1
00:00:00,120 --> 00:00:02,800
Speaker 1: You can build something very big in about five to

2
00:00:02,880 --> 00:00:05,240
Speaker 1: seven years, And the problem is most people spend that

3
00:00:05,360 --> 00:00:08,920
Speaker 1: same five to seven years reliving the same thirty days

4
00:00:09,000 --> 00:00:10,760
Speaker 1: over and over again. You have to stay in that

5
00:00:10,840 --> 00:00:14,000
Speaker 1: painful place. Staying in the pain is what gives you

6
00:00:14,080 --> 00:00:16,319
Speaker 1: the catalyst to learn how.

7
00:00:16,239 --> 00:00:19,800
Speaker 2: To get out of the pay Please welcome a serial entrepreneur,

8
00:00:20,040 --> 00:00:23,040
Speaker 2: best selling author, and the mind behind a one hundred

9
00:00:23,079 --> 00:00:26,440
Speaker 2: million dollar business portfolio, Alex Hormosis.

10
00:00:27,040 --> 00:00:30,000
Speaker 3: What's that number one misconception you hear when people are

11
00:00:30,000 --> 00:00:32,600
Speaker 3: thinking about building a business, and you go, that's the issue.

12
00:00:32,640 --> 00:00:33,680
Speaker 2: I think the conflict sequence.

13
00:00:33,720 --> 00:00:35,720
Speaker 1: A lot of people who are wanting to make money

14
00:00:35,840 --> 00:00:38,560
Speaker 1: believe that you're making money comes from investing.

15
00:00:38,640 --> 00:00:40,839
Speaker 2: In Vesting is the last thing you do, not the

16
00:00:40,880 --> 00:00:41,559
Speaker 2: first thing you do.

17
00:00:43,080 --> 00:00:44,720
Speaker 3: How do you get over the block of I don't

18
00:00:44,760 --> 00:00:45,640
Speaker 3: want to work for free?

19
00:00:45,680 --> 00:00:48,040
Speaker 2: I actually think it's entitlement. You're not working for free,

20
00:00:48,080 --> 00:00:49,560
Speaker 2: you're learning and then you're earning.

21
00:00:50,479 --> 00:00:53,280
Speaker 3: Should you do what you love for money and love.

22
00:00:53,080 --> 00:00:55,440
Speaker 2: What you do? I think this is big myth. Number two.

23
00:00:56,600 --> 00:01:00,400
Speaker 3: People fail not because there's some magical list nobody has.

24
00:01:00,520 --> 00:01:03,680
Speaker 3: They fail because it's an obvious list nobody does.

25
00:01:03,920 --> 00:01:05,000
Speaker 2: It's the obvious list.

26
00:01:05,080 --> 00:01:06,640
Speaker 1: If you were trying to get in shape, you know

27
00:01:06,680 --> 00:01:08,119
Speaker 1: you should eat less than you should move more.

28
00:01:08,240 --> 00:01:10,160
Speaker 2: You already know what you're supposed to do. The question

29
00:01:10,200 --> 00:01:11,080
Speaker 2: is why you aren't doing it.

30
00:01:12,200 --> 00:01:14,920
Speaker 3: What do you think is the number one emotion that

31
00:01:15,000 --> 00:01:19,160
Speaker 3: people don't know how to control that leads to family fear?

32
00:01:21,120 --> 00:01:24,400
Speaker 3: The number one Health and Well Inness podcast, Jay Setty,

33
00:01:24,520 --> 00:01:32,039
Speaker 3: Jay Setty set Alex Almosey. I've been looking forward to

34
00:01:32,080 --> 00:01:34,480
Speaker 3: this interview for a long long time. My friends are fans,

35
00:01:34,560 --> 00:01:37,680
Speaker 3: I'm a fan, and I know we were in touch,

36
00:01:37,760 --> 00:01:39,479
Speaker 3: like maybe even a couple of years ago. Now it's

37
00:01:39,520 --> 00:01:43,120
Speaker 3: been but I'm so happy to be at the holy

38
00:01:43,160 --> 00:01:45,919
Speaker 3: grail of acquisition dot com. I saw the big logo

39
00:01:45,959 --> 00:01:48,880
Speaker 3: when I walked in. Congratulations and everything you've been up to,

40
00:01:48,920 --> 00:01:51,480
Speaker 3: and I'm so glad to introduce you to my audience,

41
00:01:51,800 --> 00:01:54,080
Speaker 3: some of who I'm sure follow you already and love

42
00:01:54,120 --> 00:01:55,920
Speaker 3: your work. And then I'm hoping you get a ton

43
00:01:55,960 --> 00:01:57,960
Speaker 3: of new fans and a ton of new people being

44
00:01:57,960 --> 00:01:59,760
Speaker 3: impacted through this as well. So thank you so much

45
00:01:59,800 --> 00:02:00,280
Speaker 3: for doing this.

46
00:02:00,440 --> 00:02:02,160
Speaker 1: Well, thank you so much for having me, and I've

47
00:02:02,200 --> 00:02:05,000
Speaker 1: been I'd say a mirror right back. I've been looking

48
00:02:05,040 --> 00:02:07,240
Speaker 1: forward to talking because I think there's so much good

49
00:02:07,240 --> 00:02:08,399
Speaker 1: stuff that I think is going to happen.

50
00:02:08,400 --> 00:02:09,400
Speaker 2: So I'm very excited.

51
00:02:09,639 --> 00:02:11,480
Speaker 3: I love it, Alex. I want to start with asking

52
00:02:11,520 --> 00:02:13,399
Speaker 3: you something that I've been thinking about a lot when

53
00:02:13,400 --> 00:02:16,160
Speaker 3: I'm talking to people today, and it's when I think

54
00:02:16,160 --> 00:02:19,680
Speaker 3: about my community, my audience who's listening right now, what

55
00:02:19,800 --> 00:02:23,480
Speaker 3: are you going to unblock for them? When you if

56
00:02:23,480 --> 00:02:26,640
Speaker 3: someone read all your books, listen to your podcast, listen

57
00:02:26,639 --> 00:02:30,239
Speaker 3: to today's podcast, what are they going to unblock that's

58
00:02:30,280 --> 00:02:33,200
Speaker 3: been tripping them up, keeping them behind, or holding them back.

59
00:02:33,800 --> 00:02:36,680
Speaker 1: I think they would have clarity on what actions were

60
00:02:36,720 --> 00:02:40,400
Speaker 1: required to get what they wanted, and then at that

61
00:02:40,520 --> 00:02:42,480
Speaker 1: point they would only have to just think like why

62
00:02:42,480 --> 00:02:44,560
Speaker 1: am I not doing it? Which is a separate conversation,

63
00:02:45,000 --> 00:02:47,799
Speaker 1: but there's a lot of confusion. I would say around

64
00:02:47,800 --> 00:02:50,040
Speaker 1: like what are the things that are required in order

65
00:02:50,080 --> 00:02:51,920
Speaker 1: to create a business, in order to create an income?

66
00:02:52,400 --> 00:02:54,240
Speaker 1: I would say that I'm an objectivist, and so I

67
00:02:54,280 --> 00:02:55,800
Speaker 1: just look at what are the things that are observable?

68
00:02:56,280 --> 00:02:58,840
Speaker 1: And I think a lot of time people spend inside

69
00:02:58,880 --> 00:03:02,040
Speaker 1: their heads trying to think of about manifesting and energy

70
00:03:02,080 --> 00:03:03,799
Speaker 1: and all of this stuff. When it's like, we got

71
00:03:03,840 --> 00:03:05,639
Speaker 1: to let people know about the stuff we have, we

72
00:03:05,760 --> 00:03:07,320
Speaker 1: got to have something to sell, and we got to

73
00:03:07,320 --> 00:03:09,840
Speaker 1: make sure that what we're charging costs less than it

74
00:03:09,880 --> 00:03:11,320
Speaker 1: costs to deliver it. And we try and do that

75
00:03:11,360 --> 00:03:13,359
Speaker 1: as many times as we can. And so each of

76
00:03:13,400 --> 00:03:15,840
Speaker 1: those pieces obviously as frameworks behind them, but they're all

77
00:03:15,880 --> 00:03:18,680
Speaker 1: tied to one thing, which is just what actions are required.

78
00:03:18,720 --> 00:03:22,480
Speaker 1: And that's been the single pervasive frame in my life

79
00:03:22,480 --> 00:03:26,480
Speaker 1: that has made navigating reality significantly easier for me, because

80
00:03:26,520 --> 00:03:27,799
Speaker 1: I was very confused coming up, and I was like,

81
00:03:27,800 --> 00:03:28,880
Speaker 1: I don't know what any of this is. And I

82
00:03:28,919 --> 00:03:31,560
Speaker 1: read all these self help books and I felt more

83
00:03:31,600 --> 00:03:33,160
Speaker 1: confused after the tenth book than I did in the

84
00:03:33,160 --> 00:03:35,280
Speaker 1: first book. And then it's just like, Okay, what do

85
00:03:35,280 --> 00:03:37,320
Speaker 1: I have to do? And then that is kind of

86
00:03:37,320 --> 00:03:38,600
Speaker 1: what has started this journey for me.

87
00:03:38,840 --> 00:03:42,480
Speaker 3: What's that number one misconception? You hear what people are

88
00:03:42,520 --> 00:03:46,000
Speaker 3: thinking about building a business, making money, changing their financial situation.

89
00:03:46,320 --> 00:03:48,280
Speaker 3: What's the number one thing you hear and you go,

90
00:03:48,600 --> 00:03:49,440
Speaker 3: that's the issue.

91
00:03:49,480 --> 00:03:51,760
Speaker 1: I think the conflate sequence is probably the first and

92
00:03:51,760 --> 00:03:54,280
Speaker 1: biggest thing because a lot of people who are wanting

93
00:03:54,280 --> 00:03:57,800
Speaker 1: to make money believe that the making money comes from investing,

94
00:03:58,560 --> 00:04:01,080
Speaker 1: and investing is the last thing you do, not the

95
00:04:01,080 --> 00:04:03,040
Speaker 1: first thing you do. And so one of the things

96
00:04:03,080 --> 00:04:04,360
Speaker 1: is the look at people are at the end of

97
00:04:04,360 --> 00:04:06,240
Speaker 1: their careers and say, Okay, well, these guys are making

98
00:04:06,280 --> 00:04:09,360
Speaker 1: all these these bets. Right if I just bought this

99
00:04:09,440 --> 00:04:11,440
Speaker 1: mean coin or I just bought bitcoin and twenty thirteen,

100
00:04:11,480 --> 00:04:13,880
Speaker 1: I'd be super rich. But it actually doesn't take into

101
00:04:13,920 --> 00:04:17,200
Speaker 1: consideration what a decision making process like that would create,

102
00:04:17,279 --> 00:04:19,200
Speaker 1: which is if you took a swing at every type

103
00:04:19,200 --> 00:04:20,760
Speaker 1: of bitcoin, because you can't just say I would only

104
00:04:20,800 --> 00:04:22,320
Speaker 1: pick this one. You'd have to say I pick every

105
00:04:22,320 --> 00:04:24,440
Speaker 1: single super long shot. It's like we probably would have

106
00:04:24,440 --> 00:04:26,279
Speaker 1: lost them ninety nine of the other bets, and so

107
00:04:26,320 --> 00:04:28,479
Speaker 1: it's like we have to take it an aggregate. And

108
00:04:28,560 --> 00:04:32,920
Speaker 1: so I would say making active income cool again rather

109
00:04:32,960 --> 00:04:36,120
Speaker 1: than the passive bed and really just gambling. Is Probably

110
00:04:36,279 --> 00:04:38,800
Speaker 1: the first thing that people mess up is that they're

111
00:04:39,080 --> 00:04:43,000
Speaker 1: they somehow think that working or active income is not scalable,

112
00:04:43,440 --> 00:04:45,480
Speaker 1: when in reality, the people who have the most money

113
00:04:45,560 --> 00:04:48,200
Speaker 1: typically have tremendously high incomes, and it's because of the

114
00:04:48,279 --> 00:04:50,559
Speaker 1: excess of cash flow from that income. Are they able

115
00:04:50,600 --> 00:04:53,760
Speaker 1: now to make big swings with riskier bets that sometimes

116
00:04:53,760 --> 00:04:56,080
Speaker 1: pay off and sometimes don't. But you can't take those

117
00:04:56,120 --> 00:04:59,000
Speaker 1: swings unless you have more cash lots coming in from

118
00:04:59,040 --> 00:05:00,080
Speaker 1: the things you do every day.

119
00:05:00,279 --> 00:05:02,520
Speaker 3: You know what, no one's ever said it that well,

120
00:05:02,560 --> 00:05:04,440
Speaker 3: like from everyone I've spoken to, And I'm so glad

121
00:05:04,440 --> 00:05:08,200
Speaker 3: you pointed it out, because I completely agree. I have

122
00:05:08,360 --> 00:05:11,960
Speaker 3: so many friends who, when they saw the rise of

123
00:05:11,960 --> 00:05:15,840
Speaker 3: crypto or whatever it was, jumped in with a large

124
00:05:16,040 --> 00:05:19,240
Speaker 3: sum of their life savings because they heard of a

125
00:05:19,279 --> 00:05:22,000
Speaker 3: friend of a friend of a friend who'd made a killing,

126
00:05:22,640 --> 00:05:25,760
Speaker 3: put it all in there. A week later, it dropped

127
00:05:25,800 --> 00:05:28,520
Speaker 3: by like ten k, they pulled it all out. The

128
00:05:28,600 --> 00:05:31,560
Speaker 3: next week it went up double and it was just

129
00:05:31,600 --> 00:05:33,640
Speaker 3: a mess, and so many of them lost like ten

130
00:05:33,720 --> 00:05:39,240
Speaker 3: twenty thirty forty pounds dollars. And it's all because you're

131
00:05:39,240 --> 00:05:41,880
Speaker 3: thinking that's the way to get there, and it's cooler

132
00:05:41,920 --> 00:05:45,320
Speaker 3: and it's smarter, and like you're a genius, and you're right. Actually,

133
00:05:45,320 --> 00:05:48,320
Speaker 3: everyone I know that's made amazing money on any of

134
00:05:48,360 --> 00:05:51,520
Speaker 3: that already had tons of money and it was play

135
00:05:51,560 --> 00:05:54,280
Speaker 3: money for them. So it just changed into this. So

136
00:05:54,480 --> 00:05:56,520
Speaker 3: what's happening there? Why is it that we've been led

137
00:05:56,560 --> 00:05:59,600
Speaker 3: down this thought process, and how do we get out

138
00:05:59,640 --> 00:05:59,920
Speaker 3: of it?

139
00:06:00,000 --> 00:06:02,440
Speaker 1: I mean, I think it's fundamentally something for nothing fallacy

140
00:06:02,560 --> 00:06:04,360
Speaker 1: of like how can I get rich quick? How can

141
00:06:04,400 --> 00:06:07,080
Speaker 1: I do it really easily? And basically, the more it

142
00:06:07,120 --> 00:06:09,280
Speaker 1: feels like luck is usually where you should have your

143
00:06:09,279 --> 00:06:11,760
Speaker 1: first red flag if you I mean, I have a

144
00:06:11,760 --> 00:06:14,520
Speaker 1: belief that if you control all the variables, then you

145
00:06:14,520 --> 00:06:16,640
Speaker 1: can predict the outcome. Now, we don't always control all

146
00:06:16,680 --> 00:06:20,000
Speaker 1: the variables in any given situation, but the greater number

147
00:06:20,000 --> 00:06:22,440
Speaker 1: of variables we control, the greater influence we have over

148
00:06:22,440 --> 00:06:24,400
Speaker 1: the outcome. And if you're getting into something like this

149
00:06:24,480 --> 00:06:25,880
Speaker 1: and you're like, I actually don't even know what the

150
00:06:25,960 --> 00:06:28,799
Speaker 1: variables are, then it's like you are one hundred percent gambling,

151
00:06:28,839 --> 00:06:30,640
Speaker 1: and so this is your life savings. Would you put

152
00:06:30,680 --> 00:06:33,719
Speaker 1: it on black at the casino? Probably not. This is

153
00:06:33,760 --> 00:06:36,880
Speaker 1: really not that different than that, except at thexino you

154
00:06:36,880 --> 00:06:37,840
Speaker 1: have no nods at least.

155
00:06:38,120 --> 00:06:39,480
Speaker 2: Right here, it's like you have no idea.

156
00:06:40,000 --> 00:06:43,039
Speaker 1: And typically by the time especially gen pop kind of

157
00:06:43,040 --> 00:06:46,640
Speaker 1: retail investors find out about something, it is the peak

158
00:06:46,880 --> 00:06:49,240
Speaker 1: and it is too late, and so you have to

159
00:06:49,240 --> 00:06:50,839
Speaker 1: be at the very beginning of these if you want

160
00:06:50,839 --> 00:06:53,240
Speaker 1: to be speculative, which I whoheartedly am not a big

161
00:06:53,279 --> 00:06:56,080
Speaker 1: fan of speculative investments in general, because it's basically the

162
00:06:56,120 --> 00:06:57,599
Speaker 1: greater fool theory, which is what they called in the

163
00:06:57,600 --> 00:06:59,760
Speaker 1: investment world, which is just like we just keep selling

164
00:06:59,800 --> 00:07:02,000
Speaker 1: to the greater and greater fool until sometimes somebody is

165
00:07:02,040 --> 00:07:03,560
Speaker 1: the greatest fool of all and then it drops.

166
00:07:03,760 --> 00:07:04,000
Speaker 2: Right.

167
00:07:04,360 --> 00:07:06,680
Speaker 1: And so I prefer to think about instead of thinking

168
00:07:06,720 --> 00:07:09,560
Speaker 1: of investments and active income, I think of the just

169
00:07:09,680 --> 00:07:12,200
Speaker 1: money per unit of time, and that kind of takes

170
00:07:12,200 --> 00:07:14,520
Speaker 1: out this binary what I would consider a false binary

171
00:07:14,560 --> 00:07:17,600
Speaker 1: if active and passive and think well, and I feel

172
00:07:17,640 --> 00:07:20,080
Speaker 1: like I can prove this pretty clearly, which is we

173
00:07:20,160 --> 00:07:23,360
Speaker 1: live in time and we collect money in that period

174
00:07:23,400 --> 00:07:25,720
Speaker 1: of time. And so fundamentally, all we want to do,

175
00:07:25,720 --> 00:07:27,360
Speaker 1: if one to increase our income is just think what

176
00:07:27,400 --> 00:07:30,040
Speaker 1: are we earning per unit? And this is where again

177
00:07:30,120 --> 00:07:32,360
Speaker 1: bad piece of advice is like never sell your time.

178
00:07:32,400 --> 00:07:33,840
Speaker 1: It's like, okay, well, if someone give you a billion

179
00:07:33,880 --> 00:07:34,800
Speaker 1: dollars for an hour, would you.

180
00:07:34,840 --> 00:07:35,280
Speaker 2: Not sell that?

181
00:07:36,120 --> 00:07:39,320
Speaker 1: I would, right, And so it's a question of how

182
00:07:39,400 --> 00:07:41,520
Speaker 1: much is your time worth? And then that creates a

183
00:07:41,560 --> 00:07:44,720
Speaker 1: much more actionable decision making framework of is this worth

184
00:07:44,760 --> 00:07:47,320
Speaker 1: it or not? And to ladder up to the active

185
00:07:47,360 --> 00:07:51,920
Speaker 1: versus passive, it's how active is it versus how passive

186
00:07:51,960 --> 00:07:54,400
Speaker 1: is it? And it's my belief that nothing is passive

187
00:07:54,640 --> 00:07:57,360
Speaker 1: because there's always going to be a certain amount of

188
00:07:57,400 --> 00:07:58,200
Speaker 1: if you're doing it right.

189
00:07:58,320 --> 00:07:59,720
Speaker 2: Let's say, if you want, you made one passive.

190
00:08:00,440 --> 00:08:02,080
Speaker 1: If you're doing it the right way, you probably should

191
00:08:02,080 --> 00:08:04,640
Speaker 1: have looked at a hundred deals and all of that

192
00:08:04,680 --> 00:08:07,000
Speaker 1: took time, and all of that takes diligence, and then

193
00:08:07,040 --> 00:08:09,680
Speaker 1: after doing all this analysis, then you decide to make

194
00:08:09,680 --> 00:08:12,200
Speaker 1: this investment. And so to say that it's passive, it's

195
00:08:12,200 --> 00:08:14,200
Speaker 1: like it doesn't take into account all of the research

196
00:08:14,240 --> 00:08:16,040
Speaker 1: that goes into ahead of time, which is absolutely still

197
00:08:16,080 --> 00:08:18,680
Speaker 1: work now after the investment. Sure, but there's still time

198
00:08:18,720 --> 00:08:21,920
Speaker 1: that you're trading by first breaking that idea of like

199
00:08:22,200 --> 00:08:23,720
Speaker 1: if we're in order for me to get rich, it

200
00:08:23,760 --> 00:08:25,320
Speaker 1: must be something that I don't trade my time for.

201
00:08:25,400 --> 00:08:28,320
Speaker 1: I think is like big myth number one. So if

202
00:08:28,360 --> 00:08:30,480
Speaker 1: we assume that, then we say, okay, I have to

203
00:08:30,520 --> 00:08:32,959
Speaker 1: trade my time for money because money comes in over time.

204
00:08:33,360 --> 00:08:35,120
Speaker 1: What are the things that I can trade my time

205
00:08:35,160 --> 00:08:37,319
Speaker 1: for that will get me more than I'm currently getting,

206
00:08:37,360 --> 00:08:39,400
Speaker 1: which is a much more solvable problem that also is

207
00:08:39,400 --> 00:08:42,680
Speaker 1: significantly less risky. And so especially when you're trading time,

208
00:08:42,720 --> 00:08:44,960
Speaker 1: we have some and so we don't we really just

209
00:08:45,040 --> 00:08:46,640
Speaker 1: risk the time to be like I would, I never

210
00:08:46,679 --> 00:08:48,400
Speaker 1: want to I don't want to sell them. I'm I'm

211
00:08:48,400 --> 00:08:50,679
Speaker 1: not a slave. It's like calm down, where it's a

212
00:08:50,760 --> 00:08:53,240
Speaker 1: voluntary exchange and if it's and here's the thing is,

213
00:08:53,440 --> 00:08:55,040
Speaker 1: if you don't think the price is worth it, then

214
00:08:55,040 --> 00:08:56,520
Speaker 1: don't make the trade. And that's one of the beauties

215
00:08:56,520 --> 00:08:58,720
Speaker 1: of capitalism is it's two parties both saying they'll be

216
00:08:58,720 --> 00:09:01,360
Speaker 1: better off. And so fundamentally, I would say the focus

217
00:09:01,400 --> 00:09:03,240
Speaker 1: of the content and stuff that I put out is

218
00:09:03,880 --> 00:09:05,920
Speaker 1: how can I equip people with the skills so that

219
00:09:05,960 --> 00:09:07,760
Speaker 1: when they trade that time think it more for it,

220
00:09:07,840 --> 00:09:09,480
Speaker 1: and then continue to trade up and up and up

221
00:09:09,480 --> 00:09:10,480
Speaker 1: for the rest of their careers.

222
00:09:10,720 --> 00:09:15,000
Speaker 3: Yeah. I mean, that's actually such counterintuitive advice to what

223
00:09:15,040 --> 00:09:17,160
Speaker 3: I feel has been spreading on the internet for the

224
00:09:17,240 --> 00:09:22,120
Speaker 3: last two decades of every conversations around passive income. Yeah,

225
00:09:22,160 --> 00:09:24,480
Speaker 3: I feel like every one of my friends is addicted

226
00:09:24,920 --> 00:09:27,520
Speaker 3: to figuring out how they can make passive income and

227
00:09:27,559 --> 00:09:30,360
Speaker 3: those are the same people that are not making any

228
00:09:30,559 --> 00:09:33,760
Speaker 3: more money than they already were. But it's this addiction

229
00:09:33,880 --> 00:09:38,000
Speaker 3: and obsession with if I figured this out, then I

230
00:09:38,040 --> 00:09:40,160
Speaker 3: won't have I can quit my day job and whatever

231
00:09:40,200 --> 00:09:40,520
Speaker 3: it may be.

232
00:09:41,480 --> 00:09:44,199
Speaker 1: Ye, And I've had influence so that my neighbor is

233
00:09:45,760 --> 00:09:48,760
Speaker 1: he owns Panda Express and so last time I checked,

234
00:09:48,760 --> 00:09:51,800
Speaker 1: they did three point seven billion dollars in revenue and

235
00:09:51,840 --> 00:09:53,559
Speaker 1: they have about a twenty seven percent that March, and

236
00:09:53,600 --> 00:09:55,280
Speaker 1: so he took home nine hundred and thirty five million

237
00:09:55,320 --> 00:09:59,000
Speaker 1: dollars in personal income, not investment income. And so people

238
00:09:59,040 --> 00:10:00,920
Speaker 1: see his investment porfolio, which is impressive, as you can

239
00:10:00,960 --> 00:10:02,719
Speaker 1: imagine be doing it forty five years, and so.

240
00:10:02,720 --> 00:10:03,920
Speaker 2: That starts to add up, right.

241
00:10:04,640 --> 00:10:06,160
Speaker 1: But the thing is you can only take these kind

242
00:10:06,160 --> 00:10:08,719
Speaker 1: of bigger swings or bigger bets because he has this

243
00:10:09,200 --> 00:10:11,480
Speaker 1: very regular cash. So they spent forty five years building,

244
00:10:11,960 --> 00:10:14,679
Speaker 1: and I would say that what's interesting is that you

245
00:10:14,720 --> 00:10:17,920
Speaker 1: can build something very big in about five to seven years.

246
00:10:18,320 --> 00:10:20,240
Speaker 1: And the problem is that I think most people spend

247
00:10:21,040 --> 00:10:24,800
Speaker 1: that same five to seven years reliving the same thirty

248
00:10:24,880 --> 00:10:27,240
Speaker 1: days over and over again, jumping from thing to thing

249
00:10:27,280 --> 00:10:30,240
Speaker 1: to thing, and never actually getting the root set so

250
00:10:30,280 --> 00:10:33,160
Speaker 1: that they can pay down their ignorance tax of not

251
00:10:33,320 --> 00:10:36,120
Speaker 1: knowing enough. Basically, there's I would say there's five stages

252
00:10:36,160 --> 00:10:38,600
Speaker 1: that most newer entrepreneurs are people who want to pursue

253
00:10:38,640 --> 00:10:41,760
Speaker 1: income go through. So the first is what I call

254
00:10:41,840 --> 00:10:44,080
Speaker 1: uninformed optimism. So your friend tells you about this thing

255
00:10:44,080 --> 00:10:46,400
Speaker 1: they made ten grand on and you're like, that sounds amazing.

256
00:10:46,400 --> 00:10:48,920
Speaker 1: You're uninformed, but you're optimistic, right, and so then you

257
00:10:48,920 --> 00:10:50,560
Speaker 1: get into it, and then all of a sudden you

258
00:10:50,600 --> 00:10:53,960
Speaker 1: get to informed pessimism. So you get in and then

259
00:10:53,960 --> 00:10:55,280
Speaker 1: you put your money in and then it drops and

260
00:10:55,360 --> 00:10:57,560
Speaker 1: you're like, wow, this sucks. And then you know, people

261
00:10:57,600 --> 00:10:58,960
Speaker 1: are like buy the dip, and so you're like, OK,

262
00:10:59,440 --> 00:11:01,200
Speaker 1: I'm gonna put more money in. And so then you

263
00:11:01,200 --> 00:11:02,800
Speaker 1: get to kind of stage three, which is the value

264
00:11:02,840 --> 00:11:04,600
Speaker 1: to spare, where you're like, oh my god, I've lost

265
00:11:04,640 --> 00:11:06,960
Speaker 1: so much money. I have no idea what's going on

266
00:11:07,080 --> 00:11:09,000
Speaker 1: right now. And at stage three there's kind of a

267
00:11:09,040 --> 00:11:11,760
Speaker 1: fork and so either people then go, well, my other

268
00:11:11,760 --> 00:11:13,760
Speaker 1: friend told me about this other thing, and they jump

269
00:11:13,840 --> 00:11:16,360
Speaker 1: back to step one and go to uninformed optimism, and

270
00:11:16,400 --> 00:11:18,440
Speaker 1: then they just they funnel through that loop over and

271
00:11:18,480 --> 00:11:21,680
Speaker 1: over again. Now to break through that dip, you have

272
00:11:21,720 --> 00:11:26,040
Speaker 1: to basically get to stage four, which is informed optimism.

273
00:11:26,400 --> 00:11:28,760
Speaker 1: So now you understand the rules of the game, you

274
00:11:28,840 --> 00:11:31,439
Speaker 1: understand the variables at play, and it's not as good

275
00:11:31,440 --> 00:11:33,520
Speaker 1: as you thought it was, but you at least get it,

276
00:11:34,040 --> 00:11:35,920
Speaker 1: and so from there then you can get to achievement.

277
00:11:36,000 --> 00:11:37,040
Speaker 2: Right is the fifth step.

278
00:11:37,080 --> 00:11:39,200
Speaker 1: But the thing is that you have to stay in

279
00:11:39,240 --> 00:11:42,880
Speaker 1: that third painful place, because staying in the pain is

280
00:11:42,920 --> 00:11:45,800
Speaker 1: what gives you the catalyst.

281
00:11:45,559 --> 00:11:47,200
Speaker 2: To learn how to get out of pain.

282
00:11:47,520 --> 00:11:49,880
Speaker 1: And so rather than trying to pull your parachute, it's like,

283
00:11:49,960 --> 00:11:52,640
Speaker 1: I have to trudge through this so that it forces

284
00:11:52,720 --> 00:11:55,240
Speaker 1: me to learn the individual skills, the individual variables that

285
00:11:55,280 --> 00:11:57,360
Speaker 1: affect this outcome, and that means I might have to

286
00:11:57,400 --> 00:11:59,760
Speaker 1: take twenty more lashings to finally get it, and then

287
00:12:00,280 --> 00:12:02,959
Speaker 1: point it starts to tick up, and then that's when

288
00:12:02,960 --> 00:12:03,360
Speaker 1: you start to.

289
00:12:03,320 --> 00:12:05,000
Speaker 2: Become more of an expert, more of a master at something.

290
00:12:05,040 --> 00:12:06,440
Speaker 3: Yeah, and if you don't send that pain, you're gonna

291
00:12:06,520 --> 00:12:09,120
Speaker 3: keep repeating that cycle with something new. So it's crypto,

292
00:12:09,160 --> 00:12:10,920
Speaker 3: then it was nft IS and it was whatever else

293
00:12:11,040 --> 00:12:12,920
Speaker 3: just keeps going around and around around is that system

294
00:12:12,960 --> 00:12:13,640
Speaker 3: in this new book.

295
00:12:13,920 --> 00:12:16,640
Speaker 2: So this is probably for one trunk above that.

296
00:12:16,840 --> 00:12:19,600
Speaker 3: Okay, got it, gotta got it? No, because I was

297
00:12:20,440 --> 00:12:23,120
Speaker 3: I love the way you break down the journey that

298
00:12:23,160 --> 00:12:24,960
Speaker 3: we go through in our mind, and you do that

299
00:12:25,000 --> 00:12:27,400
Speaker 3: with multiple things, because I think we don't even see it,

300
00:12:27,840 --> 00:12:30,440
Speaker 3: Like that pattern you just explained is a pattern you

301
00:12:30,480 --> 00:12:33,320
Speaker 3: could live for three decades. You've just saved people three

302
00:12:33,360 --> 00:12:35,800
Speaker 3: decades of pain by pointing it out and saying, well,

303
00:12:35,800 --> 00:12:38,640
Speaker 3: this is what you're doing and here's how to shift that.

304
00:12:39,000 --> 00:12:41,120
Speaker 3: And I think people make the mistake where we go,

305
00:12:41,400 --> 00:12:43,640
Speaker 3: I don't have time to learn, so I'm going to

306
00:12:43,760 --> 00:12:45,679
Speaker 3: learn from someone who makes me feel like I can

307
00:12:45,760 --> 00:12:48,920
Speaker 3: learn it in an hour, and then I'm going to

308
00:12:49,000 --> 00:12:53,600
Speaker 3: do it, which still is uninformed optimism. So how do

309
00:12:53,679 --> 00:12:57,160
Speaker 3: we learn? Where do we go? How do you build

310
00:12:57,240 --> 00:12:59,520
Speaker 3: that time to say? How many hours do I need

311
00:12:59,520 --> 00:13:01,080
Speaker 3: to even learn about this? So I'm going to put

312
00:13:01,120 --> 00:13:03,120
Speaker 3: money in it? How would you calculate that If someone

313
00:13:03,200 --> 00:13:04,840
Speaker 3: is like I'm going to put in a thousand I'm

314
00:13:04,840 --> 00:13:06,959
Speaker 3: going to put in a ten thousand dollars, how much

315
00:13:07,000 --> 00:13:09,680
Speaker 3: time should they put to value that amount of money?

316
00:13:10,160 --> 00:13:13,800
Speaker 1: So great question. I would reframe the premise, which would

317
00:13:13,840 --> 00:13:17,000
Speaker 1: be we'd still be operating under this as I'm going

318
00:13:17,000 --> 00:13:19,560
Speaker 1: to put money into something, And so I would reject

319
00:13:19,600 --> 00:13:21,559
Speaker 1: the original premise and say, well, if you want to

320
00:13:21,559 --> 00:13:23,280
Speaker 1: get really good at something, then why don't we start

321
00:13:23,320 --> 00:13:26,360
Speaker 1: with the skills that generate income. And so if we

322
00:13:26,400 --> 00:13:28,680
Speaker 1: follow kind of the three elements of a business at

323
00:13:28,720 --> 00:13:30,960
Speaker 1: its most basic form is you have some element of promotion,

324
00:13:31,000 --> 00:13:32,400
Speaker 1: so we got to let people know about our stuff.

325
00:13:32,640 --> 00:13:34,400
Speaker 1: The second element is we got to have a way

326
00:13:34,400 --> 00:13:36,000
Speaker 1: to convert them, so we have to be able to

327
00:13:36,000 --> 00:13:38,600
Speaker 1: sell some sort of exchange mechanism, and then finally have

328
00:13:38,640 --> 00:13:42,000
Speaker 1: to deliver right. So track, convert, deliver very easy, well,

329
00:13:42,120 --> 00:13:44,760
Speaker 1: easy to easy to say, harder to do right. Within

330
00:13:44,800 --> 00:13:46,640
Speaker 1: each of those things, it's like, okay, well how do

331
00:13:46,679 --> 00:13:49,160
Speaker 1: I let people know about my stuff? Or even before that,

332
00:13:49,520 --> 00:13:50,600
Speaker 1: what stuff do I sell?

333
00:13:50,880 --> 00:13:51,040
Speaker 2: Right?

334
00:13:51,400 --> 00:13:53,600
Speaker 1: And so that's where I like to think about it

335
00:13:53,640 --> 00:13:56,080
Speaker 1: as people trying to think, man, there's so many people

336
00:13:56,160 --> 00:13:58,880
Speaker 1: and try to boil the ocean, like it's impossible to

337
00:13:59,480 --> 00:14:01,840
Speaker 1: try and think what business could I possibly start because

338
00:14:01,840 --> 00:14:05,280
Speaker 1: you're trying to address the world when it's much easier

339
00:14:05,280 --> 00:14:07,080
Speaker 1: to say, what are the problems that exists? In my life,

340
00:14:07,440 --> 00:14:09,160
Speaker 1: and I kind of think about it as the three p's, Like,

341
00:14:09,160 --> 00:14:11,800
Speaker 1: most businesses come out of a passion, so something that

342
00:14:11,800 --> 00:14:12,920
Speaker 1: you're just inherently interested in.

343
00:14:13,120 --> 00:14:14,200
Speaker 2: They come out of a profession.

344
00:14:14,240 --> 00:14:16,079
Speaker 1: So you currently exchange Right now, you have a job

345
00:14:16,120 --> 00:14:19,080
Speaker 1: whatever it is, and you get paid, maybe not as

346
00:14:19,120 --> 00:14:21,000
Speaker 1: much as you want, but you do get paid for

347
00:14:21,120 --> 00:14:23,840
Speaker 1: exchanging some sort of value with the business. And the

348
00:14:23,880 --> 00:14:26,880
Speaker 1: third is P, which is pain. Right, so there's some

349
00:14:26,960 --> 00:14:28,760
Speaker 1: deep pain that sometimes you went through. So maybe it's

350
00:14:28,760 --> 00:14:31,240
Speaker 1: a mom who had to figure out how to create

351
00:14:31,640 --> 00:14:34,120
Speaker 1: non allergenic food for their kids, right, It's be something

352
00:14:34,160 --> 00:14:36,840
Speaker 1: as small as that. And so from that, those three

353
00:14:36,920 --> 00:14:40,120
Speaker 1: kind of buckets is I think the best starting point

354
00:14:40,200 --> 00:14:42,600
Speaker 1: for most people who want to start making an income.

355
00:14:42,600 --> 00:14:44,880
Speaker 1: It's like, okay, well, if you're inherently interested in this topic,

356
00:14:45,120 --> 00:14:47,040
Speaker 1: it's like, can we make Can we let people know

357
00:14:47,040 --> 00:14:49,320
Speaker 1: about stuff around that topic, Can we create solutions around

358
00:14:49,360 --> 00:14:51,440
Speaker 1: that stuff? Can we create services? Which is where I

359
00:14:51,440 --> 00:14:53,080
Speaker 1: prefer most people start, which, to be fair, in the

360
00:14:53,160 --> 00:14:56,720
Speaker 1: United States, seventy eight percent of businesses are service based businesses,

361
00:14:56,720 --> 00:14:58,320
Speaker 1: and I think it's because they're the easiest to start.

362
00:14:58,320 --> 00:15:00,280
Speaker 2: You just trade time for money. Low risk.

363
00:15:01,560 --> 00:15:03,080
Speaker 1: You either get rich of it or you don't. But

364
00:15:03,160 --> 00:15:05,000
Speaker 1: like your base is zero.

365
00:15:06,000 --> 00:15:10,240
Speaker 3: Have you seen any metrics in success rates between passion, profession,

366
00:15:10,240 --> 00:15:10,600
Speaker 3: and pain.

367
00:15:11,120 --> 00:15:14,200
Speaker 2: No, I haven't. That would I really want to know now.

368
00:15:15,240 --> 00:15:18,200
Speaker 3: Yeah. The reason why I ask it is because I've

369
00:15:18,200 --> 00:15:19,880
Speaker 3: been thinking about this for so long and I want

370
00:15:19,880 --> 00:15:21,280
Speaker 3: to go through each of those because I think they're

371
00:15:21,320 --> 00:15:25,320
Speaker 3: really I think it's really sound advice. I used to

372
00:15:25,400 --> 00:15:28,600
Speaker 3: really believe that everyone should try to do what they

373
00:15:28,640 --> 00:15:32,000
Speaker 3: love and love what they do, and I've changed my

374
00:15:32,040 --> 00:15:36,760
Speaker 3: mind about that. And I used to believe it very strongly,

375
00:15:36,880 --> 00:15:41,600
Speaker 3: probably like ten years ago, only to then realize that

376
00:15:41,600 --> 00:15:45,040
Speaker 3: that works great for the one to ten percent, but

377
00:15:45,120 --> 00:15:46,880
Speaker 3: for the majority of people, that's going to be really,

378
00:15:46,880 --> 00:15:51,240
Speaker 3: really hard. And recently I was giving the Princeton commencement

379
00:15:51,280 --> 00:15:55,440
Speaker 3: speech for their graduation, and I was thinking about it

380
00:15:55,440 --> 00:15:57,320
Speaker 3: a lot before I gave that speech, because it's like,

381
00:15:57,360 --> 00:16:00,960
Speaker 3: wait a minute, these are like the most talented, smartest

382
00:16:01,320 --> 00:16:04,760
Speaker 3: people in the country who have everything at their disposal.

383
00:16:05,400 --> 00:16:07,400
Speaker 3: And I know that even some of these people may

384
00:16:07,440 --> 00:16:10,320
Speaker 3: not get a job they love or may never ever

385
00:16:10,360 --> 00:16:12,880
Speaker 3: build something they love. But guess what, everyone needs money

386
00:16:12,920 --> 00:16:15,120
Speaker 3: to survive. So the question is, and I want to

387
00:16:15,120 --> 00:16:17,200
Speaker 3: hear your take on it, and I'll reflect back, is

388
00:16:17,960 --> 00:16:20,560
Speaker 3: should you do what you love for money and love

389
00:16:20,600 --> 00:16:21,040
Speaker 3: what you do?

390
00:16:22,120 --> 00:16:24,240
Speaker 1: I think this is big myth number two, So if

391
00:16:24,240 --> 00:16:26,560
Speaker 1: we have we start with, you know, passive versus active

392
00:16:26,640 --> 00:16:29,760
Speaker 1: is big problem Number one. Number two is follow your passion.

393
00:16:30,280 --> 00:16:32,280
Speaker 1: I think the reason that this is so espoused. I'll

394
00:16:32,280 --> 00:16:34,320
Speaker 1: start where I think the idea comes from and then

395
00:16:34,440 --> 00:16:36,720
Speaker 1: kind of break down from there. I think it's because

396
00:16:37,160 --> 00:16:40,960
Speaker 1: most of those commitment speeches are billionaires or very successful people,

397
00:16:41,000 --> 00:16:42,920
Speaker 1: and they say, follow your passion. But if we think through,

398
00:16:43,760 --> 00:16:46,600
Speaker 1: what other advice could they give that would be socially acceptable.

399
00:16:46,720 --> 00:16:48,800
Speaker 1: They can't say, you know, I got lucky. They can't

400
00:16:48,840 --> 00:16:52,880
Speaker 1: say I worked, you know, super hard, because we were

401
00:16:53,000 --> 00:16:53,680
Speaker 1: like sure.

402
00:16:53,560 --> 00:16:53,720
Speaker 2: You know.

403
00:16:54,280 --> 00:16:56,200
Speaker 1: And so then it's like, okay, well, they're never going

404
00:16:56,280 --> 00:16:59,000
Speaker 1: to get attacked for saying follow your passion. But the

405
00:16:59,080 --> 00:17:01,760
Speaker 1: problem with that is it also assumes that your passion

406
00:17:01,840 --> 00:17:04,840
Speaker 1: or your interests will never change. And I mean, anybody

407
00:17:04,880 --> 00:17:06,239
Speaker 1: who's listening to this, just think about what you were

408
00:17:06,240 --> 00:17:08,600
Speaker 1: really interested in ten years ago. It's probably different than

409
00:17:08,720 --> 00:17:11,399
Speaker 1: it is now. And if you exrapolate that in another ten

410
00:17:11,440 --> 00:17:14,679
Speaker 1: years it'll probably different again. And so if we can

411
00:17:14,720 --> 00:17:17,120
Speaker 1: think about the hypothetical extreme of a really successful person

412
00:17:17,119 --> 00:17:19,000
Speaker 1: as someone who sticks with the same thing for an

413
00:17:19,000 --> 00:17:20,760
Speaker 1: extended period of time, which is something that I believe

414
00:17:21,080 --> 00:17:23,240
Speaker 1: because you learn all the lessons you possibly can in

415
00:17:23,280 --> 00:17:25,560
Speaker 1: a very narrow field, right, and that you basically try

416
00:17:25,560 --> 00:17:27,159
Speaker 1: and make as many mistakes as you can, and if

417
00:17:27,200 --> 00:17:30,239
Speaker 1: you basically pay off all the ignorance that you can,

418
00:17:30,280 --> 00:17:32,040
Speaker 1: it's like you end up just succeeding by default if

419
00:17:32,040 --> 00:17:34,280
Speaker 1: you just fail every other way. But if you try,

420
00:17:34,320 --> 00:17:35,600
Speaker 1: and if you try to do too many things, you

421
00:17:35,640 --> 00:17:38,360
Speaker 1: never actually get to push the road all the way,

422
00:17:38,400 --> 00:17:40,600
Speaker 1: you know, trudge through the mud and get there, because

423
00:17:40,720 --> 00:17:42,960
Speaker 1: you're only learning one or two mistakes in many fields

424
00:17:43,000 --> 00:17:45,479
Speaker 1: and not many in one. And so the follow your

425
00:17:45,480 --> 00:17:49,399
Speaker 1: passion issue is that, yeah, number one, the passions will change.

426
00:17:49,680 --> 00:17:51,960
Speaker 1: Number two is that sometimes you're passionate about things that

427
00:17:52,000 --> 00:17:54,600
Speaker 1: people don't value. And the thing is there's something wrong

428
00:17:54,640 --> 00:17:55,920
Speaker 1: with that. It's just that it will be very hard

429
00:17:55,920 --> 00:17:58,159
Speaker 1: to make an income that way. The third thing is

430
00:17:58,160 --> 00:18:00,719
Speaker 1: that I think that it creates an emotionality around business

431
00:18:00,800 --> 00:18:03,639
Speaker 1: or income, which is at the moment it doesn't feel

432
00:18:03,680 --> 00:18:06,359
Speaker 1: good that you believe the mid that you should stop

433
00:18:07,000 --> 00:18:09,320
Speaker 1: when I think that if you and I were to

434
00:18:09,320 --> 00:18:12,119
Speaker 1: talk about, you know, the business side of anything. There

435
00:18:12,119 --> 00:18:14,320
Speaker 1: are elements that I love and there are elements that

436
00:18:14,359 --> 00:18:18,840
Speaker 1: I hate, and I see them as both required. You know,

437
00:18:18,840 --> 00:18:20,880
Speaker 1: I would love to maximize one versus or the other,

438
00:18:20,920 --> 00:18:24,040
Speaker 1: but it's just the cost of doing business literally. But

439
00:18:24,160 --> 00:18:26,960
Speaker 1: I try to reframe that pain that comes from doing

440
00:18:27,040 --> 00:18:28,520
Speaker 1: the things that I don't want to do to do

441
00:18:28,520 --> 00:18:30,359
Speaker 1: the things that I do want to do as the

442
00:18:30,400 --> 00:18:32,920
Speaker 1: price tag required to become the person that I want

443
00:18:32,920 --> 00:18:35,760
Speaker 1: to become. And so if we think about the traits

444
00:18:35,800 --> 00:18:38,000
Speaker 1: of any person, so it's like, if I want to

445
00:18:38,000 --> 00:18:40,679
Speaker 1: be patient, then I can't expect things to happen faster.

446
00:18:40,880 --> 00:18:41,919
Speaker 1: Right Like if we were to go to the end

447
00:18:41,920 --> 00:18:43,879
Speaker 1: of our lives and say, hey, I want these character traits,

448
00:18:44,280 --> 00:18:45,880
Speaker 1: It's like, well, if you had to play a character,

449
00:18:46,200 --> 00:18:48,320
Speaker 1: you know, in a video game and make them that way,

450
00:18:48,440 --> 00:18:49,840
Speaker 1: It's like, well, what would you have to put them

451
00:18:49,840 --> 00:18:51,560
Speaker 1: through in order to get those traits. It's like, well,

452
00:18:51,560 --> 00:18:53,080
Speaker 1: if you want patients, then you're not going to get

453
00:18:53,080 --> 00:18:55,679
Speaker 1: things quickly. If you want to have endurance, it's like

454
00:18:55,680 --> 00:18:58,640
Speaker 1: you have to be able to tlright suffering right. If

455
00:18:58,680 --> 00:19:00,000
Speaker 1: you want to be wise, it's like you're going to

456
00:19:00,119 --> 00:19:01,840
Speaker 1: have to get burned and you're gonna have to learn

457
00:19:01,880 --> 00:19:03,960
Speaker 1: the value of judgment, and sometimes that means you're going

458
00:19:04,000 --> 00:19:06,159
Speaker 1: to get betrayed in order to learn that pattern. And

459
00:19:06,240 --> 00:19:09,760
Speaker 1: so it's like we lament the price tag for the

460
00:19:09,800 --> 00:19:12,160
Speaker 1: things that we want. And I think that at least

461
00:19:12,160 --> 00:19:14,600
Speaker 1: for me, my ultimate, you know, long term goal is

462
00:19:14,600 --> 00:19:17,560
Speaker 1: just to become the person the best version of me right,

463
00:19:17,600 --> 00:19:19,359
Speaker 1: and I think that in order for that to happen,

464
00:19:19,359 --> 00:19:22,159
Speaker 1: I will have to go through pain. And so the

465
00:19:22,359 --> 00:19:25,720
Speaker 1: follow your passion, you know, moniker also creates this emotionality

466
00:19:25,720 --> 00:19:27,760
Speaker 1: that gets you to quit when you really are on

467
00:19:27,800 --> 00:19:29,720
Speaker 1: the right path, and it's just this is just part

468
00:19:29,720 --> 00:19:31,359
Speaker 1: of it. And so I think those are probably the

469
00:19:31,359 --> 00:19:34,000
Speaker 1: big three that I think about when it comes to

470
00:19:34,240 --> 00:19:37,560
Speaker 1: why follow your passion doesn't serve most people. And the

471
00:19:37,600 --> 00:19:40,320
Speaker 1: other I would say, bonus four might be that you

472
00:19:40,400 --> 00:19:42,679
Speaker 1: might be really good at something and people are very

473
00:19:42,680 --> 00:19:45,480
Speaker 1: willing to exchange money for that thing, and it doesn't

474
00:19:45,480 --> 00:19:47,280
Speaker 1: mean that you actually have to do the thing that

475
00:19:47,280 --> 00:19:49,119
Speaker 1: you work on that you make money on all the

476
00:19:49,160 --> 00:19:53,000
Speaker 1: hours of the day, right, Like you can work for

477
00:19:53,400 --> 00:19:55,040
Speaker 1: twenty or thirty hours a week and then have the

478
00:19:55,080 --> 00:19:56,679
Speaker 1: other one hundred and twenty to do whatever you want,

479
00:19:56,680 --> 00:19:59,159
Speaker 1: one hundred and thirty to do whatever you want. And

480
00:19:59,200 --> 00:20:01,879
Speaker 1: that's I mean, not a bad thing in my opinion.

481
00:20:02,520 --> 00:20:05,520
Speaker 3: Yeah, that's the reason I asked. And I think even

482
00:20:05,560 --> 00:20:09,320
Speaker 3: the advice follow your passion doesn't mean focus on your passion, right,

483
00:20:09,359 --> 00:20:13,080
Speaker 3: Like there's this confusion with time. So even when I

484
00:20:13,080 --> 00:20:15,159
Speaker 3: think about it in my life, when I left the

485
00:20:15,160 --> 00:20:17,159
Speaker 3: monastery and went to work as a consultant because I

486
00:20:17,200 --> 00:20:20,120
Speaker 3: needed to pay the bills again, a very real decision

487
00:20:20,560 --> 00:20:22,720
Speaker 3: because I was twenty five years old living in my

488
00:20:23,560 --> 00:20:27,080
Speaker 3: loft room in my parents' house again and that couldn't

489
00:20:27,160 --> 00:20:30,879
Speaker 3: last very long. When I went into that work, I

490
00:20:30,960 --> 00:20:35,119
Speaker 3: was teaching meditation by lunch. Like in my lunch breaks

491
00:20:35,119 --> 00:20:37,120
Speaker 3: in the evenings, I would teach meditation to my colleagues.

492
00:20:37,359 --> 00:20:39,560
Speaker 3: There was no demand for it. Two people would show

493
00:20:39,640 --> 00:20:43,480
Speaker 3: up twenty thirteen. This was meditation and mindfulness were not

494
00:20:43,720 --> 00:20:48,880
Speaker 3: this global movement, and I was just enjoying it because

495
00:20:48,920 --> 00:20:52,200
Speaker 3: I was following my passion. But I was making money

496
00:20:52,280 --> 00:20:54,919
Speaker 3: by being a consultant, which was trading my time for money.

497
00:20:55,520 --> 00:20:57,840
Speaker 3: As I followed that passion more, I got more confidence

498
00:20:57,880 --> 00:21:01,720
Speaker 3: in it. The market changed. We're in a very different

499
00:21:01,800 --> 00:21:05,840
Speaker 3: landscape today twelve years on, for there being business opportunities

500
00:21:05,880 --> 00:21:08,800
Speaker 3: and wellness and health that didn't exist twelve years ago.

501
00:21:09,160 --> 00:21:11,280
Speaker 3: And so now, following my passion for all of that

502
00:21:11,359 --> 00:21:13,439
Speaker 3: time meant there was a time when I could focus

503
00:21:13,480 --> 00:21:16,720
Speaker 3: on it. But let's say I had another passion that

504
00:21:16,960 --> 00:21:20,200
Speaker 3: wasn't monetizable people weren't interested in at all. I could

505
00:21:20,240 --> 00:21:22,120
Speaker 3: follow it for years and bring it into my work

506
00:21:22,160 --> 00:21:23,720
Speaker 3: and bring it into my life, and it would beautiful

507
00:21:23,720 --> 00:21:26,359
Speaker 3: and I'd be more fulfilled, But it didn't need to

508
00:21:26,400 --> 00:21:29,920
Speaker 3: be my thing, right And so I really really like

509
00:21:30,040 --> 00:21:32,760
Speaker 3: that advice, and it's something that I almost want to

510
00:21:32,760 --> 00:21:37,720
Speaker 3: propagate so hard right now because I feel just responsible

511
00:21:37,800 --> 00:21:40,479
Speaker 3: that for so long we've been telling people to, you know,

512
00:21:40,600 --> 00:21:42,000
Speaker 3: just do what you love and chase what you love.

513
00:21:42,040 --> 00:21:44,320
Speaker 3: And it's like, yeah, in your private time and personal time,

514
00:21:44,359 --> 00:21:47,000
Speaker 3: you should, but don't think that that has to be

515
00:21:47,000 --> 00:21:48,639
Speaker 3: the thing you make money from, especially if you have

516
00:21:48,640 --> 00:21:49,840
Speaker 3: a really obscure, oh.

517
00:21:49,840 --> 00:21:50,320
Speaker 2: Yeah, gift.

518
00:21:50,760 --> 00:21:53,200
Speaker 1: I one hundred percent agree. I mean, I'm a utilitarian.

519
00:21:53,359 --> 00:21:56,000
Speaker 1: I tend to be very I've probably edged too much

520
00:21:56,040 --> 00:22:00,439
Speaker 1: on pragmatic. And maybe that's just the immigrant upper of

521
00:22:00,520 --> 00:22:00,840
Speaker 1: just like.

522
00:22:00,760 --> 00:22:02,320
Speaker 2: How are you going to pay your bills? Yeah, that's

523
00:22:02,320 --> 00:22:02,920
Speaker 2: all I cared.

524
00:22:02,920 --> 00:22:04,760
Speaker 3: All The funny thing is I had that too. Yeah, no,

525
00:22:04,840 --> 00:22:08,080
Speaker 3: for sure, immigrants too. But I think that there's a

526
00:22:08,760 --> 00:22:11,520
Speaker 3: I think I got really lucky to figure out what

527
00:22:11,560 --> 00:22:14,439
Speaker 3: I loved really early, and I got really lucky that

528
00:22:14,480 --> 00:22:16,080
Speaker 3: I got to get really good at it really early.

529
00:22:16,520 --> 00:22:19,040
Speaker 1: I had this mentor really early on in my career

530
00:22:19,160 --> 00:22:22,040
Speaker 1: who said, never do what you love, because then it

531
00:22:22,040 --> 00:22:25,560
Speaker 1: becomes work. And so just to completely countertake, and this

532
00:22:25,600 --> 00:22:27,960
Speaker 1: guy was a guy who just had a normal He

533
00:22:28,000 --> 00:22:30,560
Speaker 1: had three or four stores that he ran, and he

534
00:22:30,640 --> 00:22:33,640
Speaker 1: retired at age twenty eight, and not as a gazillionaire.

535
00:22:33,680 --> 00:22:35,399
Speaker 1: I think he made something in the impater, probably like

536
00:22:35,400 --> 00:22:37,720
Speaker 1: thirty forty thousand dollars a month, you know, take home.

537
00:22:38,080 --> 00:22:41,639
Speaker 1: And for twenty years he did nothing besides collect his

538
00:22:41,680 --> 00:22:43,680
Speaker 1: money once a month, and then he played golf five

539
00:22:43,760 --> 00:22:45,680
Speaker 1: days a week and he got to hang out and

540
00:22:45,720 --> 00:22:47,960
Speaker 1: watch and basically be there for the entirety of his kids.

541
00:22:48,000 --> 00:22:50,800
Speaker 1: And he loved that and that was that he accomplished it.

542
00:22:50,840 --> 00:22:52,159
Speaker 1: He used to tell me He's like, I slayed the

543
00:22:52,200 --> 00:22:55,240
Speaker 1: dragon of life. And so what's interesting is that now

544
00:22:55,280 --> 00:22:57,040
Speaker 1: that his girls are out of the house, he now

545
00:22:57,119 --> 00:22:58,359
Speaker 1: is going back and he's back in door.

546
00:22:58,400 --> 00:22:59,840
Speaker 2: He's like, well, what am I going to do now? Right?

547
00:23:00,200 --> 00:23:03,000
Speaker 1: I wholeheartedly agree with the not following your passion piece.

548
00:23:03,280 --> 00:23:07,320
Speaker 1: The practical translation might be at least my third myth

549
00:23:07,320 --> 00:23:09,439
Speaker 1: that I would probably tack onto this as we're building

550
00:23:09,480 --> 00:23:14,840
Speaker 1: these is overbelief in idea and under belief in execution.

551
00:23:15,960 --> 00:23:18,280
Speaker 1: And so there's two almost of this. So one is

552
00:23:18,280 --> 00:23:21,320
Speaker 1: that I think many people who are intimidated to start

553
00:23:21,359 --> 00:23:23,520
Speaker 1: believe that they have to start the next Facebook. And

554
00:23:24,400 --> 00:23:26,720
Speaker 1: you know, the Zuckerbergs and the basis of a world

555
00:23:27,080 --> 00:23:30,479
Speaker 1: are so incredibly rare. The vast majority of people who

556
00:23:30,480 --> 00:23:33,760
Speaker 1: gotten into business have many many failured and many many failures,

557
00:23:33,800 --> 00:23:39,400
Speaker 1: many many failed businesses that led them to fail into success, right.

558
00:23:39,760 --> 00:23:42,000
Speaker 1: And so one is that the idea has to be

559
00:23:42,040 --> 00:23:44,600
Speaker 1: this big, amazing thing. And the second is that you

560
00:23:44,640 --> 00:23:48,640
Speaker 1: shouldn't that the idea itself is the success, right, because

561
00:23:48,640 --> 00:23:50,119
Speaker 1: they'll share with as many people as they can, and

562
00:23:50,119 --> 00:23:53,000
Speaker 1: they almost scratch the itch of starting when you haven't

563
00:23:53,000 --> 00:23:55,600
Speaker 1: done anything. I say, there's basically four steps of starting

564
00:23:55,640 --> 00:23:57,920
Speaker 1: a business. It's like, you have to get an LLC,

565
00:23:58,320 --> 00:24:00,639
Speaker 1: you take the LLC to a bank, and then you

566
00:24:00,680 --> 00:24:02,960
Speaker 1: get a bank account, and then you connect that bank

567
00:24:02,960 --> 00:24:06,040
Speaker 1: account to a payment processor, and then you go ask

568
00:24:06,080 --> 00:24:08,600
Speaker 1: a stranger if you can do something in exchange for money.

569
00:24:08,800 --> 00:24:10,280
Speaker 2: And if you do all four of those things, you

570
00:24:10,280 --> 00:24:10,960
Speaker 2: have a business.

571
00:24:11,160 --> 00:24:13,800
Speaker 1: That's it, right, And so a lot of people like

572
00:24:14,119 --> 00:24:16,600
Speaker 1: spend years being like I'm going to start a business.

573
00:24:16,640 --> 00:24:18,760
Speaker 1: Fun day, it's like, you can do it tomorrow. You

574
00:24:19,000 --> 00:24:21,719
Speaker 1: literally do all of this tomorrow, and then it's like, okay, well,

575
00:24:21,720 --> 00:24:23,320
Speaker 1: then how do I get the person to exchange money?

576
00:24:23,320 --> 00:24:25,240
Speaker 1: It's like, well, you reach out to the people you know, right,

577
00:24:25,359 --> 00:24:27,040
Speaker 1: you open your phone, you look at the four hundred

578
00:24:27,040 --> 00:24:29,119
Speaker 1: contacts you have there. You open up your Facebook profile,

579
00:24:29,119 --> 00:24:31,520
Speaker 1: you have three hundred friends. You look at those friends,

580
00:24:31,720 --> 00:24:34,240
Speaker 1: and then you just say hey, you send a personal video,

581
00:24:34,320 --> 00:24:36,800
Speaker 1: send a personal text, and say hey, I am starting

582
00:24:36,800 --> 00:24:39,280
Speaker 1: this thing. This is what we're doing, this is what

583
00:24:39,320 --> 00:24:42,600
Speaker 1: I'm solving. Do you know anybody that's it? And so

584
00:24:42,640 --> 00:24:44,160
Speaker 1: it's not even like you're asking your friends to buy

585
00:24:44,160 --> 00:24:46,040
Speaker 1: something from you. What's interesting, though, is that ninety percent

586
00:24:46,040 --> 00:24:47,879
Speaker 1: of the time, the person who respondses is, oh, you know,

587
00:24:47,960 --> 00:24:49,720
Speaker 1: you could do that for me if you want, But

588
00:24:49,800 --> 00:24:52,399
Speaker 1: that just gives you the easiest way that costs zero dollars.

589
00:24:52,440 --> 00:24:54,240
Speaker 1: And because we're all connected with the Internet and phones,

590
00:24:54,280 --> 00:24:56,040
Speaker 1: it's like the bearer to entry has never been lower

591
00:24:56,040 --> 00:24:57,600
Speaker 1: than it is now. It's just the problem is that

592
00:24:58,480 --> 00:25:00,000
Speaker 1: the barrier to distraction is even lower.

593
00:25:00,600 --> 00:25:02,800
Speaker 3: What stood out to me there is the personal text,

594
00:25:02,800 --> 00:25:05,480
Speaker 3: the video and the email, and then the fact that

595
00:25:05,520 --> 00:25:07,160
Speaker 3: you're asking your friends to introduce you to people who

596
00:25:07,200 --> 00:25:10,679
Speaker 3: may want to, not asking them directly. That first part.

597
00:25:11,040 --> 00:25:13,560
Speaker 3: The amount of emails I get and I'm sure you

598
00:25:13,600 --> 00:25:15,959
Speaker 3: get as well of people pitching their services to you,

599
00:25:16,240 --> 00:25:18,840
Speaker 3: but none of them are personalized. Yeah, walk me through

600
00:25:18,880 --> 00:25:22,680
Speaker 3: the difference of that personal video that personally because it's

601
00:25:24,080 --> 00:25:25,760
Speaker 3: life changing, like when it's done right, So.

602
00:25:25,720 --> 00:25:27,760
Speaker 1: I mean, these are your friends or at least your

603
00:25:27,760 --> 00:25:29,600
Speaker 1: context that you've met at some point in your life,

604
00:25:29,920 --> 00:25:32,520
Speaker 1: and so trying to recall when you met that person

605
00:25:32,680 --> 00:25:35,479
Speaker 1: literally just stating their name and asking that it's hey,

606
00:25:35,560 --> 00:25:37,480
Speaker 1: I'm going to be doing this. And I would say

607
00:25:37,680 --> 00:25:41,240
Speaker 1: consistency is the currency of credibility. So what people don't

608
00:25:41,240 --> 00:25:42,680
Speaker 1: want to do is refer a friend as somebody who's

609
00:25:42,680 --> 00:25:45,080
Speaker 1: fly by night. But if you can actually just demonstrate that, hey,

610
00:25:45,080 --> 00:25:47,560
Speaker 1: he's still doing that, the likely that they're going to

611
00:25:47,600 --> 00:25:50,240
Speaker 1: refer someone goes way up because the relational capital is

612
00:25:50,240 --> 00:25:51,879
Speaker 1: not nearly at risk, because if I'm going to introduce

613
00:25:51,920 --> 00:25:55,000
Speaker 1: somebody to somebody else, I'm risking my social capital on

614
00:25:55,040 --> 00:25:57,560
Speaker 1: the hope that the third party or whoever is sending

615
00:25:57,560 --> 00:25:59,480
Speaker 1: this original text is actually going to do a good job.

616
00:26:00,119 --> 00:26:02,280
Speaker 1: So you can also include a little bit of risk

617
00:26:02,320 --> 00:26:04,439
Speaker 1: reversal in that, which is like, hey, I'm doing the

618
00:26:04,440 --> 00:26:06,840
Speaker 1: first ten for free, and the reason I'm doing it

619
00:26:06,880 --> 00:26:08,879
Speaker 1: is because I just want to get some testimonials, get

620
00:26:08,920 --> 00:26:11,000
Speaker 1: some reviews, and also just so that I can learn too.

621
00:26:11,800 --> 00:26:13,760
Speaker 1: And I think just being really upfront and really being

622
00:26:13,800 --> 00:26:16,760
Speaker 1: really honest about it makes the stakes feel a lot easier.

623
00:26:16,960 --> 00:26:19,159
Speaker 1: And so then those first ten people, you do exactly that,

624
00:26:19,240 --> 00:26:20,640
Speaker 1: And the thing is is that you're going to be

625
00:26:20,640 --> 00:26:22,560
Speaker 1: better off than they will. For those who are like

626
00:26:22,600 --> 00:26:23,920
Speaker 1: I don't want to work for free, it's like you're

627
00:26:23,960 --> 00:26:25,960
Speaker 1: not working for free, you're earning, and then you're sorry,

628
00:26:25,960 --> 00:26:27,720
Speaker 1: you're learning, and then you're earning. And so we got

629
00:26:27,720 --> 00:26:29,360
Speaker 1: to go through the learn phase first, and the best

630
00:26:29,400 --> 00:26:31,920
Speaker 1: way to do it is people who aren't direct connections

631
00:26:31,920 --> 00:26:34,679
Speaker 1: of yours maybe one step step removed, and then at

632
00:26:34,680 --> 00:26:36,480
Speaker 1: that point they're going to give you very real feedback.

633
00:26:36,600 --> 00:26:38,120
Speaker 2: And if you do a good job.

634
00:26:38,160 --> 00:26:40,800
Speaker 1: Then after a certain point, my goal is to get

635
00:26:40,800 --> 00:26:43,399
Speaker 1: people to basically shift supply demand in their favor. Like

636
00:26:43,440 --> 00:26:45,600
Speaker 1: I say, the two laws of business that I am

637
00:26:45,640 --> 00:26:48,639
Speaker 1: the most moved by are supply and demand, which is

638
00:26:48,680 --> 00:26:51,160
Speaker 1: this X ray, and then leverage. So it's a full

639
00:26:51,160 --> 00:26:52,560
Speaker 1: come for leverage, and so I see those are the

640
00:26:52,560 --> 00:26:55,480
Speaker 1: two biggest forces in business, and so I want to

641
00:26:55,560 --> 00:26:58,119
Speaker 1: create artificial demand for somebody who's starting out by just

642
00:26:58,119 --> 00:27:00,080
Speaker 1: say we'll do a lot of stuff for free. What

643
00:27:00,119 --> 00:27:02,280
Speaker 1: happens is when you have no more time to give,

644
00:27:02,760 --> 00:27:04,520
Speaker 1: and if people still want you to do stuff, and

645
00:27:04,560 --> 00:27:07,120
Speaker 1: you say, hey, I can't take any more people. If

646
00:27:07,160 --> 00:27:09,400
Speaker 1: you want, you can pay, and people are like, yeah,

647
00:27:09,400 --> 00:27:11,919
Speaker 1: that's fine, and then boom, and then you make your

648
00:27:11,920 --> 00:27:14,880
Speaker 1: first sale and so and you'll have confidence because you're like, well,

649
00:27:14,920 --> 00:27:16,760
Speaker 1: I just did it twenty other times and look at

650
00:27:16,760 --> 00:27:19,360
Speaker 1: the results from those people. And the first one you'll

651
00:27:19,359 --> 00:27:21,280
Speaker 1: be embarrassed about. The nineteenth one, You're like, Wow, you're

652
00:27:21,280 --> 00:27:23,560
Speaker 1: going to already pay down sixty seventy percent of all

653
00:27:23,600 --> 00:27:25,719
Speaker 1: the mess ups that you were going to do, and

654
00:27:25,760 --> 00:27:27,840
Speaker 1: then at that point you're going to start feeling good.

655
00:27:27,840 --> 00:27:29,560
Speaker 1: And then from there my way of doing it is

656
00:27:29,600 --> 00:27:31,760
Speaker 1: just you just keep bumping the price by twenty percent

657
00:27:31,840 --> 00:27:35,120
Speaker 1: every five people until eventually people start stop saying yes,

658
00:27:35,320 --> 00:27:36,920
Speaker 1: and then apper're like, Okay, this is the price I

659
00:27:36,960 --> 00:27:39,240
Speaker 1: can do for now. And that's basically a very seamless

660
00:27:39,280 --> 00:27:42,600
Speaker 1: transition into how do I go from nothing to making

661
00:27:42,640 --> 00:27:43,320
Speaker 1: my first dollar?

662
00:27:43,520 --> 00:27:45,480
Speaker 3: How do you get over the block of I don't

663
00:27:45,480 --> 00:27:46,520
Speaker 3: want to work for free?

664
00:27:46,800 --> 00:27:49,560
Speaker 1: I actually think it's entitlement. I think it's believing that

665
00:27:49,600 --> 00:27:54,000
Speaker 1: you deserve something for nothing. Like to flip the flip

666
00:27:54,040 --> 00:27:56,760
Speaker 1: the roles in reverse. Imagine somebody comes to you they've

667
00:27:56,760 --> 00:28:00,200
Speaker 1: never done anything ever in this particular space, and they say, hey,

668
00:28:00,200 --> 00:28:00,840
Speaker 1: will you pay me.

669
00:28:01,200 --> 00:28:04,200
Speaker 2: To do this thing? Would you immediately?

670
00:28:04,240 --> 00:28:06,119
Speaker 1: Now, maybe some people be like sure, then it's a

671
00:28:06,200 --> 00:28:07,760
Speaker 1: charity thing, which is different, But would you be like,

672
00:28:07,800 --> 00:28:09,879
Speaker 1: you know what, I really believe that this guy is

673
00:28:09,920 --> 00:28:11,720
Speaker 1: the best person that I can get this problem solve

674
00:28:11,760 --> 00:28:15,200
Speaker 1: from probably not, And so to carry some of that

675
00:28:15,320 --> 00:28:17,919
Speaker 1: risk for yourself. You say, I'm gonna front this, but

676
00:28:18,280 --> 00:28:20,560
Speaker 1: if you want to not do it for free. Thing

677
00:28:20,640 --> 00:28:23,760
Speaker 1: number one is that you're getting educated, so like you're

678
00:28:23,800 --> 00:28:26,879
Speaker 1: getting free education, which I see is absolutely valuable. The

679
00:28:26,920 --> 00:28:29,280
Speaker 1: second thing is that you can make terms that don't

680
00:28:29,320 --> 00:28:31,560
Speaker 1: necessarily mean that it's free. Like there's the price, and

681
00:28:31,600 --> 00:28:33,639
Speaker 1: then there's the terms. The terms of the agreement can be.

682
00:28:34,160 --> 00:28:36,080
Speaker 1: If you do this with me, you have to give

683
00:28:36,119 --> 00:28:38,880
Speaker 1: me feedback throughout the entire process, and at the end,

684
00:28:38,920 --> 00:28:40,320
Speaker 1: if I do a good job, you leave a review

685
00:28:40,760 --> 00:28:42,800
Speaker 1: right and on three different formats, and leave me a

686
00:28:42,840 --> 00:28:44,640
Speaker 1: video and leave me, you know, a text version of

687
00:28:44,680 --> 00:28:48,080
Speaker 1: it that's now absolutely like I'll say it differently a

688
00:28:48,120 --> 00:28:51,920
Speaker 1: business owner, they do illegally, and so therefore they are

689
00:28:52,000 --> 00:28:54,920
Speaker 1: very willing to pay people to leave them testimonials. And

690
00:28:54,960 --> 00:28:56,800
Speaker 1: so if you'd be willing to pay five hundred dollars

691
00:28:56,880 --> 00:28:59,880
Speaker 1: to get an amazing testimonial, then they're basically you're the

692
00:29:00,000 --> 00:29:01,959
Speaker 1: We've paid you that five hundred dollars, but I promise

693
00:29:02,000 --> 00:29:05,000
Speaker 1: you those first five to ten reviews will make you

694
00:29:05,120 --> 00:29:07,320
Speaker 1: so much more than they could ever have paid you

695
00:29:07,400 --> 00:29:10,040
Speaker 1: and not given you a testimonial. So if we flip

696
00:29:10,080 --> 00:29:11,719
Speaker 1: it and say, hey, would you rather get one thousand

697
00:29:11,760 --> 00:29:14,240
Speaker 1: dollars from this person and have them not leave a

698
00:29:14,280 --> 00:29:17,760
Speaker 1: review versus free and a glowing review, I promise you

699
00:29:17,760 --> 00:29:20,080
Speaker 1: you will make so much more from one glowing review

700
00:29:20,080 --> 00:29:20,280
Speaker 1: than you.

701
00:29:20,240 --> 00:29:21,680
Speaker 2: Will from the thousand dollars long term.

702
00:29:21,760 --> 00:29:23,880
Speaker 1: So you're just building up the stockpile of the foundation

703
00:29:24,000 --> 00:29:25,720
Speaker 1: to then build whatever you want to build on top

704
00:29:25,760 --> 00:29:25,920
Speaker 1: of it.

705
00:29:26,080 --> 00:29:29,920
Speaker 3: Yeah, it's really strong advice. It's I hope everyone who's

706
00:29:29,920 --> 00:29:31,880
Speaker 3: listening watching right now is like going, this is what

707
00:29:31,960 --> 00:29:33,800
Speaker 3: I'm going to do right now, like ten hours for free,

708
00:29:33,880 --> 00:29:37,400
Speaker 3: because that's where we're blocking ourselves. We don't have the experience,

709
00:29:37,920 --> 00:29:40,640
Speaker 3: and therefore we don't feel comfortable selling more because we

710
00:29:40,680 --> 00:29:42,360
Speaker 3: don't even know how this service will look.

711
00:29:42,880 --> 00:29:43,040
Speaker 2: Right.

712
00:29:43,080 --> 00:29:45,160
Speaker 3: So you're trying to sell a service, and maybe you

713
00:29:45,240 --> 00:29:47,600
Speaker 3: sold one, but you haven't been through the full life

714
00:29:47,680 --> 00:29:50,880
Speaker 3: cycle of what it feels like to deliver that service. Now,

715
00:29:50,920 --> 00:29:54,080
Speaker 3: you don't know how many website revisions or edits there's

716
00:29:54,120 --> 00:29:56,120
Speaker 3: going to be, you don't know how many app updates

717
00:29:56,120 --> 00:29:58,800
Speaker 3: they're going to be. You have no idea, and now

718
00:29:58,840 --> 00:30:00,920
Speaker 3: you're actually less likely to go sell another one because

719
00:30:00,920 --> 00:30:02,360
Speaker 3: you're scared that you don't even know if you can

720
00:30:02,400 --> 00:30:04,920
Speaker 3: do it, and I feel under that entilement is an

721
00:30:04,960 --> 00:30:08,360
Speaker 3: insecurity totally. I don't actually even know how to do this.

722
00:30:08,840 --> 00:30:11,160
Speaker 3: I've got a lot of friends who are like really talented,

723
00:30:11,200 --> 00:30:14,160
Speaker 3: really skilled. They actually would do a great job, but

724
00:30:14,280 --> 00:30:17,320
Speaker 3: because they've never just done ten clients for free, they

725
00:30:17,360 --> 00:30:18,719
Speaker 3: don't know how it's going to be if they went

726
00:30:18,760 --> 00:30:21,000
Speaker 3: and got one hundred clients tomorrow. So they're scared of

727
00:30:21,040 --> 00:30:24,160
Speaker 3: getting one hundred clients, not because they're not capable, but

728
00:30:24,160 --> 00:30:26,520
Speaker 3: because they haven't taken ten clients through the process.

729
00:30:27,080 --> 00:30:28,840
Speaker 1: So I want to give get some super tactile for

730
00:30:28,880 --> 00:30:32,880
Speaker 1: the audience. Please just ten by ten. So give ten

731
00:30:32,920 --> 00:30:35,560
Speaker 1: people ten hours and so you can say, hey, I'm

732
00:30:35,560 --> 00:30:38,280
Speaker 1: going to do ten hours of work for free. That

733
00:30:38,400 --> 00:30:40,040
Speaker 1: is a really compelling offer, and you're going to do

734
00:30:40,080 --> 00:30:42,520
Speaker 1: it one on one and ideally with them. And so

735
00:30:42,600 --> 00:30:44,360
Speaker 1: if you want to build the website, build it in

736
00:30:44,400 --> 00:30:45,800
Speaker 1: front of them for the ten hours so they can

737
00:30:45,840 --> 00:30:48,920
Speaker 1: give you real time feedback. If you want to write

738
00:30:48,960 --> 00:30:51,040
Speaker 1: email copy, you still meet with them once a week

739
00:30:51,120 --> 00:30:53,600
Speaker 1: or not ideally multiple times a week during that so

740
00:30:53,600 --> 00:30:55,240
Speaker 1: you can pay down that. But ten hours faster, and

741
00:30:55,280 --> 00:30:56,760
Speaker 1: if you're worried, you can do you can do five

742
00:30:56,760 --> 00:30:57,640
Speaker 1: people for five hours.

743
00:30:57,640 --> 00:30:58,280
Speaker 2: That matters less.

744
00:30:58,280 --> 00:31:00,720
Speaker 1: But it's more that one on one, So the least

745
00:31:00,720 --> 00:31:04,280
Speaker 1: scalable thing possible, and it's free labor that they can track.

746
00:31:04,640 --> 00:31:06,520
Speaker 1: The reason that such a compelling offer is that everyone,

747
00:31:06,560 --> 00:31:10,920
Speaker 1: even in every country, even minimum wage has value. Anybody

748
00:31:10,920 --> 00:31:13,360
Speaker 1: can understand that five hours of work is a material

749
00:31:13,360 --> 00:31:15,360
Speaker 1: amount of work that you're choosing to give away for free.

750
00:31:15,400 --> 00:31:17,520
Speaker 1: And so even if you have no expertise, labor at

751
00:31:17,600 --> 00:31:20,320
Speaker 1: base price is still worth something, and so if you

752
00:31:20,360 --> 00:31:22,960
Speaker 1: add on expertise, it becomes a very compelling offer. But

753
00:31:23,040 --> 00:31:25,720
Speaker 1: the beauty of that setup of having five or ten

754
00:31:25,800 --> 00:31:27,880
Speaker 1: hours that you choose to spend is that there's basically,

755
00:31:27,920 --> 00:31:29,560
Speaker 1: if you're doing a one on one, there's almost no

756
00:31:29,680 --> 00:31:32,000
Speaker 1: technical you know component to it. You don't have to

757
00:31:32,040 --> 00:31:34,440
Speaker 1: like build all these calendaring and schedule. It's just like

758
00:31:34,480 --> 00:31:35,800
Speaker 1: you're just going to text those five people, hey, you

759
00:31:35,800 --> 00:31:38,040
Speaker 1: want to do the same time tomorrow, very simple, and

760
00:31:38,080 --> 00:31:39,880
Speaker 1: then for each of those you know calls that you'll

761
00:31:39,920 --> 00:31:42,840
Speaker 1: take with them by the In the very first call,

762
00:31:42,920 --> 00:31:44,240
Speaker 1: you just say, hey, I want to just be clear,

763
00:31:44,240 --> 00:31:45,280
Speaker 1: what's the problem. What do you want to you know,

764
00:31:45,320 --> 00:31:46,800
Speaker 1: what do you want to solve? And do you mind

765
00:31:46,840 --> 00:31:48,640
Speaker 1: at the end of the five hours we spend together

766
00:31:48,760 --> 00:31:50,320
Speaker 1: if this was good, if I can tell you about

767
00:31:50,360 --> 00:31:53,040
Speaker 1: what I do, If you just set that that pre

768
00:31:53,120 --> 00:31:55,400
Speaker 1: frame up front, and then you do the hours. On

769
00:31:55,440 --> 00:31:57,480
Speaker 1: the fifth call or the fifth hour or the tenth hour,

770
00:31:57,520 --> 00:31:59,200
Speaker 1: you say, hey, remember I said at the beginning, I

771
00:31:59,200 --> 00:32:01,000
Speaker 1: was like, has this been good so far? It's like, awesome.

772
00:32:01,080 --> 00:32:02,960
Speaker 1: Let me just recap what we've done, what we've covered

773
00:32:03,000 --> 00:32:05,360
Speaker 1: and the progress we've made. You feel happy about that?

774
00:32:05,400 --> 00:32:05,680
Speaker 2: Great?

775
00:32:05,920 --> 00:32:07,480
Speaker 1: So this is what I think it would look like

776
00:32:07,520 --> 00:32:09,400
Speaker 1: because also you spent those five or ten hours getting

777
00:32:09,440 --> 00:32:12,240
Speaker 1: as much information or ammunition from them all the other

778
00:32:12,280 --> 00:32:14,600
Speaker 1: problems that you could potentially solve, and then at that

779
00:32:14,640 --> 00:32:16,800
Speaker 1: point says, hey, I think that I can solve problem.

780
00:32:16,640 --> 00:32:17,320
Speaker 2: One, two, and three.

781
00:32:17,440 --> 00:32:19,760
Speaker 1: It'll take me maybe six months, but this is what

782
00:32:19,840 --> 00:32:20,920
Speaker 1: kind of engagement would look like.

783
00:32:20,960 --> 00:32:22,880
Speaker 2: How does that sound to you? That's all you have

784
00:32:22,960 --> 00:32:23,120
Speaker 2: to do.

785
00:32:23,200 --> 00:32:25,120
Speaker 1: And the thing is that after you give someone five

786
00:32:25,200 --> 00:32:27,360
Speaker 1: or ten hours, there's so much reciprocity that's built up.

787
00:32:27,360 --> 00:32:30,160
Speaker 1: They're like, well, shoot, I mean sure, now if somebody

788
00:32:30,160 --> 00:32:31,600
Speaker 1: on the first call says no, I don't want to.

789
00:32:31,680 --> 00:32:34,200
Speaker 1: Then it's like you don't even need to continue. And

790
00:32:34,200 --> 00:32:35,920
Speaker 1: so one of the big things that I'm a big

791
00:32:35,960 --> 00:32:38,360
Speaker 1: proponent of is absolutely give stuff away.

792
00:32:38,160 --> 00:32:41,000
Speaker 2: For free two people who are qualified. Yes, And so

793
00:32:41,080 --> 00:32:41,440
Speaker 2: we're like.

794
00:32:41,360 --> 00:32:42,800
Speaker 1: I don't want a lot of tire kickers. It's like,

795
00:32:42,840 --> 00:32:45,480
Speaker 1: for sure, neither do I. But if I had a

796
00:32:45,560 --> 00:32:47,800
Speaker 1: room of one hundred of the most qualified people, which

797
00:32:47,840 --> 00:32:49,520
Speaker 1: if you're like, what are a qualified person?

798
00:32:49,640 --> 00:32:50,400
Speaker 2: It's bent.

799
00:32:50,560 --> 00:32:53,600
Speaker 1: So IBM made this figure this alex seventy years ago

800
00:32:53,600 --> 00:32:56,880
Speaker 1: and it's really never changed. So bant's budget authority need timing.

801
00:32:57,040 --> 00:32:58,920
Speaker 1: Do they have the money to spend the ability to

802
00:32:58,920 --> 00:33:01,160
Speaker 1: make the decision? They need the thing right now? And

803
00:33:01,440 --> 00:33:04,000
Speaker 1: now is it now a priority? And so if we

804
00:33:04,040 --> 00:33:05,840
Speaker 1: had a room of one hundred people who met all

805
00:33:05,840 --> 00:33:08,280
Speaker 1: four of those criteria, wouldn't you want to do something

806
00:33:08,280 --> 00:33:10,160
Speaker 1: and spend five or ten hours for free? I mean,

807
00:33:10,200 --> 00:33:13,640
Speaker 1: my god, like if you could sign Like the reason

808
00:33:13,640 --> 00:33:16,440
Speaker 1: they sell time shares over six hour blocks of time

809
00:33:16,520 --> 00:33:18,320
Speaker 1: is because it just takes time to build trust for

810
00:33:18,360 --> 00:33:21,440
Speaker 1: a higher ticket sale. So if anything, it's like you're

811
00:33:21,760 --> 00:33:23,960
Speaker 1: choosing to say that I'm going to give you five hours,

812
00:33:23,960 --> 00:33:26,640
Speaker 1: but they're giving you five hours to influence them to

813
00:33:26,680 --> 00:33:28,600
Speaker 1: ultimately prove that you're good at whatever you do. And

814
00:33:28,640 --> 00:33:30,480
Speaker 1: so I think that is the easiest way to get started.

815
00:33:30,480 --> 00:33:31,840
Speaker 1: You can make that your front and offer, you can

816
00:33:31,880 --> 00:33:34,240
Speaker 1: put that in the video, and I think the beauty

817
00:33:34,280 --> 00:33:36,360
Speaker 1: of that specific offer is that you don't need to

818
00:33:36,400 --> 00:33:38,400
Speaker 1: even figure out what you're going to sell because you'll

819
00:33:38,400 --> 00:33:40,200
Speaker 1: figure it out during the time you spend with them,

820
00:33:40,400 --> 00:33:42,280
Speaker 1: and so you can figure out the offer in real

821
00:33:42,320 --> 00:33:44,120
Speaker 1: time with them. And also because you're doing it one

822
00:33:44,120 --> 00:33:46,680
Speaker 1: on one, you can basically you can you can permutate it,

823
00:33:46,720 --> 00:33:49,200
Speaker 1: you can tweak it every single time you pitch it

824
00:33:49,240 --> 00:33:51,360
Speaker 1: to somebody on the fifth or eighth call or whatever.

825
00:33:51,600 --> 00:33:54,240
Speaker 1: That ultimately gets you so many faster iterations that are

826
00:33:54,480 --> 00:33:54,960
Speaker 1: low risk.

827
00:33:55,800 --> 00:33:58,720
Speaker 3: Before we dive into the next moment, let's hear from

828
00:33:58,720 --> 00:34:02,720
Speaker 3: our sponsors. Thanks for taking a moment for that. Now

829
00:34:02,760 --> 00:34:05,240
Speaker 3: back to the discussion. You know, talking to you today

830
00:34:05,240 --> 00:34:07,200
Speaker 3: and Alex, I watch your stuff all the time. The

831
00:34:07,240 --> 00:34:09,920
Speaker 3: thing that's standing out to me is you're super tactical.

832
00:34:10,520 --> 00:34:13,440
Speaker 3: There's all these methods, there's all these systems, but then

833
00:34:13,480 --> 00:34:16,080
Speaker 3: when you were talking about your life, you're like it's

834
00:34:16,120 --> 00:34:18,759
Speaker 3: all about who I want to become. Is there a

835
00:34:18,920 --> 00:34:22,880
Speaker 3: number that you stop at, or is actually who you

836
00:34:22,880 --> 00:34:24,680
Speaker 3: want to become? That's your north star.

837
00:34:25,200 --> 00:34:28,680
Speaker 1: I see entrepreneurship as the single greatest path for personal

838
00:34:28,680 --> 00:34:32,839
Speaker 1: development because if we define you know, learning as fast

839
00:34:32,880 --> 00:34:36,040
Speaker 1: feedback loops, there are very few other professions that give

840
00:34:36,080 --> 00:34:39,760
Speaker 1: you that much feedback that brutally, brutally on his feedback,

841
00:34:39,760 --> 00:34:42,520
Speaker 1: as the market will do. And so at every point

842
00:34:42,560 --> 00:34:44,719
Speaker 1: where I get stuck in a business, I think to myself, like,

843
00:34:44,760 --> 00:34:45,719
Speaker 1: what skill do I lack?

844
00:34:46,239 --> 00:34:47,680
Speaker 2: And I define everything by skill.

845
00:34:47,560 --> 00:34:49,640
Speaker 1: So even traits, which is just you know, a colloquial term,

846
00:34:49,640 --> 00:34:52,120
Speaker 1: which is really just a bucket of many skills, I

847
00:34:52,160 --> 00:34:53,720
Speaker 1: just think, okay, well, in order for me to appear

848
00:34:53,719 --> 00:34:56,200
Speaker 1: confident or be confident, it's really like thirty eight things

849
00:34:56,200 --> 00:34:58,319
Speaker 1: that I have to learn, and all of these things,

850
00:34:58,400 --> 00:35:00,759
Speaker 1: if I break them down easier, I can do them.

851
00:35:00,880 --> 00:35:02,759
Speaker 1: So it's like, Okay, when I shake hands, I make

852
00:35:02,800 --> 00:35:04,960
Speaker 1: sure that I web the middle of my hand and

853
00:35:05,000 --> 00:35:06,800
Speaker 1: I squeeze firmly and I look at the person in

854
00:35:06,840 --> 00:35:08,880
Speaker 1: the eye. It's like that's thing one. Thing two is

855
00:35:08,920 --> 00:35:11,480
Speaker 1: that when we're talking, like you not because you've been

856
00:35:11,520 --> 00:35:13,120
Speaker 1: doing this for so long. But some people who don't

857
00:35:13,120 --> 00:35:15,319
Speaker 1: know how to have conversations just stand like this, But

858
00:35:15,400 --> 00:35:17,560
Speaker 1: somebody who's an active listener will not. They'll say, oh,

859
00:35:17,560 --> 00:35:19,600
Speaker 1: that's a great point whatever. And so it's like, that's

860
00:35:19,600 --> 00:35:21,600
Speaker 1: the second thing. When I walk into a room, I'm

861
00:35:21,600 --> 00:35:23,160
Speaker 1: going to call people by name. It's a third thing.

862
00:35:23,160 --> 00:35:24,839
Speaker 1: And so when I try and think about these traits

863
00:35:24,880 --> 00:35:26,080
Speaker 1: of who I want to become, it's like, can I

864
00:35:26,120 --> 00:35:28,480
Speaker 1: break these down into actions that I can actually do?

865
00:35:28,920 --> 00:35:30,479
Speaker 1: And so I think that there has been a large

866
00:35:30,480 --> 00:35:33,000
Speaker 1: part of the growth that I've hopefully, you know, been

867
00:35:33,000 --> 00:35:36,000
Speaker 1: able to achieve. But in terms of the ultimate goal

868
00:35:36,160 --> 00:35:38,920
Speaker 1: for me, it's always just been to be useful. And

869
00:35:38,960 --> 00:35:41,600
Speaker 1: if I think I just do that, then I like

870
00:35:41,640 --> 00:35:44,399
Speaker 1: that as such a simplified goal because being useful has

871
00:35:44,719 --> 00:35:47,479
Speaker 1: it actually includes multiple parties, because you cannot be useful

872
00:35:47,560 --> 00:35:49,880
Speaker 1: unless there's someone else you're being useful too. And so

873
00:35:50,160 --> 00:35:51,960
Speaker 1: it gives you something controllable, which is that I have

874
00:35:52,000 --> 00:35:54,000
Speaker 1: to learn skills so that I can serve someone else,

875
00:35:54,200 --> 00:35:56,160
Speaker 1: and that is how I can ultimately be useful. And

876
00:35:56,200 --> 00:35:58,320
Speaker 1: so even when we're you know, we're making content or

877
00:35:58,360 --> 00:35:59,399
Speaker 1: whatever it is that we're putting out.

878
00:35:59,400 --> 00:36:01,200
Speaker 2: I always try to think like is this useful? Like

879
00:36:01,200 --> 00:36:01,800
Speaker 2: can someone.

880
00:36:01,640 --> 00:36:04,200
Speaker 1: Actually well this change one's behavior. I'd be like, I

881
00:36:04,280 --> 00:36:06,120
Speaker 1: want to educate. It's like what is education? It just

882
00:36:06,160 --> 00:36:09,319
Speaker 1: means same condition, new behavior. So if someone has that there,

883
00:36:09,320 --> 00:36:11,480
Speaker 1: same day over and over again, then they're not learning.

884
00:36:11,680 --> 00:36:13,560
Speaker 1: So if your day looks the same every single day,

885
00:36:13,719 --> 00:36:15,600
Speaker 1: you have learned nothing. And so that means that if

886
00:36:15,600 --> 00:36:17,800
Speaker 1: you listen to this podcast and then nothing changes my

887
00:36:17,880 --> 00:36:20,840
Speaker 1: behavior as a result, this was just entertainment, not education,

888
00:36:21,480 --> 00:36:24,200
Speaker 1: And so that has been just It's a very sobering

889
00:36:24,239 --> 00:36:26,400
Speaker 1: point because you realize, oh, I have to change my

890
00:36:26,480 --> 00:36:27,440
Speaker 1: behavior in order to.

891
00:36:27,400 --> 00:36:28,520
Speaker 2: Demonstrate that I have learned.

892
00:36:28,880 --> 00:36:30,759
Speaker 1: Now, the second component of this is like, okay, well

893
00:36:30,760 --> 00:36:34,000
Speaker 1: what's intelligence then? So intelligence, as I define it is

894
00:36:34,120 --> 00:36:37,360
Speaker 1: rate of learning. So how quickly do I change my

895
00:36:37,440 --> 00:36:41,040
Speaker 1: behavior in the same condition based on some stimulus? And

896
00:36:41,120 --> 00:36:43,560
Speaker 1: so if you in a very real way, you can

897
00:36:43,600 --> 00:36:46,279
Speaker 1: influence your intelligence by being willing to change faster. And

898
00:36:46,320 --> 00:36:48,320
Speaker 1: so if you've heard ten podcasts and then you eventually

899
00:36:48,360 --> 00:36:50,240
Speaker 1: change firsus somebody who listens to one and then changes,

900
00:36:50,320 --> 00:36:52,440
Speaker 1: that person is more intelligent than you are. And so

901
00:36:52,760 --> 00:36:54,880
Speaker 1: I see that as actually really encouraging because it means like,

902
00:36:54,920 --> 00:36:57,040
Speaker 1: oh my god, I have an active control on how

903
00:36:57,120 --> 00:36:59,719
Speaker 1: quickly I can learn simply by changing my behavior. And

904
00:36:59,760 --> 00:37:01,960
Speaker 1: so so that has been kind of my my modus

905
00:37:02,000 --> 00:37:04,440
Speaker 1: operator for how I how I live life.

906
00:37:04,719 --> 00:37:06,800
Speaker 3: Yeah, I want to dive into that, but as an aside,

907
00:37:07,280 --> 00:37:09,279
Speaker 3: my no, no, no, the reason why you'll you'll get

908
00:37:09,320 --> 00:37:12,040
Speaker 3: in a second. As an aside, I've been really embarrassed

909
00:37:12,040 --> 00:37:13,600
Speaker 3: in my handshake lately. It's because I've got a really

910
00:37:13,600 --> 00:37:16,120
Speaker 3: bad case of tennis elbow. I've been playing a lot

911
00:37:16,120 --> 00:37:18,880
Speaker 3: of pickleball, and so my elbow is destroyed. And so

912
00:37:19,000 --> 00:37:20,759
Speaker 3: every time I've been I was on tour for the

913
00:37:20,840 --> 00:37:23,600
Speaker 3: last month, and every time I've shook someone's hand in

914
00:37:23,600 --> 00:37:26,319
Speaker 3: a meet and greet, my hand was just like just

915
00:37:26,360 --> 00:37:29,680
Speaker 3: like literally and I felt so embarrassed. But every time

916
00:37:29,680 --> 00:37:31,480
Speaker 3: I did a proper handshake, my elbow would her anyway.

917
00:37:32,480 --> 00:37:34,920
Speaker 3: But so you just you just brought back all that trauma.

918
00:37:35,440 --> 00:37:39,439
Speaker 3: I really appreciate that mindset because it's what you said

919
00:37:39,440 --> 00:37:42,439
Speaker 3: earlier that it actually sets you up for long term

920
00:37:42,480 --> 00:37:45,480
Speaker 3: success even when things are not going your way, when

921
00:37:45,520 --> 00:37:47,959
Speaker 3: the results may not go your way, when you're having

922
00:37:47,960 --> 00:37:50,359
Speaker 3: to do the things you hate. Like it's only when

923
00:37:50,440 --> 00:37:52,759
Speaker 3: that's your north star that you can do all of that,

924
00:37:52,920 --> 00:37:55,759
Speaker 3: Whereas if your north star is just a number or

925
00:37:56,360 --> 00:37:59,440
Speaker 3: just an exit or whatever it may be, it's really

926
00:37:59,520 --> 00:38:02,080
Speaker 3: really hard when you feel like that exit is just

927
00:38:02,120 --> 00:38:05,440
Speaker 3: further and further away, and that numbers further and further away.

928
00:38:05,880 --> 00:38:07,520
Speaker 1: And I'm sure that you've met, I mean, so many

929
00:38:07,600 --> 00:38:10,279
Speaker 1: entrepreneurs that they have their exit, and everyone almost has

930
00:38:10,320 --> 00:38:13,000
Speaker 1: invariably the same story. I went into a beach, I

931
00:38:13,080 --> 00:38:15,680
Speaker 1: drank my ties for a month, and then realized that

932
00:38:15,760 --> 00:38:18,320
Speaker 1: this wasn't for me. And so one of the refrains

933
00:38:18,320 --> 00:38:19,520
Speaker 1: that I have in my head all the time is

934
00:38:20,160 --> 00:38:22,279
Speaker 1: you are the problem, like me talking to me, but

935
00:38:22,360 --> 00:38:24,719
Speaker 1: like we are the problem. And so we have this

936
00:38:24,880 --> 00:38:28,120
Speaker 1: issue where we fundamentally just always want what we can't have.

937
00:38:28,200 --> 00:38:29,840
Speaker 1: Single people want to get married, married people want to

938
00:38:29,880 --> 00:38:32,000
Speaker 1: be single, and so it's more that we just want

939
00:38:32,000 --> 00:38:35,280
Speaker 1: something different almost all the time. And so it's that desired.

940
00:38:35,520 --> 00:38:36,920
Speaker 1: You're the monk here, so you know more about this

941
00:38:36,920 --> 00:38:40,440
Speaker 1: than I do. That's the issue. Like that's the core problem.

942
00:38:40,560 --> 00:38:42,880
Speaker 1: And so even everyone right now who doesn't have a business,

943
00:38:42,920 --> 00:38:44,560
Speaker 1: it's like, man, I would like to start a business someday,

944
00:38:44,680 --> 00:38:46,080
Speaker 1: and then all the people who started businesses are like,

945
00:38:46,120 --> 00:38:47,640
Speaker 1: my god, I can't wait to get out of this thing, right,

946
00:38:47,680 --> 00:38:50,480
Speaker 1: And so it's just there are pros and cons on

947
00:38:50,520 --> 00:38:52,759
Speaker 1: both sides. There are trade offs, and I would say

948
00:38:52,800 --> 00:38:55,720
Speaker 1: that if there was a fourth myth that we would tackle,

949
00:38:56,120 --> 00:38:59,359
Speaker 1: it's that people want the benefits of multiple paths without

950
00:38:59,400 --> 00:39:02,600
Speaker 1: the trade offs speech and so I think one of

951
00:39:02,600 --> 00:39:04,400
Speaker 1: the reasons. So there's lots of you know, content of

952
00:39:04,400 --> 00:39:06,040
Speaker 1: like you know, talk to eighty year olds and they'll

953
00:39:06,040 --> 00:39:07,680
Speaker 1: tell you, you know, their biggest life regrets. But what

954
00:39:07,719 --> 00:39:10,560
Speaker 1: I find really interesting is that typically what they will

955
00:39:10,560 --> 00:39:12,600
Speaker 1: do is they will assume all the benefits of their

956
00:39:12,640 --> 00:39:15,279
Speaker 1: current life and say, I also wish I had the

957
00:39:15,320 --> 00:39:18,520
Speaker 1: benefits of this other path, yes, without the costs of

958
00:39:18,560 --> 00:39:21,520
Speaker 1: that other path that are unknown. And also they don't

959
00:39:21,680 --> 00:39:25,160
Speaker 1: they forget to subtract all the benefits of their existing path.

960
00:39:25,760 --> 00:39:28,000
Speaker 1: And so I like to play it out. It's like, Okay, well,

961
00:39:28,040 --> 00:39:30,000
Speaker 1: if I were to do this other path and make

962
00:39:30,040 --> 00:39:34,080
Speaker 1: that trade, would I be better off? And most times

963
00:39:34,120 --> 00:39:35,600
Speaker 1: it ends up just being like I probably be not

964
00:39:35,680 --> 00:39:38,560
Speaker 1: as happy as I am now, Like it's like, oh man,

965
00:39:38,600 --> 00:39:39,000
Speaker 1: that the.

966
00:39:38,960 --> 00:39:39,720
Speaker 2: One that got away.

967
00:39:39,760 --> 00:39:41,719
Speaker 1: It's like you probably be about just as happy as

968
00:39:41,760 --> 00:39:43,040
Speaker 1: you are now. As soon as you play it out

969
00:39:43,040 --> 00:39:44,520
Speaker 1: a couple of years, it's like you probably be about

970
00:39:44,520 --> 00:39:48,120
Speaker 1: the same. And so that's actually dramatically reduced my kind

971
00:39:48,160 --> 00:39:51,640
Speaker 1: of regret analysis from from a living perspective. But I

972
00:39:51,640 --> 00:39:53,840
Speaker 1: think the trade off part is so important because especially

973
00:39:53,920 --> 00:39:55,560
Speaker 1: when you're starting out or even when you're more advanced

974
00:39:55,520 --> 00:39:57,800
Speaker 1: in business, there's a what I call the fallacy of

975
00:39:57,840 --> 00:40:00,799
Speaker 1: the perfect pick, which is that we overalize things because

976
00:40:00,840 --> 00:40:02,359
Speaker 1: we think that we have to get it just right,

977
00:40:02,520 --> 00:40:04,440
Speaker 1: because we think that if we pick just perfectly, we'll

978
00:40:04,480 --> 00:40:06,320
Speaker 1: find a way to get only benefits and no costs.

979
00:40:06,360 --> 00:40:07,480
Speaker 2: And it doesn't exist.

980
00:40:07,960 --> 00:40:10,440
Speaker 1: And so instead people just stay stuck thinking that there

981
00:40:10,520 --> 00:40:12,239
Speaker 1: is some pick that they're not seeing, but it's just

982
00:40:12,280 --> 00:40:14,680
Speaker 1: not true. And so I think the faster you're willing

983
00:40:14,680 --> 00:40:16,480
Speaker 1: to make the trade offs and actually spell them out, like,

984
00:40:16,520 --> 00:40:18,640
Speaker 1: these are the things I'm willing to trade, because I

985
00:40:18,640 --> 00:40:21,080
Speaker 1: think a lot of people when they want to like

986
00:40:21,480 --> 00:40:24,440
Speaker 1: pursue any endeavor, they immediately think, and I think it's

987
00:40:24,440 --> 00:40:26,520
Speaker 1: a little bit more Western, is that they think about addition,

988
00:40:26,560 --> 00:40:28,319
Speaker 1: they think about how many more things can I do?

989
00:40:28,360 --> 00:40:30,000
Speaker 1: How many more things can I add to my calendar?

990
00:40:30,400 --> 00:40:32,959
Speaker 1: But most like, right now you currently have a quote

991
00:40:32,960 --> 00:40:34,640
Speaker 1: fool calendar. You live twenty four hours a day and

992
00:40:34,640 --> 00:40:37,280
Speaker 1: you do stuff, And so I think it's more valuable

993
00:40:37,280 --> 00:40:38,400
Speaker 1: to think what am I willing to give up?

994
00:40:39,000 --> 00:40:40,200
Speaker 2: What am I going to sacrifice?

995
00:40:40,719 --> 00:40:42,600
Speaker 1: And because we have to create space, we have to

996
00:40:42,600 --> 00:40:44,839
Speaker 1: create this vacuum so that we can put this other

997
00:40:44,880 --> 00:40:45,239
Speaker 1: thing in.

998
00:40:45,760 --> 00:40:47,040
Speaker 2: And so those are the trades.

999
00:40:47,080 --> 00:40:49,240
Speaker 1: And I think in the beginning, the trades are sometimes

1000
00:40:49,440 --> 00:40:52,280
Speaker 1: you know, more emotional, because in the beginning it's more

1001
00:40:52,680 --> 00:40:54,719
Speaker 1: you know, my friends will think this is weird. They

1002
00:40:54,719 --> 00:40:56,600
Speaker 1: don't want to get this text. What if someone says, oh, yeah,

1003
00:40:56,600 --> 00:40:58,560
Speaker 1: you're starting your business. I forgot or oh you're not

1004
00:40:58,920 --> 00:41:00,719
Speaker 1: coming out with us? Are you really doing thing again? Dude,

1005
00:41:00,760 --> 00:41:02,040
Speaker 1: it's not going to I mean, hey man, I love

1006
00:41:02,040 --> 00:41:05,000
Speaker 1: you man, like I'm supporting it, right, or your mom's.

1007
00:41:04,719 --> 00:41:08,840
Speaker 2: Like, are you really going to pursue? Podcasting is a thing? Right? Right?

1008
00:41:09,520 --> 00:41:11,320
Speaker 1: I think like the you know, the first rule of

1009
00:41:11,400 --> 00:41:13,920
Speaker 1: entrepreneurship is use what you got, right, It's not waiting

1010
00:41:13,920 --> 00:41:17,280
Speaker 1: for some perfect condition, because starting is the perfect condition.

1011
00:41:17,520 --> 00:41:20,040
Speaker 3: Yeah, that's where the profession part comes in going back

1012
00:41:20,040 --> 00:41:22,480
Speaker 3: to where you are, like going back to passion profession

1013
00:41:22,560 --> 00:41:25,560
Speaker 3: pain with profession, that's use what you've got, Like you

1014
00:41:25,600 --> 00:41:28,520
Speaker 3: actually understand this industry. Maybe you even worked really hard

1015
00:41:28,520 --> 00:41:30,200
Speaker 3: to get a degree in it if you went to college,

1016
00:41:30,760 --> 00:41:33,719
Speaker 3: or you've had work experience since you were sixteen, But

1017
00:41:33,840 --> 00:41:35,920
Speaker 3: you kind of want to disregard that because you think

1018
00:41:35,960 --> 00:41:39,160
Speaker 3: there's the perfect pick yeah over here and potentially the

1019
00:41:39,160 --> 00:41:43,000
Speaker 3: passionate pick over here. How do you turn that profession

1020
00:41:43,320 --> 00:41:47,040
Speaker 3: into a service aside us or a real businesses? What

1021
00:41:47,040 --> 00:41:47,759
Speaker 3: does that look like?

1022
00:41:47,960 --> 00:41:49,160
Speaker 2: So what's really nice?

1023
00:41:49,160 --> 00:41:51,640
Speaker 1: If from the profession of the three is by far

1024
00:41:51,680 --> 00:41:54,360
Speaker 1: the fastest angle for sure, because you already have the

1025
00:41:54,400 --> 00:41:56,920
Speaker 1: thing that's valuable because you already do exchange it for money,

1026
00:41:57,040 --> 00:41:58,879
Speaker 1: and so the only thing you actually have to add

1027
00:41:58,880 --> 00:42:01,000
Speaker 1: at that point you're promotioningsion. So you have to say,

1028
00:42:01,000 --> 00:42:02,279
Speaker 1: how do I let people know about this thing that

1029
00:42:02,320 --> 00:42:04,719
Speaker 1: I'm doing? And secondarily, how do I get these people

1030
00:42:04,719 --> 00:42:06,360
Speaker 1: once they find out to give me money?

1031
00:42:06,520 --> 00:42:06,680
Speaker 2: Right?

1032
00:42:07,000 --> 00:42:08,960
Speaker 1: And so from a letting people know about it, I

1033
00:42:08,960 --> 00:42:11,120
Speaker 1: gave one of eight ways of letting people know. So

1034
00:42:11,120 --> 00:42:13,160
Speaker 1: there's warm outrates. So that's letting people know one on

1035
00:42:13,160 --> 00:42:15,040
Speaker 1: one about your stuff. There's cold outreach, which is one

1036
00:42:15,040 --> 00:42:18,399
Speaker 1: on one to strangers. You've got paid ads right which

1037
00:42:18,400 --> 00:42:21,760
Speaker 1: you can run on any platform, or you've got posting content.

1038
00:42:21,800 --> 00:42:24,080
Speaker 1: Those are the only four things that one person can do.

1039
00:42:24,560 --> 00:42:26,320
Speaker 1: Now that's a great breakdown.

1040
00:42:26,719 --> 00:42:28,920
Speaker 3: There's only four things because you start thinking there's a

1041
00:42:28,920 --> 00:42:29,799
Speaker 3: million things I have to do.

1042
00:42:29,960 --> 00:42:32,359
Speaker 1: You've got strangers and people. You know, you've got one

1043
00:42:32,360 --> 00:42:34,239
Speaker 1: on one and one to many. That's the four box.

1044
00:42:34,800 --> 00:42:38,160
Speaker 1: Now from those core four, you then unlock four others,

1045
00:42:38,640 --> 00:42:41,440
Speaker 1: which is that I can do one on one outbound,

1046
00:42:41,520 --> 00:42:43,200
Speaker 1: or I can do or can post constant, or I

1047
00:42:43,239 --> 00:42:46,000
Speaker 1: can run ads to get customers who then get me

1048
00:42:46,000 --> 00:42:48,680
Speaker 1: more customers, to get affiliates or partners who get me

1049
00:42:48,719 --> 00:42:51,279
Speaker 1: more customers, to get employees who will then do these

1050
00:42:51,320 --> 00:42:53,719
Speaker 1: things on my behalf to get me more customers, or

1051
00:42:53,760 --> 00:42:55,920
Speaker 1: to get agencies who will then do it as a

1052
00:42:56,160 --> 00:42:58,440
Speaker 1: vendor on my behalf. And so the first is the

1053
00:42:58,840 --> 00:43:01,279
Speaker 1: everyone must start with the for. Even if you get

1054
00:43:01,400 --> 00:43:03,279
Speaker 1: you know, a bunch of you know partners who then

1055
00:43:03,360 --> 00:43:05,960
Speaker 1: promote on your behalf, you still started with a message

1056
00:43:06,000 --> 00:43:08,560
Speaker 1: that you sent to somebody, right, And so the core

1057
00:43:08,640 --> 00:43:10,520
Speaker 1: for is the first activity that you must do in

1058
00:43:10,560 --> 00:43:12,719
Speaker 1: order to promote. These other things are higher leverage. That

1059
00:43:12,760 --> 00:43:14,200
Speaker 1: makes sense, but this is the core four that you

1060
00:43:14,280 --> 00:43:17,160
Speaker 1: start with. Once you have someone who's responding to you

1061
00:43:17,200 --> 00:43:19,560
Speaker 1: and say hey, I'm interested in your stuff, which takes

1062
00:43:19,560 --> 00:43:21,520
Speaker 1: someone from a contact to an engaged lead. Right, they've

1063
00:43:21,520 --> 00:43:23,640
Speaker 1: shown interest, then we basically have to take them from

1064
00:43:23,640 --> 00:43:27,120
Speaker 1: engaged to ideally somebody who's gonna buy. Right, And so

1065
00:43:27,239 --> 00:43:30,120
Speaker 1: that process, at the most basic level is going to

1066
00:43:30,120 --> 00:43:32,880
Speaker 1: be a conversation that leads to a conversion.

1067
00:43:33,200 --> 00:43:33,359
Speaker 2: Right.

1068
00:43:33,400 --> 00:43:35,719
Speaker 1: And so I have a very simple framework that I

1069
00:43:35,880 --> 00:43:38,120
Speaker 1: that I encourage people who are starting out to follow,

1070
00:43:38,120 --> 00:43:41,080
Speaker 1: which I call closer And so it's an acronym so

1071
00:43:41,120 --> 00:43:43,960
Speaker 1: it's easy. So CEE stands for clarify, which you begin

1072
00:43:44,040 --> 00:43:46,480
Speaker 1: the conversation like, hey, why do you respond to my thing?

1073
00:43:46,760 --> 00:43:46,880
Speaker 2: Right?

1074
00:43:46,920 --> 00:43:48,920
Speaker 1: And the nice thing is that whenever you promote, you

1075
00:43:49,000 --> 00:43:51,319
Speaker 1: only are really going to have a conversation with someone

1076
00:43:51,360 --> 00:43:53,840
Speaker 1: who engages back, right, So you always have the reason

1077
00:43:53,840 --> 00:43:54,359
Speaker 1: why right.

1078
00:43:54,280 --> 00:43:54,640
Speaker 2: At the front.

1079
00:43:54,640 --> 00:43:56,680
Speaker 1: So what made you what made you comment on my post?

1080
00:43:56,760 --> 00:43:58,400
Speaker 1: What made you DM me after that? What made you

1081
00:43:58,800 --> 00:44:01,320
Speaker 1: respond to my ad? What made you even respond to

1082
00:44:01,360 --> 00:44:02,840
Speaker 1: my original message?

1083
00:44:02,920 --> 00:44:04,560
Speaker 2: Or call? Right? So that you have that reason, so

1084
00:44:04,560 --> 00:44:05,719
Speaker 2: what made you do that? Clarify?

1085
00:44:06,280 --> 00:44:08,160
Speaker 1: Then you have L, which is you label them with

1086
00:44:08,200 --> 00:44:10,480
Speaker 1: a problem. So okay, so what I'm hearing is this

1087
00:44:10,520 --> 00:44:11,960
Speaker 1: is a problem. This is we're trying to solve. Is

1088
00:44:11,960 --> 00:44:12,600
Speaker 1: that's not about right?

1089
00:44:12,600 --> 00:44:13,120
Speaker 2: Okay? Cool.

1090
00:44:13,280 --> 00:44:15,839
Speaker 1: Then we go to O, which is overview their past experiences.

1091
00:44:16,080 --> 00:44:18,719
Speaker 1: And so here we're simply asking them more or less

1092
00:44:18,719 --> 00:44:20,600
Speaker 1: the same four questions, which is, Okay.

1093
00:44:20,520 --> 00:44:22,040
Speaker 2: What have you done so far? How did that work

1094
00:44:22,080 --> 00:44:23,839
Speaker 2: for you? What was good? What was bad?

1095
00:44:23,920 --> 00:44:25,760
Speaker 1: And then we try and tie that to our solution,

1096
00:44:25,800 --> 00:44:27,440
Speaker 1: the pieces that we can solve and say, oh, well,

1097
00:44:27,480 --> 00:44:28,759
Speaker 1: I think you might like this because we have this

1098
00:44:28,800 --> 00:44:30,360
Speaker 1: other element. I'll get to that later, but okay, this

1099
00:44:30,440 --> 00:44:31,880
Speaker 1: is great. What else have you done? What else have

1100
00:44:31,880 --> 00:44:33,360
Speaker 1: you done? And so that's kind of a pain cycle.

1101
00:44:33,640 --> 00:44:35,720
Speaker 1: And the reason the pain cycle is important is because

1102
00:44:35,960 --> 00:44:38,960
Speaker 1: in order to increase motivation in the short term, we

1103
00:44:39,000 --> 00:44:42,880
Speaker 1: have to basically expand the deprivation around the thing that

1104
00:44:42,920 --> 00:44:44,719
Speaker 1: they want, and so we have to we have to

1105
00:44:44,760 --> 00:44:47,080
Speaker 1: increase its priority in the short term to get them

1106
00:44:47,080 --> 00:44:48,880
Speaker 1: to take action. And that's why that that cycle is

1107
00:44:48,880 --> 00:44:51,640
Speaker 1: so important. The fourth is S which is we sell

1108
00:44:51,640 --> 00:44:53,480
Speaker 1: the vacation, and so we want to talk about the

1109
00:44:53,480 --> 00:44:55,319
Speaker 1: outcomes of what the experience is going to be like

1110
00:44:55,320 --> 00:44:59,160
Speaker 1: once the problem solved, rather than just having some long

1111
00:44:59,200 --> 00:45:01,359
Speaker 1: winded pitch. And what's very interesting about the sell portion

1112
00:45:01,440 --> 00:45:03,719
Speaker 1: is that most people talk way too much. We try

1113
00:45:03,719 --> 00:45:05,720
Speaker 1: and get it to under three hundred and twenty words.

1114
00:45:05,840 --> 00:45:08,120
Speaker 1: So it does it like people if you can, if

1115
00:45:08,160 --> 00:45:12,080
Speaker 1: you can very accurately describe someone's existing condition to them

1116
00:45:12,239 --> 00:45:14,000
Speaker 1: and say, so it sounds like you're struggling with this,

1117
00:45:14,040 --> 00:45:15,360
Speaker 1: and it sounds like you're struggling with this, and it

1118
00:45:15,360 --> 00:45:16,879
Speaker 1: sounds like you're struggling with this. And if we solve

1119
00:45:16,920 --> 00:45:18,480
Speaker 1: this one, this is what's unlocks. We solve this one.

1120
00:45:18,480 --> 00:45:19,719
Speaker 1: This is one locks, and we solved this at this

1121
00:45:19,719 --> 00:45:21,920
Speaker 1: one locks. Is that about right? They're like, yeah, it's

1122
00:45:21,960 --> 00:45:24,640
Speaker 1: like we can totally help you a lot of times

1123
00:45:24,680 --> 00:45:26,279
Speaker 1: you actually don't need to sit if you nail the

1124
00:45:26,640 --> 00:45:27,120
Speaker 1: pain part.

1125
00:45:27,160 --> 00:45:28,160
Speaker 2: The pitch is very easy.

1126
00:45:28,520 --> 00:45:30,680
Speaker 1: And so I am a big believer in having three

1127
00:45:30,680 --> 00:45:32,720
Speaker 1: points and whatever pitch you have, so you can always

1128
00:45:32,760 --> 00:45:34,280
Speaker 1: chunk it up, you know, like I have our attract

1129
00:45:34,320 --> 00:45:36,040
Speaker 1: convert deliver, you have, Okay, how do we get people

1130
00:45:36,080 --> 00:45:37,160
Speaker 1: find out how do we convert them and.

1131
00:45:37,160 --> 00:45:38,600
Speaker 2: How do we give them the stuff? Right?

1132
00:45:38,760 --> 00:45:40,640
Speaker 1: Having three elements of whatever it is. I mean I

1133
00:45:40,680 --> 00:45:42,600
Speaker 1: used to do sales scripts for you know, different companies

1134
00:45:42,600 --> 00:45:43,800
Speaker 1: back in the day. So it's like I had a

1135
00:45:43,880 --> 00:45:46,280
Speaker 1: mortgage lead company and they're like, okay, well the leads

1136
00:45:46,320 --> 00:45:46,600
Speaker 1: are you.

1137
00:45:46,640 --> 00:45:48,279
Speaker 2: Know, timely. You want them to be qualified and you

1138
00:45:48,320 --> 00:45:49,919
Speaker 2: want to be exclusive. Okay, great.

1139
00:45:49,960 --> 00:45:51,759
Speaker 1: If you're in fitness, it's like you need you need,

1140
00:45:52,000 --> 00:45:53,359
Speaker 1: you need to work out, you need to eat right,

1141
00:45:53,400 --> 00:45:54,879
Speaker 1: you need to have accountability. If you have all three,

1142
00:45:54,920 --> 00:45:57,160
Speaker 1: then you can't fit right. And so there's always three.

1143
00:45:57,320 --> 00:45:58,960
Speaker 1: And then with each of those three, I have kind

1144
00:45:58,960 --> 00:46:01,759
Speaker 1: of in the back pocket a little anecdote that to

1145
00:46:01,760 --> 00:46:03,799
Speaker 1: give an example of that. So that way it makes

1146
00:46:03,800 --> 00:46:06,120
Speaker 1: it more real for the person. Rather than explaining all

1147
00:46:06,160 --> 00:46:08,040
Speaker 1: the sets and reps and all that stuff, no one cares.

1148
00:46:08,080 --> 00:46:09,719
Speaker 1: That's why it's selling the vacation, not the plane flight.

1149
00:46:10,320 --> 00:46:11,560
Speaker 1: We're not gonna sell how we're gonna ge there. We're

1150
00:46:11,560 --> 00:46:13,440
Speaker 1: gona tell where're gona go. And so once we do

1151
00:46:13,600 --> 00:46:15,200
Speaker 1: S then we go to E. So at that point

1152
00:46:15,239 --> 00:46:17,279
Speaker 1: we ask for the sale. If they say no, then

1153
00:46:17,280 --> 00:46:20,160
Speaker 1: E and are coming to play. E is explaining to

1154
00:46:20,160 --> 00:46:22,520
Speaker 1: with their concerns. There's only five. Right, They're going to

1155
00:46:22,520 --> 00:46:24,200
Speaker 1: have a timing issue. I've got a lot going on

1156
00:46:24,280 --> 00:46:25,920
Speaker 1: right now. They have a money issue. I don't think

1157
00:46:25,920 --> 00:46:29,640
Speaker 1: it's worth it. They have a decision maker problem, which

1158
00:46:29,680 --> 00:46:31,280
Speaker 1: is I don't have the authority to make the decision.

1159
00:46:31,320 --> 00:46:34,640
Speaker 1: I need someone else's permission. They're going to have a

1160
00:46:34,640 --> 00:46:36,880
Speaker 1: stall issue, which is let me think about it. And

1161
00:46:36,920 --> 00:46:39,319
Speaker 1: then there's fifth is preferences. So I don't like this

1162
00:46:39,360 --> 00:46:42,719
Speaker 1: particular thing about your product or solution, which is just

1163
00:46:42,760 --> 00:46:45,080
Speaker 1: saying that they want your results a different way. And

1164
00:46:45,160 --> 00:46:48,120
Speaker 1: so basically, once you understand how to overcome each of

1165
00:46:48,120 --> 00:46:51,319
Speaker 1: those five issues, which they are all actually just fallacies

1166
00:46:51,400 --> 00:46:54,360
Speaker 1: in decision making. So if it's timing issue, it's not

1167
00:46:54,400 --> 00:46:56,279
Speaker 1: really a time thing. It's a priorities thing. If it's

1168
00:46:56,280 --> 00:46:57,440
Speaker 1: a money thing, it's not really a money thing.

1169
00:46:57,440 --> 00:46:58,120
Speaker 2: It's a value thing.

1170
00:46:58,400 --> 00:47:00,239
Speaker 1: If it's a decision maker thing, it's really that they

1171
00:47:00,239 --> 00:47:02,279
Speaker 1: need support, not permission. And then we rely on past

1172
00:47:02,320 --> 00:47:05,040
Speaker 1: agreements in order to say, hey, well, your husband knows

1173
00:47:05,040 --> 00:47:07,000
Speaker 1: that you're overweight, right, do you think he wants you

1174
00:47:07,040 --> 00:47:07,640
Speaker 1: to stay overweight?

1175
00:47:07,680 --> 00:47:07,719
Speaker 2: No?

1176
00:47:07,840 --> 00:47:09,279
Speaker 1: Then why would it be against you doing something to

1177
00:47:09,320 --> 00:47:11,319
Speaker 1: change that, right, So just walking through those and.

1178
00:47:11,280 --> 00:47:13,920
Speaker 2: I go through all of them, but that's enough.

1179
00:47:14,560 --> 00:47:18,720
Speaker 3: Yeah, this is it.

1180
00:47:18,800 --> 00:47:21,680
Speaker 1: And then from installing perspective, it's actually helping someone make

1181
00:47:21,680 --> 00:47:23,200
Speaker 1: a decision because a lot of people don't know how

1182
00:47:23,239 --> 00:47:25,919
Speaker 1: to decide. Because you will have this conversation far more

1183
00:47:26,040 --> 00:47:28,120
Speaker 1: than every person you talk to. People maybe only have

1184
00:47:28,239 --> 00:47:31,320
Speaker 1: five ten sales conversations a year. If you are selling

1185
00:47:31,400 --> 00:47:33,319
Speaker 1: it for a business, you'll have four or five a day.

1186
00:47:33,600 --> 00:47:35,640
Speaker 1: And so you should absolutely always be more equipped than

1187
00:47:35,640 --> 00:47:38,120
Speaker 1: they are to solve the problem. The one that I

1188
00:47:38,120 --> 00:47:41,120
Speaker 1: skipped with preferences, which is you know, I like, hey,

1189
00:47:41,440 --> 00:47:43,600
Speaker 1: I really want you know, my friend Charlotte, she lost

1190
00:47:43,600 --> 00:47:45,200
Speaker 1: thirty pounds doing your thing, But.

1191
00:47:45,160 --> 00:47:47,320
Speaker 2: Can I just keep eating the food that I'm currently eating?

1192
00:47:47,640 --> 00:47:49,759
Speaker 1: And so they want their results your way, And so

1193
00:47:49,800 --> 00:47:51,320
Speaker 1: the easiest way to explain around that is if you

1194
00:47:51,400 --> 00:47:52,840
Speaker 1: change the variables to change the outcome, do you like

1195
00:47:52,880 --> 00:47:55,080
Speaker 1: the outcome? Yeah, well, then don't change the variables. And

1196
00:47:55,160 --> 00:47:56,279
Speaker 1: this is the only thing that I can give you

1197
00:47:56,320 --> 00:47:59,319
Speaker 1: confidence in. And the question is is you eating the

1198
00:47:59,320 --> 00:48:01,520
Speaker 1: food you want more important than you look in the

1199
00:48:01,560 --> 00:48:03,040
Speaker 1: way you want to look? And that's a real question

1200
00:48:03,280 --> 00:48:05,000
Speaker 1: and if the person says yes it is, and it's

1201
00:48:05,000 --> 00:48:06,920
Speaker 1: like okay, well then nothing's going to change if you

1202
00:48:06,920 --> 00:48:08,719
Speaker 1: don't change, and so then you get to have a

1203
00:48:08,719 --> 00:48:11,080
Speaker 1: real conversation. But each of those those are the fundamental

1204
00:48:11,160 --> 00:48:13,279
Speaker 1: kind of ways of getting over them. And so once

1205
00:48:13,320 --> 00:48:16,480
Speaker 1: you explain away the concerns, after each explanation, you always

1206
00:48:16,480 --> 00:48:18,360
Speaker 1: ask again, so does like does that?

1207
00:48:18,440 --> 00:48:20,759
Speaker 2: Does that help that? Does that? Does that? Does that?

1208
00:48:20,920 --> 00:48:21,959
Speaker 2: All that for you? Great?

1209
00:48:22,040 --> 00:48:24,799
Speaker 1: So ready to move forward, You're ready to do whatever

1210
00:48:24,840 --> 00:48:26,719
Speaker 1: the next thing is. And then finally it is our

1211
00:48:26,880 --> 00:48:28,560
Speaker 1: And the R actually happens after the sale and is

1212
00:48:28,560 --> 00:48:30,680
Speaker 1: something that I added years later in my career.

1213
00:48:30,680 --> 00:48:34,200
Speaker 2: It used to just be close. But the R is

1214
00:48:34,280 --> 00:48:35,240
Speaker 2: reinforce the decision.

1215
00:48:35,520 --> 00:48:37,920
Speaker 1: So in the twenty four hours post purchase is when

1216
00:48:37,960 --> 00:48:40,040
Speaker 1: the vast majority be either have you know, cold feet

1217
00:48:40,160 --> 00:48:42,320
Speaker 1: or they regret or you can reinforce it and becomes

1218
00:48:42,480 --> 00:48:45,279
Speaker 1: a super positive right and so people believe it or not.

1219
00:48:45,320 --> 00:48:47,279
Speaker 1: There's tons of research that supports this is that they

1220
00:48:47,320 --> 00:48:50,440
Speaker 1: will make a decision about your business based on the

1221
00:48:50,480 --> 00:48:51,320
Speaker 1: first twenty four.

1222
00:48:51,200 --> 00:48:52,160
Speaker 2: Hours post purchase.

1223
00:48:52,440 --> 00:48:54,520
Speaker 1: So it's this huge moment where you can make a

1224
00:48:54,520 --> 00:48:58,239
Speaker 1: first impression that preframes the remainder of the of the

1225
00:48:58,280 --> 00:49:00,760
Speaker 1: relationship that you have with them and so being incredibly

1226
00:49:00,800 --> 00:49:02,759
Speaker 1: died of Like, hey, so you bought. Let me tell

1227
00:49:02,760 --> 00:49:04,080
Speaker 1: you what the next steps are going to be. We're

1228
00:49:04,080 --> 00:49:05,560
Speaker 1: going to take these steps and we're going to tie

1229
00:49:05,560 --> 00:49:07,600
Speaker 1: that to goal. Right, so you said you wanted these

1230
00:49:07,640 --> 00:49:09,200
Speaker 1: three things. The way that we're going to solve these

1231
00:49:09,239 --> 00:49:11,200
Speaker 1: three things is these three steps. These are the actions

1232
00:49:11,200 --> 00:49:13,080
Speaker 1: you take. We're gonna meet tomorrow at this time, I'll

1233
00:49:13,120 --> 00:49:14,360
Speaker 1: see you there, or if you have a you know,

1234
00:49:14,440 --> 00:49:17,080
Speaker 1: onboarding rep, then you'd go from there. But that fundamentally

1235
00:49:17,120 --> 00:49:19,000
Speaker 1: is how you'd have the conversion conversation. And so to

1236
00:49:19,040 --> 00:49:21,719
Speaker 1: loop back to if I'm a professional, how do I

1237
00:49:21,760 --> 00:49:23,200
Speaker 1: do this, It's like, well, you're gonna.

1238
00:49:23,000 --> 00:49:24,600
Speaker 2: Use the core four. You're gonna reach out to people.

1239
00:49:24,719 --> 00:49:27,200
Speaker 1: Once they respond, you'll initiate the conversation where you go

1240
00:49:27,200 --> 00:49:29,080
Speaker 1: through the closer framework and then you make them an

1241
00:49:29,120 --> 00:49:32,080
Speaker 1: offer to do your stuff, which will be either moonlighting

1242
00:49:32,160 --> 00:49:33,960
Speaker 1: or you know, in the morning. And what's really interesting

1243
00:49:34,000 --> 00:49:36,279
Speaker 1: is that people think that they're nine to five is

1244
00:49:36,280 --> 00:49:37,960
Speaker 1: getting in the way of their dreams, when it's really

1245
00:49:38,000 --> 00:49:40,560
Speaker 1: they're five to nine, and so five am to nine

1246
00:49:40,560 --> 00:49:44,040
Speaker 1: am it's like your's four prime hours, and then five

1247
00:49:44,120 --> 00:49:46,600
Speaker 1: pm to nine pm it's another four prime hours. So

1248
00:49:46,600 --> 00:49:48,399
Speaker 1: it's like you've got eight You've got a full work

1249
00:49:48,520 --> 00:49:50,960
Speaker 1: day that you can work, which I strongly recommend. I

1250
00:49:51,000 --> 00:49:52,640
Speaker 1: think a lot of people are big on the burn

1251
00:49:52,680 --> 00:49:54,239
Speaker 1: the boat's thing, and I think there's a time and

1252
00:49:54,239 --> 00:49:56,360
Speaker 1: a place for that. But if you have a family

1253
00:49:56,400 --> 00:49:58,920
Speaker 1: and you've got a mortgage, I would recommend you keep

1254
00:49:58,960 --> 00:50:02,520
Speaker 1: your job and then supplement your income. And then at

1255
00:50:02,520 --> 00:50:05,279
Speaker 1: the point where your supplemental income in your off time

1256
00:50:05,719 --> 00:50:09,359
Speaker 1: surpasses your full time income, that is when I say

1257
00:50:09,560 --> 00:50:11,600
Speaker 1: make the jump. And for me, because I actually believe it,

1258
00:50:11,640 --> 00:50:13,719
Speaker 1: I tend to be relatively risk averse person. I would say,

1259
00:50:13,719 --> 00:50:15,200
Speaker 1: if you do that for six months, because there's going

1260
00:50:15,239 --> 00:50:19,200
Speaker 1: to be volatility in the business, and I'll also just

1261
00:50:19,440 --> 00:50:20,320
Speaker 1: play out the next.

1262
00:50:20,120 --> 00:50:21,839
Speaker 2: Problem they're going to have. If that's all right, I.

1263
00:50:21,800 --> 00:50:24,880
Speaker 3: Go for it. So so much value, so much value.

1264
00:50:25,040 --> 00:50:28,360
Speaker 1: So volatility is a symptom of insufficient volume. And so

1265
00:50:28,440 --> 00:50:30,840
Speaker 1: if you feel like you're like, man, you know, I

1266
00:50:30,840 --> 00:50:32,840
Speaker 1: got a couple of customers and then you know the

1267
00:50:33,120 --> 00:50:36,160
Speaker 1: lead stop coming in, it's like, well, you're doing insufficient volume.

1268
00:50:36,200 --> 00:50:37,920
Speaker 1: You're not doing enough of the core four. We have

1269
00:50:38,000 --> 00:50:40,320
Speaker 1: to post more content, we have to post more ads,

1270
00:50:40,440 --> 00:50:42,080
Speaker 1: we have to do more reach outs, right, That's what

1271
00:50:42,120 --> 00:50:44,640
Speaker 1: we have to do. And so if you think, okay,

1272
00:50:44,680 --> 00:50:46,200
Speaker 1: well I've been doing these reach outs and you know

1273
00:50:46,239 --> 00:50:47,560
Speaker 1: no one's responding or things like that.

1274
00:50:47,600 --> 00:50:48,359
Speaker 2: One we need to make.

1275
00:50:48,239 --> 00:50:49,600
Speaker 1: Sure that the offer that we have is good, which

1276
00:50:49,600 --> 00:50:50,840
Speaker 1: I think we started with the five hour thing. I

1277
00:50:50,840 --> 00:50:53,160
Speaker 1: think it's a great first offer. But you know, under

1278
00:50:53,200 --> 00:50:54,879
Speaker 1: that assumption, if we do this, I have a rule

1279
00:50:54,880 --> 00:50:56,640
Speaker 1: of one hundred, which is that you do one hundred

1280
00:50:57,480 --> 00:50:59,960
Speaker 1: per day. So that means you're doing either one hundred.

1281
00:51:00,160 --> 00:51:02,200
Speaker 1: It's that you're putting into posting content and you post,

1282
00:51:02,320 --> 00:51:05,160
Speaker 1: and you post it to be very clear, and you post.

1283
00:51:06,200 --> 00:51:08,680
Speaker 1: You spend one hundred dollars a day on ads, or

1284
00:51:08,719 --> 00:51:10,360
Speaker 1: you do one hundred reachouts and if you want to

1285
00:51:10,360 --> 00:51:12,239
Speaker 1: be crazy, you can do all three. And so those

1286
00:51:12,280 --> 00:51:14,880
Speaker 1: in those in those scenarios, the key is that you

1287
00:51:14,920 --> 00:51:16,600
Speaker 1: have to keep going. And so if you get let's

1288
00:51:16,600 --> 00:51:18,719
Speaker 1: say you do the rule of one hundred and you

1289
00:51:18,760 --> 00:51:22,120
Speaker 1: get one sale a week, okay, then if you want

1290
00:51:22,160 --> 00:51:23,920
Speaker 1: to that would give you four sales a month. Roughly,

1291
00:51:24,400 --> 00:51:25,759
Speaker 1: if you're like, man, I want to go from four

1292
00:51:25,800 --> 00:51:29,279
Speaker 1: sales a month to sixteen sales a month. The nice

1293
00:51:29,280 --> 00:51:31,360
Speaker 1: thing is that you actually have a clear input output equation,

1294
00:51:31,440 --> 00:51:35,320
Speaker 1: which is that, Okay, it cost me seven hundred primary

1295
00:51:35,719 --> 00:51:40,400
Speaker 1: efforts to get one sale, and so that volatility feels

1296
00:51:40,480 --> 00:51:42,520
Speaker 1: like it's only one, but it's because you're not doing enough.

1297
00:51:42,640 --> 00:51:44,560
Speaker 1: If I take that seven hundred and do seven hundred

1298
00:51:44,600 --> 00:51:46,839
Speaker 1: per day, then all of a sudden, I'll be making

1299
00:51:46,840 --> 00:51:50,520
Speaker 1: one sale a day. And fundamentally, that little compression process

1300
00:51:50,640 --> 00:51:52,839
Speaker 1: is the only thing that separates very small businesses from

1301
00:51:52,920 --> 00:51:56,600
Speaker 1: very large businesses. Most small business owners have no idea

1302
00:51:56,680 --> 00:51:58,960
Speaker 1: how much more volume the guys who are ahead of

1303
00:51:58,960 --> 00:52:01,200
Speaker 1: them put out. I'm ride a conversation at the very

1304
00:52:01,200 --> 00:52:03,000
Speaker 1: beginning of me deciding to make content after I sold

1305
00:52:03,000 --> 00:52:05,640
Speaker 1: the company where I said, hey, you know, I really

1306
00:52:05,680 --> 00:52:08,680
Speaker 1: want to learn this Instagram game and content game. And

1307
00:52:08,719 --> 00:52:10,680
Speaker 1: so I talked to somebody who's a big, big influencer,

1308
00:52:11,560 --> 00:52:13,600
Speaker 1: and I said, you know, can you can you analyze

1309
00:52:13,600 --> 00:52:15,279
Speaker 1: my stuff and tell me what I'm doing wrong? And

1310
00:52:15,320 --> 00:52:18,600
Speaker 1: he said, dude, you're not doing anything wrong. You're just

1311
00:52:18,640 --> 00:52:21,440
Speaker 1: doing too little. And so he said, he said, pull

1312
00:52:21,480 --> 00:52:23,600
Speaker 1: up your Instagram and I pulled it up and I

1313
00:52:23,600 --> 00:52:25,520
Speaker 1: think I was doing like a post every other day

1314
00:52:25,560 --> 00:52:26,319
Speaker 1: or something like that, and.

1315
00:52:26,239 --> 00:52:28,279
Speaker 2: He's like, dude, I got four posts a day. And

1316
00:52:28,320 --> 00:52:29,160
Speaker 2: I was like, whoa.

1317
00:52:29,200 --> 00:52:30,840
Speaker 1: And then he said, pull up your LinkedIn and I

1318
00:52:30,880 --> 00:52:32,360
Speaker 1: don't think I've posted on LinkedIn. And he's like, I

1319
00:52:32,400 --> 00:52:34,279
Speaker 1: got ten posts a day. And he's like, pull pull

1320
00:52:34,320 --> 00:52:36,160
Speaker 1: up your Twitter. At the time, now X is like

1321
00:52:36,640 --> 00:52:38,600
Speaker 1: I had nothing right. So he went side by side.

1322
00:52:38,640 --> 00:52:40,759
Speaker 1: He's like, I'm putting out seventy eighty a day and

1323
00:52:40,760 --> 00:52:42,640
Speaker 1: you're putting out one every other and you're complaining. And

1324
00:52:42,640 --> 00:52:45,840
Speaker 1: I was like, got it. And so the most people

1325
00:52:46,120 --> 00:52:49,120
Speaker 1: dramatically underestimate the amount of volume that is required. And

1326
00:52:49,120 --> 00:52:52,240
Speaker 1: that volume has a great feedback loop for skill because

1327
00:52:52,280 --> 00:52:55,160
Speaker 1: you do these iterations and you will suck. And that

1328
00:52:55,320 --> 00:52:57,800
Speaker 1: is okay, and as long as you like. The process

1329
00:52:57,840 --> 00:52:59,600
Speaker 1: that I have for improving any part of any system

1330
00:52:59,880 --> 00:53:02,799
Speaker 1: is just do a tremendous amount of volume. Let's say

1331
00:53:02,840 --> 00:53:04,879
Speaker 1: we do one hundred whatevers. We look at the top

1332
00:53:04,920 --> 00:53:07,200
Speaker 1: ten percent of the ones that got the highest response rated,

1333
00:53:07,239 --> 00:53:08,480
Speaker 1: the ones that got the most views, or the ad

1334
00:53:08,520 --> 00:53:10,440
Speaker 1: they got the most clicks. We say Okay, what was

1335
00:53:10,440 --> 00:53:12,319
Speaker 1: different about these top ten percent compared to the other

1336
00:53:12,360 --> 00:53:14,239
Speaker 1: ninety And so the next hundred we do, we say,

1337
00:53:14,320 --> 00:53:15,839
Speaker 1: let's just try and just do the thing we did

1338
00:53:15,840 --> 00:53:17,520
Speaker 1: in the top ten percent, we do it again. And

1339
00:53:17,600 --> 00:53:20,880
Speaker 1: that continual refinement process has been the key to all

1340
00:53:20,920 --> 00:53:21,640
Speaker 1: the stuff that we've done.

1341
00:53:21,680 --> 00:53:23,319
Speaker 2: It's just look at what worked, do more of that.

1342
00:53:23,840 --> 00:53:26,080
Speaker 1: And so if you were in the professional bucket, that

1343
00:53:26,200 --> 00:53:27,680
Speaker 1: is more or less kind of the approach that I

1344
00:53:27,680 --> 00:53:28,959
Speaker 1: would take to get that first dollar.

1345
00:53:29,320 --> 00:53:31,520
Speaker 3: Everyone needs to listen to that fifteen minutes every day.

1346
00:53:32,400 --> 00:53:34,479
Speaker 3: I'm not kidding. That was the most amount of value

1347
00:53:34,520 --> 00:53:37,080
Speaker 3: I think has ever been back and at fifteen minutes

1348
00:53:37,400 --> 00:53:39,480
Speaker 3: that I've ever heard in my entire life. And I'm

1349
00:53:39,480 --> 00:53:44,400
Speaker 3: not kidding. That is such brilliant, brilliant advice, totally broken

1350
00:53:44,440 --> 00:53:47,520
Speaker 3: down step by step. I mean you could, I mean

1351
00:53:47,560 --> 00:53:49,200
Speaker 3: you can make like seventy posts off of just the

1352
00:53:49,239 --> 00:53:51,759
Speaker 3: last fifteen minutes. It was so no And I mean

1353
00:53:51,800 --> 00:53:54,000
Speaker 3: that I'm not just saying that because right now as

1354
00:53:54,000 --> 00:53:56,120
Speaker 3: you're speaking, I've got so many friends that I've got

1355
00:53:56,120 --> 00:53:59,520
Speaker 3: in my head that are exactly at that point, and

1356
00:53:59,520 --> 00:54:02,440
Speaker 3: it's the volume that's messing them up. It's either not

1357
00:54:02,520 --> 00:54:04,560
Speaker 3: having the plan to how do you pitch and convert

1358
00:54:05,040 --> 00:54:09,560
Speaker 3: two questions? The first is how do you stop being

1359
00:54:09,640 --> 00:54:13,160
Speaker 3: scared of sucking? Because a lot of my friends are

1360
00:54:13,200 --> 00:54:18,080
Speaker 3: scared of sucking? And the second one is why are

1361
00:54:18,120 --> 00:54:22,879
Speaker 3: we so uncomfortable selling and promoting and showing our work?

1362
00:54:23,000 --> 00:54:25,680
Speaker 1: So the first one, what's really interesting about the question

1363
00:54:25,960 --> 00:54:27,920
Speaker 1: is that I think that most people are actually very

1364
00:54:27,960 --> 00:54:30,600
Speaker 1: okay with sucking. I think they're very not okay with

1365
00:54:30,680 --> 00:54:34,319
Speaker 1: being judged for sucking. And so I think that at

1366
00:54:34,360 --> 00:54:37,319
Speaker 1: the at the onset, we have to redefine success as

1367
00:54:37,480 --> 00:54:41,439
Speaker 1: trying and not as succeeding or at least getting whatever

1368
00:54:41,640 --> 00:54:45,000
Speaker 1: desired outcome there is, because failure and success are salt

1369
00:54:45,040 --> 00:54:45,400
Speaker 1: and pepper.

1370
00:54:45,440 --> 00:54:45,960
Speaker 2: They're married.

1371
00:54:46,640 --> 00:54:49,600
Speaker 1: One leads to the next, and so the idea is

1372
00:54:49,600 --> 00:54:50,920
Speaker 1: we want to get as many failures out of the

1373
00:54:50,960 --> 00:54:52,719
Speaker 1: way as fast as possible, and so it's like we

1374
00:54:52,760 --> 00:54:55,120
Speaker 1: want to pay down that failure that again as soon

1375
00:54:55,120 --> 00:54:58,440
Speaker 1: as we can. And so the very tactical thing that

1376
00:54:58,640 --> 00:55:03,080
Speaker 1: I would advise is think about there's we think, don't

1377
00:55:03,080 --> 00:55:04,600
Speaker 1: I don't want people to think that I'm a failure.

1378
00:55:04,640 --> 00:55:07,560
Speaker 1: It's actually not people. There's like two people that you

1379
00:55:07,600 --> 00:55:09,960
Speaker 1: hear their voice in your head. And so when you

1380
00:55:10,000 --> 00:55:12,719
Speaker 1: actually get really clear on whose voice is that, because

1381
00:55:12,719 --> 00:55:14,279
Speaker 1: I'll say, I'll tell you a real world example. So

1382
00:55:14,320 --> 00:55:16,560
Speaker 1: for me, when I say this just sounds ridiculous, but

1383
00:55:16,680 --> 00:55:18,920
Speaker 1: just but just to show you, hopefully how ridiculous whatever

1384
00:55:18,960 --> 00:55:21,799
Speaker 1: you think sounds, I'll share one of mine. So when

1385
00:55:21,840 --> 00:55:25,319
Speaker 1: I was thinking about selling my company, the offer was

1386
00:55:25,320 --> 00:55:30,160
Speaker 1: for forty six point two million, and I was afraid

1387
00:55:30,440 --> 00:55:32,920
Speaker 1: that it wasn't enough to impress the people that I

1388
00:55:32,920 --> 00:55:35,640
Speaker 1: wanted to impress, and so and I had to figure

1389
00:55:35,680 --> 00:55:37,000
Speaker 1: that out. I was like, I don't know, I mean

1390
00:55:37,280 --> 00:55:38,880
Speaker 1: it's worth it. Maybe I should hold on to a

1391
00:55:38,880 --> 00:55:40,359
Speaker 1: longer and grow more and I want, you know, back

1392
00:55:40,360 --> 00:55:42,840
Speaker 1: and forth. And when I thought more about it, I

1393
00:55:42,880 --> 00:55:46,600
Speaker 1: was like, actually, there's only one person whose opinion I'm

1394
00:55:46,640 --> 00:55:47,520
Speaker 1: concerned about.

1395
00:55:47,640 --> 00:55:50,160
Speaker 2: And then when I named it, when I was like, oh,

1396
00:55:50,200 --> 00:55:51,320
Speaker 2: it's Tom.

1397
00:55:51,760 --> 00:55:54,400
Speaker 1: Tom's the and like I'm not even that close with Tom,

1398
00:55:54,760 --> 00:55:59,680
Speaker 1: but tom my envisionment of Tom judging my my my

1399
00:55:59,760 --> 00:56:02,400
Speaker 1: egg it is not good enough for their approval. I

1400
00:56:02,440 --> 00:56:05,760
Speaker 1: was like, wait, I'm letting Tom have this much influence

1401
00:56:05,800 --> 00:56:06,520
Speaker 1: over my life.

1402
00:56:07,160 --> 00:56:07,840
Speaker 2: That's absurd.

1403
00:56:08,320 --> 00:56:10,759
Speaker 1: And so one of the big reframes that I have

1404
00:56:10,760 --> 00:56:12,319
Speaker 1: in my head is that if you don't know why

1405
00:56:12,400 --> 00:56:14,280
Speaker 1: you believe what you believe, it's not your belief.

1406
00:56:14,040 --> 00:56:14,920
Speaker 2: Ats someone else's.

1407
00:56:15,280 --> 00:56:16,920
Speaker 1: And so if you can't explain, like why am I

1408
00:56:16,960 --> 00:56:18,719
Speaker 1: not doing this, If you can't actually explain it, it's

1409
00:56:18,760 --> 00:56:21,200
Speaker 1: because there's someone else's voice that is influencing you that

1410
00:56:21,200 --> 00:56:23,200
Speaker 1: you're not aware of. And so I try and name it. Yeah,

1411
00:56:23,440 --> 00:56:25,080
Speaker 1: the naming is the key part, because as soon as

1412
00:56:25,120 --> 00:56:27,960
Speaker 1: you see that, you're like Tom, You're like screw Toom.

1413
00:56:28,000 --> 00:56:29,480
Speaker 1: We're like I want to do say it's like, is

1414
00:56:30,080 --> 00:56:33,799
Speaker 1: Tom's approval worth more than the dream that you want

1415
00:56:33,840 --> 00:56:34,400
Speaker 1: to pursue?

1416
00:56:34,480 --> 00:56:35,960
Speaker 2: And as soon as you get that, you're like, well,

1417
00:56:36,000 --> 00:56:38,120
Speaker 2: hell no. And then you move forward.

1418
00:56:38,280 --> 00:56:40,359
Speaker 1: And I can tell you just from the other side

1419
00:56:40,360 --> 00:56:41,480
Speaker 1: of this, and I want to unders want to be

1420
00:56:41,520 --> 00:56:41,919
Speaker 1: really clear.

1421
00:56:42,080 --> 00:56:43,160
Speaker 2: I understand how scary it is.

1422
00:56:43,200 --> 00:56:44,960
Speaker 1: It took me six months to quit my job, and

1423
00:56:45,200 --> 00:56:46,880
Speaker 1: I talk to my friend every single day saying this

1424
00:56:46,920 --> 00:56:48,480
Speaker 1: is the day, this is the day, this day. And

1425
00:56:48,719 --> 00:56:51,360
Speaker 1: when I did finally quit my job, I drove across

1426
00:56:51,440 --> 00:56:54,680
Speaker 1: the country and I only called people from home when

1427
00:56:54,719 --> 00:56:56,920
Speaker 1: I was already halfway across. I didn't tell anyone I

1428
00:56:56,960 --> 00:56:58,960
Speaker 1: was leaving because I was so afraid of what they

1429
00:56:59,000 --> 00:56:59,600
Speaker 1: would say.

1430
00:56:59,800 --> 00:57:01,200
Speaker 2: So I say, this is somebody.

1431
00:57:00,960 --> 00:57:03,960
Speaker 1: Who absolutely gets it, but I just want to see

1432
00:57:03,960 --> 00:57:06,239
Speaker 1: you from the other side of it. It's you know,

1433
00:57:06,360 --> 00:57:08,239
Speaker 1: this is a Layla quote, not me, but you know,

1434
00:57:08,440 --> 00:57:11,040
Speaker 1: fear is a mile wide and an inch deep, and

1435
00:57:11,080 --> 00:57:13,319
Speaker 1: so it looks like this vast ocean of like I'm

1436
00:57:13,320 --> 00:57:14,719
Speaker 1: going to drown. But as soon as you take the

1437
00:57:14,719 --> 00:57:17,160
Speaker 1: first step, you're like, oh, this is a puddle. And

1438
00:57:17,600 --> 00:57:19,520
Speaker 1: there's a quote from Jocko Willick that I love. That's

1439
00:57:19,520 --> 00:57:21,240
Speaker 1: recent that's been top of mind for me, which is,

1440
00:57:22,080 --> 00:57:26,800
Speaker 1: besides death, all failure is psychological. And it's just when

1441
00:57:26,840 --> 00:57:29,280
Speaker 1: you the longer you think about it, the where you're like, wait,

1442
00:57:29,840 --> 00:57:32,880
Speaker 1: all failure is just me drawing an arbitrary line in

1443
00:57:32,920 --> 00:57:34,880
Speaker 1: the sand that I say anything that does not meet

1444
00:57:34,920 --> 00:57:38,720
Speaker 1: the standard or force me to be upset. And so

1445
00:57:38,760 --> 00:57:40,280
Speaker 1: it's like, okay, well, if I don't die, then I

1446
00:57:40,280 --> 00:57:42,000
Speaker 1: can keep going. And if I don't die, then it

1447
00:57:42,040 --> 00:57:43,000
Speaker 1: means I can stand it.

1448
00:57:43,640 --> 00:57:45,640
Speaker 3: Yeah, And I think a big part of it when

1449
00:57:45,640 --> 00:57:49,160
Speaker 3: I'm listening to you is because it's psychological. Let me

1450
00:57:49,320 --> 00:57:50,400
Speaker 3: know that it will happen.

1451
00:57:50,520 --> 00:57:50,760
Speaker 2: Yeah.

1452
00:57:50,760 --> 00:57:52,560
Speaker 3: So I remember when I put out my first video,

1453
00:57:52,680 --> 00:57:54,200
Speaker 3: which I didn't tell anyone I was going to do.

1454
00:57:54,760 --> 00:57:59,200
Speaker 3: I spent two years watching videos before I made one

1455
00:57:59,280 --> 00:58:01,320
Speaker 3: and put one out. And when I put out my

1456
00:58:01,360 --> 00:58:04,360
Speaker 3: first video, I remember my friends saying to me, you

1457
00:58:04,440 --> 00:58:07,680
Speaker 3: talk too fast, the music is too loud, it's edited

1458
00:58:07,720 --> 00:58:12,080
Speaker 3: badly cool like, it wasn't received with praise. Now, I

1459
00:58:12,160 --> 00:58:15,920
Speaker 3: didn't think about that too much. And now if I

1460
00:58:15,960 --> 00:58:19,360
Speaker 3: go back to advise someone, I'd say, anticipate that, because

1461
00:58:19,360 --> 00:58:24,200
Speaker 3: if you anticipate it, then it's okay. Then it's in steep, right,

1462
00:58:24,200 --> 00:58:26,320
Speaker 3: You're like, oh, okay, Well, yeah, they're probably going to

1463
00:58:26,360 --> 00:58:28,760
Speaker 3: tell me that the editing wasn't great or whatever. But

1464
00:58:28,880 --> 00:58:31,720
Speaker 3: if I followed Alex's advice, maybe I have sent it

1465
00:58:31,720 --> 00:58:34,040
Speaker 3: to a couple of people, you know, not friends, but

1466
00:58:34,080 --> 00:58:36,640
Speaker 3: people who actually know what they're doing. I've got some insight.

1467
00:58:36,920 --> 00:58:38,960
Speaker 3: I've studied it well enough, and maybe I'll avoid some

1468
00:58:38,960 --> 00:58:40,680
Speaker 3: of them. But guess what, I won't avoid all of them.

1469
00:58:40,880 --> 00:58:43,560
Speaker 3: There will still be someone who criticizes the tone, what

1470
00:58:43,600 --> 00:58:45,840
Speaker 3: I'm wearing, how I look, whatever it is. And as

1471
00:58:45,880 --> 00:58:49,160
Speaker 3: soon as you know that, you go, oh, that's all

1472
00:58:49,200 --> 00:58:51,360
Speaker 3: it is someone's going to look at it and be like, yeah,

1473
00:58:51,400 --> 00:58:54,120
Speaker 3: I'm not sure, and it's like, oh wait, their reaction

1474
00:58:54,640 --> 00:58:57,800
Speaker 3: doesn't change my reality, Like their reaction will always be.

1475
00:58:57,840 --> 00:58:59,440
Speaker 3: Then I think what we're trying to do going to

1476
00:58:59,480 --> 00:59:02,480
Speaker 3: you earlier as well, is we're trying to avoid the reaction.

1477
00:59:03,000 --> 00:59:07,400
Speaker 3: We want to create something that has no negative reaction.

1478
00:59:08,120 --> 00:59:10,600
Speaker 3: And there is not a single class on planet Earth

1479
00:59:10,840 --> 00:59:14,640
Speaker 3: that has created a song, a movie, podcast, or whatever

1480
00:59:14,680 --> 00:59:16,440
Speaker 3: it may be that has had no negative reaction.

1481
00:59:16,640 --> 00:59:19,280
Speaker 1: So I have so many quick thoughts on this, yea.

1482
00:59:19,400 --> 00:59:21,960
Speaker 1: So number one is that if you do nothing, people

1483
00:59:22,000 --> 00:59:24,560
Speaker 1: will criticize you. If you do something, people will criticize you.

1484
00:59:24,600 --> 00:59:28,480
Speaker 1: So criticism is a fixed cost period. Number two, it

1485
00:59:28,560 --> 00:59:32,560
Speaker 1: takes about twenty hours to become proficient in just about anything.

1486
00:59:32,600 --> 00:59:35,480
Speaker 1: You want to play guitar, like proficient in just about anything.

1487
00:59:35,600 --> 00:59:38,520
Speaker 1: It just takes people ten years to get the first

1488
00:59:38,560 --> 00:59:42,640
Speaker 1: twenty hours, and that's a huge issue. The third is

1489
00:59:42,680 --> 00:59:46,280
Speaker 1: that when you're thinking about feedback is one not all

1490
00:59:46,280 --> 00:59:48,280
Speaker 1: feedback is created equal. You don't want to listen to

1491
00:59:48,280 --> 00:59:50,200
Speaker 1: the people who are closest to you. You want to

1492
00:59:50,200 --> 00:59:52,560
Speaker 1: listen to people who are closest to your goals, and

1493
00:59:52,600 --> 00:59:54,880
Speaker 1: so listen to people who already at your goals, who

1494
00:59:54,880 --> 00:59:57,880
Speaker 1: already achieve those goals, and listen to their feedback. Because

1495
00:59:57,960 --> 01:00:00,400
Speaker 1: I'll say, for example, for me, like if I if I,

1496
01:00:00,400 --> 01:00:01,840
Speaker 1: I mean I rarely do, but if I post anything

1497
01:00:01,840 --> 01:00:03,960
Speaker 1: of me at the gym, the only people who comment are.

1498
01:00:03,880 --> 01:00:05,080
Speaker 2: People who are smaller than me.

1499
01:00:06,320 --> 01:00:08,439
Speaker 1: No guy who is bigger than me ever has talked

1500
01:00:08,440 --> 01:00:10,520
Speaker 1: a bit about you know about my you know my

1501
01:00:10,560 --> 01:00:13,200
Speaker 1: fitness stuff. And so to the same degree, anybody who's

1502
01:00:13,200 --> 01:00:15,880
Speaker 1: an entre who's a real entrepreneur is going to be like, hell, yeah, man,

1503
01:00:15,920 --> 01:00:16,480
Speaker 1: you got out there.

1504
01:00:16,520 --> 01:00:18,600
Speaker 2: Oh of course you failed. Obviously you failed.

1505
01:00:18,600 --> 01:00:21,040
Speaker 1: But that's okay, right, everyone falls the first time, right

1506
01:00:21,040 --> 01:00:24,880
Speaker 1: from the matrix, and so expect failure. And I think

1507
01:00:24,920 --> 01:00:27,120
Speaker 1: that if you can play it out, there's a there's

1508
01:00:27,120 --> 01:00:28,880
Speaker 1: a really wonderful stock frame around this, which is the

1509
01:00:29,040 --> 01:00:31,880
Speaker 1: frame of the veteran, which is, if you were to

1510
01:00:31,920 --> 01:00:35,520
Speaker 1: imagine whatever bad experience occurs happening a thousand times more

1511
01:00:35,560 --> 01:00:38,280
Speaker 1: in a row, how would you feel in the thousandth time.

1512
01:00:39,440 --> 01:00:41,360
Speaker 1: And if that's how you're gonna feel in a thousandth

1513
01:00:41,440 --> 01:00:43,360
Speaker 1: time with the exact same condition, you might as well

1514
01:00:43,360 --> 01:00:45,520
Speaker 1: feel that way today, and it's just been a really

1515
01:00:45,600 --> 01:00:47,240
Speaker 1: like a like if you're like, man, I hate traffic,

1516
01:00:47,240 --> 01:00:49,080
Speaker 1: It's okay. Let's assume traffic is a constant and it

1517
01:00:49,120 --> 01:00:51,000
Speaker 1: happens for the next thousand days. You'll probably be like, well,

1518
01:00:51,000 --> 01:00:52,720
Speaker 1: it's just how it is, right, and.

1519
01:00:52,680 --> 01:00:53,640
Speaker 2: So this is just how it is.

1520
01:00:53,680 --> 01:00:55,320
Speaker 1: That's the feedback that you're gonna get from videos, and

1521
01:00:55,360 --> 01:00:57,120
Speaker 1: it's going to keep happening, and it's okay.

1522
01:00:57,400 --> 01:01:00,760
Speaker 3: Yeah, your point just now of the problem is it

1523
01:01:00,800 --> 01:01:02,960
Speaker 3: takes us ten years to get the first twenty hours.

1524
01:01:03,520 --> 01:01:06,720
Speaker 3: Is so true. I know something that I've biggest people

1525
01:01:06,720 --> 01:01:07,880
Speaker 3: are off something like that to me, Like, Jay, how

1526
01:01:07,920 --> 01:01:09,400
Speaker 3: do you solve a problem? I'm like, if I think

1527
01:01:09,400 --> 01:01:12,080
Speaker 3: something's a big problem to solve or a skill to learn,

1528
01:01:12,440 --> 01:01:15,560
Speaker 3: I will cancel every evening planned this week and I

1529
01:01:15,560 --> 01:01:18,520
Speaker 3: will cancel my entire weekend. And all I'm doing this

1530
01:01:18,600 --> 01:01:21,760
Speaker 3: weekend is figuring out that skill. I'll get a coach,

1531
01:01:22,320 --> 01:01:25,080
Speaker 3: I'll commit to the time, and I'll be around that

1532
01:01:25,120 --> 01:01:28,200
Speaker 3: community of people. Those are my three practices or things

1533
01:01:28,240 --> 01:01:31,720
Speaker 3: to develop a skill. And then this weekend is dedicated

1534
01:01:32,040 --> 01:01:34,880
Speaker 3: to getting good at X. And it's like, if I

1535
01:01:34,920 --> 01:01:37,919
Speaker 3: don't get enough hours in this weekend, the next four

1536
01:01:37,960 --> 01:01:41,000
Speaker 3: weekends are dedicated to that thing, and all of a sudden,

1537
01:01:41,000 --> 01:01:43,160
Speaker 3: in a month, I've solved a problem that could have

1538
01:01:43,200 --> 01:01:45,600
Speaker 3: taken me six years. And so I love that piece

1539
01:01:45,640 --> 01:01:48,240
Speaker 3: of advice because I think it's the same advice when

1540
01:01:48,240 --> 01:01:50,120
Speaker 3: you give people like, hey, just try three things out,

1541
01:01:50,480 --> 01:01:52,120
Speaker 3: and then they're like, okay, I'll try three things out

1542
01:01:52,120 --> 01:01:55,360
Speaker 3: one a year. And also when you give it twelve

1543
01:01:55,440 --> 01:01:58,000
Speaker 3: months to try one thing out, you actually never know

1544
01:01:58,360 --> 01:02:01,080
Speaker 3: whereas if you did something for a whole day. Like

1545
01:02:01,160 --> 01:02:03,080
Speaker 3: I remember when me and my wife were in Hawaii.

1546
01:02:03,480 --> 01:02:06,920
Speaker 3: We both grew up in London. We never went surfing,

1547
01:02:06,960 --> 01:02:09,600
Speaker 3: more skiing and things like this. Right we're in Hawaii,

1548
01:02:09,640 --> 01:02:11,960
Speaker 3: we try surfing, we do it the whole day. I

1549
01:02:12,040 --> 01:02:14,040
Speaker 3: knew I was never going to be a surfer and

1550
01:02:14,080 --> 01:02:15,680
Speaker 3: it's the last thing I want to do. And I

1551
01:02:15,720 --> 01:02:19,040
Speaker 3: don't care at all about surfing. It looks good, but

1552
01:02:19,160 --> 01:02:20,919
Speaker 3: it is not fun to do, Like I didn't enjoy

1553
01:02:20,920 --> 01:02:23,280
Speaker 3: the process, And I'm like, but if I went like

1554
01:02:23,520 --> 01:02:26,160
Speaker 3: for thirty minutes one day, then I'd be like, oh, well,

1555
01:02:26,160 --> 01:02:28,640
Speaker 3: maybe I just didn't do it right. And then you're like, Okay,

1556
01:02:28,680 --> 01:02:30,600
Speaker 3: I'll go thirty minutes next year, I'll do an hour

1557
01:02:30,680 --> 01:02:33,960
Speaker 3: next year, And so we just keep elongating the kind

1558
01:02:33,960 --> 01:02:37,920
Speaker 3: of failure rate or knowing how quickly something's important or not.

1559
01:02:38,440 --> 01:02:42,120
Speaker 1: I think it's getting completely immersed and just soaked in

1560
01:02:42,280 --> 01:02:45,320
Speaker 1: whatever the thing that you're trying to pursue. So I'll

1561
01:02:45,320 --> 01:02:48,000
Speaker 1: tell you a comparable story. So when I was when

1562
01:02:48,000 --> 01:02:50,480
Speaker 1: I had my first business, I was I've never been

1563
01:02:50,520 --> 01:02:52,360
Speaker 1: a tech oriented person. Now I try not to speak

1564
01:02:52,360 --> 01:02:54,680
Speaker 1: that over myself, but like, I'm working on it, and

1565
01:02:54,720 --> 01:02:56,600
Speaker 1: so I was like, I have to learn how to

1566
01:02:56,600 --> 01:02:58,760
Speaker 1: build by pages. I hate relying on these it guys.

1567
01:02:58,760 --> 01:03:00,720
Speaker 1: They're slow, they don't build it the right way. And

1568
01:03:00,800 --> 01:03:02,400
Speaker 1: so this is right as some of the early kind

1569
01:03:02,400 --> 01:03:05,160
Speaker 1: of software say come out. And I had put it

1570
01:03:05,200 --> 01:03:07,880
Speaker 1: off and then I finally said, both days this weekend,

1571
01:03:08,000 --> 01:03:10,840
Speaker 1: I'm locking the doors, I'm closing the frames, I'm turning

1572
01:03:10,880 --> 01:03:12,880
Speaker 1: off my phone. And I just had a simple page.

1573
01:03:12,880 --> 01:03:14,400
Speaker 1: I said, I'm just gonna copy this page. I just

1574
01:03:14,440 --> 01:03:16,000
Speaker 1: want to see if I can figure it out. And

1575
01:03:16,040 --> 01:03:18,600
Speaker 1: I set two full days aside and I finished it

1576
01:03:18,640 --> 01:03:21,480
Speaker 1: by noon. Yeah, but I had put it off for weeks,

1577
01:03:22,040 --> 01:03:24,680
Speaker 1: and so most times it's almost like fears them all

1578
01:03:24,720 --> 01:03:27,080
Speaker 1: wide and an inch deep. So is ignorance. It's like

1579
01:03:27,200 --> 01:03:29,560
Speaker 1: it's more than you expect, less than you think. Right,

1580
01:03:29,600 --> 01:03:30,880
Speaker 1: you get in and then you're like, oh, there's only

1581
01:03:30,920 --> 01:03:33,680
Speaker 1: four parts to this, Okay, I think, okay, now you

1582
01:03:33,680 --> 01:03:35,240
Speaker 1: want to wrap your arms around it. And I think

1583
01:03:35,240 --> 01:03:37,240
Speaker 1: that's why having these kind of longer inten sessions you

1584
01:03:37,320 --> 01:03:39,000
Speaker 1: kind of drink all of it up, because if you

1585
01:03:39,040 --> 01:03:41,680
Speaker 1: did multiple thirty minute sessions, for example, it's like it'll

1586
01:03:41,680 --> 01:03:43,720
Speaker 1: take you the first fifteen minutes to get back into

1587
01:03:43,800 --> 01:03:45,920
Speaker 1: what did I just learn last time? And then it

1588
01:03:46,000 --> 01:03:48,120
Speaker 1: just it's very hard to get make progress. And so

1589
01:03:48,600 --> 01:03:52,480
Speaker 1: I'm a massive advocate of full shutdown days. I mean,

1590
01:03:52,760 --> 01:03:54,600
Speaker 1: drink your coffee, get your good night's sleep, and then

1591
01:03:54,640 --> 01:03:56,440
Speaker 1: put your your plugs in and then like lock in.

1592
01:03:56,640 --> 01:04:00,240
Speaker 3: Yeah, absolutely, before we dive into the next moment, let's

1593
01:04:00,280 --> 01:04:04,760
Speaker 3: hear from our sponsors and back to our episode. Absolutely.

1594
01:04:04,800 --> 01:04:07,480
Speaker 3: And then the second question was why are we so

1595
01:04:07,680 --> 01:04:12,720
Speaker 3: uncomfortable with selling, promoting ourselves, putting ourselves out there?

1596
01:04:13,040 --> 01:04:15,560
Speaker 2: So I would put this two separate buckets.

1597
01:04:15,560 --> 01:04:17,200
Speaker 1: So one is the promotion, which is kind of public

1598
01:04:17,240 --> 01:04:19,440
Speaker 1: of embarrassment, public harass, you know, that's not right.

1599
01:04:19,640 --> 01:04:20,120
Speaker 2: Yeah.

1600
01:04:20,240 --> 01:04:23,200
Speaker 1: The second one is why am I scared to ask

1601
01:04:23,240 --> 01:04:24,240
Speaker 1: this person for money?

1602
01:04:24,400 --> 01:04:24,640
Speaker 2: Right?

1603
01:04:24,960 --> 01:04:27,160
Speaker 1: And so I think on some level it comes down

1604
01:04:27,200 --> 01:04:29,600
Speaker 1: to some people feel like impostors. They're like, you know,

1605
01:04:29,600 --> 01:04:32,320
Speaker 1: I don't deserve this, and things like that. But I

1606
01:04:32,320 --> 01:04:34,320
Speaker 1: think that there's a there's a very tactical way to

1607
01:04:34,320 --> 01:04:37,960
Speaker 1: overcome that, which is you outwork yourself doubt. And so

1608
01:04:38,440 --> 01:04:42,320
Speaker 1: if you if you've done those twenty and I think

1609
01:04:42,320 --> 01:04:45,080
Speaker 1: it's people who haven't done the twenty who feel like impostors.

1610
01:04:45,120 --> 01:04:46,560
Speaker 1: But if you've done it twenty times, and you're like,

1611
01:04:46,680 --> 01:04:48,640
Speaker 1: I know what's going to happen next, and I know

1612
01:04:48,680 --> 01:04:50,480
Speaker 1: what your problem is, and I also know I can

1613
01:04:50,520 --> 01:04:53,360
Speaker 1: solve it, and so your conviction goes up because you're

1614
01:04:53,360 --> 01:04:55,680
Speaker 1: not you're not exaggerating anything, you're not puffing your chest.

1615
01:04:55,720 --> 01:04:58,040
Speaker 1: You're just one of my big rules of persuasion to

1616
01:04:58,040 --> 01:05:00,000
Speaker 1: state the facts and tell the truth. And so you're like, listen,

1617
01:05:00,240 --> 01:05:02,720
Speaker 1: I've done twenty of these. You have the same issues

1618
01:05:02,720 --> 01:05:04,520
Speaker 1: as these people. This is what I did for them.

1619
01:05:04,600 --> 01:05:05,960
Speaker 1: I think I can do the same thing for you.

1620
01:05:06,160 --> 01:05:08,280
Speaker 1: We're not exaggerating, we're not claiming anything. We're just saying,

1621
01:05:08,320 --> 01:05:10,520
Speaker 1: like this is, this is what's happened, and so I

1622
01:05:10,520 --> 01:05:13,600
Speaker 1: think that that will dramatically decrease the anxiety around the conversation.

1623
01:05:14,120 --> 01:05:16,400
Speaker 1: The second piece is the fear of like rejection in

1624
01:05:16,440 --> 01:05:17,680
Speaker 1: the micro and so.

1625
01:05:19,240 --> 01:05:20,400
Speaker 2: It's it's always.

1626
01:05:20,160 --> 01:05:23,000
Speaker 1: Overstated because the worst thing they can say is no,

1627
01:05:23,560 --> 01:05:26,560
Speaker 1: and then you say, okay, fine, no worries, like, not

1628
01:05:26,640 --> 01:05:28,480
Speaker 1: a big deal, I'll just ask somebody else, right, like

1629
01:05:28,760 --> 01:05:31,400
Speaker 1: if anything, the sales is like dating, it's a numbers game,

1630
01:05:31,560 --> 01:05:33,959
Speaker 1: like you have to be willing to say I would.

1631
01:05:34,000 --> 01:05:35,360
Speaker 1: And this is why I like rule of one hundred

1632
01:05:35,360 --> 01:05:38,160
Speaker 1: a lot is have a hundred conversations, and I promise

1633
01:05:38,240 --> 01:05:41,000
Speaker 1: you your anxiety will go down because you'll just habituate. And

1634
01:05:41,080 --> 01:05:43,280
Speaker 1: so everyone like, and this is the psychological way of

1635
01:05:43,280 --> 01:05:45,840
Speaker 1: actually curing phobia. Is if you're afraid of spiders, the

1636
01:05:45,920 --> 01:05:47,800
Speaker 1: fastest way to cure spiders is locking in a room

1637
01:05:47,840 --> 01:05:48,360
Speaker 1: with spiders.

1638
01:05:48,480 --> 01:05:49,640
Speaker 2: You'll have a couple of panic attacks.

1639
01:05:49,680 --> 01:05:51,800
Speaker 1: You'll you'll you'll pass out, you'll wake back up, the

1640
01:05:51,840 --> 01:05:53,640
Speaker 1: spider's still there. You wait, pass out, wake back up,

1641
01:05:53,640 --> 01:05:55,880
Speaker 1: and eventually you're just like, all right, I'm used to it.

1642
01:05:56,200 --> 01:05:57,800
Speaker 1: And so that's also one of the telltale signs of

1643
01:05:57,840 --> 01:06:00,480
Speaker 1: an experienced salesman is that in the clone, when the

1644
01:06:00,480 --> 01:06:02,360
Speaker 1: stakes are high, their pulse.

1645
01:06:02,160 --> 01:06:02,600
Speaker 2: Is the same.

1646
01:06:03,160 --> 01:06:05,080
Speaker 1: It's because they've done this before, and so we just

1647
01:06:05,120 --> 01:06:06,480
Speaker 1: have to get you to that we've done this before

1648
01:06:06,520 --> 01:06:07,520
Speaker 1: part as fast.

1649
01:06:07,320 --> 01:06:07,720
Speaker 2: As we can.

1650
01:06:07,960 --> 01:06:11,200
Speaker 3: Yeah, what about people who feel like the approach is

1651
01:06:11,240 --> 01:06:15,320
Speaker 3: are manipulative? Okay, well, these tactics are like you're preying

1652
01:06:15,360 --> 01:06:19,720
Speaker 3: on someone's vulnerabilities and insecurities, and of course that person

1653
01:06:20,080 --> 01:06:22,800
Speaker 3: wants to lose weight for their partner, and you're playing

1654
01:06:22,840 --> 01:06:24,720
Speaker 3: to that. Like what about someone who feels that way

1655
01:06:24,720 --> 01:06:27,000
Speaker 3: and that's what gets in their head like, Oh, I

1656
01:06:27,040 --> 01:06:28,840
Speaker 3: know I have a valuable service. I know I want

1657
01:06:28,840 --> 01:06:31,680
Speaker 3: to help people, but actually, like they should want to

1658
01:06:31,680 --> 01:06:33,560
Speaker 3: do it themselves. I'm not going to convince.

1659
01:06:33,240 --> 01:06:36,040
Speaker 1: Them, So I'm going to I'll define two things. So one,

1660
01:06:36,120 --> 01:06:38,680
Speaker 1: I see the process of selling as arranging the variables

1661
01:06:38,680 --> 01:06:40,680
Speaker 1: to increase the likely at a sale occurs. That is

1662
01:06:40,720 --> 01:06:42,560
Speaker 1: a selling process, and so we want to use all

1663
01:06:42,600 --> 01:06:44,400
Speaker 1: the variables we can because if we can control the variables,

1664
01:06:44,400 --> 01:06:47,240
Speaker 1: we control the outcome. And so I see then underneath

1665
01:06:47,240 --> 01:06:50,600
Speaker 1: of that, the difference between help manipulation is intention, and

1666
01:06:50,640 --> 01:06:54,280
Speaker 1: so you use the exact same variables to influence someone's

1667
01:06:54,280 --> 01:06:57,520
Speaker 1: purchasing decision. But if your intention is to scam the

1668
01:06:57,520 --> 01:06:59,200
Speaker 1: amount of money and not help them, then for sure

1669
01:06:59,240 --> 01:07:00,840
Speaker 1: you should. I hope you feel all the feelings that

1670
01:07:00,880 --> 01:07:02,880
Speaker 1: you have right now. But on the flip side, if

1671
01:07:02,920 --> 01:07:04,600
Speaker 1: you know that you're going to do your absolute best

1672
01:07:04,640 --> 01:07:07,160
Speaker 1: and you have not misrepresented something, and I think this

1673
01:07:07,240 --> 01:07:09,320
Speaker 1: is the key part where people feel the imposter syndrome

1674
01:07:09,360 --> 01:07:10,440
Speaker 1: is because they misrepresent.

1675
01:07:10,760 --> 01:07:12,800
Speaker 2: If you state the facts and tell the truth, most

1676
01:07:12,800 --> 01:07:13,840
Speaker 2: of your anxiety goes away.

1677
01:07:13,840 --> 01:07:16,440
Speaker 1: And I have this conversation sometimes with entrepreneurs, even at

1678
01:07:16,600 --> 01:07:18,240
Speaker 1: a million dollars year, five million dollars year, and they're like,

1679
01:07:18,280 --> 01:07:20,640
Speaker 1: I just feel this imposter syndrome with my business. And

1680
01:07:20,680 --> 01:07:22,960
Speaker 1: I was say, are you stating anything that's not true?

1681
01:07:23,440 --> 01:07:25,240
Speaker 1: And then they'll kind of look at me and they're like, well,

1682
01:07:25,320 --> 01:07:28,760
Speaker 1: you know, I teach agencies how to grow their customer base.

1683
01:07:28,800 --> 01:07:31,120
Speaker 1: And I'm like, okay, and why do you feel like

1684
01:07:31,160 --> 01:07:33,120
Speaker 1: an imposter? They're like, well, you know I had an

1685
01:07:33,160 --> 01:07:36,480
Speaker 1: agency and it just really wasn't that successful. And I'm like, okay,

1686
01:07:36,600 --> 01:07:38,760
Speaker 1: are your client successful? They're like, no, the clients are successful.

1687
01:07:38,760 --> 01:07:41,400
Speaker 1: I'm like okay, so what do you teach them that

1688
01:07:41,480 --> 01:07:43,120
Speaker 1: you were not able to do for yourself? And they're like, well,

1689
01:07:43,120 --> 01:07:44,440
Speaker 1: I was actually really good at the sales side. I

1690
01:07:44,480 --> 01:07:46,600
Speaker 1: was really bad at the delivery side. I said, if

1691
01:07:46,600 --> 01:07:49,400
Speaker 1: you just say, hey, I had an agency, I was

1692
01:07:49,440 --> 01:07:51,760
Speaker 1: really good at selling customers, really bad at delivering on them.

1693
01:07:51,840 --> 01:07:53,240
Speaker 1: But if you're good at delivering on them and you

1694
01:07:53,280 --> 01:07:54,920
Speaker 1: need a sales process, I can help you. I was like,

1695
01:07:54,920 --> 01:07:56,520
Speaker 1: would you feel like you're being an imposter? And he's

1696
01:07:56,520 --> 01:07:58,120
Speaker 1: like no, I was like, and believe it or not,

1697
01:07:58,360 --> 01:08:01,320
Speaker 1: that's actually more compelling because you have a damaging commission,

1698
01:08:01,320 --> 01:08:03,280
Speaker 1: which actually makes you It's one of the components of persuasion, right,

1699
01:08:03,320 --> 01:08:05,920
Speaker 1: Like you just just tell people all the things that

1700
01:08:05,960 --> 01:08:08,320
Speaker 1: are not good, because when you tell them the good things,

1701
01:08:08,440 --> 01:08:09,200
Speaker 1: they'll actually.

1702
01:08:08,960 --> 01:08:09,680
Speaker 2: Believe them more.

1703
01:08:09,840 --> 01:08:11,440
Speaker 1: And so I would tell you know, I was in

1704
01:08:11,480 --> 01:08:13,000
Speaker 1: the gym space for a while, and so you know,

1705
01:08:13,200 --> 01:08:15,080
Speaker 1: a gym owner would have, you know, a bad location

1706
01:08:15,680 --> 01:08:18,080
Speaker 1: and bad parking and they're like, you know, I don't,

1707
01:08:18,120 --> 01:08:20,960
Speaker 1: I don't. It's it's embarrassing, And I say, included in

1708
01:08:20,960 --> 01:08:23,320
Speaker 1: the ad. Just say hey, by the way, we have

1709
01:08:23,479 --> 01:08:26,320
Speaker 1: the we don't have the newst equipment. Our parking is terrible.

1710
01:08:26,360 --> 01:08:28,840
Speaker 1: We have a tiny location, but we have the best

1711
01:08:28,840 --> 01:08:30,760
Speaker 1: workouts on this side of the Mississippi.

1712
01:08:30,840 --> 01:08:30,960
Speaker 2: Right.

1713
01:08:31,000 --> 01:08:32,280
Speaker 1: And if you say that, then it's like people are like,

1714
01:08:32,320 --> 01:08:34,080
Speaker 1: I love that guy, right because he told the truth,

1715
01:08:34,400 --> 01:08:37,519
Speaker 1: and so you'll be significantly more persuasive and have less anxiety.

1716
01:08:37,560 --> 01:08:38,960
Speaker 1: I just stayed in the facts and tell the truth,

1717
01:08:39,040 --> 01:08:41,559
Speaker 1: and if the facts aren't compelling enough, do the free work.

1718
01:08:41,760 --> 01:08:43,040
Speaker 2: So the facts are compelling.

1719
01:08:43,240 --> 01:08:45,040
Speaker 3: Yeah, Oh, I love that so much because I'm thinking

1720
01:08:45,080 --> 01:08:48,200
Speaker 3: of Rents right now, who has a service offers and

1721
01:08:48,200 --> 01:08:50,840
Speaker 3: he's always scared that he's a one man band and

1722
01:08:50,880 --> 01:08:53,000
Speaker 3: he's scared that company is going to ask for a service,

1723
01:08:53,280 --> 01:08:56,000
Speaker 3: and he's almost embarrassed of saying, well, I'm just one guy,

1724
01:08:56,560 --> 01:08:59,160
Speaker 3: and he wants to present himself as a company yes,

1725
01:08:59,400 --> 01:09:02,479
Speaker 3: And I'm always well, no, tell them. Because you're one guy,

1726
01:09:02,960 --> 01:09:05,080
Speaker 3: you can actually be there. You're present, you're doing all

1727
01:09:05,120 --> 01:09:07,679
Speaker 3: the work yourself. You're committed, You're not just rolling out

1728
01:09:07,720 --> 01:09:09,320
Speaker 3: something that everyone else is doing.

1729
01:09:09,520 --> 01:09:11,120
Speaker 2: So I have an awesome frame for this.

1730
01:09:11,560 --> 01:09:13,640
Speaker 1: So when we had our software company, Allen, which we

1731
01:09:13,680 --> 01:09:16,320
Speaker 1: sold in twenty one, it was a software that helped

1732
01:09:16,600 --> 01:09:19,120
Speaker 1: agencies kind of made his schedules. It did automated texting

1733
01:09:19,160 --> 01:09:22,160
Speaker 1: stuff back before all the new stuff, right, And so

1734
01:09:23,120 --> 01:09:26,240
Speaker 1: I actually had agencies that's sold to gym owners. And

1735
01:09:26,280 --> 01:09:28,280
Speaker 1: I also owned gym Launch at the time too, which

1736
01:09:28,320 --> 01:09:30,519
Speaker 1: is which is the category you know, king in that space, right,

1737
01:09:30,560 --> 01:09:32,519
Speaker 1: It's the biggest company there. And so they're like, how

1738
01:09:32,520 --> 01:09:34,759
Speaker 1: do we how do we compete against you? And I said,

1739
01:09:34,880 --> 01:09:38,240
Speaker 1: every position has an advantage. And so you are going

1740
01:09:38,320 --> 01:09:41,439
Speaker 1: to say, man, Alex, Alex isn't gonna be the one

1741
01:09:41,439 --> 01:09:43,120
Speaker 1: take you know, he's not the one taking your calls.

1742
01:09:43,120 --> 01:09:45,200
Speaker 1: He's just gonna you're gonna be client number seventy seven.

1743
01:09:45,240 --> 01:09:47,040
Speaker 1: He's not gonna know your name. You're gonna be assigned

1744
01:09:47,040 --> 01:09:49,200
Speaker 1: to some account rep that he pays you know, nothing

1745
01:09:49,560 --> 01:09:51,800
Speaker 1: to And of course we paid well, but like I've like,

1746
01:09:51,920 --> 01:09:53,920
Speaker 1: I don't know, you know, he just pays way less

1747
01:09:54,320 --> 01:09:57,360
Speaker 1: that he onboarded in two days, and like that's the

1748
01:09:57,439 --> 01:10:00,519
Speaker 1: level of service you're gonna get, whereas with me, you

1749
01:10:00,560 --> 01:10:02,800
Speaker 1: get the highest person, you get the CEO, and you

1750
01:10:02,880 --> 01:10:04,960
Speaker 1: call me, I'll respond immediately. I'm the one working on

1751
01:10:04,960 --> 01:10:07,439
Speaker 1: your account. So don't compare the size of gym wants

1752
01:10:07,479 --> 01:10:09,320
Speaker 1: the size of my company. Compare the person you're actually

1753
01:10:09,320 --> 01:10:11,080
Speaker 1: gonna work with, and am I gonna be better than

1754
01:10:11,120 --> 01:10:11,479
Speaker 1: his Rep?

1755
01:10:11,560 --> 01:10:14,360
Speaker 2: Number seven? Yes, that's a compelling pitch.

1756
01:10:14,760 --> 01:10:16,920
Speaker 1: Now, if I'm flipping the table, I'm gonna say, listen,

1757
01:10:16,960 --> 01:10:19,160
Speaker 1: this guy is in his mom's basement. He hasn't proven

1758
01:10:19,200 --> 01:10:21,400
Speaker 1: any track record. We've been here for ten years. And

1759
01:10:21,439 --> 01:10:22,840
Speaker 1: the reason we've been here for ten years and we've

1760
01:10:22,840 --> 01:10:24,360
Speaker 1: gotten so big as because we're actually good at what

1761
01:10:24,439 --> 01:10:25,920
Speaker 1: we do, and if we work at it what we do,

1762
01:10:25,960 --> 01:10:27,400
Speaker 1: we wouldn't be this big and we wouldn't been doing

1763
01:10:27,400 --> 01:10:29,080
Speaker 1: it for this long. This guy has no process. He

1764
01:10:29,160 --> 01:10:31,640
Speaker 1: might be gone tomorrow. We both have advantages that we

1765
01:10:31,680 --> 01:10:33,720
Speaker 1: can cater so there's no position on the board that

1766
01:10:33,720 --> 01:10:34,360
Speaker 1: doesn't advantage.

1767
01:10:34,439 --> 01:10:37,040
Speaker 2: She got to play what you got again? All number one? Right?

1768
01:10:37,520 --> 01:10:40,720
Speaker 3: Yeah, And the idea of pointing it out, yeah, is

1769
01:10:40,880 --> 01:10:43,720
Speaker 3: just so masterful because that's what's blocking us. It takes

1770
01:10:43,760 --> 01:10:46,360
Speaker 3: away We're all trying to be everything to everyone, right,

1771
01:10:46,560 --> 01:10:49,000
Speaker 3: and we want to portray that we've thought about every

1772
01:10:49,080 --> 01:10:51,439
Speaker 3: part of the puzzle and we're the one stop shop.

1773
01:10:51,760 --> 01:10:53,680
Speaker 3: And I feel like whenever anyone says they're the one

1774
01:10:53,720 --> 01:10:57,920
Speaker 3: stop shop, there's nothing there right, because it's like, well,

1775
01:10:57,920 --> 01:11:00,320
Speaker 3: wait a minute, there's no way you could have figured

1776
01:11:00,360 --> 01:11:03,519
Speaker 3: out this and this and this and this and this

1777
01:11:03,760 --> 01:11:05,400
Speaker 3: just you, with just you, and you've been in the

1778
01:11:05,400 --> 01:11:09,040
Speaker 3: business for two years, right, Like it's it's just not possible.

1779
01:11:09,080 --> 01:11:12,160
Speaker 3: And so and that's so freeing, Like I'm hoping people

1780
01:11:12,160 --> 01:11:13,800
Speaker 3: hear that and just feel so much lighter and go

1781
01:11:14,040 --> 01:11:17,519
Speaker 3: tell the truth, state the facts and that's it, you know,

1782
01:11:17,560 --> 01:11:17,960
Speaker 3: And if.

1783
01:11:17,840 --> 01:11:21,120
Speaker 1: They say no, that's okay because honestly, if they say no,

1784
01:11:21,240 --> 01:11:23,720
Speaker 1: then they weren't going to be a fit. Yeah, And

1785
01:11:23,720 --> 01:11:25,280
Speaker 1: so I can promise you some of the best deals

1786
01:11:25,280 --> 01:11:27,639
Speaker 1: are the ones you never do because right now, any

1787
01:11:27,640 --> 01:11:29,000
Speaker 1: business are I can tell you this, like there are

1788
01:11:29,000 --> 01:11:31,400
Speaker 1: customers that you're like, I wish we did not ever

1789
01:11:31,479 --> 01:11:33,960
Speaker 1: talk to this person, right, and so like you're just

1790
01:11:34,000 --> 01:11:35,360
Speaker 1: avoiding some of these things that are going to be

1791
01:11:35,400 --> 01:11:37,320
Speaker 1: calamities later, so you might as well just get it

1792
01:11:37,400 --> 01:11:39,000
Speaker 1: up front. And the thing is that when you set

1793
01:11:39,000 --> 01:11:42,080
Speaker 1: those expectations, it just it creates such a clean relationship

1794
01:11:42,080 --> 01:11:43,960
Speaker 1: from there on. It's like, these are the expectations you

1795
01:11:43,960 --> 01:11:46,040
Speaker 1: can set. This is what I will do. Anything outside

1796
01:11:46,080 --> 01:11:47,439
Speaker 1: of that, I'm not going to pretend like I have

1797
01:11:47,560 --> 01:11:49,120
Speaker 1: done it. Now if we want to figure this out,

1798
01:11:49,160 --> 01:11:50,680
Speaker 1: I'll be figuring it out with you. And if you

1799
01:11:50,800 --> 01:11:52,320
Speaker 1: if you like the stuff, if hear I can apply

1800
01:11:52,360 --> 01:11:54,000
Speaker 1: some of those principles. But I haven't done it. I

1801
01:11:54,040 --> 01:11:56,479
Speaker 1: want to be upfront about that. And so where's the

1802
01:11:56,520 --> 01:11:58,880
Speaker 1: imposter syndrome? Where's the fear? It's like there shouldn't be

1803
01:11:58,920 --> 01:12:00,600
Speaker 1: any and it's all about this option piece, and I

1804
01:12:00,600 --> 01:12:02,360
Speaker 1: think that's where that's where people get in trouble.

1805
01:12:02,680 --> 01:12:04,240
Speaker 3: The other thing I've learned about that is that I

1806
01:12:04,280 --> 01:12:08,559
Speaker 3: feel like people who win watch winners, and people who

1807
01:12:08,840 --> 01:12:11,920
Speaker 3: fail watch losers. And so when I look online or

1808
01:12:11,920 --> 01:12:14,320
Speaker 3: even if I talk to people that I get a

1809
01:12:14,320 --> 01:12:16,160
Speaker 3: lot of this where people will be like, I can't

1810
01:12:16,160 --> 01:12:18,320
Speaker 3: believe this guy is like one hundred thousand followers. Have

1811
01:12:18,360 --> 01:12:20,760
Speaker 3: you seen his stuff? Like it just sucks, Like, oh,

1812
01:12:20,800 --> 01:12:23,320
Speaker 3: I can't believe that this guy like has a business

1813
01:12:23,320 --> 01:12:25,679
Speaker 3: making a million dollars, Like I mean, he hasn't even

1814
01:12:25,680 --> 01:12:27,479
Speaker 3: got you know. And so there's a lot of this

1815
01:12:27,680 --> 01:12:30,959
Speaker 3: where you find people who are not winning are constantly

1816
01:12:30,960 --> 01:12:33,160
Speaker 3: whereas like I'm sure if me and you were talking

1817
01:12:33,160 --> 01:12:35,160
Speaker 3: about something, so people be like, dude, did you see

1818
01:12:35,200 --> 01:12:37,200
Speaker 3: what this guy is amazing, like do you see what

1819
01:12:37,320 --> 01:12:39,639
Speaker 3: you know? Whatever? And and so I feel like there's

1820
01:12:39,680 --> 01:12:42,000
Speaker 3: that ideology that we get stuck in where we're like,

1821
01:12:42,320 --> 01:12:45,400
Speaker 3: I know I'm better than that guy or whoever, that girl,

1822
01:12:45,439 --> 01:12:48,040
Speaker 3: whatever it is. I know I'm better, but I'm not

1823
01:12:48,120 --> 01:12:50,400
Speaker 3: doing anything about it, and that hurts me even more.

1824
01:12:50,800 --> 01:12:51,760
Speaker 2: Can tell you a story about this?

1825
01:12:51,920 --> 01:12:56,360
Speaker 1: Yeah, so I know I think you've had Kylie Jenner

1826
01:12:56,560 --> 01:13:01,920
Speaker 1: on this. I kend that's different. Well, then I'll I'll

1827
01:13:01,920 --> 01:13:02,639
Speaker 1: tell you the story.

1828
01:13:02,720 --> 01:13:04,040
Speaker 3: So oh I know the Kylie story from you?

1829
01:13:04,080 --> 01:13:05,320
Speaker 2: Okay, yeah, very right?

1830
01:13:05,320 --> 01:13:07,400
Speaker 3: When she give a billionaire Yeah, yeah, I've bought the

1831
01:13:07,439 --> 01:13:07,960
Speaker 3: video at.

1832
01:13:10,600 --> 01:13:12,200
Speaker 2: So Kylie became a billionaire.

1833
01:13:12,200 --> 01:13:15,519
Speaker 1: I'm twenty seven ish at the time, and I'm making

1834
01:13:15,600 --> 01:13:17,040
Speaker 1: i would say, very good money.

1835
01:13:17,120 --> 01:13:18,960
Speaker 2: And I thought I was.

1836
01:13:19,080 --> 01:13:22,160
Speaker 1: I was, you know, the man, right, and then the

1837
01:13:22,200 --> 01:13:25,519
Speaker 1: care comes this girl who's seven eight years younger than me.

1838
01:13:26,120 --> 01:13:28,280
Speaker 2: And she's crushing you know, she crushed it and she

1839
01:13:28,320 --> 01:13:28,639
Speaker 2: was better.

1840
01:13:28,680 --> 01:13:30,800
Speaker 1: She was better than I was and I and you know,

1841
01:13:30,880 --> 01:13:34,760
Speaker 1: my first response was ego being like, hey, Christians, her mom.

1842
01:13:34,800 --> 01:13:36,439
Speaker 1: She's had her life set up since day one. She's

1843
01:13:36,479 --> 01:13:38,200
Speaker 1: been on reality TV for you know, I had all that,

1844
01:13:38,240 --> 01:13:41,280
Speaker 1: all that narrative, and then underneath it that I was.

1845
01:13:41,240 --> 01:13:44,320
Speaker 2: Like, chill, what can I learn from her? Right?

1846
01:13:44,360 --> 01:13:46,519
Speaker 1: And so I have the fundamental belief that if someone

1847
01:13:46,680 --> 01:13:49,360
Speaker 1: makes more money than you, they know something that you

1848
01:13:49,360 --> 01:13:51,120
Speaker 1: don't know, and in that you can learn of them.

1849
01:13:51,439 --> 01:13:54,040
Speaker 1: And I think that that allows every single person in

1850
01:13:54,040 --> 01:13:55,479
Speaker 1: the world's success to serve you.

1851
01:13:55,720 --> 01:13:56,200
Speaker 3: Yeah.

1852
01:13:56,320 --> 01:13:58,479
Speaker 1: Literally, you just flip the world into like, these are

1853
01:13:58,520 --> 01:14:00,360
Speaker 1: all the different lessons I can learn from all these people.

1854
01:14:00,600 --> 01:14:04,000
Speaker 1: And I think one am I it's the sort of gryffindor,

1855
01:14:04,040 --> 01:14:06,080
Speaker 1: But I love this quote that was on it.

1856
01:14:06,120 --> 01:14:07,680
Speaker 2: Okay, but it was.

1857
01:14:07,600 --> 01:14:09,759
Speaker 1: Made of you know, the goblin steel or dwarve of steel,

1858
01:14:09,920 --> 01:14:11,240
Speaker 1: and it was it only took you in that which

1859
01:14:11,280 --> 01:14:14,880
Speaker 1: made it stronger. And so you you know, hating on

1860
01:14:14,920 --> 01:14:16,720
Speaker 1: somebody in no way makes you stronger. And you're trying

1861
01:14:16,760 --> 01:14:18,960
Speaker 1: to point out all the deficiencies. It's like you're you

1862
01:14:19,080 --> 01:14:22,080
Speaker 1: are the thing that you are afraid of for yourself,

1863
01:14:22,680 --> 01:14:24,840
Speaker 1: Like you're you're gonna pointut all this person's efficiencies, and

1864
01:14:24,840 --> 01:14:26,360
Speaker 1: your big fear is about the fact that other people

1865
01:14:26,360 --> 01:14:27,960
Speaker 1: want to do that to you. So first start by

1866
01:14:27,960 --> 01:14:29,800
Speaker 1: stop doing it to other people and start trying to

1867
01:14:29,800 --> 01:14:31,519
Speaker 1: find what are the things that they're because the thing

1868
01:14:31,560 --> 01:14:33,200
Speaker 1: is it is a fact they are better than you

1869
01:14:33,200 --> 01:14:34,679
Speaker 1: at something. And I think like you have to accept

1870
01:14:34,720 --> 01:14:36,360
Speaker 1: that as much as you're like that guy's got one

1871
01:14:36,400 --> 01:14:39,120
Speaker 1: hundred thousand follers, well and he only had one viral video.

1872
01:14:39,160 --> 01:14:40,479
Speaker 1: It's like, well he's got one more than you do.

1873
01:14:41,000 --> 01:14:43,160
Speaker 1: What was it about that video? Now, let's start tackling that.

1874
01:14:43,960 --> 01:14:45,719
Speaker 1: And so like from Kylie, the thing that I learned

1875
01:14:45,760 --> 01:14:47,320
Speaker 1: was brand. I was like, she's got a big brand.

1876
01:14:47,320 --> 01:14:48,840
Speaker 1: And then that was like, okay, I need to start

1877
01:14:48,960 --> 01:14:50,800
Speaker 1: looking at that. And that's what That's what kicked off

1878
01:14:50,840 --> 01:14:53,240
Speaker 1: this entire journey for me, even making all this content stuff.

1879
01:14:53,280 --> 01:14:56,360
Speaker 1: Was that Forbes cover. That was like that was the

1880
01:14:56,400 --> 01:14:58,600
Speaker 1: thing for me. And so you know, Kylie, if you

1881
01:14:58,640 --> 01:15:00,479
Speaker 1: ever watched this, like you're a huge in flo my life.

1882
01:15:01,000 --> 01:15:02,800
Speaker 3: I love that. We'll get it, We'll get it, We'll

1883
01:15:02,800 --> 01:15:03,479
Speaker 3: get it.

1884
01:15:03,520 --> 01:15:04,040
Speaker 2: I love that.

1885
01:15:04,320 --> 01:15:07,559
Speaker 3: And what I like about that is that criticism doesn't

1886
01:15:07,600 --> 01:15:12,040
Speaker 3: cure envy. And also success doesn't kill envy. It's only

1887
01:15:12,120 --> 01:15:15,720
Speaker 3: study that kills envy. Like that appreciation, that admiration, that's

1888
01:15:15,720 --> 01:15:18,799
Speaker 3: the only thing. And envy is that thing that when

1889
01:15:18,840 --> 01:15:20,880
Speaker 3: I coach people, and I've been fortunate enough to coach

1890
01:15:21,320 --> 01:15:24,280
Speaker 3: musicians and access and whatever. And the two questions I

1891
01:15:24,280 --> 01:15:25,960
Speaker 3: always ask people is the first thing is who do

1892
01:15:26,000 --> 01:15:29,280
Speaker 3: you envy? And there is no person on the planet,

1893
01:15:29,760 --> 01:15:31,640
Speaker 3: even in the zero point zero zero one percent, who

1894
01:15:31,640 --> 01:15:34,840
Speaker 3: doesn't envy someone that I've met at least. And then

1895
01:15:34,840 --> 01:15:36,479
Speaker 3: the second one is who's your God or what is

1896
01:15:36,520 --> 01:15:39,080
Speaker 3: your god? Whether it's money, time, energy, whatever it is.

1897
01:15:39,560 --> 01:15:42,080
Speaker 3: And those two questions sum it up for people. And

1898
01:15:42,120 --> 01:15:45,200
Speaker 3: what I've found is that success just doesn't take away envy.

1899
01:15:45,360 --> 01:15:48,760
Speaker 3: So even if you had become a billionaire in the

1900
01:15:48,840 --> 01:15:52,519
Speaker 3: next twelve months, that still wouldn't have taken it away,

1901
01:15:52,520 --> 01:15:56,680
Speaker 3: because she did it twenty one and exactly. And so

1902
01:15:56,760 --> 01:15:59,519
Speaker 3: it's like that, that's what's so fascinating about it, is

1903
01:15:59,520 --> 01:16:03,000
Speaker 3: that we you become successful by what you get, but

1904
01:16:03,040 --> 01:16:06,439
Speaker 3: you become fulfilled by what you lose, and losing envy

1905
01:16:06,920 --> 01:16:10,600
Speaker 3: and losing comparison and losing criticism leads to happiness. So

1906
01:16:10,600 --> 01:16:13,320
Speaker 3: when people say money doesn't buy happiness, it's not that

1907
01:16:13,360 --> 01:16:15,320
Speaker 3: money's not portant. Money makes you successful and it's great

1908
01:16:15,320 --> 01:16:18,400
Speaker 3: you should get it. Happiness was never in the equation

1909
01:16:18,600 --> 01:16:20,800
Speaker 3: with money. That wasn't the point of it. Like, I

1910
01:16:20,840 --> 01:16:23,240
Speaker 3: love having awards and accolades, but they were never in

1911
01:16:23,280 --> 01:16:26,200
Speaker 3: the equation of happiness. They were in an equation of success,

1912
01:16:26,320 --> 01:16:30,759
Speaker 3: and the equation of happiness was envy, ego, illusion, lust, anger,

1913
01:16:30,880 --> 01:16:33,080
Speaker 3: all of this stuff. And so it's funny how the

1914
01:16:33,120 --> 01:16:35,040
Speaker 3: equations get like, you know, crossed over.

1915
01:16:35,240 --> 01:16:38,360
Speaker 1: Yeah, I just I loved everything that you No.

1916
01:16:38,439 --> 01:16:40,920
Speaker 3: I just it really resonates hearing about it from your

1917
01:16:40,920 --> 01:16:43,240
Speaker 3: story and also just like breaking it down for people

1918
01:16:43,240 --> 01:16:45,599
Speaker 3: and making it really simple and going like, let's stop

1919
01:16:45,760 --> 01:16:48,920
Speaker 3: demonizing people are selling well or making money and doing

1920
01:16:48,920 --> 01:16:51,080
Speaker 3: this thing, because it leads to a certain part of

1921
01:16:51,120 --> 01:16:54,639
Speaker 3: the puzzle. But then let's also remember that you wouldn't

1922
01:16:54,640 --> 01:16:56,639
Speaker 3: be who you are today if you hadn't got over

1923
01:16:56,680 --> 01:16:58,439
Speaker 3: that envy right at the beginning.

1924
01:16:58,560 --> 01:17:00,719
Speaker 1: So let me toss this in that I think be helpful.

1925
01:17:01,160 --> 01:17:04,080
Speaker 1: So one of the quotes that I don't like is

1926
01:17:04,240 --> 01:17:07,000
Speaker 1: comparison is the thief of joy. And I'll explain why,

1927
01:17:07,360 --> 01:17:11,960
Speaker 1: because so I think comparison is an incredibly valuable feedback tool. Now,

1928
01:17:12,080 --> 01:17:13,960
Speaker 1: what we want to be clear is the differentiation being

1929
01:17:14,240 --> 01:17:18,960
Speaker 1: criticism and insults, and so insults are attacking someone's character saying,

1930
01:17:19,080 --> 01:17:20,760
Speaker 1: and I'll give you an example, and a criticism is

1931
01:17:20,760 --> 01:17:24,719
Speaker 1: a difference between expected and reality or desired and actual.

1932
01:17:25,120 --> 01:17:29,160
Speaker 1: So I expect you to be on time and you

1933
01:17:29,200 --> 01:17:32,240
Speaker 1: are five minutes late. Okay, cool. So I say, hey,

1934
01:17:32,479 --> 01:17:34,280
Speaker 1: you were five minutes late. This is the expectation, this

1935
01:17:34,320 --> 01:17:38,800
Speaker 1: is what happened. That is criticism, right, insult and you're lazy.

1936
01:17:38,840 --> 01:17:41,720
Speaker 1: And so if we can pull those things apart, we

1937
01:17:41,760 --> 01:17:44,760
Speaker 1: can take the good of because I think our brains

1938
01:17:44,760 --> 01:17:47,400
Speaker 1: are comparison brains, Like it's how we orient ourselves in

1939
01:17:47,400 --> 01:17:47,639
Speaker 1: the world.

1940
01:17:47,680 --> 01:17:49,880
Speaker 2: Where am I and very tough.

1941
01:17:49,920 --> 01:17:52,320
Speaker 1: Maybe years and years of monks study can maybe get

1942
01:17:52,320 --> 01:17:53,320
Speaker 1: you out of it, but I think for the vast

1943
01:17:53,360 --> 01:17:55,320
Speaker 1: majority of people, comparison is going to be fixed in

1944
01:17:55,360 --> 01:17:55,719
Speaker 1: their brain.

1945
01:17:56,000 --> 01:17:57,439
Speaker 2: And so it's like we want to use that.

1946
01:17:57,600 --> 01:18:00,320
Speaker 1: We want to use that skill of learning to point

1947
01:18:00,360 --> 01:18:03,479
Speaker 1: out the discrepancy between where they are and where I am,

1948
01:18:03,520 --> 01:18:05,800
Speaker 1: so that I can create steps so that I can

1949
01:18:05,840 --> 01:18:09,160
Speaker 1: get better. I want to completely eliminate in a race

1950
01:18:09,479 --> 01:18:13,120
Speaker 1: insults and also on the flip side, if someone insults me.

1951
01:18:14,240 --> 01:18:16,920
Speaker 1: This is a side note, but like if the big

1952
01:18:16,960 --> 01:18:19,040
Speaker 1: fear that many people have on promoting or selling is

1953
01:18:19,040 --> 01:18:21,240
Speaker 1: that someone's gonna say something bad about them and so

1954
01:18:21,320 --> 01:18:24,360
Speaker 1: that they're gonna get insulted. And the biggest reframe that's

1955
01:18:24,360 --> 01:18:27,640
Speaker 1: been helpful for me is simply translating all hate or

1956
01:18:27,680 --> 01:18:29,680
Speaker 1: insults into he lives his life in.

1957
01:18:29,600 --> 01:18:30,679
Speaker 2: A way that I would not prefer.

1958
01:18:31,640 --> 01:18:33,679
Speaker 1: And it just comes down to that I can't believe

1959
01:18:33,760 --> 01:18:35,320
Speaker 1: he's married to this person he makes his kind of

1960
01:18:35,320 --> 01:18:37,280
Speaker 1: why does he think? He like he lives his life

1961
01:18:37,320 --> 01:18:38,680
Speaker 1: in a way that I would not prefer, And that

1962
01:18:38,800 --> 01:18:41,479
Speaker 1: is just it has really boiled a lot of the

1963
01:18:41,720 --> 01:18:43,479
Speaker 1: hatred down to like, oh, well, I mean you live

1964
01:18:43,520 --> 01:18:44,679
Speaker 1: your life in the way that I would not prefer.

1965
01:18:44,680 --> 01:18:45,840
Speaker 2: And that's fine. That's why you've your life and I

1966
01:18:45,840 --> 01:18:47,960
Speaker 2: have my life, and hey, more power to you, man.

1967
01:18:48,520 --> 01:18:50,559
Speaker 1: And that is just like really quelled a lot of

1968
01:18:50,560 --> 01:18:54,320
Speaker 1: the concern because I'm sure, like you, I get an

1969
01:18:54,439 --> 01:18:57,840
Speaker 1: unending you know, the deluge of hate commish just because

1970
01:18:57,880 --> 01:19:00,120
Speaker 1: if you put yourself out there, like if again, if

1971
01:19:00,160 --> 01:19:01,920
Speaker 1: you do nothing, you will get criticized for doing nothing,

1972
01:19:01,960 --> 01:19:03,920
Speaker 1: and if you do something, you'll get criticized. So criticisms

1973
01:19:03,960 --> 01:19:05,120
Speaker 1: fact is a fixed cost.

1974
01:19:05,360 --> 01:19:07,360
Speaker 3: Yeah, and then yeah, and that's why I like, I

1975
01:19:07,640 --> 01:19:09,320
Speaker 3: agree with you on the comparison point. And that's why

1976
01:19:09,320 --> 01:19:13,439
Speaker 3: I look at comparison has two kind of brothers, study

1977
01:19:13,560 --> 01:19:16,400
Speaker 3: and envy. And so that's that's the choice you have,

1978
01:19:16,479 --> 01:19:19,000
Speaker 3: like we have to compare. Comparison is a fixed like

1979
01:19:19,160 --> 01:19:20,960
Speaker 3: you're going to compare because the brain is wired that

1980
01:19:21,000 --> 01:19:24,280
Speaker 3: way and it's either I compare myself with envy or study,

1981
01:19:24,400 --> 01:19:26,519
Speaker 3: and those are my two choices I'm going to compare.

1982
01:19:26,640 --> 01:19:29,400
Speaker 3: And so this idea of never comparing yourself to anyone

1983
01:19:29,760 --> 01:19:31,759
Speaker 3: is actually a lie, a myth in and of itself,

1984
01:19:32,160 --> 01:19:34,920
Speaker 3: because if you never compared yourself to anyone, you would

1985
01:19:35,000 --> 01:19:38,040
Speaker 3: have goals, you would aspire for anything. You wouldn't become better.

1986
01:19:38,240 --> 01:19:40,680
Speaker 1: There's no feedback because you can't say, well, this is

1987
01:19:40,680 --> 01:19:42,439
Speaker 1: where I was and this is what happened, Like that

1988
01:19:42,560 --> 01:19:44,920
Speaker 1: is a comparison. And so I would I say that

1989
01:19:44,920 --> 01:19:47,120
Speaker 1: because one of the things we have is feedback is fuel, right,

1990
01:19:47,160 --> 01:19:48,400
Speaker 1: and so it's like I want as much fuel as

1991
01:19:48,400 --> 01:19:48,639
Speaker 1: I can.

1992
01:19:48,920 --> 01:19:52,360
Speaker 3: Yeah, yeah, exactly, And that's that's such a you know,

1993
01:19:52,439 --> 01:19:54,320
Speaker 3: you've said the word feedback has come up so many

1994
01:19:54,400 --> 01:19:56,640
Speaker 3: times today where you've mentioned it so many times, and

1995
01:19:56,720 --> 01:20:00,160
Speaker 3: to see feedback as fuel is the only way to

1996
01:20:00,160 --> 01:20:04,760
Speaker 3: have an iterative, constantly evolving process, and I find that.

1997
01:20:05,120 --> 01:20:07,040
Speaker 3: You know, there's the famous quote from Albert Einstein where

1998
01:20:07,040 --> 01:20:09,559
Speaker 3: he said insanity is doing the same thing over and

1999
01:20:09,600 --> 01:20:13,559
Speaker 3: over again expecting a different result. And feedback is the

2000
01:20:13,560 --> 01:20:15,719
Speaker 3: way you don't do the same thing over and over again.

2001
01:20:15,760 --> 01:20:19,640
Speaker 3: You can change it every time. But so many of

2002
01:20:19,720 --> 01:20:23,519
Speaker 3: us keep doing something even when it doesn't work, hoping

2003
01:20:23,600 --> 01:20:30,160
Speaker 3: for that different outcome. Why we don't change the email copy,

2004
01:20:30,200 --> 01:20:32,559
Speaker 3: we don't post it a different cadence, we don't up

2005
01:20:32,600 --> 01:20:35,840
Speaker 3: the volume. It's just like we're just you know, I've

2006
01:20:35,840 --> 01:20:37,439
Speaker 3: got so many friends who upload a video, delete a

2007
01:20:37,479 --> 01:20:39,720
Speaker 3: video uploaded. You know, it's like, we don't change that,

2008
01:20:39,760 --> 01:20:41,320
Speaker 3: and then we're still going, wait a minute, what's going

2009
01:20:41,320 --> 01:20:41,719
Speaker 3: on here?

2010
01:20:42,800 --> 01:20:47,160
Speaker 1: So my worldview on why anyone does anything is that

2011
01:20:47,200 --> 01:20:50,680
Speaker 1: they've been rewarded for doing that in the past. And so,

2012
01:20:51,280 --> 01:20:53,759
Speaker 1: you know, one of the really difficult things with language

2013
01:20:53,760 --> 01:20:56,760
Speaker 1: in general is that there's descriptive and explanatory language. And

2014
01:20:56,800 --> 01:20:58,720
Speaker 1: so for example, I'll give the simplist example. You know

2015
01:20:58,880 --> 01:21:03,120
Speaker 1: Timmy stall a bike because he is dishonest. Okay, Well,

2016
01:21:03,120 --> 01:21:05,800
Speaker 1: if we define dishonest, we would say, well, dishonest people

2017
01:21:05,840 --> 01:21:08,679
Speaker 1: steal things, But that's a circular definition doesn't actually help

2018
01:21:09,280 --> 01:21:11,519
Speaker 1: the explanation of why did he actually steal?

2019
01:21:11,560 --> 01:21:12,720
Speaker 2: It is because he's been rewarded for.

2020
01:21:12,720 --> 01:21:14,479
Speaker 1: Stealing in the past, and so he repeated that that

2021
01:21:14,560 --> 01:21:17,200
Speaker 1: action because it got him something good. And same thing

2022
01:21:17,240 --> 01:21:18,880
Speaker 1: goes for lying, same thing goes for cheating. All of

2023
01:21:18,920 --> 01:21:20,360
Speaker 1: these things like why does someone do it? It's like

2024
01:21:20,400 --> 01:21:22,400
Speaker 1: because they've been rewarded for doing so in the past.

2025
01:21:22,400 --> 01:21:26,360
Speaker 1: They've been reinforced, and so why do people Yeah, why

2026
01:21:26,400 --> 01:21:30,680
Speaker 1: do people do anything? That is and and you know,

2027
01:21:30,720 --> 01:21:32,559
Speaker 1: my world views somewhat different than I think of many

2028
01:21:32,560 --> 01:21:34,880
Speaker 1: people's because I come from everything from a behavior's perspective,

2029
01:21:35,080 --> 01:21:36,840
Speaker 1: but it has made me significently better at business because

2030
01:21:36,840 --> 01:21:39,920
Speaker 1: I get better at predicting behavior. And so I'll give

2031
01:21:39,920 --> 01:21:42,759
Speaker 1: you a simple example. So, you know, there was an executive,

2032
01:21:42,880 --> 01:21:44,639
Speaker 1: you know, one of the companies, and I was talking

2033
01:21:44,680 --> 01:21:46,120
Speaker 1: to one of the other owners and they were like, hey,

2034
01:21:46,200 --> 01:21:49,280
Speaker 1: you know, this guy said that he would leave if

2035
01:21:49,280 --> 01:21:53,120
Speaker 1: we changed his title or whatever. And I said, okay, well,

2036
01:21:53,320 --> 01:21:55,879
Speaker 1: how many times have you changed his title historically?

2037
01:21:55,960 --> 01:21:57,360
Speaker 2: And he said plenty of times? And I said, okay,

2038
01:21:57,400 --> 01:21:58,040
Speaker 2: has he ever left?

2039
01:21:58,120 --> 01:22:00,320
Speaker 1: And the answer was no, and I said so based

2040
01:22:00,360 --> 01:22:02,080
Speaker 1: on his history of behavior, I would say that he

2041
01:22:02,160 --> 01:22:04,040
Speaker 1: says these things to decrease likely that you do it

2042
01:22:04,040 --> 01:22:06,000
Speaker 1: because that's his preference, but so likely that he quits

2043
01:22:06,040 --> 01:22:07,800
Speaker 1: as a result is low. And so it's like those

2044
01:22:07,880 --> 01:22:10,400
Speaker 1: kind of deconstructions. Some people just take things at face value.

2045
01:22:10,439 --> 01:22:12,000
Speaker 1: It's like, well if we look, if we actually try

2046
01:22:12,040 --> 01:22:14,080
Speaker 1: and find the explanation rather than the description of the event,

2047
01:22:14,439 --> 01:22:16,559
Speaker 1: we can get way better predicting behavior, including our own.

2048
01:22:16,640 --> 01:22:18,800
Speaker 1: And I think that's where like people like I want

2049
01:22:18,840 --> 01:22:23,160
Speaker 1: to get back to the trauma of whatever. It's like, maybe, like,

2050
01:22:23,560 --> 01:22:24,920
Speaker 1: can I go to this because I think this this

2051
01:22:25,120 --> 01:22:25,799
Speaker 1: might be helpful.

2052
01:22:26,160 --> 01:22:28,040
Speaker 3: So I love the direction you go.

2053
01:22:28,160 --> 01:22:33,759
Speaker 1: Okay, So many people will use trauma or some event

2054
01:22:33,880 --> 01:22:36,719
Speaker 1: and they will create a narrative around why why haven't

2055
01:22:36,760 --> 01:22:39,280
Speaker 1: I started? It's because my dad didn't hug me en

2056
01:22:39,280 --> 01:22:40,960
Speaker 1: off as a kid, and I don't have this confidence.

2057
01:22:40,960 --> 01:22:43,519
Speaker 1: So they just create this big story and then they're like,

2058
01:22:43,560 --> 01:22:45,200
Speaker 1: I need to go see a therapist so that I can,

2059
01:22:45,280 --> 01:22:47,479
Speaker 1: you know, untangle all of this. But if I were

2060
01:22:47,479 --> 01:22:49,960
Speaker 1: to say, hey, I'm going to teach you how to

2061
01:22:50,040 --> 01:22:53,280
Speaker 1: how to serve in pickleball, right, we wouldn't have the

2062
01:22:53,320 --> 01:22:56,360
Speaker 1: first session be hey, do a serve, and then you

2063
01:22:56,400 --> 01:22:58,760
Speaker 1: would serve not ideally if I'm a pickleball coach, right,

2064
01:22:58,960 --> 01:23:01,280
Speaker 1: and then I'd say okay, So for the next few weeks,

2065
01:23:01,320 --> 01:23:02,600
Speaker 1: what we're gonna do is we're gonna try and go

2066
01:23:02,640 --> 01:23:04,280
Speaker 1: back in the past. We're gonna try and figure out

2067
01:23:04,320 --> 01:23:08,400
Speaker 1: why your serve is so bad. And no, we're just

2068
01:23:08,439 --> 01:23:10,479
Speaker 1: gonna say change your risk like this, this is how

2069
01:23:10,520 --> 01:23:12,919
Speaker 1: you do it. And so it's so much more productive

2070
01:23:12,920 --> 01:23:14,439
Speaker 1: to just focus on what do we need to do

2071
01:23:14,479 --> 01:23:17,519
Speaker 1: instead rather than trying to figure out why you did it,

2072
01:23:17,560 --> 01:23:18,440
Speaker 1: because the reality.

2073
01:23:18,200 --> 01:23:19,080
Speaker 2: Is you're never gonna know.

2074
01:23:19,360 --> 01:23:21,479
Speaker 1: It's a convenient narrative and it might make sense, but

2075
01:23:21,479 --> 01:23:22,760
Speaker 1: at the same time, it could just be that you're

2076
01:23:22,760 --> 01:23:24,599
Speaker 1: rewarded for doing something like this in the past period.

2077
01:23:24,720 --> 01:23:26,839
Speaker 1: Now there might have been conditions that created that reward,

2078
01:23:27,040 --> 01:23:28,400
Speaker 1: and you can lament the person, but at the end

2079
01:23:28,400 --> 01:23:29,599
Speaker 1: of the day, the only thing you can do about

2080
01:23:29,640 --> 01:23:33,599
Speaker 1: is change behavior. And so trauma, which is tossed around

2081
01:23:33,600 --> 01:23:38,160
Speaker 1: a lot, I define as a permanent change in behavior

2082
01:23:38,160 --> 01:23:40,000
Speaker 1: from an aversive stimulants some I'm a bad thing, so

2083
01:23:40,000 --> 01:23:42,040
Speaker 1: you permanently change how you act because of something bad

2084
01:23:42,080 --> 01:23:45,080
Speaker 1: that happened. Now the question is is trauma bad? Well,

2085
01:23:45,640 --> 01:23:47,759
Speaker 1: did the change in behavior result in increase or decrease

2086
01:23:47,760 --> 01:23:49,840
Speaker 1: and likely to achieving whatever goal we have. And so

2087
01:23:49,960 --> 01:23:52,360
Speaker 1: if a kid touches hot stove and they say ouch,

2088
01:23:52,400 --> 01:23:54,559
Speaker 1: and then they never touch hot stoves again, then that

2089
01:23:54,640 --> 01:23:57,599
Speaker 1: was a traumatic event by that definition, and it's probably

2090
01:23:57,600 --> 01:24:00,560
Speaker 1: good trauma because they never touch hot stoves again, increase.

2091
01:24:00,280 --> 01:24:01,679
Speaker 2: The likely they die in a fire. Great.

2092
01:24:02,120 --> 01:24:04,360
Speaker 1: And so sometimes it's like, well, then maybe we can

2093
01:24:04,400 --> 01:24:05,960
Speaker 1: be grateful for some of the quote traumas that we've

2094
01:24:05,960 --> 01:24:08,400
Speaker 1: had because it permanently changed my behavior in a good way. Now,

2095
01:24:08,439 --> 01:24:11,280
Speaker 1: if we have quote trauma that that primally changed my

2096
01:24:11,320 --> 01:24:13,080
Speaker 1: behavior in a negative way. So I had, you know,

2097
01:24:13,120 --> 01:24:14,400
Speaker 1: bombs and saw someone die in front of me, and

2098
01:24:14,400 --> 01:24:16,080
Speaker 1: the next time I hear loud noise, I you know,

2099
01:24:16,160 --> 01:24:18,400
Speaker 1: I freak out and I can't perform my job, then

2100
01:24:18,400 --> 01:24:20,320
Speaker 1: that would be something that decreases likely it. But then

2101
01:24:20,360 --> 01:24:23,000
Speaker 1: at that point, rather than trying to figure out the

2102
01:24:23,120 --> 01:24:25,360
Speaker 1: triggering event in the past, we just think, Okay, how

2103
01:24:25,360 --> 01:24:28,400
Speaker 1: can recondition this person under similar conditions so that they

2104
01:24:28,400 --> 01:24:31,479
Speaker 1: can act this way instead? And so trauma, what ends

2105
01:24:31,520 --> 01:24:34,000
Speaker 1: up happening is it becomes an accelerated learning event. And

2106
01:24:34,040 --> 01:24:36,760
Speaker 1: so something bad happens, your brain's like pay attention because

2107
01:24:36,760 --> 01:24:39,040
Speaker 1: it's like I'm going to learn and I'm going to

2108
01:24:39,080 --> 01:24:41,479
Speaker 1: permanently change our behavior to make sure this doesn't happen again.

2109
01:24:41,720 --> 01:24:42,559
Speaker 2: And so it's not this.

2110
01:24:42,800 --> 01:24:44,680
Speaker 1: And I hear this because a lot of people will

2111
01:24:44,680 --> 01:24:47,960
Speaker 1: answer promorphize, you know, make human, or you know, try

2112
01:24:48,000 --> 01:24:54,280
Speaker 1: and biologize. That's a word, go for it. Something that occurs,

2113
01:24:54,280 --> 01:24:56,400
Speaker 1: it's like it's stored in your body. And I was like,

2114
01:24:56,479 --> 01:24:58,960
Speaker 1: we're not computers, right, It's just that you have a

2115
01:24:59,000 --> 01:25:00,920
Speaker 1: behavior set. All we have to do is change these

2116
01:25:00,960 --> 01:25:04,240
Speaker 1: behaviors and then it eliminates. And so the reason so

2117
01:25:04,360 --> 01:25:07,160
Speaker 1: this all started with feedback, and so the reason feedback

2118
01:25:07,200 --> 01:25:09,240
Speaker 1: is fuel. And what makes feedback good versus bad, or

2119
01:25:09,320 --> 01:25:12,160
Speaker 1: rather useful versus non useful is the latency of the feedback.

2120
01:25:12,200 --> 01:25:14,639
Speaker 1: How quickly do you get it and how specific is it.

2121
01:25:15,000 --> 01:25:17,360
Speaker 1: And so if you say, hey, that sucked in the moment,

2122
01:25:18,240 --> 01:25:20,479
Speaker 1: not helpful, I will be less What it will do

2123
01:25:20,560 --> 01:25:21,680
Speaker 1: is make me less likely to do the thing in

2124
01:25:21,680 --> 01:25:23,840
Speaker 1: front of you. Right, if you said that, on the

2125
01:25:23,840 --> 01:25:27,760
Speaker 1: flip side, if you were to say immediately, hey, real quick,

2126
01:25:27,840 --> 01:25:29,719
Speaker 1: when you do your intro, raise your tone a little

2127
01:25:29,720 --> 01:25:31,200
Speaker 1: bit at the end, because I think it'll actually create

2128
01:25:31,240 --> 01:25:31,799
Speaker 1: more curiosity.

2129
01:25:31,840 --> 01:25:34,519
Speaker 2: People want to stay longer. Okay, do the intro again. There.

2130
01:25:34,560 --> 01:25:36,200
Speaker 1: I have a very specific piece of feedback, and I

2131
01:25:36,200 --> 01:25:38,040
Speaker 1: did it immediately, so that the likely that you change

2132
01:25:38,040 --> 01:25:40,200
Speaker 1: behavior is really high and maybe that it sticks. And

2133
01:25:40,280 --> 01:25:42,519
Speaker 1: so the reason feedback is full and ideally, if you're

2134
01:25:42,520 --> 01:25:44,240
Speaker 1: trying to change someone else's behavior or even your own,

2135
01:25:44,280 --> 01:25:46,559
Speaker 1: it's like, I want to seek out very fast feedback

2136
01:25:46,600 --> 01:25:47,680
Speaker 1: that's as specific.

2137
01:25:47,360 --> 01:25:48,880
Speaker 2: As possible to the behaviors.

2138
01:25:49,200 --> 01:25:51,519
Speaker 1: And so I tell the story a lot because it's

2139
01:25:51,560 --> 01:25:53,080
Speaker 1: a story that we tell inside of our companies.

2140
01:25:53,160 --> 01:25:53,960
Speaker 2: It's almost become lower.

2141
01:25:54,240 --> 01:25:58,080
Speaker 1: But we had a director, super proficient, very competent in

2142
01:25:58,120 --> 01:26:00,400
Speaker 1: his role, really high performer. The problem was that everyone

2143
01:26:00,400 --> 01:26:02,600
Speaker 1: said he's such a dick. And the thing is is

2144
01:26:02,600 --> 01:26:05,160
Speaker 1: that I really like I liked his performance, and I

2145
01:26:05,200 --> 01:26:07,360
Speaker 1: want to decrease the likely that I get complained to

2146
01:26:07,439 --> 01:26:10,439
Speaker 1: about him. And so he had four different people in

2147
01:26:10,479 --> 01:26:12,240
Speaker 1: the company have like one on ones with him, being like, hey,

2148
01:26:12,240 --> 01:26:13,519
Speaker 1: I need to stop being a dick. And the thing is,

2149
01:26:13,520 --> 01:26:16,360
Speaker 1: this behavior didn't change. And so I was supposed to

2150
01:26:16,360 --> 01:26:17,920
Speaker 1: be like final boss in this situation and be like,

2151
01:26:17,960 --> 01:26:20,280
Speaker 1: all right, let's let's let's have the sit down. And

2152
01:26:20,320 --> 01:26:22,880
Speaker 1: so I said, hey, I don't care if you are

2153
01:26:22,960 --> 01:26:24,719
Speaker 1: a dick on the inside. I would like to decrease

2154
01:26:24,760 --> 01:26:26,920
Speaker 1: the likely that other people describe you as one. And

2155
01:26:27,000 --> 01:26:28,799
Speaker 1: so I want to be clear, I have no judgment.

2156
01:26:29,080 --> 01:26:31,040
Speaker 1: I just want to change this likely of this outcome.

2157
01:26:31,080 --> 01:26:33,280
Speaker 1: And so that kind of took the personal tax out

2158
01:26:33,280 --> 01:26:35,640
Speaker 1: of the conversation. And then it was like, okay, so

2159
01:26:35,920 --> 01:26:38,280
Speaker 1: what are the behaviors you do skill wise as minutely

2160
01:26:38,320 --> 01:26:40,240
Speaker 1: as possible that get people to say this about you?

2161
01:26:40,479 --> 01:26:42,639
Speaker 1: So it turned out it was you interrupt people on calls,

2162
01:26:43,000 --> 01:26:45,000
Speaker 1: you tell people how to do their jobs, and it

2163
01:26:45,000 --> 01:26:47,080
Speaker 1: was two other things, whatever it was. And so I said, so,

2164
01:26:47,240 --> 01:26:50,000
Speaker 1: next time you have the you know, desire to tell

2165
01:26:50,040 --> 01:26:52,719
Speaker 1: someone what to do about their job, you have two options.

2166
01:26:52,800 --> 01:26:56,320
Speaker 1: Either say nothing or say, hey, I heard this thing

2167
01:26:56,439 --> 01:26:57,960
Speaker 1: that might help. Do you mind if I share it?

2168
01:26:58,280 --> 01:27:00,000
Speaker 1: If you just say that first, and if they say no,

2169
01:27:00,360 --> 01:27:03,240
Speaker 1: then just be like okay, no worries. Or they say yes,

2170
01:27:03,320 --> 01:27:05,160
Speaker 1: then now you've permissioned to share it. And when you

2171
01:27:05,160 --> 01:27:08,360
Speaker 1: share it, shared in terms of behaviors, criticism, not insult.

2172
01:27:08,600 --> 01:27:10,240
Speaker 2: And so I just had to change a couple.

2173
01:27:10,040 --> 01:27:11,760
Speaker 1: Of those things, and then within a week people are like,

2174
01:27:11,760 --> 01:27:14,240
Speaker 1: oh my god, he's aid night and day, he's a

2175
01:27:14,240 --> 01:27:14,760
Speaker 1: different person.

2176
01:27:14,800 --> 01:27:15,879
Speaker 2: They create all these narratives.

2177
01:27:15,960 --> 01:27:17,559
Speaker 1: Maybe it was because his mom did hug him, she

2178
01:27:17,560 --> 01:27:19,799
Speaker 1: called him, or because we told him what to do instead.

2179
01:27:20,120 --> 01:27:22,920
Speaker 1: And so I bring this up because I think many

2180
01:27:22,960 --> 01:27:26,639
Speaker 1: people do not take action around pursuing their dreams because

2181
01:27:26,680 --> 01:27:29,080
Speaker 1: of narratives that they create about their past. But the

2182
01:27:29,120 --> 01:27:31,880
Speaker 1: reality is that none of that matters, because all we

2183
01:27:31,960 --> 01:27:33,320
Speaker 1: have to do is just say what do we need

2184
01:27:33,360 --> 01:27:36,880
Speaker 1: to do instead under these conditions? And if we take

2185
01:27:36,920 --> 01:27:40,439
Speaker 1: that premise, then you need to learn, and learning means

2186
01:27:41,200 --> 01:27:44,040
Speaker 1: same condition, new behavior. And so if every day is

2187
01:27:44,080 --> 01:27:46,519
Speaker 1: the same for you to your point of insanity, then

2188
01:27:46,600 --> 01:27:48,400
Speaker 1: you have the same conditions. And if your behavior has

2189
01:27:48,439 --> 01:27:51,080
Speaker 1: not changed, then maybe you are insane or at least

2190
01:27:51,080 --> 01:27:53,559
Speaker 1: for at least for expecting a different outcome. And so

2191
01:27:53,720 --> 01:27:56,200
Speaker 1: that I think makes it significantly more palatable of like,

2192
01:27:56,320 --> 01:27:58,120
Speaker 1: just change this one thing and then run it again.

2193
01:27:58,400 --> 01:28:01,080
Speaker 3: Yeah, how does someone who's taking that feedback trying to

2194
01:28:01,080 --> 01:28:05,080
Speaker 3: get better and the results just not changing, they're not

2195
01:28:05,120 --> 01:28:08,439
Speaker 3: getting closer to the outcome. Yeah, two questions. The first

2196
01:28:08,520 --> 01:28:11,479
Speaker 3: is how do you know when it's time to give up?

2197
01:28:12,760 --> 01:28:16,839
Speaker 3: And how do you keep going when things are not working?

2198
01:28:17,240 --> 01:28:19,719
Speaker 1: So this is so there's a like there's a handful

2199
01:28:19,760 --> 01:28:22,400
Speaker 1: of what I call like eternal questions that can I

2200
01:28:22,400 --> 01:28:25,000
Speaker 1: don't think they are more decoatives that be managed than

2201
01:28:25,040 --> 01:28:28,120
Speaker 1: problems to solve. And so how much should I consume

2202
01:28:28,160 --> 01:28:32,439
Speaker 1: today versus invest into tomorrow? How much risk am I

2203
01:28:32,439 --> 01:28:34,800
Speaker 1: willing to take? Which is the classic should I push

2204
01:28:34,880 --> 01:28:35,559
Speaker 1: or should I pivot?

2205
01:28:35,560 --> 01:28:36,240
Speaker 2: For an entrepreneur?

2206
01:28:36,640 --> 01:28:38,320
Speaker 1: And the answer that no one's going to like is

2207
01:28:38,360 --> 01:28:40,280
Speaker 1: that it's actually up to you. So there's kind of

2208
01:28:40,320 --> 01:28:43,280
Speaker 1: like good failure and bad failure. So good failure is

2209
01:28:43,320 --> 01:28:47,000
Speaker 1: like I tried something and I saw that it didn't work,

2210
01:28:47,080 --> 01:28:48,920
Speaker 1: and I realized what I need to do instead, and

2211
01:28:48,960 --> 01:28:50,200
Speaker 1: I'm going to iterate continuously.

2212
01:28:50,720 --> 01:28:52,400
Speaker 2: Bad failure is where I have.

2213
01:28:52,479 --> 01:28:56,880
Speaker 1: An assumption that the world of the conditions were going

2214
01:28:56,960 --> 01:28:59,600
Speaker 1: to be this way and my assumption was false. And

2215
01:28:59,680 --> 01:29:02,479
Speaker 1: so if I believed that people really wanted to have

2216
01:29:02,960 --> 01:29:05,960
Speaker 1: dog zoom calls or whatever right zoom zoom made for dogs,

2217
01:29:06,040 --> 01:29:08,439
Speaker 1: Let's just take a ridiculous example. Well, then I would

2218
01:29:08,479 --> 01:29:10,200
Speaker 1: have to take a couple of need to believes. If like,

2219
01:29:10,240 --> 01:29:12,160
Speaker 1: in order for this to be successful, these four things

2220
01:29:12,200 --> 01:29:14,840
Speaker 1: would have to be true. If I find out after

2221
01:29:14,920 --> 01:29:17,280
Speaker 1: starting submiterations that one of my three or four assumptions

2222
01:29:17,280 --> 01:29:19,960
Speaker 1: that underpin this being successful long term is not true,

2223
01:29:20,439 --> 01:29:22,960
Speaker 1: then I should not keep trying to pursue this. And

2224
01:29:22,960 --> 01:29:24,439
Speaker 1: that is where I would say, we need to pivot.

2225
01:29:25,200 --> 01:29:27,720
Speaker 1: In a situation where none of the conditions that I are,

2226
01:29:27,800 --> 01:29:29,880
Speaker 1: none of the need to believes have changed, All of

2227
01:29:29,920 --> 01:29:32,040
Speaker 1: those conditions are still the same, and it's a it's

2228
01:29:32,080 --> 01:29:34,160
Speaker 1: a it's a deficiency and skill, then.

2229
01:29:34,000 --> 01:29:35,240
Speaker 2: That is where I would push.

2230
01:29:35,560 --> 01:29:37,240
Speaker 1: Now, how long will it take is going to be

2231
01:29:37,320 --> 01:29:40,360
Speaker 1: completely predicated on how quickly you can learn and the

2232
01:29:40,439 --> 01:29:42,160
Speaker 1: quality of that feedback. And so to your point, I

2233
01:29:42,200 --> 01:29:43,360
Speaker 1: think you said coach community.

2234
01:29:43,400 --> 01:29:45,120
Speaker 2: And what was the other one commitment? Commitment?

2235
01:29:46,360 --> 01:29:49,880
Speaker 1: Yes, and so the commitment part if you want to

2236
01:29:49,880 --> 01:29:52,120
Speaker 1: increase your commitment anything, So I define commitment by the

2237
01:29:52,120 --> 01:29:54,840
Speaker 1: elimination of alternatives, right, So marriage is the ultimate commitment.

2238
01:29:54,840 --> 01:29:57,080
Speaker 1: You eliminate all alternatives, right, And so it's like, we

2239
01:29:57,120 --> 01:29:58,960
Speaker 1: want to get married to this opportunity. We get married

2240
01:29:58,960 --> 01:30:00,880
Speaker 1: to this business. We have to liminate alternatives, which means

2241
01:30:00,880 --> 01:30:02,479
Speaker 1: when your friend says, hey, I'm a ten grand dow

2242
01:30:02,560 --> 01:30:04,639
Speaker 1: this thing, you say, that's amazing. I don't know anything

2243
01:30:04,640 --> 01:30:06,560
Speaker 1: about that. And I know I know two months of

2244
01:30:06,560 --> 01:30:08,439
Speaker 1: suffering from this one, and I'm going to start at

2245
01:30:08,479 --> 01:30:09,960
Speaker 1: zero there, so I'd rather be two months in on

2246
01:30:10,000 --> 01:30:15,400
Speaker 1: this one. But with that push or pivot, we have

2247
01:30:15,479 --> 01:30:17,040
Speaker 1: to just take things to the natural extreme, which is

2248
01:30:17,080 --> 01:30:18,360
Speaker 1: how I like to do it, which is okay, Well,

2249
01:30:18,360 --> 01:30:19,479
Speaker 1: if I do this for ten years and I keep

2250
01:30:19,479 --> 01:30:20,519
Speaker 1: getting better, do I think it's.

2251
01:30:20,400 --> 01:30:21,080
Speaker 2: Likely that I'll succeed?

2252
01:30:21,120 --> 01:30:22,760
Speaker 1: And the answer is usually yes, And so it's like, well,

2253
01:30:22,800 --> 01:30:24,799
Speaker 1: then I just need to keep paying down those iterations.

2254
01:30:24,840 --> 01:30:26,840
Speaker 1: And I think Navall said it's not ten thousand hours,

2255
01:30:26,840 --> 01:30:27,919
Speaker 1: it's ten thousand iterations.

2256
01:30:27,960 --> 01:30:28,800
Speaker 2: And I tend to believe that.

2257
01:30:29,920 --> 01:30:34,240
Speaker 3: Your new books quote one hundred million dollar money models. Yeah,

2258
01:30:34,280 --> 01:30:37,120
Speaker 3: it's like, you know, I think there'll be people listening

2259
01:30:37,160 --> 01:30:39,439
Speaker 3: who like, I just want to make one hundred k. Yeah,

2260
01:30:39,600 --> 01:30:41,360
Speaker 3: there'll be people saying I want to make one hundred

2261
01:30:41,400 --> 01:30:43,760
Speaker 3: k a month, and then there'll be people saying, we

2262
01:30:43,840 --> 01:30:47,320
Speaker 3: want to make one hundred million dollar business. What's the

2263
01:30:47,400 --> 01:30:50,640
Speaker 3: difference at each of those levels, and what do you

2264
01:30:50,640 --> 01:30:52,400
Speaker 3: share in here that you haven't shared in the hundred

2265
01:30:52,400 --> 01:30:53,479
Speaker 3: million dollar series before.

2266
01:30:54,439 --> 01:30:56,680
Speaker 2: So I'll take those questions one at a time.

2267
01:30:56,760 --> 01:30:58,840
Speaker 1: Yeah, so I'll start with the second question, which is

2268
01:30:58,840 --> 01:31:02,120
Speaker 1: what's different about this book? So offers answered the question

2269
01:31:02,200 --> 01:31:04,040
Speaker 1: what do I sell? And so as an offer so

2270
01:31:04,080 --> 01:31:06,000
Speaker 1: good people feel stood saying no. So basically broke down

2271
01:31:06,000 --> 01:31:07,759
Speaker 1: the components of an offer. So we give a little

2272
01:31:07,800 --> 01:31:09,920
Speaker 1: example of one five hours for free. That's a very

2273
01:31:09,920 --> 01:31:12,120
Speaker 1: simple offer, right, But there are offers that you can

2274
01:31:12,160 --> 01:31:14,400
Speaker 1: include guarantees, you include scarcity, you can include urgency, you

2275
01:31:14,439 --> 01:31:17,120
Speaker 1: can include bonuses, and then the actual core value of itself.

2276
01:31:17,160 --> 01:31:19,200
Speaker 2: There's a way to increase the value of anything.

2277
01:31:19,280 --> 01:31:21,240
Speaker 1: So we use something called the value equation, which is

2278
01:31:21,240 --> 01:31:23,719
Speaker 1: probably the most known framework I have, which is therefore

2279
01:31:23,960 --> 01:31:26,200
Speaker 1: people say like, create value, But when you say, how

2280
01:31:26,240 --> 01:31:27,840
Speaker 1: do I operationalize that? If I say to a five

2281
01:31:27,920 --> 01:31:29,240
Speaker 1: year old, create value, They're like, I don't know what

2282
01:31:29,240 --> 01:31:31,120
Speaker 1: that means, And so how do we break that down

2283
01:31:31,160 --> 01:31:33,680
Speaker 1: in behaviors? So one is that some dream outcomes are

2284
01:31:33,760 --> 01:31:35,759
Speaker 1: going to be more valuable to somebody than something else.

2285
01:31:35,840 --> 01:31:37,160
Speaker 1: So if I go to a guide and say hey,

2286
01:31:37,200 --> 01:31:38,760
Speaker 1: I can make you rich or some or I say hey,

2287
01:31:38,800 --> 01:31:41,000
Speaker 1: I can make you good looking. Most men in general

2288
01:31:41,120 --> 01:31:43,040
Speaker 1: we'll say i'd rather be rich if you go to

2289
01:31:43,040 --> 01:31:45,559
Speaker 1: women and flips the other way. But for them that

2290
01:31:45,640 --> 01:31:47,680
Speaker 1: means that the outcome itself is going to be some

2291
01:31:47,720 --> 01:31:49,840
Speaker 1: outcomes are worth more than others. That's one element of value.

2292
01:31:49,960 --> 01:31:52,160
Speaker 1: The second element of value is perceive likely of achievement.

2293
01:31:52,400 --> 01:31:54,160
Speaker 1: How risky is it, how likely is it to occur?

2294
01:31:54,439 --> 01:31:55,840
Speaker 1: So if I said, hey, I can make you rich

2295
01:31:55,880 --> 01:31:58,080
Speaker 1: and it's guaranteed, it's going to be significantly more valuable,

2296
01:31:58,120 --> 01:31:59,960
Speaker 1: then if it's you have to take age amount of rest.

2297
01:32:00,520 --> 01:32:03,479
Speaker 1: The third variable is going to be speed. So from

2298
01:32:03,520 --> 01:32:04,760
Speaker 1: the time you make the decision to the time you

2299
01:32:04,800 --> 01:32:06,400
Speaker 1: get what you want, Hey, I can guarantee that you're

2300
01:32:06,439 --> 01:32:08,120
Speaker 1: going to get rich, but it's going to take twenty years.

2301
01:32:08,200 --> 01:32:10,000
Speaker 1: Plenty of people make that, but a lot of people

2302
01:32:10,000 --> 01:32:11,479
Speaker 1: are like, wellw but now that's twenty years. I want

2303
01:32:11,479 --> 01:32:13,240
Speaker 1: to get rich tomorrow, right. So time is going to

2304
01:32:13,240 --> 01:32:15,559
Speaker 1: be component of it. And then the fourth component is

2305
01:32:15,560 --> 01:32:17,320
Speaker 1: is effort and sacrifice, which is two sides of the

2306
01:32:17,320 --> 01:32:19,400
Speaker 1: same coin. Effort is all the things that you must

2307
01:32:19,400 --> 01:32:21,519
Speaker 1: do that you don't want to do as a result

2308
01:32:21,560 --> 01:32:23,560
Speaker 1: of this decision. And on the flip side, sacrifice is

2309
01:32:23,560 --> 01:32:24,560
Speaker 1: all the things you have to give up that you

2310
01:32:24,560 --> 01:32:26,160
Speaker 1: would prefer to do but you can no longer do

2311
01:32:26,160 --> 01:32:27,680
Speaker 1: as a result of the decision. And so if we

2312
01:32:27,720 --> 01:32:30,280
Speaker 1: want to make the most valuable offer, then we want

2313
01:32:30,320 --> 01:32:32,960
Speaker 1: to create something that is a huge treem outcome that

2314
01:32:33,120 --> 01:32:36,519
Speaker 1: happens guaranteed, that is immediate, and that they don't have

2315
01:32:36,600 --> 01:32:39,479
Speaker 1: to do anything for now. No offer is that good,

2316
01:32:39,960 --> 01:32:42,200
Speaker 1: But those are the hypothetical extremes the ideals that we

2317
01:32:42,200 --> 01:32:43,680
Speaker 1: strive towards. And I think that's a beautiful thing for

2318
01:32:43,800 --> 01:32:45,280
Speaker 1: entrepreneurs is that all we try to do is just

2319
01:32:45,320 --> 01:32:47,400
Speaker 1: get closer and closer to all four of those pillars.

2320
01:32:47,880 --> 01:32:49,400
Speaker 1: So that is the core of the offer's book. The

2321
01:32:49,479 --> 01:32:51,759
Speaker 1: leads book is the core four. So we went over earlier,

2322
01:32:51,800 --> 01:32:53,439
Speaker 1: So how do you promote anything? And so that book

2323
01:32:53,640 --> 01:32:55,960
Speaker 1: takes all eight of the component's core four you do,

2324
01:32:56,040 --> 01:32:58,000
Speaker 1: and then the core for the other people do on

2325
01:32:58,040 --> 01:33:00,400
Speaker 1: your behalf and breaks down in nittigrity totals by step

2326
01:33:00,400 --> 01:33:04,040
Speaker 1: how to do them. This book answers the question how

2327
01:33:04,040 --> 01:33:06,240
Speaker 1: do I make money right? And so it's like, Okay,

2328
01:33:06,240 --> 01:33:07,519
Speaker 1: well I know what to sell and I know how

2329
01:33:07,560 --> 01:33:09,959
Speaker 1: to advertise it, but how do I turn that process

2330
01:33:10,040 --> 01:33:11,200
Speaker 1: into making money?

2331
01:33:11,479 --> 01:33:13,160
Speaker 2: And so most people like.

2332
01:33:13,280 --> 01:33:14,760
Speaker 1: The thing that separates when I look back on all

2333
01:33:14,760 --> 01:33:17,439
Speaker 1: the companies that I've owned advice sold, the thing that

2334
01:33:17,479 --> 01:33:19,680
Speaker 1: separated the businesses that were moderately successful from the ones

2335
01:33:19,720 --> 01:33:21,400
Speaker 1: that were exceptionally successful is that they had a better

2336
01:33:21,400 --> 01:33:23,639
Speaker 1: money model. And a money model is the core economic

2337
01:33:23,720 --> 01:33:26,599
Speaker 1: unit of the business. So it's a deliberate sequence of

2338
01:33:26,600 --> 01:33:30,960
Speaker 1: offers that is ideally tailored to do one financial outcome,

2339
01:33:31,120 --> 01:33:34,519
Speaker 1: which is you collect enough cash from one customer in

2340
01:33:34,560 --> 01:33:38,800
Speaker 1: the first thirty days to get and service two more customers.

2341
01:33:39,560 --> 01:33:42,080
Speaker 1: And so when you have that amount of cash up front,

2342
01:33:42,200 --> 01:33:44,920
Speaker 1: then it unlocks cash flow for the business to grow

2343
01:33:45,400 --> 01:33:46,840
Speaker 1: as much as it wants or a least until the

2344
01:33:46,840 --> 01:33:49,120
Speaker 1: next you can train of the business. And so when

2345
01:33:49,120 --> 01:33:50,599
Speaker 1: I looked at all the money models that I created

2346
01:33:50,640 --> 01:33:54,240
Speaker 1: is there's basically four different objectives to make that happen.

2347
01:33:54,520 --> 01:33:56,559
Speaker 1: So one is how do I get more people interested?

2348
01:33:56,760 --> 01:33:58,080
Speaker 1: So that's going to be the nature of the offer.

2349
01:33:58,120 --> 01:34:00,839
Speaker 1: You know, bui X, gety free giveaway, things like that

2350
01:34:01,320 --> 01:34:02,840
Speaker 1: like Okay, I can structure this thing in a way

2351
01:34:02,840 --> 01:34:04,880
Speaker 1: that makes way more petrol interested than just saying hey,

2352
01:34:04,880 --> 01:34:07,280
Speaker 1: by my thing. The second element is, okay, how do

2353
01:34:07,320 --> 01:34:09,040
Speaker 1: I get those people to spend more money than they

2354
01:34:09,040 --> 01:34:11,840
Speaker 1: otherwise would, So there's different money models around that. The

2355
01:34:11,920 --> 01:34:13,439
Speaker 1: third is going to be how do I make them

2356
01:34:13,479 --> 01:34:15,320
Speaker 1: spend their money faster? How do I pull that cash

2357
01:34:15,320 --> 01:34:17,479
Speaker 1: flow forward? And then the fourth element of good money

2358
01:34:17,520 --> 01:34:19,320
Speaker 1: is a money model is how do I get them

2359
01:34:19,320 --> 01:34:21,080
Speaker 1: to do it again and again and again, which can either.

2360
01:34:20,960 --> 01:34:23,120
Speaker 2: Be recurring in a membership or reoccurring.

2361
01:34:22,640 --> 01:34:24,320
Speaker 1: Like Coca Cola, you still buy it again and again,

2362
01:34:24,360 --> 01:34:26,640
Speaker 1: it's just not on subscription. And so if you have

2363
01:34:26,720 --> 01:34:28,559
Speaker 1: all four of those things, then you have a business

2364
01:34:28,560 --> 01:34:31,040
Speaker 1: that can create tons and tons of demand, get lots

2365
01:34:31,040 --> 01:34:33,680
Speaker 1: and lots of money up front, and get people to

2366
01:34:33,680 --> 01:34:35,439
Speaker 1: buy again and again, which then creates its ability and

2367
01:34:35,439 --> 01:34:37,760
Speaker 1: cash off the business long term. And so that is

2368
01:34:37,760 --> 01:34:39,519
Speaker 1: basically the four pillars of the book, and it's broken

2369
01:34:39,560 --> 01:34:41,960
Speaker 1: down in those four steps. Of these are the front

2370
01:34:42,000 --> 01:34:44,519
Speaker 1: and offers that do this. These are the transition points

2371
01:34:44,560 --> 01:34:45,800
Speaker 1: to how do I get something to take the next

2372
01:34:45,800 --> 01:34:47,280
Speaker 1: thing that's going to be more expensive, or how it

2373
01:34:47,280 --> 01:34:48,800
Speaker 1: gets to take the bottom thing, or how to create

2374
01:34:48,840 --> 01:34:50,840
Speaker 1: pain points, how to create down cells, all of those

2375
01:34:50,880 --> 01:34:54,960
Speaker 1: components which ultimately make businesses significantly more successful. And I

2376
01:34:55,000 --> 01:34:57,360
Speaker 1: started writing this in twenty nineteen. It was the first

2377
01:34:57,360 --> 01:35:00,000
Speaker 1: book that I started. So it was actually called lead Life,

2378
01:35:00,000 --> 01:35:03,559
Speaker 1: The Generation of Monetization Structures, which you know, very very

2379
01:35:03,600 --> 01:35:06,280
Speaker 1: sexy name, but this was I had a mentor where

2380
01:35:06,280 --> 01:35:08,080
Speaker 1: it told me, hey, you're in the sale process right now.

2381
01:35:08,160 --> 01:35:11,559
Speaker 1: You should document all the artifacts kind of crystallized knowledge

2382
01:35:12,120 --> 01:35:12,759
Speaker 1: at that point.

2383
01:35:12,840 --> 01:35:15,800
Speaker 2: And so that is what started that book. Now, offers and.

2384
01:35:15,840 --> 01:35:18,120
Speaker 1: Leads were basically that book was like this thick, and

2385
01:35:18,160 --> 01:35:19,880
Speaker 1: I was like, this is I can't So I actually

2386
01:35:19,920 --> 01:35:22,760
Speaker 1: peeled off offers and then finished that first, and then

2387
01:35:22,880 --> 01:35:25,320
Speaker 1: peeled off leads and finished that second, and then finally

2388
01:35:25,600 --> 01:35:27,479
Speaker 1: I can get to the money models, which.

2389
01:35:27,320 --> 01:35:29,080
Speaker 2: Is actually what I started six years ago.

2390
01:35:29,280 --> 01:35:32,600
Speaker 1: And so I have not publicly talked about any of

2391
01:35:32,640 --> 01:35:35,040
Speaker 1: the structures in this book. And I feel like I'm

2392
01:35:35,080 --> 01:35:38,920
Speaker 1: giving birth. I've been I've been pregnant for six years,

2393
01:35:38,920 --> 01:35:41,040
Speaker 1: conceptually pregnant, and I want to give birth to this

2394
01:35:41,080 --> 01:35:43,519
Speaker 1: thing because I think that this will make the largest

2395
01:35:43,520 --> 01:35:46,519
Speaker 1: impact on business owner's bottom line of anything that I've

2396
01:35:46,560 --> 01:35:49,080
Speaker 1: ever made, and it's been the source of the vast

2397
01:35:49,080 --> 01:35:51,720
Speaker 1: majority of my material success is being able to do

2398
01:35:51,760 --> 01:35:54,680
Speaker 1: this because when you have a superior money model, it

2399
01:35:54,720 --> 01:35:57,320
Speaker 1: gives you padding to be bad at everything else because

2400
01:35:57,360 --> 01:35:59,200
Speaker 1: you finally make more money per customer than anyone else

2401
01:35:59,200 --> 01:36:00,840
Speaker 1: does in your space, which means your advertising doesn't have

2402
01:36:00,920 --> 01:36:01,240
Speaker 1: to be as good.

2403
01:36:01,280 --> 01:36:02,519
Speaker 2: You don't have to be as good at sales.

2404
01:36:02,720 --> 01:36:06,160
Speaker 1: You're like, the offer itself might not necessarily be as good.

2405
01:36:06,360 --> 01:36:09,040
Speaker 1: But when you sequence these things together properly the right way,

2406
01:36:09,160 --> 01:36:10,760
Speaker 1: then you can unlock skill on the business and then

2407
01:36:10,920 --> 01:36:13,439
Speaker 1: with that cash flow, buy down that ignorance stet and

2408
01:36:13,439 --> 01:36:15,519
Speaker 1: then give yourself time to get good at all the

2409
01:36:15,520 --> 01:36:15,960
Speaker 1: other stuff.

2410
01:36:16,000 --> 01:36:18,200
Speaker 3: And what starting point would you say this book's aimed at,

2411
01:36:18,240 --> 01:36:19,680
Speaker 3: Like where is someone at in the gene You.

2412
01:36:19,640 --> 01:36:21,360
Speaker 2: Can start at zero because you could start it.

2413
01:36:21,400 --> 01:36:23,479
Speaker 1: So what essentially about those four things is that you

2414
01:36:23,479 --> 01:36:26,479
Speaker 1: don't need all four, You just need one and over time.

2415
01:36:26,520 --> 01:36:28,080
Speaker 1: Because if you were trying to do a business that

2416
01:36:28,120 --> 01:36:30,000
Speaker 1: had all for it, you had a recurring you have upfront, like,

2417
01:36:30,240 --> 01:36:32,559
Speaker 1: you would be completely inundated. So we would start with

2418
01:36:32,560 --> 01:36:34,240
Speaker 1: the first thing, which is some sort of attraction offer.

2419
01:36:34,280 --> 01:36:37,120
Speaker 1: How do we get something that's that's more designed to

2420
01:36:37,160 --> 01:36:39,640
Speaker 1: get more customers or more people to engage in your

2421
01:36:39,680 --> 01:36:42,040
Speaker 1: original reach out, your paid ad, your content, whatever it is.

2422
01:36:42,600 --> 01:36:45,320
Speaker 1: And so I have the five most successful structures that

2423
01:36:45,360 --> 01:36:48,160
Speaker 1: I have used and detailed stuff by step exactly how

2424
01:36:48,200 --> 01:36:50,600
Speaker 1: to excute them. And what's interesting is that this is

2425
01:36:50,640 --> 01:36:53,680
Speaker 1: the stuff that so the Offer's book when it came out,

2426
01:36:53,720 --> 01:36:56,000
Speaker 1: there wasn't a single other book about offers, which is interesting,

2427
01:36:56,000 --> 01:36:57,760
Speaker 1: and then it became kind of a household name, which

2428
01:36:57,800 --> 01:36:59,439
Speaker 1: is it was this massive gap in the space. But

2429
01:36:59,479 --> 01:37:02,120
Speaker 1: as soon as you you're like this is everything, you know,

2430
01:37:02,160 --> 01:37:04,760
Speaker 1: like this is how all of it works. I think

2431
01:37:04,760 --> 01:37:07,160
Speaker 1: that money models will be that same thing where there's

2432
01:37:07,160 --> 01:37:09,840
Speaker 1: not a single book that ties those concepts together. And

2433
01:37:10,400 --> 01:37:12,200
Speaker 1: as soon as it I think it will, it will

2434
01:37:12,360 --> 01:37:15,160
Speaker 1: exist in that huge gap that once you see it,

2435
01:37:15,240 --> 01:37:17,280
Speaker 1: you can analyze any business in that same way, and

2436
01:37:17,400 --> 01:37:18,320
Speaker 1: specifically your own.

2437
01:37:18,560 --> 01:37:22,680
Speaker 3: Yeah, I love it, honestly listening to you today, and

2438
01:37:22,720 --> 01:37:25,839
Speaker 3: I've consumed your content for a long time now, listening

2439
01:37:25,840 --> 01:37:28,640
Speaker 3: to you in person consistently for this long around. The

2440
01:37:28,640 --> 01:37:31,519
Speaker 3: models that you've built is a real treat man. It's

2441
01:37:32,280 --> 01:37:34,519
Speaker 3: it's so well thought through it's so systematic. I love

2442
01:37:34,560 --> 01:37:36,360
Speaker 3: the way you think, the way you've been able to

2443
01:37:36,360 --> 01:37:40,000
Speaker 3: train yourself to realize that everything's built on behaviors, and

2444
01:37:40,040 --> 01:37:42,200
Speaker 3: the ability to even something that you said to me,

2445
01:37:42,240 --> 01:37:43,880
Speaker 3: that's really going to stay with me because I think

2446
01:37:43,920 --> 01:37:47,040
Speaker 3: about it in such a similar way. But it's so obscure,

2447
01:37:47,479 --> 01:37:49,839
Speaker 3: Like we have a lot of similarities in our beliefs,

2448
01:37:50,120 --> 01:37:51,439
Speaker 3: but some of them are a bit more.

2449
01:37:51,240 --> 01:37:52,760
Speaker 2: Different angles, which I love.

2450
01:37:52,920 --> 01:37:54,880
Speaker 3: Yeah, from different angles, but some of them are a

2451
01:37:54,880 --> 01:37:57,840
Speaker 3: bit more They're from different angles, but some of them

2452
01:37:57,840 --> 01:38:01,000
Speaker 3: are a bit more widespread held. But you're one thing

2453
01:38:01,080 --> 01:38:03,559
Speaker 3: you talked about today about how when you watch people

2454
01:38:03,600 --> 01:38:07,559
Speaker 3: say what they regret, and I think about that all

2455
01:38:07,600 --> 01:38:09,559
Speaker 3: the time. I'm like, of course you regret you didn't

2456
01:38:09,600 --> 01:38:12,439
Speaker 3: spend enough time with your family, but you're totally taking

2457
01:38:12,479 --> 01:38:15,479
Speaker 3: away from all the benefits you just got right now.

2458
01:38:15,520 --> 01:38:17,439
Speaker 3: And I'm not saying people shouldn't spend time with their family.

2459
01:38:17,880 --> 01:38:20,240
Speaker 3: It's just when you said that today, that was one

2460
01:38:20,280 --> 01:38:22,920
Speaker 3: thing that I was like, I can't be like to

2461
01:38:23,000 --> 01:38:25,519
Speaker 3: have the ability to think it through to that level,

2462
01:38:25,920 --> 01:38:28,360
Speaker 3: to not just take something at face value. And I

2463
01:38:28,360 --> 01:38:31,479
Speaker 3: think that's that's the skill I see you have, Like,

2464
01:38:31,560 --> 01:38:33,280
Speaker 3: that's the expert you're at is that you don't take

2465
01:38:33,320 --> 01:38:38,000
Speaker 3: anything at face value. And that's hard because it requires

2466
01:38:38,000 --> 01:38:41,519
Speaker 3: you to dig deep to figure out, well, what is

2467
01:38:41,560 --> 01:38:42,680
Speaker 3: the behavioral science here?

2468
01:38:43,040 --> 01:38:43,080
Speaker 2: Is?

2469
01:38:43,520 --> 01:38:44,800
Speaker 3: What is the exchange here?

2470
01:38:44,920 --> 01:38:45,000
Speaker 2: Like?

2471
01:38:45,280 --> 01:38:47,640
Speaker 3: What emotions are we talking about? I picked out some

2472
01:38:47,680 --> 01:38:53,040
Speaker 3: of my favorite alex Monmose quotes because so many. But first,

2473
01:38:53,360 --> 01:38:56,400
Speaker 3: here's a quick word from the brands that support the show.

2474
01:38:57,400 --> 01:39:00,720
Speaker 3: All Right, thank you to our sponsors. Now let's back in.

2475
01:39:01,040 --> 01:39:02,720
Speaker 3: All right, you've touched on some of this, but it'd

2476
01:39:02,760 --> 01:39:04,639
Speaker 3: be good to get your reaction to them again. All Right,

2477
01:39:04,680 --> 01:39:08,320
Speaker 3: So this one I love because I think it's so true.

2478
01:39:08,680 --> 01:39:11,479
Speaker 3: Most people want to become millionaires because of what being

2479
01:39:11,479 --> 01:39:14,760
Speaker 3: a millionaire allows you to do, not because of what

2480
01:39:14,800 --> 01:39:18,439
Speaker 3: you have to do to become a millionaire. What do

2481
01:39:18,479 --> 01:39:19,800
Speaker 3: we do about that mindset?

2482
01:39:20,640 --> 01:39:23,640
Speaker 1: It's wanting the view without the climbs. Jimmy Carr has

2483
01:39:23,640 --> 01:39:26,880
Speaker 1: a great quote on this. It's everyone wants what you have,

2484
01:39:27,000 --> 01:39:28,880
Speaker 1: but not what you did to get it. I think

2485
01:39:28,960 --> 01:39:34,760
Speaker 1: that if we make who we become the goal rather

2486
01:39:34,840 --> 01:39:38,120
Speaker 1: than the thing we achieve, instead of winning once a decade,

2487
01:39:38,200 --> 01:39:40,800
Speaker 1: we can win every day because you can continually get

2488
01:39:40,800 --> 01:39:43,040
Speaker 1: better at being who you are, and then the achievement

2489
01:39:43,080 --> 01:39:46,840
Speaker 1: is just one milestone along the path. But at least

2490
01:39:46,840 --> 01:39:49,880
Speaker 1: in my experiences, as I've actually approached milestones, when it

2491
01:39:49,920 --> 01:39:52,320
Speaker 1: becomes increasingly likely that I'm going to achieve it, it matters

2492
01:39:52,400 --> 01:39:54,320
Speaker 1: less and less. When I was in the lifting world,

2493
01:39:54,520 --> 01:39:56,479
Speaker 1: if I thought whatever my lift was and added one

2494
01:39:56,520 --> 01:39:58,400
Speaker 1: hundred pounds, I'd be like, oh my god, man, if

2495
01:39:58,400 --> 01:40:00,360
Speaker 1: I lifted that, that would be insane. The time you

2496
01:40:00,400 --> 01:40:03,160
Speaker 1: actually do lift that, you also lifted five pounds less

2497
01:40:03,160 --> 01:40:04,840
Speaker 1: than that before, and you'll lift to ten pounds less

2498
01:40:04,880 --> 01:40:06,439
Speaker 1: than that before, so you're like, well, it's really not

2499
01:40:06,479 --> 01:40:08,360
Speaker 1: that big of a stretch anymore. And so it actually,

2500
01:40:08,439 --> 01:40:11,240
Speaker 1: in some ways it's it's not even nearly as fulfilling

2501
01:40:11,280 --> 01:40:12,759
Speaker 1: as you think it is, because by the time it happens,

2502
01:40:12,800 --> 01:40:15,760
Speaker 1: you're so close to it it seems obvious, and so

2503
01:40:16,720 --> 01:40:19,120
Speaker 1: shifting from who I become rather than what I achieve

2504
01:40:19,400 --> 01:40:22,360
Speaker 1: or who I become as the achievement has been a

2505
01:40:22,400 --> 01:40:25,479
Speaker 1: wonderful reframe for like, sure, you want to be a millionaire,

2506
01:40:25,479 --> 01:40:26,720
Speaker 1: but we really want to do is become the person

2507
01:40:26,760 --> 01:40:28,599
Speaker 1: who can become a millionaire, and that you can win

2508
01:40:28,640 --> 01:40:31,320
Speaker 1: every day, and then that takes away the I don't

2509
01:40:31,360 --> 01:40:32,400
Speaker 1: want to do the things that.

2510
01:40:33,479 --> 01:40:35,439
Speaker 3: Yeah, and that comes to one of the things you

2511
01:40:35,439 --> 01:40:37,520
Speaker 3: talk about a lot that I love is sense control

2512
01:40:38,000 --> 01:40:39,400
Speaker 3: like that that to me. I think one of the

2513
01:40:39,479 --> 01:40:42,439
Speaker 3: earliest clips I saw of yours was someone had asked

2514
01:40:42,439 --> 01:40:45,800
Speaker 3: you something like, you know, what's a trait you see

2515
01:40:45,800 --> 01:40:49,000
Speaker 3: in successful people? And I think you said three things,

2516
01:40:49,000 --> 01:40:52,080
Speaker 3: and I loved hearing that that third one. The first

2517
01:40:52,080 --> 01:40:54,880
Speaker 3: one was, I think you said something like, you know,

2518
01:40:54,920 --> 01:40:57,679
Speaker 3: they're all people who who have high standards, so they

2519
01:40:57,760 --> 01:41:00,400
Speaker 3: want to they expect a lot from themselves. Yeah, second

2520
01:41:00,640 --> 01:41:03,840
Speaker 3: was but at the same time, they're good at not

2521
01:41:03,960 --> 01:41:05,400
Speaker 3: being that hard on themselves when.

2522
01:41:05,280 --> 01:41:06,679
Speaker 2: They don't get the emotional control.

2523
01:41:06,880 --> 01:41:08,639
Speaker 3: Yeah. And then the third thing was like sense control,

2524
01:41:08,640 --> 01:41:09,080
Speaker 3: if I'm.

2525
01:41:08,920 --> 01:41:11,639
Speaker 2: Not wrong, yeah, yeah. The other one was, so it's

2526
01:41:11,680 --> 01:41:12,040
Speaker 2: this one.

2527
01:41:12,080 --> 01:41:12,599
Speaker 3: Did I get wrong?

2528
01:41:12,680 --> 01:41:15,920
Speaker 1: No, No, You're it's like you have this inflated sense

2529
01:41:15,920 --> 01:41:17,400
Speaker 1: of self, so you believe you can achieve great thing.

2530
01:41:17,479 --> 01:41:18,040
Speaker 3: Yes, that's it.

2531
01:41:18,120 --> 01:41:21,439
Speaker 1: You have this crippling insecurity that pushes you away.

2532
01:41:21,560 --> 01:41:23,439
Speaker 2: Yeah. And then the third is that you can control

2533
01:41:23,439 --> 01:41:24,000
Speaker 2: your emotions.

2534
01:41:24,080 --> 01:41:26,800
Speaker 3: Yeah. And that that and I've always thought it's the

2535
01:41:26,880 --> 01:41:30,439
Speaker 3: high standards, high grace. That's been my language around it.

2536
01:41:30,800 --> 01:41:34,840
Speaker 3: But the third one of that self mastery. What do

2537
01:41:34,880 --> 01:41:39,280
Speaker 3: you think is the number one emotion that people don't

2538
01:41:39,320 --> 01:41:42,839
Speaker 3: know how to control that leads to failure.

2539
01:41:43,000 --> 01:41:48,920
Speaker 1: That is such a good question, fear, because I think

2540
01:41:48,920 --> 01:41:51,400
Speaker 1: one of the one of the most one of the

2541
01:41:51,439 --> 01:41:54,360
Speaker 1: wildest questions that I read that you know, kind of

2542
01:41:54,360 --> 01:41:57,800
Speaker 1: stuck with me, was like, what would you do if

2543
01:41:57,840 --> 01:42:00,639
Speaker 1: you weren't afraid? And I think that it's just such

2544
01:42:00,640 --> 01:42:03,679
Speaker 1: a such a powerful question to ask, because every person

2545
01:42:03,720 --> 01:42:06,040
Speaker 1: has the fear is the thing that gives you the

2546
01:42:06,120 --> 01:42:09,200
Speaker 1: hundred reasons. And what's really interesting about this is that

2547
01:42:09,920 --> 01:42:12,920
Speaker 1: we are our brains are exceptionally good at finding problems,

2548
01:42:12,920 --> 01:42:15,080
Speaker 1: which is why I'm a big fan of inverted thinking.

2549
01:42:15,120 --> 01:42:16,280
Speaker 1: So how can I think of it all the ways

2550
01:42:16,280 --> 01:42:18,240
Speaker 1: to kill my business and then do the opposite. You'll

2551
01:42:18,280 --> 01:42:19,840
Speaker 1: your brain is so much better at spotting problems than

2552
01:42:19,920 --> 01:42:22,600
Speaker 1: spotting opportunities, and so it's like use that problem, that

2553
01:42:22,680 --> 01:42:24,880
Speaker 1: problem finding thing, and then just flip it. And it

2554
01:42:24,920 --> 01:42:26,040
Speaker 1: sounds like, oh, well, I would just think of the

2555
01:42:26,080 --> 01:42:27,680
Speaker 1: opportunities that way. It's like it doesn't actually work. You

2556
01:42:27,720 --> 01:42:30,599
Speaker 1: actually have to think for the threats and then flip them.

2557
01:42:30,840 --> 01:42:33,559
Speaker 1: But I love that it's Charlie Mongerus, that's you know,

2558
01:42:33,680 --> 01:42:36,640
Speaker 1: you know, rest in peace. But from a from a

2559
01:42:36,680 --> 01:42:39,840
Speaker 1: fear perspective, it's I think it's playing it out. It's

2560
01:42:39,840 --> 01:42:42,479
Speaker 1: like what am I actually most afraid of? And so

2561
01:42:42,600 --> 01:42:45,640
Speaker 1: fear typically only lives in the vague, not in the specific.

2562
01:42:46,240 --> 01:42:47,840
Speaker 2: We tend to catastrophize to death.

2563
01:42:48,120 --> 01:42:50,680
Speaker 1: So if I make this post and people laugh at me,

2564
01:42:50,720 --> 01:42:52,400
Speaker 1: I'll get shunned and then I'll eventually go alone and

2565
01:42:52,400 --> 01:42:54,360
Speaker 1: then die right, So it's like everything just goes to

2566
01:42:54,400 --> 01:42:56,320
Speaker 1: like death right, And so playing it out into the

2567
01:42:56,320 --> 01:42:58,160
Speaker 1: specific is like, Okay, well I make this post.

2568
01:42:58,479 --> 01:42:59,280
Speaker 2: Some people will like.

2569
01:42:59,240 --> 01:43:01,360
Speaker 1: It and some people and maybe I'll get some negative comments.

2570
01:43:01,400 --> 01:43:02,680
Speaker 1: If I get naked hommuts, I'll get more reached, so

2571
01:43:02,680 --> 01:43:04,559
Speaker 1: maybe it's not a terrible thing. And then and then

2572
01:43:04,640 --> 01:43:08,280
Speaker 1: that night I will have dinner right, and that night

2573
01:43:08,320 --> 01:43:11,719
Speaker 1: I will go to bed right, and so making making

2574
01:43:11,760 --> 01:43:13,800
Speaker 1: it really really specific. And then just to add one

2575
01:43:13,800 --> 01:43:17,080
Speaker 1: more thing on that, the other really big downside of

2576
01:43:17,080 --> 01:43:19,880
Speaker 1: being human from an opportunity of money making perspective is

2577
01:43:19,880 --> 01:43:24,800
Speaker 1: that we underestimate the upside and we overestimate the downside,

2578
01:43:24,920 --> 01:43:27,280
Speaker 1: and that has been incredibly valuable for us to stay

2579
01:43:27,280 --> 01:43:31,240
Speaker 1: alive and not very valuable for us to make money.

2580
01:43:31,600 --> 01:43:33,960
Speaker 2: And so when you if you're in the developed world,

2581
01:43:34,280 --> 01:43:36,160
Speaker 2: the absolute worst.

2582
01:43:36,000 --> 01:43:40,799
Speaker 1: Case scenario is that you still have a say, fortress,

2583
01:43:40,800 --> 01:43:43,000
Speaker 1: you still have a cover, and you still have food,

2584
01:43:43,000 --> 01:43:44,439
Speaker 1: and you still have air, and you still have water,

2585
01:43:44,600 --> 01:43:46,879
Speaker 1: because in the developed world all those things are available

2586
01:43:46,920 --> 01:43:48,880
Speaker 1: to anyone, and so it's like, okay, so the worst

2587
01:43:48,880 --> 01:43:50,519
Speaker 1: case scenario is that I live and I'm completely free

2588
01:43:50,520 --> 01:43:51,640
Speaker 1: and no one bothers me. It's like, you know, that

2589
01:43:51,680 --> 01:43:54,400
Speaker 1: actually sounds not so bad when you actually play it

2590
01:43:54,400 --> 01:43:57,040
Speaker 1: all the way out. And so I think playing it

2591
01:43:57,080 --> 01:43:58,960
Speaker 1: out and actually really thinking what would I then do.

2592
01:43:59,000 --> 01:44:01,320
Speaker 1: I probably reach out to say and she would let

2593
01:44:01,360 --> 01:44:03,400
Speaker 1: me sleep on her couch, okay, so, and I would

2594
01:44:03,400 --> 01:44:03,840
Speaker 1: ask her.

2595
01:44:03,800 --> 01:44:04,640
Speaker 2: If you complain it.

2596
01:44:04,640 --> 01:44:05,920
Speaker 1: I'd be like, hey, Sarah, if I were to do

2597
01:44:05,960 --> 01:44:07,720
Speaker 1: something and I were to fail, how long would you

2598
01:44:07,800 --> 01:44:09,120
Speaker 1: let me sleep on your couch. You're like, I'd give

2599
01:44:09,120 --> 01:44:11,640
Speaker 1: you six months, and you're like okay. So it all

2600
01:44:11,640 --> 01:44:14,120
Speaker 1: of a sudden it becomes concrete, and I think that

2601
01:44:14,120 --> 01:44:16,840
Speaker 1: that starts to really evaporate fear rather than like oh,

2602
01:44:16,880 --> 01:44:17,960
Speaker 1: I will die totally.

2603
01:44:18,080 --> 01:44:18,280
Speaker 2: Yeah.

2604
01:44:18,280 --> 01:44:20,280
Speaker 3: I remember that when I when I made the leap,

2605
01:44:20,360 --> 01:44:22,559
Speaker 3: I was like, and of course I was in a

2606
01:44:22,560 --> 01:44:24,360
Speaker 3: position to be able to say this, but I was like, Okay, well,

2607
01:44:24,360 --> 01:44:26,280
Speaker 3: I'll just go back to what I was doing and

2608
01:44:26,360 --> 01:44:28,400
Speaker 3: if this didn't work, I would just go back, like

2609
01:44:28,400 --> 01:44:30,080
Speaker 3: I'll figure out a way get the job back, and

2610
01:44:30,080 --> 01:44:32,200
Speaker 3: I'll get the job back and I'll go back to

2611
01:44:32,240 --> 01:44:34,920
Speaker 3: do it. And that was the reality. And of course

2612
01:44:34,960 --> 01:44:36,360
Speaker 3: it was still at the time when I felt this

2613
01:44:36,479 --> 01:44:38,960
Speaker 3: was taking up all of that. All right, another one

2614
01:44:38,960 --> 01:44:41,840
Speaker 3: that I love. This, This one really really hit me

2615
01:44:42,240 --> 01:44:43,840
Speaker 3: and I feel it's going to resonate with a lot

2616
01:44:43,840 --> 01:44:46,479
Speaker 3: of people if you haven't heard it yet. People fail

2617
01:44:46,600 --> 01:44:50,479
Speaker 3: not because there's some magical list nobody has. They fail

2618
01:44:50,640 --> 01:44:53,200
Speaker 3: because it's an obvious list nobody does.

2619
01:44:53,640 --> 01:44:55,080
Speaker 2: I'm so happy you like that one.

2620
01:44:55,200 --> 01:44:58,320
Speaker 1: It didn't like I just just just to give kudos

2621
01:44:58,320 --> 01:45:00,680
Speaker 1: to Jay here. You picked out tweets that were not

2622
01:45:00,760 --> 01:45:03,000
Speaker 1: like super Bang or high performers, but like I wrote

2623
01:45:03,000 --> 01:45:04,680
Speaker 1: these and I was like, this is like, this is

2624
01:45:04,720 --> 01:45:05,000
Speaker 1: a thing.

2625
01:45:05,040 --> 01:45:08,760
Speaker 3: I didn't pick them based on performance. I picked them

2626
01:45:08,760 --> 01:45:10,559
Speaker 3: based on like I was like, I read this, I

2627
01:45:10,600 --> 01:45:11,360
Speaker 3: was like, yes.

2628
01:45:11,240 --> 01:45:14,479
Speaker 1: Like, I like that, So just kudos to you for

2629
01:45:14,479 --> 01:45:17,360
Speaker 1: that because it makes me feel good. But yeah, so,

2630
01:45:18,000 --> 01:45:19,479
Speaker 1: I mean this is a super known one, but like

2631
01:45:19,479 --> 01:45:21,280
Speaker 1: the magic isn't the work that we're not doing, right,

2632
01:45:21,320 --> 01:45:23,920
Speaker 1: it's the obvious list. If you were trying to get

2633
01:45:23,960 --> 01:45:26,000
Speaker 1: in shape, you know, you should eat less and you

2634
01:45:26,000 --> 01:45:26,719
Speaker 1: should move more.

2635
01:45:26,800 --> 01:45:27,320
Speaker 2: You know that.

2636
01:45:27,680 --> 01:45:29,160
Speaker 1: And so I used to even do these with when

2637
01:45:29,160 --> 01:45:30,600
Speaker 1: I would have a weight loss customer who come in

2638
01:45:30,600 --> 01:45:32,479
Speaker 1: the door and they'd be like, so, tell me more

2639
01:45:32,479 --> 01:45:34,960
Speaker 1: about the and I would just say, like, do we

2640
01:45:35,000 --> 01:45:37,160
Speaker 1: really need to get into it? Like you already know

2641
01:45:37,240 --> 01:45:38,760
Speaker 1: what you're supposed to do. The question is why you

2642
01:45:38,760 --> 01:45:40,760
Speaker 1: aren't doing it. That's what I'm here for. And so

2643
01:45:41,120 --> 01:45:43,080
Speaker 1: in a lot of these situations, like you probably know

2644
01:45:43,120 --> 01:45:45,519
Speaker 1: that if you're going to invest, you should, yeah, you know,

2645
01:45:45,720 --> 01:45:47,320
Speaker 1: wait ten years. And if you're not willing to wait

2646
01:45:47,360 --> 01:45:49,080
Speaker 1: ten years, then you shouldn't buy it, which means that

2647
01:45:49,080 --> 01:45:50,000
Speaker 1: if you're like, well I don't have the time to

2648
01:45:50,000 --> 01:45:53,320
Speaker 1: do that research, then don't invest. Increase your active income, right,

2649
01:45:54,080 --> 01:45:55,439
Speaker 1: and so and all these things like okay, well how

2650
01:45:55,479 --> 01:45:56,960
Speaker 1: do I increase my activit? Well, I know I need

2651
01:45:57,000 --> 01:45:58,280
Speaker 1: to do more than I currently am I know I

2652
01:45:58,320 --> 01:46:00,160
Speaker 1: need to put my stuff out there. And so one

2653
01:46:00,160 --> 01:46:04,280
Speaker 1: of my favorite frames around this is it's the Solomon paradox, right,

2654
01:46:04,320 --> 01:46:06,080
Speaker 1: And so for theose W don't know. In the Bible,

2655
01:46:06,160 --> 01:46:10,040
Speaker 1: Solomon wise man, they called Solomon paradox because he gave

2656
01:46:10,080 --> 01:46:13,519
Speaker 1: amazing advice, but his life was in shambles. And so

2657
01:46:13,720 --> 01:46:15,719
Speaker 1: the thing is that we're exceptionally good at giving advice

2658
01:46:15,800 --> 01:46:18,160
Speaker 1: and very good and very bad at following it for ourselves.

2659
01:46:18,640 --> 01:46:21,080
Speaker 1: And so what's interesting is that they actually did studies

2660
01:46:21,080 --> 01:46:23,960
Speaker 1: on this where they had people they whitewash someone's existing

2661
01:46:24,000 --> 01:46:27,120
Speaker 1: circumstances and their conditions and had the same people, not

2662
01:46:27,200 --> 01:46:30,240
Speaker 1: knowing they were criticizing themselves, give critiques to this person

2663
01:46:30,360 --> 01:46:32,280
Speaker 1: what to do to improve their lives. And the thing

2664
01:46:32,320 --> 01:46:33,920
Speaker 1: is is that none of the people are doing it.

2665
01:46:34,000 --> 01:46:36,479
Speaker 1: And so the thing is, I like that frame because

2666
01:46:36,680 --> 01:46:39,679
Speaker 1: if you parachute your sorry, protect yourself in the future

2667
01:46:39,680 --> 01:46:41,360
Speaker 1: and look back and say, Okay, what would eighty years

2668
01:46:41,520 --> 01:46:43,000
Speaker 1: old version of me tell me to do?

2669
01:46:43,320 --> 01:46:44,240
Speaker 2: For some reason, it kind of like.

2670
01:46:44,240 --> 01:46:46,320
Speaker 1: Disembodies yourself a little bit, and you can get back

2671
01:46:46,360 --> 01:46:48,000
Speaker 1: and say, well, I would tell myself to do this,

2672
01:46:48,000 --> 01:46:49,280
Speaker 1: this and this, and the thing is is that you

2673
01:46:49,360 --> 01:46:52,720
Speaker 1: have complete context on your situation, and so sometimes it's

2674
01:46:52,720 --> 01:46:54,439
Speaker 1: some of the best advice you can get. And I

2675
01:46:54,479 --> 01:46:55,880
Speaker 1: know this is kind of like the inverted thing where

2676
01:46:55,880 --> 01:46:58,240
Speaker 1: you'd be like, oh, well, I just actually go through

2677
01:46:58,240 --> 01:47:00,320
Speaker 1: the process and say, I'm going to write down a

2678
01:47:00,360 --> 01:47:02,320
Speaker 1: conversation with myself that's eighty years old.

2679
01:47:02,560 --> 01:47:04,160
Speaker 2: What would he or she tell me to do?

2680
01:47:05,320 --> 01:47:08,400
Speaker 1: And it probably is that obvious list that no one does,

2681
01:47:08,640 --> 01:47:11,320
Speaker 1: not the magical list that no one knows. Because the

2682
01:47:11,360 --> 01:47:13,360
Speaker 1: thing is is that like the clues of success are

2683
01:47:13,640 --> 01:47:16,439
Speaker 1: in plain sight, it's just that the sweat that's required,

2684
01:47:16,479 --> 01:47:18,200
Speaker 1: the price tag associated with them is the one that

2685
01:47:18,200 --> 01:47:20,599
Speaker 1: people don't want to pay. So people don't really give

2686
01:47:20,680 --> 01:47:24,080
Speaker 1: up on their dreams. They give up they see what

2687
01:47:24,160 --> 01:47:26,360
Speaker 1: it takes to get their dreams and then decide it's

2688
01:47:26,360 --> 01:47:29,280
Speaker 1: too expensive. And I think that's the big thing is

2689
01:47:29,280 --> 01:47:31,600
Speaker 1: is they think it's mispriced. And maybe it is, and

2690
01:47:31,640 --> 01:47:34,400
Speaker 1: I think that's okay. But my preference would be that

2691
01:47:34,439 --> 01:47:37,080
Speaker 1: many people say, you know what, that's not worth it

2692
01:47:37,120 --> 01:47:40,439
Speaker 1: to me, and then be like, great, you've won. Like

2693
01:47:40,520 --> 01:47:42,479
Speaker 1: you've won, you don't need to get anywhere you've already won.

2694
01:47:42,479 --> 01:47:45,240
Speaker 1: Where you're at So that's at least my thought on it.

2695
01:47:45,360 --> 01:47:50,200
Speaker 3: Yeah, I love that. How does someone who listens to

2696
01:47:50,240 --> 01:47:54,200
Speaker 3: this episode versus someone who applies this episode live differently

2697
01:47:54,240 --> 01:47:55,000
Speaker 3: today or tomorrow.

2698
01:47:56,479 --> 01:47:58,800
Speaker 1: Well, if someone just listens to the episode, tomorrow will

2699
01:47:58,840 --> 01:48:01,479
Speaker 1: be the same for you. So that's an easy one.

2700
01:48:01,520 --> 01:48:04,519
Speaker 1: This was just entertainment for you. Just define in terms

2701
01:48:04,560 --> 01:48:06,960
Speaker 1: of actions what you were going to do. I mean,

2702
01:48:07,000 --> 01:48:09,040
Speaker 1: that is really it. And so like you can prove

2703
01:48:09,080 --> 01:48:11,760
Speaker 1: to yourself that you learned something from this podcast rather

2704
01:48:11,840 --> 01:48:15,439
Speaker 1: than just being entertained by this podcast, by simply doing

2705
01:48:15,560 --> 01:48:18,479
Speaker 1: something different, taking and action. And so maybe it is

2706
01:48:18,520 --> 01:48:20,280
Speaker 1: just recording that self a video and texting it to

2707
01:48:20,320 --> 01:48:21,040
Speaker 1: one hundred people.

2708
01:48:21,320 --> 01:48:21,680
Speaker 2: That's it.

2709
01:48:21,720 --> 01:48:23,639
Speaker 1: You could just do that and you would have I mean,

2710
01:48:23,640 --> 01:48:26,679
Speaker 1: you would be so much further ahead than you were yesterday.

2711
01:48:26,960 --> 01:48:29,280
Speaker 1: And what's crazy is that the amount of progress that

2712
01:48:29,320 --> 01:48:32,160
Speaker 1: you make in that first twenty hours is greater than

2713
01:48:32,200 --> 01:48:33,920
Speaker 1: any amount of progress that you will likely make over

2714
01:48:33,920 --> 01:48:37,040
Speaker 1: the remainder of your career, because going from absolutely terrible

2715
01:48:37,240 --> 01:48:39,280
Speaker 1: too proficient happens so fast.

2716
01:48:39,520 --> 01:48:39,680
Speaker 2: Now.

2717
01:48:39,720 --> 01:48:42,120
Speaker 1: To be clear, all of the gains come from going

2718
01:48:42,120 --> 01:48:44,439
Speaker 1: from proficient to master, which take a huge amount of time,

2719
01:48:44,680 --> 01:48:47,080
Speaker 1: but It's one of the most exciting times because like,

2720
01:48:47,120 --> 01:48:48,360
Speaker 1: all right, look I can build an app. Now, oh

2721
01:48:48,400 --> 01:48:49,920
Speaker 1: look I can build a web page, or look, I

2722
01:48:50,240 --> 01:48:51,920
Speaker 1: can show the people out of self stup, whatever it is.

2723
01:48:52,160 --> 01:48:54,080
Speaker 1: And I think I would just want to get to that,

2724
01:48:54,439 --> 01:48:56,160
Speaker 1: like get to that fast learning curve as fast as

2725
01:48:56,160 --> 01:48:56,320
Speaker 1: you can.

2726
01:48:56,360 --> 01:48:58,400
Speaker 2: And the only we can do that at starting. I

2727
01:48:58,520 --> 01:48:59,080
Speaker 2: love it. All right.

2728
01:48:59,120 --> 01:49:00,960
Speaker 3: Here's another one. I don't know if it's a popular

2729
01:49:01,000 --> 01:49:03,840
Speaker 3: one or not, but deleting work life balance for a

2730
01:49:03,880 --> 01:49:07,080
Speaker 3: season nets you more work life balance over a lifetime.

2731
01:49:07,960 --> 01:49:12,040
Speaker 1: So I love this frame shift, which is everyone talks

2732
01:49:12,080 --> 01:49:13,960
Speaker 1: about work life balance, but no one talks about it

2733
01:49:14,000 --> 01:49:17,240
Speaker 1: over what timeline. Paul Graham said this from my Combinator.

2734
01:49:17,240 --> 01:49:19,600
Speaker 1: He said, in order to make a million dollars, you

2735
01:49:19,640 --> 01:49:21,920
Speaker 1: have to endure million dollars worth of pain. And so

2736
01:49:22,439 --> 01:49:23,800
Speaker 1: you might be able to endure a million dollars with

2737
01:49:23,840 --> 01:49:26,200
Speaker 1: a pain over forty years, or you can crunch it

2738
01:49:26,280 --> 01:49:29,640
Speaker 1: into four crazy years and then after that you can

2739
01:49:29,680 --> 01:49:32,400
Speaker 1: have whatever you want to have afterwards. And so I

2740
01:49:32,439 --> 01:49:37,080
Speaker 1: think about life in seasons rather than on microcosms days

2741
01:49:37,280 --> 01:49:40,040
Speaker 1: and even weeks, and I think that shifting that perspective

2742
01:49:40,160 --> 01:49:42,720
Speaker 1: will really only solve one core problem for people, which

2743
01:49:42,760 --> 01:49:44,519
Speaker 1: is that they feel like they are doing something wrong

2744
01:49:44,720 --> 01:49:47,560
Speaker 1: by making a sacrifice today, and there's always going and

2745
01:49:47,600 --> 01:49:50,920
Speaker 1: again it's an eternal question how much do I risk?

2746
01:49:51,439 --> 01:49:53,839
Speaker 1: How much do I consume versus invest? These are classic

2747
01:49:53,920 --> 01:49:56,320
Speaker 1: human problems that will never have a correct answer, And

2748
01:49:56,360 --> 01:49:57,840
Speaker 1: it's more what's the correct answer for you in your

2749
01:49:57,840 --> 01:50:00,080
Speaker 1: season right now, based on the goals you have? And

2750
01:50:00,120 --> 01:50:02,639
Speaker 1: so I think, if anything, I would want that quote

2751
01:50:02,640 --> 01:50:04,439
Speaker 1: to give some people permission.

2752
01:50:04,439 --> 01:50:06,280
Speaker 2: To work a weekend every once in a while, to.

2753
01:50:06,600 --> 01:50:08,240
Speaker 1: Take the five to nine on both sides of the

2754
01:50:08,280 --> 01:50:10,200
Speaker 1: day and say, you know what, I Am going to

2755
01:50:10,240 --> 01:50:13,280
Speaker 1: be unbalanced. And that's okay because at least in my

2756
01:50:13,320 --> 01:50:15,920
Speaker 1: observation and probably yours, I have yet to see a

2757
01:50:15,960 --> 01:50:18,679
Speaker 1: hyper successful person who doesn't have a wildly unbalanced life,

2758
01:50:18,720 --> 01:50:21,200
Speaker 1: or at least for a significant period of time. And

2759
01:50:21,240 --> 01:50:23,000
Speaker 1: we want to just make sure that we're not looking

2760
01:50:23,000 --> 01:50:24,680
Speaker 1: at someone once they are a billionaire and saying what

2761
01:50:24,720 --> 01:50:26,560
Speaker 1: are they doing now? Because they might be in a

2762
01:50:26,600 --> 01:50:28,640
Speaker 1: different season now, and so don't look at what you

2763
01:50:28,640 --> 01:50:30,040
Speaker 1: know Warren Buffet's doing now when he says I have

2764
01:50:30,040 --> 01:50:31,680
Speaker 1: I make two good decisions a year I've had a

2765
01:50:31,680 --> 01:50:32,080
Speaker 1: good year.

2766
01:50:32,240 --> 01:50:34,360
Speaker 2: Well, if you make two good decisions a year, you're.

2767
01:50:34,200 --> 01:50:36,880
Speaker 1: Still probably not gonna You're not gonna be warm Buffett, right,

2768
01:50:37,560 --> 01:50:40,320
Speaker 1: And so I think about that as my as my frame.

2769
01:50:40,439 --> 01:50:43,519
Speaker 3: Yeah, don't read someone's chapter twenty when you're writing your

2770
01:50:43,600 --> 01:50:46,720
Speaker 3: chapter one. It doesn't make any sense. I remember growing up,

2771
01:50:47,000 --> 01:50:49,400
Speaker 3: not growing up. I remember a few years ago when

2772
01:50:49,920 --> 01:50:52,840
Speaker 3: Gary Gary's version that I loved, which is like in

2773
01:50:52,880 --> 01:50:54,760
Speaker 3: his words and so I'll say each ship for two

2774
01:50:54,840 --> 01:50:57,599
Speaker 3: years and then eat cavia for the rest of your life. Yeah,

2775
01:50:57,640 --> 01:50:59,479
Speaker 3: And it was so interesting to me how much you

2776
01:50:59,479 --> 01:51:02,280
Speaker 3: could do in two years if you just went all

2777
01:51:02,320 --> 01:51:05,760
Speaker 3: in as opposed to this idea of like I'm gonna

2778
01:51:05,760 --> 01:51:07,200
Speaker 3: be really balanced for ten years. And I was thinking

2779
01:51:07,200 --> 01:51:09,320
Speaker 3: about the other day and you said seasons. And I

2780
01:51:09,360 --> 01:51:10,640
Speaker 3: was saying this the other day when I was on

2781
01:51:10,680 --> 01:51:13,280
Speaker 3: tour storing to Jesse. It'sler and I said this to Jesse.

2782
01:51:13,320 --> 01:51:15,120
Speaker 3: We were talking about something similar, and I was just like,

2783
01:51:15,840 --> 01:51:18,680
Speaker 3: I would never want a day. A perfect day is

2784
01:51:18,760 --> 01:51:23,640
Speaker 3: not a day where it rains, snows, sun and fall, right, Like,

2785
01:51:23,680 --> 01:51:25,960
Speaker 3: that's not a perfect day. Like you wouldn't say that,

2786
01:51:25,960 --> 01:51:27,599
Speaker 3: you wouldn't say I hope it rains today. I hope

2787
01:51:27,600 --> 01:51:29,639
Speaker 3: it snows today. I hope it's sunny, and I hope

2788
01:51:29,640 --> 01:51:32,120
Speaker 3: the leaves shed. Like that's not a perfect day, but

2789
01:51:32,160 --> 01:51:35,080
Speaker 3: that's what you want every day. And Nature's already showing

2790
01:51:35,080 --> 01:51:37,720
Speaker 3: you the cycles that work. But we're trying to go

2791
01:51:37,760 --> 01:51:41,040
Speaker 3: against nature by saying I want everything to happen today.

2792
01:51:40,840 --> 01:51:42,800
Speaker 1: And I want all my days to be over the

2793
01:51:42,840 --> 01:51:43,559
Speaker 1: halfway line.

2794
01:51:43,640 --> 01:51:44,040
Speaker 3: Yeah.

2795
01:51:44,080 --> 01:51:45,800
Speaker 1: And so I think about this from a law of

2796
01:51:45,880 --> 01:51:47,680
Speaker 1: large numbers perspective, which is, let's say you have three

2797
01:51:47,760 --> 01:51:51,120
Speaker 1: hundred and sixty five days in a year, and there's

2798
01:51:51,160 --> 01:51:53,680
Speaker 1: going to be if you change nothing the bottom ten

2799
01:51:53,720 --> 01:51:55,280
Speaker 1: percent of days, you're gonna have thirty six days in

2800
01:51:55,280 --> 01:51:58,080
Speaker 1: the year that are bottom ten percent days. That there's

2801
01:51:58,120 --> 01:52:00,479
Speaker 1: nothing wrong with the day, it's just that this happens

2802
01:52:00,520 --> 01:52:02,439
Speaker 1: to be a bottom ten percent day. And so I

2803
01:52:02,439 --> 01:52:04,599
Speaker 1: think a lot of suffering comes from just the normal

2804
01:52:04,680 --> 01:52:07,879
Speaker 1: volatility or variation that exists in life and then somehow

2805
01:52:07,920 --> 01:52:11,000
Speaker 1: ascribing meaning to it and saying, oh, and because this

2806
01:52:11,040 --> 01:52:13,320
Speaker 1: is the bottom ten percent, it is bad. Rather than

2807
01:52:13,680 --> 01:52:15,880
Speaker 1: it is sunny, it is rainy, and I need rain

2808
01:52:15,960 --> 01:52:18,240
Speaker 1: in order to appreciate sun, right, And so it's like

2809
01:52:18,280 --> 01:52:20,320
Speaker 1: we can't have just upside. It's the trade offs, Like

2810
01:52:20,520 --> 01:52:22,439
Speaker 1: I want all the good without the bad.

2811
01:52:22,560 --> 01:52:24,160
Speaker 2: But the bad is what makes the good good.

2812
01:52:24,439 --> 01:52:27,360
Speaker 3: Yeah. Yeah, and the bad is what sometimes what keeps

2813
01:52:27,360 --> 01:52:29,639
Speaker 3: you going. Yeah, because if it's just good, maybe you'd stop,

2814
01:52:29,720 --> 01:52:32,240
Speaker 3: maybe you'd yeah. Well, last one of these that I

2815
01:52:32,240 --> 01:52:33,479
Speaker 3: wanted to pick out, which I think is going to

2816
01:52:33,479 --> 01:52:35,360
Speaker 3: help a lot of people because I've been doing it

2817
01:52:35,360 --> 01:52:36,960
Speaker 3: a lot. I'm writing my third book right now, and

2818
01:52:37,000 --> 01:52:39,479
Speaker 3: this has changed my life. It's amazing how much you

2819
01:52:39,479 --> 01:52:41,840
Speaker 3: can get done if you work for twelve hours without

2820
01:52:41,840 --> 01:52:46,879
Speaker 3: your phone. So, I mean, it was simple yet so profound.

2821
01:52:47,080 --> 01:52:50,519
Speaker 1: So I defined so that here's the number one the

2822
01:52:51,240 --> 01:52:54,000
Speaker 1: highest value productivity hack that I can give anyone. So

2823
01:52:54,120 --> 01:52:58,360
Speaker 1: this is the hack of productivity. Do nothing except for

2824
01:52:58,439 --> 01:52:59,840
Speaker 1: the task you set out to achieve.

2825
01:53:00,479 --> 01:53:00,880
Speaker 2: That's it.

2826
01:53:01,360 --> 01:53:04,040
Speaker 1: So everything that people do in order to increase productivity

2827
01:53:04,040 --> 01:53:05,800
Speaker 1: that is not working on the task at hand is

2828
01:53:05,840 --> 01:53:07,080
Speaker 1: by very definition.

2829
01:53:06,760 --> 01:53:07,759
Speaker 2: Making them less productive.

2830
01:53:08,200 --> 01:53:10,160
Speaker 1: Like period. And so I think people have these very

2831
01:53:10,200 --> 01:53:11,599
Speaker 1: long routines. I think they have these like I got

2832
01:53:11,640 --> 01:53:12,160
Speaker 1: to get in the mood.

2833
01:53:12,160 --> 01:53:12,559
Speaker 2: I got in this.

2834
01:53:12,560 --> 01:53:15,360
Speaker 1: But it's like, what if you could start taking action

2835
01:53:15,439 --> 01:53:17,880
Speaker 1: despite your mood and then get into the mood faster

2836
01:53:18,040 --> 01:53:20,880
Speaker 1: through taking the action. And so all of the things

2837
01:53:20,880 --> 01:53:22,320
Speaker 1: that have made me more productive in life have been

2838
01:53:22,320 --> 01:53:25,479
Speaker 1: through elimination, not addition. And so it is eliminating outside

2839
01:53:25,520 --> 01:53:27,960
Speaker 1: stimulus besides the one task that I'm working on. And

2840
01:53:28,000 --> 01:53:30,840
Speaker 1: so if we think the hypothetical ideal, our hypothetical extream

2841
01:53:30,840 --> 01:53:32,680
Speaker 1: of the most focused person in the world is that

2842
01:53:32,680 --> 01:53:34,640
Speaker 1: that person would do literally nothing besides that one thing,

2843
01:53:34,640 --> 01:53:36,519
Speaker 1: which means the wouldn't eat, they wouldn't sleep. Now at

2844
01:53:36,560 --> 01:53:38,200
Speaker 1: some point they're like, okay, well, in order for it,

2845
01:53:38,439 --> 01:53:40,080
Speaker 1: he has to eat and he has to sleep. Okay,

2846
01:53:40,160 --> 01:53:42,320
Speaker 1: So every other hour is just this one thing. And

2847
01:53:42,360 --> 01:53:44,200
Speaker 1: so if we take that as the hypothetical extreme, we

2848
01:53:44,200 --> 01:53:46,320
Speaker 1: want to approximate there or get as close as possible

2849
01:53:46,360 --> 01:53:48,640
Speaker 1: to that extreme as humanly possible. And so for me,

2850
01:53:48,720 --> 01:53:50,639
Speaker 1: it's good night's sleep knowing what I'm going to start

2851
01:53:50,680 --> 01:53:54,240
Speaker 1: on the day before. Caffeinate ear plugs, I double earplug.

2852
01:53:54,240 --> 01:53:55,640
Speaker 1: I put the plugs, and then I put the things on,

2853
01:53:55,880 --> 01:53:57,439
Speaker 1: and I work in a room that has no windows.

2854
01:53:57,439 --> 01:53:59,000
Speaker 1: Now some people are like, that's depressing for me, But

2855
01:53:59,080 --> 01:54:01,120
Speaker 1: for me, it'll laws me to lose myself in my

2856
01:54:01,160 --> 01:54:03,439
Speaker 1: work not get distracted by something that's going on outside.

2857
01:54:03,479 --> 01:54:04,960
Speaker 3: Well, I was just about to say, I'm glad you

2858
01:54:04,960 --> 01:54:07,880
Speaker 3: brought up environment because everyone has an environment they thrive in.

2859
01:54:07,920 --> 01:54:10,200
Speaker 3: So I'm the same. I need I need instrumental music.

2860
01:54:10,200 --> 01:54:12,080
Speaker 3: I don't can't have music with lyrics when I'm thinking that,

2861
01:54:12,240 --> 01:54:14,880
Speaker 3: I just can't do it. So I have some artists

2862
01:54:14,880 --> 01:54:16,880
Speaker 3: that I'm happy to listen to instrumentals of. It also

2863
01:54:16,880 --> 01:54:18,920
Speaker 3: can't be songs that I know. Trust me in music

2864
01:54:18,960 --> 01:54:21,320
Speaker 3: that's totally unpredictable and totally random because it helps me

2865
01:54:21,320 --> 01:54:21,960
Speaker 3: with creativity.

2866
01:54:21,960 --> 01:54:22,320
Speaker 2: Interesting.

2867
01:54:22,479 --> 01:54:25,439
Speaker 3: Then I do need windows, any natural light, but I

2868
01:54:25,560 --> 01:54:28,679
Speaker 3: need to not see anything real happening. It's like sky

2869
01:54:28,960 --> 01:54:33,760
Speaker 3: treat It's like it's nondescript and there's not like yeah,

2870
01:54:33,840 --> 01:54:38,000
Speaker 3: not people exactly. And I can't work in noisy coffee

2871
01:54:38,000 --> 01:54:40,160
Speaker 3: shop like I can't work in environments like that. And

2872
01:54:40,200 --> 01:54:43,440
Speaker 3: to me, the environment is more important than this whole

2873
01:54:43,480 --> 01:54:47,560
Speaker 3: mood builder thing because that's like deep work, like you're

2874
01:54:47,560 --> 01:54:48,760
Speaker 3: in the cave doing the thing.

2875
01:54:49,280 --> 01:54:50,320
Speaker 2: Can I tell a wild example?

2876
01:54:50,480 --> 01:54:54,000
Speaker 1: Yeah, So I believe you if you control the conditions,

2877
01:54:54,000 --> 01:54:55,600
Speaker 1: you can control the outcome, right, if you know all

2878
01:54:55,600 --> 01:54:57,400
Speaker 1: the variables and so if we want to be productive,

2879
01:54:57,440 --> 01:54:59,280
Speaker 1: we want to control as many of those conditions as possible.

2880
01:54:59,320 --> 01:55:01,600
Speaker 1: And so to take up hypothetical extreme power to say, hey,

2881
01:55:01,720 --> 01:55:04,480
Speaker 1: I guarantee that everybody who's listening to this, if we

2882
01:55:04,480 --> 01:55:06,400
Speaker 1: were all in one room, I could get everyone naked

2883
01:55:06,400 --> 01:55:08,120
Speaker 1: without saying a word. He would hear that and be like,

2884
01:55:08,160 --> 01:55:10,080
Speaker 1: oh my god, that's insane. What I would do is

2885
01:55:10,080 --> 01:55:11,600
Speaker 1: I would lock all the doors, and I would turn

2886
01:55:11,680 --> 01:55:13,840
Speaker 1: up the heat to two hundred and then just wait

2887
01:55:13,960 --> 01:55:16,000
Speaker 1: and eventually everyone would get naked. And the point to

2888
01:55:16,040 --> 01:55:19,120
Speaker 1: that is that we can reconstruct the environment to get

2889
01:55:19,120 --> 01:55:21,160
Speaker 1: the desired outcome if we control as many of those

2890
01:55:21,200 --> 01:55:24,360
Speaker 1: variables as possible. And so if you don't feel as

2891
01:55:24,360 --> 01:55:26,400
Speaker 1: productive as you want, you get distracted easily. You might

2892
01:55:26,400 --> 01:55:28,880
Speaker 1: not have even given yourself a shot. Right if you're

2893
01:55:28,920 --> 01:55:32,400
Speaker 1: trying to work while having your notifications on, while letting

2894
01:55:32,400 --> 01:55:35,280
Speaker 1: people text you and call you, and you're at you know,

2895
01:55:35,600 --> 01:55:38,000
Speaker 1: in an area where people are coming by and like

2896
01:55:38,440 --> 01:55:40,320
Speaker 1: is this chair free? Is this table free? And you're

2897
01:55:40,360 --> 01:55:42,840
Speaker 1: constantly getting pulled. It's like you haven't even gotten a chance.

2898
01:55:42,840 --> 01:55:44,640
Speaker 1: And maybe you have a roommate who walks in and

2899
01:55:44,640 --> 01:55:46,560
Speaker 1: out and maybe they listen to music. And the thing

2900
01:55:46,600 --> 01:55:48,440
Speaker 1: is that many people are in those conditions and they're like, man,

2901
01:55:48,920 --> 01:55:50,600
Speaker 1: I think I think I have a medical condition. I

2902
01:55:50,640 --> 01:55:52,600
Speaker 1: think I need to get medicated. It's like, dude, you

2903
01:55:52,640 --> 01:55:55,640
Speaker 1: give your self a shot. Like Jerry Soindfeld talks about

2904
01:55:55,640 --> 01:55:57,960
Speaker 1: how his writing condition is he has a desk in

2905
01:55:58,000 --> 01:55:59,680
Speaker 1: a room that has nothing else, and he's got a

2906
01:55:59,720 --> 01:56:03,520
Speaker 1: pad and he's got a pen, and he's he doesn't

2907
01:56:03,560 --> 01:56:06,440
Speaker 1: have to write, but he can't do anything else. And

2908
01:56:06,480 --> 01:56:09,200
Speaker 1: so if we define commitment as the elimination of alternatives,

2909
01:56:09,280 --> 01:56:11,120
Speaker 1: then we need to commit to the work. Right it

2910
01:56:11,200 --> 01:56:14,520
Speaker 1: focuses anything that is not the work, is not the work,

2911
01:56:14,800 --> 01:56:17,320
Speaker 1: then that's it. And so I think that we get

2912
01:56:17,360 --> 01:56:18,720
Speaker 1: there through elimination, not thro adition.

2913
01:56:19,120 --> 01:56:21,280
Speaker 3: Yeah, I felt that. I think it's going to help

2914
01:56:21,320 --> 01:56:24,400
Speaker 3: a lot of people. And you're so right, Like even

2915
01:56:24,560 --> 01:56:27,560
Speaker 3: it's so funny you say that. Up until six months ago,

2916
01:56:27,600 --> 01:56:29,760
Speaker 3: I started to think. I was like, that's my brain

2917
01:56:29,880 --> 01:56:32,560
Speaker 3: just been rewired by TikTok, Like I was like, have

2918
01:56:32,680 --> 01:56:36,600
Speaker 3: I really lost my ability for deep work? And I

2919
01:56:36,640 --> 01:56:39,000
Speaker 3: was having this thought probably like six maybe twelve months ago,

2920
01:56:39,320 --> 01:56:41,320
Speaker 3: because I was racking my brain about a new brook

2921
01:56:41,480 --> 01:56:43,160
Speaker 3: and it wasn't as clear as it used to be

2922
01:56:43,240 --> 01:56:46,240
Speaker 3: and whatever, and I just started to do what I

2923
01:56:46,320 --> 01:56:48,640
Speaker 3: always used to do, and all of a sudden, it's

2924
01:56:48,680 --> 01:56:50,640
Speaker 3: all gone away. And I was like, I'm writing, like

2925
01:56:50,760 --> 01:56:52,800
Speaker 3: for eight hours a day Saturday and Sunday, or a

2926
01:56:52,880 --> 01:56:55,680
Speaker 3: new book every week because I loved it in the zone.

2927
01:56:55,720 --> 01:56:57,760
Speaker 3: I'm in the room that I write in, and I

2928
01:56:57,800 --> 01:57:00,920
Speaker 3: was like, oh, it's right there. I didn't give myself

2929
01:57:01,000 --> 01:57:03,600
Speaker 3: the opportunity because I was trying to do it with

2930
01:57:03,720 --> 01:57:05,120
Speaker 3: the other discission.

2931
01:57:04,760 --> 01:57:07,000
Speaker 1: Trying to squeeze it in. So you can't squeeze in focus.

2932
01:57:07,480 --> 01:57:10,120
Speaker 1: Let's say it's a jealous mistress. It requires all your.

2933
01:57:10,000 --> 01:57:14,000
Speaker 3: Attention, Alex. We end every episode with a final five.

2934
01:57:14,040 --> 01:57:17,480
Speaker 3: These questions get asked to everyone and so these are

2935
01:57:17,480 --> 01:57:19,400
Speaker 3: your final five. They have to be answered in one word,

2936
01:57:19,920 --> 01:57:24,640
Speaker 3: one sentence maximum. So question number one, Alex, what is

2937
01:57:24,680 --> 01:57:27,040
Speaker 3: the best advice you've ever heard or received?

2938
01:57:27,920 --> 01:57:30,520
Speaker 2: Do so much work it would be unreasonable for you

2939
01:57:30,600 --> 01:57:31,520
Speaker 2: not to be successful.

2940
01:57:32,080 --> 01:57:34,520
Speaker 3: Second question, what is the worst advice you've ever heard

2941
01:57:34,640 --> 01:57:35,440
Speaker 3: or received?

2942
01:57:36,200 --> 01:57:37,000
Speaker 2: Follow your passion?

2943
01:57:37,480 --> 01:57:41,040
Speaker 3: Question number three a piece of advice you wish you

2944
01:57:41,120 --> 01:57:42,200
Speaker 3: received sooner?

2945
01:57:43,760 --> 01:57:46,680
Speaker 1: Find people better than you and do whatever you can

2946
01:57:46,800 --> 01:57:49,160
Speaker 1: to get them to help you, including helping them first

2947
01:57:49,160 --> 01:57:49,959
Speaker 1: without expectation.

2948
01:57:51,040 --> 01:57:54,000
Speaker 3: Question number four A lesson that took you far too

2949
01:57:54,000 --> 01:57:55,000
Speaker 3: many times to learn.

2950
01:57:55,960 --> 01:57:59,040
Speaker 2: Focus one thing all in and.

2951
01:57:59,000 --> 01:58:00,920
Speaker 3: Fifth and final questions, And we asked this every guest

2952
01:58:01,000 --> 01:58:03,000
Speaker 3: has ever been on the show. If you could create

2953
01:58:03,040 --> 01:58:05,800
Speaker 3: one law that everyone had to follow, what would it be?

2954
01:58:06,560 --> 01:58:08,000
Speaker 2: Everyone has to give all their wealth away at the

2955
01:58:08,040 --> 01:58:08,600
Speaker 2: end of their life.

2956
01:58:09,080 --> 01:58:09,800
Speaker 3: I love that one.

2957
01:58:11,160 --> 01:58:14,000
Speaker 1: Not to your kids, but it has to be yeah, exactly,

2958
01:58:14,040 --> 01:58:14,320
Speaker 1: has to be.

2959
01:58:14,280 --> 01:58:17,480
Speaker 3: Given away to kids or ever or it doesn't matter. Yeah,

2960
01:58:17,760 --> 01:58:20,240
Speaker 3: not to your kids, Like yeah, yeah, are you saying

2961
01:58:20,240 --> 01:58:20,960
Speaker 3: beyond your kids?

2962
01:58:21,160 --> 01:58:21,360
Speaker 2: Yeah.

2963
01:58:21,400 --> 01:58:22,760
Speaker 3: My friend just told me the other day that his

2964
01:58:22,840 --> 01:58:25,680
Speaker 3: dad just took him out the will and his dad's

2965
01:58:25,680 --> 01:58:28,000
Speaker 3: given all his money away to charity and all the

2966
01:58:28,040 --> 01:58:30,840
Speaker 3: kids are our gayet anything. He was hot broke. He

2967
01:58:30,920 --> 01:58:32,440
Speaker 3: was like, oh God, I thought I was gonna pass

2968
01:58:32,440 --> 01:58:33,800
Speaker 3: them wunny.

2969
01:58:34,000 --> 01:58:38,640
Speaker 1: So there's a sanscrit saying around that, which is, if

2970
01:58:38,640 --> 01:58:42,240
Speaker 1: you have a good son, there's no need to accumulate wealth.

2971
01:58:42,480 --> 01:58:44,280
Speaker 1: If you have a bad son, there's no point to

2972
01:58:44,320 --> 01:58:46,720
Speaker 1: accumulate wealth. And so at the end of the day,

2973
01:58:47,400 --> 01:58:49,800
Speaker 1: that's I mean, that's my worldview, which is the reason

2974
01:58:49,800 --> 01:58:51,680
Speaker 1: that I want the reason that I would want the

2975
01:58:51,680 --> 01:58:54,280
Speaker 1: game to be structured so that everybody has to give

2976
01:58:54,280 --> 01:58:55,840
Speaker 1: all their stuff away at the end is because if

2977
01:58:55,840 --> 01:58:57,840
Speaker 1: you look at second and third order consequences of that,

2978
01:58:58,280 --> 01:59:01,120
Speaker 1: the people who are the best allocating earth aggregating capital,

2979
01:59:01,120 --> 01:59:03,120
Speaker 1: the people are the best at making money would be

2980
01:59:03,120 --> 01:59:04,680
Speaker 1: the ones who are also the best at allocating it.

2981
01:59:05,000 --> 01:59:07,360
Speaker 1: And so you would actually have the best tools and

2982
01:59:07,400 --> 01:59:09,680
Speaker 1: the people who are best skilled to use them. And

2983
01:59:09,760 --> 01:59:11,280
Speaker 1: so if you know you have to give it away,

2984
01:59:11,320 --> 01:59:13,520
Speaker 1: then at some point near the later part of your life,

2985
01:59:13,560 --> 01:59:16,920
Speaker 1: you would stop trying to amass and start trying to

2986
01:59:17,040 --> 01:59:19,040
Speaker 1: you'd focus on giving. And I think most people who

2987
01:59:19,040 --> 01:59:21,960
Speaker 1: do give get addicted to giving because they realized that

2988
01:59:22,000 --> 01:59:24,640
Speaker 1: actually it fills a hole that the wealth never did right.

2989
01:59:24,960 --> 01:59:26,680
Speaker 1: And so what ends up happening, though, is that from

2990
01:59:26,680 --> 01:59:29,160
Speaker 1: a societal perspective, is that if all the best allocators

2991
01:59:29,160 --> 01:59:31,400
Speaker 1: of capital then try to solve all the world's problems

2992
01:59:31,400 --> 01:59:34,200
Speaker 1: with the capital they had, so many fewer problems would exist.

2993
01:59:34,280 --> 01:59:36,360
Speaker 2: That would the whole world would get better.

2994
01:59:36,600 --> 01:59:38,880
Speaker 1: The other downstream effect of that is that it would

2995
01:59:38,880 --> 01:59:40,120
Speaker 1: get rid of a huge amount of the kind of

2996
01:59:40,160 --> 01:59:43,200
Speaker 1: the cronyism, the nepotism, the things where you know, these

2997
01:59:43,280 --> 01:59:47,160
Speaker 1: these seventh generation massive you know, wealth trust fund, you

2998
01:59:47,160 --> 01:59:49,280
Speaker 1: know kids who like it doesn't serve the kids either.

2999
01:59:49,360 --> 01:59:52,440
Speaker 1: You look at those families, they're a mess.

3000
01:59:52,480 --> 01:59:54,400
Speaker 2: Yeah, yeah, on on so many reasons.

3001
01:59:55,400 --> 01:59:57,640
Speaker 1: And so I'm a big believer in equal opportunity, not

3002
01:59:57,680 --> 02:00:01,160
Speaker 1: equal outcomes. And so if everybody's slate was clean day one,

3003
02:00:01,240 --> 02:00:04,600
Speaker 1: because no one got daddy's inheritance, then everyone starts at

3004
02:00:04,720 --> 02:00:07,520
Speaker 1: zero as close as possible. Obviously genetics, you know, can

3005
02:00:08,040 --> 02:00:10,720
Speaker 1: play a factor there, but I think that' says as

3006
02:00:10,800 --> 02:00:14,080
Speaker 1: equal of a start as we can get, and then

3007
02:00:14,280 --> 02:00:16,680
Speaker 1: everyone starts as zero, and and the ones you super

3008
02:00:16,680 --> 02:00:18,440
Speaker 1: win then turn into super givers.

3009
02:00:18,960 --> 02:00:20,120
Speaker 2: And I like that.

3010
02:00:20,480 --> 02:00:22,520
Speaker 3: Yeah, And if you don't One thing I've learned about

3011
02:00:22,560 --> 02:00:24,320
Speaker 3: that as well is if you don't give now, you

3012
02:00:24,360 --> 02:00:27,360
Speaker 3: won't give later. This feeling of like when I get

3013
02:00:27,400 --> 02:00:31,080
Speaker 3: a million dollars, i'll give more, it doesn't work that way.

3014
02:00:31,520 --> 02:00:33,920
Speaker 3: It's a purport, Like it will hurt ten percent at

3015
02:00:33,920 --> 02:00:35,600
Speaker 3: a million dollars, it will hurt ten percent at one

3016
02:00:35,640 --> 02:00:38,000
Speaker 3: hundred k. Like it's not that's not going to change.

3017
02:00:38,040 --> 02:00:40,520
Speaker 3: And another phrase that we'd always hear in the monastery

3018
02:00:40,600 --> 02:00:42,840
Speaker 3: was God doesn't see how much you give, God sees

3019
02:00:42,880 --> 02:00:45,480
Speaker 3: how much you hold back. And so that's why I

3020
02:00:45,560 --> 02:00:48,920
Speaker 3: like your law a lot, because it's that feeling of like, hey,

3021
02:00:48,920 --> 02:00:51,040
Speaker 3: you know, at the end of it, I gave it all.

3022
02:00:51,840 --> 02:00:55,240
Speaker 3: The book is called one hundred Million Dollar Money Models,

3023
02:00:55,400 --> 02:00:57,600
Speaker 3: part of the one hundred Million Dollar Series, Alex I

3024
02:00:57,640 --> 02:01:00,200
Speaker 3: hope this is the first of many many conversations we

3025
02:01:00,200 --> 02:01:04,360
Speaker 3: have online and Offlan truly loved our time together and honestly,

3026
02:01:04,400 --> 02:01:06,120
Speaker 3: I've become a bigger fan of spending this time with

3027
02:01:06,160 --> 02:01:08,760
Speaker 3: you and this This was a masterclass for so many

3028
02:01:08,800 --> 02:01:10,400
Speaker 3: I'm going to be sending this to a lot of

3029
02:01:10,440 --> 02:01:13,360
Speaker 3: people I know who need to. There's some podcasts that

3030
02:01:13,400 --> 02:01:15,040
Speaker 3: you do and you're just like, yeah, I'm going to

3031
02:01:15,120 --> 02:01:18,720
Speaker 3: send this personally to people in my life who I

3032
02:01:18,720 --> 02:01:20,000
Speaker 3: think this is going to change for us.

3033
02:01:20,000 --> 02:01:22,200
Speaker 1: So thank you so much, man, I'm super humbled and

3034
02:01:22,240 --> 02:01:23,800
Speaker 1: very honored. So thank you so much for having me.

3035
02:01:23,840 --> 02:01:24,080
Speaker 3: Thank you.

3036
02:01:24,120 --> 02:01:24,280
Speaker 2: Man.

3037
02:01:24,560 --> 02:01:27,280
Speaker 3: If this is the year that you're trying to get creative,

3038
02:01:27,360 --> 02:01:29,920
Speaker 3: you're trying to build more, I need you to listen

3039
02:01:29,960 --> 02:01:32,880
Speaker 3: to this episode with Rick Rubin on how to break

3040
02:01:32,920 --> 02:01:37,080
Speaker 3: into your most creative self, how to use unconventional methods

3041
02:01:37,120 --> 02:01:40,960
Speaker 3: that lead to success, and the secret to genuinely loving

3042
02:01:41,000 --> 02:01:43,520
Speaker 3: what you do. If you're trying to find your passion

3043
02:01:43,600 --> 02:01:47,040
Speaker 3: and your lane, Rick Rubin's episode is the one for you?

3044
02:01:47,480 --> 02:01:49,839
Speaker 3: Just because I like it, that doesn't give it any value,

3045
02:01:50,080 --> 02:01:52,480
Speaker 3: like as an artist, if you like it, that's all

3046
02:01:52,520 --> 02:01:56,200
Speaker 3: of the value. That's the success comes when you say

3047
02:01:56,520 --> 02:01:58,680
Speaker 3: I like this enough for other people to see it.