Episode 7

Building Relationships, Problem-Solving, and Overcoming Failure

by | Aug 19, 2020 | Podcast

Relationships are such an important part of life and business. This is a major topic of this week’s episode with PJ Sorbo. In this episode, we discuss how PJ’s ability to build real and lasting relationships with people has helped propel him to success as an entrepreneur, business owner, and founder.

Nick (00:00): Hey guys, I'm extremely excited to share this interview with you. This week on the Nine-Five Podcast, we have PJ Sorbo. A buddy of mine introduced us. And ever since I found out what PJ does, I've been super excited to chat with him and what better time than right here on the podcast. So PJ is an entrepreneur business owner and co-founder of two very successful businesses GoMix Tech in Wavi brain performance. GoMix Tech is a supplement packaging company that specializes in recyclable single-serve protein and supplement pouches. And Wavi brain performance is a brain scan company that measures brain performance and tracks changes in the brain. That stuff is way over my head, but it is some really cool stuff. In this episode with PJ, we get into many different topics ranging from the importance of building genuine relationships, to facing failures head-on, and how important problem solving is as an entrepreneur. I got a lot out of this interview, so I think this is one you guys are really going to enjoy. So let's get right into the interview with PJ Sorbo. This is the Nine-Five Podcast, and I'm your host Nick Nalbach. Where we get into the minds of entrepreneurs and people just like you. So you can start, build, and grow your own online business.

Nick (01:24): Welcome to the Nine-Five Podcast. I'm sitting here with PJ Sorbo, PJ, welcome to the Nine-Five Podcast.

PJ (01:31): Thanks. I Appreciate it.

Nick (01:33): So we actually got in contact through a mutual friend of ours, a guy that I worked with in the construction field, working as project management, and he grew up with you Cole Swearingen. So I just want to give a quick shout out to Cole for kind of making this episode possible, but so you guys went to high school growing up or college, or what, how did that?

PJ (01:51): We played little league lacrosse together. We went to elementary school, middle school, you name it. We were there together. We actually separated in high school. We both went to different high schools, but stayed in touch, stayed in touch in college, you know, Cole's just he's salt of the earth, man. He's as good as they get.

Nick (02:09): I couldn't agree more. I haven't known him quite as long, but he is a very awesome guy to have around. So I guess kind of to kickoff this whole episode. Why don't you tell the listeners a little bit about who you are and about your company? I guess companies now I'm hearing.

PJ (02:25): I got a couple of them now. Yeah.

Nick (02:28): Why don't you let everyone know what you got going on.

PJ (02:30): I'm a simple person come from humble beginnings. Um, grew up in Castle Rock, Colorado with Cole, you know, good family, everything, um, ended up going to college up at Colorado Mesa University up in Grand Junction, Colorado. Wanted to, uh, I wanted to be a doctor for forever. The problem is I sucked at school. Um, terrible. So those two things don't very much. So go very hand in hand. I'm the kid that graduated with, uh, you know, 36 on the act and a 2.8 GPA. So that's where we're at. That's that's me. Um, those

PJ (03:00): Two don't line up super well, it doesn't open up the door for very many Ivy league schools and ended up up in Grand Junction. Loved it. While I was up there doing my pre-med program, uh, ultimately ended up taking over control of a supplement store. Always had a fascination with the human body human potential and via one of my best friends got into bodybuilding fairly early in life. And, uh, that supplement store was kind of my first window into business. Um, I was always, I grew up around business. My dad has been very successful, you know, always, uh, just a phenomenal salesman, mostly in the IT space. And I grew up around that, but never really entrepreneurship. Took over that store. It was failing miserably. We were losing $6,000-7,000 a month. You know, the store manager was let go. And I was given the keys to the kingdom, you know, three months later we were profitable.

PJ (03:47): Six months later, we were the number one store in the U S three years down the line. You know, I was operating anywhere from 15 to 23 stores. I was living in different States, still trying to go to school, getting married, the whole shebang. We had a really successful run with it. Uh, learned a lot of early lessons on business, both good and bad. I'm very thankful for that opportunity. And then, um, my wife and I moved to Utah, ended up having a short stint out there in the supplement industry. I was consulting for a number of different companies, formulating different products that were on the market. I decided not to go to medical school at the time and, and really kind of pursue business and my love there. It's always something I can go back to. Um, and then I was exposed to, uh, Wavi Medical, uh, which is what brought me back here.

PJ (04:31): At the same time I had, uh, hit up my business partner, Joe Hansley, and had the audacity to tell him that he was running his business wrong. And uh, now we do a global production of our packaging, which is a delivery method for basically dry powder supplements and or any sort of dry application. And we eliminate the need for preservatives. We eliminate the need for shipping heavy liquids. I'm really trying to move the industry forward. In that standpoint, we also are a hundred percent recyclable. So really trying to move the world towards that and continue to innovate in that area. And then we also have an owner contract manufacturing company as well, working with a number of different brands. And then, uh, I'm the Director of Sales/VP of Sales, whatever you want to call it for a medical distribution company, we do a basically performance brain scanning. So work in areas of traumatic brain injuries, concussions, you know, just Alzheimer's dementia, performance, you name it. So that's kind of my simplified background.

Nick (05:25): That's, that's a hell of a story. So obviously you stuck with the medical realm. That's something you've just enjoyed going up. Yeah. You're in the supplement fitness industry. You're in the brain scanning. Yeah. I mean, you're all over the body.

PJ (05:41): I call myself, I'm a human optimist. I like to, you know, optimize the human body, you know, and the condition of the human body. You know, there's no reason that we have to live a status quo. So how can we improve that?

Nick (05:51): Awesome. Yeah. That's kind of funny that bodybuilding is what kinda brought you into it. Did you, did do any body building yourself? Or you just had buddies?

PJ (06:00): I never competed. Um, you know, I had a whole bunch of buddies. My buddy owns a very, very successful prep company online e-commerce um, started from the ground up. I, my whole friend group is bodybuilders. I mean, every one of them I've lived my life at shows. I sponsored the athletes. I flew around the U.S. Sponsoring athletes and taking them to different shows, but I never competed. It was just something that was always, um, it was a foundation in my life, was the gym. Um, and it taught me a lot of lessons as far as I think fitness teaches us a lot of lessons in discipline, and I think it can apply to a number of different areas in our life. Um, and that was kind of my meditation. I'm a huge person on, on just state of mind and my state of mind and the gym is clear.

PJ (06:42): And so it was really easy for me to escape whether I was working till 11 o'clock at night or one in the morning or three in the morning or whatever it was, you know, that gym was my hour, hour and a half of my brains off. And I think that's really important. And, and it led to all these loves of everything that I've done so far and hopefully continue to do. But you know, when I talked on a podcast recently, you know, bodybuilders were the first bio hackers. And Biohacking is this huge term nowadays, it's this whole functional medicine movement. You know, everyone's talking in the medical field about peptides and how amazing they are. Body builders have been using peptides and hormones for 35, 40 years, right. This is not new stuff to them. Now is bodybuilding healthy? No, not by any stretch of the imagination. Let's be real, but the principles, as far as pushing the human genome, as far as it can, that's, I mean, it came from bodybuilding.

Nick (07:29): That that's very cool. I never really thought about it like that. They're kind of a step ahead there.

PJ (07:33): Yeah. Or a step behind who knows.

Nick (07:38): Yeah. I'm just getting introduced into that field. I probably won't do any body building myself, but my wife actually just last year got into it and she did her first show last year. She had two shows last year and actually this weekend coming up, she's got another show coming up right away.

PJ (07:54): Oh, she's she's in the, she's in prep.

Nick (07:58): Peak Week.

PJ (08:00): It's brutal, man. It's it's, it's, it's an interesting lifestyle. It's hard. It's uh, but the, the, the things that it teaches, I think are, are unbelievable.

Nick (08:08): Yeah. I mean, she's from the, the coaches that she's had and she actually had started her own personal training business online. The stuff that she's learned between the bodybuilding and taking on her own business has just been crazy.

PJ (08:21): I have no doubt.

Nick (08:22): It's a very fun industry. I've been around the gym my entire life, but I've never seen it from this side of it. So it's, it's crazy to me.

PJ (08:28): It's a whole different world.

Nick (08:30): Oh yeah. It is. So something that I like to do every episode is I like to talk to the entrepreneurs and business owners and ask them what their superpower is. And what I mean by super power is like, everybody's got that one thing that are just extremely good at either. Everyone comes to you when they have questions about this one thing, or you just, you kill it in that side of your business. So I'm curious, what is your superpower?

PJ (08:54): I'm people, person, no if, ands, or buts. It's gotten me in a lot of trouble in my life, but it's also put me in a lot of amazing situations. I believe that without the right people, you cannot accomplish anything. I don't believe in a self made man and a self my team, but it requires the right team and the right people.

PJ (09:11): You know, I, I am the person you can ask any one of our friend, group colleagues, anybody. I know a person from the inside out. I I'm ridiculously good at reading people. For some reason. I've always had a really great intuition there. And I don't mean that in a narcissistic way. It just is what I'm good at. But I like to build upon that. I'm a relationship person, no ifs, ands, or buts. I don't want to know you as an employee. I want to know you as a friend what is your weaknesses, your dark points, your strong points. And I want to help you become the best version of you possible. That's my, um, so, you know, I don't know if it's a superpower. I don't know if it's a weakness, but uh, you know, people are my thing, man.

Nick (09:49): Yeah. I think that's definitely a superpower man. I think that's one thing that a lot of people wish they have or wish they had. And don't, if they don't wish they had, they probably should. Because I mean, people that are what make everything, they make all this happen. You make all this happen. There we go.

PJ (10:05): Yeah, they do. I mean, you can't accomplish. I mean, I've learned, and I can go into story after story and I can give you examples of it. But without the right people, you can't accomplish anything. I mean, you can accomplish things, but it, it can take 10 years. Right. So, you know, and, and, and I also, like, I don't believe in networking. Right. I think networking is bullshit. Um, I don't know if I'm allowed to cuss on this, but.

Nick (10:26): Yeah. I actually just switch the podcast over to explicit, like two days.

PJ (10:36): Um, I just, I do, man. I think networking is bullshit because it is so this, you know, Oh, you gotta get out. You gotta network. You gotta do. No, I don't want to network. I want to know you. I want to understand you. I want to become involved in whatever you have. And I may not be able to benefit your business or your life or whatever it is, but I can benefit you as a person. You can benefit me as a person, right. And that's mutually across whether it's a homeless person, a gas station of tenant, a clerk, a, a business owner, a CEO, you know, it doesn't matter who you're talking to or who you are. Some of the best conversations I've ever had in my entire life are in the back of an Uber car. And I spend a lot of time in the back of a Lyft. I mean, dude, it's just so like, just talk to people, understand them, listen, I mean, that's the biggest thing. Listen to people.

Nick (11:24): Hmm. Yeah. I think there's a huge difference between like what you said, networking and actually building a relationship with people. And that's something that I've been working really hard on myself as it's, I guess harder, especially with the COVID stuff going on and being where we are out here in West Virginia right now, trying to build genuine relationships through social media right now is very difficult. But I know like right now, for me, Twitter is a awesome outlet for that. And I have met a lot of great people on Twitter and I've actually, some of them are really friends to me now. I've had some of them on the podcast when we were coming on the podcast. Like I talk with them pretty much every day, but it's a relationship. It's not just a, another connection,

PJ (12:02): It's not connections. And that's what I think is so wrong about our world is we have all these connections. And that's what just, if I'll caveat your comment on social media, social media is amazing, right? It's, it's opened up this world to connection into a window pane of other people's lives that we've never had before, even strangers, right. That we feel like we can connect to. And we can empathetically, you know, be there with, through times of struggle, to drew times of success, we're empathetically there with their journey, which is amazing. Now there's the opposite side of that, where it's created this lack of human connection, because the reality of the fact is people don't pick up the damn phone. They just don't. Call me. I want to talk to a hear your voice. And the reality of the fact, if anything, in my opinion, that COVID has taught us is that we are energetical creatures.

PJ (12:44): No, if, ands or buts, we thrive and have to have human connection. And when we don't have that, things are bad, right? I can talk to you about the, you know, the relationship of the brain and how our brain functions. And, but really it's just put yourself in self isolation for 30 days, or put yourself in an isolated group for 30 days, what's going to happen. You're going to be completely different people, right? So, you know, there's that saying? That say that you're the, you know, you're the culmination of the five closest people around you. I feel like people nowadays feel like the closest people around me are the people I interact with. You know, the most on social media. It's true to an extent, but who are you actually talking to? Who are you really pushing the envelope to? Are you having, you know, intelligent intellectual conversations, I'm pushing the envelope and being respectful about it, have a political conversation and listen to the other person's side. Maybe you'll fucking learn something.

Nick (13:35): That's very well said, man. You're completely right. It's I don't know. I was going to bring up the you're the average of the five people you spend your most time with and you hit on it for me, but you said it, well,

PJ (13:51): People just don't talk anymore. Like it's, it's even, it's as simple, like my best, one of my best friends. She's amazing. She's a celebrity in LA and I love her to death. Have we have a great relationship, right? You know, it's as simple as the amount of conversation that we're able to have as a text message once a week sometimes. And it's just, Hey, I love you. I'm thinking about you. I just want you to know that you're on my mind or, you know, Hey, going through some stuff right now, here's, what's going on, send your purse. Doesn't matter what it is, but you're keeping each other in the loop. Right. It's just that little bit of effort that is required to show people and it's on both sides. Right? I am always the person that's checking on my friends, my colleagues, my coworkers, my employees, you know, how are things, what are you doing? You know, what's going on in life? I don't really care about like my earnings reports. Look, I can look on a dashboard for that shit. Right. But what I can't do is I can't, I can't evaluate the culture of my company based on a dashboard.

Nick (14:49): Yeah. That's very well said again. I'm just gonna let you keep talking. I'll just publish an entire episode of just you going,

PJ (15:00): Just rant. Here. Listen to this guy rant. He's he's a nut.

Nick (15:04): We're trying something different this week.

PJ (15:06): Oh my God. I'm sorry.

Nick (15:09): No, man. That was awesome.

Nick (15:10): I guess let's get right into your company. GoMix Tech. Where did that idea actually come from?

PJ (15:17): My amazing beautiful business partner. Um, he's a genius in his own, right? So Joe Hansley came up with the entire concept, um, of the packaging. Um, he was a college athlete by trade, had a short stint in the NFL with the Raiders. I didn't even know the kid. I knew his ex girlfriend actually, which is hysterical. I went to high school. There's ex-girlfriend. I was running my nutritional stores and I see this concept come out. And if anyone's got video, this is our, this is our concept. It's a, basically a dry application powder RTD. And, um, you're sitting there and you know, you're looking at this, I'm like, these would kill it in my store, man. But I'm like, I'm looking at it. I go, there's such a better business model around this. And so I just messaged guy. I'm like, Hey man, I'd love to just chat more about what you're doing. And it was the original concept that we have is called Nietorp. It's actually proteins spelled backwards. Cause we were trying to reimagine the industry

Nick (16:12): Cola originally contacted me about you doing that. When I started getting to the online business stuff, he's like, dude, I have this guy. And he came up with this company and I was looking at the company when it was still Nietorp.

PJ (16:23): That's crazy. Yeah. Years ago at this point. And that's the thing, you know, business changes and it's fluid, right? So I reached out to him, we get on a couple of phone calls and then for some reason I get this audacity to be like, Hey dude, I think you're running your business wrong. There's a way better model here. The amount of money that it requires to grow supplement company nowadays is hundreds upon millions of dollars. And they all phase out like, look, here's the reality of it, whatever protein powder you take, it's coming from one of three places in the U.S. that's the reality of it. I'm just going to be real with you. There's different qualities. There's different mixing different flavor houses, but it's all the same shit. But I mean really, and that's really oversimplifying it, but I mean, it's just, that's that's brass tax, right?

PJ (17:04): So after being in the supplement industry, I'm like, God innovations dead. Nothing's doing anything to add to these consumers. And that's where Joe kind of thought about. He goes, you know, everything is more complicated. It's a different powder. It's a different mixing vessel. It's another shaker. It's another step. Right? So how do we simplify this process? And that's where GoMix came from. Um, I came into the business with a huge background in the supplement industry. I had a lot of connections in the manufacturing industry and uh, we ended up getting to a white label. We offer this to our companies. We have a, you know, a patent on it here in the United States, as well as China and working on a number of different countries right now. And we're continuing to grow the concept. We basically provide our packaging and we let, whoever it is or whatever it is, put their label on it. We can do a full turn-key solution where we actually forumulate the powder flavor, everything for them, or they can provide us with whatever flavor formula they want. Um, so, you know, whatever their customers are used to having. So it's really about the delivery, what method now, obviously the business has kind of evolved since that original concept, but that's really where it started.

Nick (18:05): So was it obviously when it was Nietorp, he had this concept, was he, was it a full fledged product at that point? Or did you have to come up?

PJ (18:14): Yeah, we had about 15. We had about 15,000 units, you know, that we were selling through and sold all of them, um, through gyms and different nutritional stores. But you know, the reality of it is, is it's, you know, you're looking at another product investment right after that, you're looking at marketing investment, e-commerce, you know, distribution centers investments, right. Or the way that we run our businesses as low liability as possible and as little moving parts as possible, right. We work with Co-mans. We take the liability off of ourselves for the middleman, but we also own the patent. So we make things happen for put A to B and B to C. And that's it.

Nick (18:47): I was just thinking like you, like how many protein supplement companies you see funneling in and out of GNC, you would have set yourself into that, I guess, cycle. Whereas now you kind of position yourself as a, a means to get those companies, put their product through you on the shelves.

PJ (19:03): Right? So instead of selling one unit, because I'm competing with 800 other companies, I have all 800 companies using my product to compete with each other. I don't care who sells it. All I care about is that the units moving right. And I've provided a easy, convenient step for the consumer where the consumer is hopefully demanding the product from their country, their companies, or their favorite company, which is what we're seeing happen right now.

Nick (19:28): Cool. I'm curious. I mean, it obviously is a very awesome product. It's very well designed. Well done. How, how difficult was it to get the product in front of these companies? I feel like it would almost kind of sell itself or was there a little bit of you having to sell them on it?

PJ (19:44): It's interesting, man. It's a re that's a really good question. It gets back to the people, you know, thankfully I had a lot of connections in the industry already, so it was a lot of friends, but you know, it's interesting because business, our business has been 100% organic. You know, we have amazing friends, Brandon and Bradley Chubb, the Chubb brothers, you know, kids are brand new. Some of these different NFL players that Joe grew up with a good friends of ours and, you know, they, they were willing to take a risk and go represent our product for us that put it in front of bunch of different companies. We had a couple of people reach out to us that saw it from a simple email campaign that we, you know, spent every dollar in our savings account to be able to put together and got an amazing return on.

PJ (20:27): And then, you know, it started compounding. We partnered with a huge formulation house called Viva5. Um, if you take a gummy multivitamin or any sort of gummy supplement, it's, it's very likely that they produce it. I'd say 90% possibility, a huge, huge on. So, you know, we ended up being able to partner with them and then it, from there, it was now all of a sudden we're titled sponsoring these huge, you know, a hundred thousand people chose called Supply Side West and Supply Side East. And we have a booth and we have product and all of a sudden we're like, Whoa, what, what is this? We have a business, right? And, but that's what business has never fluid businesses. Never the same from it. All. It's always changing. And dude, we still run into problems every day. We're still doing packaging innovations. Our ball has changed three times. Are you supply manufacturers? Change our lid, change our pressure seals change our diet lines change right now. We're going through a whole process on bringing it completely here, state side. So now instead of getting this made overseas, now I'm looking at full digital printing lines with printers, the size of my goddamn house, you know, to be able to do these, these pouches on.

Nick (21:37): So is that, is that the plan is to try to bring it all in house or are you still planning to like outsource?

PJ (21:42): I will always outsource. I will always outsource. Yeah. I mean, it's hard, man. Here's the reality of it. So like let's take my company that I work with a company by the name of Built By Strength. They're The official protein sponsor, the USA Wrestling Olympics. Right? So they're one of my, my accounts and you know, it's really important for them to have NSF certification. I get on the phone with Andrew, the CEO and you know, all of a sudden he's like, Hey Paul, I got 15 different professional sports teams that are interested in this product. I got purchase orders for, right. That NSF certification, just for your clarity is $44,000 a year for a certification that is without your building. That's without your lease that's without the manufacturing equipment. Plus your run times, plus your, are there certifications, your CGMP certifications, your clean rooms, your powder stock, right?

PJ (22:24): So all of a sudden something that I do, I are going to make a $15 million investment. Ok. Is that $15 million investment going to save me enough money? And do I want that liability? Or would I rather partner with somebody where I can bring benefit to their business? And I can also piggyback on all the certifications that they already have, cause I'm bringing added business and revenue to their business, but they're providing me a solution for problem that I have. Red Bull you would think is all in house, right? So like it's not Red Bull only does co-man and they don't sit, produce a single product of their own. They run, they run 40 billion units plus a year. And all of a sudden they don't even own their own manufacturing line. I don't have to, they don't have the overhead 30% of their marketing budget or 30% of their revenue goes to their marketing budget instead of having to go to a production facility.

Nick (23:15): It makes sense. As soon as soon as I said the words I thought about liability and I was like, ah, that's definitely where you're going to go with it.

PJ (23:23): Not that I don't have liability. Right. I still have to carry it. Right. All the liability insurance. It's still me representing the product. It's still my product. If anything goes wrong, it's obviously a liability. I had this happen a couple of weeks ago, which was an expensive lesson to learn. But yeah, I mean, the reality of it is you learn lessons, right? And so I didn't fail. I learned,

Nick (23:43): Oh definitely. That's something I've been trying to keep in the back of my mind a failure. Isn't a failure. Unless I don't learn something from it

PJ (23:49): Should never fail, but I don't think that you should fear failure, right? Like failures failure can be good. It Sucks. Right? You get that gut feeling. It's brutal. You got the butterflies. You're going to throw up. It's like, I don't know what I'm going to do. Like, I don't know how to solve this problem. This is a huge problem. But guess what, man, take it one step at a time. And all of a sudden you're like, let me, dude, we failed hard three weeks ago. I'll tell you right now I delivered the worst product. I've ever life, huge account, massive opportunity. We're talking to United States military and I had 5,100 units showing, is it my direct fault? No, it's not. But it's my business. It's my company. I promise product. That should be isn't my so-man's fault. I don't know. Is it my manufacturer China's fault?

PJ (24:33): I don't know. Is that the shipping conditions? I don't know. Right. But does it matter? Does my account want to hear the different things that could have caused the problem? They don't give a rat's ass. They want to say, I paid you X amount of dollars and I expected a product and you did not deliver that. Right? So I had three phone calls on Tuesday, Wednesday, and Thursday with pictures coming in at one in the morning of messed up product. I'm not sleeping very well. Right. So you're looking at that and you're gone. Okay, well I've failed. So option one is I give this guy a refund and I say, I'm sorry. I don't know what to do. Option two is I solve the damn problem. And I figured out a way to move forward. That's what we do. So we solved the problem. All right.

PJ (25:11): Let's address the problem. Let's get on the phone with our manufacturer. Let's get on the phone with our co-man. Are they going to be fun conversations? Absolutely the hell not. Okay. What went wrong? What are we doing? Let's get on with our packaging expert. Let's get it. We employ a team in China as well. We have a Chinese liaison team. We have a Chinese liaison here and, and you know, I'm on the phone with all of them. I'm on the phone with my packaging experts. I'm sending out packaging to different testing facilities to make sure to see where the moisture issues are. What's the problem. All of a sudden I have an answer and I say, okay, here's what I did. Here's how I can solve this. Okay. Now we implemented quality control procedure. Did it cost me money? Oh my Lord. Yes. But I turned a lost business opportunity into somebody that turned around and put a multi hundred thousand or couple of couple six figures worth of an order. So you can fail or you can learn your options. Okay.

Nick (26:00): Yeah. Nailed it. I mean, you stuck, you came across the problem, built a plan around it. Obviously sending everything to your testing facilities, figuring out what the actual problem was and then created a solution for it.

PJ (26:10): It's all you can try and do.

Nick (26:11): It's. It's a real simple concept. But a lot of times, once that failure hits, I feel like it's paralysis.

PJ (26:17): I think a lot of people, and I think that this, this is the thing that frustrates me about social media is entrepreneurship has been. Um, and I, it is, there is glorification for lack of a better term, but it's not glory because it's not glory because of it. It's it's opportunity. Right? You have an opportunity to impact people's lives both in internally and externally and you get to do what you love every day. If you're doing the right damn thing. So if you're not, you got a problem and really believe that. And you know, all of a sudden you look, you, you wake up one day and you're looking at a business and there is no business in this world that, that is successful. That hasn't faced unbelievable failures. Unbelievable, unbelievable problems. I think as a culture, we have taught people that problems are like, you know, like let's get out, let's, let's find a different, you know, okay. That didn't work. Right. Well, it didn't work yet. Right. And, and that's the problem. I don't want to get into my personal beliefs too much. But if you look at the statistics of the amount of toddlers that operated a genius level IQ, it's almost 70%. When you look at that same statistic of genius level people that are coming out of high school, it's less than nine.

Nick (27:30): So what does that tell you?

PJ (27:31): I don't know. What's that tell you? What's your opinion? I have my own opinion.

Nick (27:34): I mean, my, my opinion would be, it would be how those toddlers are coming up into and through high school and college

PJ (27:41): Coming through our education system, which is standardized. Right. Right. And, and I, I'm not saying that I have a better way to do it because I don't, I don't have a better way. I'm not in education. Right. But what I can tell you is that our education system does kill creativity. Right? Here's the problem. Here's the exact solution. Okay. Well in business there ain't, there's no handbook, there's no textbook. There's no anything to say. What happens when I have moisture in my pouches, what happens when someone rips me off on my podcast? What happens when someone sues me? Right? There's no textbook for that, bro. And, and all of a sudden we have this education system that teaches us that we have to do things one way, right? If you want to do linear algebra like me, dude, I went through AP physics. I, I slept my way through physics.

PJ (28:29): That was how I passed physics. Right. Which was not right. Don't do that. That's bad. Right. Listen to your teachers. Um, cause there are, teachers are amazing. They have unbelievable ability to imprint on kids, which is just unbelievable. It's they are amazing souls and they're not given the right resources that they need. And that's, that's a whole different conversation. However, you get to the point where maybe there's a different solution, let's teach these kids to be creative. Right. And that's what business is. You're trying to market your podcast. Okay. All of a sudden Google starts, you know, censoring your, your podcasts because you, you put some political opinion out there that they didn't like, and guess what? That does happen. It's real, no ifs, ands, or buts. Right. Okay. What are you going to do you give up on the podcast or you find a way to still get your podcast out there.

Nick (29:12): It's all about problem solving.

PJ (29:13): Exactly.

Nick (29:14): Yeah. I had a conversation similarly to that with Kelsey back in episode two, and we were talking about going through school. I mean, you're taught that you're going to live a specific and certain way. There's steps you follow. So you go through school, graduate with good grades, get to college, get a career around the career, out retirement. But that's not the case for everybody and not everybody's going to want to take that route, but you're kind of throughout entire life. You're kind of herded in that direction where you almost, for me, I always thought that was the only, the only option. That's what I'm going to do. Everyone told me that. So I'm going to do this. I'm going to do it. Wasn't till before we started recording, we were talking about The Millionaire Fastlane. When I read that book that like flipped a switch on in my head and I was like, Oh, it doesn't have to be that way. I could not work a corporate job my entire life and be perfectly fine. It's possible for someone like me.

PJ (30:04): Super possible.

Nick (30:05): It's I don't know. Yeah. Going, growing up just, Nope. This is the direction you're going.

PJ (30:11): Why is that?

Nick (30:11): I don't know. Is it because it's the easiest? Is it because it's the easiest, everyone it's kind of send everybody the same direction.

PJ (30:18): They think way more into that dig, dig. Right. So if you dig into this, think about it. Who funds colleges, corporations, government, right? Who makes those corporations of government run people? You have a whole bunch of people like me and the government. We're gonna have some issues. Right? All of a sudden that military contract bids going out and they say, Oh no, that's too expensive. I need you are too cheap. I need you to be a little bit more expensive than I can pick up that contract because then I can spend my yearly cap money and I'll make sure, and guess what I do that does happen. I've had it happen to me twice now. Right? So all of a sudden, instead of them spending $35 million, they're going to spend $135, but we could have gotten the same thing for $35 million. What could we have done with that extra hundred million dollars?

PJ (31:00): And guess what? We're not talking millions when we're talking this stuff, we're talking billions, right? What could you do with a billion dollars? I can do a lot of shit with a billion dollars. I'm doing a lot of shit with a billion dollars, but what's required of that. Okay. So if we're funding college Institute intuitions or tuitions, Jesus we're funding, high schools, we're funding education programs, right? What do we need? We need workers to make those programs happen. That's okay. Right? And there are a lot of people that, that is an amazing life for their program. For that. That's how their brain works. And there's nothing wrong with that at all. Man, I am all about finding your inner self. And if that is working your way through Johnson Electric, or through Dell or over through whatever it is and being the best RVP in the world, dude, go get it right.

PJ (31:43): You can impact a ton of people's lives. You can do what you love. You can take home a great check, right? But our society has taught us that a 13% raise or a 4% raise year over year is good enough. And me as a person, I have huge fundamental issues with that. You're never going to don't tell me how much money I can make. Don't tell me what I can do. I don't want to listen to that. Right? If you tell me I can make $100,000 this year, no. I'm going to make $400,000 this year. If you tell me I can't buy a house, no, I will buy a house, right. Or I'm going to buy 10 houses and I'm gonna rent all 10 of them out that fund my other property that I live in. Right. But if we teach everyone that, and this is my personal opinion, you may disagree with this.

PJ (32:27): You may disagree. If we teach everyone that there's no longer a system and that system becomes broken. And unfortunately, what did we see during COVID? And here's what we saw during COVID is all of a sudden, this whole thing called college, which is great. I went to college. I love college. I think college is very important. The college system now is saying, Hey, I want you to come spend $111,000 to come get a degree. And then when you get out, you're probably not going to have a job. Cause the reality of it is, is we're looking at X percent of unemployment. And there are also people that are 30, 40, 50 years old that have been doing that same job for 22 years and have ten-fold, more experienced than you. And they'll, they're willing to work for the same price as you. What'd your $110,000 buy.

PJ (33:13): You taught you a lot about how to use Microsoft Excel. Let me tell you, you need to do a spreadsheet. You are so golden and I'm not knocking college, man. I college I think is important. I went to college. It taught me so many lessons. Right. But how are we educating kids to teach them how to take advantage of college, to put themselves into strategic platforms? Right? And guess what people that are like me, I mean, I'm different, man. I've I worked harder to lie and manipulate in high school than I did to do my homework. Not, I'm not proud of it. Like, I mean, I remember going to parent teacher conferences and my parents, I knew mom was going to cry. Mom's going to ball every parent teacher conferences because every teacher would sit down, she'd go. Your kid is amazingly bright. He just doesn't give a shit.

PJ (34:06): I'd get a 100% on every test. And I would get a 30% in my homework category if right. And then our system's been designed where, Oh, Hey homework, part of it. Right. And I thought, okay, well this is stupid. I don't need the homework to pass the test. So why I'm going to waste my time on it. I'm not saying that's right. Cause it's really wrong. Cause that has to do with work ethic, which I have. Long story short. When you get down to the brass tacks of it, man, that's education, right? We have a system and the has been put in place for a reason and it's a good system, but is it good for creating financial freedom? No, it's really, really good for keeping you involved where these large, huge scale corporations and the government gets their tax money. They don't want people to figure out how to not, they don't want Donald Trump. Right? They don't want, you know, Garrett Grant Cardone. They don't want Gary V they don't want right. Cause if you teach everyone how to operate like that, what where's the revenue coming from for the IRS? It's not, and that's a personal opinion.

Nick (35:02): I mean, I, I think I kind of agree with you to a point I've seen a lot, cause I've posed that on social media a lot. I'm with you. I agree. College is great. I went to college. I had a great time. I did learn some stuff. I definitely learned from like a social aspect. But when I got out of college, that's when I really learned. And I don't know. When you asked the question on social media, you do have a lot of people fighting back on it and saying like, well, I love my job. Like I would never trade my job for the world. So in that aspect, I, I think you would have a lot of people that you present the options say, Hey, there's option A option B rather than say, you have to take option A. You're still gonna have people going both directions.

PJ (35:44): Which I love you should have people going both directions because there are people that thrive on having them roadmap, right. There are people that thrive on that. And I think that's an amazing thing, right? There are also people that are like, let me make my own path. And we don't currently have an education system that caters to those people that say help me make my own path.

Nick (36:03): Exactly. I guess I don't know how it was for you coming up. Well, I guess you were talking about how you want it to become a doctor and you were kind of heading that route. When I was going up through school, like getting into college, I did not know what the hell I wanted to do. I was thinking I was going to leave college and I was like, I'll figure it out along the way. That's what I honestly thought. So I was like, I started in chemistry because I was like, well, I might go like the pharmacy route. I liked chemistry in high school, got into college and started doing chemistry. No.

Nick (36:33): That was my only other choice. So now what do I do? Oh, I guess I'll graduate with business. So I went, got a business degree and I was like, like, I can get a job with that. But even going through it, I was like, well, now what I graduated and I still don't really know what the hell I want to do here I am. And if someone would have been telling me, Hey, you can go start your own business right now. If you want to, I probably would have changed my entire mindset coming up through college.

PJ (36:59): But not everyone is like you, right? You're a small percentage, right? Hey, you can go start your own business. Why do that man? Like that means that I don't have a guaranteed paycheck. It means I can't provide for my family. That means I can't. Right. So not everyone wants to do that. Right. The true definition of an entrepreneur is someone that takes on significantly higher than normal financial burden to create something that doesn't have to be financial. It could be risk. It can be whatever it is, but it's substantially higher than most of an average. There are people that don't, and there's nothing wrong with that at all. There are, I believe in entrepreneur's job and entrepreneur doesn't have to be the best at anything. The reality of the fact is you need to be amazing at finding the right people to do the right things.

PJ (37:42): You're the team leader and you need to pick up the Slack where it is. And I am very blessed in my company that I have an amazing business partner that him and I operate on the same foot, same wavelength. Right. We find the right people, whether it's a PR group, whether it's a CMO, whether it's a VP of operations, whether it's an operations, you know, our Chinese team, our Chinese, you know, team in, in China, our manufacturing facilities over there, over here, right. It's culminating the right people. But again, it's back to the right people. Am I a packaging expert? Nope. Am I a marketing expert. Nope. Am I a website development expert. Nope. But what I am good at doing is I'm finding the right people to do that. And I think that's the key is finding those people being taught that. But my point behind that is those people have to come from somewhere, man. So where do you find those people? People that went to college, they specialized in graphic design. They specialize in operations. They specialize. So it's is there a perfect system? No, but there's also, I believe that personally, the people that are outside the box get left behind a lot.

Nick (38:42): Yeah. And from what we had talked about, there's no support in that realm.

PJ (38:47): Not yet.

Nick (38:48): For me. Yeah. I do think it is changing. And several people that I do follow, I know are trying to make steps towards like either getting that added into education systems or even just like small programs and courses and classrooms and like that type of thing. But yeah, I mean, right now I think for me it was just kind of luck that I happened to pick up the right book at the right time. Like I knew that I wasn't where I wanted to be at, but I didn't know why. I didn't know what that meant for me. I just happened to pick up this book and was like, Oh, this make sense to me. Nothing else was making sense to me, but this does. If there's not that chance or that luck for everyone else, what pushing them in that direction.

Nick (39:29): That's kind of where I was kind of hoping this podcast because it was kind of a, a realization for me. I'm hoping this podcast can kind of be that for other people. Like when they listen to this podcast and they're like, Oh, you know, I, something is off. And I don't like, I'm not going that traditional route. I don't want to go that traditional route. But what other options do I have? They can listen to this podcast and be like, Hey, I heard Nick talk about it. I heard PJ talk about how they went and did their own thing. Like that's a possibility for me.

PJ (39:55): It did. It takes one step. And it's like, I think the biggest thing for people to understand in entrepreneurship is you're not going to move mountains, man. You're not like you can start with, with whatever your intention do you want to be. It doesn't matter. Right? You want to, you want to be in the next Red Bull. You want to be in the next GoMix. You want to be the next biggest podcast you want to be on Ed Mylett's Podcast or Andy Frisella or you want to be friends? Whatever it is, right? Does it start there? Those guys had to start somewhere. It starts with one recording. It starts with buying the video camera. It starts with, you know, figuring out how to host your podcast. It figures out for me, you know, what is the first step? And then you start making a checklist and you go one step and one step, one step.

PJ (40:33): And then you might take four steps back. But it's all about continuing to move forward every single day. And it's hard. There are days that suck. There are days that are hard. You just keep moving forward and you surround yourself with the right people that allow you to do that. Push you in the right direction. Dude, you can move mountains whenever you want. It's that? That's what people I think are so scared of is that, you know, they expect to just start with, you know, so many places say, you know, to get into entrepreneurship, you just need to cut the cord, get out of your corporate job, get out of your nine to five. No, that's dumb. In my opinion, take steps. Look, dude, there's so much time. Nine to five. How much, how many hours is that? Right? Everybody knows the math. It's pretty simple.

PJ (41:14): You know how much time is outside of that? Nine to five, more than the nine to five, you can accomplish so much in that time to lay the foundation to start monetizing something. And the access to information nowadays is like, it's never been before in your life. When you grew up, what did they tell you? In high school, college or middle school or elementary school? What do you think you're going to have an encyclopedia or a calculator in your pocket while good morning, the iPhone came out. People, Steve jobs changed the world. You have access to whatever you want whenever you want it. The thing about college that drives me nuts the most is that people get there and it's the destination I'm done. I'm educated. I'm good. Education. Doesn't stop at college. Education is an every single day, right? When you're a doctor, you practice medicine. You're not an expert in medicine practice because you have to learn and read. Every single day. Business is the same. Entrepreneurship is the same life is the same. There's no book on parenting. There's no book entrepreneurship. You take one step in front of the other. You continue to move forward.

Nick (42:21): That's awesome. I mean, it's, it's a hundred percent, right? I mean, I know a huge problem I had and actually the launch of this podcast kind of kicked me out of this habit, but I would take on a million different things that were completely irrelevant and you know how much shit I would get done? Nothing at least nothing that mattered. And like you said, the checklist here's step one, here's step two. Here's step three. You have to stick to it. And I don't know why I haven't been able to do that to this point. I'd get to step three and then I'd be like, Oh, what's that? And then I go completely shift directions and I wouldn't get back to step three. You're moving on to step four. So it's the focus and the drive in one direction is I think that I know for me it was the toughest part.

PJ (43:06): I think for everybody, I don't think the drive is what's hard. I think everyone, some, every entrepreneur has drive, right? But it's the action steps that allow you to do it. Like not to go too deep into this. So like, if you look at my brain scan, I have a third, a better ratio of 13.2 of beta ratio is correlated to add ADHD. A normal range is 0.08 to 2.8. I'm a 13.2. Right? So if that tells you anything, I'm not diagnosing, I'm not saying that I'm diagnosing my brain with add, I may add is they get ADHD, right? I am man. I can focus on a thousand different things at once, right? So what do I know about myself? Okay. I know that I have tendencies to want to do a billion things and that my cortical arousal takes a fly being in the room.

PJ (43:54): As everyone saw earlier today, the fly captured my attention very easily. So what did I have to have to guide, to surround myself with the right people that helped put an infrastructure behind me to make sure that I can continues. But I also had to get systems in place for myself to be able to do things right. I run every one of my businesses off of a Trello board. I have a Trello board for my manufacturing team. I have a Trello board for my personal partners team. I have a Trello board for myself. I have a Trello board for my medical marketing team, my medical sales team. Right. And I get live updates. I can create task lists for myself. I know exactly where everything is at, at every single part of the day. And I am diligent about updating that. Why? Because if I don't number three was three weeks ago and I don't even remember why I was working on it.

PJ (44:45): Right. So four or five and six goods. Good luck bro. No way. Right. So that's me personally. And I think every person has their, their, their thing that they need. Right. So, okay. Let's say you're not good at that. You need to network more. You need to get out. You need to create more relationships, but that's hard for you. Okay. What's a simple step I can take today. My end goal is to get on Ed Mylett's podcast or to get on Dave Asprey or to, I don't know whatever it is. Right. Okay. Here's the circle. Here's the pages I should follow. Here's the things I should do. Here's the topics they bring up. That'd be good. Maybe I can reach out to some of their podcasts guests and ask them, Hey, how was your experience? I'm trying to grow my own podcast and I'd love to pick your brain on it. If you have some time, I think people are so scared to be vulnerable and to admit their shortcomings and to admit where they need help do the minute you wake up and not you personally, but anybody in you and you're able to look introspectively and say, Hey, here's where I fall short. Here's where I need help. They're the world's your oyster.

Nick (45:48): I really agree with you on that. I think the more people put themselves into a vulnerable position, that's when like the real progress happens. If you're always sticking to your where you're comfortable, if you're, I'm going to go back to like the typical nine to five job, a lot of people might ride out that typical nine to five job because it's comfortable. They know what they're doing. It's the same every day. They know what to expect tomorrow. They know when to expect the next day, two weeks from now a year from now, whatever. And the thought of leaving that sense of comfortable is terrifying. But where does progress happen after that?

PJ (46:24): We grow the most when we're uncomfortable. Think about a broken bone. What happens when you break a bone? It heals right? The body's uncomfortable. So what does it do? It fixes the right. Uh, and, and, and that's, I think everyone realizes that. I think everyone knows that the most progress happens during a time of discomfort. Everyone knows that, right. Everyone's been broken up with before or broken up with someone and you got to find yourself, or, you know, everyone's had been down or lost a sports team or lost a game. Right? What do you do? Does, does success really drive you or does failure driving you? For me, it's a combination of both, but that feeling that I get when I fail, like that phone call that I had, you know, the first time that I produced a unit that was, that was defective.

PJ (47:05): I don't ever want to relive that again. The first time that I had a customer tell me that I was a terrible customer service person and they wanted to be switched over. I don't want to ever hear that conversation ever again in my life. Right? Like the look on my parents' face when I disappointed them all through high school, knowing that I was capable of more. I don't want to experience that again. Right. So what do you do? You try not to replicate that, but what's the definition of insanity. The definition of insanity is doing the same thing over again, expecting a different result, got to get uncomfortable. Sometimes it sucks. But I think to get back to my point is you don't have to leave your nine to five. You don't have to go and jump both feet in. Like, I respect the shit out of you if you do.

PJ (47:47): It's cool. Or I don't, if I'm being honest, if you have a family of four and you're responsible for medical insurance, you're responsible for this, that you name it, whatever it is. And you jump off the deep end, because you're like, I'm unhappy. And I ended about you, bro. It's about your kids. It's about your wife. It's about what you stand for. Right? So start your thing. Take two hours a night. You want to start a boutique? You know, you have a girl book online boutiques. I don't know if you've looked at the trend are massive, right? Do you gotta quit your medical job one day and just go balls deep? No you don't. You can, you can literally start, look, research, take step by step by step by step by step pick people's brains. Look at experts. Listen to podcasts. You can only go so far with education, right? There's so many wantrepreneurs in this world that are like, ah, I'm going to do it. I'm going to do it, man. I'm going to do it. I must start it. I'm going to do it. I read this new book. I read Millionaire. I read this. I read Rich Dad, Poor Dad. I read that. Right. All right, man. You ready to invest? Let's go. Yeah, man. I got to read a couple more books. I just want to make sure I got my only so far. It goes.

Nick (48:55): Yep. At a certain point, you have to take action.

PJ (48:58): Got to do it.

Nick (48:58): It's awesome. Because the education, the ability to learn is out there. I mean, we already mentioned that, like Google's an amazing thing. YouTube is fricking awesome.

PJ (49:09): You can get a degree on YouTube.

Nick (49:13): You can become an expert real fast just by watching YouTube. And eventually you gotta just dive in, stop learning and start doing.

PJ (49:21): And you're going to mess up and that's okay. A hundred percent. Okay. So you talked about being a people person and how that has really excelled you in all of your businesses. It's something you said you're continually trying to grow and get better at what are you doing to, I guess, try to get better at becoming a better people person or connecting with people, building relationship.

PJ (49:43): Listen, listen, listen, listen, listen, listen, listen, listen. Right. I think that's what we don't do enough about. And I think that's the thing that social media has actually really impacted us negatively. We don't listen. We talk, right? Because it's the only way our voice is heard in today's world. Reality of the fact is sometimes people just want to be heard. It doesn't matter what it is, man. Right? Like whether you're venting, whether you had a bad day, whether you had a success, right? We want to share we're creatures of connection. And sometimes all it takes is just having that person there to listen to you. And to me, I think that's where I just continue to strive and continue to try and grow into. I want to listen. I want to know, I want to learn your story. You know, if I'm on a sales call, I don't want to speak more than 30% of the time.

PJ (50:32): You know, I want to know your business. I want to know how you got started. What's your mission, right? And that can get into sales tactic. Right? We can talk about, you know, prepping your pitch and, and, and, and loading your gun. Right. But it's really not about that. I'm not a salesman, man. I hate salesman. You listen to a sales call with me. It's not, I'm not your traditional CEO, president. You're not going to find me. I'm not, it's not going to happen. Hey, you know, Nick, it's great to meet you. I'm so glad, you know, thanks for the opportunity to be on here. I'm going to call you, bro. I'm going to, I'm going to thank you. I'm going to speak very diligently. I might check my sales call might be two hours long. Right? But I want to hear about your kids. I want to know what's going on in your life, right? Because that's where I'm going to connect to you as a person. And my connection with you as a person is way more powerful than the bond that holds me together with you buying my product. Right? So that's, I mean, that's my biggest thing is I just want to listen and I think more people need to listen.

Nick (51:30): Alright. So I don't want to hold your time too much longer. Cause I know you are a very busy guy. You have places to be, more podcasts to be on, TV, to be on. I want to finish up with a few tips or maybe a tip or a piece of advice that you would give someone who is, I guess, kind of caught in that position where they want to do their own thing, but they don't really know how to get started. I mean, what if someone else is wanting to get started? What advice would you give them.

PJ (51:59): There's no perfect time. There's no perfect scenario. And you don't always have to have a passion. Passion can come from anything, right? It can come, it can evolve. You really think that I had a passion about plastic packaging being recyclable at the beginning. No. Right. But through that, I've created a passion for delivering optimal nutrition to people. Now all of a sudden I have this opportunity to help solve a huge problem in our world, which is the recyclability issue. Right? And now that's a passion, right? Did it start as that? No, it doesn't have to start like that. And I feel like everyone tells you like, like, listen to Tom Bilyeu, you want to listen to her an influential individual. Listen to Tom. That goes amazing. So he founded Quest, right? Co-founder. And he's the real deal. He says it, how it is from his relationship being in the trash to, you know, struggling to find it like, did he have a passion about making protein bars?

PJ (52:52): No. He's making his own protein bars. And he goes, I can monetize this. And then it turned into something, right? And now there's a passion for educating people on his podcast and in everything he does from it, right? You want to do something by yourself. Okay? Realize it's going to take commitment. It takes time. It takes energy. But if you're willing to hold yourself accountable to everything else in your life, whether it's going to the gym, whether it's working, whether it's eating dinners, you're ordering McDonald's. I don't care. Whatever it is, carve out time, take care of yourself and taking of yourself can be following your passion. It can be starting your own business. It can be realizing that you need to go to bed earlier. It can be realizing that you need time with your friends. It can be realizing that you need to break.

PJ (53:35): It's really hard to take care of the things and the people in your life. If you're not taking care of yourself and that can be different for every person in this world, in this world. If you're unhappy, you're unhappy for a reason, that sounds really bad. It sounds really shallow, but it's just the truth. Right? Address the problem. Be vulnerable to yourself. I am unhappy because of X, Y, and Z. The minute I can have that conversation with myself. I can create a plan because now I own that. I own that unhappiness. Okay? I'm not productive. I'm not productive. Why am I not productive?

PJ (54:11): I spend way too much damn time on YouTube. Okay. Well limit my YouTube limit, limit my video game. I'm gonna limit my exposure. Right? I relationship sucks. Why is my relationship sucks? Nobody's relationship just sucks. Does it? There's a person. Or there are feelings involved internally, externally synergistically be vulnerable with yourself and your spouse. Okay. Now let's translate that into starting a business. Why do I want to start a business? How am I going to start a business? Do it. What is my limiting factors? The way I grow businesses, as I look at things and I look at limiting factors. Okay. If I don't have a concept, okay. What's my limiting factor. Guess what? I need a concept before I can build anything. Okay. I have a concept. What's my limiting factor. How am I going to bring this to the market? What am I going to do?

PJ (55:01): Do I need a website? Am I B to C, am I B to B? Am I a service based industry? Okay. Start looking at this. Okay. What am I? Role models. Okay. Let's start doing research. Let me look at these different things. Who do I respect in this industry? Again, the information is out there. So you know, when someone's sitting there and if they want to go start something, do it. Don't do it if it means you're going to compromise yourself, compromise your family, take care of you. And it doesn't have to be now. Right? You don't have to just jump in. You can do it progressively. You can plan. You can surround yourself with the right people. You can educate yourself. Right. But if you're burnt on both ends of the stick, which is going to happen. I mean, God, I work 8:00 AM to 5:00 PM.

PJ (55:44): My wife comes home. I get off work. I work again after about eight o'clock because we have a Chinese Workday man. That Chinese Workday can last until three, four in the morning. Right. So am I burning the candle at both ends of the stick? Yeah. I also play golf a couple of times a week. Absolutely. Right. So I'm taking care of myself because I'm no good to my wife, my business, my family, if I'm not productive here.If I'm always beat, can't do anything. I'd rather be a hundred percent, 80% of the time, that 80%, a hundred percent of the time. That's my life lesson.

Nick (56:18): That's a perfect way to end this episode. I guess. Very final thing. Where can people find you?

PJ (56:28): GoMixTech.com. @PJSorbo or maybe it's @PaulSorbo, I don't know. It's one of the two, um, I think PJSorbo, but, um, Paul's Sorbo, PJ Sorbo on Facebook, Google, YouTube, find me on podcasts. And you can find Wavi WaviMem.com. That's me.

Nick (56:46): Beautiful. Well, PJ, I appreciate you coming on. I think we covered a lot of great topics. So I just wanna thank you for coming on the show and sharing your wisdom with us.

PJ (56:56): Thanks for the opportunity, man. I appreciate it.

Nick (56:58): And we're probably, if it fits in with your schedule, we're going to have to get you out here again at some point.

PJ (57:02): I'd love it.

Nick (57:03): Like I had a good conversation. I, yeah, we're just gonna have to get you on here again.

PJ (57:08): We'll make it happen. No, if ands or buts bro.

Nick (57:10): Alright, man. I appreciate it. Take care.

PJ (57:11): Yeah, you too, bro. Have a good one, alright?.

Nick (57:13): Yeah, you too.

Nick (57:15): Okay. I hope you enjoyed that interview with PJ and guys. I'm telling you when he says he's a people person. He really means it. This guy is someone who is genuinely interested in getting to know you as a person. Like he said in the interview and in chatting with him, you really get that feeling. You can really tell. PJ, if you're listening to this episode, you are a great dude. And I'm so glad to call you my friend. It was a pleasure having you on the show and you're welcome back anytime. Alright guys, this is something I want to challenge everyone listening to do. The next time you have a chat with someone, maybe it's a coworker or a neighbor, or maybe it's just someone you end up talking to in line at the store, whatever the case may be.

Nick (57:54): The next time you have a one on one conversation, try to be engaged and genuinely care what the other person is saying. I think too often we get caught up in what we what I, what I am doing. And we forget to listen. So I challenge every one of you. The next time you have a conversation with one, try to genuinely care and actually listen to what the person is saying. People are what make this whole thing work and we can't do it alone. So if you focus on building the relationships first and foremost, I think great things are gonna happen for you. If you enjoyed this episode, please share it with someone, you know, who may also enjoy it. That'll kind of help get the podcast spreading and kind of, I guess, get more people finding out about the Nine-Five Podcast. As always, you can find the transcript and all the links discussed in this episode, in the show notes.

Nick (58:42): And the show notes for this episode can be found over at NineFivePodcast.com/Episode7. And just remember, that's all spelled out. N I N E F I V E podcast.com/episode7, with the number seven. Now don't forget to subscribe to the podcast on your podcast platform of choice. And lastly, come join the community over on Facebook. The community, the community is called Nine-Five Nation. And I'd love to have you over there in the group. You can ask me and other group members questions, whether you have questions about your business, or maybe you're just getting, and you have questions about where to get started. Um, come bring your questions to the group and we'll do our best to help you grow as an entrepreneur, a professional, and most importantly as a person. All right, guys, that's it for me. Thanks for listening all the way through, and I will catch you guys next week.

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Hosts & Guests

Host – Nick Nalbach

Guest – Paul (PJ) Sorbo

Show Notes

I mentioned it above, but relationships are what makes everything work. In this episode, PJ talks extensively about the importance of building relationships and gives many examples of how this “superpower” has helped him excel in life and business.


The Businesses


GoMixTech – In the episode, we talk about the business PJ co-founded, GoMix Tech. GoMix is a packaging company for protein supplements. The design is a single-serve pouch (with a shaker ball inside) meant to keep athletes on the go. The packaging is completely recyclable and allows other protein supplement companies to distribute their product with the GoMix Tech packaging.

Wavi – Wavi is another amazing company that PJ is a part of and they specialize in brain scanning. Wavi will scan the brain to measure performance and track changes in the brain. They are using this technology to study many diseases such as Alzheimer’s and Dementia. Additionally, they are using this tech to track and monitor college and professional athletes to see the effects of concussions and traumatic brain injuries. This tech is still fairly new, but it sounds like they may be able to uncover some amazing findings from the data they are collecting. I recently listened to a podcast episode on Bulletproof Radio with Dave Asprey where he interviewed PJ about his company, Wavi. If you are interested in learning more about the potential for Wavi and the future of it all, I highly recommend you go listen to episode 619 of Bulletproof Radio.


Building Relationships


In the episode, PJ tells us how important relationships are to him and the way he operates his business,

“I don’t want to network. I want to know you. I want to understand you.”

This is a lesson that everyone, including myself, can learn from. People are what makes everything work. People make the business work. People make life work.

When you focus more on the relationship side of building, as opposed to “networking” (a word PJ hates to hear), you become more invested in what the other person is doing, and it is appreciated. Relationships are not just about benefiting your business or my business. It comes down to benefiting each other as people, as human beings.

We also talk about what PJ is doing to improve his relationship-building skills and how YOU can start building better relationships with the people around you.


Problem Solving


As entrepreneurs, and as people, we are faced with issues every single day. There are only two options when a problem arises:

  1. Give Up
  2. Solve the Problem

I would hope your first instinct isn’t just to give up, but rather find a solution to the problem.

PJ shares a story about a major issue he just recently had in his company GoMix, where he was faced with this same dilemma. He could have either issued a refund to his client, or he could solve the problem and deliver an optimal product.

You’ll have to listen to the episode to hear that story and find out which option he chose, but I’m sure can guess the route he took.

Business is nothing but a series of problems that need to be solved. As an entrepreneur, it is your responsibility and duty to make decisions and solve those problems as they occur. 


Facing Failure


Everyone fails. It is a fact of life. To rip off a quote from Benjamin Franklin, “Nothing can be said to be certain, except death and taxes” AND failure.

You’re going to fail and that is alright. It is the steps you take after that failure that matters. Are you going to roll over and admit defeat? Or are you going to get back up after getting beat down time and time again? (Hint: The ones who succeed are the ones who didn’t quit)

Learn from your failures, learn from the failures of others. You only truly fail if you give up or if you don’t learn something from the failures and mistakes you’ve made. The next time you have a major failure, instead of beating yourself up about it, go straight into analysis mode and figure out WHY you failed.


If you want to hear the full story and interview with PJ, make sure you click on the play button at the top of this page or find the Nine-Five Podcast on your podcast app of choice!

Links & Resources

Note: Some of the links listed below may be affiliate links. This means I will receive a small commission (at no extra cost to you) if you choose to purchase through them.

Thank You!

As always, thank you so much for listening to the Nine-Five Podcast!


If you enjoyed this episode, please head over to iTunes and leave a review. Your reviews are what help get this podcast in front of more people!


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Let me know what you thought about this episode in the comments below.

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"The value you provide to others directly correlates to your success. The more value you provide, the more successful you become. Focus on the value!"

- Nick Nalbach

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I am an entrepreneur and adventure enthusiast, looking to break free from the Nine-Five grind. I'll show you what has worked and is currently working for me, as well as what hasn't worked so well.

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