like this that make me, like, very adamant of, like, people should always invest in index funds, but there should always be like 10 to 15% of your wealth, like net worth on high risk, high reward stocks or portfolios. And so this is where Autopilot doesn't right now want to take 100% of what you have, but just 10 to

Shaun

15%, your liquid net worth, where is it allocated?

Brian

Who are you following right now? I follow basically like 20 different pilots on Autopilot right now.

Shaun

So right now of your. Of your 100% net worth.

Brian

So my 100% net worth, it's like 90% on autopilot. A lot of it is in autopilot.

Sam Parr

I don't know the truthiness. So you said you connect with their brokerage account?

Josh

Yep.

Sam Parr

But like, people have many different accounts.

Brian

So we could connect to all of them.

Sam Parr

You could, but. But you don't know if. If this is tracking all of them or it's just tracking something. Right. I, me as the user, I don't know if you have everything that this person has done. Right? Winners and losers.

Brian

So what it is, is the people will go on our platform and create a model portfolio. And so you only see the history of the model portfolio from when the pilot joins to. To now. So it's not like actually following their brokerage account.

Sam Parr

Oh, okay.

Brian

But what we do have is we have what's called skin in the game, where the pilot will also put their money on autopilot, following their own portfolio. And so you could be like, wow, Peter Wolf has $500,000 following his own trades verified by autopilot.

Sam Parr

Gotcha, gotcha, gotcha.

Shaun

Are you having fun?

Brian

I would say right now I'm having fun. I would say the last three years have been.

Shaun

It's.

Brian

It's hard. I would say getting from 0 to 1 million in revenue was the hardest thing I've ever had to do. Getting from 1 to 30 was actually a piece of cake.

Shaun

What do you think the next. The next threshold will be?

Brian

I think. Think we're on Track to hit 100 million in revenue by March next year. I think it's gonna be difficult, but reoccurring revenue, not run rate. Right now, we're at, like, a 70 million run rate, but we want to

Sam Parr

get, like, I passed on investing in this, like, twice.

Brian

Why did you do it? I know, but it seemed like a

Sam Parr

really hard thing to get off the ground.

Shaun

It was very hard to get this.

Sam Parr

Well, I'm a degenerate. And they were listening to mfm, I think, so, like, they knew that.

Brian

You talked to Chris a couple times?

Sam Parr

I talked to Chris. I really admired the marketing, so I think just reached out, giving respect. I was like, hey, I. I think it's brilliant what you guys are doing with the plus tracker on Twitter and the ufc. I just thought you guys were doing a really good job.

Brian

I think without the marketing, we wouldn't be here just because of how hard this stuff is to do.

Shaun

What's your. What was the first round's valuation?

Brian

The first round was 7 million.

Shaun

Really?

Brian

Yeah. But that was 2021. Like, there's a lot of.

Shaun

Yeah, man.

Brian

Yeah.

Sam Parr

Well, either way, I'm a fan, and I think what you guys are doing are great, man. I appreciate you coming on.

Shaun

This is awesome. All right, we appreciate you. Thank you, guys. We'll talk to you a little bit. That was awesome.

Sam Parr

Good picks. Yeah, that was cool. That was fun. I hope this is a.

Shaun

This is a Hampton plug, by the way. I definitely just went into the New York channel and I just said, yeah, who's interested? Because I didn't want to tweet it out because I wasn't sure what we're going to get.

Sam Parr

Well, I'll do the plug for you. If you're an interesting business owner and you want to be in a community of other interesting business owners, join Hampton, and maybe you, too can be on MFM someday.

Shaun

Too hip that. I didn't realize how big Autopilot was. I thought it's been scaling a lot.

Sam Parr

Like, it wasn't that big, like, six months ago, you know?

Shaun

Well, he told. I knew it was 30 million in revenue. I thought that meant, like, GM GmbH, because those businesses, not his business. But that category of business is usually pretty shitty, right? Like, numbers can be huge, but the actual business, but not his. That's insane.

Sam Parr

Yeah, he's doing well.

Shaun

That was cool, right?

Sam Parr

You know, one of the things with. Probably the biggest thing for me since I started my first million till today was, I remember pre. My first million, kind of like 10 years before that, the full 10 years, I felt like opportunity, like, success was this needle.

Shaun

You had to do this in this

Sam Parr

haystack, or it was this narrow thing, this thing I had to search for in this room, and it was so hard to find. And I needed this brilliant idea. And if I just. Is this the brilliant idea? Where is the brilliant idea that I need? Perfect execution. I remember opportunity just felt so scarce. And then one of the things of you move to San Francisco, you meet a bunch of people, we start doing this podcast. It's like you just realize, oh, dude, there's thousands of different. Tens of thousands of different ways that I can win. Opportunity is everywhere. It's really about picking what's the right fit. For me, it was a total, like, from lack to abundance mindset shift on success. Like, where does success live? And, like, what I like about a thing like this that we did today is those are three ideas that didn't even exist in my. My cone of vision. You know, I couldn't even. I didn't even know that people do businesses like.

Shaun

And there's also parts of their business and their lifestyles and personality that I want to like. Like, I love and I want to steal. Right? But I don't admire the whole thing. Like, for example, Alex, I'm like, oh, man, he's so calm. Like, right? Like, oh, I need to learn from that. I don't necessarily want to trade what I have for what he has, but, like, I want to steal this from him.

Sam Parr

And he wasn't in a rush. Yeah, better and for worse, but mostly

Shaun

for better and same with Brian. Huge business taking off. I don't want to do all those stunts. I don't want to raise vc. But that's pretty awesome.

Sam Parr

But I admire the creativity. Yeah.

Shaun

Like, Josh's outdoor business. I'm like, that's awesome. I don't want to raise money, but, like, it would be maybe fun to own one. Like, you know, like, there's really small,

Sam Parr

but I should go camping.

Shaun

Yeah, no, but there's like, small things, right? Like, you know, I think people sometimes in the comments tease us about, like, having. I hate when people say you have these guests that are out of touch. Whenever I hear that, I'm like, no, you're out of touch with his life.

Sam Parr

Yeah, that's about you.

Shaun

You're out of touch. No, what I mean is I'm like, I am equally impressed by, like our billion dollar company versus a five million dollar company. They're all. They're both equally awesome.

Sam Parr

Somebody, Jesse Itzler, said this at one of our events. He. It was like an intro, said, hey, what are somebody. What do people. What should people know about you? He's like, hey, I'm Jesse Itzler, blah, blah, blah.

Alex Daniels

I did this.

Sam Parr

He goes, my thing is I root for everybody. Because when you root for everybody, you can never lose. And then he sat down and I was like, yo, I kind of like that fortune cookie he just did.

Shaun

I like it is Jesse. It's really a cool black man.

Brian

Yeah, yeah.

Sam Parr

No, he's the best. It's cool Black guys like him.

Shaun

Yeah.

Sam Parr

It's like, whoa, that's like the next level. So in the same way of like, you. When you root for everybody, you can never lose or something. Like, if you think you can learn from everybody, you can never lose. Right? So it's like, like, great. Tomorrow we're talking to Ray Dalio. There's gonna be some awesome things to learn from him. Again, parts, not the whole. We're not trying to do what he's doing. But I'm still gonna pull something, dude.

Alex Daniels

And I can get equal.

Sam Parr

I'm gonna win. And I'm gonna have some fun in that hour. Just in the same way. I got wins and learnings and fun in this hour.

Shaun

I think the new slogan should be we can.

Brian

We.

Shaun

We get, you know, high, high and low. Low. Because I get like, equal joy. Like, we'll go to the. We'll, like pop into a bodega. I'll love that. And now we're gonna go hang out with, like, the 80 of the richest person in the world. I'm gonna love that equally.

Josh

Right?

Shaun

All right. That's.

Sam Parr

I feel like I can rule the world. I know I could be what I want to. I put my all in it. Like no days off on a road, let's travel, never looking back. All right, let's take a quick break to talk about a podcast, because if you're listening to this, you like podcasts. And what's better than one podcast? Another podcast. And let me tell you another podcast you should check out. It's called Success Story. If you like hearing about different success stories and hearing Q and A sessions with successful business leaders, or hearing keynote presentations or just checking out conversations about sales and some business and marketing tactics, this is a great podcast for you. So check it out. Wherever you get your podcasts.