Mens Haircut List - Antonio : gentlemen, antonio here with realmen real style. and i've got this special guest. so, i just did an interview for pat'schannel, but this is patrick bet-david over at valuetainment. and i have to admit soyou guys always ask me, antonio what channels do you watch?you guys know i watch lot of fashion and style channels, but i also watch a lot of entrepreneurialchannels. you guys know i love entrepreneurs. i love people that are going out there changingthe world. well, i've got one of those people righthere. but, pat, maybe you can tell my audience who many of them don't know you, you cantell a little bit about yourself and who you are.patrick: sure. so, first of all, thank you
for having me on your channel. we love whatyou're doing as well, so feeling is mutual with what you're creating. you know thebest guy on youtube you can think about on teaching how to on the best educators in thattopic in my opinion the best guy. but, so for my background, i was born andraised in iran. i lived in iran ten years. i was born october 18, 1970 which was peakof the revolution in iran. ten years war the whole nine yards. then, khomeini dies june,3, 1989. i'm in school. we escaped six weeks later. i went to a refugee camp in germanyfor about two years. then, we come to the states - glendale, california.i go to school and i'm the kid that had the 1.8 gpa, i didn't do too well in schooland right after school, i joined the military.
and, like i was reminding you before aboutme learning early on that the reason why i chose army and i learned a lot about marinesand i had to learn to forgive that, you know you know, that no one's perfect especiallymarine friends like yourself that but i have to learn that early on from the forgivenesslevel. antonio: we'll leave it at that. you guyswill have to go watch and i'll link to it in the description. the interview i just didwith with him on his channel, but, yeah patrick: so, first of all, when i say thisi'm teasing. this is an officer who went to --got his undergrad and he goes to ut.i don't have that kind of a resume like and of if i was a soldier, i'm a privatei'm saluting to him when we're in the
military, so thank you for your service.antonio: but, what we're talking about success here.patrick: right. antonio: and we're talking about symbolwe're talking about symbolism, success, and a little about style here. but, i meanyou had some great success. you have how many agents now working?patrick: right. so, i mean i got out i wanted to be a bodybuilder. i was going to be thenext middle eastern arnold schwarzenegger marrying a kennedy and become a hollywoodsuperstar and i digress and went into the financial industry with morgan stanley deanwitter a day before 9/11. and, after morgan stanley i want to trans america on october20, 2009 which is seven years ago from today.
seven years ago, we started php agency becameofficial at a one office in northridge, california. we had about 66 agents what started off withand today, we have 2,500 agents in 49 states. by the end of the year, we'll be all 50states. so, we started off one state, 50 states and business has grown and accidentally fouryears ago, three years and eleven months ago, we started a youtube channel called valuetainment.initially, it was called two minutes with pat and then we realized i don't do anythingin two minutes, that was problematic. all the episodes will be seven minutes, eightminutes, but the episode was called two minutes with pat. so, it was pathetic, it was itwas that tells you how much we knew about what we were doing. maybe that's the reasonwhy we only had four hundred [subs] our first
year.and then, we focused on the topic of entrepreneurship, it's something that i know a lot about andwe got right into it and the next thing you know it started doing [rolls].so, i run a full time business. i have staff here you are on my headquarters you walk around.we have home office support here not counting our independent contractors and then our executivesin the field that run the sales offices and our vice presidents that we have in the field.and then, our vendors that we have and then our support team technology it people thatwe have. and then, at the same time, i do youtube part time. so, this has been a parttime gig. antonio: so, i was watching one of your othervideos, i'm going to link to it down the
description. but, it was your friends fromway back, they were saying about, okay, if anyone we saw is being successful, it was not goingto be you. so, how did you go from the bodybuilding thearmy to being good at finance because that�s what i'm assuming is you actually have tobe good at finance to have a company with almost 2,500 agents?patrick: right. so, i think there's a few things. one is i think the word entrepreneurwhen you think about a word like if you think about if i, if i were to say somethingand you have to say that first word that comes to your mind. if i was the greatest basketballplayer of all time, you would probably say michael jordan, let's just say. you knowthe greatest baseball player of all time,
you may say babe ruth. the greatest presidentof all time, you may say lincoln or reagan or kennedy or whatever.if you tell me what you think about entrepreneur what do you think about, i think about mathis what i think about. and why math? because to me everything that runs that light is allmath. the amount of circles that's has got there, this is math. these cameras use mathsupport. this is an angle that's rectangle it's math. business is math.you when you were talking earlier with 242, he was talking math of color coordinatinguniforms, all you need is four shirts, two suits, two shoes you can combine, that'spurely math to me. [0:05:09] but, the transition in my life whenyou say my friends, no one in a million years
thought i was going to do anything, no one,not a single soul. i joined the army because i was not going to be accepted by any --communitycolleges wouldn't accept me. you told a story that was very touching onwhat happened with your sister in 2009 and i experienced something similar to that. wheni get a call, my dad had a major heart attack. my dad has had thirteen heart attacks. he'shad six angiograms, six angioplasty, three stents in his heart.and, when he had his heart attack, i went to ucla medical center in la and i never forgetwhen i went i went upstairs and all the nurses i was so annoyed with everybody because nobodywas around. i'm just kind of like why is my dad not getting better treatment. well,that's a government service, you're not
going to get the best treatment because wedon't have the money to give him the best treatment.i went downstairs in my car, i cried like a little baby for one hour in my ford focusand i was so disappointed with myself that here's a man that brought me to americawith my mother. it cost them a divorce. they sacrificed every single friendship and relationshipand family and everything they ever knew. it's not like they came here at 22, theycame in their 40's. and here i am lollygagging with my life and this man is having all theseheart attacks because of stress of finances. he works at 99 cent store in inglewood. iwas so upset with myself, i'm so upset with myself that i'll tell you the next day myeyes were completely changed i got a hold
of 83 questions in august of 2003 that i wentto el matador beach by myself for six hours. i went to one of these, i call it the ultimateself-discovery questionnaire that i have on my website and, from there things changed.i look at things differently, everybody that wanted to ask me to go club i was very goodat clubs. if you went to clubs with me, you will have a good time with me. i was fondat nightclubs ladies all that other stuff. i just found that the only girl you ever kissedis your wife which is unbelievably impressive. we're part of the same club. me too baby,just you're the only girl i've ever kissed too.but, i was a complete different thing. once the shift happened, i told my friends don'tcall me about nightclubs, don't call me
about parties, don't call me about anything.it was a certain level of obsession that almost and i understand from their point of view,i rub them the wrong way because it was too much of a 180.so, a lot of my friends you talked to, they'll say this that we would have never thoughtpat would do this, but i was not going to let my dad die without him seeing my kidsone day. that was very, very important to me. and, thank god he's still around. he's74 years old today, he is still around and all my kids he's had a chance to see andthat was very important to me. so, that was my driving force at that time.antonio: see a lot of people that watch my channel, they think it's about style inclothing and that's not exactly true. if
anyone's watch my channel they know thatthis is about helping men be better men. one of the things we always talk about guys isan emotional component to get you to transition whether it'd be to dress sharper or to turnyour life around and actually so, you started studying finance and just gettinginto this? why finance? patrick: so, i'll tell you the truth here,i'm going to have to confess. i'm at venice beach and this one girl approaches me veryattractive girl when we start talking, okay? and this is in 2001 and so we start goingon dates and every time we go on dates she has nice cars. she picks me up in a porsche,in a mercedes, in a lexus and i don't have the nicest cars at that time.so, finally i said, how do you make your money?
and she says, well, i'm in the financialindustry. and i said, who are you with? she said, i'm with morgan stanley deanwitter. i said, i want to work at morgan stanley dean witter. she said, you can't,you need a degree. you got to go i went to ucla. she went to ucla. i said, i'mnot getting a degree. and so, you know, eventually i send out ahundred resumes to morgan, merrill, schwab, smith barney, all these other guys. and wheni send the resumes, i my resumes obviously is terrible because resumes army, it's bob'sbig boy which i don't know if you know bob's big boy?antonio: i don't know bob's big boy. patrick: it's burger king and haagen-dazs.okay. so, you there's nothing impressive
about haagen-dazs, you know, there's nothingimpressive about bob's big boy. and at burger king they never even made me a cashier, atleast let me touch the money. they said you can just be a chef is what i call myself.you'd say whopper no onions, i made it for you. that's what i did as a 6'4" guywearing an extra medium shirt, small shirts and i'm making those whoppers.so, i sent my resumes and i said, that's not going to give me the job, but i had tobe creative. so, i put the cover letter, i chose my best joke and i put it at the top.opening line cover letter is a joke. then, below the joke it says, if you're laughingand this made you smile and you feel better, this is exactly how my clients are going tofeel when they do business with me. if you
want somebody like this part of your team,give me a call. okay? thirty calls out of the hundredresumes. fifteen of them were simply calls to say you're hilarious, but we're notinterested, you're not qualified. antonio: yeah.patrick: i'd say goldman sachs is not going to hire someone like me. but, luckily i gotfifteen calls that were interviews. i went in i got two or three job offers. i chosemorgan stanley and that's how i got started. as a matter of fact, it was a day before 9/11.my first day was monday 9/10. antonio: yeah.patrick: with morgan stanley. i'm supposed to go to new york to the world trade centernext day. morgan stanley's headquarter of
3,600 employees is in the world trade center.9/11 happens the next day, so it wasn't the best time to get into the industry, butthat's how i got involved in the industry. antonio: i love the fact you throw out a hundredresumes and you took that unique approach of which only fifteen people really were serious.of course, fifty one let you know you're funny.patrick: yes. antonio: and probably wished you good luck.and i think you really humanized a process which can almost dehumanized people. and youwere able to most importantly get the job offers and get your foot in the door.now, getting your foot in the door is one thing, but actually becoming good at this.how did you stay focus in i mean you're
talking about you didn't see yourself asmaybe the smartest guy, but you still were able to be good at this?patrick: yeah. so, for me, i did a video for twenty years, i'm 38 now. okay, let'sjust say since i became in sales, i got into sales at 20 years old. for eighteen years,we talk to people and we ask them that corny question that everybody asks which is what'sthe key to success. you get asked that a million times, right?what's the key to success? hey, antonio what's your key to success to the channelthat you have? and what's the key to success to life? and we have all these answers. so,i've collected all the answers, people would say, you know, key to success in life is marryingthe right person. cool. that's great. write
it. the key to success is hard work, key tosuccess is respect, it's love, it's faith, it's capitalism, it's loving people andcaring and giving back and ta ta and all these stuff that you hear about. great.but, it's still not the answer to me, so i wanted to find that if i could transferone skill to my two sons and my daughter. what is the one skill i would love for themto learn? and finally, i came to conclusion and in my mind now no one can change my mindin this area, yet, not one has yet to make me believe that certain thing is more importantthan learning this one skill set and here's what it is.i believe everything in life is about solving for x and the most important skill set youcan learn in life is how to process issues.
what do i mean by how to process issues? whenthey say the key to success is marrying the right person, i say that's the that'snot the seed, the seed is you have to learn how to process issues on who the right personfor you is to marry, right? for instance, how to process issues is ifa kid you tell him don't do drugs, don't do this, don't do that. here, son, i wantyou to watch a scene here from walk the line and walk the line, you know, johnny cash isoffered by jerry lee lewis these drugs to take and he says take any. he says i don'twant to take any, says, look, elvis takes it, then he takes it.we can show that scene to our boys, but that kid is going to be offered cocaine or drugsor ecstasy or whatever it is nowadays. i need
to teach him how to process issues when thathappens. i need to teach him how to process issues when a girl comes and says, hey, let'ssmoke this weed together and let's have sex. if you smoke it will do this.i can't tell him don't do it, but i can teach him how to process issues, right? becauseyou and i faced it, not you and i, because we kiss one girl, but they're going to faceit, right? antonio: yes.patrick: the point is when you ask what was the key to success for me in the business,i had to process issues and ask myself what is my number one product. and my number oneproduct wasn't math, my number one product was people. i had to understand people. ihad to study people, i had to watch people.
when you and i were interviewing and in themiddle of the interview, i just realized half the questions i shouldn't have even askedyou, it's not even to ask you for what? you already know exactly who your customers,you already know exactly what you're doing. you are so clear and self-aware of what you'redoing with your business that if anything anybody can learn from you is to know thatyou'll learn who your ideal customers and you tailor to them.so, for me i had to learn who my customer was and it was people and i had to learn howto deal with people. and the numbers was easy because with the numbers, yeah, i'm notthe smartest guy at the company. our president is a guy that took [jamdap] public and soldit for $680 million. now, that guy is he can
do laps around me.our chief compliance officer has every single license under the sun, he was my branch managerin 2002. he's our chief compliance officer. i am not smarter than him, but it's people.then, you have to put a team of special specialized people around you while you know how to dealwith the people if you can put specialized knowledge around you, then you have a solidteam that can help you grow your business. so, i would say that's probably the thetop reason is i process the issues of what was the number one thing i can learn and thenumber one thing guy to learn in my business was people.[0:15:00] antonio: all right. we're going to go withthat. so, i want to transition the interview
a bit away from talking about, you know, thebusiness side, let's talk about like symbolism. so, i've been walking around your officeand i've looked at i mean from the logo of your company and from the name of it tothe colors that you chose. can you talk a little bit about that like?patrick: we're really going to get into this, this is exciting. so, the truth is weare a gang except we are running a business. that's really the truth.no, but, you know, you and i were talking earlier and you said how much you miss themilitary, the part of it of camaraderie. and, you and i were kind of talking about it briefly.when i got out of the military i talked to my buddy, jeff recently. he and i were speakingand he works special ops and this guy called
him super soldier. he is he was the guythat i mean him and i were buddies and you know what it is when you have your boy inthe army , no one can separate the two of you. you guys are just buddies. he backs youup, you back him up. that level of camaraderie i got in the militarywas very important to me to my life. so, when i came out and i started a company it wasvery important for me to get that same exact experience and feeling to the people thatwork in this company and symbolism is a part of it.if you think about i was at a dinner at wayne hughes house. his son's house in malibuand they brought a speaker -- wayne, he was the founder of republic storage it's wortharound $4 billion. i think it's like the
72nd richest man in the world.and they brought a speaker, dennis prager, they brought. and, you may know dennis prager.they brought dennis prager and he got up and he spoke, he said, what makes religionspowerful? i think about what he said. so, i'm like, whoa, we're going in a deepend right now because it's now controversial conversation, what religion? he said rituals.he said what makes a great sports team special. okay, now we're going to the safer. he saysrituals. when you play for notre dame and you go through the thing, you hit the whatmakes the celtics so special? rituals. what makes the military so special? rituals. whatmakes special family so special? rituals. so, what are your rituals?so, now our company we have rituals, you know,
for valuetainment we have a very unique logo.we call the [ligon]. there's a lot of meaning behind that valuetainment logo that we havewith the color that we have php with the red, white, and blue. and the hand, there's ameaning behind that because for a guy like myself, i mean i did not get to where i'mat because i have these special abilities and i'm just extremely smart, etc, etc.i got to where i'm at because somebody at some point inspired me lifted me up pushedme, challenged me and they were willing to take the time to educate me and i was serious,i was committed, but they're willing to take the time to help me and they help meget to the next level and that list is a long list of names.so, symbolism is it has to mean a lot to you,
you can't just put it up here and say, hey,you know, this is cool, it's going to get people's attention. we had somebody on youtubejust took our logo and they changed the i�s literally just the i's and they added itto their logo. and i'm like looking at myself saying, you can do that all day long, butit's like the people in china that take a logo of nike and they call it nice you know.but, and the swoosh goes the other way around. you're not going to be nike. it has to havemeaning to you and every one of these logos has a lot of meaning to us, has a lot of meaningto us. antonio: now, what about the culture? it seemslike i noticed everyone's office, i mean you actually put time and a lot of peoplewith the environment that they're working
in, look like they're having a lot of fun.i saw that everyone decorating patrick: yes.antonio: somebody went rock and roll, they pointed that out to me to mario. i mean doyou feel that the environment we put ourselves in actually has an effect is that important?patrick: yes, absolutely. you know we happen to be in the most boring industry in the world.i hope you know this. like i don't know if you know what i sell for a livingantonio: i was going to say patrick: i'm going to say -- i can say it,we sell life insurance. antonio: yeah.patrick: that's what we sell just so you know. you know what life insurance is? it'slife insurance. you know what we have to talk
about, this is what we talk about. bob, mary,what are you going to do one day when bob dies? what are you going to do with thesethree kids? now, let me tell you nothing about what ijust told you is exciting. well, you know what happened this week? here's what happenedthis week. we had an 82-year old grandmother who just passed away. her final expense andburial is covered. she died yesterday. we got it. we had a spouse, a husband that iknow who met her, his wife, erica who's a sweet' she work at engineer lady that'smaking 150, 160 extremely brilliant. they meet each other, you look at him you'relike, my gosh, i am just you guys are perfect for each other. last week motorcycleaccident, boom. it happens. i love riding
motorcycle, it can happen to the best of us,but it happened to him. that's the industry i chose to be a part of. now, that gets myheart and initially it didn't because i thought it was purely business and talkingabout dying, but there's a crusade and a heart behind the industry why i chose to bea part of. now, i'm in love with this industry. [0:20:00] but what's the boring part ofit? look, i dress like this and i brought you in because i think our guys can learna lot from you on how incredible of an educator you are when it comes unto style. there'sa lot of solid education you bring to people on style.but, i want to mix up the life insurance industry. i want to disrupt the life insurance industry.i don't want the life insurance industry
to just go out and everybody wears brooksbrothers all the time with cole haan shoes and trying to attract millenials and gen x'sand gen y's because they're not turn on by that.when you look at the industry that went from a half a million license agents in america1974 to today, it's roughly 200,000 life insurance licensed agents. how do we go froma half a million to 200 when the population is 1974 is 209 and now, we're at 317 orwhatever the number is today. how do we increase the population by 50%, but agents decreaseby 60%, how did that happen? they have completely forgotten how to connectwith the audience. so, going back when you say the industry and the company was thisintentional. i think, one, you got to know
your product which you do. two, i think yougot to let people represent themselves. mario loves metallica. what's your favorite? isit metallica? what's the song that you like to play with, the guitar?mario: fade to black. patrick: say it again?mario: fade to black. patrick: fade to black. and he plays it andlet me tell you. i watch him, he's in the zone. that's mario.paul, he loves to watch the movie, i don't know why he loves to watch a movie. we foundout about this earlier, the documentary. paul is so driven by movies and his favorite movieof all time is what? the forty year old virgin. i don't know why he loves the movie, buthe loves that movie, right? he is fascinated
by that movie.and, we were trying to figure out why all this time, but he loves the movie. so, ifyou go to his cubicle maybe you should get some b-rolls so we can show it. it's allhollywood, but that's him. he is like the most incredible editor i've ever met inmy life. you see any of the videos that we do of editing? he does it.antonio: yeah. and, after this afternoon, he's going to be a great dresser as well.patrick: he is going to be a great dresser because you you brother we brought youand kelly nishimoto. some of you guys got to see this becauseantonio: we'll link to that video. we're going to have lots of videos for you guys.patrick: so, we chose antonio's because
we said we got to bring two of the best stylistsi know, one from the men's perspective one form a woman's perspective. kelly nishimotowho has her own show and she had something new something borrowed. she's very well-knownin hollywood. we brought her. she's got the pink hair.you could put the pics so they can see. and then, we brought antonio. and there's abattle to see who can make a miracle happen for paul. and paul goes on his first datewhich attire is going to get the girl to say, oh, my gosh. so, that's why we brought antonio.but going back to it, i think you got to you got to kind of let people do their own brandand their own identity and we try to do our best for our people to do that, so it'sworked out well.
antonio: i like it. i like how you're that'svery interesting point the number of agents has actually dropped. i had no idea.patrick: yeah. antonio: yeah, you're in an industry whicha lot of people just it's not something that you think people would as a kid say,oh, i want to become a, you know, i want to sell insurance. i mean kids want to be astronauts.i wanna be cowboys. patrick: yes.antonio: they want to be football players. patrick: yes.antonio: all that fun stuff. and, but you've really focused in on the emotional component,i have to admit i never thought i would be talking about clothing, owned a custom-clothierget into the fashion or style industry. earnestly
it wasn't attractive to me, but what keepsme in this is being able to work with men and to help me. sopatrick: and, you're obviously doing that. you're not just doing it out of small scale,you're doing it at a very, very large scale yourself.antonio: well, thank you, you know. now, so you're looking at, you know, your guys beingable to go out there reach for people to be able to connect. how do you see image playinginto that like style and clothing, how was it do you have anything i mean besidesyou used to wear uniform? patrick: yes.antonio: and it was one patrick: yes.antonio: if you saw a kid walking down the
street let's say 20-year old guy wearinga shirt, it's got like a ranger tab right here. are you going to take offense to thator you're going to look at that and say, is he out of the, you know, ability to wearranger tab? what actually kind of i don't know it irk me. i'm not even a ranger, buti do know that patrick: of course.antonio: so, can you talk a little bit about how maybe your time in the army and goingforward is kind of change maybe your perception of how you look at uniforms and how you lookat clothing an image? patrick: so, i think this will be great foryour audience because i happen to be a ceo of a firm that's, you know, is called thefastest growing financial firm in america.
we're growing seven years, so we're doingvery well. but, sometimes i have to also explain who i was before i became the ceo the entrepreneur.so, i get out of the military. my uniform in high school was, you know, a dickiespants or, you know, whatever kind of shoes you wore. i grew i'm a payless kid,so we didn't grow up having money. my mother, you know, i'm a welfare child parents gota divorce. antonio: payless shoes are good for threedays, the after that patrick: [laughs]antonio: because i wore them too and they start to break down the sides. do you rememberthat? [0:24:59]patrick: listen, there's a story of me working
at burger king. my buddy, [devine cogen] ifthey watch this and [devine cogen], if you guys watch this, you got to comment on thebottom. the biggest joke at burger king was you canalways tell where pat is because a piece of his payless shoe is like laying around everywhere,so you're right about the three-day thing. so, after that i go in the military and then,all of a sudden you wear these pdus and you wear your greens and, you know, you have these,you know, quartermaster and they put them in and it's creased and if you like starch.i fell in love with starch. i mean i just want to starch everything underwears beingstarched, you know, the first time you found out about starch, like sucks it's got tobe starched jeans.
you'd go around with these, you know, thewhole lines, we don't have it anymore, but i used to have it back in the days. and then,you get out and you realize you don't need to starch everything, you need to kind ofrelax with the starch and you're overdosing on starch.so, i get out and i don't know what to wear. you know this is i'm 38, so at my timei don't know if you even remember the nightclubs we'd go to was [florentine gardens] andit was a club called vegas and it was what? vegas and the [don]. it was vegas and [don].and the main djs was [richard humpyvision] [bad boy bill]. i don't know if you rememberany of this music. so, it was muscle shirts. so, i'm the muscleshirt guys. so, picture the muscle shirt guy
that weird-looking muscle shirt guys thatwore the jeans the bell bottoms and the skechers shoes. that was me that was my outfit. andi'm trying to get into the financial and no one's going to invest you wear skechersand muscle shirts and any of these. antonio: yeah.patrick: that's pretty pathetic and embarrassing. so, then all of a sudden i get invited tomy first introduction to the financial industry. and this guy says you got to come meet thisexecutive, i want to introduce him to you because, you know, he may, you know, introduceyou to financial industry. i'm at the gym, so dude just come meet with him anyways. isaid i'm telling you i'm at the gym. he says, come anyways. here's what i wore atmy first meeting. ready?
i had orange perfetto pants which perfettowent out of business, but perfetto pants were the best workout pants. my favorite by far.i wish they come back. i wanted to buy them out, but they wouldn't call me back. so,perfetto pants, i wore my perfetto pants. i'm wearing tank tops and at that time myfirst time getting into the financial industry. it was summer time, so i had peroxide on myhair to get some orange highlights because when you put peroxide, you don't want tolisten to this stuff. so, he's got good looking hair, so don't listen to anythingi'm telling you. antonio's son is back there, so i don't want him to go home puttingperoxide on his hair. i had peroxide on my hair and my hair is orangeblack brown, very weird. that's how i got
started. i knew nothing about fashion. zeroabout fashion. i don't know how to tie a tie. i don't know nothing about any of thatstuff. and, i had to transition and i had to learn how to go from a guy who is cluelessthere to now i want to be a serious seven broker licensed agent and getting people toinvest for me $100,000, $500,000, $300,000 or buying an insurance policy, it just didn'tmake sense, so i had to get my uniform. so, once i got the basic ideas about a uniform,the book that i read back then was how to how gentlemen dresses or how gentlemenget dressed by brooks brothers sells those books, very good book. they also have howladies get dressed. and, i started reading a book, i really immersed myself into wantingto learn about i mean i wish you were
around in 2001 when i first started with morganstanley dean witter. i truly wish you were around. you would have saved me a lot of salesbeing lost, but i started. and, next thing you know i realized that someappointments, they would just kind of look at you like this and i said, wow, that lookwas not a good look because antonio: so, this goes back to you studyingpeople and patrick: oh, of courseantonio: you realizing that there having what you're wearing is having an effect on.patrick: so, i met a guy named glenn hopkins who was in my class. glenn hopkins used todo spiderman. so, he was a hollywood guy and went to morgan stanley, killed it in the financialindustry. he's doing very well.
and so, we go to morgan stanley dean wittertraining in mark hopkins hotel in san francisco for three weeks. and, i shared a room witha guy named ed, real nice guy, but glenn hopkins and i became very close. and he said, i'mgoing to teach you a lot of things. he was 20 years older than me at that time, fifteenyears older than me. and he said he says, look, let's playa game. so, what game is this? he says, let's go to a coffee shop, follow me. we go to acoffee shop. he says how much money do you think that guy is worth? i say, i don'tknow. he says, let me tell you what he's worth. those shoes he's wearing are $1,200.you know the what do you call it? the watch he has on, it's a $65,000 watch. doyou see the shirt? it looks like a cheap white
shirt. that's a $150 shirt from neiman marcus.the pants you're seeing, those look like cheap levi's, right? those are $300 jeans.that guy is that guys is worth money, he's somebody and no one would tell.antonio: yeah. patrick: so, that guy put it in my head, startwatching people, you'll learn a lot about them. people that become millionaires andwealthy, they don't whing any part of their lives even zuckerberg who wears a gray shirtthat we were talking about earlier, he doesn�t whing any part, they don't they'renot whingers. you don't become a millionaire whinger and if you do, you're going to loseyour money. you you didn't get to where you are without being a disciplined guy. there'sa lot of discipline behind you that somebody
can watch and say this guy kind of knows howto put it together. so, you know being in the business that ihave the money who doesn't, it kind of gave me the opportunity to study, but i said ibetter be presentable myself and then from there i adjusted.antonio: great story. guys, we go on and on, but i want you to go check out valuetainment.they got some great things going on there. i'm going to link to it down the description.and, patrick, thank you very much. i really appreciate it.patrick: i appreciate you for having me in. antonio: all right, guys, that's it. i'llsee you in the next video. take care.
for having me on your channel. we love whatyou're doing as well, so feeling is mutual with what you're creating. you know thebest guy on youtube you can think about on teaching how to on the best educators in thattopic in my opinion the best guy. but, so for my background, i was born andraised in iran. i lived in iran ten years. i was born october 18, 1970 which was peakof the revolution in iran. ten years war the whole nine yards. then, khomeini dies june,3, 1989. i'm in school. we escaped six weeks later. i went to a refugee camp in germanyfor about two years. then, we come to the states - glendale, california.i go to school and i'm the kid that had the 1.8 gpa, i didn't do too well in schooland right after school, i joined the military.
military, so thank you for your service.antonio: but, what we're talking about success here.patrick: right. antonio: and we're talking about symbolwe're talking about symbolism, success, and a little about style here. but, i meanyou had some great success. you have how many agents now working?patrick: right. so, i mean i got out i wanted to be a bodybuilder. i was going to be thenext middle eastern arnold schwarzenegger marrying a kennedy and become a hollywoodsuperstar and i digress and went into the financial industry with morgan stanley deanwitter a day before 9/11. and, after morgan stanley i want to trans america on october20, 2009 which is seven years ago from today.
seven years ago, we started php agency becameofficial at a one office in northridge, california. we had about 66 agents what started off withand today, we have 2,500 agents in 49 states. by the end of the year, we'll be all 50states. so, we started off one state, 50 states and business has grown and accidentally fouryears ago, three years and eleven months ago, we started a youtube channel called valuetainment.initially, it was called two minutes with pat and then we realized i don't do anythingin two minutes, that was problematic. all the episodes will be seven minutes, eightminutes, but the episode was called two minutes with pat. so, it was pathetic, it was itwas that tells you how much we knew about what we were doing. maybe that's the reasonwhy we only had four hundred [subs] our first
year.and then, we focused on the topic of entrepreneurship, it's something that i know a lot about andwe got right into it and the next thing you know it started doing [rolls].so, i run a full time business. i have staff here you are on my headquarters you walk around.we have home office support here not counting our independent contractors and then our executivesin the field that run the sales offices and our vice presidents that we have in the field.and then, our vendors that we have and then our support team technology it people thatwe have. and then, at the same time, i do youtube part time. so, this has been a parttime gig. antonio: so, i was watching one of your othervideos, i'm going to link to it down the
description. but, it was your friends fromway back, they were saying about, okay, if anyone we saw is being successful, it was not goingto be you. so, how did you go from the bodybuilding thearmy to being good at finance because that�s what i'm assuming is you actually have tobe good at finance to have a company with almost 2,500 agents?patrick: right. so, i think there's a few things. one is i think the word entrepreneurwhen you think about a word like if you think about if i, if i were to say somethingand you have to say that first word that comes to your mind. if i was the greatest basketballplayer of all time, you would probably say michael jordan, let's just say. you knowthe greatest baseball player of all time,
you may say babe ruth. the greatest presidentof all time, you may say lincoln or reagan or kennedy or whatever.if you tell me what you think about entrepreneur what do you think about, i think about mathis what i think about. and why math? because to me everything that runs that light is allmath. the amount of circles that's has got there, this is math. these cameras use mathsupport. this is an angle that's rectangle it's math. business is math.you when you were talking earlier with 242, he was talking math of color coordinatinguniforms, all you need is four shirts, two suits, two shoes you can combine, that'spurely math to me. [0:05:09] but, the transition in my life whenyou say my friends, no one in a million years
thought i was going to do anything, no one,not a single soul. i joined the army because i was not going to be accepted by any --communitycolleges wouldn't accept me. you told a story that was very touching onwhat happened with your sister in 2009 and i experienced something similar to that. wheni get a call, my dad had a major heart attack. my dad has had thirteen heart attacks. he'shad six angiograms, six angioplasty, three stents in his heart.and, when he had his heart attack, i went to ucla medical center in la and i never forgetwhen i went i went upstairs and all the nurses i was so annoyed with everybody because nobodywas around. i'm just kind of like why is my dad not getting better treatment. well,that's a government service, you're not
going to get the best treatment because wedon't have the money to give him the best treatment.i went downstairs in my car, i cried like a little baby for one hour in my ford focusand i was so disappointed with myself that here's a man that brought me to americawith my mother. it cost them a divorce. they sacrificed every single friendship and relationshipand family and everything they ever knew. it's not like they came here at 22, theycame in their 40's. and here i am lollygagging with my life and this man is having all theseheart attacks because of stress of finances. he works at 99 cent store in inglewood. iwas so upset with myself, i'm so upset with myself that i'll tell you the next day myeyes were completely changed i got a hold
of 83 questions in august of 2003 that i wentto el matador beach by myself for six hours. i went to one of these, i call it the ultimateself-discovery questionnaire that i have on my website and, from there things changed.i look at things differently, everybody that wanted to ask me to go club i was very goodat clubs. if you went to clubs with me, you will have a good time with me. i was fondat nightclubs ladies all that other stuff. i just found that the only girl you ever kissedis your wife which is unbelievably impressive. we're part of the same club. me too baby,just you're the only girl i've ever kissed too.but, i was a complete different thing. once the shift happened, i told my friends don'tcall me about nightclubs, don't call me
about parties, don't call me about anything.it was a certain level of obsession that almost and i understand from their point of view,i rub them the wrong way because it was too much of a 180.so, a lot of my friends you talked to, they'll say this that we would have never thoughtpat would do this, but i was not going to let my dad die without him seeing my kidsone day. that was very, very important to me. and, thank god he's still around. he's74 years old today, he is still around and all my kids he's had a chance to see andthat was very important to me. so, that was my driving force at that time.antonio: see a lot of people that watch my channel, they think it's about style inclothing and that's not exactly true. if
anyone's watch my channel they know thatthis is about helping men be better men. one of the things we always talk about guys isan emotional component to get you to transition whether it'd be to dress sharper or to turnyour life around and actually so, you started studying finance and just gettinginto this? why finance? patrick: so, i'll tell you the truth here,i'm going to have to confess. i'm at venice beach and this one girl approaches me veryattractive girl when we start talking, okay? and this is in 2001 and so we start goingon dates and every time we go on dates she has nice cars. she picks me up in a porsche,in a mercedes, in a lexus and i don't have the nicest cars at that time.so, finally i said, how do you make your money?
and she says, well, i'm in the financialindustry. and i said, who are you with? she said, i'm with morgan stanley deanwitter. i said, i want to work at morgan stanley dean witter. she said, you can't,you need a degree. you got to go i went to ucla. she went to ucla. i said, i'mnot getting a degree. and so, you know, eventually i send out ahundred resumes to morgan, merrill, schwab, smith barney, all these other guys. and wheni send the resumes, i my resumes obviously is terrible because resumes army, it's bob'sbig boy which i don't know if you know bob's big boy?antonio: i don't know bob's big boy. patrick: it's burger king and haagen-dazs.okay. so, you there's nothing impressive
about haagen-dazs, you know, there's nothingimpressive about bob's big boy. and at burger king they never even made me a cashier, atleast let me touch the money. they said you can just be a chef is what i call myself.you'd say whopper no onions, i made it for you. that's what i did as a 6'4" guywearing an extra medium shirt, small shirts and i'm making those whoppers.so, i sent my resumes and i said, that's not going to give me the job, but i had tobe creative. so, i put the cover letter, i chose my best joke and i put it at the top.opening line cover letter is a joke. then, below the joke it says, if you're laughingand this made you smile and you feel better, this is exactly how my clients are going tofeel when they do business with me. if you
want somebody like this part of your team,give me a call. okay? thirty calls out of the hundredresumes. fifteen of them were simply calls to say you're hilarious, but we're notinterested, you're not qualified. antonio: yeah.patrick: i'd say goldman sachs is not going to hire someone like me. but, luckily i gotfifteen calls that were interviews. i went in i got two or three job offers. i chosemorgan stanley and that's how i got started. as a matter of fact, it was a day before 9/11.my first day was monday 9/10. antonio: yeah.patrick: with morgan stanley. i'm supposed to go to new york to the world trade centernext day. morgan stanley's headquarter of
3,600 employees is in the world trade center.9/11 happens the next day, so it wasn't the best time to get into the industry, butthat's how i got involved in the industry. antonio: i love the fact you throw out a hundredresumes and you took that unique approach of which only fifteen people really were serious.of course, fifty one let you know you're funny.patrick: yes. antonio: and probably wished you good luck.and i think you really humanized a process which can almost dehumanized people. and youwere able to most importantly get the job offers and get your foot in the door.now, getting your foot in the door is one thing, but actually becoming good at this.how did you stay focus in i mean you're
talking about you didn't see yourself asmaybe the smartest guy, but you still were able to be good at this?patrick: yeah. so, for me, i did a video for twenty years, i'm 38 now. okay, let'sjust say since i became in sales, i got into sales at 20 years old. for eighteen years,we talk to people and we ask them that corny question that everybody asks which is what'sthe key to success. you get asked that a million times, right?what's the key to success? hey, antonio what's your key to success to the channelthat you have? and what's the key to success to life? and we have all these answers. so,i've collected all the answers, people would say, you know, key to success in life is marryingthe right person. cool. that's great. write
it. the key to success is hard work, key tosuccess is respect, it's love, it's faith, it's capitalism, it's loving people andcaring and giving back and ta ta and all these stuff that you hear about. great.but, it's still not the answer to me, so i wanted to find that if i could transferone skill to my two sons and my daughter. what is the one skill i would love for themto learn? and finally, i came to conclusion and in my mind now no one can change my mindin this area, yet, not one has yet to make me believe that certain thing is more importantthan learning this one skill set and here's what it is.i believe everything in life is about solving for x and the most important skill set youcan learn in life is how to process issues.
what do i mean by how to process issues? whenthey say the key to success is marrying the right person, i say that's the that'snot the seed, the seed is you have to learn how to process issues on who the right personfor you is to marry, right? for instance, how to process issues is ifa kid you tell him don't do drugs, don't do this, don't do that. here, son, i wantyou to watch a scene here from walk the line and walk the line, you know, johnny cash isoffered by jerry lee lewis these drugs to take and he says take any. he says i don'twant to take any, says, look, elvis takes it, then he takes it.we can show that scene to our boys, but that kid is going to be offered cocaine or drugsor ecstasy or whatever it is nowadays. i need
to teach him how to process issues when thathappens. i need to teach him how to process issues when a girl comes and says, hey, let'ssmoke this weed together and let's have sex. if you smoke it will do this.i can't tell him don't do it, but i can teach him how to process issues, right? becauseyou and i faced it, not you and i, because we kiss one girl, but they're going to faceit, right? antonio: yes.patrick: the point is when you ask what was the key to success for me in the business,i had to process issues and ask myself what is my number one product. and my number oneproduct wasn't math, my number one product was people. i had to understand people. ihad to study people, i had to watch people.
when you and i were interviewing and in themiddle of the interview, i just realized half the questions i shouldn't have even askedyou, it's not even to ask you for what? you already know exactly who your customers,you already know exactly what you're doing. you are so clear and self-aware of what you'redoing with your business that if anything anybody can learn from you is to know thatyou'll learn who your ideal customers and you tailor to them.so, for me i had to learn who my customer was and it was people and i had to learn howto deal with people. and the numbers was easy because with the numbers, yeah, i'm notthe smartest guy at the company. our president is a guy that took [jamdap] public and soldit for $680 million. now, that guy is he can
do laps around me.our chief compliance officer has every single license under the sun, he was my branch managerin 2002. he's our chief compliance officer. i am not smarter than him, but it's people.then, you have to put a team of special specialized people around you while you know how to dealwith the people if you can put specialized knowledge around you, then you have a solidteam that can help you grow your business. so, i would say that's probably the thetop reason is i process the issues of what was the number one thing i can learn and thenumber one thing guy to learn in my business was people.[0:15:00] antonio: all right. we're going to go withthat. so, i want to transition the interview
a bit away from talking about, you know, thebusiness side, let's talk about like symbolism. so, i've been walking around your officeand i've looked at i mean from the logo of your company and from the name of it tothe colors that you chose. can you talk a little bit about that like?patrick: we're really going to get into this, this is exciting. so, the truth is weare a gang except we are running a business. that's really the truth.no, but, you know, you and i were talking earlier and you said how much you miss themilitary, the part of it of camaraderie. and, you and i were kind of talking about it briefly.when i got out of the military i talked to my buddy, jeff recently. he and i were speakingand he works special ops and this guy called
him super soldier. he is he was the guythat i mean him and i were buddies and you know what it is when you have your boy inthe army , no one can separate the two of you. you guys are just buddies. he backs youup, you back him up. that level of camaraderie i got in the militarywas very important to me to my life. so, when i came out and i started a company it wasvery important for me to get that same exact experience and feeling to the people thatwork in this company and symbolism is a part of it.if you think about i was at a dinner at wayne hughes house. his son's house in malibuand they brought a speaker -- wayne, he was the founder of republic storage it's wortharound $4 billion. i think it's like the
72nd richest man in the world.and they brought a speaker, dennis prager, they brought. and, you may know dennis prager.they brought dennis prager and he got up and he spoke, he said, what makes religionspowerful? i think about what he said. so, i'm like, whoa, we're going in a deepend right now because it's now controversial conversation, what religion? he said rituals.he said what makes a great sports team special. okay, now we're going to the safer. he saysrituals. when you play for notre dame and you go through the thing, you hit the whatmakes the celtics so special? rituals. what makes the military so special? rituals. whatmakes special family so special? rituals. so, what are your rituals?so, now our company we have rituals, you know,
for valuetainment we have a very unique logo.we call the [ligon]. there's a lot of meaning behind that valuetainment logo that we havewith the color that we have php with the red, white, and blue. and the hand, there's ameaning behind that because for a guy like myself, i mean i did not get to where i'mat because i have these special abilities and i'm just extremely smart, etc, etc.i got to where i'm at because somebody at some point inspired me lifted me up pushedme, challenged me and they were willing to take the time to educate me and i was serious,i was committed, but they're willing to take the time to help me and they help meget to the next level and that list is a long list of names.so, symbolism is it has to mean a lot to you,
you can't just put it up here and say, hey,you know, this is cool, it's going to get people's attention. we had somebody on youtubejust took our logo and they changed the i�s literally just the i's and they added itto their logo. and i'm like looking at myself saying, you can do that all day long, butit's like the people in china that take a logo of nike and they call it nice you know.but, and the swoosh goes the other way around. you're not going to be nike. it has to havemeaning to you and every one of these logos has a lot of meaning to us, has a lot of meaningto us. antonio: now, what about the culture? it seemslike i noticed everyone's office, i mean you actually put time and a lot of peoplewith the environment that they're working
in, look like they're having a lot of fun.i saw that everyone decorating patrick: yes.antonio: somebody went rock and roll, they pointed that out to me to mario. i mean doyou feel that the environment we put ourselves in actually has an effect is that important?patrick: yes, absolutely. you know we happen to be in the most boring industry in the world.i hope you know this. like i don't know if you know what i sell for a livingantonio: i was going to say patrick: i'm going to say -- i can say it,we sell life insurance. antonio: yeah.patrick: that's what we sell just so you know. you know what life insurance is? it'slife insurance. you know what we have to talk
about, this is what we talk about. bob, mary,what are you going to do one day when bob dies? what are you going to do with thesethree kids? now, let me tell you nothing about what ijust told you is exciting. well, you know what happened this week? here's what happenedthis week. we had an 82-year old grandmother who just passed away. her final expense andburial is covered. she died yesterday. we got it. we had a spouse, a husband that iknow who met her, his wife, erica who's a sweet' she work at engineer lady that'smaking 150, 160 extremely brilliant. they meet each other, you look at him you'relike, my gosh, i am just you guys are perfect for each other. last week motorcycleaccident, boom. it happens. i love riding
motorcycle, it can happen to the best of us,but it happened to him. that's the industry i chose to be a part of. now, that gets myheart and initially it didn't because i thought it was purely business and talkingabout dying, but there's a crusade and a heart behind the industry why i chose to bea part of. now, i'm in love with this industry. [0:20:00] but what's the boring part ofit? look, i dress like this and i brought you in because i think our guys can learna lot from you on how incredible of an educator you are when it comes unto style. there'sa lot of solid education you bring to people on style.but, i want to mix up the life insurance industry. i want to disrupt the life insurance industry.i don't want the life insurance industry
to just go out and everybody wears brooksbrothers all the time with cole haan shoes and trying to attract millenials and gen x'sand gen y's because they're not turn on by that.when you look at the industry that went from a half a million license agents in america1974 to today, it's roughly 200,000 life insurance licensed agents. how do we go froma half a million to 200 when the population is 1974 is 209 and now, we're at 317 orwhatever the number is today. how do we increase the population by 50%, but agents decreaseby 60%, how did that happen? they have completely forgotten how to connectwith the audience. so, going back when you say the industry and the company was thisintentional. i think, one, you got to know
your product which you do. two, i think yougot to let people represent themselves. mario loves metallica. what's your favorite? isit metallica? what's the song that you like to play with, the guitar?mario: fade to black. patrick: say it again?mario: fade to black. patrick: fade to black. and he plays it andlet me tell you. i watch him, he's in the zone. that's mario.paul, he loves to watch the movie, i don't know why he loves to watch a movie. we foundout about this earlier, the documentary. paul is so driven by movies and his favorite movieof all time is what? the forty year old virgin. i don't know why he loves the movie, buthe loves that movie, right? he is fascinated
by that movie.and, we were trying to figure out why all this time, but he loves the movie. so, ifyou go to his cubicle maybe you should get some b-rolls so we can show it. it's allhollywood, but that's him. he is like the most incredible editor i've ever met inmy life. you see any of the videos that we do of editing? he does it.antonio: yeah. and, after this afternoon, he's going to be a great dresser as well.patrick: he is going to be a great dresser because you you brother we brought youand kelly nishimoto. some of you guys got to see this becauseantonio: we'll link to that video. we're going to have lots of videos for you guys.patrick: so, we chose antonio's because
we said we got to bring two of the best stylistsi know, one from the men's perspective one form a woman's perspective. kelly nishimotowho has her own show and she had something new something borrowed. she's very well-knownin hollywood. we brought her. she's got the pink hair.you could put the pics so they can see. and then, we brought antonio. and there's abattle to see who can make a miracle happen for paul. and paul goes on his first datewhich attire is going to get the girl to say, oh, my gosh. so, that's why we brought antonio.but going back to it, i think you got to you got to kind of let people do their own brandand their own identity and we try to do our best for our people to do that, so it'sworked out well.
antonio: i like it. i like how you're that'svery interesting point the number of agents has actually dropped. i had no idea.patrick: yeah. antonio: yeah, you're in an industry whicha lot of people just it's not something that you think people would as a kid say,oh, i want to become a, you know, i want to sell insurance. i mean kids want to be astronauts.i wanna be cowboys. patrick: yes.antonio: they want to be football players. patrick: yes.antonio: all that fun stuff. and, but you've really focused in on the emotional component,i have to admit i never thought i would be talking about clothing, owned a custom-clothierget into the fashion or style industry. earnestly
it wasn't attractive to me, but what keepsme in this is being able to work with men and to help me. sopatrick: and, you're obviously doing that. you're not just doing it out of small scale,you're doing it at a very, very large scale yourself.antonio: well, thank you, you know. now, so you're looking at, you know, your guys beingable to go out there reach for people to be able to connect. how do you see image playinginto that like style and clothing, how was it do you have anything i mean besidesyou used to wear uniform? patrick: yes.antonio: and it was one patrick: yes.antonio: if you saw a kid walking down the
street let's say 20-year old guy wearinga shirt, it's got like a ranger tab right here. are you going to take offense to thator you're going to look at that and say, is he out of the, you know, ability to wearranger tab? what actually kind of i don't know it irk me. i'm not even a ranger, buti do know that patrick: of course.antonio: so, can you talk a little bit about how maybe your time in the army and goingforward is kind of change maybe your perception of how you look at uniforms and how you lookat clothing an image? patrick: so, i think this will be great foryour audience because i happen to be a ceo of a firm that's, you know, is called thefastest growing financial firm in america.
we're growing seven years, so we're doingvery well. but, sometimes i have to also explain who i was before i became the ceo the entrepreneur.so, i get out of the military. my uniform in high school was, you know, a dickiespants or, you know, whatever kind of shoes you wore. i grew i'm a payless kid,so we didn't grow up having money. my mother, you know, i'm a welfare child parents gota divorce. antonio: payless shoes are good for threedays, the after that patrick: [laughs]antonio: because i wore them too and they start to break down the sides. do you rememberthat? [0:24:59]patrick: listen, there's a story of me working
at burger king. my buddy, [devine cogen] ifthey watch this and [devine cogen], if you guys watch this, you got to comment on thebottom. the biggest joke at burger king was you canalways tell where pat is because a piece of his payless shoe is like laying around everywhere,so you're right about the three-day thing. so, after that i go in the military and then,all of a sudden you wear these pdus and you wear your greens and, you know, you have these,you know, quartermaster and they put them in and it's creased and if you like starch.i fell in love with starch. i mean i just want to starch everything underwears beingstarched, you know, the first time you found out about starch, like sucks it's got tobe starched jeans.
you'd go around with these, you know, thewhole lines, we don't have it anymore, but i used to have it back in the days. and then,you get out and you realize you don't need to starch everything, you need to kind ofrelax with the starch and you're overdosing on starch.so, i get out and i don't know what to wear. you know this is i'm 38, so at my timei don't know if you even remember the nightclubs we'd go to was [florentine gardens] andit was a club called vegas and it was what? vegas and the [don]. it was vegas and [don].and the main djs was [richard humpyvision] [bad boy bill]. i don't know if you rememberany of this music. so, it was muscle shirts. so, i'm the muscleshirt guys. so, picture the muscle shirt guy
that weird-looking muscle shirt guys thatwore the jeans the bell bottoms and the skechers shoes. that was me that was my outfit. andi'm trying to get into the financial and no one's going to invest you wear skechersand muscle shirts and any of these. antonio: yeah.patrick: that's pretty pathetic and embarrassing. so, then all of a sudden i get invited tomy first introduction to the financial industry. and this guy says you got to come meet thisexecutive, i want to introduce him to you because, you know, he may, you know, introduceyou to financial industry. i'm at the gym, so dude just come meet with him anyways. isaid i'm telling you i'm at the gym. he says, come anyways. here's what i wore atmy first meeting. ready?
i had orange perfetto pants which perfettowent out of business, but perfetto pants were the best workout pants. my favorite by far.i wish they come back. i wanted to buy them out, but they wouldn't call me back. so,perfetto pants, i wore my perfetto pants. i'm wearing tank tops and at that time myfirst time getting into the financial industry. it was summer time, so i had peroxide on myhair to get some orange highlights because when you put peroxide, you don't want tolisten to this stuff. so, he's got good looking hair, so don't listen to anythingi'm telling you. antonio's son is back there, so i don't want him to go home puttingperoxide on his hair. i had peroxide on my hair and my hair is orangeblack brown, very weird. that's how i got
started. i knew nothing about fashion. zeroabout fashion. i don't know how to tie a tie. i don't know nothing about any of thatstuff. and, i had to transition and i had to learn how to go from a guy who is cluelessthere to now i want to be a serious seven broker licensed agent and getting people toinvest for me $100,000, $500,000, $300,000 or buying an insurance policy, it just didn'tmake sense, so i had to get my uniform. so, once i got the basic ideas about a uniform,the book that i read back then was how to how gentlemen dresses or how gentlemenget dressed by brooks brothers sells those books, very good book. they also have howladies get dressed. and, i started reading a book, i really immersed myself into wantingto learn about i mean i wish you were
around in 2001 when i first started with morganstanley dean witter. i truly wish you were around. you would have saved me a lot of salesbeing lost, but i started. and, next thing you know i realized that someappointments, they would just kind of look at you like this and i said, wow, that lookwas not a good look because antonio: so, this goes back to you studyingpeople and patrick: oh, of courseantonio: you realizing that there having what you're wearing is having an effect on.patrick: so, i met a guy named glenn hopkins who was in my class. glenn hopkins used todo spiderman. so, he was a hollywood guy and went to morgan stanley, killed it in the financialindustry. he's doing very well.
and so, we go to morgan stanley dean wittertraining in mark hopkins hotel in san francisco for three weeks. and, i shared a room witha guy named ed, real nice guy, but glenn hopkins and i became very close. and he said, i'mgoing to teach you a lot of things. he was 20 years older than me at that time, fifteenyears older than me. and he said he says, look, let's playa game. so, what game is this? he says, let's go to a coffee shop, follow me. we go to acoffee shop. he says how much money do you think that guy is worth? i say, i don'tknow. he says, let me tell you what he's worth. those shoes he's wearing are $1,200.you know the what do you call it? the watch he has on, it's a $65,000 watch. doyou see the shirt? it looks like a cheap white
shirt. that's a $150 shirt from neiman marcus.the pants you're seeing, those look like cheap levi's, right? those are $300 jeans.that guy is that guys is worth money, he's somebody and no one would tell.antonio: yeah. patrick: so, that guy put it in my head, startwatching people, you'll learn a lot about them. people that become millionaires andwealthy, they don't whing any part of their lives even zuckerberg who wears a gray shirtthat we were talking about earlier, he doesn�t whing any part, they don't they'renot whingers. you don't become a millionaire whinger and if you do, you're going to loseyour money. you you didn't get to where you are without being a disciplined guy. there'sa lot of discipline behind you that somebody
can watch and say this guy kind of knows howto put it together. so, you know being in the business that ihave the money who doesn't, it kind of gave me the opportunity to study, but i said ibetter be presentable myself and then from there i adjusted.antonio: great story. guys, we go on and on, but i want you to go check out valuetainment.they got some great things going on there. i'm going to link to it down the description.and, patrick, thank you very much. i really appreciate it.patrick: i appreciate you for having me in. antonio: all right, guys, that's it. i'llsee you in the next video. take care.
