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Welcome to the Sell or Die podcast.
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I m your host, Jeffrey Gittler.
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Well, in this podcast, we re going to help you attract more qualified, unbelievable, ready to buy clients.
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And the one thing you re hoping for, blows more deals.
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It s time to sell or die.
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Die hard.
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Pay attention.
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I m here today with Anthony Iannarino.
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He is one of the smartest people I know, let alone a great sales guy and a great writer.
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Wow.
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When Jeffrey Gittimer says you re a great writer.
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Yeah, I know.
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I don t know.
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I just bow in your direction, sir.
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Thank you.
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Well, you re welcome.
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He has a new book out called The Negativity Fast that almost made it on the Wall Street Journal bestseller list.
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they eliminated the list.
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I wonder because if it was you or me that caused that.
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It was probably me.
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It was probably me.
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I am known at the Wall Street Journal as kind of a dick, but I accept that.
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They just don t have a good sense of humor.
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But the challenge is, this is actually a good book.
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The reason I m interviewing Anthony today, I have a few things that I want to talk to him about in the book, but more important, I want you to get the book so that you can have an understanding
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of where negativity comes from and how you might be able to expunge most of it.
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You ll never get rid of all of it because there s always going to be an asshole.
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But if your glass is half full of positive things, you re in way better shape than if your glass is half full of negative things.
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I m just throwing it out there for your listening pleasure.
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So, ladies and gentlemen, the great Anthony Iannarino.
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Thank you for having me on.
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It s always good to see you.
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The bald Anthony Iannarino.
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The white bearded Anthony and Irina.
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You got a little bit of white there.
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I do.
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It s all white.
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I just shave it off.
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You know, I haven t shaved since 1976.
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Really?
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Fully shaved.
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No, not even close.
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I was at Outbound the year that you were there, and I started to grow this.
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And my wife said, I really like that.
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And I was like, really?
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And then I realized she s trying to cover up as much of my face as she could.
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That s what I think it was really about.
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She s like, we should try to cover up most of this.
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I don t mean to be self-aggrandizing here, but in 2008, I wrote the little gold book of Yes Attitude because I was tired of reading bullshit about positive attitude that was not accurately conveyed or portrayed.
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And you can t just think you re going to be a positive person.
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You can t just wake up and be in a good mood.
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There are things that you go through in your life that will lead you to that point where all of a sudden you got it.
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How did you shift from waking up in Ohio when it was three feet of snow out or wherever you were living at the time and transform yourself from a basically negative person to a basically positive?
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Yeah, so I m like, if you want a case study, I am one.
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So my dad left when I was six years old, so I had that trauma.
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I was bullied.
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I started getting bullied at three.
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I waved at the kid that lived behind me in Dearborn, Michigan.
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and he threw a rock and scarred my head.
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I m three.
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And so then appendectomy, being beat up by four guys.
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After I got beat up by four guys, my dad, who had left, he came back and he got me and we went and got my brother.
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And then we went back to the house where the two guys that were still outside were outside.
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And he said, you re going to go out and you re going to fight those guys.
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And I ve said, I m more afraid of my dad than I am of these guys.
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So I got out of the car.
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That was like hillbilly justice.
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By the time I was 25, I was living in Los Angeles.
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I had a grandma seizure walking up the steps to my Brentwood apartment.
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And the interesting thing about having a seizure is you re the only one that doesn t know you had a seizure.
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Everybody else saw it happen.
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I had two brain surgeries, one where they took this group of arteries and veins that grew into a knot and they filled it full of an epoxy so that there wouldn t be a lot of blood.
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And then I had another surgery the next day where they opened it up, they removed it,
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And when I woke up, they said, by the way, your brain was bruised.
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So we had to cut off the back part of your temporal lobe.
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I mean, they never told me that was even a possibility.
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There was no conversation about it.
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And I m like, what?
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We did what?
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And they said, if you wouldn t have done that, you would have seizures for the rest of your life.
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So we removed it.
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Then I went to college at 26, even though I tried to drop out of high school every day.
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I was so bored at school, I couldn t handle it.
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I waited to drop out till I got to college, but keep going.
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Yeah.
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I was a political science major.
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So all I did was argued with people about politics all the time.
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And because I was a libertarian, I could fight both sides.
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So there s always somebody to have an argument with.
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Right.
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And I got a dean s academic scholarship to law school.
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another political environment.
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And so I was the libertarian, so I was always in constitutional law, people saying like, why would you disagree with the Supreme Court?
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And because there s a lot of things that disagree with some of their judgments.
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They even disagree with each other.
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Yeah.
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My mentor there is a guy named Mike Distelhorst.
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And one day I came in and I was complaining.
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You might remember this.
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I don t know.
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You could not remember this, but I remember it very well.
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Clinton signed a bill for a retroactive tax rate increase.
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So we all paid our taxes.
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And then in the next year, he decided, no, you owe us more money.
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And he signed that.
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And I was just miserable about that.
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And Distelhorst said, listen, you can t do anything about this.
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You can t do anything about government.
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There s nothing for you to do.
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You re always worried about these things.
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What you should do is take care of your children the way that you want to.
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And if you re worried about money, just outrun the bastards.
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Just make more money.
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And then he said, look, you re really angry.
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And you should stop that.
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You should just let all this go.
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You re really unhappy about it.
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And I wish I would have taken his advice.
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Because I was like, no, I was not ready for that at all.
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And then about six months later, I was like, I m really angry.
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I m an angry person.
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And I didn t want to be angry and I didn t want to be negative.
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So I got rid of all of TV media altogether.
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I got rid of every magazine that was political.
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I got rid of all of my books, and I decided that I was going to do that for 30 days.
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And then at the end of 30 days, I felt so much better.
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I was like, why did I stop doing this?
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It feels better.
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I m not watching anything negative.
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And I seem to feel a little bit better.
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But I made a mistake, and I had to do another 30 days.
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And I would ask you to do 30 days if you are really trying to feel better.
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One of the things that people ask when I say something like that is like, how do you know what s going on in the world?
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All the negative people tell me.
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Oh, yeah.
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They make sure I know.
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When I was traveling almost every day, I would drag my bag over the top of the USA Today and just look down.
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And that gave me a kind of an oversight of, you know, what s what s going on.
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So good.
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Yeah.
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Let s go into this.
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Oh, you got pages you marked.
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This is serious.
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I m not going to ask you to quote verbatim, but you re going to understand what I m talking about.
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People complain about Monday.
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Yeah.
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Some woman wrote a book on thank God it s Monday.
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She was trying to, you know, go the opposite way.
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But for the most part, people go out and party on the weekends or do things on the weekends that they really wish they could do all the time.
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And then go back to what we might refer to as the daily grind.
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If you re in the daily grind, you re in the wrong job.
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You might be in the wrong family, in the wrong group of friends, because of all the end is drinking, smoke dope, or worse, you have a problem, you re not happy on the inside.
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And you re trying to ingest all that shit in you to make you feel a little bit better when in fact, if you don t quit that, you re gonna feel way worse being dead.
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Or maybe you won t feel anything at all.
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I don t know.
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But look at the people that love you that are going to be left behind.
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When you look at the lifespan of an American, it s coming down.
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It went up for a while because people stopped smoking, but now we got fentanyl and suicide.
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So the number is going down.
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It s 78.2 years.
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That s 4,108 weeks that you have.
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I looked last night.
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I m at 1379 remaining if I get to 90, and I think I will because I m not on fentanyl and I have no, I m never going to kill myself.
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I like this so much here.
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When you start to realize how short a life is, then you start to realize, let me ask you a question.
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You like dogs?
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Love dogs.
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I love dogs too.
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They re great, aren t they?
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Yep.
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Yep.
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You ever have ice cream?
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I love ice cream.
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Of course you love ice cream.
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How about pizza?
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Love pizza.
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Bagels.
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I know you eat bagels because at five o clock in the morning, you woke me up and we had to go get bagels.
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Exactly.
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It s great here, isn t it?
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Yeah.
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I mean, there s really nothing to complain about because for the most part, if it rains, the rain will stop eventually.
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Yeah.
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And the sun will come out.
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You know, if somebody is really stubborn about this Monday thing, then I go into like you might have thirteen hundred and seventy nine.
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But how many Mondays do your mother and father or your grandparents have?
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Like you need to start thinking about Monday a whole different way.
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If if it was your last day on Earth and it was like you can only stay here, but every day will be a Monday, you d be like, sign me up.
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Mondays are great.
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Exactly.
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Well, I m signing up for that.
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Right.
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So we complain about it, even though there s nothing to complain about.
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Yeah.
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I wake up many days and I don t know what day it is because I don t care what day it is, especially when I m traveling.
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If I m in if I m in, you know, I was in Paris for July.
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I had no idea what day it was and didn t give a shit.
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Well, actually, I knew Saturday because all the Jewish stores were closed.
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That s the only way I knew what day it was.
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Oh, yeah.
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Must be Saturday because I don t care.
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OK, so there s some other things in here that I want to talk about.
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Turning on music.
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to reframe your negative shit.
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I d like to take this deeper.
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I go back to the music that I grew up with, because that will immediately create a memory.
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I hate to admit this to the group, but Diard, if you re listening, I want you to go back to your youth,
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and play five of your favorite songs, and see if one of those five causes you to become emotionally engaged to the point of tears.
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Can you even, like when you get into that state, because I get into that state quite a bit.
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Yeah.
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When you get into that state, what do you do?
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For me to get into that state?
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Yeah.
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It s exactly what you said.
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So, when I was 13, ACDC, Back in Black album,
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And I got that album and I learned how to play a number of the songs when I was a kid.
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Like I was probably 12 or 13 at that time.
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I can go right back there.
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I can just go right back.
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I can remember everything that I was doing.
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I get all of it.
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It comes rushing in.
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It s wonderful.
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So if I m in a really down mood, I d probably go to the next album, which was for those about to rock, We Salute You, which is just an unbelievable anthem song.
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And if you can t get up on that one, then I don t know what to tell you.
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Like that s just something that s so powerful.
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I m a big believer in the science and combined with the luck of creativity.
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And when ACDC performed It s a Long Way to the Top, if you want to rock and roll, I couldn t tell you on that live version where they re driving through town, is it a
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a Scotland town or is it an Australian town?
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And the answer is, I have no idea.
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But they introduced bagpipes into rock and roll with that video.
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Yeah.
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That changed everything.
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And because I m a rocker, I look at that and I go, look what these fuckers did.
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They re unbelievable.
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They killed it.
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And they were broke.
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Like they had to rent a truck to go around town to sing their song.
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Yeah, I was a dead ringer for Bon Scott when I was a kid.
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Everybody who would want to do rock and roll, they would say, like, come and join us on stage and let s do a whole set.
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I knew every song.
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I knew all of Highway to Hell.
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But you probably don t know what Highway to Hell was really about.
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I will tell you, I will educate you on it.
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It is not.
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It has nothing to do with people going to New Jersey on I-95.
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It s very close.
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When they were in Australia and they would have to go from east to west, the sun is low and it s just burning you in the car.
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So that is actually what that s about.
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They called that highway the highway to hell because it was just so hot and they were going to be in a car with all these guys with their gear.
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I know what this is like.
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It s not very good.
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No, but I ll tell you, they made a mark.
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And when you see a video of their of them in a concert, everyone is swaying.
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And everyone is singing every note to every song by heart.
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Yeah, it s that kind of band.
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And Angus knows exactly when to lose his hat.
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They re so good.
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They re so tight.
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And they re having so much fun.
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That s getting up there, though.
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Yeah.
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Well, everyone s
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getting up there.
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Hopefully.
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I mean, yes, some people don t get to.
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Some of their members.
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Scott is an example.
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Yeah.
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But some people die and then some people kill themselves.
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Right.
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He was the latter.
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Yes.
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So I want to talk about how other people can can put music into their lives that will help them adjust their thought process.
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And this is this is fucking nuts, Anthony.
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There s there s a rock and roll group, an old early doo-wop group called the Chantels.
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Oh, yeah, sure.
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And they sing maybe.
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And there s one video where they do it live in Pittsburgh when Arlene Smith comes back and she does the revival of the song to this group of oldie people.
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I cry every time, every time because it s
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It s just so good.
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And then if you really want to go, go back to any Letterman show on the day before Christmas, when Darlene Smith comes, Darlene, anyway, yeah, I think it s Darlene Smith, comes out and sings the Christmas song.
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Oh, Darlene Love, sorry.
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When Darlene Love comes out and sings that song, it s unbelievable.
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And every year they up the production.
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It s snowing, it s saxophones playing, you know, but it s unbelievable.
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But I grew up with that song.
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Yeah.
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Well, I do have to criticize a little bit so far.
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I ve not seen any evidence that you ve grown up.
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I m just saying, like he says, like I grew up in Philadelphia and I m like, you ve not grown up anywhere.
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I don t know.
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The key to my process is the Woody Allen quote of you re only young once, but you can always be immature.
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And so I ve sort of lived by that for an extended period of time.
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That s why I love you for that, for that.
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Exactly.
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I think that that people don t understand the value of their own study in order to be able to get into a better frame of mind.
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Yeah.
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Not a removed, not a better mindset, a better frame of mind, because I think that defines it a heck of a lot easier for me.
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Me, too.
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There s one of the things I want to talk about in the book.
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And that is, well, maybe two.
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When you go to the dog kennel and feed all the dogs, I think that is just phenomenal.
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I don t know if you, I ll just give you the story on this so people can hear it.
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I m like a Bales bondsman for dogs.
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So I m like,
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They re locked up.
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They re by themselves in these cages.
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And I love dogs so much, like you do too.
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We love dogs.
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So at the end of the year, I normally go in and buy all of the dogs that they have.
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So it s normally like nine or 10 dogs.
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And maybe they re a couple hundred dollars to take care of them.
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So, I come in and I do that, and I ve done it for a number of years, but the last time I did it, they just said, can we keep the money?
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And I said, yeah, I don t care what you do with the money.
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And they said, well, we ve got some dogs that are going to need real training, and it s really expensive for us.
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And I said, do them, whatever you want to do with the money, just go ahead and take it.
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And then they brought one of those dogs out to me.
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It s a giant white pit bull, very aggressive dog, like just wants attention.
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And it s like sitting on my lap because it s a dog, right?
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It wants to get close to somebody.
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And they took a picture with me and they put it up on their website on Facebook.
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So they ve got a picture of me with this and it says, this angel came in and gave us this money and this thing and that thing and all these things.
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And I was like, wow, I mean, that was really nice for them to do that.
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One day later, some woman, must be a rich woman, she saw that on Facebook and she came in and she literally paid for all of the cats in a humane society.
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So that had to be like 46,000 cats.
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I have no idea how many.
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There s so many.
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And then two of my friends saw it on Facebook and they said, you can just go in and buy the dogs and you don t have to take them.
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And I said, of course, they re going to take your money.
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Just go in.
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And then two of my friends went in and bought two more dogs and gave them money.
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And so it just kind of kept going for a little while.
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And why not?
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Like, yeah, if you want to feel good, go do something for someone else or for dogs or for cats or for homeless people or go to get to a pantry and bring them food.
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Any of those things.
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I promise you, you will not be thinking about yourself at all when you do that.
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Like you have no concern for yourself.
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It s all
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Just giving to somebody else.
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So that brings me to the last part of random acts of kindness But let s go back to dogs for just a second.
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My daughter Erica is a rescue person So she s and she rescues little wiener dogs, and she s got a half a dozen but her house at all times Don t work for foster some she keeps some she s got you know, but half a dozen dogs in a household is a lot.
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That s a lot.
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I
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But they have short legs, and they can t go very fast.
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And they re typically senior citizens, the ones that she rescues, because no one wants them anymore.
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And she feels bad for them, and she cries when they pass, and that kind of thing.
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But it s fulfilling for her.
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I mean, she s involved.
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And if you go to her Facebook page, Erica Abrams, Erica Gittemer Abrams, probably.
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She ll get 50,000 comments when she does something.
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Wow.
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I mean, she s like known in that world and it makes her feel great.
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You know, she s fulfilled for what she does for animals.
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Yeah.
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So let s talk about random acts of kindness that make you feel good more than the person at random.
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When I go to the airport, no matter what, I give the skycap 20 bucks, no matter what.
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One bag, no bag.
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I don t care.
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Boarding pass, 20 bucks.
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And they know it because I ve been doing it for 25 years.
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So, it s a fight to get to me because they know I m 20.
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It s the same fight on Thanksgiving when there s 250 people waiting to check their bag, I m next.
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So, think about what random act of kindness does in the mind of the other person.
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But more importantly, think about what it does for you.
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Yeah.
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How good you feel and how free you are when you just help the other guy out, even if it s just holding a door.
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Yeah.
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It doesn t have to always involve money, but it s kindness.
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The other story that I have in that same chapter is when I went to dinner with my wife and a daughter and she was a young kid and there was a homeless guy that was standing outside of a Starbucks.
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You could hardly see him because it was so dark out and he was dirty and
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Um, I asked my daughter, like I said, give me my wallet and she gave me the wallet.
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I only had like 80 bucks with me.
SPEAKER_01
Um, I just got back from, uh, a gig and that s all the cash I had left.
SPEAKER_01
So, um, I, I handed it to my wife and I said, give him this money.
SPEAKER_01
And he did this, he went like this and turned around because he didn t want to.
SPEAKER_01
Yeah, he didn t want us to see us counting what he got, like it mattered.
SPEAKER_01
But he turned around and then he turned around and he yelled, I can go home.
SPEAKER_01
I can go home.
SPEAKER_01
And he took off running.
SPEAKER_01
And my little daughter said, how do you know that he s not going to buy drugs or alcohol?
SPEAKER_01
And I said, I don t have any way of knowing that.
SPEAKER_01
And she said, then why did you give it to him?
SPEAKER_01
And I said, because I can.
SPEAKER_01
I can give it to him.
SPEAKER_01
I m not missing it.
SPEAKER_01
Whatever he does with it, that s his decision after that.
SPEAKER_01
Maybe he is going home.
SPEAKER_01
I have no idea. 
SPEAKER_01
And she was struck by this idea that, I m supposed to control this guy and give him money to try to control him?
SPEAKER_01
That s not how it works.
SPEAKER_01
The guy s, he s drenched.
SPEAKER_01
He s dirty.
SPEAKER_01
He doesn t have anything.
SPEAKER_01
I have something.
SPEAKER_01
I hand him the money because that s what you do.
SPEAKER_01
I started doing that in LA when I was a kid out there playing rock and roll.
SPEAKER_01
When you see people and they re in that sort of thing where they re like, they re so dirty because they ve been on the street for so long.
SPEAKER_01
I mean, why wouldn t you give them money?
SPEAKER_01
For me, easy.
SPEAKER_00
Try hard, pay attention.
SPEAKER_00
Chapter 12.5 in the Little Red Book of Selling is resign your position as general manager of the universe.
SPEAKER_00
You can do it randomly on occasion, but you can t do it every day for the rest of your life to give away all of your money.
SPEAKER_00
You meet people and you take your shot with them for whatever the deal is, and you leave.
SPEAKER_00
Maybe it s no money, maybe it s $5, maybe it s $20, maybe it s $100, but whatever it is,
SPEAKER_00
You do it so you feel good, not just the other person feeling it.
SPEAKER_00
It s called Helper s High.
SPEAKER_01
And I never knew that there was such a thing.
SPEAKER_01
I wondered if I had to get a card to be able to have a Helper s High or not.
SPEAKER_01
I m not sure.
SPEAKER_01
The first time I went to South Africa to speak, I was staying at a place.
SPEAKER_01
When I walked in, they said, there s the panic button should you need it.
SPEAKER_01
And I was like, OK.
SPEAKER_01
Okay, now I know where that is and I know that I might need it.
SPEAKER_01
Everything s, and they said, don t go for a jog.
SPEAKER_01
Don t leave at all unless somebody takes you somewhere.
SPEAKER_01
So I had these people taking care of me.
SPEAKER_01
And when I got there, I was sick.
SPEAKER_01
And I said, can you go get me a couple bottles of water?
SPEAKER_01
And then could I ask you to iron these shirts for me?
SPEAKER_01
And this woman went and she got the water and then she took care of my shirts for me.
SPEAKER_01
And I had $2,000 on me.
SPEAKER_01
So I have $2,000 with me.
SPEAKER_01
I have nothing to buy while I m there.
SPEAKER_01
You know this, because you travel, like, what are you buying?
SPEAKER_01
Maybe books.
SPEAKER_01
That s it, right?
SPEAKER_01
After that, nothing.
SPEAKER_00
Maybe a shirt or a hat to remind myself that I was there.
SPEAKER_01
So as she gives me the water and the shirts, I give her $40 US.
SPEAKER_01
Yeah.
SPEAKER_01
And she started crying.
SPEAKER_01
And I m not understanding, like, what happened.
SPEAKER_01
And now she s crying.
SPEAKER_01
But that was so much money to her.
SPEAKER_01
I thought, when I leave here and I m going to the airport, I might kill her.
SPEAKER_01
I m like, I don t know how much, but the whole time I was in South Africa, that first time I was at Jo burg in Cape Town, I made every person do things for me.
SPEAKER_01
So a guy would come and say, do you need anything?
SPEAKER_01
And I didn t need anything, but I m like, can you go get me like four bottles of water and two oranges?
SPEAKER_01
They take off running, come back, I get to give them some more money.
SPEAKER_01
And I left the whole 2,000 with all those people.
SPEAKER_01
I had nothing to buy there.
SPEAKER_01
I was just working.
SPEAKER_01
And I thought, how amazing is that you can do this and make people just feel so happy because they got something like that when it would be hard for them to do it where they live.
SPEAKER_00
That s crazy and good.
SPEAKER_00
That s crazy and good.
SPEAKER_00
Yeah, there s so many times that I ve done little things for people and you don t realize how much of an impact it makes on them.
SPEAKER_01
But they will come and thank you and tell you if it was significant, especially... I thought you were like fishing for me to say thank you for helping me with the book and all the other things that you ve done for me.
SPEAKER_00
No?
SPEAKER_00
No.
SPEAKER_00
But I can tell you in Cuba, where the average person makes $30 a month and you give them $10, it s like two weeks pay.
SPEAKER_00
Crazy.
SPEAKER_00
It s nuts.
SPEAKER_00
Capitalism is pretty good, isn t it?
SPEAKER_00
Capitalism works for me.
SPEAKER_00
Me too.
SPEAKER_00
But it has worked well for me and my family and my family s family.
SPEAKER_00
So we re fourth generation capitalists, having come over on the boat in the 1900s when we were being excommunicated from Russia, actually the Ukraine.
SPEAKER_00
But the challenge for you, Diehard, if you re listening to this and you re wondering, okay, what can I do?
SPEAKER_00
And the answer is obvious.
SPEAKER_00
You do what s right in front of your face.
SPEAKER_00
You don t have to go searching for it.
SPEAKER_00
It s there.
SPEAKER_00
It s the guy waiting on the corner with a little sign that says, I need help.
SPEAKER_00
You know, I m homeless and I need help.
SPEAKER_00
Just give him two bucks.
SPEAKER_00
Are you going to miss the two bucks?
SPEAKER_00
No way.
SPEAKER_00
let s see who feels better, you or them.
SPEAKER_00
And maybe you ll have like a $2 bill collection that you have in your glove box or in your coffee cup holder.
SPEAKER_00
And every time you see one of those guys, just roll down the window and give them a $2 bill.
SPEAKER_01
Yeah, more people should carry, I mean, they don t have like a swipe for you.
SPEAKER_01
You have to have cash on you.
SPEAKER_01
Carry cash with you now, now that you know.
SPEAKER_00
They don t have credit card processing machines.
SPEAKER_01
No, they don t.
SPEAKER_01
I ve checked this.
SPEAKER_01
I m doing it.
SPEAKER_00
I ll tell you this.
SPEAKER_00
Look at the number of businesses that say no cash now.
SPEAKER_00
They won t take American money.
SPEAKER_00
Crazy.
SPEAKER_01
I m allowed to have sugar one time a week.
SPEAKER_01
It s Friday night.
SPEAKER_01
We go to Gators.
SPEAKER_01
Oh, you have a texting place.
SPEAKER_01
So then there s, as we go out, there s always this homeless guy standing at the red light where we have to go.
SPEAKER_01
So I always make sure we have a 20 for him.
SPEAKER_01
Now, I have no idea.
SPEAKER_01
A guy could be a millionaire and he s standing there with the sign, but he looks legitimate enough for me that I m going to give him money because why not?
SPEAKER_00
Yeah, because why not is a real solid way of thinking about it, because you feel good.
SPEAKER_00
You ve done it.
SPEAKER_00
And whatever he does with it, that s his choice.
SPEAKER_01
Right.
SPEAKER_01
You re not trying to control him.
SPEAKER_00
Resign your position as general manager of the universe.
SPEAKER_00
Yeah, we do what you can do and then let them do what they want to do.
SPEAKER_00
Eventually, it ll take hold.
SPEAKER_01
Who would want to be the general manager of the universe?
SPEAKER_00
I don t know.
SPEAKER_00
Maybe a politician.
SPEAKER_01
Yeah, they all want that.
SPEAKER_01
That s true.
SPEAKER_01
When you see the president, except for this one, he was already old.
SPEAKER_01
But you remember when Bush, right after 9-11, and then his collar, it looked like he was wearing
SPEAKER_01
wearing his dad s clothes, because he was so stressed that his neck got really tiny.
SPEAKER_01
And it looked like he was a turtle all the time because of that.
SPEAKER_01
And then Obama comes in after him.
SPEAKER_01
He s a young looking guy for about 12 months.
SPEAKER_01
And then all of a sudden, his hair turns gray.
SPEAKER_01
Like, who wants this job?
SPEAKER_01
It s terrible.
SPEAKER_01
Let him do it.
SPEAKER_01
He doesn t even make that much money in that world, right?
SPEAKER_00
Well, they seem to be able to do OK there afterwards.
SPEAKER_00
Yeah.
SPEAKER_00
I think they set their plan while they re there, and then they cash in when they re done.
SPEAKER_01
Yeah, for sure.
SPEAKER_01
They were worth a million, the Obamas, and now they re like 170 or something.
SPEAKER_01
How do you do that?
SPEAKER_00
You sell a book that no one reads.
SPEAKER_01
Yeah, I think I ve done that on one book.
SPEAKER_00
But I ll tell you, you know, we talked to my listener.
SPEAKER_00
We refer to them as diehards, but it s one listener at a time.
SPEAKER_00
So I address them individually.
SPEAKER_00
So you diehard are getting a lesson in Anthony and mine s friendship over an extended period of time.
SPEAKER_00
Anthony and mine s mutual respect for one another and our mutual likes and dislikes.
SPEAKER_00
It s we we are of the same ilk.
SPEAKER_00
We re both rock and rollers.
SPEAKER_00
We both smoked a pound of dope to a given song.
SPEAKER_00
We can name our own songs.
SPEAKER_00
They re probably a little bit different.
SPEAKER_00
But, you know, I m I d love to change the world.
SPEAKER_00
Alvin Lee is one of mine.
SPEAKER_00
And of course, Stairway to Heaven when it first came out.
SPEAKER_00
But Mississippi Queen was an anthem in my house.
SPEAKER_01
Leslie West.
SPEAKER_00
Yeah.
SPEAKER_00
And then I discovered ELO and my whole world changed because the move preceded them.
SPEAKER_00
And then Jeff Lynne and then just absolute amazing music.
SPEAKER_01
Jeff Lynne was probably the person that studied the Beatles more than anyone.
SPEAKER_01
He got it immediately.
SPEAKER_01
I know how to do this now.
SPEAKER_00
OK, so let me here s a brag.
SPEAKER_00
I apologize, but it s a brag.
SPEAKER_00
Jeff Flynn is sitting in my living room and we re sitting down talking about music.
SPEAKER_00
And he was unequivocally he said, oh, the Beatles change everything.
SPEAKER_01
Yeah.
SPEAKER_00
And he was and he became friends with all of them as a result of it.
SPEAKER_00
They all respected the hell out of what he did.
SPEAKER_00
And, you know, did the Traveling Wilburys with George Harrison.
SPEAKER_01
He s just a he s just a hell of a great songwriter.
SPEAKER_01
Like he s got melody, he s got harmony, like everything works together.
SPEAKER_01
It s a it s an amazing band.
SPEAKER_00
So I ll give you something you can relate to.
SPEAKER_00
Maybe the diehard cannot, but too bad.
SPEAKER_00
I go to their concerts and I m on the stage or I m just left of stage or I m in the front of this in no man s land.
SPEAKER_00
And the violin will play a solo and they all kind of walk off.
SPEAKER_00
That s when I want to talk to them.
SPEAKER_00
Like, what are you thinking about?
SPEAKER_00
Are you thinking about doing the girl in the front row?
SPEAKER_00
Are you thinking about writing a song?
SPEAKER_00
And Lynn s comment to me one day was, when the audience is into it, we re into it.
SPEAKER_00
Like they re looking for that feedback response to say, come on, play your heart out.
SPEAKER_00
Come on, do your best.
SPEAKER_01
I took my wife to see the Eagles a second time.
SPEAKER_01
I took her in Tampa.
SPEAKER_01
We were at Longboat Key.
SPEAKER_01
And I said, do you want to see the Eagles?
SPEAKER_01
And she said, yeah.
SPEAKER_01
I didn t tell her it was in Tampa.
SPEAKER_01
And then so she didn t really want to do that drive, but we went up and she was unhappy the whole way.
SPEAKER_01
And then after the show, she said, that s the greatest band I ve ever seen.
SPEAKER_01
I ve never seen a better concert.
SPEAKER_01
And I said,
SPEAKER_01
I know.
SPEAKER_01
They did the Hotel California album.
SPEAKER_01
And then when they were done, Don Henley came out and said, we re going to give you 15 minutes.
SPEAKER_01
We re going to change clothes.
SPEAKER_01
And then we re going to play for another two hours and 40 minutes because we can.
SPEAKER_01
And we were there till probably 1130.
SPEAKER_01
So we decided to go to Cleveland.
SPEAKER_01
Steely Dan was supposed to be opening for the Eagles, but he had a surgery the same day that we were there.
SPEAKER_01
So
SPEAKER_01
they brought in the Steve Miller band.
SPEAKER_01
And Steve Miller is 80 years old and he shreds the guitar like he s 22 years old and his voice is great.
SPEAKER_01
And you know, every song except one, there s like one song that you wouldn t know, something about honey and something about Colorado or something.
SPEAKER_01
but every other one, everybody s standing up the whole time while he s playing.
SPEAKER_01
And you re like, wow, like, you know, every word to every song that he has, except for that one that he has that I didn t know.
SPEAKER_01
It was amazing.
SPEAKER_01
And everybody was stunned at just how good this guy was.
SPEAKER_01
And then you have the Eagles after that for about two hours and 40 minutes.
SPEAKER_01
It s amazing.
SPEAKER_01
So those, those are just great experiences.
SPEAKER_00
In the early days of rock and roll, the who never had an opening act because they just wanted to play longer.
SPEAKER_00
And I was privileged to see them several times with Keith Moon.
SPEAKER_00
And it was they re amazing.
SPEAKER_00
They re an amazing band because they write their own music.
SPEAKER_00
They perform their own music.
SPEAKER_00
And they fountain does all that.
SPEAKER_01
Thompson writes all that stuff.
SPEAKER_00
Yeah.
SPEAKER_00
Yeah.
SPEAKER_00
But they did the rock opera in the middle of their concert.
SPEAKER_00
That s how long the concert was.
SPEAKER_00
Well, it s wonderful to watch.
SPEAKER_00
You know, I got to watch Pink Floyd.
SPEAKER_01
When I was playing rock and roll, I started playing rock and roll when I was 15.
SPEAKER_01
I played all the way till I was 26 years old.
SPEAKER_01
When we started headlining and we could get 1,000 people to show up wherever we went, sometimes 2,000 people if we had another band with us, I decided that we were going to open for the group that was supposed to be opening for us because I didn t want to leave at 3 o clock in the morning.
SPEAKER_01
So I m like, we re going on at 10, you go on at 12.
SPEAKER_01
Have a good night, gents.
SPEAKER_01
We re out.
SPEAKER_01
I m not staying there until that late at night.
SPEAKER_01
And they were like, you re going to let us go after you?
SPEAKER_01
Please do.
SPEAKER_01
We have a whole bunch of people, or we re going to go have a party somewhere.
SPEAKER_01
You re going to be still trying to get your equipment out of this place.
SPEAKER_01
That s how it worked.
SPEAKER_00
The one thing that s consistent about every rock and roll concert that I ve been to, and I ve been to way more than I can count, they never start on time.
SPEAKER_00
You show me a concert, I ll show you something that starts minimum 15 minutes late, sometimes an hour and a half.
SPEAKER_01
Unless it s Axl Rose in Guns N  Roses, because sometimes he was not there for three hours.
SPEAKER_01
They d make people sit and wait.
SPEAKER_00
Yeah, that s bullshit, but it is what it is.
SPEAKER_00
Me too.
SPEAKER_00
The Isley Brothers never showed up sometimes.
SPEAKER_00
It affects your life.
SPEAKER_00
I apologize for this diatribe, you guys, but I m only challenging you with this.
SPEAKER_00
Pay attention to music because it is the memory maker of your life.
SPEAKER_00
It s your first date, it s your first kiss, it s your first wife.
SPEAKER_00
And be aware of the fact that it ll take you back wherever you want to go, whenever you want to go there.
SPEAKER_00
OK, back on to random acts of kindness, and then we re going to call it a day.
SPEAKER_01
Sounds good.
SPEAKER_00
I think that it s one of the most under and this let me remind you again, this is Anthony s book.
SPEAKER_00
It s called The Negativity Fest.
SPEAKER_00
And I came with an idea that I want to do a book together with Anthony, because if he
SPEAKER_00
uses my title, I m going to have to go to Columbus, Ohio, and then immediately turn around and go back home.
SPEAKER_00
But you need to have the positivity feast.
SPEAKER_00
Yeah, it s an obvious one.
SPEAKER_00
And my mug today in honor of Anthony is yes, a wonderful alternative to no.
SPEAKER_00
I even have my own name on the mug.
SPEAKER_01
I couldn t read it.
SPEAKER_01
It s too tiny.
SPEAKER_01
You should have a bigger... Oh, there we go.
SPEAKER_00
Yeah, no, I don t need... I m fine with that.
SPEAKER_00
Can you just be... It has my title on the back of it.
SPEAKER_01
Couldn t you just put Git, G-I-T?
SPEAKER_01
Isn t that enough?
SPEAKER_01
Doesn t everybody already know?
SPEAKER_00
It could be.
SPEAKER_00
It could really be, but...
SPEAKER_00
We each have been impacted significantly by negative and positive in our lives, whether it s the death of a parent or some kind of medical situation that threatens your life.
SPEAKER_00
You certainly get to see who loves you.
SPEAKER_00
You gather friends.
SPEAKER_00
One of my daughters has MS, and I can tell you it has been a family bonding situation where we all go and try to take care of her as much as we possibly can.
SPEAKER_00
I m here to take care of you.
SPEAKER_00
I m just here to show you some love.
SPEAKER_00
By the way, what do you need done?
SPEAKER_00
But I think that each of you diehards needs to understand that in the negativity fast, you just have to turn off the fucking television and get on with your life.
SPEAKER_00
Right.
SPEAKER_00
If you re going to scroll, then put an alarm clock on your scroller so you can only scroll for 15 minutes.
SPEAKER_00
That s enough.
SPEAKER_00
It s totally enough.
SPEAKER_00
Unless, of course, your algorithm is for lead guitar players and then at least make it 20.
SPEAKER_01
Am I allowed to say something personal about you with this group listening?
SPEAKER_01
Sure.
SPEAKER_01
So everybody knows Giddimer.
SPEAKER_01
Everybody.
SPEAKER_01
And everybody that I know knows Giddimer because he s just very, I mean, he s at the top of the stack.
SPEAKER_01
He s been there forever and he always will be.
SPEAKER_01
And when he dies, I m going to take all of his books and I m going to repackage them with my name on them for sure.
SPEAKER_01
He can count on that.
SPEAKER_01
I wouldn t pretend that they were mine.
SPEAKER_01
But I want to tell you, I stayed at his home with him.
SPEAKER_01
I was his guest.
SPEAKER_01
And he is the greatest host.
SPEAKER_01
He s so concerned on making sure that everybody is happy.
SPEAKER_01
This guy who sometimes you go like, he s a little gruff.
SPEAKER_01
Okay.
SPEAKER_01
Occasionally, yeah.
SPEAKER_01
He s a Philly boy.
SPEAKER_01
So you could expect that, right?
SPEAKER_01
But he s such a great host.
SPEAKER_01
He even came and woke me up at about 4.30 in the morning so that we could go get bagels.
SPEAKER_01
And I m just telling you, like, when I was there, I was like, I feel like I m at a really nice hotel.
SPEAKER_01
I mean, everybody s trying to make sure that it s good here.
SPEAKER_01
And it was great.
SPEAKER_01
So I just want people to know they don t know that part of you, but
SPEAKER_01
I do, and he s just a true gentleman, great sense of humor, has a whole bunch of books I ll probably steal from him next time I m in his house.
SPEAKER_00
There s, you know, metal detectors.
SPEAKER_00
We have a paper detector.
SPEAKER_01
If any paper goes through a door.
SPEAKER_00
Alarms go out.
SPEAKER_00
Alarms goes off, yeah.
SPEAKER_00
Thank you, Anthony.
SPEAKER_00
The reason I m a good host is that my mom and dad were great hosts.
SPEAKER_00
They were great entertainers.
SPEAKER_00
But if you stay in hotels more than 1,000 nights, and you and I have stayed in hotels thousands of nights, you know what you want and you know what you don t want.
SPEAKER_00
And I m pretty easygoing in a hotel unless something goes wrong, and then I m... Yeah, you re a Philly boy.
SPEAKER_00
Yeah.
SPEAKER_00
Well, I identify as a dick because that s my gender and personality.
SPEAKER_00
rolled into one in a bad situation.
SPEAKER_00
But but I think that you give what you want to get.
SPEAKER_00
Yeah.
SPEAKER_00
And I think that marks who you are as a person.
SPEAKER_00
My my mom taught me to be mannerly because she was mannerly.
SPEAKER_00
And, you know, you re forever grateful for what your parents did.
SPEAKER_00
They don t become really smart in your mind until after they pass.
SPEAKER_00
And you can t bring them back for an hour going, man, am I ever so fucking grateful for you and everything you ve done.
SPEAKER_01
Yeah, that s back to that Monday thing.
SPEAKER_01
Exactly.
SPEAKER_00
Yeah.
SPEAKER_00
But there s pretty interestingly, you know, the manga books, the Japanese cartoon books.
SPEAKER_01
Yeah.
SPEAKER_00
There s a series called Orange, which was introduced to me by my daughter, who was 11 or 12 at the time.
SPEAKER_00
They re the number one New York Times bestseller list.
SPEAKER_00
How do you get to be a Japanese cartoon book, number one New York Times bestseller?
SPEAKER_00
And the answer is the book has a theme and the theme is no regrets.
SPEAKER_00
That everything you do, you don t want to regret what you didn t do or what you could have done or who you should have been with.
SPEAKER_00
All of those things made it a number one New York Times bestseller.
SPEAKER_00
It was absolutely unbelievable.
SPEAKER_00
You knew the characters by the end of the third book.
SPEAKER_01
Did you follow Christopher Hitchens?
SPEAKER_00
Yeah.
SPEAKER_01
Yeah.
SPEAKER_01
So when he found out he had esophageal cancer, he was still writing for Vanity Fair and he wrote a piece in there about choosing your future regrets.
SPEAKER_01
Like you have to, you have to go in.
SPEAKER_00
Yeah, I ll do that.
SPEAKER_01
Yeah.
SPEAKER_01
You have to decide like, what do I want to regret at the end?
SPEAKER_01
and make those choices.
SPEAKER_01
And then when he was asked if he would have stopped drinking and smoking, if he would have known that he was going to get esophageal cancer, his dad died of esophageal cancer, too.
SPEAKER_01
And he said, I probably would have slowed down a little bit.
SPEAKER_01
Right, exactly.
SPEAKER_00
Yeah, yeah, I ll quit.
SPEAKER_00
I can quit anytime I want.
SPEAKER_00
I just don t want to quit right now.
SPEAKER_00
Yeah, that s the human cry of every addict.
SPEAKER_01
This is my favorite Hitchens thing that I can say out loud.
SPEAKER_01
He said, if you have a dog and you feed it and you walk it and you pet it and you take care of that dog, that dog thinks you re God.
SPEAKER_01
If you have a cat and you feed it and you clean it and you take care of that cat, it thinks it s a God.
SPEAKER_01
Exactly.
SPEAKER_01
That s the difference between dogs and cats.
SPEAKER_01
Exactly.
SPEAKER_00
I left, I left my, I was living in an apartment when I first moved to Charlotte.
SPEAKER_00
And a kid was running sales for me, I had to leave for like two weeks.
SPEAKER_00
And I said, why don t you instead of living in the dorm, come live in my apartment and take care of the cat.
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And New Yorkers have a way of doing things that s unlike anybody else.
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They don t give a shit about anything or anyone except themselves.
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I come back home, I go, Art, did you pet the cat?
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He goes like this, once.
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That s funny.
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That s the fines in New York.
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Yeah, once.
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There you go.
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You ve been pat.
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Exactly.
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And by the way, if you go to the Algonquin Hotel on 44th Street between 5th and 6th, they have a cat, Matilda, like the fifth Matilda that they ve had there.
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And when I go to New York, I eat at this place called the Red Flame, which is the best salami and eggs in New York City.
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It s on 44th Street, right next to the Algonquin.
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Same Bellman for 30 years.
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Wow.
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I go say hello to these guys.
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Hey, how you doing?
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It s unbelievable how you can make a casual friend and they don t go away.
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They literally do not go, especially in Europe, much, much more friend oriented.
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And it s not a matter of random act of kindness.
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It s a matter of just when when you when you start talking about New York, you know, that s one of the few places on Earth where FU means good morning.
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And yeah, and everybody just goes, yeah.
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F you too.
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How the fuck are you doing?
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It s unreal.
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It literally is unreal.
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Nobody s mad at you.
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No.
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I would appreciate it if you didn t use that language.
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Are you kidding me?
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Are you effing me?
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Yeah.
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I went to John Barbado s place and I was trying to figure out how to get to the dinner that I was supposed to be at while I was going to be doing a keynote.
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And I said, how do I get there?
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And the guy goes, how the F do you not know how to get there?
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And I said, I live in Columbus, Ohio.
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And he goes, I thought you were a New Yorker.
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And I m like, I m direct enough to be one.
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But I still don t know how to get there.
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How do I get there?
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And he s like, OK, and he gave me directions.
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But it s like they think I m a New Yorker when I m there.
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That s lovely.
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But it s the it s the directness.
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Yeah.
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I think you have to be at home any place you go.
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Yeah.
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You have to feel at home any place you go.
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And when you came to my place, my goal was make you feel at home.
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Yeah, you did.
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Now everybody s going to want to come and stay overnight.
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Maybe there s an offer in this thing, like spend a night with Giddimer.
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No, not like that.
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Weekend at the library.
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Weekend at the library.
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Okay.
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We ll do 10 people for five grand a pop.
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Sounds good.
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And I ll bring a couple of guest speakers.
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He does though, just so you know, before you get there, he wears those pajamas that have like the feet in them, just so you know.
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I don t want you to read.
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Some have feet, some do not.
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That s so funny.
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So we re going to end this, but Anthony has several other books that just go to, if you find the Negativity Fest, look for the other books that are by Anthony, but he s got one about eating and he s got one about selling and you need to, you know, one about competition and you need to understand that his books are
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readable and actionable.
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And I would challenge you to go do that.
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He s also hireable.
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So if you would, are you thinking about you re having a meeting and you can t afford me, Anthony is your guy, because he s way, you re way cheaper than me, right?
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Everybody s way cheaper than you.
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But the challenge is I just love talking to you.
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We re going to have him back to do another thing on negativity fast, because I m hoping that he ll say, hey, let s do that positivity feast, because I would I think it s the right thing to do.
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I think it s the perfect compliment.
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The other thing that s been bothering me now that I ve done this.
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is that every person that has said something about this book that read it, they said, I want my kids to read that.
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And then I was like, do I have to do negativity fast for teens or something like that?
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Wouldn t you, if you could go back to like eighth grade and somebody could give you these kinds of strategies.
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I mean, it would be good going into high school, like having some of that.
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If you would just record the book in your voice and give tips at the end of each thing for a teenager,
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Yeah, you win.
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You don t have to write it for them.
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Just talk to them about it, because that s what they want to hear.
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They re TikTokers, they re not readers.
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Yeah, that s true.
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I get to 72,000 TikToks.
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Well, I guess it s OK.
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What s wrong with that?
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Nothing.
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Yeah.
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I just just to let you know what the world is like.
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And I don t know that I ve told you this or not.
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My 14 year old daughter is a Taylor Swift fan.
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Like, right.
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If you ve never been to the movie, you got to go.
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You have to go.
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It is compelling as a movie.
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And the audience is uber compelling because they know every word to every song.
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And they re going, why?
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My wife said that they go down in front of the screen and dance and stuff.
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Oh, yeah.
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Oh, they re all over the place.
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It s unbelievable.
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But I got a text from her three Sundays ago because she s going out with Travis Kelsey from the Chiefs.
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Right.
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And I get a text from Gabrielle saying, I m watching the Taylor Swift game.
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Now, it s it s Taylor Swift s game now.
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Wow.
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Anyway, Anthony, a pleasure as always.
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My people, all your people diehards go out and make a sale, even if your ass falls off and stay away from idiots.
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Thanks for listening to the show.
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Don t forget to like, share.
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Yeah, share with both your friends.
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And subscribe to the podcast.
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And remember, we have a free 22 day sales challenge.
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Just go to gator.com slash sales challenge to start you on your way.