Chris Jolly
0:05
There
is
no
playbook
to
any
of
this
stuff
.
You
have
to
develop
your
own
over
time
and
when
you
break
it
down
to
small
,
attainable
tasks
,
it's
just
like
because
there's
always
something
to
do
,
right
,
like
there's
always
another
task
that
you
can
work
on
and
this
and
that
,
where
I
found
that
building
up
my
own
system
and
really
forcing
myself
to
keep
it
simple
is
the
most
effective
way
,
because
it's
the
long
play
.
Blythe Brumleve
0:37
Welcome
into
another
episode
of
Everything
is
Logistics
,
a
podcast
for
the
thinkers
and
freight
.
We
are
proudly
presented
by
SPI
Logistics
and
I'm
your
host
,
Blythe
Brumleve
.
We've
got
a
great
episode
for
y'all
today
.
It
is
going
to
be
releasing
you
are
listening
to
this
,
hopefully
on
July
4th
.
So
we've
got
the
perfect
guest
for
y'all
,
and
that's
Chris
Jolly
,
aka
the
Freight
Coach
.
We're
going
to
be
talking
about
what
the
new
American
dream
looks
like
.
So
,
chris
,
welcome
back
to
the
show
.
Chris Jolly
1:03
Blythe
,
thank
you
so
much
for
having
me
on
.
I'm
already
fired
up
and
ready
just
to
get
this
rolling
,
because
I
always
enjoy
our
conversations
and
I
remember
when
we
both
started
well
,
you
had
been
doing
social
media
stuff
and
podcasting
for
a
long
time
,
but
when
we
first
met
back
it
was
back
in
2020
.
And
it's
like
we've
gotten
to
know
each
other
over
the
years
and
it's
like
every
time
we're
around
like
I
love
hanging
out
with
you
,
but
I'm
like
I
wish
we
could
hang
out
more
because
we
just
were
aligned
on
so
much
and
I'm
ready
to
rock
.
Blythe Brumleve
1:34
Yeah
,
I
mean
we
were
,
we
were
,
I
think
we
were
talking
for
a
good
you
know
10
minutes
and
we
probably
could
have
kept
it
going
before
we
hit
record
.
But
we
started
getting
fired
up
about
a
few
different
things
Jaguars
,
mostly
about
that
.
I'm
trying
to
enjoy
my
summer
before
I
have
to
start
worrying
about
this
team
,
so
I'm
still
in
like
the
summer
mode
,
summer
mindset
.
That's
where
I
get
a
lot
of
my
motivation
is
the
downtime
of
where
I
can
let
my
brain
sort
of
rest
and
relax
and
think
before
I
get
into
the
thralls
of
,
you
know
,
the
busy
fall
season
.
But
I
want
to
.
I
want
to
learn
about
where
you
find
sort
of
motivation
and
that's
where
I
want
to
kick
this
off
is
where
because
you
are
a
very
motivating
person
and
I
think
anybody
who
has
ever
listened
to
your
shows
and
knows
that
right
off
the
jump
.
So
I
just
want
to
jump
into
where
do
you
find
motivation
?
What
motivates
you
?
Chris Jolly
2:29
It's
something
that
you
know
.
For
me
,
I
think
now
it's
knowing
how
long
I
live
below
my
potential
,
and
I've
realized
that
over
these
last
couple
of
years
,
more
than
anything
is
,
it's
like
,
you
know
,
I
tried
so
long
to
just
kind
of
like
go
with
the
flow
and
be
liked
by
everybody
.
And
,
you
know
,
just
be
a
systems
person
,
right
,
like
work
in
the
system
,
work
for
a
corporation
,
knowing
that
I
didn't
actually
want
to
do
that
.
And
then
when
I
got
out
on
my
own
,
I'm
like
,
holy
shit
,
I
have
there's
so
much
opportunities
that
are
out
there
.
And
I'm
like
,
if
I
want
to
accomplish
what
I
know
I
can
accomplish
,
I
have
to
completely
reinvent
myself
and
I
have
to
be
committed
to
the
fact
that
this
is
a
lifelong
thing
.
Like
there
,
there
isn't
a
end
,
an
end
zone
for
me
,
there
isn't
a
goal
line
for
me
.
Chris Jolly
3:25
I
want
to
look
back
and
be
like
how
much
did
I
improve
over
my
lifetime
?
And
that's
my
ultimate
motivator
.
And
I
also
want
to
set
an
example
for
my
son
,
most
importantly
,
about
what
you
can
actually
do
if
you
really
are
willing
to
work
for
it
day
in
and
day
out
and
deal
with
all
the
bullshit
that
comes
your
way
.
Because
,
just
like
with
everybody
.
I
have
my
bad
days
,
just
like
fucking
everybody
,
but
I've
built
the
discipline
that
I'm
going
to
show
up
and
I'm
going
to
put
in
the
work
.
Yeah
,
some
days
might
not
be
as
effective
as
others
,
but
I'm
going
to
show
up
and
push
through
it
,
no
matter
what
.
Blythe Brumleve
4:12
Now
with
that
mindset
,
it's
very
entrepreneurial
.
So
I'm
curious
as
to
why
it
sort
of
took
you
a
while
.
Or
did
you
always
have
maybe
side
hustles
in
addition
to
a
full-time
career
?
Because
you
worked
in
freight
brokerage
,
if
I
remember
correctly
,
for
a
long
time
,
thought
you
were
going
to
become
an
executive
,
maybe
at
a
freight
company
,
but
then
I
think
the
market
maybe
shifted
for
you
.
And
give
me
a
glimpse
of
what
that
timeline
looked
like
,
because
you
sound
like
you've
maybe
always
been
this
motivated
,
this
passionate
,
which
is
like
the
core
,
I
think
,
feature
of
every
good
entrepreneur
.
So
I'm
curious
where
the
light
bulb
moment
was
for
you
to
say
I'm
going
to
actually
start
my
own
business
,
I'm
done
working
in
this
sort
of
corporate
grind
.
Chris Jolly
4:51
Yeah
,
no
,
it
was
back
in
2020
.
I
had
just
moved
to
Arizona
with
my
wife
and
my
son
and
I
was
looking
.
I
just
felt
like
I
had
accomplished
everything
I
could
in
brokerage
.
I
wanted
to
go
try
something
new
At
least
,
that's
that's
what
I
thought
and
I
went
out
there
.
I
had
a
bunch
of
interviews
lined
up
and
I
resigned
from
my
job
and
then
COVID
became
COVID
and
all
the
interviews
went
away
.
Chris Jolly
5:15
I
was
out
of
a
job
,
beginning
of
a
pandemic
and
I'm
like
fuck
,
what
am
I
going
to
do
here
?
And
you
know
,
it
was
like
I
unapologetically
talk
about
my
faith
.
I'm
a
man
of
God
.
I'd
been
praying
for
a
long
time
Like
I
want
to
be
my
own
boss
,
I
want
to
do
my
own
thing
.
There
was
something
that
was
speaking
to
me
to
to
go
out
and
do
it
Right
,
because
I
don't
like
I
.
I'm
a
.
I
will
say
I'm
a
great
employee
because
I
show
up
,
I
do
my
job
and
everything
else
.
I
might
not
be
the
easiest
person
to
work
with
,
but
I
show
up
every
single
day
and
I
do
my
job
to
my
best
abilities
.
And
I
wanted
to
do
it
for
myself
.
Chris Jolly
5:51
I
had
saw
a
buddy
of
mine
go
out
and
start
his
own
freight
brokerage
and
I
think
like
that
was
kind
of
the
real
driving
thing
behind
it
was
is
it
was
a
little
I'll
call
it
what
it
was
probably
jealousy
,
at
the
time
where
I'm
like
,
well
,
damn
,
if
he
can
fucking
do
it
,
I
can
do
it
,
why
am
I
not
doing
it
?
You
know
,
and
you
know
again
back
to
my
faith
God
works
in
mysterious
ways
and
I
think
that
that
was
that
time
where
he's
like
,
ah
,
if
you're
serious
about
it
,
here's
your
opportunity
.
Nobody's
hiring
,
no
one's
going
to
hire
you
for
the
next
90
days
.
You
know
,
if
you
want
to
start
a
business
,
this
is
your
time
.
And
I
and
I
truly
feel
that
and
you
don't
have
to
be
uh
,
you
know
a
person
of
faith
or
religious
to
feel
this
way
I
truly
feel
like
you
were
given
a
couple
of
windows
in
your
life
to
do
what
you
were
truly
meant
to
do
,
and
most
people
look
past
them
.
Most
people
don't
see
them
for
what
it
is
,
because
it
is
hard
.
It's
really
hard
to
go
out
and
essentially
throw
away
the
money
that
you
could
be
making
and
get
kicked
in
the
fucking
teeth
repeatedly
every
single
day
.
Chris Jolly
6:54
But
it's
one
of
those
things
where
it's
like
I
have
to
find
that
motivation
to
figure
it
out
,
because
if
I
don't
,
I
truly
feel
like
I'm
going
to
have
to
answer
to
God
one
day
when
I
go
to
heaven
and
he's
going
to
be
like
,
really
,
you
,
you
had
it
all
there
,
you
,
you
were
that
close
and
you
just
went
back
to
your
old
ways
.
So
that
scares
me
more
than
anything
.
And
this
is
I've
never
told
anybody
this
blithe
.
So
this
is
full
,
brutal
transparency
,
that
that
that's
kind
of
one
of
those
things
that
,
like
it
really
centered
me
and
it
made
me
think
like
,
hey
,
if
I'm
going
to
do
this
,
if
I'm
going
to
pursue
it
,
this
is
my
time
,
this
is
my
moment
and
I
have
to
go
for
it
.
Blythe Brumleve
7:37
It's
almost
like
you
.
You
need
faith
in
that
timeframe
of
when
you
make
the
decision
,
of
when
you're
going
to
go
out
on
your
own
,
because
you
have
no
idea
where
your
next
check
is
going
to
come
from
.
And
that
just
lights
a
different
kind
of
fire
underneath
you
,
where
you
know
it's
going
to
happen
,
you
know
it's
going
to
work
out
,
and
I
think
that
there's
a
level
of
of
faith
but
also
a
stubbornness
to
keep
working
at
it
until
you
figure
it
out
.
Is
that
the
same
?
Do
you
find
that
that
was
the
same
for
you
?
Chris Jolly
8:09
That
is
literally
me
in
a
nutshell
.
I
could
plan
everything
out
and
again
,
this
isn't
me
saying
go
be
reckless
.
There's
a
lot
of
value
in
planning
and
building
a
structure
,
but
I'm
the
type
of
person
where
,
for
the
overwhelming
majority
of
my
life
,
I
always
thought
like
there
was
a
new
way
of
doing
it
or
there's
a
better
way
to
lose
weight
or
do
this
,
and
I
overlooked
how
simple
it
actually
truly
is
.
Right
,
like
it
.
It's
.
It's
.
It's
not
easy
,
but
it's
.
It's
simple
in
its
concept
.
Right
,
like
with
work
.
I'm
in
a
group
called
the
RTA
Syndicate
.
Andy
Frisella
and
Ed
Milet
run
this
and
like
from
a
content
perspective
,
from
like
a
free
business
perspective
.
Those
are
the
two
individuals
that
you
need
to
follow
,
because
they've
both
built
actual
,
real
businesses
and
they
talk
about
like
having
simple
,
effective
tasks
every
single
day
inside
of
your
business
,
and
that's
really
what
my
days
are
.
Chris Jolly
9:07
Deduced
down
to
now
is
I
have
core
things
that
I
have
to
accomplish
every
single
day
because
I
am
managing
a
couple
of
things
right
now
,
so
it's
like
I
have
to
find
all
my
own
guests
,
so
that's
a
critical
task
every
single
day
.
Find
guests
for
your
podcast
Two
guests
a
day
is
my
thing
,
where
I'll
reach
out
to
people
via
DM
,
email
text
.
Whatever
.
I'll
do
that
every
single
day
.
I
got
to
meet
with
my
sales
rep
that
I
hired
.
That's
on
my
critical
task
list
.
I
got
to
meet
with
my
marketing
guy
every
single
day
.
That's
my
critical
tasks
list
.
So
it's
like
making
sure
that
I'm
doing
that
,
because
there
is
no
playbook
to
any
of
this
stuff
.
Chris Jolly
9:43
You
have
to
develop
your
own
over
time
,
and
when
you
break
it
down
to
small
,
attainable
tasks
,
is
it's
just
like
cause
there's
always
something
to
do
,
right
,
like
there's
always
another
task
that
you
can
work
on
and
this
and
that
where
I
found
that
building
up
my
own
system
and
really
forcing
myself
to
keep
it
simple
is
the
most
effective
way
because
it's
the
long
play
,
right
Like
it's
same
like
with
.
You
know
cause
I've
really
taken
a
lot
of
reinventing
my
health
here
here
recently
and
I'll
talk
about
it
more
in
a
later
date
in
time
about
why
I
did
it
but
for
me
it's
like
it's
finding
what
works
for
me
and
sticking
to
that
.
Stop
paying
attention
to
the
noise
,
stop
paying
attention
to
this
,
it's
what
works
for
me
,
and
then
doubling
down
on
that
and
then
making
adjustments
as
I
go
.
And
you
know
again
cause
there's
not
an
easier
route
.
The
easiest
route
is
the
route
that
you're
avoiding
most
times
than
not
.
Blythe Brumleve
10:39
Well
said
,
and
I
think
it's
finding
those
little
moments
that
you
can
check
off
of
the
day
that
makes
you
.
It's
like
a
psychological
thing
when
you
can
mark
something
off
of
your
to-do
list
and
know
that
the
most
important
task
or
tasks
that
you
had
to
get
done
that
day
are
done
,
and
then
that
frees
up
your
mind
to
be
able
to
focus
on
other
little
things
that
are
still
important
,
but
they're
not
as
important
as
those
critical
tasks
important
,
but
they're
not
as
important
as
the
as
those
critical
tasks
.
I'm
curious
to
know
when
you
,
when
you
did
back
to
to
,
when
you
first
started
out
,
what
were
the
most
important
things
for
you
to
tap
?
How
did
you
know
what
to
tackle
when
you
choose
to
be
your
own
boss
?
I
know
you
,
obviously
you
started
the
podcast
,
but
what
were
some
of
those
other
things
that
that
that
were
those
critical
tasks
at
that
moment
that
leads
you
to
being
able
to
hire
other
people
?
Chris Jolly
11:27
I
mean
,
to
be
honest
,
I
Googled
,
I
Googled
a
lot
,
I
spent
a
lot
of
time
I
call
it
YouTube
university
,
yes
,
and
I
just
researched
everything
Because
,
again
,
I
was
just
like
,
oh
,
I
started
a
Gmail
and
then
I'm
like
,
oh
,
I
need
a
business
license
.
Chris Jolly
11:43
All
right
,
how
do
I
get
a
business
license
?
So
then
I
went
to
find
that
out
through
the
state
of
Arizona
and
then
getting
my
EIN
,
and
then
,
a
couple
months
later
,
getting
a
business
bank
account
,
and
then
finding
a
CPA
,
and
you
know
,
and
then
this
is
all
not
even
including
how
do
I
create
revenue
.
This
is
all
like
building
the
structure
of
it
all
.
And
you
know
,
for
for
me
,
it
was
like
I
just
listened
to
a
lot
of
Gary
Vee
back
in
the
day
as
well
,
and
I
still
think
he
is
probably
the
best
resource
for
content
creation
out
there
if
you're
looking
to
do
it
,
because
he
literally
will
tell
you
everything
that
you
need
to
do
in
it
.
And
it
was
just
like
,
hey
,
create
content
and
just
post
every
single
day
.
Just
post
every
single
day
and
then
eventually
you'll
develop
your
flow
.
Chris Jolly
12:26
And
that's
what
I
did
,
and
I'm
just
a
firm
believer
of
.
I
want
to
do
what
other
people
aren't
willing
to
do
Not
.
A
lot
of
people
are
going
to
post
a
video
or
do
a
video
podcast
or
anything
like
that
.
They
all
want
to
hide
behind
a
fake
fucking
profile
pic
and
everything
else
and
put
on
a
facade
that
there's
something
that
they're
actually
not
profile
pic
and
everything
else
and
put
on
a
facade
that
there's
something
that
they're
actually
not
where
.
I
want
to
develop
my
own
style
and
keep
this
going
and
just
stay
to
my
course
,
stay
to
my
playbook
and
not
really
pay
attention
to
any
of
the
other
noise
out
there
,
because
I
know
the
overwhelming
majority
of
people
the
overwhelming
majority
of
people
are
not
anything
that
they
fucking
try
and
portray
,
that
they
are
online
.
Blythe Brumleve
13:09
Are
you
in
freight
sales
with
a
book
of
business
looking
for
a
new
home
?
Or
perhaps
you're
a
freight
agent
in
need
of
a
better
partnership
?
These
are
the
kinds
of
conversations
we're
exploring
in
our
podcast
interview
series
called
the
Freight
Agent
Trenches
,
sponsored
by
SPI
Logistics
.
Now
I
can
tell
you
all
day
by
SPI
Logistics
.
Now
I
can
tell
you
all
day
that
SPI
is
one
of
the
most
successful
logistics
firms
in
North
America
,
who
helps
their
agents
with
back
office
operations
such
as
admin
,
finance
,
it
and
sales
.
But
I
would
much
rather
you
hear
it
directly
from
SPI's
freight
agents
themselves
.
Blythe Brumleve
13:41
And
what
better
way
to
do
that
than
by
listening
to
the
experienced
freight
agents
tell
their
stories
behind
the
how
and
the
why
they
joined
SPI
?
Hit
the
freight
agent
link
in
our
show
notes
to
listen
to
these
conversations
.
Or
,
if
you're
ready
to
make
the
jump
,
visit
spi3plcom
.
And
so
when
you
are
,
so
you're
going
through
this
process
and
you're
highly
motivated
at
the
time
I
mean
you're
just
highly
motivated
in
general
.
But
then
you
know
you're
going
to
start
that
podcast
and
then
so
what
was
that
first
sort
of
light
bulb
moment
for
you
that
said
,
okay
,
I'm
on
the
right
track
,
like
it's
enough
to
you
know
,
it's
one
thing
to
make
the
jump
and
to
start
doing
it
.
But
how
do
you
know
that
it
was
?
What
was
that
first
moment
that
you
said
?
Chris Jolly
14:31
okay
,
I'm
definitely
doing
the
right
thing
.
I
was
probably
a
year
in
.
It
was
probably
a
year
in
that
I
I
went
to
a
one
of
my
first
TIA
conference
and
I
had
a
bunch
of
people
come
up
.
They're
like
,
dude
,
I
see
your
shit
,
I
love
what
you're
doing
.
And
I'm
like
,
wait
,
people
are
listening
month
.
They're
like
,
dude
,
I
see
your
shit
,
I
love
what
you're
doing
.
And
I'm
like
,
wait
,
people
are
listening
.
You
know
,
because
you
know
you
start
podcasting
and
it's
like
you
might
get
a
hundred
downloads
in
a
month
for
the
first
couple
of
months
.
And
then
I
remember
I
was
like
four
months
in
before
I
got
my
first
like
300
downloads
in
a
month
and
I'm
like
,
dang
,
that's
fucking
sick
.
Chris Jolly
15:00
And
I
like
I
didn't
know
that
what
I
was
doing
and
that
I
was
getting
noticed
because
like
it's
not
like
you
get
a
ton
of
engagement
on
your
post
,
right
,
like
it's
not
like
everybody
likes
it
and
comments
on
it
and
everything
else
.
But
people
are
watching
and
you
know
.
So
it's
like
and
that's
my
whole
thing
of
like
developing
your
own
style
is
is
if
there's
one
piece
of
advice
I
could
give
,
don't
fucking
pay
attention
to
any
metrics
early
on
.
If
your
intentions
are
truly
you
want
to
post
your
perspective
and
put
your
story
out
there
and
do
that
,
which
I
highly
recommend
everybody
does
.
Don't
pay
attention
to
the
metrics
,
because
they're
all
vanity
,
and
I
know
everybody
in
this
industry
because
we're
in
freight
,
so
I'm
going
to
talk
about
freight
.
Chris Jolly
15:38
I
know
everybody
out
there
who
just
posts
for
vanity
and
that's
why
they've
never
been
on
my
show
and
that's
why
they're
not
going
to
be
on
my
show
.
It's
not
that
they're
bad
people
.
I
just
I'm
not
.
I
don't
want
anybody
who's
just
trying
to
be
an
influencer
for
the
sake
of
being
influencers
,
and
when
you're
tagging
other
people
in
posts
and
you're
calling
out
companies
,
it's
like
be
a
fucking
adult
.
If
I
have
a
problem
with
the
company
,
I'm
going
to
address
it
with
them
behind
closed
doors
.
I'm
like
,
holy
fuck
,
this
is
real
.
Like
this
is
real
,
real
.
This
isn't
just
me
in
my
bedroom
.
Like
this
is
actually
making
a
difference
out
there
.
Blythe Brumleve
16:19
Yeah
,
I
,
I
very
well
said
I
just
spoke
with
um
uh
,
kara
Brown
from
uh
lead
coverage
and
she
said
that
one
of
the
I
believe
I'm
paraphrasing
correctly
when
she
says
that
the
um
there
was
one
gentleman
that
was
very
high
up
executive
at
at
a
company
I
think
uh
,
I'm
not
exactly
sure
which
companies
,
I
don't
want
to
say
the
wrong
name
,
but
he
came
up
to
her
at
a
conference
and
had
said
how
much
that
he
loved
all
of
her
content
that
she
was
putting
out
.
Blythe Brumleve
16:47
And
she's
like
what
the
hell
?
Like
you've
never
engaged
with
it
,
you've
never
liked
it
,
you've
never
commented
on
it
.
And
he
was
like
no
,
I
see
it
all
.
He's
like
I
don't
,
I
don't
,
you
know
,
engage
with
anything
.
I
just
see
it
.
And
I
think
that
that's
an
overwhelming
amount
of
people
who
are
active
on
social
media
.
They
just
don't
actively
engage
and
you
don't
really
know
until
,
like
you
said
,
you're
at
a
conference
and
then
you're
getting
the
,
the
in-person
impact
of
all
of
the
you
know
,
sort
of
the
blood
,
sweat
and
tears
that
you've
been
putting
in
and
sleepless
nights
over
the
past
year
.
Chris Jolly
17:18
Yeah
,
and
that's
exactly
it
.
Right
,
like
I
can
and
I'm
not
saying
this
to
brag
I've
never
made
an
outbound
advertiser
sales
pitch
.
All
of
my
advertisers
have
been
inbound
,
you
know
.
And
it's
because
of
pushing
through
that
like
first
year
,
when
nobody
was
engaging
on
my
shit
,
right
,
like
,
I
don't
think
I
even
I
don't
even
think
I've
ever
had
like
a
viral
post
or
anything
like
that
.
I
think
,
like
I
had
one
that
kind
of
took
off
,
but
it
wasn't
like
a
viral
and
viral
standards
or
anything
like
that
.
Chris Jolly
17:50
I
just
consistently
show
up
every
day
and
I'm
going
to
say
my
piece
.
And
it
was
cause
I
think
,
like
it
was
around
that
time
,
that
I
think
I
got
like
a
post
that
had
,
like
you
know
,
I
don't
know
,
a
couple
20
,
I
think
it
was
like
20
,
000
forms
of
engagement
on
the
post
.
Remember
I'm
in
20
000
likes
I
.
I
don't
remember
what
it
was
,
but
I
remember
the
next
day
I
was
like
I
had
that
moment
where
I'm
like
,
oh
,
fucking
,
this
is
it
.
I'm
then
everything's
gonna
blow
up
and
I
put
something
out
the
next
day
and
like
it
fell
flat
and
I'm
like
,
fuck
,
okay
,
never
mind
,
I'm
not
as
cool
as
I
think
I
am
.
After
that
one
post
and
and
I'm
like
you
know
and
then
after
due
time
it
was
probably
a
couple
of
years
in
,
I
was
just
like
you
know
what
I
don't
want
to
,
like
I
just
want
to
help
people
,
right
,
like
I
just
want
to
put
content
out
there
that
people
can
apply
to
their
business
and
see
a
difference
.
Like
I
say
before
every
single
podcast
that
I
do
,
and
I
truly
feel
that
way
,
I
just
want
to
help
people
.
So
it's
like
I
don't
care
if
10,000
people
don't
comment
on
a
post
or
like
a
post
that
I
do
.
I
care
about
the
DMs
that
I
get
and
I
won't
mention
their
names
.
I
care
about
the
weekly
,
sometimes
daily
,
dms
that
I
get
from
the
people
who
are
like
,
hey
,
I've
been
struggling
in
sales
,
I
applied
what
you
said
and
I
landed
a
customer
.
And
those
are
the
messages
that
mean
something
to
me
,
because
that
is
the
impact
that
I'm
chasing
.
Chris Jolly
19:08
I'm
not
trying
to
chase
after
me
becoming
famous
by
any
stretch
of
the
imagination
,
because
that's
not
what
my
mission
is
.
My
mission
is
to
fundamentally
change
the
transportation
industry
.
My
mission
is
to
help
others
with
what
I
truly
feel
like
is
one
of
my
blessings
and
my
gifts
in
life
from
God
is
my
voice
.
I
truly
feel
that
and
when
I've
shifted
that
perspective
,
blythe
,
everything
fucking
shot
up
.
Everything
shot
up
because
it's
like
you
get
it
.
You're
a
creator
.
Chris Jolly
19:40
I
can't
control
the
algorithms
,
right
.
I
can't
control
if
iTunes
,
because
iTunes
massively
shook
everything
up
with
their
downloads
and
how
they
track
downloads
here
.
Everybody's
downloads
were
cut
by
80%
because
of
this
change
.
Same
thing
with
Spotify
.
I
can't
control
what
Spotify
does
,
youtube
,
any
of
the
social
media
platforms
.
But
if
my
intentions
are
pure
,
I'm
gonna
win
long-term
.
And
that's
what
it
is
,
because
it's
not
about
how
many
people
,
it's
about
helping
that
one
person
every
day
.
And
it's
like
,
if
I
look
back
now
,
like
I've
done
950
plus
episodes
.
If
I've
helped
950
people
,
that's
a
fucking
lot
of
people
.
If
you
put
a
thousand
people
in
a
room
,
that's
a
lot
of
people
.
Blythe Brumleve
20:21
That's
so
.
I
I'm
a
co-founder
of
a
uh
,
the
group
called
Jack
is
a
group
called
Jack's
podcasters
unite
in
in
here
in
in
North
Northeast
Florida
,
and
we
would
tell
people
and
we
would
have
speakers
come
to
some
of
our
events
.
And
one
of
the
speakers
that
said
something
one
time
that
really
resonated
with
me
and
it
coincides
with
what
you're
saying
,
is
that
if
you
have
maybe
,
like
I
don't
know
,
30
views
on
a
video
or
30
downloads
on
a
podcast
,
like
imagine
you're
standing
in
a
room
and
those
30
people
are
there
to
listen
to
you
and
to
hear
you
,
wouldn't
you
feel
incredibly
proud
of
that
moment
?
But
yet
we're
,
so
,
I
think
,
just
disillusioned
when
we
see
the
number
30
on
a
YouTube
video
or
something
and
we
think
,
oh
my
God
,
we're
failing
.
Chris Jolly
21:07
Yeah
,
I
think
so
.
Another
really
good
follow
out
there
is
Alex
Hermosi
,
and
he
talks
about
one
of
his
.
I
think
the
company
that
he
invests
in
,
like
the
founder
of
it
,
has
like
a
multi-seven
figure
social
media
following
,
has
like
a
multi
seven
figure
social
media
following
and
they
only
have
like
less
than
5,000
followers
because
it's
a
hundred
percent
targeted
to
their
target
market
and
everything
like
that
.
So
it's
like
not
everybody
is
going
to
be
a
top
1%
in
forms
of
followers
and
everything
else
.
But
here
here's
a
harsh
truth
out
there
that
a
lot
of
people
might
not
know
or
don't
want
to
admit
.
Chris Jolly
21:44
You
can
buy
followers
,
you
can
buy
comments
,
you
can
buy
downloads
on
your
podcast
.
I
don't
pay
for
any
of
those
things
,
but
I
get
approached
by
this
shit
all
the
fucking
time
.
So
a
lot
of
what
you
see
out
there
is
fake
.
Okay
,
it
truly
is
.
The
amount
of
downloads
can
be
inflated
,
the
amount
of
followers
can
be
inflated
,
the
amount
of
engagements
can
be
inflated
,
but
your
impact
can't
be
inflated
because
there's
a
lot
of
people
out
there
who
just
post
mindless
,
empty
bullshit
and
it's
not
making
a
difference
.
And
again
,
I'm
a
capitalist
at
heart
.
I'm
not
here
to
knock
anybody's
hustle
,
but
you're
going
to
eventually
have
to
wake
up
one
day
and
realize
I'm
a
phony
motherfucker
.
Blythe Brumleve
22:28
So
give
us
a
glimpse
into
what
.
So
we've
talked
a
lot
with
your
career
starting
out
.
Let's
talk
a
little
bit
about
what
it
looks
like
present
day
.
So
you
have
the
podcast
,
you're
a
freight
agent
for
SPI
,
which
we're
going
to
definitely
talk
about
here
in
a
minute
,
but
I
think
you
are
also
involved
in
a
couple
of
other
companies
.
Give
us
a
layup
of
what's
in
your
landscape
,
of
what
you
got
going
on
,
because
it's
a
lot
,
I
think
.
Chris Jolly
22:55
It
is
a
lot
and
I
would
never
,
ever
,
ever
recommend
anybody
do
this
,
because
I
just
said
yes
to
too
much
and
fortunately
I've
been
able
to
condense
it
down
to
a
couple
of
core
things
and
fortunately
it's
all
in
the
exact
same
vertical
.
But
again
,
I
wouldn't
recommend
any
of
this
,
right
?
Because
I
started
out
doing
sales
consulting
.
I
started
the
podcast
to
market
my
services
going
on
out
there
and
then
eventually
I
stopped
doing
sales
consulting
and
I
just
started
the
brokerage
and
I
went
through
SPI
.
Fortunately
,
spi
took
a
chance
on
me
because
I
didn't
have
an
existing
book
of
business
.
I
don't
have
anything
to
bring
to
the
table
outside
of
this
pretty
face
was
really
all
I
had
to
bring
to
the
table
and
a
work
ethic
,
right
,
and
they
took
a
chance
on
me
and
we
were
able
to
run
with
that
and
they've
been
a
phenomenal
partner
from
that
perspective
.
So
it's
like
I
have
the
podcast
,
which
is
it's
a
machine
now
,
right
,
like
I
have
a
system
.
It
might
look
like
it
is
a
lot
of
work
,
don't
get
me
wrong
,
but
it's
very
tested
at
this
point
where
I
have
it
down
to
a
science
on
,
like
how
much
effort
it
actually
takes
to
put
an
episode
out
there
.
And
now
,
fortunately
,
I
have
a
full-time
almost
a
full-time
uh
marketer
marketing
staff
.
That
it's
not
staff
,
it's
one
guy
,
but
the
dude's
g
,
right
,
he
has
it
down
and
he's
built
it
up
,
so
we
look
so
much
bigger
than
we
really
are
.
There's
just
two
of
us
who
are
doing
that
,
and
I
got
involved
in
a
SaaS
company
Broker
Carrier
but
it's
more
of
my
IP
that
the
co-founder
needs
,
so
it's
not
like
I'm
doing
a
ton
of
in-person
meetings
and
stuff
like
that
.
It's
a
lot
of
.
You
know
,
he's
not
a
uh
,
I
don't
want
to
say
that
he's
not
a
people
person
,
but
,
like
,
he
loves
to
communicate
via
email
and
text
.
So
it's
like
,
boom
,
we
just
fire
off
messages
back
and
forth
to
each
other
.
But
you
know
,
the
the
brokerage
is
the
third
one
,
um
,
that
that
I
do
and
that
takes
up
85%
of
my
time
and
there's
a
lot
of
that
that's
built
in
it
,
because
that's
where
all
the
competition
is
,
is
inside
of
the
brokerage
space
,
right
,
and
there's
a
lot
of
shitty
brokers
that
are
out
there
,
so
there's
a
lot
more
garbage
that
you
have
to
fight
through
.
It's
not
easier
.
Like
the
media
stuff
isn't
easier
because
I
truly
feel
like
we're
trailblazing
and
writing
the
script
,
so
there's
going
to
be
people
who
come
behind
us
in
five
years
,
who
are
just
going
to
have
boom
.
They're
going
to
be
able
to
copy
and
build
successful
companies
based
off
of
the
work
that
we're
forging
through
right
now
,
which
I
love
.
Chris Jolly
25:31
But
I
think
throughout
my
day
it's
really
been
about
systemizing
it
,
where
from
6.30
till
probably
1
o'clock
in
the
afternoon
is
all
brokerage
stuff
.
I
sprinkle
my
live
show
in
there
.
But
it's
a
system
.
I'm
in
30
minutes
,
I'm
out
,
I
send
the
video
file
over
,
post-production
takes
over
at
that
point
and
then
I
go
back
to
running
freight
and
I've
turned
it
into
a
.
I
don't
want
to
call
it
a
game
,
but
on
my
live
show
I'll
stop
in
the
middle
of
my
show
and
I'll
respond
to
customers
and
I'll
quote
loads
and
do
everything
.
Because
,
again
,
I
always
tell
people
there's
a
real
side
of
freight
right
and
I
want
to
show
people
like
,
hey
,
this
is
what
you
got
to
do
out
there
.
So
I
don't
want
to
call
it
like
I
made
a
game
out
of
it
,
but
I
built
it
into
my
day
.
Blythe Brumleve
26:18
Brokering
success
demands
a
battle-ready
strategy
.
Tai
TMS
equips
freight
brokers
with
the
ultimate
battle
station
for
conquering
a
tough
market
.
With
Tai
,
brokers
gain
access
to
a
comprehensive
platform
where
rate
intelligence
and
quote
history
converge
on
a
single
screen
.
It's
not
just
a
page
,
it's
a
strategic
command
center
designed
to
help
brokers
win
.
Tai
equips
your
team
with
all
of
the
data
they
need
to
negotiate
with
confidence
and
allows
them
to
communicate
directly
with
carriers
and
customers
from
a
simple
control
base
.
Revolutionize
the
way
your
brokers
perform
by
giving
them
a
competitive
advantage
with
Tai
TMS
.
For
more
info
,
go
to
tai-softwarecom
.
Blythe Brumleve
26:57
Backslash
battle
stations
and
we
also
have
a
link
for
you
in
the
show
notes
to
sign
up
for
a
demo
.
And
I
think
that
that
is
where
people
probably
resonate
the
most
with
you
is
that
you're
not
just
talking
about
.
You
know
there's
a
lot
of
like
you
know
,
sort
of
TikTok
influencers
or
you
know
they
popped
up
during
the
pandemic
and
so
for
especially
like
trucking
schools
and
things
like
that
,
like
these
people
who
are
teaching
freight
broker
basics
and
things
like
that
,
and
you
can
tell
that
they
probably
have
never
worked
in
the
industry
,
so
I
imagine
them
seeing
you
doing
that
live
.
It's
just
that
added
layer
of
trust
in
a
world
that
is
seems
very
untrustworthy
yeah
.
Chris Jolly
27:38
I
mean
,
and
I
try
and
do
my
best
to
tell
people
like
hey
,
you
guys
,
I'm
not
as
big
as
you
think
.
I
am
in
business
.
Right
Like
I
,
we
are
bootstrapping
everything
.
Right
Like
it
is
straight
dollar
in
,
dollar
out
,
and
I'm
not
going
to
sit
here
and
try
and
make
it
sound
like
we're
something
that
we're
not
.
Because
sit
here
and
try
and
make
it
sound
like
we're
something
that
we're
not
,
because
nothing's
fucking
guaranteed
.
Right
Like
I
have
to
,
like
I
have
to
hunt
every
fucking
day
for
revenue
,
every
single
day
for
revenue
,
and
there
are
days
where
we
don't
make
a
fucking
dollar
.
All
right
,
that's
the
reality
of
it
.
And
you
know
,
you're
right
Like
that
.
Chris Jolly
28:11
That
influencer
culture
that
is
out
there
and
it's
not
just
the
thing
in
transportation
,
it's
every
fucking
industry
but
there
are
so
many
fake
motherfuckers
that
are
out
there
trying
to
and
they're
stealing
from
these
people
by
trying
to
create
a
course
and
everything
else
.
And
that's
why
I
tell
people
all
the
time
,
like
my
stuff
will
never
be
behind
a
paywall
,
ever
it
will
never
be
behind
a
paywall
.
I'm
very
fortunate
to
have
advertisers
and
if
it
all
went
away
,
I'm
still
going
to
show
up
.
I'm
still
going
to
show
up
and
create
content
because
I
fucking
love
it
.
I
love
talking
shit
every
day
.
It's
so
much
fun
.
But
I
want
to
scream
from
the
mountaintops
and
I
want
to
bring
on
very
successful
people
onto
my
show
who've
built
80
,
100
,
$200
million
companies
from
a
bedroom
.
And
bring
them
on
my
show
Because
I
truly
feel
like
if
we
put
out
that
high
quality
of
content
at
scale
,
everybody
will
get
drowned
.
All
the
bad
shit
will
get
drowned
.
Blythe Brumleve
29:11
Yeah
,
I
feel
like
I've
said
well
,
said
seven
times
already
in
this
conversation
,
but
I'm
probably
going
to
say
it
a
lot
more
,
so
so
,
hopefully
,
um
,
you
can
,
you
can
turn
it
into
a
game
or
something
for
the
listeners
at
home
.
I
,
I
am
curious
.
So
you
were
,
you
were
born
and
raised
in
wisconsin
,
right
,
and
then
you
moved
to
reno
and
then
reno
to
phoenix
yes
why
phoenix
?
Chris Jolly
29:35
uh
,
my
wife's
hometown
is
like
three
hours
from
here
,
so
she's
from
Northern
Mexico
originally
and
a
shout
out
Puerto
Penasco
,
um
,
it's
a
little
ocean
or
it's
like
a
shipping
town
or
shrimping
town
,
just
three
hours
South
of
Phoenix
.
Chris Jolly
29:50
And
we
,
you
know
,
I
wanted
to
get
out
of
Reno
.
It
was
Reno's
fun
,
but
it's
just
like
it
was
kind
of
my
uh
,
get
out
of
Wisconsin
experience
.
And
then
we
were
looking
at
,
you
know
it
was
either
going
to
be
Texas
or
or
Phoenix
,
and
I
,
you
know
cause
my
whole
thing
was
I
just
want
to
be
within
30
minutes
of
an
airport
,
um
and
from
,
and
then
we
just
found
it
,
where
she's
like
,
hey
,
I
just
want
to
be
closer
to
my
mom
and
dad
and
I'm
like
,
well
,
fuck
it
,
I
don't
want
to
wear
pants
,
I
wear
shorts
in
Arizona
.
I'm
like
I
don't
want
to
wear
pants
ever
again
,
I
don't
want
to
deal
with
the
cold
weather
.
So
Arizona
is
about
as
fucking
perfect
as
you
can
get
for
that
and
I
love
it
down
here
.
I
don't
ever
see
myself
moving
away
from
here
,
not
full
time
Anyways
,
I
will
always
have
a
permanent
residence
in
Arizona
.
Blythe Brumleve
30:42
And
yeah
,
it's
been
great
ever
since
.
Well
,
phoenix
,
and
the
reason
why
I
asked
is
that
Phoenix
has
kind
of
emerged
as
like
a
Chicago
2.0
in
the
freight
world
,
where
it's
a
very
like
logistics
hub
.
I
was
curious
if
that
was
the
reason
why
you
chose
Phoenix
and
maybe
some
insight
into
why
Phoenix
isenix
is
considered
that
,
this
strong
logistics
hub
that
it
is
now
well
,
I
mean
,
we
can
go
political
here
.
Chris Jolly
31:01
It's
because
california
is
a
fucking
nightmare
for
taxes
and
arizona's
not
,
you
know
,
like
that
.
That's
what
a
lot
to
do
with
it
.
And
same
with
nevada
.
So
nevada
is
also
really
,
uh
,
benefiting
from
all
the
corporations
leaving
um
california
.
And
it's
not
just
the
taxes
,
it's
also
what
it
costs
to
rent
a
building
.
Benefiting
from
all
the
corporations
leaving
California
.
And
it's
not
just
the
taxes
,
it's
also
what
it
costs
to
rent
a
building
.
So
a
lot
of
these
shippers
are
I
know
brokers
can
have
a
hard
time
,
but
they
are
smart
and
brokers
don't
think
that
shippers
are
smart
.
Brokers
think
they're
the
smartest
ones
,
but
they
look
at
everything
and
it's
cheaper
to
import
and
truck
it
into
Arizona
and
truck
it
into
Nevada
than
it
is
to
truck
it
into
Arizona
and
truck
it
into
Nevada
,
than
it
is
to
truck
it
into
the
Inland
Empire
in
SoCal
and
then
store
it
in
a
warehouse
there
.
It's
just
the
cost
of
good
is
everything
.
It's
a
lot
more
cost
effective
to
do
it
that
way
.
Blythe Brumleve
31:49
Wow
,
okay
.
So
I
was
always
wondering
.
I
thought
,
maybe
,
okay
,
well
,
maybe
cross-border
trade
has
had
an
impact
there
.
But
yeah
,
that
makes
a
lot
of
sense
as
to
why
businesses
are
not
just
people
,
because
Florida
is
experiencing
the
same
thing
,
with
a
lot
of
people
moving
to
the
state
.
We
can't
really
handle
it
right
now
,
or
it's
taking
some
time
to
really
adjust
to
the
influx
of
people
moving
to
the
state
.
So
that
would
make
a
ton
of
sense
,
though
,
if
it
was
happening
to
the
surrounding
states
,
because
California
is
so
bad
.
It
just
,
you
know
,
for
small
business
owners
,
and
I
mean
,
it
sounds
like
it's
not
just
small
business
,
it's
large
enterprises
as
well
who
are
getting
out
.
Chris Jolly
32:25
Yeah
,
it's
everything
.
And
like
Arizona
is
literally
built
to
bring
on
the
population
because
there's
there's
nothing
out
here
,
right
Like
20
miles
outside
of
Phoenix
,
it
is
barren
desert
.
There
is
nothing
out
here
,
right
Like
20
miles
outside
of
Phoenix
,
it
is
barren
desert
.
There
is
nothing
out
there
.
My
bold
prediction
is
is
Phoenix
and
Tucson
at
some
point
are
going
to
merge
.
They're
like
currently
like
100
miles
apart
,
but
there
is
nothing
but
like
small
little
manufacturing
hubs
that
are
bubbling
up
in
between
there
.
I
wouldn't
be
surprised
where
it's
,
because
it's
just
like
in
California
,
right
In
SoCal
,
between
Los
Angeles
and
the
Inland
Empire
.
It's
like
90
miles
.
So
from
there
I
wouldn't
be
surprised
if
eventually
Phoenix
and
Tucson
merge
at
that
point
because
there's
so
much
of
vacant
land
in
between
them
.
Blythe Brumleve
33:09
Yeah
,
and
people
love
vacant
land
to
be
able
to
do
whatever
they
want
with
and
build
it
up
how
they
see
fit
.
So
let's
talk
a
little
bit
more
about
the
freight
world
,
because
obviously
it's
a
challenging
time
.
There
are
many
people
that
will
say
we've
been
in
a
freight
recession
for
a
while
now
.
Where
are
you
seeing
the
opportunities
for
growth
,
or
are
they
kind
of
difficult
to
find
?
Chris Jolly
33:34
I
think
it's
always
difficult
to
find
business
.
I
think
that
I'll
say
it's
difficult
to
find
sustainable
business
because
I
think
that
you
know
the
reality
about
freight
brokerage
is
that
not
a
lot
of
people
talk
about
is
.
There's
so
many
shitty
providers
that
are
out
there
that
have
burnt
so
many
people
that
that's
the
biggest
obstacle
when
you're
going
out
there
and
trying
to
develop
this
.
It's
not
your
service
,
it's
not
your
pitch
.
It's
the
fact
that
people
fucking
despise
freight
brokers
is
what
it
is
,
because
freight
brokers
are
notorious
for
everything
that
they're
known
for
.
Stereotypes
are
there
for
a
reason
at
the
end
of
the
day
,
and
brokers
are
their
own
worst
enemies
.
They
truly
are
,
and
I
think
that
the
market
that
we've
been
in
has
been
so
inflated
and
it's
been
so
easy
for
brokers
out
there
that
they
don't
think
that
things
are
ever
going
to
change
.
They're
getting
.
This
is
some
of
the
boldest
fucking
things
that
I've
seen
out
there
.
Blythe Brumleve
34:31
Like
what
.
Chris Jolly
34:32
About
like
the
way
that
they
treat
drivers
and
all
the
fines
that
they
try
and
bake
into
rate
confirmations
and
everything
else
.
I'm
about
like
the
way
that
they
treat
drivers
and
all
the
fines
that
they
try
and
bake
into
rate
confirmations
and
and
everything
else
.
I'm
like
where
are
you
getting
this
from
?
You
know
,
and
I'm
just
like
how
,
how
dare
you
treat
somebody
like
that
?
You
know
,
but
I'm
also
,
you
know
,
knowing
that
the
free
market
is
what
it
is
and
me
being
a
fan
of
it's
only
a
matter
of
time
before
I'm
in
your
customer's
ears
and
it's
only
a
matter
of
time
before
you
fuck
that
opportunity
up
and
I'm
going
to
capitalize
on
it
.
Blythe Brumleve
35:01
That's
what
I
was
gonna
say
is
probably
a
great
opportunity
for
the
honest
brokers
out
there
to
see
situations
like
this
be
able
to
speak
on
it
in
a
public
setting
or
in
a
social
media
setting
.
And
then
that's
how
you
I
mean
as
long
as
it's
not
just
walking
the
walk
,
but
you
know
,
or
not
talking
the
talk
,
but
also
walking
the
walk
as
well
so
you
have
to
be
able
to
,
to
prove
that
,
that
you're
valuable
as
well
.
Chris Jolly
35:22
I
think
a
lot
of
people
out
there
are
also
cause
like
selling
sucks
,
right
,
like
I
love
selling
,
but
it's
fucking
sucks
.
Okay
,
you
know
,
because
I
really
really
care
about
the
service
that
I
provide
.
I
,
I
really
care
about
the
service
that
I
provide
.
I
really
care
about
other
people's
businesses
,
you
know
,
maybe
to
a
fault
,
right
,
maybe
that
fucks
me
up
,
but
I
think
that
the
rejection
it
beats
down
anybody
,
no
matter
what
,
because
the
reality
is
is
you
lose
.
99%
of
the
time
you
lose
,
you
will
get
told
no
,
you
will
get
hung
up
on
.
You
will
hear
every
form
of
rejection
known
to
the
sales
you
know
of
any
industry
,
right
,
and
if
you
watch
any
of
the
like
very
successful
sales
reps
out
there
,
they
will
all
tell
you
that
.
So
it's
emotionally
taxing
,
right
,
like
I
have
confidence
issue
,
I
get
like
self-conscious
about
shit
,
because
eventually
I'm
like
fuck
,
am
I
this
bad
,
you
know
?
Chris Jolly
36:19
And
I
think
that
it's
one
of
those
things
that
you
just
really
got
to
fight
through
it
and
not
a
lot
of
people
are
willing
to
do
it
,
right
,
not
a
lot
of
people
are
willing
to
put
in
the
work
required
.
Chris Jolly
36:29
You
know
,
I
saw
a
quote
about
everybody
wants
the
top
spot
but
nobody
wants
to
go
through
what
that
individual
went
through
to
get
there
,
and
I
feel
like
the
exact
same
thing
is
applicable
in
every
form
of
business
.
A
lot
of
people
want
to
be
successful
.
They
just
don't
want
to
go
through
what's
required
to
be
successful
.
It's
easier
to
sit
back
and
blame
the
world
for
your
problems
.
It's
easier
to
sit
back
and
say
it's
somebody
else's
fault
that
I'm
an
alcoholic
or
it's
you
know
,
it's
because
I
had
my
dad
was
an
asshole
growing
up
.
That's
why
I
drink
and
I'm
overweight
because
of
this
and
my
world
sucks
because
of
that
.
It's
a
lot
easier
to
do
that
,
and
I'm
using
my
own
examples
of
how
I
thought
for
a
very
long
time
it
was
so
much
easier
to
blame
the
world
for
my
problems
as
opposed
to
looking
at
myself
and
being
in
the
mirror
and
saying
I'm
the
fucking
problem
,
I'm
the
constant
in
all
of
my
problems
and
not
a
lot
of
people
want
to
have
that
.
Blythe Brumleve
37:24
So
what
are
those
little
moments
that
,
when
you're
going
through
,
when
you're
having
bad
days
or
maybe
even
bad
stretches
where
it
goes
on
for
weeks
,
maybe
months
?
What
are
the
little
moments
that
you
found
that
have
said
,
okay
,
I'm
still
on
the
right
track
,
like
I'm
not
as
much
of
an
asshole
as
I
thought
I
was
,
or
I'm
not
doing
a
bad
job
?
What
are
those
little
moments
that
have
worked
for
you
to
make
you
keep
going
?
Chris Jolly
37:50
A
lot
of
it
comes
in
the
messages
that
I'll
get
from
people
who
are
like
hey
,
we
love
what
you
say
,
please
keep
doing
that
.
Um
,
a
lot
of
it
is
holding
myself
accountable
throughout
the
day
,
right
,
because
,
again
,
you're
,
you
know
you're
,
you're
vocal
in
the
industry
,
I'm
vocal
in
the
industry
,
I'm
at
a
lot
of
stuff
,
but
I'm
also
like
,
99%
of
the
time
,
I
do
the
same
shit
every
single
day
,
right
,
Like
if
I
strapped
a
GoPro
to
me
,
you
guys
would
be
like
you
are
the
most
boring
motherfucker
on
earth
.
Because
I
do
the
same
shit
and
I've
developed
that
process
,
blythe
,
that
I
know
if
I
eat
the
right
foods
every
day
,
if
I
get
my
workouts
in
,
if
I
do
my
reading
,
if
I
,
you
know
,
drink
my
water
,
if
I
do
that
,
I
know
that
even
in
the
shittiest
of
days
,
I
won
,
I
still
won
that
day
.
Know
that
even
in
the
shittiest
of
days
,
I
won
,
I
still
won
that
day
.
And
that
that's
what
keeps
me
going
is
it's
deducing
it
down
to
a
single
day
and
looking
at
it
like
that
Because
you
know
it's
.
Chris Jolly
38:47
And
I
go
back
to
like
when
I
first
started
my
business
,
like
I
had
I
bought
this
little
Walmart
dry
erase
board
.
It
was
just
a
little
one
that
I
wrote
out
my
schedule
of
my
day
and
every
hour
from
7am
till
3pm
,
I
put
those
eight
hours
down
and
for
the
first
,
like
three
months
,
it
was
post
morning
video
at
7am
,
create
video
for
following
day
at
2pm
and
there
was
nothing
else
on
that
board
,
nothing
at
all
.
And
I
was
sitting
there
mindlessly
,
just
like
with
every
early
entrepreneur
,
trying
to
figure
out
what
the
fuck
am
I
supposed
to
do
,
you
know
,
and
I
do
everything
yeah
.
Chris Jolly
39:27
But
I've
also
found
that
as
long
as
I
hold
myself
to
higher
standards
,
as
long
as
I
do
that
,
even
when
I'm
not
winning
that
business
deal
or
closing
that
new
client
or
you
know
,
I
know
that
I
won
as
a
person
.
That
day
.
Blythe Brumleve
39:47
So
you
start
the
podcast
after
leaving
brokerage
.
You
kind
of
have
a
you
know
,
your
,
your
dream
has
kind
of
evolved
a
little
.
So
what
was
the
catalyst
to
take
it
to
the
next
moment
and
say
I
want
to
be
a
freight
agent
and
I
want
to
do
it
for
SPI
.
Chris Jolly
40:06
Oh
yeah
,
it
was
like
me
being
me
.
I'm
like
I
got
to
get
more
bold
,
I
can't
theorize
anymore
.
And
I
didn't
want
anybody
like
and
again
,
and
I
was
probably
making
this
up
in
my
head
.
And
I
didn't
want
anybody
like
and
again
,
and
I
was
probably
making
this
up
in
my
head
,
right
,
like
I
didn't
want
anybody
to
be
like
well
,
you're
not
actually
moving
freight
,
so
,
and
again
,
I
make
up
a
lot
of
shit
in
my
head
,
just
like
a
lot
of
people
do
.
Chris Jolly
40:29
But
I'm
like
I'm
also
trying
to
be
like
from
a
content
perspective
.
I'm
like
all
right
,
how
can
I
really
blaze
my
own
fucking
path
and
know
that
no
other
motherfucker
is
going
to
take
that
route
?
So
I'm
like
fuck
it
,
I'm
just
going
to
broker
.
I'm
going
to
do
it
all
over
again
.
I'm
going
to
start
from
zero
zero
revenue
,
zero
customers
,
zero
everything
and
I'm
going
to
build
it
up
and
I'm
going
to
look
back
in
five
years
and
when
I'm
doing
a
billion
plus
dollars
in
revenue
and
I'm
going
to
look
back
and
be
like
I
fucking
showed
you
.
I've
been
telling
you
guys
this
for
eight
years
.
This
is
what
you
got
to
do
.
And
I
went
with
SPI
because
they
believed
in
me
before
most
people
believed
in
me
and
I
love
Mike
and
James
and
I
love
fucking
Anita
and
Joe
.
Blythe Brumleve
41:18
I
love
Mike
and
James
and
I
love
fucking
Anita
and
Joe
I
love
everybody
,
rj
,
everybody
,
rj
,
everybody
.
Chris Jolly
41:23
And
that
to
me
is
you
know
,
and
anybody
could
take
what
I'm
about
to
say
and
be
like
oh
,
it's
easy
for
you
to
say
that
because
they're
paying
you
or
this
,
and
that
they
are
the
best
group
of
people
I
have
ever
worked
with
in
the
entirety
of
my
life
,
from
a
marketing
partnership
,
but
from
a
freight
brokerage
standpoint
.
They
are
truly
committed
to
success
and
I
cannot
say
enough
positive
about
them
,
and
that
was
my
first
thing
.
They
could
have
easily
said
,
no
man
,
like
dude
,
we
love
you
,
but
like
that's
a
big
risk
for
us
.
And
without
hesitation
they're
like
yeah
,
absolutely
,
the
freight
coach
starts
an
agency
with
us
.
How
much
better
of
an
opportunity
would
that
be
?
And
I'm
like
,
holy
shit
,
you
guys
are
really
on
board
with
that
and
that's
why
I
went
with
it
.
And
they
are
more
than
advertised
.
They
are
better
than
I
thought
that
they
were
going
to
Chris Jolly
42:16
be
.
Blythe Brumleve
42:16
Yeah
,
I
cannot
co-sign
that
enough
because
when
I
so
I
don't
know
if
I've
told
the
story
publicly
yet
,
but
when
my
deal
,
when
my
show
Cyberly
on
FreightWaves
ended
,
it
ended
on
day
one
,
so
it
was
November
1st
.
Well
,
I
guess
the
contract
technically
ended
October
31st
.
November
1st
was
the
start
of
a
Freight
.
Technically
ended
October
31st
,
november
1st
was
the
start
of
a
Freightways
conference
that
I
was
already
planning
on
going
to
.
I
was
already
there
in
Chattanooga
for
this
conference
and
Mike
from
SPI
sought
me
out
.
He
had
already
been
trying
to
talk
to
me
at
the
TMSA
conference
and
I
remember
connecting
with
you
there
and
we
talked
for
quite
a
long
time
about
what
you
know
what
pathways
to
take
.
It
was
mostly
me
just
venting
of
,
like
,
what
path
do
I
go
?
Like
,
what
do
I
do
?
And
so
when
my
contract
ended
November
1st
,
mike
sought
me
out
,
he
talked
to
you
first
to
make
sure
that
it
was
okay
with
you
,
because
he
didn't
want
to
like
step
on
anybody's
toes
.
Chris Jolly
43:14
And
I
was
like
whoa
.
Blythe Brumleve
43:16
But
the
fact
that
he
did
that
told
me
everything
that
I
needed
to
know
.
And
then
cause
he
wanted
to
,
he
didn't
want
to
burn
any
bridges
with
you
if
he
were
to
also
work
with
me
and
he
sat
down
and
he
told
me
he's
like
,
look
,
we
believe
in
you
,
we
believe
in
your
content
,
let's
do
this
.
They
were
the
first
advertiser
on
the
show
and
they
remain
,
you
know
,
the
the
advertiser
still
on
this
show
.
So
I
completely
echo
you
know
,
everything
you've
said
between
James
and
Anita
and
Joe
RJ
everybody
that
that's
been
super
helpful
to
us
.
Blythe Brumleve
43:47
Like
it's
not
just
a
I
don't
consider
it
as
just
a
sponsorship
.
Like
I
consider
it
a
friendship
,
a
business
relationship
as
well
.
Like
it's
definitely
a
lot
of
really
great
and
friendship
too
it's
.
It's
one
of
those
things
that
it's
been
the
biggest
blessing
I
think
in
my
business
life
is
is
working
with
them
,
because
it's
opened
up
,
it's
allowed
me
to
be
able
to
hire
somebody
to
help
me
with
the
show
production
so
I
can
focus
on
other
high
revenue
things
,
and
it's
allowed
me
that
extra
flexibility
to
be
able
to
systematize
my
business
,
create
those
processes
,
and
it
sounds
like
that's
exactly
what
.
You
know
how
it's
.
It's
helped
you
too
.
Chris Jolly
44:26
Oh
yeah
,
straight
up
,
I
,
I
,
I
can't
,
I
can't
speak
enough
of
them
,
I
truly
can't
.
They're
,
they're
just
,
they
are
like
I
just
think
,
like
anybody
out
there
,
because
like
the
agency
thing
was
kind
of
a
uh
,
I
didn't
know
enough
about
it
and
I
like
the
.
What
I
did
hear
about
it
,
I
didn't
like
and
,
but
after
I
met
them
and
talk
with
them
,
like
it
is
truly
,
it
is
truly
a
license
to
print
money
,
like
,
like
,
if
you
have
customers
and
you
are
a
w2
again
,
I'm
not
saying
everybody
needs
to
go
out
and
start
their
own
business
,
because
it's
not
for
fucking
everybody
,
right
?
If
you
need
that
comfort
,
stay
a
W-2
.
Straight
up
,
don't
do
it
.
But
if
you
have
the
itch
to
go
out
and
start
your
own
,
look
at
the
agency
model
,
look
at
SPI
.
They
have
everything
you
need
as
a
broker
to
succeed
Hands
down
,
you
truly
as
a
startup
agent
,
whatever
you
truly
are
able
to
flex
like
you're
a
couple
hundred
million
dollar
organization
because
you
are
with
them
.
You
are
a
couple
hundred
million
dollar
organization
.
Blythe Brumleve
45:32
They
have
everything
at
your
disposal
have
everything
at
your
disposal
and
I
with
that
I
have
.
I
have
told
other
people
,
especially
on
um
we
I
do
a
monthly
show
with
grace
as
well
,
but
great
sharky
from
from
freightways
.
We
host
a
show
or
an
episode
series
together
called
freight
friends
and
on
that
I've
told
her
before
like
I
think
the
freight
agent
model
is
the
future
of
freight
brokerage
.
I
think
it's
the
hidden
gem
as
far
as
entrepreneurial
ship
and
in
just
all
of
logistics
.
I
think
it's
the
hidden
gem
as
far
as
entrepreneurship
and
in
just
all
of
logistics
I
think
.
Do
you
think
that
I'm
accurate
in
that
statement
as
the
future
of
freight
brokerage
?
Chris Jolly
46:05
I
straight
up
do
.
I
think
there's
going
to
be
a
definite
rise
in
it
and
I
think
that
a
lot
of
companies
are
going
,
I
mean
because
a
lot
of
companies
are
already
exploring
it
.
And
I
think
that
what
better
opportunity
,
because
I
think
most
people
that
they
want
the
flexibility
of
doing
it
on
their
own
.
They
just
don't
want
the
financial
risk
of
doing
it
on
their
own
.
I
think
that
really
what
it
is
,
really
what
it
boils
down
to
and
,
like
SPI
takes
on
all
the
financial
risk
.
Chris Jolly
46:35
They
do
everything
and
,
yeah
,
there's
a
revenue
share
,
as
it
should
be
,
because
they
give
you
everything
that
you
need
,
right
and
from
like
a
startup
perspective
because
here's
another
thing
that
nobody
talks
about
you
know
fucking
expensive
insurances
.
You
know
expensive
technology
is
.
You're
literally
just
for
like
a
bare
bones
startup
tech
stack
with
insurance
.
You're
going
to
run
probably
$5,000
a
month
as
a
solo
person
.
If
you
want
all
the
bells
and
whistles
,
it
pales
in
comparison
to
what
it
is
to
have
.
And
then
,
on
top
of
that
,
you
might
not
be
invoicing
people
properly
,
you
might
not
get
paid
,
your
customers
might
default
on
their
bills
because
,
ironically
,
their
bills
Cause
ironically
you
guys
not
all
business
is
good
business
.
I
hate
to
break
it
to
you
,
ladies
and
gentlemen
.
Motherfuckers
will
use
you
and
not
pay
you
.
All
right
Harsh
reality
of
life
.
Um
,
they
take
on
all
that
risk
.
They
vet
everybody
for
you
.
Like
,
you
can
literally
unplug
on
a
Friday
and
plug
in
that
with
them
on
a
Monday
and
you
have
access
to
fucking
everything
that
you
need
.
Blythe Brumleve
47:40
And
that
is
that's
consistently
what
I
hear
from
all
of
SPI's
freight
agents
,
and
because
we
do
a
regular
series
every
month
where
we
feature
a
freight
agent
and
that's
just
sort
of
the
resounding
sentiment
that
I
hear
from
them
,
I
felt
supported
from
day
one
,
abounding
sentiment
that
I
hear
from
them
.
Blythe Brumleve
47:59
I
felt
supported
from
day
one
.
Blythe Brumleve
48:00
There's
never
been
a
reason
to
even
look
anywhere
else
at
other
agency
programs
,
because
as
soon
as
they
sign
on
the
dotted
line
,
then
they
have
everything
that
they've
ever
needed
.
Blythe Brumleve
48:06
Plus
,
they're
continuously
investing
in
the
newer
technology
to
fight
against
fraud
and
payment
issues
and
all
of
those
different
things
that
this
evolving
industry
is
dealing
with
on
a
daily
basis
.
And
so
I
think
it's
very
much
like
entrepreneurship
,
like
business
in
a
box
type
of
experience
,
but
they
do
try
to
focus
on
like
you're
in
a
unique
situation
where
you
didn't
have
a
book
of
business
but
you
would
have
been
a
freight
broker
before
and
you
had
already
created
content
.
So
I
think
that
that's
why
that
they
made
the
exception
for
you
.
But
I'm
also
curious
as
to
what
kind
of
advice
you
would
give
to
somebody
who
is
already
a
freight
broker
right
now
and
is
thinking
about
becoming
a
freight
agent
.
How
do
you
go
about
maybe
moving
your
book
of
business
?
Are
non-competes
still
a
thing
?
How
do
you
protect
yourself
but
also
maybe
not
screw
over
the
company
you're
currently
with
,
but
set
yourself
up
for
the
future
?
Chris Jolly
49:03
Yeah
,
I
truly
believe
in
doing
everything
the
right
way
.
If
you're
under
a
non-compete
out
there
again
,
this
isn't
legal
advice
at
all
I
would
try
and
negotiate
your
way
out
of
it
.
I
really
would
.
I
would
try
my
absolute
best
to
put
some
exclusions
on
there
.
I
would
go
everything's
fucking
negotiable
at
the
end
of
the
day
,
um
.
And
if
they
don't
allow
you
to
do
it
,
I
look
at
it
like
this
you
signed
the
document
again
.
You're
an
adult
.
You
need
to
accept
responsibility
for
your
actions
,
no
matter
what
it's
.
You
got
to
deal
with
it
,
right
,
Um
.
I
also
think
that
there
are
ways
that
if
you
want
to
like
say
you
get
released
,
right
Cause
I
don't
want
to
make
this
sound
like
I'm
telling
people
the
fucking
backdoor
,
anybody
,
or
anything
like
that
If
you
are
free
to
go
out
there
and
and
really
do
it
,
I
think
that
one
thing
that
most
people
need
to
understand
is
that
it
is
probably
100
times
harder
than
you
truly
can
even
think
right
now
.
Chris Jolly
50:07
You're
going
to
have
customers
who
might
come
with
you
but
they're
not
going
to
stay
with
you
and
you
have
to
constantly
fight
for
the
next
customer
.
You
can't
miss
on
your
sales
outreach
.
Yeah
,
you
can
.
You
know
,
like
everybody
has
bad
days
and
stuff
like
that
,
but
like
it
is
a
lot
harder
than
you
think
it
really
is
and
you
are
in
a
position
when
you're
out
on
your
own
,
where
you
don't
have
a
boss
anymore
,
and
that's
not
always
a
good
thing
.
It's
not
always
a
good
thing
to
have
all
the
freedom
in
the
world
,
because
not
a
lot
of
people
can
function
outside
of
structure
.
Structure
is
a
good
thing
.
And
then
when
you
have
those
parameters
to
operate
in
because
not
everybody's
an
entrepreneur
,
not
everybody
truly
wants
it
.
They
think
Chris Jolly
50:49
they
do
.
Chris Jolly
50:50
But
I
think
,
like
,
if
you
are
like
,
hey
,
I
have
to
do
it
,
I
can't
look
back
when
I'm
40
or
50
years
old
and
say
I
should
have
at
least
tried
.
What's
the
harm
in
giving
it
two
years
?
Get
a
part-time
job
and
if
your
spouse
,
if
you're
married
and
if
they're
supportive
of
it
,
go
for
it
.
You
don't
need
any
of
the
shit
.
It's
nice
,
right
.
It's
nice
having
cool
stuff
.
Chris Jolly
51:15
Like
if
push
came
to
shove
,
I'd
get
rid
of
this
office
.
If
push
came
to
shove
,
I'd
get
rid
of
shit
.
Like
,
but
that's
like
what
you
need
to
be
willing
to
do
,
to
kind
of
like
make
it
long
term
if
you're
committed
to
it
,
right
,
because
you're
going
to
get
punched
in
the
face
repeatedly
,
sometimes
multiple
times
a
day
,
sometimes
multiple
times
a
day
for
multiple
weeks
on
ends
,
which
turns
into
multiple
months
on
end
.
That's
a
reality
,
right
Like
it's
fucking
hard
,
but
it
is
so
worth
it
for
you
to
look
back
.
For
me
now
to
look
back
and
be
like
my
worst
month
now
is
better
than
my
best
month
when
I
first
started
.
Chris Jolly
51:52
When
you
can
have
that
comparison
,
you're
like
,
fuck
okay
,
I'm
way
further
ahead
than
I
thought
.
Like
I'm
not
joking
when
I
tell
people
like
I
was
lucky
to
get
100
downloads
in
a
month
when
I
first
started
.
Maybe
my
first
six
months
,
my
record
was
like
350
.
I
do
that
in
a
day
sometimes
Like
I
do
that
in
an
hour
sometimes
,
right
.
So
it's
like
when
you're
having
a
challenging
time
with
this
shit
,
if
you
pull
back
the
lens
and
look
over
the
last
couple
of
years
,
you're
like
,
fuck
yeah
,
I
am
way
further
ahead
and
I
built
this
shit
Right
.
Like
yes
,
I
had
help
.
Right
Like
I
have
mentors
,
I
have
people
around
it
,
but
like
I
fucking
did
this
,
that
to
me
.
Like
that
,
that's
what
it's
worth
it
.
Blythe Brumleve
52:37
So
,
if
you
are
,
you
mentioned
earlier
about
freight
sales
tips
and
how
you've
been
helping
other
folks
with
their
,
with
their
journey
.
What
are
some
of
the
I
guess
the
practical
,
uh
,
tactical
level
tips
that
you
could
give
somebody
who
may
be
struggling
in
their
freight
sales
role
,
whether
they're
working
in-house
at
a
brokerage
or
they're
already
an
agent
?
What
are
some
of
those
tactics
that
you
think
could
work
for
a
good
majority
of
people
in
those
positions
?
Chris Jolly
53:06
Research
your
prospects
,
for
the
love
of
God
,
research
your
prospects
.
Don't
just
call
somebody
for
the
sake
of
calling
them
and
asking
can
I
be
added
to
your
RFP
?
Um
,
can
I
be
added
to
your
quote
list
?
Don't
don't
do
that
,
right
?
Like
?
Chris Jolly
53:21
I
talk
about
a
niche
often
and
I
truly
feel
like
this
is
for
those
sales
reps
who
are
like
they've
never
done
anything
at
a
high
level
.
They're
just
getting
started
out
.
Choose
one
freight
type
,
right
?
You
want
the
biggest
net
to
cast
?
Drive-in
freight
accounts
for
70%
of
the
freight
market
.
All
right
,
literally
,
70%
of
the
freight
market
is
drive-in
freight
.
Even
,
take
it
down
and
even
further
notch
right
.
Chris Jolly
53:46
Like
,
call
shippers
in
your
area
and
ask
to
stop
by
and
introduce
yourself
.
Like
,
just
do
anything
.
That
what
you're
currently
doing
,
but
keep
it
simple
,
right
?
Like
the
kiss
thing
.
Keep
a
simple
stupid
Is
that
.
Is
that
a
?
That's
the
thing
,
right
,
it's
truly
applicable
.
Keep
it
simple
.
Chris Jolly
54:07
Call
one
thing
repeatedly
,
because
what
you're
missing
is
reps
.
All
right
,
I
hate
rejection
as
much
as
the
next
one
.
I
hate
getting
hung
up
on
as
much
as
the
next
one
,
and
I've
been
doing
this
for
a
long
time
and
it
still
bothers
me
because
I
fucking
,
I
am
competitive
.
Do
the
same
thing
day
in
and
day
out
and
then
make
changes
.
What's
working
right
,
like
if
you're
calling
somebody
and
you
notice
the
tone
is
different
.
Use
that
for
a
while
.
Be
okay
with
changing
up
your
approach
.
Chris Jolly
54:32
There
is
no
set
way
that
it's
like
hey
,
say
this
on
every
call
,
then
every
shipper
is
going
to
love
you
and
get
you
stuff
.
That's
not
the
case
.
You're
going
to
make
thousands
and
thousands
of
calls
before
you
find
a
handful
of
shippers
that
you
can
grow
with
.
So
I
think
,
keep
it
simple
Do
the
same
thing
day
in
and
day
out
,
and
volume
is
your
friend
.
Fuck
up
,
fuck
up
often
,
and
then
you
learn
what
not
to
do
.
At
this
point
in
my
life
again
,
I'm
not
old
,
but
I'm
also
not
young
either
.
There's
a
lot
of
value
in
the
mistakes
that
you
experience
,
because
they
teach
you
lessons
that
success
never
will
teach
you
,
because
success
is
a
.
I
love
succeeding
,
but
success
gives
you
a
false
sense
of
what
it
takes
.
And
then
you
start
drinking
your
own
Kool-Aid
,
where
failure
is
one
of
those
things
where
it's
like
I
hate
losing
as
much
as
the
next
person
,
but
I
also
love
what
knowing
what
not
to
do
.
Blythe Brumleve
55:26
Yeah
,
I
think
it's
.
It's
the
athletes
who
you
always
hear
about
,
like
the
one
coach
in
high
school
or
you
know
in
college
that
didn't
believe
in
you
,
or
the
one
reporter
that
said
something
bad
about
you
,
and
they
use
it
for
motivation
for
all
season
long
,
for
years
even
.
And
I
think
that
that
is
is
finding
the
I
don't
know
like
the
,
maybe
the
revenge
factor
of
somebody
not
believing
in
you
,
somebody
turning
you
down
and
you
saying
I'm
going
to
prove
you
wrong
,
I'm
going
to
prove
you
wrong
and
I'm
going
to
prove
you
wrong
over
and
over
again
.
Chris Jolly
55:58
I
got
a
bag
of
Doritos
on
my
shoulder
,
of
chips
.
Like
I
got
a
laundry
list
of
motherfuckers
who
I
am
like
long-term
,
I'm
proving
myself
right
,
like
ultimately
.
But
I
got
a
lot
of
motherfuckers
who
I
am
here
to
show
that
you
fucked
with
the
wrong
person
.
You
know
all
,
all
,
all
of
those
people
who
are
,
like
you
know
,
talking
about
,
like
,
oh
,
that
little
podcast
or
this
and
that
,
oh
,
you're
doing
that
.
Still
,
I'm
just
like
I
just
show
people
like
if
you're
going
to
compete
with
me
,
you
better
be
willing
to
show
up
every
day
,
cause
I
don't
miss
.
I
don't
really
miss
often
,
like
I
might
miss
a
couple
of
days
here
and
there
,
because
you
know
I
I
have
other
shit
going
on
and
you
know
you
did
.
But
,
like
,
I've
put
out
,
like
,
if
you
want
to
compete
with
me
,
I
got
a
long
fucking
runway
of
episodes
you
got
to
put
out
before
you
get
caught
up
,
you
know
.
Blythe Brumleve
56:50
I
love
that
quote
,
that
little
podcast
.
Chris Jolly
56:53
Yeah
,
that
little
that
you
know
.
I'm
just
a
little
announcer
on
social
media
,
I
fucking
know
.
And
if
you're
listening
to
this
,
I
hope
like
yeah
,
I
love
it
.
I
love
it
so
much
.
Those
comments
now
I
laugh
at
them
.
I'm
like
you
have
no
idea
.
I'll
at
them
.
I'm
like
you
have
no
idea
.
I'll
show
you
Blythe
,
I'll
text
you
because
one
day
something
will
happen
when
I
hit
it
.
I'm
not
speaking
about
this
publicly
yet
,
but
I'll
text
you
.
Watch
this
and
then
you'll
know
.
Blythe Brumleve
57:26
I
can't
wait
.
We
have
talked
.
We've
talked
about
accountability
.
We've
talked
about
what
sort
of
the
freight
world
looks
like
,
freight
landscape
looks
like
,
especially
from
a
sales
perspective
.
I'm
also
curious
to
know
,
because
I'm
wondering
,
if
you're
maybe
in
the
same
boat
as
me
but
it
wasn't
last
year
but
the
year
before
.
I
think
that
I
went
to
too
many
.
It
was
actually
last
year
.
I
went
to
too
many
conferences
for
me
.
It
was
,
I
think
I
went
to
eight
total
in
one
year
and
,
as
you
know
,
a
very
small
business
.
You
know
small
but
growing
.
I
will
say
it
was
very
tough
to
deal
with
the
workload
that
comes
along
with
going
to
conferences
and
the
you
know
sort
of
the
time
structure
that
you've
been
that
you've
been
talking
about
in
this
episode
so
far
.
So
I'm
curious
as
to
how
you
balance
,
you
know
,
sort
of
the
in-person
networking
and
conferences
and
education
and
things
like
that
versus
like
the
real
day-to-day
job
.
Chris Jolly
58:29
Yeah
,
I'm
a
.
I'm
a
student
of
the
game
at
the
end
of
the
day
,
and
when
I'm
not
at
work
,
I'm
doing
something
to
move
my
business
forward
,
whether
it's
listening
to
podcasts
,
audiobooks
,
reading
.
I
choose
my
time
wisely
in
what
I
will
do
and
I
have
come
to
the
realization
like
there
are
a
couple
of
core
conferences
that
I
won't
miss
,
no
matter
what
,
because
I
love
what
they
do
.
That
I
won't
miss
no
matter
what
because
I
love
what
they
do
.
But
the
overwhelming
majority
of
the
conferences
that
I
went
to
,
I
feel
like
it's
the
same
crowd
of
people
who
are
there
at
all
of
them
and
they're
all
talking
about
the
exact
same
shit
.
That
is
not
applicable
to
my
business
.
With
all
due
respect
,
nobody
is
going
to
teach
me
anything
new
about
selling
freight
at
this
point
.
They're
not
going
to
tell
me
something
that
I'm
like
,
holy
shit
,
why
didn't
I
think
to
cold
call
?
That's
not
going
to
happen
and
that's
where
my
business
is
.
I
need
to
fucking
build
revenue
.
Chris Jolly
59:28
I
think
that
there
are
a
lot
of
great
intentions
behind
some
of
these
conferences
that
are
out
there
and
there's
a
lot
of
great
information
that's
out
there
.
Chris Jolly
59:36
It's
just
not
what
I
need
in
my
business
right
now
and
that's
just
kind
of
where
I'm
at
,
where
it's
like
I'm
going
to
scale
back
and
then
again
,
if
I'm
going
to
shut
down
anything
for
a
couple
of
days
,
I'm
at
a
point
where
again
I
need
revenue
.
So
it's
like
if
you
want
me
to
come
to
your
show
,
it's
going
to
cost
you
money
,
like
I
,
again
I
need
.
I'm
at
a
position
in
my
business
where
you
are
asking
me
to
take
away
from
my
business
and
Fly
out
there
,
pay
to
fly
out
there
,
pay
for
a
hotel
,
pay
for
all
my
meals
,
do
all
of
that
for
free
.
Like
again
,
I'm
not
trying
to
make
myself
sound
more
important
than
I'm
not
,
but
I'm
not
at
that
point
in
my
business
.
In
a
couple
of
years
yeah
,
you
know
what
Fuck
?
I'll
come
out
and
speak
at
your
conference
.
I'll
pay
for
my
own
flight
.
Don't
worry
about
it
.
I'm
not
there
revenue-wise
right
now
where
I
can
shut
it
down
.
Blythe Brumleve
1:00:40
Yeah
,
I
think
it's
easy
for
the
folks
who
work
at
a
company
,
where
they're
the
ones
footing
the
bill
and
they're
the
ones
you
know
you
can't
wait
to
get
out
of
the
office
.
But
for
me
,
I
,
I
love
what
I
do
and
it's
costing
me
money
,
not
just
going
to
the
,
to
the
event
,
but
the
pre-planning
ahead
of
time
,
the
follow
up
afterwards
.
It's
you
know
,
some
of
the
networking
I
,
I
,
I
would
say
that
it
is
worth
it
to
not
only
build
relationships
but
solidify
some
of
those
relationships
as
well
.
But
for
a
lot
of
them
it's
now
becoming
more
of
,
I
guess
,
a
choice
and
a
leisure
choice
.
If
I'm
going
to
go
,
there's
some
companies
that
have
multiple
conferences
a
year
.
I'm
sorry
I'm
not
going
to
multiple
conferences
a
year
.
You
get
one
out
of
me
and
you're
lucky
to
get
that
,
and
I's
just
and
I
think
of
it
as
you
know
lucky
from
the
sense
of
I
have
to
pull
myself
away
from
this
and
it
needs
to
still
keep
moving
without
me
.
Chris Jolly
1:01:25
I'm
not
trying
to
put
words
in
your
mouth
,
but
when
you
are
the
expense
account
,
like
I'm
the
expense
account
,
I
have
to
pick
and
choose
wisely
on
that
.
And
again
,
like
I'm
trying
to
grow
a
fucking
business
,
right
,
like
I'm
not
trying
to
play
business
here
.
Right
,
like
I'm
not
trying
to
play
fucking
freight
influencer
or
anything
,
like
I'm
building
a
,
like
I
got
a
fucking
family
to
feed
,
I
got
bills
to
pay
.
You
know
I
can't
shut
shit
down
for
a
week
to
go
fucking
bump
elbows
with
people
.
You
know
I
like
I
have
to
be
strategic
about
my
time
,
how
I
allocate
it
and
what
I
do
.
Chris Jolly
1:01:56
Because
,
again
,
this
is
a
system
,
this
is
a
machine
and
I
need
to
be
a
part
of
this
right
now
,
at
this
current
juncture
of
my
business
.
Again
,
two
,
three
years
from
now
probably
will
look
a
lot
different
because
I
will
have
15
,
20
,
30
employees
.
At
that
time
I
will
have
a
leadership
team
in
place
where
hey
chris
can
shut
down
and
go
to
this
event
for
a
couple
of
days
and
my
priorities
will
be
different
.
My
priorities
right
now
add
shippers
,
add
revenue
,
hire
.
Blythe Brumleve
1:02:23
That's
my
priorities
in
business
.
Amen
to
that
,
I
mean
,
except
for
the
shipper
part
.
I
don't
have
to
worry
about
that
,
but
add
new
companies
to
work
with
.
Blythe Brumleve
1:02:28
Add
revenue
and
then
we
can
talk
and
we
can
sort
of
socialize
at
the
conferences
at
a
later
date
.
I
have
no
problem
going
to
them
,
um
,
but
I
have
to
be
able
to
financially
justify
it
,
and
that
sell
to
me
is
way
different
than
somebody
who
is
,
you
know
,
just
a
VP
at
a
company
,
that
their
company
is
paying
for
it
and
you
can't
wait
to
get
out
of
the
office
.
I
love
what
I
do
and
you
need
to
almost
like
drag
me
away
from
it
and
I'm
still
thinking
about
it
nonstop
,
like
while
I'm
at
the
conference
as
well
.
So
it's
,
it's
one
of
those
things
where
I
think
it
just
,
you
know
,
some
people
are
entrepreneurial
and
then
some
people
aren't
,
and
you
have
to
be
able
.
I
think
it's
the
power
.
Blythe Brumleve
1:03:05
You
actually
said
it
in
the
Freight
Caviar
podcast
,
because
I
listened
to
that
.
I
know
it
was
a
little
bit
older
of
an
episode
in
a
couple
years
,
but
you
mentioned
the
power
of
saying
no
.
A
little
bit
older
of
an
episode
in
a
couple
of
years
,
but
you
mentioned
the
power
of
saying
no
,
and
that
really
resonated
with
me
,
because
it's
challenging
to
say
no
to
some
of
these
people
and
to
tell
them
I'm
sorry
,
I
can't
do
this
.
I
have
to
prioritize
this
other
thing
,
because
it
can
feel
a
little
bit
like
an
ego
boost
that
,
oh
,
you
want
me
to
come
and
speak
,
like
,
yeah
,
let
me
try
and
make
it
work
,
but
you
have
to
keep
things
in
priority
and
whatever
you
are
saying
yes
to
,
you're
saying
no
to
something
else
,
and
so
it's
almost
like
thinking
of
it
in
the
inverse
as
well
.
Chris Jolly
1:03:40
That
perfectly
summarizes
it
to
me
,
blythe
.
Because
it
is
,
because
here's
the
reality
.
When
you're
building
anything
whether
it's
a
media
,
whether
it's
a
brokerage
,
it
doesn't
matter
what
it
is
you
are
definitely
slow
.
When
you
first
start
,
nobody
wants
to
talk
to
you
,
nobody
gives
a
fuck
about
what
you're
doing
,
nobody
fucking
cares
.
Right
,
some
people
will
,
right
,
but
,
like
the
overwhelming
majority
of
people
do
not
fucking
care
about
what
you're
trying
to
do
,
what
you're
trying
to
build
,
because
it's
earned
right
,
like
time
is
money
,
like
truly
,
and
you
want
to
say
yes
to
everything
,
and
I
think
,
every
business
,
naturally
.
Because
how
do
you
know
what's
going
to
be
beneficial
and
what's
going
to
not
be
beneficial
unless
you
go
.
Chris Jolly
1:04:26
And
I
think
after
you
go
to
a
bunch
of
events
or
you
do
a
bunch
of
things
,
you
start
again
back
to
the
systems
thing
.
It's
all
about
volume
.
And
then
you
realize
like
,
hey
,
this
doesn't
move
the
needle
,
this
work
,
this
does
not
.
And
then
you
got
to
every
quarter
or
every
30
days
you
got
to
look
back
and
say
like
,
all
right
,
what
worked
,
what
didn't
?
All
right
,
cut
the
shit
that
didn't
work
,
double
down
on
what
worked
.
And
then
the
next
30
days
all
right
,
what
worked
,
what
didn't
you
know
.
So
I
think
that
that's
a
lot
.
Say
yes
,
you
want
anybody
to
give
you
attention
,
and
then
you
get
a
little
attention
and
then
you're
like
,
then
you
start
feeling
bad
,
but
again
don't
feel
bad
.
No
is
a
complete
sentence
and
you
have
to
look
out
does
this
actually
move
the
needle
for
your
business
?
And
if
it
is
not
a
resounding
1000%
yes
,
say
no
.
I
appreciate
the
opportunity
.
Maybe
next
time
.
Blythe Brumleve
1:05:12
Well
said
that
one
.
The
last
thing
is
sort
of
another
.
Well
said
again
for
this
episode
.
Chris Jolly
1:05:21
The
no
is
a
complete
sentence
.
Andy
Frisella
says
that
all
the
time
on
his
podcast
because
he
does
a
bunch
of
shows
.
Again
,
follow
him
.
I
try
and
make
sure
that
I
give
him
a
lot
of
credit
,
because
the
dude
gives
away
pure
gold
all
the
time
for
free
on
his
podcast
and
he
said
that
.
And
that's
where
it
hit
me
.
I'm
like
no
is
a
complete
sentence
.
And
then
,
frankly
,
I
don't
owe
anybody
anything
.
I'm
not
in
debt
to
anybody
where
I
need
to
pay
somebody
a
favor
or
anything
like
that
,
and
neither
does
anybody
else
.
If
you
don't
want
to
do
something
,
don't
.
Blythe Brumleve
1:05:55
Well
said
again
Blythe Brumleve
1:05:57
.
Chris Jolly
1:05:57
I
hope
somebody
made
a
shot
game
out
of
this
.
Blythe Brumleve
1:06:06
They'd
be
hammered
by
the
time
they
finish
this
episode
,
Especially
if
you
listen
to
this
show
on
,
you
know
like
with
a
1.25
or
1.5
speed
,
or
if
you're
a
psychopath
and
listen
to
anything
two
or
more
,
which
is
just
insane
.
Blythe Brumleve
1:06:14
All
right
,
last
couple
questions
here
,
because
I
know
time
is
money
,
I
know
you
got
to
get
back
to
moving
freight
,
but
sort
of
last
piece
of
advice
for
someone
who
is
seeking
out
,
you
know
,
sort
of
the
new
American
dream
.
If
you're
a
founder
looking
to
market
yourself
or
maybe
you
are
,
you
know
,
a
broker
looking
to
become
a
freight
agent
,
what
does
the
new
American
dream
look
like
and
what
advice
would
you
give
to
them
?
Chris Jolly
1:06:37
Be
very
selective
on
who
you
take
advice
from
.
I
think
that
,
with
it
being
a
digital
world
,
you
can
vet
people
who
you
follow
,
right
.
Like
again
back
to
Andy
Fursella
.
He
says
this
on
a
show
Do
they
have
an
actual
website
?
Do
they
have
a
business
?
Do
they
have
a
building
?
Do
they
sell
a
product
?
What
have
they
built
?
Chris Jolly
1:06:55
In
today's
day
and
age
,
you
can
see
there's
digital
track
records
of
people
,
right
.
So
I
think
,
be
careful
on
who
you
take
advice
from
.
Definitely
don't
take
advice
from
people
who
have
less
money
than
you
,
don't
have
a
business
,
don't
have
a
podcast
,
don't
have
what
you're
trying
to
do
.
Don't
take
advice
from
them
.
And
then
I
think
,
at
the
end
of
the
day
you
got
to
start
.
Everybody
sucks
.
I
still
suck
to
this
day
.
Chris Jolly
1:07:21
I'm
still
figuring
things
out
every
single
day
and
I
also
realized
that
,
at
the
end
of
the
day
,
what
truly
matters
to
me
and
to
me
,
I
look
at
it
as
who's
going
to
be
there
,
and
not
to
try
and
sound
morbid
,
but
like
,
like
,
who's
gonna
be
there
when
I'm
on
my
deathbed
,
really
,
when
it
fundamentally
,
who's
gonna
be
there
unless
my
wife
kicks
me
to
the
curb
?
I'm
just
kidding
,
but
like
my
wife
,
my
son
,
my
future
children
,
that
that'll
probably
be
it
.
You
,
you
know
maybe
a
couple
more
.
That's
who
I'm
worried
about
.
I
,
like
I
love
people
.
I
want
to
do
the
best
that
I
possibly
can
,
but
I
don't
give
weight
to
99.9%
of
the
opinions
that
people
have
of
me
Like
A
.
They
don't
say
it
to
my
face
.
If
they
saw
me
in
real
,
they're
not
going
to
say
a
fucking
word
to
me
in
person
.
And
if
they
did
,
I'll
probably
going
to
laugh
at
them
and
be
like
really
,
you
know
,
I
think
that's
what
it
is
.
Chris Jolly
1:08:21
You
got
to
find
what
it
is
.
What
?
What
do
you
want
to
do
every
day
to
deal
with
the
,
the
rejection
,
the
constant
battles
that
you're
going
to
have
?
Is
it
worth
it
,
is
it
not
?
Not
?
When
you're
down
to
your
last
couple
of
dollars
and
you
don't
have
anybody
to
reach
out
to
,
you
can't
get
financing
,
you
can't
do
anything
.
You
got
to
think
in
those
moments
,
who
am
I
really
doing
this
for
?
And
I
think
like
that
,
that's
the
new
age
of
things
,
because
it
I
think
that
the
more
that
technology
comes
about
,
the
less
people
are
going
to
adopt
it
.
I
truly
think
that
.
I
think
that
more
people
are
going
to
want
,
they're
going
to
crave
real
conversations
.
They're
not
going
to
cause
like
.
It's
going
to
get
to
a
point
where
it's
like
is
this
an
AI
bot
or
is
this
a
real
person
?
You
know
?
Blythe Brumleve
1:09:07
I
had
a
question
for
you
that
I
was
going
to
ask
you
if
you
were
nervous
about
AI
influencers
,
but
I
feel
like
I
already
know
the
answer
to
that
.
Chris Jolly
1:09:13
No
,
I'm
not
I'm
not
worried
about
any
of
that
shit
.
I'm
not
because
,
like
,
I'm
not
competing
against
that
.
Blythe Brumleve
1:09:21
I'm
truly
not
well
,
let's
add
another
uh
,
well
said
to
the
end
of
this
conversation
,
because
I
know
you
got
to
get
back
to
work
and
so
and
this
episode
is
sponsored
by
Tito
Well
.
Blythe Brumleve
1:09:36
I
think
if
we
,
if
Mike
,
had
it
his
way
,
it
would
be
a
very
particular
kind
of
tequila
that
that
he
would
pick
to
sponsor
this
show
.
So
well
,
well
,
well
,
thank
you
,
chris
.
Where
can
folks
if
they're
not
?
I'm
,
I'm
I'm
assuming
that
they're
not
already
following
you
,
but
if
they're
not
,
where
can
they
follow
you
?
The
podcast
,
all
of
your
work
,
all
that
good
stuff
.
Chris Jolly
1:09:57
Just
literally
,
look
for
the
Freight
Coach
on
anything
,
and
that
was
another
piece
of
advice
.
I
would
say
own
your
brand
right
away
and
own
it
on
every
social
media
channel
out
there
.
But
yeah
,
the
Freight
Coach
,
you
can
look
for
me
iTunes
,
spotify
,
linkedin
,
instagram
,
anything
like
that
.
You
can
find
it
.
Blythe Brumleve
1:10:10
Awesome
,
Well
,
that
you
can
find
it
Awesome
.
Well
,
this
was
an
incredible
conversation
,
Perfect
for
you
know
,
a
July
4th
release
,
so
hopefully
it
gives
folks
you
know
some
motivation
,
some
inspiration
to
think
about
it
.
And
maybe
you're
on
a
summer
break
and
you're
looking
for
making
a
shift
in
your
career
.
So
take
advice
,
take
accountability
and
start
building
.
So
thank
you
,
Chris
,
for
all
the
useful
advice
.
Chris Jolly
1:10:31
Anytime
,
black
,
we'll
talk
to
you
soon
all
the
useful
advice
.
Blythe Brumleve
1:10:38
Anytime
,
black
,
we'll
talk
to
you
soon
.
I
hope
you
enjoyed
this
episode
of
Everything
is
Logistics
,
a
podcast
for
the
thinkers
in
freight
,
telling
the
stories
behind
how
your
favorite
stuff
and
people
get
from
point
A
to
B
.
Subscribe
to
the
show
,
sign
up
for
our
newsletter
and
follow
our
socials
over
at
everythingislogisticscom
.
And
in
addition
to
the
podcast
,
I
also
wanted
to
let
y'all
know
about
another
company
I
operate
,
and
that's
Digital
Dispatch
,
where
we
help
you
build
a
better
website
.
Blythe Brumleve
1:11:02
Now
,
a
lot
of
the
times
,
we
hand
this
task
of
building
a
new
website
or
refreshing
a
current
one
off
to
a
coworker's
child
,
a
neighbor
down
the
street
or
a
stranger
around
the
world
,
where
you
probably
spend
more
time
explaining
the
freight
industry
than
it
takes
to
actually
build
the
dang
website
.
Blythe Brumleve
1:11:18
Well
,
that
doesn't
happen
at
Digital
Dispatch
.
We've
been
building
online
since
2009
,
but
we're
also
early
adopters
of
AI
,
automation
and
other
website
tactics
that
help
your
company
to
be
a
central
place
to
pull
in
all
of
your
social
media
posts
,
recruit
new
employees
and
give
potential
customers
a
glimpse
into
how
you
operate
your
business
.
Our
new
website
builds
start
as
low
as
$1,500
,
along
with
ongoing
website
management
,
maintenance
and
updates
starting
at
$90
a
month
,
plus
some
bonus
freight
,
marketing
and
sales
content
similar
to
what
you
hear
on
the
podcast
.
You
can
watch
a
quick
explainer
video
over
on
digitaldispatchio
.
Just
check
out
the
pricing
page
once
you
arrive
and
you
can
see
how
we
can
build
your
digital
ecosystem
on
a
strong
foundation
.
Until
then
,
I
hope
you
enjoyed
this
episode
.
I'll
see
you
all
real
soon
and
go
Jags
.
