Transcript of “Andy Hnilo – Entrepreneurship and Alitura ... · the skin. You are your own best...

Transcript of “Andy Hnilo – Entrepreneurship and Alitura Naturals”

Bulletproof Radio podcast #281

Bulletproof Radio Podcast #281, Andy Hnilo

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Speaker1: BulletproofRadio,astationofhighperformance.

Dave: Heyit’sDaveAspreywithBulletproofRadio.Today’scoolfactofthedayisthatyouhavetheabilitytoproduce8milliondifferentcombinationsofgenesinyourspermoreggs.Thatmeansthatifyouwerewithyourpartnerandreproducingthatthereare64trilliondifferentcombinationsofgenesyourbabyisgoingtohave.Ifyou’relookingtoexperimentwithallthosethings,youbettergettowork.

Today’sguestisnotastrangertoBulletproofRadio.Ifyou’rewatchingonYouTube,you’regoingtoseeprobablysomestrangebiohacksintheshowbutIpromiseit’llbeinterestingifyou’redrivingandlisteningtothisaudioonly.It’smyfriendandfellowentrepreneurAnyHnilofromAlituraNaturals.AndyandIhaveknowneachotherforacoupleofyearssincehefirstcameontheshow.He’saguywithmultipleskillshere.He’sasemiproballplayer.He’sbeeninmultiplebigTVshowslikeDaysofourLivesandHelloLadies.He’sacovermodelforOakleyandhe’sbeeninadsforCoppertoneandthingslikethat.He’slikeamodel,athlete,celebrity…DidIgetallthatright?

Andy: ImovedouttoLAtorehabmyshoulderandcontinuetoplaybaseballprofessionallybutIhadamoviefallintomylap.I’vedonesomanydifferentthingslikefrompayingrent,frombartendinganddoinglittlesidecateringjobstojustbeingaworkingmodelandactorisenoughformebuttocallmeacelebrityorsomethinglikethatIdon’tknowaboutthatbutI’mjustgratefultobehere.Thankyouforhavingmeagain.It’salwaysapleasuretobechattingwithyouonthesepodcasts.It’ssomuchfunformebecauselikeyoutoldearlierdownstairsI’vebeenandI’mcertainlyahugefanofBulletproof.Bulletproofhashelpedmeandmyfamilysomuchjustmaintainingoptimalhealth.It’snotjustsayingthatwe’reahugefanoftheproductsotobeworkingwithyouishuge.It’salotoffun.

Dave: ThanksAndy.

Andy: Welcome.

Dave: PeoplemightnotknowitbutI’moneofthesupportersofAlitura.WhenAndyfirstcameonBulletproofRadioacoupleofyearsagohetoldastorythatactuallyblewmeaway.Ididn’tknowthedetailsatallbutweactuallypostedapictureofAndyinthehospitalbecause…justtelllikewhathappened.Itwasshocking.

Andy: Alittleover4yearsagoIwashitandrunoverby2carsonMelroseAvenueinLosAngeles.Iwashitbyawestboundheadingcar.I’mheadingtotheeastboundlaneandthenrunoverbyanotherSUV.Icompletelylostconsciousness,wokeupintheICU.Myjawwasshatteredfrommychintojustbeneathmyear.Ihad2titaniumplatesinserted,broke7ribs,collapsedlung,reallybangedup.You’reinsomuchmorphineatthattimethatIdidn’tfeeltoomuchpain.IthoughteverythingwasajokeandIquicklyfoundoutitwasn’t.IseeallmyfriendsthereandI’veneverseenthemthatemotionalandjustrocked.Iwaslike,“Heywhat’sgoingon?”Likethey’re,“Nodon’ttalk.”Mybonewasexposedthroughthebottomofmymouth.Itwasreallybad.

LookingbackonitIwouldn’ttakeanythingbackbesidesjust…itbumsmeoutandpicturemymomanddadgettingthatphonecallthatIwasintheICU.Itbringsmedownalittlebit.LikeIsaiditbroughtalotofthingstolightasfaraswhatmypurposeisandwhatI’mheretodo.Ireallythinkthat’sjustnotonlyhelppeoplewhoareinthestateofrecoverybutpeoplethatIcreatedaskincareproductthatledto…it’snowalinewiththewholethisapproachofjustholisticallnaturalpurerichnutrientdenseingredientsthathelpregeneratetheskin.Iwassobangedup,Ihadsomanyscars,abrasionsfromallaroundmybodyandIusedyourownbigscienceexperimentandIusedmyresearch.There’ssomuchinformationoutthereandIdidn’twanttoleavemyhousethat’sforsure.Myjobisoutthere.

Dave: Youdidsomethingthatwasabitofamiracle.Youtransformedwhatyouwereeating.Youtransformedwhatyou’redoinginyourheadand

youputtogetherwhatbecameyoursignatureclaymask,theAlituramask.Youdidthatbecauseyouneededtobeontherunwayin7weeks?

Andy: That’sagoodpoint.

Dave: That’simportanttogetto.

Andy: Yeahthat’strue.IhadaNorthernCaliforniawhoIdidn’ttellaboutmyaccidentandIhadajob.Iwanttosayitwaslikemid-May.IgottonaildownthatdatebecauseitwasthemidMayorthefirstweekofJunebuteitherwaymyaccidentwasMarch20thsoIhadverylittleroomtorecover.Ijustmadeitmygoal.Ididn’twanttomakethatphonecalltothemgoing,“LookI’mshattered.I’mnotgoingtomakethejob.”Idid.Longstoryshort,IgotmywiresoutthatThursday.IgotmyteethwhitenedthatFridayandthenthejobwasatSaturday.

IendedupwalkingofcourseIwasonly…IhadabigroadgashonmyrightsideandIhadtobeshirtlessforoneofthescenes.Itlookedterrible.Mymomwasoverthere.ShewasjuststokedthatIwasworkingandjustbacktodoingsomethingthatIlove.TruthfullyIwastoldthatIwouldneverwoulddoagainandthat’sunderstandablebutImadeitagoalofminetoprovethatIcoulddoitagainandsoIdidthat.

Dave: YouwentontheBulletproofdietforsure.You’rehardcore.Didyoualreadyhavethebaseingredientsfortheskinstuff?You’realreadyamodel.Youhavetotakecareofyourskin.Didyoutweakit?

Andy: Ididtweakit.

Dave: Whatdidyoudotomakeyourfacerecoverwayfaster?Theyweretellingyouyou’dneverdothatworkagain,right?

Andy: ItwasjustestablishedthatIwouldneverdoitagain.Itwaslikeyoubettergetenoughoutofinsurancebecauseyou’renevergoingtoworkagain.ItwaslaughablelikeIsaid.Ididn’twanttogooutrouteoflawsuitsoranythingandIjustwantedto…likeIsaidtherewasabase…there’ssomuchinformationouttherebuttherewasacrazewithoutchemicalsthatIknewthatitwasgoingtohelpregeneratemyskinand

helpremovethoseimpuritiesfromtheheavymetalsthatwasabsorbedfromtheCTscansandthex-raysandantibioticsthatIwastaking.Iwasinafog.Ilostmyzest.Ifeltterribleandthismaskreallyhelpedme.Iwasdoingitallover.

LikeIsaidallmyroadrashandallovermyface,headanditjustconditionedthatareaandhelpedbringcirculationtothesurfaceoftheskin.Itslowlyexfoliatedit.Thingslikethatcolostrumreallyhelped…Ifeltreallyhelpedwiththeregenerationoftheskincellsinthatareathatwassobangedup.Itwasjustremovingthoseimpurities.NotonlydidIseeinstantresultsofjustasenseofstimulationfromthecirculationIwasgettingfromthedifferentingredientsbutalsojustoverallsetofwellbeingfromjustareleaseofthosetoxinsandpullingthemup.Thatbentonite’shuge.Peopletakeit…alotoftheingredients…

Dave: Itakeitorally.

Andy: SodoI.Justremovesalotofthat…likeIsaidalotofthoseimpuritiesthatcausethatfogandcausethatfunkandthatslowingstatethatIwasin.Ididn’tfeelgreatimmediatelybutIwasstayingdiligentwithitanddoingiteveryotherday.Itwaslikemylittlething.Itmademefeelgood.Ireallyfeellikeithelpedacceleratethehumanprocessaswellfrommyscarringandabrasions.

Dave: YoudidthehighratekindoffatwhichhelpsandyoudidAlituraandyourecovereddramaticallyfast.WhenyoutalkaboutsomeofthefirststepsofBulletproofRadioI’mlikethisisoneofthosethingswherenooneelsethatIknowisdoingthingslikecolostrumwhichismother’smilk,thestuffthatcomesoutofacowrightatfirstthere’sgrowthfactorsintheskin.Youareyourownbestguineapig.Afterthatfirstepisodeyoustartedgettingafewemailsfrompeoplesaying,“WheredoIgetit?”

Andy: Tothisdaythatwas…Icanonlyremembertoomuchbecauseitwasjustsooverwhelming.Iwasonanin-flightbackfromOrlando.IgotthatlittleGogoinflight.EverytimeIrefreshmyYahoobrowserbecauseonyourpodcastIgaveupmypersonalemailaddress.Ididn’thaveawebsiteoranything.Aliturawasnotevenborn.Itwasn’tanything.It

wasjustlike,“Ifyouguysareinterestedinmyproduct,contactme.”Ihadenoughforlike…Ihaddozensofpoundsofeachingredient.Iwasjustrunningaroundtown.Theorderswereflyinginbutalsoemailswereflyinginfrompeoplejustsayinghowtheyrespondedtothestory.

Iwasgoingtomylocalwholefoodstothebulksectiongettingthosebulkcontainers.Fillingthemup,handshakingthem,goingtoFedEx,printingoutthatlabel.ItwasjustTimeNewRomanfontAlituraandwefinallygotawebsite.Wehadtogojustlikethat.Peoplereachingouttomeandsaying,“Theyliketheproduct.”Peopleweresayingthesamethingtoyou.Itjustwentfromtherestepbystepjustbuildingthingslikethepackaging,thelabelling,hiring,doingtheproper.Wescaledup,trieditonyoursiteandthingswerehistory.

Dave: Iwanttochatwithyouaboutwhat’shappenedtoyouasanentrepreneur.BynowpeoplelisteningyoufiguredoutAndy’sbeenthroughalotphysically.Hehadadesperateneedtomakesomestufftofindoutwhatworked.Heusedhisknowledgeandcameupwithsomething.Thenyoustartedthiscompanyandyou’rerunningoutofcashsoweenteredapartnershiptobasicallyorderalotofitsoyoucouldgetmanypoundsofwhatalltheingredientsyouneeded.We’vebeenworkingtogetherasentrepreneurseversince.It’syourcompanyyou’redoingwhatyou’regoingtodoandIoccasionallyhaveachancetoofferyouadvicewhenthere’saninterestingsituation.

Iwanttointerviewyouspecificallyaboutthepsychologyofthis.You’vealreadybeenprettysuccessful.NotalotofguysareonthecoverofOakleythingsandallthatandyou’vebeeninmajorTVshows.Thosearemarksofsuccessthatalotofpeopleareaimingfor.You’vealsobeenaproballplayerwhichisanotherwholesetofthings.You’renotastrangertosuccessbutthisisaverydifferentthingtobeanentrepreneurthantobeanactor.What’sthehardestpartofstartingouthasbeenforyou?

Andy: Calculatinginventory.Ihave9differentingredientsonmymaskandstayingontopofthatbecauseI’musingdifferentpercentages.Thisisalloutofmyapartment.Imovedeverythingoutofmybedroom,that’smy

lab,Iliveinmylivingroom.Havingspaceinmyapartmentforthose9differentingredientsandhavinghundredsofpoundsofthoseingredientsandthenmyjars.SayIhavetoorder2500jars.2500jarsgoes8ounceonablackdomethattakesup…I’mhoppingoverboxes.It’sokaybecausethewholetimeI’mgoingthere’snothingelseI’dratherbedoing.

Dave: Isthatroughonthedatinglife?“Comeonin,sitonthatpalletofAlitura.”

Andy: That’sprettymuchnonexistent.Thisismydatinglife.It’smybaby.There’snothinglikeIsaidelseI’dratherbedoing.Igotthekeystothisthing.I’mlike,“Allright,herewego.”YouallowedmethechancetoscaleupofthebestingredientsfromthebestsourceofeachofthoseingredientsthatIcould.I’mgoingintothatIknewexactlythesourceIwasgoingtogoandthenjustcomingoutdowntofindingoutthedifferentpercentagesofeachofthoseingredients.Scalingup,knowingthatweneeded4500unitsofwhateverandthenhavingallthoseingredientscomeatadifferenttime.It’snotlikeI’mgoingtoonemanufacturer.

I’mgoing,“OhyeahIneedenough.Ineedanother4500sothat’sgoingtobe700poundsofbentonite,600poundsofrhassoul.”Noit’slikeIneedthis.Therearedifferentpercentages.I’mdoingitallfrom6differentsourcesofthose9ingredients.That’s6differentcallsIneedtomakebasedonthemeasurementfromthoseingredients.It’salotofworkbutIloveit.

Dave: Theoperationalcomplexityhasbeenaproblem.

Andy: It’ssomethingyou’vereallygottogetright.It’sbeensmooththough.I’mnottryingto…butIt’sgonesmooth.

Dave: It’sgoneprettysmooth.

Andy: Yeah.Wehadacoupleofsellouts.RightaroundlastyeararoundBlackFridayandtheThanksgivingtime,wehadtoflyhomeactuallyearlybecausetheBulletproofsitewasrunningoutofstock.

Dave: Irememberthat.

Andy: Itwasanawesomeweekend.Ididlike758unitsovernightwiththehelpofacoupleofpeople.Yeahwejustgotthoseout.Stufflikethatit’sexhilarating.Yourunonpureadrenaline.Whenyou’redoingsomethingthatyouabsolutelyloveIknowit’slikeatotalclichébutit’slikethere’snothingelse.Idon’treallyneedsleep.Iwakeupstokedtokeepitgoingagain.

Dave: Beinganentrepreneurislikethat,right?

Andy: Yeah.

Dave: It’sfunthewaythatyoumentionedsomething.Forthefirstprobablyayearandahalf,2yearsIdon’tknowtheexactamountoftimebutIcarriedAlituraonthesitejusttokeepyourrevenueshighasyou’regrowingyourownbusiness.Acoupleofmonthsagoyou’rebigenough.Youareyourowncompanynow.You’vegotyouroperations.You’vegotyourwebsiteandall.Wetransitionedover.PeopleorderAlituradirectlyfromyouwhichisjustasignthatyourcompanyisthereandthatalsomeansthatthey’rebuyingdirectlyfromyouwhichsupportsyourcompanymorethanhavingawholesaledistributor.Forpeoplewhoknowthat’sbeenontheBulletproofsiteyoucanorderstraightfromAndywhichisgoodforhisbusiness.

Operationcomplexity,inphysicalproductsforentrepreneursthatknocksalotofthemdown.DoesthiswholeperspectivethatpeoplehavearoundI’mgoingtosellinformationproducts.I’llsellsoftware.Itcostnothingtomakeanewone.Thatbusinessisgettingovercrowded.There’saawholenumberofpeopleusingthesamerecipetomarketthemselvesasgurus.They’reallsellingrelativelyhighpricedinformationproductsbutthere’salimitedmarketforthat.

WhenIstartedBulletproof,I’mlike,“Iwanttoprovidetangiblevalue.Iwanttodosomethingdifferent,somethingwhereyoucanfeeldifferencebutsomethingthat’sreal.”Knowledgeispricelessbutknowledgeisalsobecomingprettyclosetofreewhichiswhygiveaway

alotofknowledge.Youdidthesamething.Whathappenstothoseofuswhogointophysicalproductsisprettypredictable.“OhmyGodIjustranoutofinventory.”Peopledon’tthinkaboutthisunlessthey’reentrepreneursorthey’reinvolvedinoperations.It’shardforyouandmetoknowsomeoneisgoingtomentionthisontheTodayShow.

Andy: Exactly,yeah.

Dave: Ifthathappens…

Andy: Boom,boom,boom.

Dave: Yeah.Ifinallyhad2months’worthandIhad2days’worthandittakesme3weekstogetit.Thegoodthingispeoplewhobuyfromguyslikeyouandmewe’rejustoutthere.Theyprettymuchunderstandthatatcertainpointandyoucanjustsay,“Look,I’mgoingtosendthistoyouassoonaspossiblewithadiscount,withmyapologies.Ididn’tplanthisbutI’mdoingmybesttobringsomethingspecialtoyou.”Youwentintothatwhichispredictableandnormal.Theyenteredthatasyouraisefundingandall.

WhatIwanttoknowaboutisthisisashowabouthighperformanceandhowpeoplekickass.You’vegrownAlituraprettynicelyinashortperiodoftimebutIwanttoknowaboutthepsychologyofperformance.Operationsandallthatstuffwasthere.TellmeaboutatimewhenyouhadlikemassiveuncertaintyinAlitura.Whereyoulike,“Idon’tknowifthisisgoingtowork.Idon’tknowifI’mgoingtogetthisdone.”Wasthereatimewhen…

Andy: No.

Dave: Youneversaid…you’vejustbeenonamissionhuh?

Andy: Ireallyhopethatdoesn’tcomeoff…I’mafirmbelieverinjust…becauseifIcan’tcontrolitIreallyhopethis…we’regood.It’sjustlikeit’sabeliefthatIjustknow.I’lldowhateverittakestomakesurethisthingworks.AlsowiththatsaidIkeepitrelativelysimple.Gettheordersoutthatday,maintainperfectcustomerservicewiththat.If

anybodyhasanytypeofissue,there’sawaytodiffusethatissueandjustmakesureit’sperfectwhateveritis.Makesurethey’rehappy.Thenasfarastheproducts,it’sprettystraightforward.I’vebeendoingthisforyears.

Dave: Nowyou’redeflectingfromthequestion.Whendidyourighthereinyourheartfeeluncertaintyorfearandyou’retalkingaboutcustomerservice.Idon’tbelieveyou.NoentrepreneurthatI’veevermetisabletoexecutethewaythatyou’veexecutedortheyhaveexecutedwithoutsometimebeinguplateatnightgoing,“Ireallydon’tknowwhatIshoulddonext.”You’vecalledmeonthesethingsman.“ShallItakemoneyfromthisinvestor?”

Andy: Okay,that’sagoodpoint.

Dave: “Ininternationaldistribution,whatifImakethewrongdecision?Willmycompanyfail?WillIputfoodonthetable?Youhavetohavehadthosethoughtsbecauseyou’rehuman.

Andy: You’reabsolutelyright.It’sallbeensoexcitingforme”.ItneverraisedlikeanxietythewholetimeI’veembracedit.It’sjustbeenlike,“ThisiswhatI’vealwayswantedtosometypeofbusinessthatIcreated.”SurethisisatoughdecisionbutwhatelsewouldIratherbedoingbesides…

Dave: Thesenseofmissioniswhat’soverwhelminganydoubtoruncertaintyoranxiety.

Andy: Yeah.It’sallgoingtoworkout.Ihaveanunbelievablenetworkasfaraslikeyou,mydad,awesomebusinesspartnerswhoaregoingtohelpmethroughwhatevertoughdecisionofrunningabusiness.Sure,it’sreallytoughandtherearedecisionsthatjustrockyou.They’renevereasybutit’sneverraisedanylikecortisolresponseasfarlikestressingmeout.I’vebeenlike,“Okay.”I’vealwaysjustfeltlikeIwasgoingtobeledtowardstherightdecision.Thedecisionsarenevereasy.IfIaddacertainpreservativeintomynightcream…

Dave: It’sallnaturalpreservativeIhope?

Andy: Absolutelyallnatural.Iwouldn’t…butthat’sthethingit’slikeI’vehadnopreservativesinmymoisturizer.Formynightcream,nowthatwe’redigginginwithfingersthere’sachanceformicrobialgrowth.

Dave: You’rejusttalkingaboutliketheformulationoptionsthere.

Andy: Yeahlikegrapeseed.It’sextremelytough.That’sadecisionanexamplewhereyouwe’retalkingaboutthereally...itdoesn’tstressmeoutbutitreally…Ijustwaivebackandforth.It’lltakemeaweekbutIreallyfeellikeI’mgoingtomaketherightdecision.Itmighttakemealittlelonger.It’slikewhenI’moutoftherestaurant,itmaketakealongtimetoordertheredbutIalwaysprettymuchgoingtogettherightthingthatIlike.Ittakesawhiletogetitright.

Asfarasingredients,thosehavebeenthetoughones.Certainpartnershipsmoneywiseinvestors,distributorsfromacrosstheworldbutthoseareallgoodthings.ThesearepeoplethatwanttospreadsoIembraceit.Ijustgo,“Manthat’sawesome.”ThatpeoplewanttosharemyproductwiththeirnetworkinHongKong,inNewZealand,inAustralia,UK,Canada.ItisdifficultbutatthesametimeIdon’tletitlike…Ihavepeoplelikeyourselfandagreatnetworkofbusinessadvisorstohelpmeoutthroughthat.

Dave: Dopeopletreatyoudifferentlynowthatyou’reanentrepreneur?

Andy: CertainpeoplethatI’ve…inthepastourrelationshipswithkindofdidn’treally…It’sokayItotallygetit.Iwaslikethisbartender,model,actororathleteorwhateverandIdidn’treallyhaveawholelotofthingsgoingforme.MaybeIwasunderachievingorwhateverandthat’sfine.Theconversationshavedefinitelychangedandthat’sgreatbecauseI’vealwayswantedtobetakenseriously.Ithinkweallwantedtobetakenseriouslyandbethoughtofandberespected.That’sallIwanttodoisjustberespectedandtrustedandliked.That’swhatit’sallabout.

Dave: Sometimesifyou’reanentrepreneuryouwanttoberespectedandtrustedandlikedbut“Ineedtomakedecision.IfirethatguybecausehewasputtingthewrongamountofingredientinmystufforbecauseI

hiredsomeonewhomaybewasafriend.”Ihavenoideaifyouhadtoletanyfriendsgobutoftentimesthishappenswithentrepreneurs.Thesearethethingsthatlikecreateacortisolresponse.

Thesearethingsthattheaverageentrepreneuryoutalkto,Idon’tknowaboutaverage,butatleasthalfofentrepreneurstheydon’tsleepwell.They’renotevenhappybecausetheylovetheirbusinesslikeit’stheirbabybuttheyalsolikeworryabouttheirbusiness.Thenyougetthisaddedpressurewherepeoplelike,“CanIhaveajobwithyou?CanItakeadvantageofyou?”They’renotgoingtoaskyouinthosewaybutthey’rethinkinglike,“What’smyangle?”

Andy: That’sagoodpoint.Ihavehiredfriendsandfriendsoffriendsandthatthere’sadifficultsituationthatensueswhereasfarlikemoneyandalotofitismanuallabor.Importantstuffbutreallystuffthatshouldnotcost$25or$30anhourandthere’salotof…it’smyworstbutIdon’tknowsomepeoplehadsaidbestqualityorwhateverbutItakethisstuffreallypersonally.Peopleobviouslyexpectalot.Theyseethemoneycominginbecausewhenyouallowyourbackendofficestoseethenumberscominginandtheyexpectacertain…I’vehadacoupleofsituationswheretheyexpectacertainamountitwouldjustkindseemsunreasonabletome.

LikeyousaidI’vehadtolet…whathappensitspartofrunningabusiness.Youhavetoletpeoplegoifyoudon’tseeeyetoeye.IthinkI’mreallyfairjustsometimesitdoesn’tworkout.Itcan’tbeallrainbowsandsunshinebutit’sokay.LikeIsaidIjustdomybesttoberespectfulandforthrightwithwhatIwant,whatIexpectbutyeahtherehavebeensomehiccupswithemployeesituationespeciallybecauseIjustlovegoingforwardwithpeoplethatIlikeandthatIwanttoworkwithandIwanttogoforwardwithbutIguesssometimesthere’sadifferenceofopinions.Sometimesyougottodealwithuncomfortablesituationsbutthat’spartofit.

Dave: Youhaveasenseofmission.You’repassionateoneofthereasonsIwantedtosupportyou.OneofthereasonsIdosupportyouisthatyouhavealotofpassionforthisandthatsenseofmissionwhichIthinkis

essentialforlikeamodernentrepreneurjusttostayenergized.Youalreadytalkedabouthowyoucanovercomeadversitybecauseyouknowwhyyou’redoingwhatyou’redoing.Howdoyoumaintainmotivation?Howdoyoustaymotivated?Ijusthadtotell.SomeoneItrustedjustcameinandmadeanincredibleunreasonabledemandandI’mjustmakingthisup.

I’mguessingthismusthavehappenedbynow.Thenyou’relike,“I’mactuallynotgoingtodothatbecauseit’snotrightformycompanyorformycustomersorwhateverelse.”Thenyougetthat,“You’reatotaljerkAndy.”Thatwholesetofunreasonableness.Howdoyoukeepthattakingalittlebitofwindoutofyoursails?

Andy: It’sjustimpossible.I’mtellingyou.FirstoffIlivealotofmylifethrough…I’mveryluckytobehere.There’saperspectivethatIreallycan’t…

Dave: Gettingrunoveracoupleoftimesdoesthat,right?

Andy: Yeah,clearly.Thisissuchabonustobeable…Idon’ttakeanyofthatgrantedbeingabletorun,workout,shoots.IpostpictureswhereI’mstokedtobehere.Tohaveaproduct,tohaveabusinessthat…theemailsthatIgetfrompeoplethatcounteracttheiracneandjustoverallsenseofwellbeingbeforetheywakeupinthemorning.Youcannotputapriceonthat.That’s…uh…windoutofmysails,that’simpossibletodo.I’mhumanbelieveme.Iunderstandthatitcanhappen.Idogetdownsometimes.Ihaveemotionsbutasfarastakingthewindoutofmysailswiththisproduct,I’mincrediblymotivatedanddrivento…Ilovethesuccessthatitshavingbutit’snowherenearwhereIwantittobe.

It’sjustconstantlyeverydayIhaveaplantodosomethingtocontinuetogrowmycompanyandtomakesurethateverysinglepartofthebusinessisperfect.It’saflatoutobsessionofmine.Withthatsaidit’slikeanynoisethatcomesin,youreallycan’t…there’sanobsessiveamountoftunnelvisionthatIhavetowardswhat’sthenextstep.It’salwayswhat’sthenextstep.It’sjusttoughifcertainsituationscomeinwheredifficultsituationsordifficultdecisionshavetobemade,likeIsaiditsmoreofthosethings.Maybeitsathleticbackgroundorwhatbut

youfindawaytohandleitandyougetitdoneandyouexecuteandmoveforward.

EarlierwhenIsaidIdomybesttokeepitsimple.That’swhatI’mtrulytryingtodo.Weareonly15monthsintothissomaybenextyearit’llbealittledifferent.RightnowIhaveasetofproductsthatIneedtogetoutthatsameday.Ineedtostayontopoffulfillment.IneedtomakesurethatIcontinue…mymoisturizertook22tweaks.We’veprocessedonereturnoffthatsinceDecemberandIdidn’tevenknowhowtodoit.ItwasthroughPayPallikeIcouldn’tdoitthroughShopify.IhadtolikePayPalpersonally.Itwascrazybutit’skindoffunnythatway.

It’slikeyouspendyourtimetomakeaperfectproduct.YouletthecustomerspeakforthemselvesandthenyoujuststayontopoffulfillmentandthenbringothersonwhoaregoingtohelpexpandyourbrandthatIknownothingaboutasfarasdigitalmarketing,searchengineoptimization,thingsthatarealreadyhelping.Likeyousaidifit’ssomethingthatI’mnotgoodat,I’mextremelyawareofmystrengthsandweaknessesandlikelet’sbringthemonboard.Let’sgrowthisthing.IreallythinkthemissionbehinditissomethingthatpeoplerespondingtoandlikeyousaidinthestoryofhowAliturawascreated.

Dave: Yousaidsomethingelseintheretoolikewhatitdoestomotivationwhenyougetthoseemailsfromcustomers.Whenyou’relisteningtothis,ifyouthinkitdoesn’tmatterifyouleaveapositiverevieworanegativereview,I’lltellyouAndyandIwereadthosereviewseveryoneofthem.Asyougetbiggerit’shardertodothatbutIstilldoit.Whenyousendthoseemailsandyoutakethetimetolike,“Heythischangedmylife.”You’reactuallydirectlyhelpinganentrepreneurwhenyoudothat.

Ifyou’relike,“OhI’mhavingabaddaysoI’mgoingtogooutandcrapalloversomeentrepreneur’sproductorsomethinglikethat.”Yougottolookinthemirrorandaskyourselfwhyyou’redoingthat.Youputeverythingintoitwhenyoustartacompanylikethat.IguarantythatifyouemailedAndy,athisemailaddressthatheputupbeforeoritscustomerserviceandstuffandsaid,“Ihaveaproblem.”You’regoingto

getananswertoit.Yougointoapublicforumandlike“Thisstuffdidblah,blah,blah.”butthere’sprobablyareasonforit.Theaverageentrepreneur,we’reheretohelp.Youcanhelpassomeonelisteningwhenifyoureallylikesomethingifyoutake10secondstosayyoulikeit,actuallyitmotivates.

Andy: Itmakesmyday.

Dave: Itreallydoes.

Andy: ItvalidateseverythingthatIdo.

Dave: It’stheantidotetoallthehaters.Doyougethaters?Youprobablyhaveafewpeoplejustforrandoms...

Andy: IhadacouplerecentlyandIcanneverfigureitout.EarlyoninmylifeIfiguredoutthroughamentorhowlikethemindworkswithjealousyandstufflikethat.LikewhenIwas15yearsoldIfigureoutthatit’sonthem.Thepersonthatwantstobringyoudowntrulyitcomeswithinonthem…

Dave: It’snotaboutyou.

Andy: Yeahit’snot.BelievemeI’mhumanandyouhavekneejerkreactions.Whywouldyoutakethetimetobringsomeoneelse’sproductdown?Whydon’tyoutakethatenergyandcreateyourownthatisbetter.IfyoureallypickapartmyingredientwhichreallyIseriouslyIfinditimpossibletodo.It’slike,whydon’tyoutakethattimeandattentionandcreateyourown?It’snoteveninmetobringdownsomeoneelse’sproductever.Anybodyknowsthatknowsit’sjustadirectreflectionofhowyouviewyourself.It’ssuchatriptome.Ineverunderstand…Ineverwrotebutit’sokay.EvenwiththebestresponseifIwasahaterIwouldn’tsayathingbecauseitjustmakesyoulookreallybad.Ittakesyoubacktothosegradeschooldays.

Dave: It’slike7thgrade.Itreallyisthatlevelofmentality.It’sinterestingbecausewhenItalk…I’veaskedabunchofentrepreneursincludingTimFerrisandPeterSage.Ijusthadaninterviewwithhim.We’ve

postedacoupleofepisodesago.Itwasreally,reallypopularandthesamethingwhathappens.Asyougetmoresuccessfuljustrandomjealouspeoplecomeoutandstartsayingstufflikethat.Alotofentrepreneurswhenitfirsthappensislike,“What’sthedealwiththat?”Itshakesyou.I’mheretodoagoodthingandit’sbeenrecognizedbutsofaryou’vehadacoupleofweirdpeople,nobigdealbuthasn’treallytakenyououtofyourgame.

Andy: Nodefinitelynot.Definitelydoesn’ttakemeoutofmygame.LikeIsaidI’mhuman.ItdoesbothermebecauseIputeverythingintothisandIknowtheintentionbehindit.It’stohelppeople.It’slike,“Howcouldyoueversaysomethingnegativewhensomeonewilldolike”…IwoulddolikeifIjustbrokeevenandyouprobablydon’twanttohearthisbecausethisisabusinesspart.I’mlikeit’sjustavictoryformethatsomeonewantstobuysomethingthatImade.ThenI’mslowlytakingittoturningittootherstagesofthebusinesswhichisgreat.It’ssomuchfunforme.

Tobringsomeonedownwiththeintentions...seriouslyIjustthoughtofthistohelpothersandtohelpmyselfandjustfounditinterestingthatsomeoneelsewouldfindaproductthatIcreatedbeneficialtotheirownskincare,theirhealth,theiroverallsenseofwellbeingtohaveahatercomeforwardandbringhavocreallyjustgoes…itdoesrockyoualittlebitbecauseIputsomuchintothisanditreallydoesmatter.

Dave: Itfeelspersonaleventhoughit’snot.IfoundthatasBulletproofbecamebetterknownthatlikemoreandmorepeopledidthat.There’ssomeprofessionaljealousyandjustrandompeople.Itwasdefinitelyfor…“What’sgoingon?”WhenItalkedtoenoughoftheentrepreneurs,they’relike,“Yeahthatmeansyouwin.”

Andy: It’sagoodthing.Stoptalkingaboutitthenyou’redoingsomethingwrong.It’sgoingtocomeandit’llprobablykeephappening.

Dave: It’snotthatbigofadealandit’slikepartofthegame.It’sanunpleasantpartofthegamethough.ThereasonI’maskingaboutitisbecausewithentrepreneursinearlystageslikeyousometimesit’skindof

bewilderingbutyou’vegotaprettygoodattitudeonthat.It’ssomethingwehaven’ttalkedaboutinourcoachingsessionsoranything.

Andy: It’strue.

Dave: Howdoyouapproachreallytoughbusinessdecisionslikesayinternationaldistributiondealorsomethingwhereyou’relikeyouhavenoideawhattodowithitandifyoumakethewrongdecisionyoucouldbeputtingyourcompanyatriskoryoucouldbemaybemissingoutonmillionsofdollarsonsalesorsomething.Whatisyourthoughtprocesslooklike?Howdoyoudothat?

Andy: Withexclusivity,youhelpoutalotwiththat.InSoutheastAsia,Australia,UKtheyhavealotofpeoplereachoutforexclusiveagreements.Justdoingthemath,averageorderspermonthonthosevariousareashashelpedmeout.It’shardjusttogo,“Wowthesepeopleareofferingminimumrequirementsorminimumordersofthedifferentproducts.”Itsoundsgreatbutaftertalkingtoyouit’slike,“Listen,youneverknowifcertainareasaregoingtogrow.”It’slikegivingupthatexclusivityforthatcertainbroadarea.

Australiaismybiggestcountry.Canadaisnumber2.It’sgrowingbigtime.Exclusiveagreements,yougottowatchforthat.Iwouldsaybeverycareful.LuckilyIhavesomeonelikeyourselfwho’sbeeninitandcanconveypolitelylikeyousaidtothedistributor.Justsay,“Lookaswegrowexclusivityyou’regoingtohavetoreachacertainamount.”

Dave: Youreallyhavetostepup.

Andy: Youreallygoingtohavetostepup,ifyou’regoingto…andthenit’sonthemtomarketittothatarea.Theonlythingit’satoughdecisionbutifdistributorsaregreatbutexclusiveistheonlydecisionthatyougottoworryaboutbecausethat’sabigwordtouseespeciallyinagreementsandcontractsinvolved.

Dave: Whenyou’retalkingaboutworryingaboutit,that’swhatI’mtryingtogettothat.Youhavesomeemployeesnow.Howmanyemployeesdoyouhave?

Andy: Totalabout8to10.

Dave: Someofthemareparttimeandcontractors.That’showitalwaysisinstartups.You’restillprettysmall.Attheendoftheday,you’retheguywhomakesthecall.Thereisn’tlikeanexecutiveteamthatgetstogetherandrubstheirhandsanddecideswhatthey’regoingto…

Andy: Notit’sme,yeah...

Dave: Whenyougetoneofthosethingsthatcomesin,“Ihaven’tmadethisdecisionbefore.IcouldmakeitorIcouldmakeitwrong.”I’mtalkingaboutthespecificrung.What’sthethoughtprocessyougothrough?Like,“Ihaveanewproblem.It’soneIhaven’tsolvedbefore.”Howdoyougoaboutsolvinganewproblemlikethat?

Andy: Ihaveanadvisorlikeyou.

Dave: Well…Iamkindoflikeanadvisorright?You’resayingyougotoadvisors.

Andy: Iwouldgotoanadvisoranddefinitelygethelp.Yougottoexpand.Yougotreachouttoyournetworkandfindoutifanybodyhasaphysicalproductbackground.Checkoutyourbackgroundsfromyournetworkifanybodyhasbeentherebeforeanddonethesamething.I’vebeenfortunatetohaveagreatteamthat’shelpedmeoutwiththesedecisionsbecauseeverythingsoundsgreat.Itrulydo.Yournetworkhasalotofhealthypeople,haslikeagoodmindsolikealotofpeoplewiththathealthymentality.Idon’twanttosayeverybodyouttherehasthebestintentionsthatwouldbereallywouldbesmartme.

Forthemostpart,thepeoplethatIworkwith,thedistributorsfromallaroundtheworldhavebeenlikeit’sprettystraightforward.It’slikemovedforwardwithalotofthemandit’sjustlookyoubuythiscertainprice.Herearethemarketingmaterials.Nowit’sonthem.Therearesomebadthingsyoureallygottoworryaboutasfarascopyright,patent,trademarkissues,makesurethereisn’tlikeanout.SomebodyjusttakesmybrandandturnsitintheirowninAustraliasoyougotto

watchthat.Ihaveagreatlegalteamthatisontopofthingsandjusthelpsmeout.Ihaveagreatteamthathelpsmethroughthis.

Dave: Howdidyougetagreatteam?Youdidn’tstartoutasanentrepreneur.Youstartedasacovermodelwhichismaybetheoppositeofentrepreneur.Howdidyoubuildateam?There’salotofpeoplelistening.Thisispartofthehighperformancemindsetthatwe’retalkingabout.Bytheway,howoldareyounow?

Andy: I’m33.

Dave: You’reessentiallymid30’s.You’reactuallyprobablydifferentthansomeonewhoisstartingoutintheirmid20’s.Howdidyougoaboutbuildingateam?Howdidyouseekoutpeopleyoucouldtrust?

Andy: Iwentto4differentcollegesandhadgreatrelationshipswithallthosedifferentschools.Imaintainmyrelationships.They’rethere.Iwasmodelandactor,ballplayersoasfaraswithbusinesssocialmediahasbeenhuge.Justposthereandthereaboutwhatyou’redoing,keeppeopleupdated.I’vehadpeoplereachoutandgo,“What’stheskincarethethingyou’retalkingabout?Ireallylikeyourhealthrelatedpost.”Thisisyearsago.Thosesamepeople,“Hey,whatareyoudoinghere?”Thosepeopleprobablyyouwouldneverwouldhaveknown.WhatamIgoingtodo?Callthemandsay,“HeyIjustwanttofillyouinwhatI’mdoing.”

Socialmediahasbeenhuge.Facebookspecifically.Instagramispickingup.Twitter,Idon’treallyseetoomuchuse.SolittlespacetowritebutyeahFacebookhasbeenhuge.Thepeoplethatyouneverwouldhavethoughtanddon’t…justbetastefulaboutitbutjustkeeppeopleposted.Keeppeopleinformedofwhatyou’redoingyearafteryear.Facebookhasthesame2012,2013youcanlookbackandyoucanseehowfaryou’vegrownpostwise.Justposttastefulcontentonwhatyou’redoing.Keeppeopleposted.

Dave: Yournetworkwillknowandthentheyreachouttoyouattherighttime.

Andy: Exactly.Ifitworks,it’llwork.I’vebeenvery…ifitworksanditsoundsgreatpeoplewillreachouttoyouoryoucanreachtothem.Itgoesbothways.Justbetastefulaboutit.Iftheyareyourfriendsthey’llbethereforyou.LikeIsaidIhaveagreatnetworkofpeoplethatIwoulddoanythingfor.Itsoundslikethepeoplethatreachouttome,thepeoplehavealwayswanttoworkwithandthat’stheimportantthing.They’vereachedouttomeandthenwanttocomeforwardandhereweareinthesameteam.That’showitworkedoutwithmeandjustgoingfromlikeyousaidfromthemodelingandentertainmentindustrystuffto“HeylookI’malsoreallypassionateabouthealth,nutrition,skincare.”

Thatwasoneofmystrengths.That’sonethingthatyoucancontrolisgoingintothatauditionroomandlookinglikeyourpictures.Thismask,Iwouldlookidenticalto.Alotofguyshavetoputonmakeuportheydon’teatrightortheydon’ttakecareoftheirskinsotheydon’tlookliketheirpictureswhentheygointothatauditionroom.Whenyougointoanadditionroomitseparateyourselffromtheotherguysorinthecastingdirector’sroombecauseyoulooklikeyourpicture.YoulookhealthyandthemaskwasonethingthatIwoulddoreligiouslytomaintainthat.

Ijusttookthatandpeople,“What’sthemaskyoudo?”Justpostbypostturnintoorderbyorderturnintowhereitisnow.Peoplestartedtogainknowledge.Itwasn’tjustintheentertainmentindustrybutIwasalsoreallypassionateabouthealth,nutrition,overallwellbeingandtheaccidentreallyhelpedbecausealotofpeople,blesstheirhearts,reallycaredaboutmyhealthandhowIgetbackandthatmeansalottome.Itwasmyresponsibilitytojustgiveknowledgewhateverknowledgemaybeonwhathelpedmerecoverskincarewise,health,I’mjusthere.That’smybonus.

Dave: Youhaveaprettygoodamountofenergy.You’reactuallyatthesweetspot.There’salotofpeoplewhostarttheirfirstreallysuccessfulcompanyintheirmid-30’sandyoucandoitwhenyou’re20or25.it’sjustthatlifehassomelessonsthatusuallyhastoteachyouandcertainlyIwasverysuccessfulI’mmid20’sbutIdidn’tstartthecompany.Iwasstartedinthepartnerofthecompanykindofthingandwasinfluential

andallbutIthinkIprobablywouldhavemadealotofreallybaddecisionshadInotbeenthroughthemeatgrinderquiteafewtimesincorporateAmerica.Youdon’thavetheAmericabackgroundinwhatyou’vedonebefore.Whendoyouthinkyou’regoingtodecideorwillyoudecidetobringinpeoplewhobeengrizzledveteranbusinesspeoplekindofthingtoAlituratohelpitgrow?

Andy: Absolutely.AsIwastalkingtoyou,yougottobeveryawareofyourstrengthsandweaknesses.ProductR&Dandthenthestorybehindthebrand.I’mprettyconfidentwithmyknowledgefromthataspectandwhatmyintentionsaretogrowthecompanyandjustreallysurroundmyselfwith…I’vebeenreallyfortunatetobearoundpeoplethataresuccessful,haveagoodheartbehindthemandarehonest.That’showIchoose.Lookatthetrackrecordofthesepeopleandthat’susuallyhowit’sgoingtoworkout.

I’malsonotjustblindtothefactthatI’mveryawareofcertainsituationsbutasfarmovingforwardwithagrizzledveteranandgettingsomeonewho’sbeenthereandknowthatsideofthings,I’mabsolutelyopentoit.Iwantthistogrow.Iseesomanyholesinothercompaniesandotherproductsandit’sacompetitivesideofmethatreallywantstoturnthatuptoanotherlevelandI’mhungryforthat.

Dave: AsidefromtheinitialstufflikeAlituragoing,ourbusinessrelationship,yourecentlytookonsomemoreinvestors.It’sahugethingasanentrepreneur.It’slikehavingsexwithsomeonebecauseyou’regivingthempartofyourbabyandlikeits…

Andy: That’saninterestinganalogy

Dave: It’sapersonalthing.Like,“I’mgoingtogivesomeofthestuff.DoItrustthisperson?”Howdidyougothroughthedecisionprocessinyourmindofsaying,“I’mgoingtogiveupsomeofmybaby.”?

Andy: That’sagreatquestion.Outsideofmyself,myfistpartnerthatIbroughtonwas…IentertainacoupleofoffersthatIranbyhimgoing,“Whatdo

youthinkman?ShouldIlikeyouknow,youknow…Brent,becausehe’sinthefinanceindustry,extremelysuccessful.That’swhathedoes.

Dave: Thekindofadvisoryouwant.

Andy: Heanalyzesinvestmentstohiscompanyandhepullstriggerorhesaysnothat’swhathedoes.He’sininvestments.It’skindofflatteringwhenhecameforwardafterourdiscussionaboutthesepeoplecomingforwardtome.Hewaslike,“WhatifImatchtheiroffer?”Iwaslike,“What?”He’smybestfriend.There’snobodyItrustmore.IjustneverreallywasuncomfortablebutsincehesaidIwaslikethere’snothingelsemoreI’dlikethantogoforwardwithyou.ItwasawkwardforalittlebitthereandthenIwaslike,“Let’sjusttakethisandtakethisthingtothemoon.”WedidandGodit’sbeensonice.Everydaywe’reonthephonejusthammeringoutdetails.Weworkverywelltogether.LikeIsaidhe’sinthatindustry.He’sgotanetwork.

That’sthething.Asyoubringpeoplealongtheirnetworkbasedonwhotheyareaddsthecompanyespeciallyiftheyhaveaninvestmentandinteresttogrowingthecompanywhichhedefinitelydoes.Itwentfromhimtoanotherbestfriendofminewhois14yearmajorleaguerhasthatnetwork.Justoneofthemostrespectedhumanbeingandmostintelligenthumanbeings.He’saBulletproofambassadoraswellJohnBaker.

Dave: IloveJohn.

Andy: He’sawesome.

Dave: He’sgreat.

Andy: Theyearhegotdrafted4.0atUCBerkeley.He’sjustbrilliant.He’saroommateofmine.Hisstoryisamazingbutwewon’tgetintothat.That’sforanothertime.Anyway,it’sjustlikehavingateamthatexcitesyou.Thisisjustmyphilosophy.Havingateamthatexcitesyouandthatyouwanttowinforandpersonallyholdsmeaccountableeverydaytoprovethemrightforspendingtheirmoneythattheyworkedhardforandtomybabyandit’snowours.Ijustlikethat’showIreallywantto

moveforward.ObviouslyI’mopentobringingotherpeopleonboardthatjustwanttogrowthecompany.

HavingthatbaseofpeoplethatIloveandrespectandhaveforalargepartofmylifelikeJohn,it’sjustlikeit’ssoexciting.I’velookeduptothatguyssinceIwasafreshmanincollegeanditreallymeansalotthatwewouldwanttobeapartofsomethingthatIcreated.It’sjustaddstotheadrenaline.That’swhatIofferisexcitementandit’sjustbringingthatexcitementtofutureproductsandbuildingthebrand.That’showIdoit.Igetreallyexcitedwhensomethingnewtriggerswhetherit’saningredientwiseortobuildingnewlikea…RightnowI’mworkingonmytoner,mynightcreamcleanersandscrub.

Iwanttodoalltheselittledifferentiators.Idon’twanttofollowanotheringredientdeckfromanothercompany.It’sallIhave.It’slikecreatingyourown…It’smycreativeoutlet.Iorderoilsandextractsallaroundtheworldandblendthemupmyself.Iusemyselfas…becauseIhavethemostsensitiveskinever.Alittlerednessitwillbethereforaweek.IbasedoffofmineandthenIgofromthereandtestonmyfriendsandtheirfriends.That’showIdoit.Igotalittleofftrackthere.That’showImoveforwardwiththebusiness.

IhaveaverygoodteamthatItrustandweusuallyholdmeetingswiththepersonthatispotentiallycomingonboard.IftheylikethemandifIhaveagoodfeelingaboutitandthenumbersareright,thenwe’lltakeittothenextstep.Youcantellalotbytheenergythatyou’rearoundalotofeyecontactthroughtheopinionsofthepeoplethatyouloveandthroughtheenergythatIbroughttomyrelationships.MyfriendstheyknowI’lldoanythingforthemandjustalotofthosearethepeoplethatareonboardmyteamrightnow.Ithinkyoujustbring…youcanwinbybeinghonestandtrustworthyinbusiness.Youcan.Youdon’thavetobelikethisshark.I’mnotlikeblindlikeinthatsense.It’sgoingwellsofarsogood.

Dave: Doyouevergetadvicetobeashark?Oritdoesn’tworkforyou?

Andy: yeah.Igetthatadviceallthetime.“Ohasyougrowyougottonumbers,numbers.Watchoutforthesharks.”Iunderstandthat.I’mnotdumbsothey’regoingtobeouttherebutthat’swhyIhavetheteamthat’sgoingtohelpmeoutwiththat.Somepeopledocomeinandtheyseethesuccessfulproductorwhateverandtheywanttopossiblytakeandthat’sokay.I’mwellversedinsituationslikethatandpeoplelikeyourselftohelpmethroughthatanditsokay.Iwelcomeitall.Iwelcomeeverything.Thiswholebusinessisextremelyimportanttomeanditreallyexcitesme.Thiswholeprocessofjusthavingaphysicalproductbusinessisjustgreat.AyearandahalfagoIdidn’tknowwhatIwasgoingtodowithmylife.

Dave: It’sprettyrapidgrowth.

Andy: Yeahayearandahalf.

Dave: Ayearandahalfagoyou’rekindofamadmanwhenyou’relikeohyeaheverymorningIhangupsidedownthatsortofthing.I’vegotmymaskonandyou’redoingsomeotherstuff.Idoalotofthesamethings.I’malsoalittlebitcrazy.Infactpeoplewhoarewatchingwillprobablyhavenoticedthatyou’resittinghereinthestudioonVancouverIslandtheBulletproofLabsowe’regoingtodosomevideoafterthisontheYouTubechannel.We’regoingtogodownanddosomebiohacking.We’regoingtoruncurrentsthroughandseeifwecanmakeyoucrylikeagirl.

Asidefromthat,Iwanttoknowwhatchangedinyourpersonalroutinebetweenprebeingentrepreneurandpostbeingentrepreneurbecauseyouallthosetimenowyou’reworkingharder.Whenyou’rebasicallymodelingyouhavealotofflexibility.Youcouldspendalotofenergyandtimeonperformancehackingbutnowyouhavethistensionbetween“ShouldIsendanotherorderorshouldIhangupsidedownforanother2minutesorwhatever?”Whatdoyoudodifferentorwhatdoyouinthemorning?Likewalkmethroughthemorningroutine.Whatyoudoatbreakfast,lunch,dinnerforsomeofyouyou’reeatingall3ofthose.Justwalkmethroughanormalday.Justgivemeafewminutesinthelife.

Andy: Theroutinehasbeentweakedalittlebit.Igetupearlier.Iusedtogetup7,7:30.NowI’m6:30,6:15.Istillbangupthepushupssomeabout60o70.Itusedtobe80Idon’thavelotsoftime.GettingolderbutIdothat.It’shardnottolikethemusicisgoing.LikeIsaidIworkalotonadrenalineandexcitement.

Dave: Whatkindofmusicdoyoulistento?

Andy: Ilovecountry.

Dave: Sorrywegottokillthepodcast.

Andy: Ilovecountry.IalsoliketranceKaskade…Deadmau5,AlsoI’mreallybigintoelectronicmusic.

Dave: Youdoboth.BythewayI’mveryeclecticbutI’mjustgivingyouahardtime.

Andy: No,Iloveit.

Dave: Ididn’tthinkyou’regoingtosaycountry.

Andy: Nah,Ijustsayittakesmeback…

Dave: You’rebanginguppushupsandthere’ssomeguysingingabouthispickuptruckandhisthirdwifeandall...

Andy: Itusuallyis.That’salotofwhatthestoryisinvolved.Believeitornotit’scrazy.Breakup,heartbreakanyway.I’llgointothekitchenandthat’swhenImakemymorningtonicthathasbeenadjustedalittlebit.It’salotofdifferentChineseherbs,aminoacids,anti-inflammatoryherbs,supplementsandI’lltakethatdown.ThenI’llhangupsidedowninmyinversiontablewhichisjuststraightupsidedownandletallthenicebloodflowstarttogotomyhead.ThenI’llgetupfromthereabout5to10minutesusually...

Dave: Youhangfor5or10?

Andy: About10andthenmusicstillgoingwakeupitsbefore7amandthenI’mabouttomakemymorningcoffeeBulletproof.I’vebeendoingthateverydayfor3years.

Dave: It’smadeyoufat.

Andy: YeahIletmyselfgo.It’sokay.I’llgetitbackoneday.Thisentrepreneurlifejusttakingatolltotal.

Dave: ForpeoplewhoaredrivinglikeAndyhaslikebasicallyaslabofmuscle.

Andy: I’llgoinanddomymorningtonicandthenthecoffee.Idothewholeintermittentfasting.Thatjustgetsmegoing.Theherbs,mycoffeeisalittledifferent.I’lldochocolatepowder,mocha,cayenne,alittleturmeric.

Dave: Alotofpeopletweakit.

Andy: TheCollaGelatinandthenbutter,octaneoilandthenI’mlockedingoodtogountillike2pm.Iwon’teatthenightbefore8,8:30so17to18hourfast.AfterthatwhatI’lldoisI’lljustgostraightinsaycustomerservice,wrappingtheorders.Ihaveasetofboxessmallboxesforsingleorders,biggerboxesforlikeforthebiggermoisturizersjustbasedonfamilypacks.I’llgoin.Iknowwhereeverythingis.IfIwalkedinmyplaceit’salittleunorganizedbutIknoweverythingistapewiseor…bangingoutorders.Iusuallygeteverythingdonebeforenoon.It’salotofwork.Differentemails,talkingtodifferentdistributors,wholesalersfromallaroundthecountry,differentmedspaswe’rerunningoutofproduct.It’salotlikeIsaid.

Dave: Yourtotaltimeonselfprepbeforeyousitit’sbeenanhour.Tonic,hangingupsidedown,Bulletproofcoffee.

Andy: Hourtohourandahalf

Dave: Doyoumeditatewhenyou’reupsidedown?

Andy: Iconsiderthatmediationintheinversiontable.I’mgood.

Dave: Lunchtime,nooncomesyou’retalkingaboutnoon.Whatareyoudoing?

Andy: IusuallygotothepostofficeifIcan.IfI’mstarvingthenI’llgetmybigmealin.Restalittle.I’lltakelikea5to10,whatyouguyscallit?Caffeinenaps.I’mstilltechnicallygoinglikefromthecoffeeorwhateverbutthatlittle5or10minutenapisgreat.Itregeneratesmyenergy.

Dave: Forlunch,you’reeatingBulletproofdietstuffjustlikelotsoffatandsomeprotein?

Andy: Ohyeah.I’mabiglamblegsteakfan.

Dave: Lovelamb.

Andy: Iloveitwhentheykeepthemarrowintactfromthebone.TraderJoeisstartingtocuttheboneoutnowandIthinkthat’sbestpart.Thoselikenicelittlestemcellsandstuff.ThelegsteakfromTraderJoe’soryou’dgetitatWholeFoodsorwhereyoucangetgrassfedlambsmightgotobroccoli,sweetpotatoes,beets,fermentedvegetables,HimalayansaltssoIlovetostaymineralized,nourishedwithallthemicronutrients.ThenalsoI’mgettingthatgoodfatandobviouslysomeproteinfromthegrassfedlambandagoodamountoffatfromthingslikeavocado,guacamole.I’lltakealittlebitofanapandit’slikeyougetawholenewfreshdayafterthat.I’msolockedinreadytogo.EitherifIdidn’ttaketheordersoutbeforethatthenI’lltaketheordersoutandthenI’llsometimesgetaworkoutinandthen…

Dave: What’sthatworkouthighintensity..?

Andy: Highintensity.Isuperseteverything.Idon’trest.Myworkoutsare20,30minutesandthenI’llgohitthesaunatoletoutthatlacticacidgetthecirculationgoing.

Dave: Youhaveasaunaathome?

Andy: NoatLAFitnessandjustreleaseandtonetheskinaswell.ActuallyIgotthisnewthingthatIdo.Iusemymoisturizerbutanygoodallnaturalmoisturizerwillworkbutwhenyouopenthepores…Ireadthis

centenariantalkaboutthis.Whenyouopenuptheporesfromthesaunaandthenyouspreadessentialoilsthatyourbodynolongerisabletocreateitsreallyrejuvenatingfortheskinandextremelymoisturizing.

Dave: Youputthemoisturizeronbeforeorafterthesauna?

Andy: Thefirst5minutesyoucomeoutthenyouapplythenyougoback…

Dave: Toweloffthesweatandputiton?

Andy: Yeahandthenyougobackin.thisiswhatIdoandInoticedfromfriendsthatit’sextremelyeffectiveleavingyouwithaniceradiantglow.ItalsoextremelymoisturizingaswellsoIusemymoisturizerforthat.ThatwasanaddedlittlethingthatIdo.I’llworkout2to3timesaweekandthenI’llwrapthatup.Eatanothermeal.I’llusuallydoafterworkingoutIliketodoashakebecauseIjusthadfleshproteinmealofthelambandsoI’llkeepsomethingsoft.Eitherashakeoreggsandthenusuallyifit’sashakeI’llgo…nowmynewoneisahalfacanofcoldcoconutmilk.I’lladdtheCollaGelatin.ScoopthecollagenproteinandthenI’lladdascoopofupgradedwhey,alittlebitofsteviatotasteit.I’lladdhalfabagofwildblueberries.You’dgotoTraderJoe’stofindallthestuffalmostbesidetheBulletproofstuff.

Dave: They’reonWholeFoodsthoughbytheway.

Andy: The…

Dave: Bulletproofstuff.

Andy: BulletproofatWholeFoods?Allofthat?Collagentoo?

Dave: Yup.

Andy: Congratulations.

Dave: Thanks.Itdependsonwhichmarket.IthinkwegotsouthernCalifornianow.Itjustcameoutlikethisweek.

Andy: That’shuge.Congratulations.

Dave: 109ofalltheirstoresrightnow.

Andy: Manthat’sawesome.

Dave: Ididn’tmeantoplugit…

Andy: That’sawesome.

Dave: I’mjuststoked

Andy: Ithinkalotofpeopledon’tdofruit.Ilikealittlewildblueberries.There’ssomethingaboutthem.Ithinkthatthey’renutrientdense.They’reloadedwithantioxidants.

Dave: There’sagoodargumentforthem.

Andy: Yeah.Alsothey’refrozensotheyaddalittletextureandcoldnesstotheshake.Blendeditup.It’sbetterthananymilkshakethatI’veeverhad.IknowmysisterwouldlaughbecauseIdon’twantsweetsthatoften.Ilikeeverythingalittlebitsweet.Shethinksit’slike,“Ohit’sonlybecauseyoudon’teatsweets.”Thesteviashakesmakesurethecoconutmilkiscold.Keepitinthefridgeandthenallthose…itsatiatesme.It’slikeeverythingjustgetssuckedintowhatIneedfrommyworkout.Iliketodothatwithin30minutesofworkingoutandit’sjustwhatIdo.

Dave: Whatdoyoudobeforebed?

Andy: BeforebedI’lldoanighttimetonicandit’salittledifferent.I’lldocalmingherbslikepearl,GABAsamethingarginine,glutamine,collagen,proteinagaindepending.IfIworkedoutthatday,ifIworkedoutthatdayIreallythinkyouknowbecauseIthinkit’simportanttorepairobviouslyskincarehealthaswellbutit’sjustextremelymineralizing.Bonetissue,skin,connectivetissueIthinkthat’ssomethingthatwereallyneedtotakecareofasweage.Myknees,myelbows,I’mgoodrightnowandIwanttomaintainandsothegelatincollagenorthings

thatInoticereallycounteractthat.ThingslikeserrapeptasenattokinaseIheardyoutalkingaboutthatsoIstartedloadinguponbothofthose.

Dave: It’sreallyamazing.

Andy: It’sgreat.VitaminK2,doanicevitaminC,lutein,prolineandjustabranchchainedaminoacidthatjustreallyreplenishes.I’mallaboutjustreplenishingnutrientslostandmineralsthatarelostasweageandthroughthetoxinsthatwe’rebreathinginthroughjustgeneralwearandtearputourbodythrough.That’swhatI’lldo.AndIdousethebulletproofmat.

Dave: Theinductionmat.

Andy: That’seffective.I’lldo3magnesiumtabletandit’sjustthesamething.Likeyousaidasanathleteit’sallaboutbeingconsistentwiththeroutineI’venoticed.Youcanbeconsistentyourresultsifyou’reputtinginaconsistentdiligentroutinethatworksforme.I’venoticedthat.It’slikeGroundhogDaytosomebutIloveit.TheresultsaretherebecauseI’mjustputtinginthisconstantthingthat’sjust…Isawyou,youpostsomethingaboutwearingthesamethingeveryday.It’sjustlikeauniform.I’mstartingtowearthisshirtalot.That’swhatIdo.I’llswitchitupeverynowandthenmaybetrytoseethebeachorsomethingormaybegowatchamoviebutreallythisismylife.

Dave: Ittakesalot.

Andy: It’smylifeandI’vereadanarticlerecently.Yoursociallifeisgoingtointertwinewithyourbusinesslife.Mybusinesslifeismylife.Iwasgivenachancetohaveasuccessfulcompanyandit’sonmenow.That’swhatexcitesme.

Dave: Awesome.

Andy: Thanks.

Dave: NormallyIaskpeopletop3things.You’vebeenonenoughtimemaybeevenmorethan3times.I’mgoingtoswitchthingsupalittlebit.Yourtop3recommendationsforanewentrepreneurwhowantstokickass.

Andy: Iwouldsaynumber1,thisismypersonalitmaynotbesomebodymaynotagreebutatallpersonalcostcreatethebestproductwhateveritis.Peoplerespondtothatattentiontodetail.Regardlessofcost,thatattentiontodetailpurityofingredientsthatcanonly…that’swhatIdoasfarassomething.I’mintophysicalproductsowithoutregardtomycostIwanttoputthebestproductoutthere.

Dave: Youhavetodothebest.

Andy: Yes.That’snumber1.Number2yourcustomerareeverythingsomaintainperfectionwiththat.I’vethousandsofcustomersbuthopefullyIgetdowntheroadwhereit’sliketensofthousands.It’snotgoingtobebutIreally…

Dave: Youalwaysdoyourbest.

Andy: Alwaysdoyourbestofperfectingcustomerservice.AsacustomermyselfIlovethefactthatIgetaproductwithinafewdaysandtheyreachout.Youseenowlikeeverythingmatterslikethatasfarascustomerservice.Asfarasthethirdonesearchyournetworkandyourfriendsjustkeepittoyourself.Youdon’twanttobetooneedyaboutit.HeyIneedthisbutreallysearchyournewoffriendsbecauseit’slargerthanyoucanimagine.Ifyouneedhelpincertainarea,puttogetheraheartfeltemailorinformationandgoandlook.“ThisiswhatIneed.ThisiswhatI’mdoingsofar.I’venoticedyou’re…”IfyouneedhelpincertainareathatyoufeelI’venoticedpeoplerespondtolikeIneedhelpinthedigitalmarketingsearchengineoptimizationIdefinitelystilldo.

Dave: Nowthatyousaidyou’regoingtogetlike50,000peoplewhodon’thaveskillsemailingyousaying…

Andy: Yeah.

Dave: It’shardtofindagoodonebutwe’lltalkaboutthat.

Andy: Reallysetdownandexpandyournetworkforthingsthatyoumaybelackingbecausethey’rethere.Alotofthetimespeopleitwillbemoreeconomicalthatwayworkingwithpeoplethatyouknow.They’llhavemoreinvestedbecauseit’safriendthatthey’reworkingfor.I’vehadreallywithmywebsiteIhadareallygoodfriendofminehelpmeoutwiththat.It’sfunworkingwithachildhoodfriendgoingforward.Expandingyourbusiness.Takealookatyournetworkandseewhocanhelpyouout.

Dave: AwesomeAndy.What’syoururl?WherecanpeoplelearnmoreaboutAlitura?

Andy: Alituranaturals.com,A-L-I-T-U-R-ANaturalsN-A-T-U-R-A-L-S.comandI’monFacebookatAnyHnilo.TwitteratAndyHnilo.InstagramatAndyHniloandthen…

Dave: HniloisH-N-I-L-O.

Andy: Andy,lastnameH-N-I-L-OandthenAlituraNaturalsonInstagramandFacebook.

Dave: Sweet!Nowwe’regoingtodosomethingdifferent.Ifyou’rewatchingvideoonYouTubeyoucanhangoutandwe’regoingtohaveaserieswe’lleditthisoutbutAndyandIaregoingtogobasicallytearuptheBulletprooflabshere.We’regoingtodoallsortsofcrazybiohacking.I’mprettysurethatyou’regoingtocryatleastonce.We’llputyouonelectricityandyou’regoingtojustlikebeevenmorevainythanyouarenow.It’sgoingtobefun.We’regoingtorecordthewholethingsoyoucanjustcheckitoutforfun.

Ifyou’relisteninginyourcarandyouwanttocheckitoutlaterjusthitthebulletproofexecutiveYouTubechannelandyou’llgetthespecialextracontentjustbecauseit’sfun.Haveanawesomeday.Thanksforlistening.IfyoulikethepodcastheadonovertoAndy’swebsite,checkoutwhathe’sgot.He’sbuildingsomereallyamazingskincarethings

Andy: ThanksAndy.

Dave: Thankyou.Featured ResourcesBulletproof

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