Sean: Did you establish it early on in life? And your dad did an amazing job training you and making sure you knew the value of hard work, which is pretty much a lost art right now and lost discipline with Millenials. I'm a millennial by the way, so millennials younger, you know, we always say "work smart." Don't work hard, but Hey, work hard - that's key.

Chris: Work smart and hard, you know? So it seems like when I started the music school, going in and networking with the stores where the clients were, was the smart move. Yeah. There wasn't an instant message. I couldn't send someone a text message. There was no Facebook. So that was when you had to go face-to-face.

Yeah, to me, it wasn't hard work. It was time-consuming but it was the smart thing to do. I was the only one doing it. None of the other guitar teachers are doing it. They're all complaining, you know, like whatever.

Sean: And did you get rejected by some of those guitar salespeople, guitar stores that you approached?

Chris: Yeah, you know, when you had the - because these are salesmen, right?

And so you had in any business, 20% of the salespeople make 80% of the sales and then the bottom they come and go. So when you go in there, you know week one, you talk to everybody, you come at week two, there were five guys. Now, one of the guys is missing and there's a new guy.

By the end of the month there's really one guy who's there every week and they, and the other, you know, the other four guys are just transitioning. So you figure out, okay, I really only need to talk to this guy, the rest of these guys aren't going to be here. And then at some point, this guy, the sales manager, and then at this point, the guy,  the store manager. You know, you watch them move up so you can kind of see, okay you figure out who the person is very quickly, who's going to hook you up. And they know that you're sending them clients.

Sean: Yeah. How often would you get frustrated that the guy was talking to him, building this relationship with his is he's gone. So he's one of the bottom 80%?

Chris: And I realized early on, it was like, okay. So it was just like with my dad’s company, it's like, you know, there is a top salespeople.

There are the people who grow up in household. There are other people that do things and then there's kind of the other people. And so you don't know you give everyone a chance and it just seemed like the thing. I actually liked the hustle and I liked outworking and I really didn't want to get a job.

I didn't want to have to get a job. You know, I had a music degree, so what was I going to go do? You know, I was, I always wanted to be a guitarist, so I was pursuing what I wanted to do. So it seemed to make sense to say, okay, there's going to be some obstacles along the way, but you don't give up.

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