BE SUCCESSFUL IN BUSINESS | The YINGERMAN magazine | Moshe Yitzchuk Stein | #whatapod EP. 4

27 years ago there was this thing of consulting. I know today half Kalis is consulting the other half. Do you believe Hashem wants the world? Yes. Do you believe he will provide for you? Yes. So why are you so worried about paying your bill man? Why are you working overtime? Correct. The answer is because you don't feel it right now. So you just bashed the idea that a businessman must have a smartphone. It's a myth. Human beings are not designed to multitask. In the meantime, the man is going to cover the topics we don't learn in each. The man is a new magazine started when? Right now, we are up to four issues. I think it started July 1st. You're very invested. How invested are you in this? Very. So, this was your idea or whose idea was this? Moi Gotautlip. And he came to you with this idea? He was he was he is my client for one of his other companies. Okay. and he mentioned to me this idea and it's it's another magazine correct but we have how many magazines do we have I'm sure yeah but his his thinking was very simple he said like this there's a a lot of magazines now there are paid magazines which is content focused and those is things that you buy in the store you know each one has their own thing some is more hish less himish English yedish then you have a lot of The woman magazine which for example no no the free ones the ads the one with the the view and the and the weekly link connections the toilet times the babusta these things are focus it's ads and it's focus form1 right most of them have started to put in an article here and there already as well right okay his thinking was that there's nothing for Ingalat. Focused on Ingalat. Yeah. You you're hammering a man, right? You're getting married. You're starting out in life. You need clothing. You want to start a business. You need services. You need a mortgage. There's all kinds of things that you need. Okay? There's very little information available for people what's working, what's not working, and there's very little in the sense of bringing together all the advertisement. So right now if without before the amount let's say if somebody wants to advertise they have two options. One option is to go to the magazines which is either paid magazines that only a small amount of people are purchasing. Right. Okay. Or it is a woman magazine where you don't belong there. Right. Okay. And the a lot of Ingalata are not reading the woman magazine because it's not your mamish called them officially woman magazine the ones that are given out of the corners. Yeah. The view is is meant for women. It's meant for woman because because the the thinking always was that woman do the shopping right. So women need to know which clothing stores are going on sale now. So you can buy for your kids the clothing that you want to buy anyway but you can't afford to buy them in season. You want to buy them right before the season when the sales start. So all these things is this has been like this for a long time. Correct. Forever. And he felt that don't have anything. Correct. It's something that very few people were were thinking and focusing on but it was always a need that existed. Okay. So it's just ads. No. So his thinking was let's combine let's combine the content that yingalat need for example to succeed in life for example we have um column we have um articles on budgeting okay first time in the highish market it's extremely successful column um I personally know a lot of people who have changed their lives because of it they stopped using credit cards they started budgeting budgeting is critical it is it's It's becoming more and more there's more and more awareness about it in the market. I would believe it's one of the things like age 17 18 it's critical people fall into singing a lot for no reason. So let's put on the side if he should teach this stuff or not because that is a that is a discussion okay and there are arguments on both sides and I do not have an opinion about it. In the meantime the is going to cover the topics we don't learn. Our focus is yeah our focus is forget about yeshiva. You left yeshiva. You got married. You need to know this. You have bills to pay. You have a family to feed. You got to make decisions in life. Yeah. One of the one of one of the very painful things in the high market is that you see people make mistakes that are really stupid mistakes. But they have no way of knowing how stupid it is. And I'll tell you I'll tell you a simple example. I'm dealing right now with a guy who decided to launch a business, a software business in AI. He's 23 years old, left Kil a year ago. He has a good head. He got into the software world. He jumped in and started developing a software. Okay. He took out a home equity on his house. Over $100,000 on credit cards. Okay. The whole family on both sides, his father's family and his wife's family are all in debt for his business. Really? Yeah. Now, there's a few things wrong here. Okay. One thing is you don't take you never take an equity home equity. You're risking everything. Correct. You never take home equity on on your house to launch a startup business. Number one, launching a business on credit cards, we can debate that, but a lot of people will say it's a no. No. Okay, the guy has zero experience launching a business, zero experience in software. Okay, why would he choose that if he has zero experience? Because he he did put himself into it. So he does he did he did watch all kinds of things that gave him the experience that he needs. So he's not stupid. He knows what he's doing, but he does not know that a startup like this has an 80% chance of failing in the first five years. He cannot afford to fail. Okay. Now what did he do wrong? He simply did not know that he should go and discuss it with the person who has done it before which in the Hampshire market is available. Wow. Either you pay for a consultant. Okay. Somebody comes to me for one hour. Okay. Whatever my fee is irrelevant one hour I will tell you a basic idea of what it takes to launch a business and what it what makes sense and what doesn't make sense. And I do it every week. Now, why don't why doesn't everybody do it? Because they don't know that there is such a thing. They don't know that it's important. Now, even forget about a consultant. Just go ask somebody that ever launched something and sit down with them. They're usually over the age of 40. They have a lot of experience. And tell them, I want to do ABC. And they're going to ask you, "How much does it cost?" If you tell them $30,000, they will tell you, "No, it does not. It's a minimum of 300. Are you aware of that?" Wow. If you tell them it cost 300 they will say okay where are you taking it you tell them equity they will tell you don't do that so I think so the we bring the so the idea was to bring all the content but then don't not charge for it for the for the magazine make it a free magazine and then have a lot of ads which again is very important for the highing amount to know what's out there and also to give an opportunity there's thousands of of of guys going out every every day to to look for making a living. Yeah, they're getting married. They need to make panosa in the hisha market to live today. You need let's say with three, four, five kids, you need $150,000 plus at a minimum. Easy. Easy. Okay. A lot of people become entrepreneurial and they start businesses. Now, they need customers. So, they want to talk to other yingamounts and advertise. They only have two options. Okay? Like I said, they can advertise in the daily papers sometimes, but daily papers are not made to launch businesses. The daily paper is when you have something very small, specific, an apartment, this that it's not made to launch businesses. Correct. Or you can go to the woman to the woman magazine and it's not going to get a lot. Correct. Wow. So this is a good niche. Correct. It's not shiny. It's a big risk. It's a huge risk. And initially I told them, you know, I know too much about the industry since I've worked with I was the consultant for a lot of the big newspapers today and I know a lot about it. It's very risky. But he is very persistent. He wants something. He has a very clear plan for it and he's very confident that it will work. Wow. So one second you started mentioning budgeting. What else do we have over there? We have a lot of columns. We have a column about chambias how to build very good relationships on on what that's very blunt it is and the vad does is there a vad that checks this that's a good a good question it's a good question when we started the business going back to he was pushing me to do it and I was telling him it's a very challenging business it takes a lot to pull it off and he was insisting on it so one day I said you know what I'll do a business plan exactly like an 18month financial plan, a forecast. How much money do we need? What resources do we need to pull this off? If you still want to do it after I give you the plan, we will do it. And I gave him the plan. And he said, "Let's do it." He has guts. He does. He has a lot of confidence in in his ability. And he's a big believer in Deshmaya that like we discussed before, I do my part and Hashem will do the rest. Being afraid is not is not healthy and doesn't get you anywhere. Let's do what we need to do while still using the maximum hishadas and logic. Yeah. Okay. So since I I did publish a book in the past, I did publish columns in in magazines and so I did know a lot about it. I took the job of the role of being the consultant as well as the editor-inchief until it establishes itself as a business. So we did a plan. We tried to look for everything. Okay. The one thing that we didn't think of is hasha meaning you didn't think that it needs. Yeah. I did not know that it's something that's that is part of launching something like this. But you involved in magazines. You knew that there is such a thing. Most magazines do not have an only the only magazines that have an is in let's say in Monroe for example if you want to sell something in Monroe the needs to approve that it's kosher enough to be sold but it's also not an it's just that they approve. And there are certain magazines that they don't let you sell in Monroe because they don't approve of it. But there is no there is no official official means they need to go over the content. Correct. But even then they would still not give a real hashg. There is no hashg right now official hashgra for it for for any for any magazine. Okay. So what changed? So what changed is that I did I was not aware of the fact that to in order to sell you have to have an actual. So we were getting ready to launch. We went to print Thursday night and we were supposed to come out Mat Shabas and Thursday night somebody told us that you know in Monro you have to notify the authorities that you're coming out and you're going to sell it to Monroe. So we told them and they said doesn't work like that. You have we have to look at it. We have to approve it takes two weeks. So again Moshi Gutlip was like no we're going to make it work. and he did all the he could not taking no for an answer. There was an emergency with that 24 hours. Correct. 48 hours. There was an emergency meeting Shabas from the Monro 1:00 mid 1:00 past 1:00 a.m. And everything was already on the truck. The whole board the whole board the the the magazine was already published in all locations except for Monroe. We gave it to them on Friday to read and they they told us that that we could come out for this one week but then we need to figure out a very good way of going forward now truth. So we did we did we did go live with Hashem and it this this I'm I'm mentioning it for two reasons. One reason is that in a startup there's no matter how much you plan there's always going to be surprises which are going to be very very difficult and every person that goes in to launch any business has to know that and he has to be able to deal he has to be ready and committed to deal with all the struggles. A lot of people look at a startup as something very simple. I have a little bit of time a little bit of money and a good idea. Let's just do something on the side. Those are the 80% that fail. Correct. When you go into something, you should know it's going to cost you double than you think it will. It will take double the time and there will be a lot of days when you would want to give up. Wow. Now, let's take that's that's a lot of for itself what you just said there. Okay. But the idea is that you most businesses that fail, I would say that I have watched and I've watched hundreds of businesses over the last 20 years. It's not because the idea was a bad idea. the idea is actually a good idea. It's just that the person didn't do the proper histadas to succeed. Now, officially, if you look at the research, you'll see the number one reasons why business fail is lack of cash flow. You have to be realistic and brutally honest with money. Okay? You have to be you need a good team. Okay? Dingan has an amazing team of people. You need a proper team. You can't launch a business by yourself. There's always other people involved. How much before the going live do you prepare? Do you actually in our case the man six weeks it should take six months but like I said you know we oh in six weeks they already launched from idea to launching was six weeks. Wow. I want to say correct and you can't translate this into English. Um the other thing about the the every everything successful in the world okay if you look at it if you think needs a good machine needs a good machine the normal people okay normal is one of the options on the washing machine you have fast and slow and normal normal people don't do much because they're always busy trying to be normal they want on their mativa to say here lies the person who was normal wow they want people to come to the funeral say you know what this guy he was normal he was normal he was okay fit H this is a lot of for me just this um this thing on six weeks live meaning that right now you're six weeks ahead. No no no no you're not printing six weeks ahead. It was just a six weeks six weeks to put together the team right find a printer. Find a designer. Wow. Figure out distribution. We're distributing. We distributed the first week to over 100 locations. Wow. So you're talking about a massive operation. I want to go two ways. One of the ways is is you mentioned that there's a bunch of people that do not have WhatsApp. WhatsApp is one of the ways that people find out uh about businesses in the Hamshire community. You said there's a big number of Ingalat that don't have access to that. Correct. There's there's a huge mark in in the Hea Hamisha market. There's a hu there's a big group of people 20,000 plus. Wow. Okay. people who do not have access to social media or to smartphones and they're not looking they're not they do have computers. Most of them do work on computers but the computers are filtered to the point where they only have access to what they need to and some of them are running very big businesses. They're very successful business people with flip phones. Correct. Correct. So, you just bashed the idea that a businessman must have a smartphone. It's a myth. It's definitely at this point I think everybody agrees that it's a myth. It's just some people feel that they they have a hard time getting off it. So hard. I remember I remember when when the movement against smartphones started. At that point, most people felt that it's over. Smartphones is part of life. Everybody is going to run their business on smartphone. There's no way technically to operate without it. Right now, I would say 10 years later, it has been proven like everything else in Klisur that we're stronger than any that any than anything out there and we will survive. Okay, if you look at the history of Kalisur, the tree has been shaken so many times with so many different things from Ascula to everything after the war and technology is one of them. But we're so determined and we're so connected to the source, the truth of Hashem that we will always come back and say, "What is the honest truth? Is it okay or is it not okay?" So Ravosnner put down three rules. Okay. You don't Wow. Yeah. He put down three rules that he gave out to Claus from his basin. Ravosna had confidence. He did. He was a for Shapiro. Wow. He grew up with in an environment where Shiva was a shashiva. He has weight. Has weight has a respect has a atonement now short line who is doing the same thing also making decisions. I almost interviewed him last week and he backed out last minute and I don't care that it's on the mic. He's not going to see it anyway. But I almost interviewed him for one. He's also he makes decisions, life and death decisions very powerfully. You do what you got to do. I never realized how much weight they have on their table. Most people don't realize what goes on by the big dunam every week. That's heavy. So he said about technology, what did he say? So he said three things. He said um that it should have a filter. You should only use it for work and you shouldn't use it at home. Okay. So that was the the guidelines. The guidelines. Yeah. But smartphone is something that was nobody felt that it's appropriate. It was just a question of getting people out of it. So yeah, so people right now you have a very big group of people. But how does those people do GPS for for example, right? I'm trying to get rid of my smartphone for the longest time. And the rule that I did so far is I have a kosher phone forwarded calls throughout the day and I leave it at the work. But when I went to Israel throughout the whole country, first of all, I have to be in touch with a bunch of numbers that are Israeli numbers and it's easier through WhatsApp. guy go copy paste and remember all the numbers. That's one issue. The other issue is GPS. You really need a GPS the entire time. What do they do with GPS, you know? So, there are flip phones that have ways. Really? And a lot of people are using tablets. Now, the difference between a tablet and a smartphone is very simple. Nobody walks around at home putting their kids to sleep with a tablet, right? Nobody walks around doing a simka with a tablet and nobody sits in shoe learning with a karisa while using his tablet. So, you gain those times. You you basically are able to separate work from from personal and that's important. That's the that's the benefit of the tablet. I never understood it. I see people walking around with it just like a I never understood the benefit. Yeah. I I use it. I come home. I just put it away because you don't walk around eating with a tablet. It doesn't make sense. So it's basically like a laptop, a small laptop. You're working or you're not working. the the the smartphone created that everything got mixed up. So you lose yourself, right? Human beings are not designed to multitask. Wow. Okay. I heard recently a very good concept for this. He said, he said, imagine. So, the first idea was that you're getting up in the morning, okay? And you're basically going to all your neighbors looking into their bedrooms and their dining rooms. Wow. Okay. And then and then you're starting your day. Okay. The other idea that I heard was that somebody was walking to Mena. He called up 15 people. Okay. And he told everybody to wait. He's putting them on hold because he's going to Dena. 15 people on hold. He went into shul and he doesn't and then he came out and he started going back to all 15 people. So some of you are saying that basically when you're working with the smartphone and with WhatsApp and with status and you're going to this guy and that guy that guy, you're basically putting everybody on hold while you're working and you're telling people, I'm coming right back. I'm just checking out something else. Okay? And you're also living in everybody's bedroom. So it's not it's just not practical. You you lose yourself. You lose your focus. Um, now everything has an option. So if you need social media for your business, there are solutions for that. You know, you there's a solution for everything. It's not black or white, right? There is a toy way for everything. And this is I think something important generally as a as a Jew, you there's I I took from the the dian the dian that gives dasha. He was telling me that when you write about a Trump, you can't say you can't say that Trump is amazing. You're not allowed to. Yeah. Wow. Most people don't even know that such an al exists. So I told them, you know, it's so interesting. So he gave me a cipher from it just for this. And I I started learning it. It's fascinating. There's for everything. Now, you can say that Trump's approach to how to deal with the economy is good, but you can't say that he's good because you can't take a How do you go through all the columns? So, we do have a full-time. Wow. We have two actually. We have two full-time Mashkus. So, that's the one one from Bernersburg, one from Monro. Both of them are reading all the articles, looking through all the ads, and there are situations where something goes in by accident, last minute, this that we have to apologize. We're only human. But there's a way a very strong emphasis because this is the market that we're targeting. So it's not just that we want to put it in because we can make money from the ad, let's say. It's also we have a responsibility for our audience. Our audience, you're trying to help. You're trying to help. audience our audience have a very specific criteria what they want to take home so we are targeting that we're targeting those audience that audience so any company that wants to reach that audience there is no other way except from lingaman and that's the whole the whole purpose the whole idea wow I would also proclaim that uh this podcast is at least half the audience is is dozing a lot which don't this is kosher real kosher and enriching in entertainment. Tell me more about the man. So, it it it it's it's a it's an amazing success story because like I said, it's it's a very risky thing. You're talking about crazy amount of money. We're printing 30,000 copies a week. How did you get to 30,000? Just the minimum amount. We're catering to four locations. Okay. Four main locations. Which four? Williamsburg, Barack, Monroy. Now, it goes to Staten Island. It goes to Lynon. It goes to the UK and Europe, but UK. Yeah. Why? Every week. So, you want to cover every month? No, we're going to UK just because I have clients there and they're asking for it and I have an easy way of getting it there. It is in Yiddish. It's in only in Yiddish. Only Yiddish. In Israel, they don't read Yiddish. There's a huge um request from Israel non-stop really show you. People keep sending that. This is stick by the way. Yeah. People are people are uh constantly requesting that they're reading it online. We have thousands of people reading it online. Oh wow. So it's so it's it's eight it's eight books a week. Fouring months and four yanas every single week. Yiddan. Why do you also need yinness? Yiddanness wasn't in the original plan. Okay. Yiddenness was something that we realized after two, three months in that we're getting ads because the marketing companies and the customers were very excited. People reading amount and they were like, "Okay, I love it. I want to advertise there." Some ads just didn't fit. Uh so you had to have where to drop it. Yeah. We want to keep we want to keep Dingan very very clean for should feel very very comfortable. and doesn't want to start looking through the magazine and see ads of for of for ropes right and that's why they're not reading a lot of them are not reading the woman magazine so the reason we started it was because we had ads for and we wanted to put them if we have a team of salespeople that are constantly reaching out to companies telling a company that wants to advertise we can't help you is very painful now we do that when when it's not appropriate okay but when it's appropriate We want to be able to cater to both. So then you have Yeah. What we said is let's take the uniqueness of the Ingaman which is that the content is extremely practical content. Let's create the yiddana on the same style and we'll have both. How far in did this happen? 12 weeks in. So 12 weeks in you make a decision to double your trouble. Correct. Columns. You need new columns now for Edenus. Correct. You need new writers. Why would you do this? It's the right thing to do. So, you would say, is more of a ofen um um contributing to the community versus a business? No, it is a business. I believe that every nonforprofit should be a business because that's how you could be the most efficient. One of the biggest problems that nonforprofits have is that they're not for business. And because of it, it's all over the place. It needs to be for business. If you This is something where this is a project where there's $50 $60,000 a week to to operate. Okay? So, you're talking about $3 million a year to operate. If you do it as a not for profofit, you start struggling and you start figuring out, okay, am I fundraising for this? Am I doing this and that? And usually it it it starts struggling. The idea is to create it as a business where it's it's self- sustaining because the advertisers want to advertise, the readers want to read it, the content is great and everybody's happy and it's a it's a business model. People can get paid for their talent and it has a it has a future needs to needs to succeed in the long run. Why would you say this is so much more successful than expected? I wouldn't say more than expected. I would say as expected because the the founder has had a very strong vision which is why he went into it all the way. You know the when Disney when Disney opened up one of his um Disney opened up one of their big playgrounds Epcot or whatever Disney himself wasn't alive anymore. So his kids were doing the whole celebration and one of the reporters told one of his kids that it's a shame that your father didn't see this. To which he answered he did see it which is why we are here today. Wow. You know the story with Disney. No, but you you just said it. The story with Disney is that when he started he had a vision of creating a playground for adults. He went around to the banks that he needs a loan of $50,000 and they told him, "You're crazy. Which adults are going to go to a playground? This is a dream. It's not reality. We're not funding it." He borrowed from his cash value of his whole life policy his $25,000 to get started because no bank wanted to fund him. Wow. He was rejected by every single institution, financial institution. And how much is he worth today? Billions. Wow. Wow. I don't know the exact number that that's you're bringing an example of a a CEO that's determined and believes in his vision. So Mohi sees this. Yeah. Now the reality is we're we're 8 months in, nine months in we're putting out 30,000 copies. 3 4 hours later you can look and every everything is taken. So it shows you that. Another thing that I was very shocked is the feedback and the engagement level because I know you know when you have a newspaper you need a lot of readers in order to get a single response because most people are just reading and moving on like what am I going to write a letter or the amount of feedback that comes in letters um some people only have text but they send in long speeches with text some people are calling and leaving messages So there's 30 40 messages every single day and people are like really engaged commenting asking questions asking for more thanking it's like it's amazing. What would you say is the number for each comment? How many people didn't comment? I don't know but they say it's it's it's a it's in the thousands but I don't know really. Oh you're giving me so much now. Um because if you ask most people they will tell you they have never sent in a letter to any newspaper. I agree. Most people are in that category. Yeah, I I would see something I get excited and I wouldn't say anything if I don't know the person personally. Um, it I I'll tell you another interesting thing that happened which is a byproduct but it's part of the of the of the beauty and the future of this as a consultant. People come to me and people tell me I'm launching this business. I don't have a marketing budget. I want to launch this business. I don't have enough money. So I encourage a lot of people if they're targeting Kingalot to put it in here. and I'm I'm watching the results because I'm working with them now because it's so targeted to the Heaisha market and to a specific group of people. I see people launching businesses. I have now a list on my wall that I look every day because it gives me a lot of I have a list of businesses who have launched businesses in the last eight months strictly on this. Wow. Yeah. Because it's it's extremely targeted, right? So you don't have to go all over the place because it's in every location. Where do they find it? On the corner, just like the other ones. Yeah. So, there's over there's 110 112 specific boxes where they're being put every Sunday and people know to get them there. Wow. Yeah. So, a lot of a lot of Sunday is a good time for Ingalad because they don't have coil. They do have coil Sunday. It's not coil. It's people who are working. Some of them are not working Sunday. So they're using the day to relax and and educate themselves and learn. And people who are working on Sunday, they just take it on the way to work and then they have a whole week. It's the only publication that comes out on Sunday. So it has a very long shelf life. The publications that come out Monday, Wednesday, Thursday after Shabas, it usually goes to the garbage. This has on top of it. There's another the other interesting part to this which is that it's a global paper and a local paper which is a very interesting phenomenon. meaning which means usually right now the all the papers the woman papers for example yeah the woman magazines the weekly link is a bar pack paper okay the month my community connections is a myy paper the let's say the the shop pursuit is a Williamsburg paper okay some have two locations some have one location if somebody wants to advertise it starts okay which which magazine in this location which magazine location you're dealing with multiple places okay and by and you're only targeting the woman then you need to start thinking about the Ingalot here whatever you want okay you want a local place we have a local book in each location oh so you have villains book you want to do Canada UK correct you want to do all now Kendi UK is not is not a separate book yet it's one of the books yeah one of the books goes to these locations so you have four different books four different books so if somebody wants to place an ad in all locations it's one phone Okay. So, you get a low price and you put it in everywhere. You want specific in one location because your business is locally based, you put it into one location. You want to target men and women, no problem. We put it in Yingaman and Yana. Okay. Wow. So, it's basically a one-stop shop and a lot of people like that because So, you have eight different kind of books. The distribution must be very sophisticated so they don't mess it up. Correct. This guy do this guy. And from the 30,000 copies, are you planning to go up in numbers? We are going up every week. We're going up a little. So, it's a it's a small number each time. As the the market is getting bigger. Wow. There's more more people entering the workforce and more people getting becoming aware of the of the content and the ads and there more people enjoying it. So, when you started, I'm assuming that the yin woman, right? Correct. So, they sit in a different location or it's all freelancers. cuz it's all at home. We do have a big office. Um and um some of the team is remote. Uh-huh. So this is creating a whole new This is probably only Moishi. You as the consultant, were you debating with yourself? Is he crazy enough to tuck a dive into this and we should go for it or not? I try to be very realistic and practical. If I can create a logic plan on pen and paper of how I'm going to execute it and there is the funding for it and I have a logic plan of how to go from point A to point B, I'm okay with an idea being very big. Mhm. It's just that some some ideas you I'm working now on three new businesses that I'm I'm in the process of launching with other teams. some as long as I can make sense out of it and there is the proper setting I will I will launch it. So sometimes you would tell them, hey, you don't have enough resources. You don't have enough uh people, personnel for this. Relax. It's too big of an idea for you. Some people are just not I'm not the I'm not the owner. So I can do the work that an owner needs to do. I can be the consultant. I can tell you which mistakes not to make because of others have made it already. I can tell you where to focus on. I can try to solve help you solve problems as they come. I cannot replace an owner. An owner is a person that keeps going despite the difficulties. And again, this is something that people need to remember. Sometimes you look at people, you know, they come 12:00 in in and she'll drive a big SUV and they play oyer and people think, you know, I want to be an oyer like that, you know, not work much, just come go around SUV. No. Now, in a lot of cases, that person needs help. Okay? Oh, he's not an oer. Okay. And and I do meet with those some of those people and they are struggling and it's it's it's strange because I go I walk in in the shield on the kavish table and people say this guy has millions and I I just finished a meeting with him and he's in in serious debt and and in trouble. Um just last week we had an issue with um we had an issue with Ingaman. We were missing part of the distribution didn't work properly. I got a message. message. I got up in the morning last week to Tuesday morning. I got a message from the owner of the bubble booster. Okay. Who's a competitor sending me a message simply my team, my everything is available to help you out this week. I don't believe this. I didn't even ask. This is so nice. So, this is something that is, you know, it's it's amazing. Balabusta is who? Balabusta also has a uh no is just for women. I'm sure when you started there was a lot of people and including myself when you say the wording I doubting another magazine and what you're saying is that it there is an important niche and it covers a very important need for the yingalat. When we started, everybody that we told the idea that we're creating a magazine specifically for high machine, everybody was like, "Wow, definitely a need for it." Nobody was questioning the need. We were we are surprised how successful it became from people actually advertising and seeing results, which was the purpose that Ingalot should be should have an easy way of reaching other Ingalat. There's thousands of Hisha businesses targeting Haimeisha businesses. We have our own economy. You know, if you want to talk about the economy, people are asking where's the economy going. The truth is we have our own economy. Meaning, even if the if the big economy is going is struggling for a while and will struggle for a while, which we don't know with our current president, we can have a different economy every week based on the speed that he's going. But the truth is we have our ownheimish economy, right? Somebody just told me, you know, before Pum people were taking out money and every year the same situation. It comes a day before PM and you're asking Chase for singles and they tell you they don't have they ran out. Yeah. So somebody told me he asked the manager he says you don't remember last year you ran out, right? Why don't you prepare? And and he says because you people are unpredictable. You're giving out so much money that I can't even imagine how much to prepare. Wow. And he said a guy was was here this morning asking for 4,000 singles. Wow. And he says, "The amount of money that we're giving out, okay, I am bringing in a few million dollars of singles, but you always need more." Yeah. Because Clalis is is amazing. Now, a big part of that is that the more we grow, the more internal economy we have. Okay. right now you can do any service for the Hisha community and make a nice panusa from it because there are there's such a big demand for every this is a debate that I'm having with myself for a long time and as we're speaking I'm considering a private session with you uh not on camera but this is a debate that I'm having this is it's blue ocean and and and what is it called the smaller one the red ocean right the red one is when the shark bites the other one and it's the red ocean there's nowhere to The blue ocean is endless. So I keep thinking, am I in such a small niche? Can I grow? Do I have where to grow to? The answer is probably yes. But there's so many like for example podcasts. There's I don't even know at least 10 or maybe more Yiddish speaking in the last few months. So the tr the answer is most of the time the answer is yes. there is enough opportunity because what happens is in short that when more people go into an industry it doesn't make the industry smaller it makes the market share bigger because there's more people who are getting into it for example let's say recruiting yeah when I started six years ago to with recruiting most people were like no thanks I I know how to find my own workers okay fast forward six years most companies today is why do I have time to go interview so many people. Bring me somebody and let's move on. Okay. What happened? So, everybody that goes into a market. Okay. So, for example, there's a lot of podcasts. So, now there's more people who watch podcast. But I still chose to come to your podcast. Why? I appreciate it. Okay. Why did I come to you? Because you're everybody that does something. Everybody has their own qualifications. You can't you know, you know the saying, be yourself, everybody else is taken. Okay. There's no such a thing as two people should do the same thing. I personally don't believe that there is such a thing as competition in business. I can prove to you that there's no business that ever went out of business because of competition. Wow. The only reason let's if you want to go through case by case by case I'll prove it to you. If a business goes out of business and they say it's because competition swallowed them alive as they would say it is because they did not evolve. Uhhuh. So constantly you need to involve correct. Let's take you want to take let's take Blackberry for an example. Now the younger generation doesn't know what Blackberry is but you take anything for an example any business that is struggling. Okay. There's always masle and everything but is because they they people like to people don't like change. So people like to do the same thing over and over and over. But if I sit down with you or if you sit down with someone outside of your industry, a lot of times they will tell you your industry is going in these places. Where are you? Why don't you do this? Why don't you do this? Now most people are like the answer is I'm afraid. Right? Okay. But I can show you personally on on the top of my head without thinking much all a few things that you can do that will double will double your income in the next 12 months. H I don't know if I want this on camera. I'm not sure. You could try. I could cut it out later. No, no, I'm not going to do it now. I'm saying that I can't show every business. There are exceptions. There are certain industries that I would say are really, really limited. Right. Okay. Let's say somebody comes to me now, they want to want to be a oneman um player, one man band. There's only so much you can do. It's very limited from different angles, right? Tell me something fascinating behind the scenes that people don't know or don't expect. I would say one thing that people don't expect is how many ads we lose a week because of which means that we choose not to put it in because it's not 100% appropriate for our audience really thousands of dollars a week. That's something that most people are not aware of. Is there a sample you can give me without a name? What could be something else? Basically, very simple. Very simple. Um, a lot of fashion companies are are making ads using non-Jewish models. Ah, and they specifically dress them in a way that is not Hish with the with the some people want to buy go brands and that's not something is very clear and we choose to go with our audience which doesn't want it. So every week we have to say no to a lot of things including concerts that are not including um all kinds of classes courses where the creators of the courses are not approved by the haish haish audience. The mash the inj two you said we have two mashg these mashg are approved by who? They represent different cahillas who cover who cover 60 70% of our audience. So every time you have to ask them for the for for approval. We do we do. Wow. Most of the things we know by ourselves but it's something that we do and we do it because we believe in it. It's the right thing to do. But most people would not realize. So you can say this is the most kosher magazine you'll ever find so far. I would say I I can't say the most kosher because I I'm not I'm not measuring others. Okay. I can just tell you that it is as kosher as it gets in the sense that there are two that look at everything and we take all the feedback seriously. You know, like occasionally there is a mistake, something that goes on that something that goes in without people, you know, sometimes we can catch it early enough and we bring it back from print, but sometimes it goes in, nothing terrible, but enough that some people get angry. Um, you know, sometimes there's an ad that is using uh a Yiddisha thing like Kaneka and this and that. people got very into lately of of making crazy ads using Yiddishkite. Okay, like let's say for example, Py is coming. Okay, let's use a simple example. Py is coming. In our days, okay, when we grew up, Py was you ate what you made home, right? Today, you walk into the grocery store, you can buy seven layer kusha piser, okay? So what people would in in order for a marketing company to make the brand exciting they say okay you don't even have to know that it's but that's against the whole Yiddish is you should know that it's you should know that it's sikas you should know that it's yeah I understand they say n the nine days for example okay people are advertising products that taste like meat or anything and they say you don't even have to feel the nine days what do you mean I don't have to feel the whole purpose of the nine days is yeah I get it. So it's it's these things that that we have we're trying to be very careful and it's slowly slowly the I think the marketing companies and everybody's getting the concept that there is a huge market for Hisha ads that people want to see people will buy and people will use you don't need to be crazy and provocative in order to engage your audience you could be very creative within the the framework you mentioned the nine days I must uh comment I had one time an ad that I made for restaurant and it finished off. It was it was a punch joke. I didn't make much out of it. Um and I didn't have at the time. Today, by the way, this podcast has there's a dian that listens word for word and erases a lot. Um so I had an ad. Yeah. Lasim. So, I had an ad that at the end the punch line was that they had like a full pyramid of plates, empty plates. They ate the whole thing. And then he tells him, "No, see him." Like that was the P. Now, I thought it's funny, but I got so much bashed. They see him and I I I understood where they're coming from. I let it go. I was actually excited for a negative feedback plus. Yeah. But the truth is, let's go back to what we started. We as Haimei Eden, we have so much to be proud of, so much to be confident of. The truth is that we are our lifestyle is a happy lifestyle. We we're based on family. We're based on tur values. I'll give you I'll give you an example that happened a few weeks ago. I had an employee that came into my company, one of my companies, and we started training her. The two days in, she came to me and she said she feels that the job is not for her. She wants to leave. Two days. Two days. Yeah. And I said, "Okay, I understand. I'm not, you know, some people you got, it has to fit, has to be make sense to you." Okay. Now, a week after her husband calls me that he wants me to pay her for these two days. Okay. And I'm like, "Come on." She left. She left. I spent I spent 10 hours training her, my staff, telling her what to do. She didn't do a single think yet. We spent so much time and resources training her after interviewing her. Really? I didn't say him anything. I told them all see picked up the phone. I called my brother. I have two brothers who are big mishuna. Really? Yeah. And I called my brother and I said here's the story. And he said said give me a minute. Let me think this that. He says 100% you have to pay. Wow. Went to the bookkeeper and I said let's write a check and let's mail it out. As a Jew, for everything there is a clear guidelines what you have to do. You don't have to get up in the morning thinking how am I supposed to be happy? What do I need to do for a living? What do I need to do today to be happy? How much time should I spend learning? How much time should I spend with my family? There is a rule for everything. And if you don't know, you can either go and sit and learn or you can ask somebody that does know. But a Jew has a guide um a very clear guidelines for everything. And by following that you you become very very happy which is a proven a proven fact that everybody who has tried it. So you can run a business like that be very successful do your richadas and do amazingly well and build up using the most of the qualifications that Hashem gave you. And this is the biggest satisfaction. The biggest satisfaction is, you know, they asked a lot of people in in old age homes before they passed away what they regret and they documented it. And there's research on that. It's very interesting. What they saw is that very few people had regrets on things that they did regardless of how bad it was. Most people had regrets on things they didn't do. They were like, you know, I had this vision. I had this thing. So for example, you know, I I launch companies with people. I know that some of these companies might not work out because statistically speaking, it's not some of them are not going to work out. But it's okay to fail. You fail yourself to success. Okay? Success is not success and happiness are not a destination where some people arrive there and some people not. And everybody's like, "Okay, how do I get to be successful?" There is no such thing as being what is a destination. It's a journey. It's a journey that you keep going from one struggle to the other without losing momentum because Hashem wants you to deal with your struggles. Every person that has a family of kids will tell you that every single child has challenged them in another way. In my opinion, again I'm not a man but my observation of is not how am I me how am I myself when my child is around. M the problem with is not I don't know what to do with my child. I don't know what to do with myself. I lose myself 100%. If you you have to grow. If you have a teenager that is challenging, okay, you don't have to do anything with your with your teenager. He's fine. Okay, he has his path in life and he will figure it out along the way. The question is what are you going to do? You as a parent, you're supposed to give him support so he can grow and develop. Are you giving it that to him or are you stressed out of your mind and you're making the situation worse? Same thing is with business. Hashem runs the world. Businesses are moving. Hashpu is coming down. Everything shea is coming all all the way and everything has opportunity and potential. The problem is when we keep stepping on the brakes. Okay. You can drive. Try driving putting one foot on the pedal, one foot on the brakes. You know what happens? It comes up a warning. Yeah. That you can't do that. You're either breaking or you're driving. Hashem is running the world. The world does not stop. It has not stopped since its creation. And it will not stop regardless of who of what you want to do. Okay? There is no hold button that you can say, "Let's put the world on hold while I figure myself out." You have to figure yourself out while you're going. Right? Okay. You know, there's a famous joke of a a hat surgeon that went to a mechanic to fix his engine. And they were talking and the mechanic was asking the hat surgeon how much money he makes from a surgery. And he told him, "He makes $15,000 per surgery." And the mechanic was saying, "You know, I'm working here like crazy. I'm getting dirty. I'm fixing your engine and I'm getting $30 an hour." Okay. The heart surgeon said, "Try fixing the engine while it's running." What are you doing? You're turning off the engine. You're taking it apart. You're fixing it. You're putting it back on. I have to operate on an heart while it's while it's pumping. I can't put it on hold. Wow. There's no such thing putting it on hold. Life is not going on hold. Life is going every day, every minute. And it's going on purpose. Hashem has a very specific thing for you. What you need to do. How do you know what you need to do? Look what showed up. every challenge that showed up. What's theem right now? Right now, do the best you can with what you have. Don't focus on the past. Don't worry about the future. Do the best that you can right now. With what you have with what you have. Somebody told me right me here right now. Correct. And and again it's it's it takes a lot of practice. You know the Slanabas used to say I believe because I talk about it. It's something you need to talk about it. It's not something where you say okay from now on I believe. It's something you need to practice. You need to remind yourself every day because nature is pulling us to negativity and to worry. But we always have to remember that we are creations of Hashem. Everything he does is for the good regardless if we see it or not. Life is about challenges. We should do the best we can and keep going and with Hashem's help everybody would be would succeed. So when was the moment that you decided you're helping people? I would say I was born with a natural thing that I want to help. When I see something I want to help when I started actually focusing on it was in yeshiva. I was 18 about 18 years old. that I was learning in yeshiva and lum and I realized another boy who was sitting like two three tables away from me and I started noticing that he's just not reading inside from the guma he's learning meaning als he has a gamura open in front of him but he's not he's not looking inside because he's not capable of reading I didn't know why okay I just saw I started noticing ing it cuz I do notice these little things. And I asked him and he said, "No, I can't read." Wow. And I'm like, "How's that possible?" How did you survive till now? Yeah. He's 18 years old. He's in yeshiva and he's not reading, but he's learning. So he was moving along and I think even didn't know because they were like learning and he got good at it. you know, you you learn how to survive with your challenges. He's a good actor for sure. He is a good I I think we all are. Yeah, we're all acting to we want to present. We have something that we are and then we have different images. The image that we want other people to look at us. I try to even out both if possible. At least you think you are. Yeah, I do. So, it started bothering me and I started thinking there's got to be a way of helping him now. I did not know anything about it. I didn't know there is such a condition called dyslexia. I didn't know that some people are suffering from it because I didn't have that issue. But it it bothered me. It bothered me that somebody's suffering and it bothered me that there's no one that is helping him. Now, at a time there wasn't much that I could do. I was in yeshiva, but my head started working. There's got to be a way. There's got to be a way. Short time later, I got engaged and I got married to the United States. So, you were born in Europe. Antworp. Antworp. And you went to yeshiva alone. Is that normal to go to? There's no there's no yeshiva in Antworp cuz there's too little bim. Yeah, there's not enough. Today there is. But in those days, there wasn't a shiisha. There was only one big there's only one big yeshiva in in called Vak. outside outside of Antwerp and it used to be more not the last how far is London from? I know all the Europe Europeans will laugh at me but how far is it? It is um one hour by plane. Okay. You you went by plane. You didn't go by plane. No, in those days we used to go by ship. The car would go on the ship. It's still still some people travel today. Today there's Euro Star which is the the the car goes on the train. Okay. Okay. In 36 minutes you go from England to France. 36 minutes is bar pakistan night. Oh yeah. But it's not you get to France, you still have to go 2 hours to Antweb. So it's it's like I think four hours about four hours today driving. Okay. But yeah, I grew up in in Anwisha to London and got married in the United States. So where in the United States? Monroe. Monroe. How is the transition from London to Monroe or from Antworp to Monroe? It's very different. Europe and Europe and the United States is two different worlds. Did you come before the wedding or was the first time? I was I was here for a few months in in Yeshiva and Monroe. Oh, okay. So, you knew a little bit. I I knew a little bit. Yeah. And we we used to come to the Reb every so it's not like I Yeah, I did. I was a little bit familiar, but it's it's completely different culture. The language is different even though we speak Yiddish, but I I learned the Flemish. Wow. So, I didn't know the ABC. I had to struggle to to learn. You didn't know to read or even neither. I mean read and write. Correct. Okay. So you're like speak speak. You did know. No. You didn't know to to speak English? No. Cuz Flemish and English is is not the same. Not at all. The girls in Antworp learn three languages. French, Flemish, and English. H Belgium generally Anto Belgium speaks three languages but the legal language the first language is Flemish so you can't go to the other two before you learn you don't learn Flemish so the boys we learn they don't get to the other we don't get we don't have time we don't get we hardly get to Flemish so but the little that I know was Flemish yeah wow so that's a that's a struggle on itself you go to the grocery everything signs everything correct I was struggling to read and write when I came but I I knew to speak which was a big us. Okay. You want to speak about that challenge or it's not such a big of a deal for you? I picked it up over time. I remember my first job after I got married was in in the in the public school in Monroe helping learning disabled kids. And on my on my first week there, I was an assistant to a teacher from Monty and I asked him, "How much is the time?" Oh, that's how you say it. And he said, "199 plus tax." So it it it was it was embarrassing. It was embarrassing in the beginning. The good thing was that because it's a public school, we weren't allowed to speak Yiddish. Okay. Oh, so you had to force speak English. That's what you're saying. So within within two three months, I would say I would say I spoke fluent English. Nice. So everything is everything is wow. So back to back to I got married and I went to Ker for a few months and then I I went to Kaider to help. Now why did I go to help? For the same the same idea. I had a a friend who had a child and he was struggling. The child was struggling in the US. Yeah. Here. Oh, no. And the same idea was like there's got to be a way of helping the child. So, since I was married already, I had more I had more time. I wasn't in Shiva anymore. So, I started stud researching. There's got to be methods to help these kids. So I started reading. I basically forced myself to read. Wow. Different languages just so I can find solutions because I my my thinking is always that there is a solution out there. I just have to find it. So I started and I also went for different I started listening to different tapes. There was What how many years ago is this? 27. 27. Yeah, we still have tapes. Still tapes. So I was listening to Freed. There was different different makam at the time. Baruk Shalom was a guy from Israel with a very good um coaching and guiding and about special needs about kids about kids and whatever knowledge I got I was trying then to see okay can I apply it can I do it so to make a long story short I took a child that was the child was about 11 wasn't able to read and within I would say four months I got the child to read. Wow. Now, exactly how, I don't think I can explain to you how, but I just used different tools deciding based on the child's reaction. This method, this method, this method until I got there. Now, the father told the principal in the school, and the principal in school said, "Okay, if you can help this child, we have a lot of others here that need help. Why don't you come in and work?" So, I did that. After a while, this the public school said I should come work over there because they have a lot of professionals there so I can get more training. Which one? What what's the name? Public school. The same thing happened in in in the public school. There were a lot of really disabled kids, autistic kids, um mentally disabled, real bad cases. They're all a mix. There's no like levels. I know today there's a lot of levels. Not in the public school. No, a public school is basically any kid that cannot be mainstreamed in any way has to go to the public school. Public school is very small classes, but the classes are mixed. You'll have but it's the only mixed in levels. Yeah. It's the only Yiddish public school in the United States. Correct. Interesting. Now, according to according to the constitution, you can't mix religion with with government funding, right? So, it operates as a public school. But For the most part, I would say 90% it is it is local Himaisha kids right and they try to help the kids as much as possible help them with you know they should be able to function. How long were you there for inl? Three about three years. Okay. But in Shahla, I did the same thing. I started looking at these kids and I said, "Okay, what else can we do?" I felt that we could teach them a lot more. And I got a lot of push back because when you're dealing with these type of kids, you want to be very safe. So, it's safer to keep the child in a chair than to have him crawl and push him to learn more and to go more and to go more. So, but my my initial my drive is let's push them as much as we can. I have a brother-in-law that is down syndrome and when he was born, my mother-in-law decided to teach him as much as she could. Even though he's limited, he's autistic and he's down syndrome. She decided to push him and she put in a tremendous amount of work in the first three years of his life including my wife did a a big part of it and he speaks now a few languages fluently really. Yeah. And he reads a lot. He's extremely extremely intelligent. Wow. And so it shows that you could do you could do a lot. It's not easy. It's not easy and it's definitely not easy to do in a school setting, but there's a lot that could be done in every in every in every setting because it's too much effort. Yeah. You you you see some people who are very challen that are born with certain limitations. They are missing hands, they're missing feet, whatever, you know, and they still get very far because they push themselves and they believe that they could, right? But in the in the mainstream it is it is difficult. But and the sad part is that a lot of people with all their hands and feet and everything functioning don't do much. Correct. It's sad. Correct. It is because people don't believe in themselves. Correct. So for example, one thing I decided is I realized that these kids respond very well to music. Now today it's very common that you go there's a lot of people that go around singing for these kids, but we're talking 27 years ago 27 years ago. So I partnered up with Gashi Moskovich who was still a BH. Wow. You know Gashi brother Gashi. So I reached out to Gashi. Gashi was still a BH but Gashi was already involved in the music line. And I told Gashi we have a public school here with so many kids. Let's get some music here. We started doing I think it was like once a month. He also used to live in Monro. No no right. He and we started he then he started bringing all the top singers at the time. matrame [Music] to where to the to the to the public school. Okay. And we would put everybody in the lobby and the kids would dance and everything. So it was was amazing experiences and the the the teachers and the staff were amazed at how kids who weren't talking kids who were sitting and staring at the wall for hours and hours and hours all of the sudden started getting so so involved. It was very it was a great um experience. Now, from there, I just started looking around at my friends and I people were telling me they're struggling with this, they're struggling with this. People started jobs, people started businesses. And I would start just giving people advice. You can do this, you can do this. And after a while, somebody said, you know, why don't you charge for advice? Why do you keep telling people what to do without asking them for money? 27 years ago you could there there was this thing of consulting. I know today half Kalis is consulting the other half. I don't know. I don't know at the time. I'm sure there was somebody but I don't know in the in the real Heshire market if the if there was official consultant. It's probably very Yeah. But I said, "You know what? I am charging how much?" I said, "4 $40 an hour." Back then, was it was it something? It was was decent. Um I would say I I I do remember my first job in Shakla. I got paid $420 a week for a full-time job. Wow. 828 88 845 to 345. Yeah. Yeah. So $40 an hour was decent. Yeah. Yeah. Even Even when I came 18 years ago, I got paid $650 and it was decent for a week. Yeah. Yeah. $800 a week was decent for a long long time. Yeah. Now, now it's good for Monday. A dozen of eggs you can't buy for Okay. So, that's how I got into I got into consulting. Consulting. When did it turn official that you go went to consulting? I don't know if it ever turned official. I think it was unofficial. Okay. It was unofficial and maybe it still is. Mhm. Working with people, telling people what to do, I realized a lot of people are just not sure of themselves. They keep questioning themselves. They keep thinking they're not good enough. And I have to keep giving them, you know, it's always easier to give somebody else than to give yourself. So even though I my confidence wasn't the best at the time either, but it was easier for me to see somebody else see the talent in him and realize he's not using much of his talent and push him to do his tal to use more of his talent. So what you're saying is every human needs another big brother. Correct. Like even a who gives for everyone is also going to need somebody to consult with and to correct because your your fears are always personal. I'm not afraid for you to take the risk. Okay. You don't have you don't have my fears. I don't have your fears. I can I can help you think logically, but the fear part I don't have. Wow, that's genius. So all all you need is to push someone because you don't have those fears. I never thought of it that way. I wasn't at this week. By the way, I'm still in the landing zone. It takes me a week to land at least. And uh I sat with a group of bim. Somebody suggested recommended a whole thing I sat with eight are still excited about Maz and I'm trying to convince them based on experience there's nothing to go for come back. So I told them that the only person between them and their dream is themselves. Nobody else gets up in the morning and says I'm going to stand between him and his dream. Nobody's blocking you. You're blocking yourself. So finding the strength in someone and pushing him is is correct. If you want to go a little deeper into this, the the the purpose of life is to go and through all your challenges and come out stronger be because of it utilizing your qualifications. Okay. Hashem, Hashem created us with a tremendous amount of skills and capabilities and he wanted us to use it. So he built it in to our nature that if we're not using it, we will feel lost and unhappy. And the easiest example is vacation. Okay? People keep saying they need a vacation. Okay? They go on vacation and after two days they're getting itchy. They're getting itchy. Oh, vacation, right? Where else can we go? Didn't you want to just relax? Yeah. Okay. Same thing. People retire. They say, you know, I worked enough. Yeah. I'm going to retire. What am I going to do? Just sit and relax. Three months later, you meet them and they're like, I'm volunteering in this group. I'm going here. I'm going there. Why don't you just sit and relax? The answer is that's not what we are here for. Wow. So, we're designed to go through struggles. Correct. Why does it have to be with struggles? Because that's the purpose of this world, for us to develop and become stronger. And the way we become stronger is by going closer to Hashem because we can't solve our struggles ourselves. Okay? So that goes into M&M where Hashem wants us to keep doing the best we can but at the same time know and remember that we're not in control which is very confusing. Correct? Because am I doing something or am I not? So if I'm not doing anything so okay so I'll sit down and I'll learn something and Hashem is going to take care of the rest. It's confusing but it's not confusing. Okay. It's very simple but it's not easy. It's simple because the the the issod is you have to do the best you can right now in the moment. Okay. I remember years ago I went to and I told them that I'm working with people and I tell people you can be a millionaire, you can do this, you can do that and people tell me you know if it's bashid it's going to come to me why do I have to work? And I told him, I told him, "I'm not so sure how to answer, you know, I'm not a rabbi. I'm not." He looks at me and he says, "It's very simple. There's a there's there's what's the difference?" He says, "Amin is on the past. You don't have to keep thinking, I could have bought a building in Manhattan in the 1980s. I could have done this. I could have done that." Because you couldn't. How do you know? Because it didn't happen. Okay? Is for the future. Don't keep worrying be tomorrow. Okay, you're not in control and everybody over the 40 will tell you you're not in control. Okay, 20 to 40 you can try to think that you're in control over the 40. Everybody will tell you I just saw this shabas writes me from the 40 to the 60 you need a nest to to cope. Now, why this is important is because if you think about it, you'll see most people are taking the past, projecting it into the future, and feel messed up in the current. Okay? I've tried so many things. I will never succeed with anything because of it. I am miserable right now. So, you're not actually working. You're not doing anything. Not productive. you're not productive right now because of all your so the right way to live and this is very very clear and this is not confusing it's very very simple the way to live is to believe and you know I I gave a speech two weeks ago in in the shield I said an interesting idea that just popped into my head at the moment and I said that during co okay was the first time for most people that lived at a time where people really gave People were sitting home and they were sick. There's no shield to go to. There's no business. They're not sure if the business is open or closed. There's no way to run. They don't know if they have customers. So, they couldn't plan. Okay. Most of the time when something happens, people start right away planning. I'm going to do this. I'm going to do that. I'll go here. I'll go there. Co was like no plan. No plan. And after a week or two, people said, "You know what? I don't have a plan, but Hashem, you're running the world anyway, so let me just enjoy. And people were actually enjoying living in Hashem's world. Some people, some people, people were enjoying Davening. People were enjoying their family. And people said, you know what? Hashem is taking care of all the animals. I'll take care of us as well. We're not worse than animals. He'll take care of us. And you know what he did? There wasn't I don't know if in the history there was so much hash then there was from from the end of co from yeah two three months in co for three years straight there was non-stop money h from Amazon from government help from programs from food programs there was non-stop hash okay so some people would say that now we're paying the price of the a gap that we had cuz we have money anyway. Correct. And this is the way Miller used to say that if you look in history, you'll see every 50 years the Jewish nation got into serious trouble. 50 or 70 50 70 I don't know 100. I heard it about seven. Okay. And the reason is because people get very very comfortable. But this is human nature. We all have egos and the ego is the number one thing that humans are trying to do is survive. So we are we're always going in to survive. Now we have a we have a mo and we have a left in the head. You ask any Jew, do you believe Hashem wants the world? Yes. Do you believe he will provide for you? Yes. So why are you so worried about paying your bill? And why are you working overtime? Correct. The answer is because you don't feel it right now. Right. Spitzer says every oish has a whole she of salv that he gives to poor people. But then when he loses his big deal, he's completely lost. What happened to you? Why don't you learn it now? So you know the Balatana was in jail and the prison wart asked him what do you do all day cuz he was sitting in Dus and he says I'm building a bridge. And this prison word was like, okay, the rabbi went crazy in jail. And said, you know, I'm building a bridge from my brain to my heart. And he said, because I know it here. You know it here, but you have to bring it here. And this is the purpose of life, which is living with Hashem in daily life, practicing. Wow. Okay. So, how did we get here? So, so one second. You just clarified for me a question I've been having forever. I I I always had where's the minute? Where's the was very clear, correct? The past, present. Now, what's important to remember is both parts. Number one, that worrying about the past and about the future is is is a waste of time and it doesn't belong to you. And hadas is really important. Okay? Although it's not always a direct result. It never is. Wow. Part of the way Hashem runs the world, making sure you don't forget that he runs the world is that in every you ask every business person and they will tell you that some of the things that they relied on most did not work out while other things they did not rely on worked out very well and that's on purpose as well. So you should not think. So Hashem is trying as much as he can to help you realize, but he still wants you to put in the effort and remember and don't get stuck in your ego thinking that you're doing it. And the same thing is with your employees. Always remember that you're just here to do your best part. Get up every day. So Hashem wants you to work. A lot of people are just not working. Okay? You got to show up. You got to show up for work. So it's it is confusing. You know, it is confusing that part has nothing to do with the it's a curse. Correct. But you still have to go out and do your stuff. I I myself had at least five or six um throughout the last eight years, five or six big accounts that I Oh, this is going to be the one. This is a millionaire just just I'm just from this client and every time it failed every time. Okay. Every time I was excited about a client like this is a big one. He went bye-bye. I'll tell you myself when I started doing consulting for bigger companies. There was one company that I always dreamt I want to get there one day. Something that I just a a company that I just love what they do and I felt I should be their consultant because I can do so much and everything. Finally took eight years and I got there. Okay. From the first day I realized I give up that it's not for me. Okay. Was one of the worst clients in terms of difficulty. Just difficult circumstances that I had to deal with. Okay. Which reminds me, I worked for Guardian Life training 65 financial planners for two years, two and a half years. One of them was a very very successful agent and he told me that when he started out he would ask Hashem every time he went to make a sale that this guy should buy policy and people bought, some people bought, some people didn't buy. He says a year later this some of these people that bought were driving him so crazy. He was begging Hashem, you remember this guy that bought, can you just get him off my back? Wow. So he said something very interesting. He said going forward, he says from that moment on, every time I went to an appointment, I said, you know what, Hashem, I don't know if this person should buy or not, which one is better for me. I do my part. You do the rest. And this is a very important lesson because sometimes we feel if only I can get this, if only I can get this. It's not always the case. It's not always the case. And don't try to control the future. Don't try to predict the future, but do your part. And but I think it's important the other part as well. I can I can I'll give you a crazy example, okay? I had a whole recruiting team for six years, team of eight, nine recruiters. We hired over 500 people for companies, for my clients, for other people in the in the Penguin Group, my consulting company. And people would send in their resumes that they want to work and I would call them up and I would say, "Okay, can we schedule can we schedule an interview?" And they would say, "Sure." And I said, "Okay, great. I want I'll see you tomorrow 8:30 in my office and they would be like can we do 10 and I'm like no why not because if you're looking for a job and I am available 8:30 you better be there put in the effort yeah now his his sleeping 8:00 right why is he why should he get up right right okay so a lot of people they keep quing that they're not making enough money but they're not doing their they're not doing their what about someone who does over overtime all the time like me I always work over time the the rule ofas is according to the Rambam according to to the if you look in the puscam that ishadas means within reason okay so I'm technically the same as the lazy guy I'm just the other side I'm doing too much is that what you're saying correct correct a means that you're working, let's say, 37 hours a week. Now, you can choose your hours. Some people work during the day, some people work during the night, but it's very obvious that working more than that is not going to make you more money. And people have proven it. Now, why you can say if you want to go the the route, it is because everything is bashet and if you're going to make the money, you're going to make it anyway. But practically speaking also if you want to talk the practical way is because in in certain ways the less you work the more you make because you're working smarter not harder. Working more doesn't mean you're making more. It just means you're working harder. Right? The people who make more money are not the people who work harder. Now it it is true that successful people work hard but not because they work overtime. Successful people work hard because they take their work seriously and they put in the effort, right? And those people they the successful people also learn very hard. Mhm. You know, I joke with with coal guys that they should learn as much as I as I work. If you're in coil, you should learn at least eight hours a day, right? Put in the effort. Yeah. And the same thing if you're looking for a job, put in 40 hours a week of effort of finding a job, right? Some people put in an effort of half an hour a day looking for a job and they say there's no jobs available. Put in 40 hours, you will see there is jobs. Maybe the same goes for sales. If somebody puts in the 40 hours for sales, he will make uh I once wrote an article, salespeople never fail, they just stop trying. You can't fail as a salesperson. I've coached over over a thousand salespeople at this point. I've never seen a salesperson fail when they tried. What happens is most salespeople convince themselves why they can't do the activity. If I coach a salesperson, all I have to do is discuss with him how much activity he's going to do this week. As long as he sticks to it, he will be successful within 12 months. Wow. Most people give up very quickly on the activity and they find excuses. Why? They get burnt out from the nose. They're afraid. Yeah. It's rejection. You get rejected. Projection is very very personal. It's very personal and it's subconscious. So it's only 8% of the population who can handle it. So either you 8% 92% of people cannot handle personal rejection. So you either born some people are just born with a natural um comfort level of being rejected where they really don't care what other people think. But those people are very rare. I would say two three% of people. Wow. the rest of the the the other five six% of people who become successful it's not because they don't it doesn't matter to them it it hurts them a lot the personal rejection but the reason why they want to be successful is stronger than the pain of being rejected right it's not worth it correct every time when a person is struggling with something let's say somebody wants to quit smoking okay or vaping they have two things one thing is the enjoyment the short-term term pleasure of vaping or the addiction pleasing the giving into the addiction where you feel you need something and you want to give into it. On the other side, you have the knowledge that smoking is very is very bad for you and it's going to affect your health in in the long run which he can't he can't see so far. Correct. Now if you if you're able to make that being healthy like for example my grandfather Ulvasulam used to smoke a lot still from the from the war he was a a Holocaust survivor used to smoke a lot when he was let's say 60 65 he went to his doctor's primary care doctor and his primary care doctor told him if you want to dance at your grandkids weddings you have to stop right now and that was a valuable he walked out and he never took another cigarette. Now, he was addicted, okay? He was smoking for four years and he started with good reasons and he had good reasons. He lost his whole family during the war. He had good reasons to to smoke. But the idea of not being after going through so much, not being by his grandkids weddings was so painful that it overro. Now, he didn't need patches, he didn't need hypnosis, he didn't need any therapy, nothing. He didn't need gum. Okay? He was a very he would never chew gum. But I'm saying he didn't need anything because that's stronger. Now the people who succeed it's all it's usually in in anything even in learning it is because not doing it is more important. Okay. Is is is not doing it is more painful than than the short term. Overcoming the short-term nice difficulties. Now the truth is that and this is also something important to to remember. Everybody looks at life and they see okay I'm struggling. Why can't I be like this guy? Why can't I be like this guy? But the truth is when you start looking into this guy and that guy that you want to be and you sit down with them, you realize that this guy and that guy is struggling. I remember I remember when I maybe I should make a with this guy that I keep looking at. Correct. When I I remember when I worked at Guardian and we used to get people's medical records for for life insurance. And usually, you know, you go after the rich people to get policies from them because they can afford multi-million dollar policies. And I would look at the records and I would see this guy's on Xanax on Prozac. And I'm like, hello, isn't he the guy with the $20 million that everybody wants to have? He waso he's supposed to be the ultimate happiness. Wow. Why is he on anti-depressant, anti- anxiety? And it's a fact that most most rich people are miserable. Most celebrities are sick, miserable. Why? Okay. So now, but everybody is like, okay. So then people say you know what I want the money from this guy the the family from this guy you know they say it says so say you have to take the whole package you know you can't pick and choose but the truth is my the point I want to get to is the point is that everybody is struggling there hasn't been a single person since the world got created that was born and died 70 80 90 years later without serious struggles okay now some struggles are more real than others. Some people struggle because in their head they're struggling. You know, a lot of that is self a lot of pain is self-inflicting pain because you're thinking you need this. You're thinking it's not even bashet. Everything is bashet. But we have a choice. We have a choice to decide that we don't want anything. And by doing that, we're just starting to live more comfortably because you lower the expectations. Correct. Most pain. Now expectations is natural meaning we we were born and designed to want things. We want to grow. Sometimes people are worried, you know, if I stop expecting wanting things. Yeah. What's going to be? I'm just going to sit and look at the ceiling. It's not true. The the the wanting to grow, okay, is always natural. You don't have to worry about that. But what we do is we say in a certain in a negative way, I want this, but I don't have it. I want this but I don't have it. I have to go there but I can't. I have to go there but I can't. We keep telling ourselves what we don't have what we don't have. And we keep focusing constantly on the on the negative side of things versus the positive side things. And you know the right which is what we call now the law of attraction. It's physically proven today that if you focus on positive you attract positive to yourself. And if you focus on negative, focus on negative. You know when they when they teach people to race cars, people are speeding at 100 miles an hour, 150 m hour, 200 miles an hour, you have a wall and you have a curve. Okay? If you think about a wall, you will hit the wall. You will hit the wall before you know it. Wow. You don't have a choice because the speed is faster than you're thinking. Wow. So, how do you do that? How do you race a car at that at those speeds? The answer is you ignore the wall. You just focus on the curve, right? You ignore the wall. It doesn't exist. If you focus on the curve, you will get there without even realizing that you're getting there. Wow. Because your subconscious brain will go to where you are. There was another thing that I tried training somebody and the only way I think it was a onehe. There's like a a hoverboard electric hoverboard. I had it and I gave it away. I broke my finger on it. But uh the only way to train if you look down, you're going to keep struggling. But if you look straight, you're going to go straight. I think it has a a segue as well. Um, okay. That was very clear. So, what do you do today? Good question. I help people, which is what I've always done. You still help 27 years later. Yeah. How did you shift from from going to special needs kids and went into business consulting? At some point I I realized that business is is a more practical way of helping people. Special special needs and and learning disabilities, mental health is is a very complex world. There's still a lot of research that needs to be done. The research is constantly developing over the last 20 years. a lot of research, new research has been developed and there's a tremendous amount of people right now doing a lot of good things. There's a lot of government funding, there's a lot of people doing amazing things. But I I felt somehow that with in in business, it's it's sometimes a little simpler because the goal is how do we make money? So, it's it's more it's more obvious and simple. Who was your first client? Um, I don't remember. I do remember that there were three local companies in Monroe, an air condition company, a mortgage company. And why would they think 27 years ago that they need somebody to consult them? Why would they pay for it? It wasn't it wasn't wasn't it wasn't as consulting. Wasn't called consulting. It was just I have a challenge. Can you I have a problem. Can you give me a solution? And I would tell them you can do this. You can do this. you can do this. It's not It wasn't like officially hiring a consultant. That's more a newer trend. What was one of your good stories with one of the businesses? Something interesting, a big lesson, or maybe the biggest challenge you had with a business. I would say every client that I worked with over the last 20 years has been a challenge has been interesting and most of them have very good stories. Now I I am very confidential and a lot of my clients will not be happy or comfortable to hear their stories. So I have to be I have to be careful. But basically, every person is complexed. Every person has their shortcomings, their strengths. Every person tries to run their business to the best of their ability, but everybody is struggling because when you're working with other people, there's all kinds of personalities and all kinds of different things that have to get along. So, you're going to hit all your fears that you're trying to avoid 247. It's going to come to into your face. Correct. I'll tell you one interesting story that I that I remember because it was very interesting. A guy reached out to me that he wants to come down with his team to discuss work how they work together, how they can improve. And I said, "Okay." We scheduled a time, a three-hour meeting to discuss everything that's going on. The guy walks in with like five people with him. They sit around the table. The owner sits next to me and he says, "I want to tell you before we start, I want to tell you that you're not as good of a consultant as you think you are." That's how he started. That's how he started the meeting. That's not a good starting point. Definitely not. And I was like, "Okay." Now, my nature is that I analyze people. So, to me, it's a game. Meaning, I don't get scared from difficult people. To me it's like I have to figure out now why he said it and how am I going to deal with it. So it it becomes exciting for me actually to work with this because there's a reason why people do things or people say things. So we started okay I ignored it and I said I said you know what maybe I will agree with you that I'm not so good but people come to me and they pay me so you're here as well let's just work together and we started working and what happened is after an hour into the meeting his team started telling me how bad he is as an owner okay how dysfunctional the company is that they don't have open communication they don't feel that treat it well. And this went on for a very, very long time. Wow. Now, after the meeting, I asked the owner and I said, you know, why did you start a meeting with that? I knew the answer, but I wanted him to say it because that's part of working together is I do have open communication with my clients. And he told me I knew where the meeting is going. I wanted you to know that you're not as good as you think you are either. So, we're both in the same position. Okay. Now the point is everybody has these struggles and you know it's it's important for people to remember that people are always questioning am I good or not good and I I tell them you know in a dentora in court somebody has to be right somebody has to be wrong in my office there's a sign that says in order for me to be right somebody else doesn't have to be wrong there are people that always feel you know like Trump for example feels that every life is is a game there can only be one winner and it has to be me. Mhm. So automatically everybody is an enemy because somebody has to lose. Okay. One of the seven habits win-win or no deal. Yeah. Which means that working together with other people, everybody's weaknesses, everybody's strengths doesn't have to be bad. People are always questioning, am I doing good? Am I doing bad? The truth is you're doing amazing. Okay? You started a business, you're building a business, you're running a business. you better. You're probably in the in the top 3% of the world. If you look at the world general, there's seven billion people in the world. Okay? Most of them don't even have electricity and running water there. So, the fact that you're running a business, you have employees, you have you're putting bread on the table, you have a house, you have a family, you're automatically on the top. Even though to the business owner most of the time it looks like a mess. Correct? But the only reason why it looks like a mess is again because of expectations. But the reality is that everybody is struggling. I have clients that do over hund00 million a year that have over thousand employees and I'm telling you they are all struggling. I don't have a single client that's not struggling. Some people now more than more than some people are struggling because they're growing fast and they have to deal with a lot of new issues. They're getting lawsuits. They never got lawsuits. They have too many employees now. It's out of control. They can't even manage their own employees. people are coming and going and they feel like, you know, they they're they're going at a speed that they can't manage, which is as bad as going down, but there's nobody that's sitting in a perfectly run business. Okay? Everybody is struggling, but everybody's looking on the outside saying, you know, why can't my business be better now? So, at the Penguin Group, for example, in my company, one of the things that we focus on, the main thing we focus on, that's the official name of your company, Penguin Group. How long is this name existing? Seven years. Who gave this name? I gave it. It has a story. It took It took me You don't pick a penguin like that. I would say it took me less than 10 minutes. I'll tell you I'll tell you why. Okay. I started with my column in the army which was called Ask Maurice. People were sending in questions and I would answer about business. Yeah. So I continued with that name. Ask Maurice. It's a good business name. Business is myself. So why myself and secretary? Why do I need a fancy name? Mhm. Then I hired a partner, Nanel Mueller. There's such a thing as hiring a partner. No, it's not a hiring a partner. I felt that I need somebody to work with me because I'm not my strength is not helping people with details and structure and operations, but my clients needed it. So, I pushed myself to do it. I pushed myself to help my clients hire people, but it's not it's not my strength or I don't have the time for it. So, I did open up a recruiting team to help me hire people for my clients. And I did take in a partner. We started off by me giving him work, but I liked him so much and we worked together so well that I figured, you know, it's pretty simple to work together. So, we decided to become partners and we hashem are successful partners. How many years? Ever since seven years. Nice. So he he needed a name. So he started calling himself Aston. Oh, so there's more. So then we did a grand opening for an office and one of the staff was saying, you know, we have the and the the recruiting company was operating under a different name. So the staff was saying, you know, it's a good opportunity. We're doing a grant opening. we can't do a grant opening for an office with three names, right? Why don't you just come up with one name that everybody could work with? I said, "Okay, I took a walk and I just decided the Penguin Group." Now, why? No answer. Um, okay. I just like the name. Now, the truth is the truth is that I can give you a few good reasons. The The Penguins work together in teams. You will never see a single penguin. Oh, nice. They always work together in teams. They never fight. At least that's my belief. Okay. Any argument. They dive into the water. They take a swim. They come out and they start from fresh. I like it. Okay. In Israel, the room people are called penguins because of their black and white outfit. Okay. Now, the the the the good thing about the Penguin Group is that there's only one other company in the world called the Penguin Group, which is the biggest book publishing company. Okay. So, it's it's a good So, it's pretty easy to find us on Google. It's pretty easy to remember. And also, penguin is a very friendly animal. So, when you say to people friendly when you say penguin, people smile and it's like, you know, it's hish. It's it's friendly. It's it's something that you want to cuddle with. It's not something that you feel like afraid of. It's not a predator. It's not like, you know, it's more friendly side. It's a good enough uh reason. The mission of the Penguin Group is to open companies, launch companies or launch business entrepreneurs or push entrepreneurs. What's the goal? The goal of the of the Penguin Group is to help companies scale. Technically, every company that starts is usually hish. Okay. At least in our circles. And that's amazing. There's nothing wrong with that. You start a company by two pe by one person or two people sitting in a room doing whatever it takes to get a company off the ground. And that's the way it should be. At some point as the company starts growing it starts becoming necessary to have systems and processes in place. Now the difference between processes and systems is a process is how do you how you do something. A system is where you keep track of the process. Okay. So let's say for example somebody has a brokerage company. They sell insurance. Okay. So they start off one person with a secretary. They're taking calls. Let's say they have a Google sheet. They have an Excel sheet. wherever they are, they're tracking the clients. They know exactly where each client is up to. The business starts growing. Before you know it, Bashem two years later, they have 10 employees. Okay? Now, you have 10 people taking phone calls. You can't have 10 people take phone calls, put them into a Google sheet. It's a mess. It starts getting very messy. Okay? So, it's called a CRM. No, there's different softwares. Okay? There a CRM is specifically for sales managing your leads and sales. Okay? Then there's project management which is where do you manage an actual project from beginning to end. Who does what? Yeah. If you want to manage a production. Yeah. You're not managing you're not managing a production in a CM. Uhhuh. Okay. Then there is ERPs which is more for inventory management. There's a lot of softwares. Okay. A lot of different things. But what's important is that everybody needs a a business consists of three main categories. Okay. There is processes, systems and people. Okay. So, let's say a process. Let's say a company has an insurance company. So, a process would mean somebody calls in. What do you do first? What do you do second? One of the companies that I'm involved in just has a situation where the insurance policy on the van of the company lapsed. meaning oh the insurance collapsed and bygas the driver somebody crashed into him the day after it lapsed. No way. Yeah. But it wasn't his fault. It was the other person's fault. So I hope hopefully nothing will happen. But I reached out to the insurance company. You're saying hopefully meaning it's one of your companies. Correct. And you care so much for the company that you care about their crash on their van. I do. So you become like a personal personally invested in the company. That's my nature. How many companies like this do you have? A lot. And you know each one their van where they're up. No, I I I would know if the person mentions it to me or calls me up to ask me what to do about it. You mentioned a very fascinating line before we started about 80% of the consultant being his personal struggles and only 20% is actual business. Correct. It comes together with the the business owner being in his own way of growth. So it is a life coach technically. Everything is life coaching because everything is helping a person go from point A to point B. If you're talking about the business, you want to help the business going go from point A to point B. But like we just discussed, a business consists of these three things. Processes, systems, and software. So if I'm talking to a business owner about growing his business, we're talking about these things. How do we implement processes? How do we now the business owner needs to have an efficient way of dealing with his employees, dealing with his let's say the the business owner doesn't get along with his people. That by itself will dysfunction, will make the company dysfunctional. And most of the time it's personal struggles that he has with his past. It has nothing to do with the people. Correct. Did you have full meltdowns in your office? You don't have to give me names. It's it's a yes or a no question. Yes. So, it's a normal thing for a business owner to melt down and break down and and hit a wall which is a a struggle that is Let's take let's take a simple example of letting go of an employee. You have an employee you're working with and it's just not working out for whatever reason. There's all kinds of reasons why employees are not working out. The person is just not a good fit for the job. Some business owners will sit with that person for ever because they just don't they can't get themselves to let go of the guts. They don't have the guts. But the truth is every person will tell you does professional guidance is a business is the purpose of a business is to make a profit. A business cannot be with bad employees. And the the it's more more than that is the person himself if he's in the wrong position he's struggling. He goes home every night feeling miserable. Right? And when you let go of the person sometimes you will meet them six months later and they'll tell you they have an amazing job and you feel so bad. Why didn't I let them go earlier? Right? And the answer is that you should because Hashem runs the world. You know when we used to do recruiting we would interview 20 people in a day and 19 of the 20 we would mark as unqualified for anything because we didn't feel that these people are qualified for any of the positions that we have. Why? For different reasons. We just didn't the recruiters did not feel and it it it affected them because they felt like these people need bread on the table. Some people would tell them straight out, I don't have money for Shabas. Can you get me a job? And it would be hard for them. Now slowly I started training the team that Hashem runs the world. He provides for everybody bread. You see sometimes people being employed and you can't understand how in the world did somebody hire that person, but they did. Wow. And sometimes he's even doing an amazing job. And the same thing is with jobs. So, we would only help, let's say, one out of 20, but Hashem is helping the other 19. It's one of the things that people need to keep realizing is, yes, you do have an obligation to help other people, but you're not running the world. You have to take care of yourself. The more you take care of yourself, the more you end up helping other people. Wow. Because the more you take care of yourself, the more you build up yourself. The more you build up yourself, the more other people are now available and able to learn from you. If you're a mess because you're running around all day helping everybody, not having a normal family life, not having a normal business, not having money, it's very little you can do to help. If you're successful and now you're going and talking to people and saying, "Okay, here is what you can do to be successful. I can lend you money. I can help you open a business." you have a lot more capabilities of helping. So you want to always focus on yourself and remember that Hashem runs the world. You don't have to take care of everything. You just have to take care of yourself. Why did you leave the recruiting company? Why is it closed? The I I closed it last year. Pisk actually it became very difficult. First of all, when I started six years ago, there were only two recruiting companies in the highish market and I felt that it's not enough for what I needed for my clients. So my son got married at the time. So I took him in as the first employee and we builded a very nice team. At this point there's over 100 Hisha recruiters. What? Yeah. I'm on a group with over 100 recruiters supporting each others. Yeah. So before I said there's half Clausol consulting, half Clausol. I think now there's half of it is recruiters. What is going on? Recruiting became a very big thing because it's pretty easy to get into. You don't need anything. you just start matching people. Uhhuh. So it became a very competitive market. The other thing is because the economy is suffering for the last year. So people are looking for jobs. So they need recruiters. Yeah. But most companies don't want to hire now. So it became it it became a field where if you want to hire, you know, you could hire easily. We I did end up getting involved in an in a in a company called Purple Stairs which is the first Haimeisha platform where people can go and say that they're looking to hire and people can post that they're looking to be hired. We did a very interesting twist is one of the challenges of successful people looking for a job is that they don't want to disclose that they're looking because they're still working, right? So we give you purple stairs gives you the ability to hide your information. So purple stairs is a website. It still exists. Yeah, it's going every day. How long is it going for? Uh I would say six months. So that's all another company you helped launch the companies I launched in the last 12 months. How many companies did you do in the last few months? I don't know. I don't keep track. But when do you did you leave? Do you still with them? I am still with all the companies that I help. Not all, I shouldn't say. What happens? You you finding Yman and Sheil, you say, "Okay, I'm going to help you launch a company." Or they find you. No. So, there's all kinds of scenarios. There's all kinds of scenarios. There's a company, let's say, for example, I'll give you an example. There's a company called the Marundat. The Maroon Dat? Yeah. What is that? It sounds like maroon cookies. No, it's the maroon. It's also a name that I gave just because it's unique and it's it's you'll remember it. But it's basically an idea that I had about corporate gifting. I had a guy that came to me with a business idea and he asked a lot of people come to me with ideas asking me do you think this is a good idea and sometimes you would help them launch it. I tried to be very brutally honest because what's the point of telling a person yeah it's amazing when it's not right. So I told him that his I don't see his idea going anywhere. So he told me but I'm looking for something. I said, "You know what? There's enough ideas. An idea is not worth more than a dollar. Here's six ideas that I think are worthwhile doing because they have potential. I'll give them to you for free." You give out ideas for free. Yeah. But can I have some? You have to pay for a consultation session. Okay. Okay. If you pay for a consultation session and if I have an idea, I'll give them to you. Nice. Because like I said, the the the the difficult part is execution, right? A lot of people come to me and they say, "I have an amazing idea. you have to sign this this document, you're not going to share. And I tell them, you know, I can sign whatever you want, but an idea is is basically not worth anything. The the most difficult part is there's thousands of ideas that went nowhere, right? There are even companies, by the way, that will email you every week ideas. Yeah. Really? Yeah. So, it's the consistency. It's the the execution that is brutal. Okay. Yeah. So sometime so so this guy came to me and I gave him six ideas. One of the ideas was launching a corporate a unique corporate gifting company in the heaare market and he picked that. I helped him launch the company for three four months. I found him the vendors. I figured out with him all the the costs and the marketing and everything. Then I helped him find an investor and I I moved out and I have no connection to the company right now except that we're friends. When do you decide to move out of a company? It's not I decide. It's usually the client that decides. The client says, "Okay, I had enough of you." No, it depends. I don't want to pay you anymore. How does it work? People are independent. I don't like to put people into contracts.