Welcome back to the Real Conversations Newsletter!

My name is Jacob O’Connor and I’ve interviewed 300+ high performers for my podcast, Real Conversations. Every Tuesday I send out 3-4 of my biggest takeaways from that weeks podcast episode. Short, concise, and never spam.

If you’re new, sign up here for future insights and take-aways from high performers.

Today’s newsletter post is from this weeks Real Conversation’s episode with Sal Frisella- CEO of 1st Phorm. Know someone who you think might be interested in this newsletter? Forward this email to them (we’d appreciate it 😉).

Sal Frisella: CEO of St. Louis Based 1st Phorm ($1B Supplement Company)

Sal had a typical Midwest upbringing. He grew up off a gravel road in St. Louis with dreams of playing professional baseball one day. His journey to becoming the CEO of one of the largest and most popular supplement brands in the world was unconventional and highly unlikely. Here are 3 takeaways from my episode with Sal:

1. Do the Work

Sal grew up playing baseball, but he wasn’t the most gifted. Instead of being discouraged, he was determined to find an edge to help him compete at a higher level. He discovered that by committing more time to baseball, he could outwork his teammates.

By the time he graduated high school, he was able to go play at SIU-C, a small Division 1 University. After graduating, he declared for the MLB draft. He was selected in the 37th round on the final day of the draft by the STL Cardinals. His dream seemed to have come true.

This seemingly simple take-away is often overlooked. There is no magic pill in life. This maxim would play a crucial role later in his life…

2. Adversity Forces Growth & Builds Character

“I went through a great deal of depression…Alcohol… Pain Meds… It all forced me to figure out who I was."

After being drafted by the Cardinals, Sal went to play for their minor league team. Then, two years later, he was in a home-plate collision and snaps his leg. His leg below the knee appears inverted and facing backwards. His childhood dream is over.

Sal went into a deep depression. His identity was stripped. He was known for playing baseball and his life goals reflected this. His whole life turned upside down in a split second. This was rock bottom.

It takes him two years to start coming out of his depression. He realizes that he wants more from his life, but isn’t sure what to do. He takes a job selling copiers (“The least sexy job in the world”).

It’s during this time that he realizes that he can channel his work ethic from baseball into his career. He starts building a new identity for himself, as the person who shows up in life. He decides that if he’s going to be involved in something, he’s going to do it to the best of his ability.

He starts selling a lot of copiers and eventually becomes a salesmen for Johnson & Johnson. By 27 years old, he’s making ~$350k a year.

3. Pursue What is Meaningful, Not What is Expedient

After a few dark years, Sal was winning at life by age 28. But something was missing. Did he really want his legacy to be selling medical devices?

Meanwhile, his younger brother, Andy, was quietly building an empire. He had started a supplement store, called Supplement Superstores and began opening a few additional locations across Missouri, Kansas and Illinois. Except Andy felt like there was a hole in the market and wanted to create higher quality supplements than what was being offered.

He decided he would start his own brand, 1st Phorm with his old business partner, Chris Klein. But they would need help. So Andy turned to Sal.

“It was a huge risk…There were only like 5 or 6 people that supported me… I would have to take a significant pay cut. But I’d have the opportunity to build something that could be special”.

So Sal quit his job, took a massive pay cut, and helped start 1st Phorm.

He sold his car, bought a Nissan Maxima and drove 63,000 miles that first year. He spent 92 nights on the road and kept a similar pace for years to come.

He (and his brother and Chris) were determined to build 1st Phorm into something successful and truly meaningful. 16 years later, 1st Phorm is a billion dollar company that has impacted and transformed millions of lives with their supplements, give-back initiatives, and mission.

You can watch / listen to the episode here. 

You can follow Sal on Instagram here. 

You can follow me on Instagram here. 

What’d you think of today’s newsletter? Email me with feedback— I need it.

Know someone that would be interested in weekly posts like this? I’d appreciate it if you’d forward them this email.

Enjoy the newsletter? Make sure you’re subscribed.

-Do Hard Things & Live a Meaningful Life-