So I'm Natalie Jill here and I can't wait to do this episode of Midlife Conversations and I'm doing it live in Scottsdale with Andy Elliott because I found you recently on social media and you had this one clip and you were speaking into abs and I know it was taken out of context but you were speaking into you said you cannot work for me I don't hire people I don't let people into my space if they don't have a six pack and as you were saying it I thought okay the trolls are gonna come out the haters are gonna come out but it sucked me in because there was something you were saying that was so on point and so right so I couldn't wait to dive in and interview you more. Yeah so number one I'm super grateful and I just want to say like hopefully if you really want to grow like pay attention for a minute because how we've built our business is by telling the truth right and a lot of people don't want to tell the truth anymore because the truth hurts it sucks me and my wife one day we wanted to get out of debt right and she sat down she pulled the bank account bank statement she went over the last 30 to 60 days of spending and I was actually the problem and I didn't want to own that it's very hard ego gets in the way so when I said six packer you're fired I knew that it would piss off anybody that wasn't a one percenter or wasn't as striving to be the best for their family which really upsets me because there's a lot of people that are dying today that love to trade spots with you I mean they would love to get another shot at life and you're just taking advantage of it I believe that it's our job for our children to be their heroes I believe it's our job for a man or even woman for our spouse or husband or wife to admire us look up to us shouldn't we be the example my wife is my battlemate I mean she's my queen but she's my battlemate mate like we go through war together in life you know how it is that you and your husband against the world so in business I'm like man if you want to kill it and the time I said six packer you're fired I said if you can recruit someone on my team I'll give you 10 million cash I've got a hundred employees here in my company I said if you can recruit somebody my team doesn't work for me for money they work for me because of our core beliefs and our values what is our goal our goals to be examples to the world and be mentors that we can have it all everybody watching this a lot of people have been sold a lie and they've had a battle eater at some point and they're one-dimensional what that means is man you know you you can have success but you can't have success and also be close to your husband that doesn't exist because it's either you or us or you can have money you can be close to your husband but you can't get all the time with your kids you need or hey you can be close to your husband you can make a lot of money you can be close to your kids but there's no way you have time to stay in shape that doesn't exist well dude I believe you can be close to God I believe that you can be shredded and ripped I believe you can make all the freaking money in the world that you want I believe you can be a great leader I believe your wife can admire you and I believe your children could choose you're the hero and I believe you can look in the freaking mirror and like who you freaking see because a lot of people the reason why there's so much depression and crap and also six packer you're fired my company is a coaching company so we inspire people to go tell them that they can have a better life well how in the heck can we tell people that if we're not taking care of ourselves I refuse to have frauds work for me and I know a lot of companies don't mind a fraud working for him 99% of the companies in this world walk around on eggshells around employees that don't believe in the company and they're only working for them for a check and if somebody was to offer more money they'd quit so I just want to say that the context and when I said that was I have an unrecruitable sales team and my team doesn't work for money they work for blood sweat and tears not for a paycheck but for a leader they believe in that we can have it all and not be one dimensional and in life I try to teach like earning at all and I know you're big in the fitness world of teaching people to have their best life with fitness you know how and I don't know if it's just women and men as are they a lot of women mostly women yeah okay how many women would treat their husbands better truly be better mothers crush it in life if they would just go put them self first and go get go get every single one of them every one of them and dude and most of the time women become slaves once they have kids and I'm not saying they're slaves they become slaves to their children their children don't look up to them anymore because they pick up their crap all day long and they're not even respected then when their husband comes home he says hey babe go gives the kid a kiss says what's what's to eat because you haven't gotten dressed and in months your hair's up in a ponytail you don't take care of yourself no more listen you want him to come in and be like guess what go get your butt in the gym go take care of yourself and all of a sudden damn hey babe what's up like you look interesting today like all of a sudden you get his attention again now all of a sudden your your children start looking up to you again so I just want to say like man like my wife dude the minute she started taking care of her health again I was like what like what's going on no because because I forgot man because she took such good care of us on accident we stopped paying attention to her and we just expected this like serve us still and dude when she she my wife said screw this she's like I'm gonna go put myself first and when she did dude the kids look at her different I look at her different she loves who she is now she's killing it in business it's like dude like you know you talk fitness but like you go put yourself first and if you don't love yourself you're gonna love anybody else man so I just learned so much about you in just this one little segment what one of the first things I wanted to ask you is just about your background and sales and how you got into it but just in this conversation I think I have you to a tee so I'm gonna I'm gonna pull some questions from you so first and foremost like you get people it's clear to me you you fully get people to have you always did understood this if you always understood how to lead and get people or do something that you had a teach yourself where did this come from no so I think every single thing that I've built is by not having as a kid I literally had no love right mom left and I was two five brothers and sisters Jerry Springer show raised poor hey it's not a victim story it's just like dude like life sucked there was there was I thought I was a loser I probably was a loser at 18 I got in sales my first day on the job I made 1700 bucks I'm like okay this is gonna change my freaking life so I'm gonna self-develop I'm gonna learn to speak talk I'm gonna learn to be a pro not an amateur I'm gonna start learning how to communicate with people right well along the way I had a leader and he told me he goes do listen to me because it because when I was younger I was in shape and he goes if you're gonna make a lot of money you ain't got time for the gym like that doesn't like like you got to choose dude one of the other okay because you can't be at work wanting to make all this money and take over the world and then also be at the gym like kids so I started to let my health slide and what I learned is that my performance always slipped whenever I wasn't working out dude the confidence I would have to go in and sell and talk to a customer shake a hand and have a bicep vein or be lean and you know like like that confidence like it made me more money as I stopped going to the gym dude I was losing money working harder and I started to get burned out and that's when I realized that dude people don't burn out they lose their purpose like dude I forgot that like I wanted to be great and making money it fixed like yeah I have a Corvette now when I was a kid now they're nice house but dude I don't even like me anymore so did I always get people no dude I just remember dude everybody was telling me that you can't have this you can't have that but sells is a learn skill I don't think that sells people are born I think they're made I think that anybody right now that can learn to communicate articulate the words learn new language look at people in the eye be loving and nice put people in a good state I think those people can get rich really easy I'm curious about this victim mentality thing that you never had you said you had Jerry Springer style childhood you know all these things what makes some people get so sucked into the circumstances and the victim hood and why they can't where you really turn that into fuel to make you better and stronger and help so many other people yeah so we're just gonna go to common sense so if you have piece of paper right on common sense if your dad beat the hell out of you as a kid would you beat the hell out of your kids I think some what no but that's so stupid that's the stupidest that my mom is an alcoholic why would I want to go drink non-stop to be crappy to my family like she was to me it's like it's like people just need to learn like dude listen to me like I had a bad leader so I've never had a good leader I just had a lot of bad ones so I thought well if I don't care if I can't get a good one and say people like hey how did you learn all this I wish I could say dude it was this guy he trained me no that guy taught me all the bad stuff so I knew that doing it this way was doing it right I know that doing this was wrong and doing it this way was right I knew that that burned people so doing it this way didn't burn people dude it's like you it's brilliant that you did this but you do see that the world's divided on here you see that some people fall into the same pattern and copy it yeah so if but that's called self-sabotage right like so anybody so number one doubt is a traitor okay the number one reason why people don't make it in this world is because of themselves you didn't do it okay their family didn't do they did it they form some kind of identity in their head who they are they labeled themselves they did they were sold alive the devil sold them a lie who they were when it when a lie becomes real it's real now and then man that they're living a lie so dude when my mom was an alcoholic like I'm not gonna be that way I can go drink but I would never drink to be an alcoholic dude my my my mom's been married seven times my dad's been married four times what does that mean that means dude I'm never getting divorced I'm just not like me and my wife if you treat something like it's the beginning they'll never be an end like I treat her like it's day one every freaking day like if anybody's watching this wanted a better marriage just try that like you boom you're back together it's that simple but my point is the victim hood mentality there's really nothing to negotiate with do you want the people that you love to go through the same crap you went through if the answer is yes go ahead self-sabotage your life put them through hell you're gonna regret it or if you're like no of course I don't want the people I love to go through this then change yeah like you make it so simple so black and I love that thinking I it's so interesting how people have such a challenging time with it do you think that we need more people more leaders like you that don't tolerate it because I when I hear from you is there's no room for that victim story there's no like I can't see anyone sitting here telling you their victim story because you would you would squash it right back you're not gonna because so it's like this like imagine this you know how an Instagram reel you play it and then it immediately starts over again and then starts over again and then starts over again so I believe in something called total recreation which means like in the Bible and whether you believe in God or not it says the old is gone the new has come right like just recreate just change like dude if you don't want to be who you are go find someone that is like you want to be and then just go emulate them and I've done it so many times in my life man you know I've got a vision board at home right and everything I've ever wanted I just go and find someone that has what I want and then I just study them and I think how they really I still the way people think I think anybody watching this right now if you want to really change like like if I looked up to you I would just steal the way you think I'd be like you know I don't like the way I think what would Andy think what would he do what would he think I know what would Jesus do bracelets like I would just say like like I just want to steal the way she thinks like I watch her with her husband I see the way that she works out she seems happy I see that they have a business whether you had money or not that is I mean you look happy like I want to be happy too okay I'm going to do what you do I'm going to treat people nice I'm going to smile a lot I'm not going to say negative things like I'm just I'm going to master my mouth I'm going to not let people take up space in my head being plugged in to good stuff all the time is the key to winning it is 2023 I mean dude we have access to more stuff right now to become great than ever before like like dude and by the way people can pay to be close to you right of course like like when did that ever exist before like before if you I'm sending you an example like if I want to be close to a Hollywood actor you can't get close to these people and they're not real if they're they do movies which are fake but but you couldn't be close to them now real business people that have real lives that share how they really build amazing lives you can reach out to them you can pay a little money and you can let them train you you could be in their mentorship you could be in their coaching you could be in there you can retrain the way they think because you weren't always who you were I want to tell you anybody watching this like I wasn't always who I was there was a time honestly that I was disgusted I was sick of who I was matter of fact I've recreated at least six times in my life and my last time was 39 I'm 40 I'm gonna be 44 now at 39 dude I literally sat there and looked in the mirror and I was like dude I you know I want to be this person anymore and I remember my wife okay my wife knows how to trigger me better than anybody my wives know that stuff yeah damn right they do and she's my best friend right and I trust her like I need everybody understand this like trust it's like my like trust is a big deal okay like if your husband tells you something it's because it's because he knows you trust him and he wouldn't never tell you anything to hurt you he would tell you something because he knows it you're better than that or that you strive to be a higher standard than this and that's his job to tell it to you and like sometimes he'll hurt your feelings not intentionally but because he knows that he's made a commitment to not let you fall below where you want to be and he's your best friend in that way best friends do that's right yeah and it sucks this part of the truth sucks my wife when I was 39 years old she reaches over she grabs my love handle at this point I probably had like 15% body fat for a guy I had been making a lot of money I was doing my deal I lost my edge again and she knew I wasn't the husband I'm a great husband better than most not the husband she knew I could be not the dad she knew I could be not the man that I wanted to be and you know what she grabbed my love handle and she just said this she goes we getting a little comfortable and dude I remember I was like oh my god and dude I got mad I got pissed off and then I realized that was my ego and then I realized that my wife loves me more than anybody in the world and you know what she knows me she knows if I was in elite shape I'd be smashing all these other areas you know what I did sweating I'm not telling anybody to do this but I quit my job I started my own business I took control of my life you guys all have control of your life I hate when people say I just don't have any time change it then I mean just freaking change it like let's quit whining about it I changed it we went we had a million dollar house and my wife's a beautiful house in Oklahoma which a million would go a long way in Oklahoma I think you live in California yeah it goes a lot more than San Diego yeah no no that's like that's like 15 million and in Scottsdale or San Diego but it's like a million in Oklahoma and anyways my wife goes done I support you what do you want to do and I said I want to get an elite shape I want to be the man for you I want to start our own business and I want to be a coach I'm sick of doing this crap I'm sick of it I want to open a sales training company and in three years we built a nine figure business now I want to explain this to you this is the craziest stuff I worked out twice a day I went absolutely dark I went crazy the crazier I got the more we grew Wow we sold our house we went into a 1200 square foot home place me and her we sold all our furniture we literally got three beautiful kids we slept on mattresses we didn't tell anybody most people complain too soon when you want to change your life don't complain to anybody go through the journey with the people that you love and keep your mouth shut you'll tell your story later we built this business so wait let me I want to understand that so you you knew you wanted something else and you were gonna put yourself in a situation to get there but you said you didn't tell anybody else so were you clear on where you were headed or you just knew you wanted something better and when you said I didn't tell anyone think that kind of goes against anything we do with goals or vision where you declare it and you tell people yeah so let me explain this when you decide to make a paradigm shift in your life and change everything okay you're gonna have to start over and when you start over my start over me might in this in this journey I've run about six seven percent body fat now I run super lean my wife runs the same my whole work it's just it's a whole new life we're making more money than we've ever made our team is on fire impacting all kinds of people freaking nuts how did all this happen well I decided to choose health over money this is a tough one okay if I told anybody right now I said you want to get rich put your health first have the courage like I did you don't have to quit your job I already said that I'm not asking anybody to quit their job I wanted to change my life I was working from seven in the morning until 11 at night is never gonna change okay but I had the courage to say hey babe you know if I because I'm not doing this anymore if I go to do something else like it's gonna take me some time right and she goes we're good as long as I know that you're serious and you're gonna take your family with you like you're not gonna go hey babe trust me I'm gonna go do this for three years wait until you see what happened yeah no no no I said babe I need you to support me I need you to be there with me I always screw up when we don't make decisions together and she said done and it was actually my wife's idea she's done we'll get rid of the house we don't need it she goes we're in a reset and guess what dude she's a CEO of her company she runs everything she's in charge she handles everything and it wasn't made that decision wasn't made that day she's a way better leader than me and I'm good but she's crazy good but I chose health over money and I led our family as the man right my wife's an alpha like you're an alpha right I am but also you want your husband to leave of course like you know I'm saying like my wife she wouldn't want me if I was a pushover yeah I wouldn't want my husband that way exactly so like so like she's an alpha but she's still wanted us to lead so I decided to get heavily in in fitness I took her with me I started making her you know grind with me and dude she was a normal I must say normal house mom right because she's smart she used to be in business but she raised three kids and now she's coming into business with me she's working out with me we're starting this thing together dude once we chose health over money everything freaking changed and me and her got close we truly became best friends and then guess what happened business kids getting close to God killing it with everything we're marriage millionaires and since without even a dollar like we just love each other so much and dude we became unstoppable so how when I have so many questions now but how did you know about what you're creating here with your business like where did that we knew it's gonna be sales training for sure I made a lot of money in sales you know when I was young when I was really young I'm like 23 24 I broke the record in the United States for most money made as a car salesman when I was a kid I made I just did a lot of cool stuff in sales I love teaching people about sales once you get really good at something like you're a very fit but now you love teaching fitness now also you love teaching mindset which mindset is a blend of it and sales and sales so my point is but whatever you love you teach right for sure and that was the deal like I like noticed that a lot of people they were making the kind of money they could make two things that get your rich sales and leadership I love sales and leadership and I just wanted to teach those two things I didn't know if I was qualified to do it I never really stepped out you never knew how you were gonna teach it you just knew that was your vision in companies right that would have 50 to 100 employees but never on a scale which goes social media yeah I get on social media I literally have never been on a camera I didn't even have a social media account I had no idea what I was doing there was a guy named Bradley who is my brother I mean when I say my brother like like I met him and I was like dude I want this guy to mentor me I got around him I bought his training platform I grabbed his platform to upload my training I got as close to him as I could so smart our best friends now we run everywhere together my family's just with them all week and we go on vacations we do everything together it's like dude like you have no idea if you want something to pursue it like crazy but social media we've we've destroyed social media and we built our entire business on no ads all organic social media I love that about you I that's how I found you I found you from that how talked about you mentioned faith a few times where did that play a role and did that help change and elevate you do you think yeah so 2011 gave my life to God went about three years straight didn't cuss didn't do nothing I wanted to be a preacher I used to buy these prayer changes things bracelets thousands of them at hand about the gas station and I just realized man that I was too raw I was too wild I probably get thrown out of every church that I got in and I mean like for real like I just and only because like that's not my style sometimes I'll cuss sometimes I'm a loose cannon you know but do like that might perfect the way God made me but I'm not I'm not the typical in church mouth I like to be direct I don't care you know I want to get my point across if I see somebody is like hurting like I'm not I'm not going to walk on eggshells around you I just want to be like dude let's change this is the problem here's a solution let's fix it right and people don't like that so I started a ministry you have a ministry whether you believe it or not dude you save more people than some churches we are the church okay people say why I've heard you cuss this guy's a hypocrite bull dude I know a lot of people the perfect mouth and a bad heart okay God knows the heart I got a great heart sometimes I got a bad mouth when I get pissed off and I want stuff to change sometimes I start flying out things that I don't want to say but dude it's just that's my style okay and that's why I didn't go to a church so I said you know what we're gonna open the Elliott group we're literally gonna show people massive amounts of love we're gonna teach them how to operate businesses we're gonna make sure that they can be close to their families and just crush it and be the top 1% in their industry we started automotive then we niched out to all industries but the biggest thing is is that I think that with God God's number one and you know I try to tell people a lot of times that God is number one and I think that this is a ministry you know we train about 500,000 salespeople so it's a lot of people have 500,000 people on our training system right now right we can actively count and you know it's like dude that's the church man yeah it's a church and I tell everybody hey go find your go find you know your own church and you're teaching a way of being all the time so yeah by example is everything yeah by the way we're in an era where people know exactly what to say but they don't do what they say that's right you know I'm saying so I just say like if you want to find a mentor or you know in the era of the greatest influencers ever and everybody's trying to be an influencer just watch what people do and that's the biggest thing so when you look at your I think you're a phenomenal leader obviously you built this you have people you just coming into interview today your whole team is greeting us with hugs and telling showing us around they're so proud of what you've built and working with you and and all that it's it's quite epic when you look at leadership what do you think makes you a good leader obviously you're very direct in your but what do you what would you describe as what's made you a good leader well to me leading by example is huge and so it's like this if you're gonna come work for me number one I'm gonna do what I say I'm gonna do right that's part well first of all let's let's go back to day one right I meet you on my K what's going on I'm Andy you're my coaching program I would only hire you out of my coaching program because I would watch the way you develop in my coaching program and then I would be like oh this is a person that's for me day one I would say number one what makes you a good leader is that if I ever lie to you just once leave get out of here if I lie to you one time wow so number one I'm held accountable to never lie to you that's number one number two loyalty is everything to me I my biggest weakness is betrayal mm-hmm I hate betrayal I hate it so when I built this business I tell people I'm gonna tell you my weakness up front betrayal mm-hmm if you want to come work for me I'm going to treat you like my wife mm-hmm like I give her everything I'm only gonna have one if something better comes along I don't care she's my girl she's my baby girl I'm gonna die with her I want to know if I true if I treat you great if I take care of you if I bring you in to the brotherhood do I treat you like family like are you gonna die with us like because if you like oh I want to be here for five years but I don't go start my own business I don't want to invest five years no okay like I want to be with people that want to build something special with me I want to build I want to be with people I want to build an empire something cool you know which is something you've totally done and you're continuing to do it how did you get those first few people like if you think about like when you first started this vision was it how long did it take you to understand like this is who I need this is who I want this is the right people to surround myself with yeah so number one it's finding people who believe what you believe is big and since I have a coaching program it's a little unfair for me to most companies because I have people that train and then I'll teach them and then they'll go back home and then they change and then they come back at 30 days later and I can see if they have changed and when I see them keep coming back and changing then I'm like man he's one of us right you know I'm saying and then I'm like hey we need this guy because he's not a fraud he's real but I would tell you almost anybody if you want to hire people that are like you I believe that those that suffer together right you can tell who your people are so we do these workouts all the time with our team every morning we do big workouts right even to this day we still do them every day and when I have people come in I do a 10 15-day trial with them okay which means I'm not gonna hire you I just want you to come in I want to introduce you to my clientele I want you to make some calls I'm gonna train you I'll see how you grow and I want to I want to suffer with you I want to grind and you know we'll do like seven minutes of hell like on burpees right and I'm just going dude going going going going my wife's sick she's psycho we're going and we're intentionally trying to break people to see if they're okay and if they'll just throw up on themselves and keep going your person because I don't want people to quit when it's when it's top and you know the reality as it can get hard yeah so you asked how did we build the foundation of the Elliott group the build is the bitch yeah it's the hardest thing there wasn't a lot of leads you know you know how it goes in the beginning it's hard you don't know where things are gonna happen you're really unsure how much you can pay your people there's a lot of uncertainties but these people they moved across the country they didn't ask about pay and they just said look dude we want to build this with you we know this is going to go somewhere we understand the mission and we're in and so my first level of loyalty in our company came from people believing in the mission and honestly dude like any company in the world any company that wants to build something special don't go out and try to recruit the best talent go find people who believe what you believe I love broken people I'm a type somebody's listening and they're broken you're dangerous like your wounds will turn into your weapons I hire broken people and they're they're the greatest man people that honestly have been let down and betrayed if you can invest in them show them love help them create a new identity dude they're with you until they die they will super loyal leave you my wife was the first person to believe in me like I knew like when she believed in me I saw a level of belief I've never saw myself I cannot be without her that's how a lot of my team is with us because we've made sure that we've shown them that that crazy love yeah you know what I mean it's interesting as I'm talking to you I'm realizing this you know I initially initially came in thinking okay I'm going to interview him more about sales I want to understand how he got so strong in sales but what I'm seeing is this commonality it doesn't matter if I'm interviewing a preacher or somebody top of their game with fitness or top of their game with sales or somebody in that teaches speaking whatever the commonality I see is this strong ability to lead that's really what it is and you said that earlier it's truly leadership I think you could teach honestly anything and you can run a company with any topic and it's your leadership that would bring it to the top level that's it man we're in the world we're in an era of the worst leader in the history of time like and that's why like you may think sometimes like you're running a business or you're being an influencer no dude you're actually making more leaders like the people that are watching you they're just becoming a better leader like that's what we're doing like when I train people I'm teaching them the catch the bait the hook is money I'm like you want to make more money hey click here but really what I'm doing is I'm like click here and as I'm teaching you maybe a word track to sell clothes negotiate I'm actually telling you also at the end of the day like you're learning all this you can also go teach it to other people right like you're a leader okay like you're you're in whether you have the title that you're in charge you're in charge okay and that's what we need to do we shouldn't create more leaders so your your skill set is actually you're a leader who happens to love sales so you picked sales as your genre but you really honestly you could go start a cooking company and I think you would still crush it just because of your leadership skills yeah dude I used to carry a gallon of water every day to work when I worked in a normal job and I would put two scoops of BCA's in it every day and it would be pink so my guys carried a jug of water two scoops of BCA's pink every day I wear Nike fit polo shirts they do too I wear Converse they do too I wear Chubby's five inch six inch short they do too they would wear the same thing you know why because the leader wow and that's what I wish we would have more of is that listen if you're a great leader if you're a great leader your team people say well no that's a cult no no no listen it's called leadership when you do things and have a standard in which somebody's never seen people don't always get their goals but they always get their standards and if you have a really high standard people are like damn man like like I want a standard like that they will emulate not envy they will emulate exactly what you're doing and then you create an army well you've also create you're also making a legacy about what you teach and I like that because it's I also notice it's not focused on you you're the Elliott group you're focused on it's not Andy Elliott no right it's like you and I and I really admire that because I don't see that often it's really truly not about you you you are the face of it in a lot of ways but you are truly into getting your team and your people better yeah there's and I'll share this I haven't shared this a lot but I'll share a little vision like this is my vision okay so if you took Andy Frazella and my let Russell Brunson Bradley David Goggins you know and you took this this big lineup of you know Gary V you took these top 10 15 influencers in the world if they all work for one company that company could take over the world one company but they don't they all work for different companies now they're all a brotherhood right I talked to all these guys we're all we're all brothers I want me big picture Andy Elliott where my guys play talk about leadership leadership is about you explaining to your team where they fit in in your company big picture when we started our company it was the Elliott group instead of Andy Elliott like Grant Cardone is Grant Cardone Tony Robbins is Tony Robbins when Tony Robbins is gone who's that's right no one there's nobody prepared to it's not the Tony Robbins team no it's not the Robbins team it's so it's the Elliott group which means my children I'm not ever wanting to exit I'm good we're just gonna build it but here's my goal my team underneath me I have about 20 guys out of 100 people I have 20 now that are identical to me just as wild as me love people just like me they're identical in the teaching they know the coaching they're obsessed they're totally immersion right just like total immersion I'm building these guys to be some of the greatest influencers ever okay and my goal is in five or ten or five or ten years from now I want to have 20 of the greatest influencers in the world be my guys that I built up that literally each one of my guys now they're all out there in the world but we're all housed under the Elliott group I overpay my guys I pay him more money than anybody else because I don't care yeah every company's out there they're like hey how can I get away with not paying my guys as much no that's why you can't go to sleep at night that's why people are recruiting your people at night your people know that you're underpaying him and yet you want to work less I'm working more and I'm paying him and they want to work harder for you and grow they see the vision more because they're feeling taken care of yeah in the people's lives we change is crazy like I said it's a ministry yeah okay and you can't go out into real world and talk to normal average people about hey we have a ministry then what do you mean you know it's like dude you don't get it that's why I'm not having this conversation that's why I said at the end of that hey if you don't have a six-pack some of you would would sue me right I know you would that's why this conversation wasn't for you yes because I knew that people will run that backwards and that's why I want to tell you that I truly think that if you want to build something special number one overpay your people seriously paying more than anybody else take good care of them they'll take care of you until they die okay do you want to hire a team for five years ten years you want to hire a team for the rest of your life you want to go enjoy time with your kids and family overpay your people yeah guess what they'll watch your team while you're gone they'll watch your company while you're gone they'll work for your company like it was yours they'll spend your money and watch it like it was your like it was their money mmm and nobody does this anymore because everybody's what's in it for me here's what I've learned if you want to make a lot of money give what you want that's right and they're also taking old-school business advice so it's just like dollars and cents and they're not looking from a leadership perspective the way that you were talking about that's it yeah because we're in a world that's that has a massive shortage of leadership and sales I do have a couple questions about sales okay why so many people shut down to sales they're afraid of it they think that you're only born with it it's cheesy that it's sleazy they don't want it I think of sales as is a way to help people it's a solution it's your understanding people and solving a problem what's your view on sales and why so sales is simple it's communicating it's very simple if you want to kill it in sales become a master communicator master communicating means make it easy to say yes to hard to say no to and make it the client's idea every single time okay if you can't communicate you're not selling and by the way nobody's really selling everybody's helping if you have a good product okay your job is to be good at sales you can take the pressure out of the dill to make it easy for people to say yes to and that's all done by one simple thing it's communicating so that's it I mean do and by the way listen let's just say I'm just giving an example that somebody's like oh dude you know what do you think about these fitness trainers I'm just giving example people say oh man there's cheats thiefs and liars okay well what would they say after they met you what would they say after they met this person or that all it matters is you I don't give a what anybody thinks about anybody else what do they think after they meet you that's all that matters so do me a favor get that crap out of your brain sales is needed okay the highest paid people in the world are in cells so just learn to be a master communicator so that's what we teach people really how to communicate speak talk everybody needs an image coach like you're an image coach like you're like hey listen whatever you do like look look look great why you do it yeah like image cells speaking like all that stuff makes you great it sells you are you're so incredible this is so motivating and so incredible thank you so much how can people find more where do where do you want them to go if they are like I've got to learn more I want to be enrolled in your can anyone sign up and take your programs is it how does that work yeah so like and by the way people say why I'm not in cells everybody's in cells okay like just just trust me if you have a mouth and you can speak you know you have to convince your wife to fall more in love with you every day you got to convince your boss your job your boss to give you a pay raise okay like everybody's in cells one way shape or form if you want to bring something to an end or get what you want you're in cells you need to learn how to close and that's how to communicate just body language tonality right like all that stuff but if somebody we have a text line it's very simple people can text us what they want leadership training cells training and they can text<PHONE_NUMBER> so people text<PHONE_NUMBER> then go to official Andy Elliott on Instagram but if they just text that number just say hey man and I'm I know this sounds crazy but like hey I want to be a better leader and then my name's Bobby dude we'll reach out to you number one will send you I mean you can get into leadership training for 99 bucks a month that's incredible yeah so it's not like you know you have to spend thousands of dollars like you know there's big ticket items but also for 99 bucks a month you can get into a coaching program that's every Monday where I go over leadership training so it's just it's just whatever you know your audience obviously you do a great job killing it and I'm sure that everybody that's with you I'm held are you again almost 52 you can ask me almost I was just telling my wife that I said babe just think about this everybody has an excuse right you we literally have no excuses anybody and everybody that wants to level up it's just a decision so hopefully today on this podcast I've just having a normal conversation that people are like man you know what I'm ready to make a decision and that means whether they reach out to you on Instagram and you know or however they reach out to you and get set up or whether that's they reach out to me by the way this will go over to my audience too so can you tell them how to find you yeah Natalie Jill fit on Instagram is the best way or Natalie Jill calm yeah and what I love is that you do what you say you're gonna do okay you're here with your husband today right he came in with you always say take your family to share how we how we actually how I got to you how we met because I he you had and he had an Instagram video up and I'm a salesperson too I mean and I and I say it with no shame because I love sales but I reached out to you and I first I looked at all of your stuff so I wasn't sending you some just generic message and I did make it personal and told you what I liked and then what I wanted to do for you so there was something in it for you too and that's I think something people do wrong ask me for something and make it about themselves all the time no no dude I think everybody in life the deals only good if it's good for both parties right yep yeah so I just want to say as as we push together I look forward to having you help our company and you know we look forward any way that we can help you just being around good people being in the proximity of great people just people underestimate the power of that it's super cool you guys walking into our company today you know it's kind of like you get a chance to see us on Instagram but when you come into the company you're like damn man yeah you know like like this is cool when I've met Andy Frazzello we go to his company you're walking the first formula damn you know it's like it's like different like these guys just starting influencers like they run businesses like they love life they treat their people good like their cultures are amazing you know so we appreciate you coming down to thank you so much thank you so much thank you hey guys I just want to tell you the true one percentage you made it till the end of the video do me a favor share it with the friend that wants to go to another level make sure you like the video comment below so I know who you are set your notifications and then subscribe to the channel we got daily sales training videos dropping I'll see you soon


Good morning everybody, I'm Francesco Colizzi from IRB Barcelona, the Rothschild lab, working in the Rothschild lab. Today we will see in this short talk how all that you have learned so far and what you will learn tomorrow on free energy calculation can be combined to face scientific problems a different kind. Although I'm the one presenting now this work has been mostly done by von Westermayer and Adam Hospital. Right, so there are three keywords in the title, AGFR as chemical transformation and building block, and we'll see what they means. Hopefully, you know already a little bit what they means. AGFR is the Pidermal Growth Factor. It's a receptor. It's a serial receptor and the misregulation of this receptor creates programming in the cell and this problem in the cells may need to cancer mostly. There are drugs that have been developed to tackle this. There are mostly ATP competitive inhibitors that bind to the kinase domain of the Epidermal Growth Factor receptor, but resistance can be easily developed during the development of cancer. So new drugs are always needed to tackle new mutation, basically. The receptor is also over-expressive many times. 60% of patients with metastatic no small, so longer habit are over-expressive and mutation may cause loss of therapeutic efficacy. So that's why it's critical to understand and to be able to predict whether or not the mutation. For instance, a new mutation will create resistance or not. So we have collected a little bit of experimental data that are shown here in the table with binding affinity and there are mutations that are a little bit spread everywhere around the active site, but also far away from the active site and we will see how this can affect or can be problematic sometimes for the simulation that we will discuss here today. For chemical transformation, how do we want to predict the effect of a mutation? We do it by calculating the free energy difference of the transformation from one amino acid into another and we do this with a non-physical, but they call it alchemical transformation. In this alchemical transformation, we have a tonion of one system. For instance, here we have a valine that is coupled with the shifting parameter lambda and when lambda is zero, the system resembles to a valine. When lambda is one, then the system is coupled with the serine. And what we can do is to shift the system from one side to the other and we can do this in several times, in several ways. The approach I will be looking at today here, it's an equilibrium approach, so which means that we are doing this transition, this transformation very fast in the range of 50 picoseconds or 100 picoseconds. I will do this exploiting Gromax thermodynamic integration feature and PMX to generate the topologies and also to analyze the data afterwards. Here in this slide on the left, you have a little plot of what we are doing. The system goes from A to state B coupled to lambda, it goes from zero to one, we pull it basically from one side to the other and then we pull it back. Then there is a lot of statistical mechanics that have been developed, starting from the Jartzinski equation and also the Krupp's situation theorem for the bidirectional approach and basically that help us to discount all the dissipated work because we are out of equilibrium and to recover the free energy difference of the process that we are simulating. Graphically speaking, this equation can be interpreted like the delta G shown in this equation is basically the intersection between the two Gaussian distribution of the work for the forward and reverse transition. You will see a lot of this probably tomorrow in the free energy calculation lessons. All right, so then all we will be doing, we are using several tools, different tools and we want to combine them in an efficient way. What we are doing this by combining building blocks, putting these tools into building blocks and then assembling building blocks in the way we like the most. This is very useful because then we can give these building blocks to a workflow manager that can parallelize for instance on a supercomputer. So building blocks makes everything more easily. You can take the feature from different tools and put them together. We have seen this already, Adam explained it very well. One interesting feature also, building blocks, is that they can combine it with a workflow manager such as PyCom's and then scale it on a run on a supercomputer. For instance, here we are using Marin Ostrom to do this kind of calculation. So you can get a terrific parallelization of this simulation. Also, I would like to add that a chemical transformation because we are doing this each realization independently from the others. This is an intrinsic added value because it is intrinsically parallel. You can run a lot of simulation at the same time and then gather together the results. So the scalability is very high. So all these, once you put everything together, workflows, building blocks, knowledge of what you are doing, then you can apply everything to real-sense problems. Also, let's go back to our real-sense problem, real-case scenario. We want to predict the resistance of a mutation to a drug. So here we have on the left AGFR, the enzyme, the kinase domain. When we add the drug, the drug binds to the TPSY binding side with the nanomolar affinity and this gives inhibition of the enzyme with positive therapeutic effects. But what happens if we have a mutation, passions that have developed a mutation? We have the same drugs and the question that we would like to answer or we are, we will for sure wondering is whether or not the drug is still effective in treating the passion. And this is what we are going to do here. Now in the next step, how do we do that? By calculating the free energy difference with of the ligand or the drug for the enzyme and the drug for the mutated enzyme. How do we do that? We do it by building a thermodynamic cycle. Here the vertical branches of this thermodynamic cycle basically shows us the HAPL wild type structure and here if we add the drug, we can calculate the delta G of binding of the drug and on the parallel side, here on the right, always on the vertical branches of this thermodynamic cycle, we have the mutation of our enzyme, we add the drug and then we can calculate the delta G of adding the drug to the mutated enzyme. But the problem here is that adding a drug can be quite disruptive alchemical transformation. So what we could do and to have every few more under control is to add as little as possible perturbation to our system and this is achieved by exploiting the thermodynamic cycle and using, calculating the delta G, one for instance, to move from the HAPL wild type to the mutated enzyme and then to do the same transition transformation with the OLO enzyme with the drug bound to the active site and calculating delta G4. And what this thermodynamic site tells us is that basically we can get the free energy difference in the delta G of binding between the mutated and the wild type enzyme in this way. All right, some preliminary results. We're still running simulation, honestly, on this and I will not go into the details. So we have assembled 23 clinical mutations. We are testing three drug inhibitors. This is the table of the results and overall what we are observing is that we're correctly cascifying mutation with the 90 percent accuracy, which is a good and 10 percent that we are missing are what we are mostly related to cases where the delta G of binding is small and is within the basically is within the root mean square error of our calculation that we have assessed to be around 1 kcal per mole, which is also what all the people doing this kind of calculation have observed. So the future application what we are looking at is to use the tools that we have in our hands, the workflow that we have assembled by combining together different building blocks to perform a systematic drug resistance profiling of a GF4. So we will mutate all around the active site recipes and we will calculate, we could calculate the delta G of binding and this way we could see whether or not a mutation is affecting the binding of a known drug. And to do this we may want to use a 10-fold affinity loss threshold criterion basically if the delta G of binding is larger than 1.36 kcal per mole, then we may estimate we may estimate the demutation generating resistance. If the delta G is lower than 1.36 kcal per mole, then we may assume that the binding is still effective. There is no 10-fold loss of affinity. And the drug may still be effective in binding the enzyme, treating the pathology. All right, when we do this, this kind of approaches may have a terrific impact on the clinical, even on the clinical treatment. Let's say that we have a new mutation, nobody knows what it's doing. You can ask your computational friend to do the simulation for you. And basically in less than 24 hours, you know whether or not the mutation is likely to generate a resistance or or not. And this may guide clinician basically in defining the therapeutic pathway. Of course, like with all the captures of the case, considering these are prediction and also for the caveats that I will show you that are soon here just at the bottom of this page. So this kind of study may also help in prioritizing candidate compounds for clinical trials and ultimately help in expanding the domain of application of personalized medicine. The caveats are several and we should very well know them. So mutation can generate a conformational change, okay, after conformational equilibrium of your protein. For instance, in kinase there are two states at least, active and inactive states that are in equilibrium and mutation may alter this equilibrium, shifting the population, the protein towards a conformation that we are not taking into account in our calculation. Also because we're doing the simulation so fast out of equilibrium there is likely in a poor sampling of a ion redistribution it may also affect the calculation and the generate artifacts in the free energy calculation that we're doing. And finally we're looking only or we're not looking only what we may attempt and we may be tempted to look only at the free energy of binding of the drug but for instance in this case of AGFR the mutation may also alter and modulate the affinity of ATP which is the natural substrate of this enzyme. There are no mutations such as the cavekeeper one that alters the affinity to ATP and it is this that indirectly affect the or not the binding of drugs so you need to be careful also with this and also here the substrate affinity can be modulated but this is like because the substrate is usually a protein this becomes a little bit too complicated to model and we are not handling that for now so far but these cavities should be like kept in mind because like the number seems to be correct, but there might be exception to this correctness so wrapping up what we have seen in this short talk is that like a bunch of computational tools varietal computational tools, although we have gone into the details of them, but where user were combined together into a new workflow that was then scale a scale it on a supercomputer to have a a super efficient parallelization basically yeah on thousands of core you can run the simulation simultaneously on thousands of core and in a couple of hours get the maybe in a couple of hours get the results for one mutation even less than a couple of hours and and yeah and do really impactful research because you can really give the answer in real time to the question that is it might be very critical for instance for a new mutation that appear in a passion we have seen that the HFF mutation have been correctly classified in about 90 percent of the cases it was a promising this is a good promising results that put us in a position an optimistic position to look at the next step the outlook like systematic drug resistance profiling that may enable real-time clinical and clinical support guiding basically clinicians into the most effective therapeutic path we still need to be aware of the limit of this method and if we handle the limits then we can better understand how much farther we can push our prediction this is the end of this short talk these are the people the many people probably not all of them I'm sure there are other people that are not listed here. That is the main contributor to this project and I would like to thank you for your attention and let's see if we can have a question-answer session live session


Live from Boston, Massachusetts, it's theCUBE. Covering AWS Reinforce 2019. Brought to you by Amazon Web Services and its ecosystem partners. Okay, welcome back everyone. CUBE's live coverage here in Boston, messages of AWS Reinforce, that's Amazon Web Services first inaugural conference around cloud security. I'm John Furrier with Dave Vellante. One of the top stories here at the announced, being announced here at Reinforce is the VPC traffic mirroring. And we wanted to bring in CUBE alumni and friend, Mike Bannick, who's the VP of marketing at Vectra, who specializes in networking. Welcome to theCUBE. We go way back, HP networking. You got a hot startup here. So I wanted to really bring you in to help unpack this VPC traffic mirroring product. It's probably the media's announcement of everything on stage. Other stuff was general availability of Security Hub, which is great, great product. Absolutely. And guard duty as well, all these other stuff happen. But the VPC traffic mirroring is a killer feature for a lot of reasons. Absolutely. But it brings some challenges and some opportunities that might be downstream, but I want to get the thoughts on what is your take on the VPC traffic mirroring? So at the highest level, it brings a lot of value because it allows you to get visibility into something that's really opaque, which is the traffic within the cloud. And in the past, the way people were solving this was they had to put an agent on the workload. And nobody wants that. One, it's hard to manage. You don't want dozens to hundreds or thousands of agents. And also it's going to slow things down. And third, it can be subverted. You get the advanced attacker in there. He knows how to get below that level and operate it in a way where he can hide his communication and his behavior isn't seen. With traffic mirroring, we're getting a copy of the packet from below the hypervisor. Cannot be subverted. And so we're seeing everything and we're also not slowing down the traffic in the virtual private cloud. So it allows us to extract just the right data for a security application, which is in our case metadata, and enrich it with information that's necessary for detecting threats and also in performing an investigation. Yeah, it was definitely the announcement that everybody has been talking about has the buzz. So from a partner perspective, how do you guys tie into that? What do you do? What's the value that you bring to the customer? So the value that we're bringing really stems from what you can do with our platform. There's two things everybody's looking to do at the highest level, which is detect threats and respond to threats. On the detection side, we could take the metadata that we've extracted and we've enriched, and we run it through machine learning algorithms. And from there, we not only get a detection, but we can correlate it to the workloads we're seeing it on. And so we can present much more of an incident report rather than just a security alert saying, hey, something bad happened over there. It's not just something bad happened, but these four bad things happened. And they happened in this time sequence over this period of time. And it involved these other workloads. So we can give you a sense of what the attack campaign looks like. So you get a sense of like with cancer, it's not just you have bad cells in your liver, but they've metastasized to these other places. We also will keep that metadata in something we call Cognito Recall, which is in AWS. And it has pre-built analytics and saved searches. So that once you get that early warning signal from Cognito Detect, you know exactly where to start looking for. You can peel back all the unrelated metadata and you can look specifically at what's happened during the time of that incident in order to perform your threat investigation and respond rapidly to that threat. So you guys do have a lot of machine intelligence, you know, AKA AI chops. How close are we to be able to use that AI to not only identify, you know, detect, but begin to automate responses. Are we there yet? Is it something that people want, don't want? We're getting close to being there to answer your first question and people aren't sure that they want it yet. And here's some of the rationale behind it. You know, like we generally say that our AI is pretty smart, but security operations, people are still the brains of the operation. There's so much human intelligence, so much contextual knowledge that a security operations person can apply to the threats that we detect. They can look at something and say, oh yeah, I see the user account, the service that's being turned on from, you know, this particular workload. I know exactly what's happening with that. They add so much value. So we look at what we're doing is augmenting the security operations team. We're reducing their workload by taking all the mundane work and automating that and putting the right details at their fingertips so they can take action. Now there's some things that are highly repeatable that they do like to use playbooks for. So we partner with companies like Phantom, which got bought by Splunk, and Demista, which Palo Alto Network's acquired. They've built some really good playbooks for some of those well-defined situations. And there was a couple of presentations on the floor that talked about those use cases. Yeah, Phantom was a pretty good solid product. It's built in the security hub. Security hub's a nice product. But I don't get back to the VPC traffic mirroring. It makes so much sense. I mean, it's about time. Yes. Finally they got it done. This didn't make any sense. It wasn't done before. But I got to ask, first of all, the analytics. You said in the queue before, network doesn't lie. The network doesn't lie. Network doesn't lie. And the subversion piece is a key piece. It's better be the lowest level possible. That's a great spot for the data. So totally agree. Where do you guys create value? Because now that everyone's got available VPC traffic mirroring, how do you guys take advantage of that? What's next for you guys? Is it, where's the differentiation come from? Where's the value go next? Yeah, there's really three things that I tend to focus on. One is we enrich the metadata that we're extracting with a lot of important data that makes it, it really accelerates the threat investigation. So things like directionality. Things like building a notion of what's the identity of the workload or when you're running us on prem, the device, because IP addresses change. There's dynamic things in there. So having a sense of consistency over a period of time is extremely valuable for performing a threat investigation. So that information gets put into recall for the metadata store. If people have a data lake that they want to have us send it to, whether it's elastic or Splunk Kafka, then that is included in what we send to them in Zeke format. They use all their Zeke tooling. So they're not wasting any money there. And then the second piece is around the way that we build analytics. There's always a pairing of somebody from security research with a data scientist. The security researcher explains the tools, the tactics, the techniques of the attacker. So that way the data scientist isn't being completely random about what features do they want to find in the network traffic. They're being really specific to what features are going to actually pair to that tool, tactic and technique. So that way the efficacy of the algorithm is better. We've been doing this for five plus years and that history speaks for something because some of the learning we've had is, all right, in the beginning, there were maybe a couple different supervised techniques to apply. Well now we're applying those supervised techniques with some deep learning techniques so that way the performance of the algorithm is actually 90% more effective than it was five years ago. First rule out. So you're differentiating with software, get the data, extract the data, which is the metadata. Which you were doing anyway but now it's more efficient. Low speed, no problems with informants and the agents you mentioned earlier. Now it's better data. Impact the customers. What's the revelation here for at the end of the day your customer and Amazon's customers through you? What do they get out of it? What's the benefit to them? So it's all about reducing the time to detect and the time to respond. We had one of our Fortune 250 customers present last week at the Gardner Security Summit. Still on stage, gentlemen from Parker Hannafin talked about how they had an incident that they got an urgent alert from Cognito. It told them about an attack campaign. He was immediately alerted to 45 different machines that were sending data to the cloud. He automatically knew about what were the patterns of data, the volume of data. They immediately know exactly what the services that were being used within the cloud. They were able to respond to this and get it all under control in less than 24 hours. But it's because they had the right data at their fingertips to make rapid decisions before there was any risk. What they ended up finding was it was actually a new application, but somebody had actually not followed the procedures of the organization that keeps them compliant with so many of their end users. In the end, it saved tremendous time and money. And if that was a real breach, it would have actually prevented them from losing proprietary information. Well, historically it would take 250 days to even find out that there was a breach. Right. And then by then, who knows what's been exfiltrated? Yeah, we had a couple of firms that run red team exercises for a living, come by and they said, I said to them, do you know who we are? And they said, of course we know who you are. There's one tool out there that finds us, it's Vectra. I'm like, okay, let me tell you about the news. We didn't try to say that. That's the kind of historical on-prem. So what do you do for on-prem? But is this all running in AWS? Is it cloud-only? It's actually both. So we know that there's a lot of companies that come here that have never owned a server. And everything's been in AWS from day one. And for... No IT. Exactly. And for them, we can run everything. We have the sensor attached to VPC traffic mirroring in AWS. We can have the brain of the cognitive platform in AWS. So for them, they don't need anything on-prem. There's a lot of people that are in the lift and shift mode can be on-prem and in AWS. So they can choose, where do they want the brain? And they can have sensors in both places. And we have people that are coming to this event that they're hybrid cloud. They've got IT infrastructure in Azure, but they have production in AWS. And they have stuff that's on-prem. And we can meet that need too, because we work with the VTAP from Azure. And so we're not religious about this. It's all about giving the right data, the right place, reducing the time to detect and respond. Mike, thanks for coming in, sharing the insights on your perspective on the VPC traffic mirroring. Appreciate it. Give a quick plug for the company. What are you guys working on? What's the key focus you're hiring? You just got some big funding news. Take a minute to get the plug in for Vectra. Yeah, so we've gone through several years of consecutive more than doubling in an annual recurring revenue. I've been really fortunate to be earning a lot of customer business from the largest enterprises in the world. Recently had funding, $100 million led by TCV out of Menlo Park. Total capitalization is over 222 right now on the path to continue that doubling. But we've been really focusing on moving where the, already being where the puck is going to. By working with Amazon in advance on the traffic mirroring. And we know that today, people are using containers in the VM environment. We know that where they want to go is more serverless and leveraging containers more. We're already going in that direction. Well, great to see you. Congratulations. We've known each other for many, many years. It's our 10th anniversary in the queue. You were on year one. Great to know you and congratulations on the successful Vectra and great announcement with Amazon. Gives you a tailwind. Thanks a lot. It's great to see your growth as well. Congratulations. Thanks, Mike. Mike Bennett unpacking the relevance of the VPC traffic mirroring feature. This is kind of conversations we're having here. Deep conversations around stuff that matters around security and cloud security. Of course, the cubes bring any of the coverage from the inaugural event at Reinforced from AWS. We'll be right back after this short break.