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BigDeal by Codie SanchezThe Mindset Shift That Made Me Millions | Robert Herjavec
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At a glance
WHAT IT’S REALLY ABOUT
Robert Herjavec on fear, urgency, and building wealth through skills
- Robert Herjavec argues that fear—of failure, rejection, embarrassment, and long-term effort without immediate payoff—is what most often keeps people from escaping being broke.
- He describes “A players” as adaptable people who move the needle forward quickly, while “B players” get stuck repeating patterns and spend too long wallowing in misery.
- He says young people should spend their 20s building expertise and learning, avoid chasing fast-money promises, and not confuse visible status symbols with a real business vision.
- He explains how to move faster in business by testing early with paying customers, and he shares sales lessons centered on solving problems, selling value, and getting people to listen before they hear.
- He discusses scaling and dealmaking basics, including understanding industry valuation multiples, reducing founder-dependence as the business grows, using earnouts/seller financing to buy businesses without outside funding, and relying on third-party verification to build credibility.
IDEAS WORTH REMEMBERING
5 ideasFear—not money—is the biggest blocker to breaking out.
He frames the main barrier as fear (failure, embarrassment, rejection) and also calls out “fear of hard work,” especially when results aren’t immediate.
Discipline is easier when tied to a greater purpose.
He describes using running as a mental model: when he wants to quit, he challenges himself (“Are you a loser? Are you a quitter?”) and keeps going, anchored by a purpose bigger than himself.
The A-player edge is fast recovery and forward motion.
He says A players “move the needle forward” and adapt quickly, while B players get stuck in repetition and “wallow in misery”; the differentiator is how long someone stays down after a bad day.
Your 20s are for skill-building and optionality, not status.
He emphasizes building expertise in your 20s, prioritizing learning over pay, avoiding obligations that prevent risk-taking, and not confusing “stuff” (cars, houses) with vision.
Clarity beats politeness: a fast no saves time and builds trust.
He calls a fast no a gift and admits he used to be a “maybe-er” because he didn’t want to disappoint people, but learned directness from constant pitching dynamics.
WORDS WORTH SAVING
5 quotesFear of failure, uh, fear of embarrassment, um, fear of rejection. Like, fear is what holds us back.
— Robert Herjavec
And then I say to myself, "Are you a loser? Are you a quitter?" And the minute in my mind I say that, I keep going. I will... My legs will fall off before I stop.
— Robert Herjavec
Your 20s are the foundation of education- ... in yourself.
— Robert Herjavec
Urgency gets you out of poverty. Patience gets you to wealth- ... is what I had to learn.
— Robert Herjavec
We are not a family. We're a team of people that respect each other- ... towards a common mission.
— Robert Herjavec
SPEAKERS
Robert Herjavec
guestEntrepreneur and investor best known as a Shark Tank cast member and cybersecurity business founder.
Codie Sanchez
hostEntrepreneur and host of BigDeal by Codie Sanchez, focused on buying/building businesses and investing.
High quality AI-generated summary created from speaker-labeled transcript.
