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Speaker 1: This episode is brought to you by P and C Bank.

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Speaker 1: A lot of people think podcasts about work are boring,

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Speaker 1: and sure they definitely can be, but understanding a professionals

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Speaker 1: routine shows us how they achieve their success little by little,

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Speaker 1: day after day. It's like banking with P and C Bank.

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Speaker 1: what helps you live or more happily fulfilled life. P

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Speaker 1: and C Bank Brilliantly Boring since eighteen sixty five. Brilliantly

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Speaker 1: Boring since eighteen sixty five is a service mark of

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Speaker 1: National Association Member FDIC.

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Speaker 2: Erness What's Up?

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Speaker 1: You ever walk into a small business and everything just

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Speaker 1: tipping is a breeze, and you're out the door before

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Speaker 1: at a pop up market, or even one of our

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Speaker 3: Yes, sir, Yeah, back at it Fact Special Halloween Edition.

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Speaker 2: Yeah, we are here. Shout out everybody that is here

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Speaker 2: with us. That is love for sure.

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Speaker 3: So this is this is something that is a big

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Speaker 3: topic when you're talking about you know, said today we

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Speaker 3: posted that there's actually going to be more people with

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Speaker 3: fifty percent of the people that working on to five

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Speaker 3: jobs are considering quitting their jobs and becoming entrepreneurs. Even

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Speaker 3: more than the Great Resignation, I think that's what they

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Speaker 3: called it. A few years ago, a lot of people

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Speaker 3: resigned for their jobs of the jobs. This is this

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Speaker 3: is you know, one of the ones man, and uh,

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Speaker 3: you know, as far as these holidays, they're designed to

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Speaker 3: actually get you to spend money. So if you want

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Speaker 3: to partake in that, that's fine, but the work never stops.

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Speaker 3: So you know, this is more important than dressing up

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Speaker 3: as your favorite celebrity and going to a Halloween party.

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Speaker 1: I think there's been some creative costumes, but yeah, we

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Speaker 1: grow up in an environment where there was that number

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Speaker 1: that we all wanted to get to, and it was like,

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Speaker 1: all right, if we can make six figures, we can

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Speaker 1: make six physits. And then it was like, yeah, we

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Speaker 1: can make it. But finding a career that would actually

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Speaker 1: pay you, nobody tells you that. So most people, even now,

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Speaker 1: I watch some of the young people that we educated

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Speaker 1: graduate and are trying to figure out how do they

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Speaker 1: get to the one hundred thousand mark.

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Speaker 2: They're taking jobs that don't really equate to it.

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Speaker 1: It's an interesting time that we're in, but we gotta

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Speaker 1: we gotta interest in that ahead of.

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Speaker 3: Alls, so just be clear. So the title of this

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Speaker 3: is how to go from a none to five employee

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Speaker 3: to a six figure entrepreneur. Now, before we bring our

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Speaker 3: guests on just to fully explain that you have to

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Speaker 3: become you have to earn six figures before you are

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Speaker 3: a millionaire. But there's a wide range from six figures.

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Speaker 3: One hundred thousand is the minimum level. Six figures goes

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Speaker 3: up to nine hundred and ninety nine thousand. So just

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Speaker 3: the term six figs figs, six figures not enough. But

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Speaker 3: we do want to paint realistic expectations on stepping stones,

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Speaker 3: So keep that in mind. It's not just to say, okay,

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Speaker 3: how do you just make one hundred thousand dollars and

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Speaker 3: that's it. Yeah, it's how do you actually become a

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Speaker 3: successful entrepreneur where you actually can provide for yourself? Right?

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Speaker 3: That's at the six figure level? How do you scale

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Speaker 3: that to high six figure level? Right? And then from there,

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Speaker 3: you know, you just keep going. But that's the hardest

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Speaker 3: part because the average entrepreneur makes less than fifty thousand

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Speaker 3: dollars a year. So when you're looking at that standpoint,

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Speaker 3: most entrepreneurs are actually making less than nine to five workers.

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Speaker 2: That's the story that they don't tell.

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Speaker 1: Yeah, that's that's the story that it doesn't And like

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Speaker 1: I said, it's an interesting time because number one, I

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Speaker 1: guess tonight has done it and I'm sitting in the

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Speaker 1: seat where yes, I was the nine to five employee

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Speaker 1: became a full time entrepreneur and it's done it as well.

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Speaker 2: So there's great insight to end with the specium here.

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Speaker 3: Yeah, for sure. So we're gonna bring our guests up.

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Speaker 3: But before we do that, do remember this is last

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Speaker 3: opportunity for Eyo University Troy's Options class. We actually have

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Speaker 3: an event in Houston. So, Houston, Texas, we will be

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Speaker 3: in your area Saturday. Yes, Saturday, we will be in Houston, Texas.

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Speaker 3: Can't wait to you know, tap in with all the

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Speaker 3: earner shout out to everybody in the greater Houston area.

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Speaker 3: But just wanting to remind you guys, if you're in

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Speaker 3: Houston on Saturday, myself, Troy Ian's gonna pop out, Mike

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Speaker 3: will be in the building. It's gonna be really dope networking.

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Speaker 3: It's not necessarily like an event where we're actually gonna

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Speaker 3: be talking like on a panel. We're just gonna be

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Speaker 3: amongst everybody, So you're gonna be opportunity to talk to us,

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Speaker 3: network with us, but more importantly, network with each other. Refreshments, drinks, food,

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Speaker 3: you know the whole vibe. So Houston, Texas this Saturday.

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Speaker 3: That's very important. And that's just for Eyo University. If

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Speaker 3: you're interested in y University, one day left to that sale,

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Speaker 3: go to Uyuniversity dot com into cold Market Mondays for

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Speaker 3: that discount. But Houston has been a while since the

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Speaker 3: last time we came, so I can't wait to see you, guys.

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Speaker 3: Shout out to each town. I heard the weather is good.

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Speaker 3: So okay, without further ado, let's bring the Man of

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Speaker 3: the hour up, David Shan's Dave. What's going on? My brother?

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Speaker 4: Man? Everything is good, man? How are you?

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Speaker 2: We are good? My brother?

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Speaker 4: How you feeling good? I am blessed. Man excited about

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Speaker 4: this conversation. Man shouts out to all the people that

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Speaker 4: are actually sitting here and learning that you could be

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Speaker 4: doing anything in the world right now, and people are

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Speaker 4: tuned in. Man. So I just want to take my

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Speaker 4: hat off to you, gentlemen, for leading the way of

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Speaker 4: the financial literacy revolution. There wasn't this many people talking

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Speaker 4: about stocks and reds and trusts and all this kind

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Speaker 4: of stuff before you guys came on the scene and

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Speaker 4: really educated our people. So I don't think you all

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Speaker 4: get enough credit. So thank you. I appreciate y'all.

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Speaker 2: Man appreciate you.

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Speaker 3: So this is live, ladies and gentlemen. So we're gonna

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Speaker 3: be going through strategies. We'll probably do some question and

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Speaker 3: answers at some point. So the chat this is actually

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Speaker 3: happening in real time, So hit the like button and

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Speaker 3: share too, because you can get an opportunity to get

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Speaker 3: your question answers. So so Dave, you know, for people

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Speaker 3: that may not be familiar with your story, I think

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Speaker 3: you're a perfect person to kind of have this conversation

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Speaker 3: because you embody the working man. You know, you were

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Speaker 3: actually working at cheese steak cheesecake factory, and then you

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Speaker 3: were working in the kiosks in a store, and then

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Speaker 3: you became, you know, a millionaire. But in that journey

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Speaker 3: you people know you from the podcast media side, but

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Speaker 3: you did a variety of different things from selling merch

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Speaker 3: to you know, you did a lot of different stuff, right,

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Speaker 3: and you do that journey, You've learned a lot of

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Speaker 3: different things and kind of perfected this idea of turning

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Speaker 3: and nine to five employee into a self sufficient entrepreneur

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Speaker 3: that is making six figures. So yeah, first and foremost

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Speaker 3: thank you for joining us. This is going to be

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Speaker 3: a much needed conversation for sure.

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Speaker 4: Absolutely absolutely.

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Speaker 1: Man.

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Speaker 4: Yeah, there's a lot of multi million dollar talk. But

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Speaker 4: what you said was you got to make six figures

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Speaker 4: before you make a million, but you got to learn

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Speaker 4: how to be an entrepreneur before you make six figures.

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Speaker 4: And I don't think people give themselves enough grace. I mean,

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Speaker 4: I've been trying to be an entrepreneur in my whole life.

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Speaker 4: I was able to finally quit my job in twenty twelve,

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Speaker 4: and then it took another It took another like five

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Speaker 4: years to make a million dollars collectively. But from the

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Speaker 4: time I left my job in twenty twelve, it took

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Speaker 4: another eight years for nine years to make a few million.

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Speaker 4: It was like incremental growth for a long time. But

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Speaker 4: then once you figure it out, you figured it out.

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Speaker 4: But people don't have that type of When I I

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Speaker 4: didn't know how long it was supposed to take to

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Speaker 4: make six figures or to make a million dollars because

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Speaker 4: there wasn't Instagram and there wasn't screen shops of Shopify

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Speaker 4: accounts back then. I have all my own journey, so

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Speaker 4: I know how long it was supposed to take I

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Speaker 4: started my YouTube channel in like two thousand and two

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Speaker 4: thousand and nine, maybe two thousand and eight. I didn't

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Speaker 4: get the first dollar from YouTube. Now I started in

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Speaker 4: twenty ten. I didn't get the first dollar from YouTube

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Speaker 4: to like twenty nineteen, so it took nine years. But

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Speaker 4: I didn't know that was behind the a ball. I

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Speaker 4: didn't know that was behind the curve. I was on

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Speaker 4: my own journey, so.

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Speaker 2: Didn't use that. Did you use that to your benefit?

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Speaker 4: Though? Right?

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Speaker 1: Because if you're not looking at screenshots, you're really not

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Speaker 1: comparing yourself to anything or what you look at it

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Speaker 1: now as a detriment or like, wait, had I seen that,

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Speaker 1: I could have motivated, been motivated and pushed a little

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Speaker 1: bit harder, because those in between years are the years

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Speaker 1: that people really don't talk about, right, Like you're saying

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Speaker 1: it took seven years, Like those experiences that you learn

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Speaker 1: from being in a nine to five have helped you catapult.

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Speaker 2: So was it a detriment not seeing it or did

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Speaker 2: it actually help?

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Speaker 4: No? It was a blessing. Bro. Yeah, you're a kid

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Speaker 4: in the hood. You don't know nothing, but what you

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Speaker 4: know when you get a couple of dollars, you like Yo,

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Speaker 4: you get a job making fifteen dollars an hour, when

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Speaker 4: I was like, yo, you're wealthy, and you're like you

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Speaker 4: you're happy and you're excited, and then you get around

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Speaker 4: people making six figures and you feel inferior. Brouh. Every

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Speaker 4: day of that journey of trying to be an entrepreneur,

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Speaker 4: full time entrepreneur was bliss bron like, I'm excited, I'm

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Speaker 4: happy because I'm not comparing myself to anybody. I wouldn't

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Speaker 4: have it no other way, bro.

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Speaker 3: All right, so let's get into this. So let's start. Okay,

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Speaker 3: we want to start. You want to start with just

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Speaker 3: actually going through the defining six figures. I spoke about that,

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Speaker 3: but I know, like you know, six figures is a

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Speaker 3: number that is very wide ranging, right, so on the

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Speaker 3: pathway from one hundred thousand to nine hundred and ninety

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Speaker 3: nine thousand, that's that's a big difference.

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Speaker 4: That's huge. I mean, I think the first question is

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Speaker 4: like how much money do you want to make? It's

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Speaker 4: funny when people say they want to make six figures

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Speaker 4: because they hurd it somewhere, because six figures isn't a

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Speaker 4: number you want to make a hundred thousand dollars. You

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Speaker 4: want to make a quarter million, you want to make

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Speaker 4: seven hundred fifty thousand, or make nine hundred thousand. Then

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Speaker 4: I think, most importantly is why do you want to

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Speaker 4: make that type of money? And I asked y'all this,

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Speaker 4: maybe we get out of this question this dialogue. Let's say,

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Speaker 4: for instance, you're a father of a new child and uh,

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Speaker 4: or you got some small children. The question is how

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Speaker 4: hard do you go? You go hard right now to

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Speaker 4: make as much money as possible so that when they

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Speaker 4: get older you can vie for them, or do you

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Speaker 4: enjoy those years that you're not going to get back.

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Speaker 4: So the question is how hard should I go or

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Speaker 4: how much do I need to make? I used to

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Speaker 4: say stuff like, y'all want to be a billionaire, But

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Speaker 4: then I actually realized that I don't think I want

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Speaker 4: to do what it takes to be a billionaire. I

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Speaker 4: want to go home early. I don't want to be

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Speaker 4: stressed out by more like a billion dollar deal. I

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Speaker 4: don't I don't think I want to right now because

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Speaker 4: I'm understanding who I am. So my question to y'all is,

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Speaker 4: what is your philosophy on that, especially if you've got

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Speaker 4: small children? How much money should you make?

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Speaker 3: Yeah, everybody's different, but I mean for me, it's you

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Speaker 3: got to make as much money as possible in this

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Speaker 3: world because you know, there's no certainty and everything is

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Speaker 3: going up inflation. So I think that, you know, it's

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Speaker 3: it's encouraged to be able to provide at the highest

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Speaker 3: level possible because anything happens. So that's that's my that's

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Speaker 3: my thesis on it as far as that. Yeah, but

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Speaker 3: also there's a thing of how much you making, how

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Speaker 3: much you keep so talk about that because that's important

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Speaker 3: as far as you know, just entry level setting this

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Speaker 3: conversation for business owners to understand.

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Speaker 4: Man, listen, I think it was two thy fourteen. I

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Speaker 4: made a quarter million dollars, two hundred and fifty thousand dollars.

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Speaker 4: Now y'all can have that little six figures, a little

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Speaker 4: hundred thousand. I'm at two hundred and fifty thousand dollars.

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Speaker 4: That's a bunch of money for somebody who was making

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Speaker 4: thirty thousand a year. And at the time, I'm single,

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Speaker 4: so it's it's cool to brag about at parties and

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Speaker 4: stuff like, I'm just come on, I'm an entrepreneur. I

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Speaker 4: maybe about a quarter million a year, and I actually

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Speaker 4: walked home with about thirty thousand, so I had a

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Speaker 4: bunch of overhead. I was paying a lot of people

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Speaker 4: money slipping through the cracks, and I'm like, Yo, I

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Speaker 4: made thirty thousand at cheesecake factory and now I'm making

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Speaker 4: thirty thousand as an entrepreneur coming home. But I'm managing

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Speaker 4: a bunch and I still got to pay taxes on

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Speaker 4: it when at the cheesecake factory. At your job, they

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Speaker 4: take the taxes out. So we've really got to focus

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Speaker 4: on not necessarily what we make or what we grow

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Speaker 4: so what's cool for the grand but how much we

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Speaker 4: actually bring home. So I think that's an even more

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Speaker 4: important conversation.

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Speaker 1: Yeah, So at the time, right, because obviously you're working

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Speaker 1: at cheesecake, what are the skills that you're trying to

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Speaker 1: learn as an entrepreneur?

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Speaker 2: Right?

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Speaker 1: Because sometimes we think like I'll just create a business

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Speaker 1: or something I like, and there really is no service,

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Speaker 1: there really is no product. So at the time that

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Speaker 1: you're doing it, what are the skills that are transferable

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Speaker 1: from being the nine to five to say, all right,

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Speaker 1: I can use that skill set to help me in

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Speaker 1: this entrepreneurial journey, I'm gonna learn here, I'm gonna execute here,

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Speaker 1: I'm gonna implement here.

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Speaker 4: Oh bruh, how to make a sale. So I figured

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Speaker 4: out quickly that at the cheesecake factory, the more they buy,

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Speaker 4: the more I make because it's off a percentage system.

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Speaker 4: So I needed to figure out how to get them

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Speaker 4: to spend more money. And I realized, if I go

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Speaker 4: to the table when I say my name is David,

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Speaker 4: Welcome to the Cheesecake Factory, fishing to day of salmon

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Speaker 4: and mahi mahi comes to broccoli and mashed potatoes. What

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Speaker 4: can I get you to drink? If I asked a

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Speaker 4: question of what can I get you to drink? If

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Speaker 4: that first person orders water, the other four people at

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Speaker 4: this party is going to order water, and it'll be

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Speaker 4: variations of the water. I'll take mine with lemon? Can

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Speaker 4: I get some live? Can I have ice? No ice?

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Speaker 4: But I realized that if I just suggested this strawberry lemonade,

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Speaker 4: which is five dollars in like five dollars per drink

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Speaker 4: and you get refills, if that first person gets strawberry lemonade,

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Speaker 4: the other four are going to get it too, Meaning

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Speaker 4: the check is at twenty five dollars, and if I'm

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Speaker 4: working off a twenty percent tip, I just made five bucks.

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Speaker 4: So the question that I asked at the very beginning

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Speaker 4: helped me make more money. These are the skill sets,

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Speaker 4: and I think, man, this is an important conversation because

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Speaker 4: people want to get off their job so bad, but

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Speaker 4: they haven't figured out what they need to get from

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Speaker 4: the job so that they can get off the job.

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Speaker 4: There's so many skill sets, like to make can sell,

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Speaker 4: or how do I manage my emotions when my manager

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Speaker 4: is getting on my last nerves even though that person

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Speaker 4: controls the sections that I get, how many hours I get,

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Speaker 4: and I haven't learned how to manage my emotions. So

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Speaker 4: I feel like it's okay to not like you because

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Speaker 4: you're not gonna fire me. And we have this distant relationship.

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Speaker 4: But then I realized, yo, I gotta control that even

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Speaker 4: if she doesn't like me. My manager shouts out of April.

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Speaker 4: She was cool, just not at the time. I didn't

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Speaker 4: like her, but she was. We had a mutual disrespect

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Speaker 4: for each other, but it controlled my check. So I

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Speaker 4: came in and say, yo, I'm gonna put this down.

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Speaker 4: I'm just gonna start being nice to this person who

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Speaker 4: doesn't like me and I don't like her, and my

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Speaker 4: sections got better. Anytime I needed off, I was able

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Speaker 4: to get off. So I had to manage relationships. But

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Speaker 4: I learned that at the cheesecake factory. So I don't know, YO,

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Speaker 4: somebody thought in the chat, man, we need some engagement

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Speaker 4: in the chat. If you can go through this exercise

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Speaker 4: with me, three things you could learn from your job

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Speaker 4: that once you master them, you could become a successful entrepreneur.

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Speaker 4: Because I knew if I couldn't sell a seven dollar

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Speaker 4: cheesecake or five dollars lemonade, how am I going to

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Speaker 4: sell a twenty five dollars T shirt? So there was

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Speaker 4: so many skills, bro, so many.

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Speaker 2: Yeah, it's one of these things. I say this all

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Speaker 2: the time.

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Speaker 1: Your nine to five is your investor, right, Like I

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Speaker 1: always look at the fool district as my investor. What

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Speaker 1: I chose to do from five to twelve would determine

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Speaker 1: how long I'd have the nine to five, And so

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Speaker 1: you got to you got to kind of have it.

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Speaker 1: You got to have this plan in place. A lot

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Speaker 1: of times we get discouraged, right because we don't see

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Speaker 1: it around. We don't see people being successful around us.

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Speaker 1: As you're at the chees ski, are you managing relationships

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Speaker 1: as the people are coming in to figure out, Hey,

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Speaker 1: I can pick your brain, get ideas, get ideas, get

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Speaker 1: ideas to help you outside of this one.

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Speaker 4: Hundred percent bro became y'all think. I started interviewing, Like

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Speaker 4: on Social Proof podcast, I was interviewing my guests if

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Speaker 4: they came in. First off, if I'm at a black

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Speaker 4: person with American Express, I got questions. I've ever experienced

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Speaker 4: that growing up, because I was told that black people

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Speaker 4: have bad credit and we don't get that kind of stuff.

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Speaker 4: So I'm shocked when a black person comes in and

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Speaker 4: they have an American Express card. I'm like, hey, so

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Speaker 4: what do you do? And I found out through those questions,

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Speaker 4: like I've made some really really good relationships and people

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Speaker 4: that were barbers and they had their own barbershop. And

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Speaker 4: I met this guy this really big company called They

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Speaker 4: Got This. It's a big moving company in Georgia, and

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Speaker 4: I just got a chance to talk to him. I'm

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Speaker 4: trying to understand their story, like how do you become successful?

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Speaker 4: How do you make millions of dollars? So the interviewing

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Speaker 4: started there and I realized the earlier I start the interviews,

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Speaker 4: the more money I make at the end, because I

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Speaker 4: got to build a relationship. I mean, I'm not just

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Speaker 4: taking your order, like we need to have an experience,

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Speaker 4: but this is directly tied to my check. So I

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Speaker 4: met so many people. Man, I met so many people,

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Speaker 4: and the people that I thought weren't gonna tip me,

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Speaker 4: they actually tipped me. People I thought they had all

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Speaker 4: this money and oh my god, to super fancy they

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Speaker 4: they not tipped me either. So I had to manage

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Speaker 4: the emotions and know that I'm not going to be

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Speaker 4: here for long anyway. So if I get the skills,

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Speaker 4: I'm out soon. But yeah, that's where my interviewing started.

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Speaker 3: Actually, so let's get into it. We got a thousand

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Speaker 3: on the YouTube, let's hit the like Biden and share.

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Speaker 3: Let's get this bad boy up to two thousand. All right,

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Speaker 3: let's get into to the peak. Three p's fitting uh,

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Speaker 3: young Thug is home, Welcome home, push. So there's three

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Speaker 3: p's in your philosophy.

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Speaker 4: Right before before I get there, shot, I want to

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Speaker 4: kind of talk about the math behind making this money.

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Speaker 4: So when I was when I was working at the

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Speaker 4: Chief Ka Factor, I know I wanted to make a

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Speaker 4: hundred thousand dollar dollars. I had to do the math,

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Speaker 4: and I found out that if you make eight thousand,

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Speaker 4: three hundred and thirty three dollars and thirty three cents

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Speaker 4: every single month, then you could make one hundred thousand dollars.

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Speaker 4: And then I realized I didn't even need to make

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Speaker 4: thee hundred thousand. So let's say we may Let's say

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Speaker 4: we have one hundred K. Every month, you have to

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Speaker 4: make eight thousand, three hundred and thirty three dollars and

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Speaker 4: thirty four cents. Right, that's for the month. But I

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Speaker 4: only have to make nineteen hundred twenty three dollars every week.

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Speaker 4: I didn't have to make eight thousand dollars. I could

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Speaker 4: just make nineteen hundred dollars every single week. And then

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Speaker 4: this was the game changer for me, that if I

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Speaker 4: made two hundred and seventy four dollars a day, I

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Speaker 4: can make one hundred thousand dollars. So one hundred thousand

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Speaker 4: is a really big number for the year. A smaller

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Speaker 4: number is eight thousand, three hundred and thirty three dollars.

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Speaker 4: But if I've ever had a week that I made

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Speaker 4: nineteen hundred dollars in my business, I could make one

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Speaker 4: hundred thousand dollars. Ever, Listen, y'all, if you've ever made

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Speaker 4: two hundred and seventy four dollars in a day, all

405
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Speaker 4: you have to do is do that three hundred and

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Speaker 4: sixty five times. Or if you counting like work days,

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Speaker 4: it's like three hundred and eighty three dollars a day.

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Speaker 4: If you're gonna take the weekends off. We got to

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Speaker 4: define the number one hundred thousand. All right, Well, what

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Speaker 4: if we want to make two hundred and fifty thousand. Well,

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Speaker 4: to make a two hundred fifty thousand dollars a year,

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Speaker 4: we got to make twenty thousand, eight hundred and thirty

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Speaker 4: four dollars every single month. Well, it's a lot smaller

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Speaker 4: number than two hundred and fifty thousand, Or every single week,

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Speaker 4: we got to make eight thousand, I mean, four thousand,

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Speaker 4: eight hundred and seven dollars every single week. I think

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Speaker 4: making forty eight hundred dollars is more doable than two

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Speaker 4: hundred and fifty thousand. Or for the day, if I

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Speaker 4: get to make six hundred and eighty five dollars a day,

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Speaker 4: I can make a quarter million dollars, or if I'm

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Speaker 4: going to make seven hundred and fifty thousand dollars, it's

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Speaker 4: gonna make two thousand and some change every single day

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Speaker 4: if I'm gonna make seven hundred fifty thousand. So we've

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Speaker 4: got to like whatever your goal is. After we set

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Speaker 4: the goal, let's just identify what the number is for us.

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Speaker 4: So put it in the chat for twenty twenty five.

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Speaker 4: What are we going to make in twenty twenty five.

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Speaker 4: We can't just shoot out stuff like six figures and

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Speaker 4: seven figures and I'm gonna be a millionaire and I'm

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Speaker 4: gonna be financially free, because that doesn't mean anything that

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Speaker 4: does financially free.

432
00:22:23,480 --> 00:22:26,760
Speaker 3: Mean well then also, and I don't want to cut

433
00:22:26,800 --> 00:22:29,119
Speaker 3: into you to your what you're going to do, so

434
00:22:29,320 --> 00:22:32,119
Speaker 3: if I am, just let me know. But so, this

435
00:22:32,200 --> 00:22:34,560
Speaker 3: is something that's very important for people that's in business

436
00:22:34,800 --> 00:22:36,480
Speaker 3: because it all comes down to sales. I know you're

437
00:22:36,480 --> 00:22:38,280
Speaker 3: gonna talk about sales, right, No matter what you're doing

438
00:22:38,320 --> 00:22:41,520
Speaker 3: as an entrepreneur, you're selling something. Either if you're in

439
00:22:41,520 --> 00:22:46,600
Speaker 3: a restaurant, you're selling food. If you are in clothing,

440
00:22:46,680 --> 00:22:52,480
Speaker 3: you're selling clothes items. Right, if you are a hairstytust.

441
00:22:53,119 --> 00:22:56,680
Speaker 3: You're selling your services, which is you're doing people's hair. Right,

442
00:22:57,640 --> 00:23:00,960
Speaker 3: everything is sales. Everything is sales in business. That's a

443
00:23:01,040 --> 00:23:04,040
Speaker 3: key component. Now, I do think this is this is

444
00:23:04,040 --> 00:23:07,800
Speaker 3: something that I learned because I come from a sales background.

445
00:23:08,080 --> 00:23:09,840
Speaker 3: When I was in when I was in insurance and

446
00:23:09,880 --> 00:23:14,199
Speaker 3: financial services, I was commission based. So I made a

447
00:23:14,200 --> 00:23:16,480
Speaker 3: living by selling products and I got a commission from

448
00:23:16,520 --> 00:23:19,280
Speaker 3: that product. And so if you're if you're in sales,

449
00:23:19,320 --> 00:23:21,520
Speaker 3: you know that there's there's that's that's a difficult thing

450
00:23:21,560 --> 00:23:24,760
Speaker 3: to do because your income fluctuates. Right, you have a

451
00:23:24,760 --> 00:23:27,439
Speaker 3: good month, you have a terrible month. But if you

452
00:23:27,480 --> 00:23:29,600
Speaker 3: don't sell something, you're not going to get paid. But

453
00:23:29,720 --> 00:23:32,440
Speaker 3: it's it's important because it teaches you things that entrepreneurs

454
00:23:32,440 --> 00:23:36,800
Speaker 3: need to learn. So I used to say my goal

455
00:23:36,840 --> 00:23:39,320
Speaker 3: was to make one hundred thousand dollars in a year, right,

456
00:23:39,359 --> 00:23:41,720
Speaker 3: And I used to get frustrated because I wasn't hitting

457
00:23:41,720 --> 00:23:44,600
Speaker 3: that goal twenty four, twenty five years old. I wasn't

458
00:23:44,640 --> 00:23:45,760
Speaker 3: I was not hitting that goal.

459
00:23:45,920 --> 00:23:46,120
Speaker 4: Right.

460
00:23:47,000 --> 00:23:50,480
Speaker 3: And there's a book called A Twelve Week Year, which

461
00:23:50,520 --> 00:23:54,119
Speaker 3: I recommend everybody read, right, And when I really started

462
00:23:54,119 --> 00:23:57,479
Speaker 3: to think about it, differently. I changed the way I

463
00:23:57,520 --> 00:24:00,000
Speaker 3: looked at the perspective. And you spoke about this before,

464
00:24:00,520 --> 00:24:04,200
Speaker 3: where people, I think go about it the wrong way

465
00:24:05,040 --> 00:24:08,640
Speaker 3: by saying that how much money they want to make? Right,

466
00:24:08,680 --> 00:24:10,840
Speaker 3: So they have a goal of making one hundred thousand

467
00:24:10,840 --> 00:24:13,000
Speaker 3: dollars a year, right, and then you just broke it down,

468
00:24:13,080 --> 00:24:17,040
Speaker 3: that's like eight thousand dollars among eighty nine hundred dollars

469
00:24:17,040 --> 00:24:20,600
Speaker 3: a monththing like that, right, And then so let's say

470
00:24:20,640 --> 00:24:24,040
Speaker 3: that's like two twenty two hundred dollars a week, right,

471
00:24:24,119 --> 00:24:27,240
Speaker 3: something like that. So the goal is like, Okay, I

472
00:24:27,280 --> 00:24:30,600
Speaker 3: want to make twenty hundred dollars a week. The first

473
00:24:30,640 --> 00:24:32,600
Speaker 3: the first mistake that they make is that they're saying

474
00:24:32,760 --> 00:24:34,760
Speaker 3: that their goal is too big. Now, you just explain

475
00:24:34,800 --> 00:24:37,600
Speaker 3: why you should break that goal down because it's more attainable.

476
00:24:37,800 --> 00:24:40,320
Speaker 3: Twenty two hundred dollars a week is more attainable than

477
00:24:41,080 --> 00:24:43,760
Speaker 3: one hundred thousand dollars a year. But I think that

478
00:24:43,760 --> 00:24:47,080
Speaker 3: that's still where people go wrong because they're chasing a number.

479
00:24:47,720 --> 00:24:50,119
Speaker 3: What I realize is that you can't chase the number.

480
00:24:50,160 --> 00:24:54,000
Speaker 3: You could chase. You could chase activity. Activity leads to

481
00:24:54,040 --> 00:24:56,920
Speaker 3: the number. So in my case, right, when I would

482
00:24:56,960 --> 00:24:58,920
Speaker 3: sell in life insurance, right, you get a commission from

483
00:24:58,920 --> 00:25:03,600
Speaker 3: the life insurance that you sell. So I can't control

484
00:25:04,080 --> 00:25:07,320
Speaker 3: how much money I make just going off of numbers,

485
00:25:07,359 --> 00:25:09,360
Speaker 3: because I might get a big policy and I make

486
00:25:09,600 --> 00:25:11,920
Speaker 3: a lot of money, or I might get a small

487
00:25:11,960 --> 00:25:13,720
Speaker 3: policy and I make a little bit of money. Right,

488
00:25:14,119 --> 00:25:16,160
Speaker 3: But what I realized is that I did the average

489
00:25:16,200 --> 00:25:19,520
Speaker 3: of what my average case size was. So let's say

490
00:25:19,560 --> 00:25:23,200
Speaker 3: my average case size was a thousand dollars commission. Right,

491
00:25:24,840 --> 00:25:28,200
Speaker 3: Then I realized what am I doing to actually get

492
00:25:28,200 --> 00:25:30,159
Speaker 3: a client? So there's a few ways how you can

493
00:25:30,160 --> 00:25:33,120
Speaker 3: get clients. You can cold call, you can canvas. Canvas

494
00:25:33,160 --> 00:25:35,639
Speaker 3: is like go to different businesses and just pop up.

495
00:25:35,640 --> 00:25:38,320
Speaker 3: Here's my business card talk. I wasn't good at cod calling,

496
00:25:38,320 --> 00:25:39,680
Speaker 3: and I wasn't good at canvas, and but I was

497
00:25:39,680 --> 00:25:42,760
Speaker 3: good at getting referrals. That was my pipeline to get business.

498
00:25:42,800 --> 00:25:46,080
Speaker 3: I was good at getting referrals. Then I realized that

499
00:25:46,440 --> 00:25:49,760
Speaker 3: in my system, for every three people that I contacted,

500
00:25:49,920 --> 00:25:54,680
Speaker 3: one person I would close. Right, So I realized that

501
00:25:55,160 --> 00:25:58,680
Speaker 3: the numbers worked in my favorite based on activity, not

502
00:25:58,800 --> 00:26:02,400
Speaker 3: just a number. What I'm saying is that I realized

503
00:26:03,119 --> 00:26:05,280
Speaker 3: that in order for me to hit the financial goal.

504
00:26:05,320 --> 00:26:09,000
Speaker 3: It was based on activity. I needed to get let's

505
00:26:09,000 --> 00:26:11,919
Speaker 3: say ten referrals every week. Every week, I needed to

506
00:26:11,920 --> 00:26:14,439
Speaker 3: get let's say fifteen referrals. I needed to get fifteen

507
00:26:14,440 --> 00:26:16,800
Speaker 3: refrals every single week because I knew if I got

508
00:26:16,800 --> 00:26:20,760
Speaker 3: fifteen referrals, then I would close five people. If I

509
00:26:20,800 --> 00:26:25,359
Speaker 3: closed five people, that's five thousand dollars. But that's still

510
00:26:25,400 --> 00:26:28,439
Speaker 3: not good enough because it's like, well, how are you

511
00:26:28,560 --> 00:26:31,280
Speaker 3: going to get fifteen referrals? So then I have to

512
00:26:31,280 --> 00:26:33,720
Speaker 3: have a system in place. How am I actually even

513
00:26:33,840 --> 00:26:36,359
Speaker 3: meeting people. I had a few ways to meet people.

514
00:26:37,400 --> 00:26:41,200
Speaker 3: I would go to events, would and I would try

515
00:26:41,240 --> 00:26:44,720
Speaker 3: to meet people from there. I would call existing clients, right,

516
00:26:45,160 --> 00:26:47,680
Speaker 3: I would have my circle of influence. So you put

517
00:26:47,720 --> 00:26:49,760
Speaker 3: together a project one hundred the people that you know,

518
00:26:50,160 --> 00:26:52,119
Speaker 3: you take them out to lunch. So now I'm breaking

519
00:26:52,119 --> 00:26:54,439
Speaker 3: it down. I'm saying, Okay, I need to get my

520
00:26:54,680 --> 00:26:58,600
Speaker 3: goal in this situation is to get fifteen referrals. But

521
00:26:58,800 --> 00:27:01,320
Speaker 3: in order for me to get fifth referrals, I have

522
00:27:01,440 --> 00:27:05,520
Speaker 3: to reach out to one hundred people. Right, So now

523
00:27:06,119 --> 00:27:08,240
Speaker 3: the one hundred people I have to I have to

524
00:27:08,240 --> 00:27:10,240
Speaker 3: get in contact with one hundred people every single week

525
00:27:10,280 --> 00:27:12,960
Speaker 3: for me to hit my goal. Now, break that down.

526
00:27:12,960 --> 00:27:15,240
Speaker 3: I'm working. Let's say I'm working five days Monday through Friday.

527
00:27:15,560 --> 00:27:17,560
Speaker 3: I have to I have to get in front of

528
00:27:17,640 --> 00:27:20,480
Speaker 3: twenty people. Right, I don't physically have to get in

529
00:27:20,520 --> 00:27:22,520
Speaker 3: front of twenty people, but I gotta talk to twenty people.

530
00:27:22,880 --> 00:27:27,119
Speaker 3: So now i have Tuesday through Wednesday, I'm just calling.

531
00:27:27,520 --> 00:27:30,920
Speaker 3: That's my call days. So in that day, I'm gonna

532
00:27:30,920 --> 00:27:33,080
Speaker 3: talk to forty people on the calls. You could talk

533
00:27:33,119 --> 00:27:35,680
Speaker 3: to forty people in three days. That's very realistic. Right,

534
00:27:37,000 --> 00:27:40,639
Speaker 3: Thursday is carved out for in person. I'm gonna go

535
00:27:40,760 --> 00:27:43,280
Speaker 3: to as many i'ma go to like two different networking

536
00:27:43,320 --> 00:27:45,119
Speaker 3: events if I can. In New York, I'm gonna go

537
00:27:45,200 --> 00:27:47,879
Speaker 3: anywhere Chamber of Commerce because I gotta meet people on that.

538
00:27:48,320 --> 00:27:51,919
Speaker 3: And then Friday was my coffee day, where I'm getting

539
00:27:52,000 --> 00:27:54,439
Speaker 3: in front of old clients, new clients, people that I

540
00:27:54,480 --> 00:27:58,879
Speaker 3: just went to college with. So what I'm saying is

541
00:27:58,920 --> 00:28:03,960
Speaker 3: that that idea of just making the money wasn't working

542
00:28:04,000 --> 00:28:06,440
Speaker 3: out for me. But when I when I realized that

543
00:28:06,480 --> 00:28:11,240
Speaker 3: the money was a byproduct of the action in the activity. See,

544
00:28:11,280 --> 00:28:15,200
Speaker 3: I can control the activity, I can't control the outcome, right,

545
00:28:15,520 --> 00:28:18,400
Speaker 3: I can't control if I'm gonna sell you what you're

546
00:28:18,440 --> 00:28:21,440
Speaker 3: gonna buy, But I know if I do enough activity,

547
00:28:22,480 --> 00:28:25,359
Speaker 3: the odds are in my favor to reach that goal.

548
00:28:25,680 --> 00:28:27,720
Speaker 3: Now it's like how much money do I want to make?

549
00:28:28,160 --> 00:28:31,880
Speaker 3: Because now if I if I double my activity, I'm

550
00:28:31,880 --> 00:28:34,479
Speaker 3: gonna double my income. It's just the mathematical game at

551
00:28:34,480 --> 00:28:37,920
Speaker 3: that point. Right now we're doubling the activity comes with

552
00:28:37,960 --> 00:28:41,000
Speaker 3: me working twice as many hours. So now you have

553
00:28:41,040 --> 00:28:42,880
Speaker 3: to say, okay, well is it worth me? Or you

554
00:28:42,880 --> 00:28:45,160
Speaker 3: can say how can I do this more efficiently? Can

555
00:28:45,200 --> 00:28:47,520
Speaker 3: I bring it? Can I work with another partner right

556
00:28:47,560 --> 00:28:49,840
Speaker 3: where he can canvass and then we split fifty to fifty.

557
00:28:50,200 --> 00:28:55,360
Speaker 3: But your volume of activity dictates your volume of income.

558
00:28:56,440 --> 00:29:00,200
Speaker 3: That's something that I think is vitally important. You have

559
00:29:00,200 --> 00:29:02,960
Speaker 3: to track this too. So the twelve week year. The

560
00:29:03,000 --> 00:29:05,360
Speaker 3: reason why the book is called twelve week Year is

561
00:29:05,400 --> 00:29:08,960
Speaker 3: because they break the year down into twelve weeks, right,

562
00:29:09,000 --> 00:29:11,920
Speaker 3: so it's much easier to look at it from that

563
00:29:11,960 --> 00:29:14,680
Speaker 3: standpoint as opposed to just canvassing the whole thing. And

564
00:29:14,720 --> 00:29:19,120
Speaker 3: then we had systems in place, so every Sunday I

565
00:29:19,200 --> 00:29:21,520
Speaker 3: track my activity, so you can't just leave it up

566
00:29:21,560 --> 00:29:23,280
Speaker 3: to hope. You can you can't. You have to take

567
00:29:23,320 --> 00:29:26,320
Speaker 3: hope and guess the word as right. So it's an

568
00:29:26,360 --> 00:29:29,280
Speaker 3: activity that I'm tracking. So I'm tracking by hand. At

569
00:29:29,280 --> 00:29:32,160
Speaker 3: that time, I got, I got one referral, I'll close

570
00:29:32,240 --> 00:29:33,960
Speaker 3: one app. I did this, so I gotta I got

571
00:29:34,000 --> 00:29:36,480
Speaker 3: a whole list, and every Sunday I'm looking at it.

572
00:29:36,560 --> 00:29:39,840
Speaker 3: If I fell short on one of these three things,

573
00:29:39,880 --> 00:29:41,600
Speaker 3: I'm like, Okay, this week, I got to make up

574
00:29:41,640 --> 00:29:44,320
Speaker 3: for it, or why did I fall short this week?

575
00:29:44,560 --> 00:29:48,160
Speaker 3: You can't let more than a week go by with

576
00:29:48,320 --> 00:29:53,360
Speaker 3: you having bad habits and not being disciplined to actually

577
00:29:53,400 --> 00:29:56,520
Speaker 3: meeting that quota. You got to meet that quota, and

578
00:29:56,560 --> 00:29:58,520
Speaker 3: you have to You have to be diligent and answer

579
00:29:58,600 --> 00:30:00,680
Speaker 3: to yourself. If you don't have an account ability partner,

580
00:30:00,720 --> 00:30:02,280
Speaker 3: which is good, but if you don't have an account

581
00:30:02,440 --> 00:30:05,400
Speaker 3: accountability partner, you got to your own accountability partner. So

582
00:30:06,240 --> 00:30:08,360
Speaker 3: that book is a very good read because it teaches

583
00:30:08,400 --> 00:30:11,360
Speaker 3: you how to be extremely disciplined. And like I said,

584
00:30:11,360 --> 00:30:14,120
Speaker 3: I'm using the example of the life insurance but you

585
00:30:14,120 --> 00:30:16,560
Speaker 3: can use that example for anything, right, any any form

586
00:30:16,560 --> 00:30:21,400
Speaker 3: of business sales. But never worry about the money, worry

587
00:30:21,440 --> 00:30:25,720
Speaker 3: about the activity and the activity will be get you

588
00:30:25,880 --> 00:30:31,680
Speaker 3: to the actual money. Sorry to content right there, but yeah.

589
00:30:32,520 --> 00:30:37,000
Speaker 4: That's strong and I would agree with you. It's just

590
00:30:37,200 --> 00:30:40,920
Speaker 4: different people have different motivations. So it's like some people

591
00:30:40,920 --> 00:30:43,120
Speaker 4: that actively, like if there's going to be a content creator,

592
00:30:43,760 --> 00:30:47,600
Speaker 4: you do enough activity, something happens. But some people need

593
00:30:47,640 --> 00:30:51,440
Speaker 4: a target. So some people are to all, I want

594
00:30:51,440 --> 00:30:55,800
Speaker 4: to make ten sales today, and know you can't. You

595
00:30:55,840 --> 00:30:58,760
Speaker 4: can't control someone taking money out of their pocket and

596
00:30:58,800 --> 00:31:03,240
Speaker 4: giving it to you. But without the goal of the ten,

597
00:31:03,920 --> 00:31:07,360
Speaker 4: when you're at eight, if you did the activity, you're like,

598
00:31:07,400 --> 00:31:09,800
Speaker 4: all right, well I did my activity for the day,

599
00:31:09,840 --> 00:31:12,800
Speaker 4: which is gonna yield some fruit. But some people need that. Yo,

600
00:31:13,480 --> 00:31:15,680
Speaker 4: I'm gonna work a little bit extra because there's a

601
00:31:15,680 --> 00:31:18,400
Speaker 4: specific goal that I have to hit. But like you said,

602
00:31:18,720 --> 00:31:21,680
Speaker 4: everybody has their different driving motivaate like for me, I

603
00:31:21,720 --> 00:31:28,120
Speaker 4: need a target. And obviously the more you do your activity,

604
00:31:28,920 --> 00:31:33,680
Speaker 4: the activity starts to a ratio shows up. So if

605
00:31:33,720 --> 00:31:37,479
Speaker 4: I make ten calls, I'll close three of them. If

606
00:31:37,520 --> 00:31:40,080
Speaker 4: I continue to do that, I'll make five thousand. Well

607
00:31:40,160 --> 00:31:43,160
Speaker 4: my goal is to make twenty thousand. I know, I

608
00:31:43,240 --> 00:31:47,080
Speaker 4: just gotta for X my activity. So you're one hundred

609
00:31:47,080 --> 00:31:50,200
Speaker 4: percent on point, and I hope everybody's taking notes because

610
00:31:50,240 --> 00:31:53,240
Speaker 4: you can't. You can't even start this conversation until you

611
00:31:53,280 --> 00:31:56,040
Speaker 4: get active and you start to see what your ratio

612
00:31:56,120 --> 00:31:58,320
Speaker 4: looks like and how you can improve it. But you

613
00:31:58,360 --> 00:32:01,480
Speaker 4: will get to a point where, if you have enough activity,

614
00:32:01,840 --> 00:32:03,760
Speaker 4: you can start to predict your income. Like in this

615
00:32:03,840 --> 00:32:07,080
Speaker 4: webinar space, you talk to somebody that's like really dolled

616
00:32:07,080 --> 00:32:09,640
Speaker 4: into the webinar. They know exactly how much money they

617
00:32:09,640 --> 00:32:12,200
Speaker 4: need to spend, They know exactly how many people need

618
00:32:12,240 --> 00:32:14,600
Speaker 4: to show up to this webinar, and they know by

619
00:32:14,640 --> 00:32:16,720
Speaker 4: the ninety minute mark how many people need to be

620
00:32:16,760 --> 00:32:21,000
Speaker 4: on and they can predict within a percent of how

621
00:32:21,000 --> 00:32:23,720
Speaker 4: many people are going to buy. They got that joint

622
00:32:23,760 --> 00:32:27,560
Speaker 4: dialed in. But we have to start somewhere, like Rishonda's saying,

623
00:32:27,600 --> 00:32:31,000
Speaker 4: y'all have to start somewhere, get a product. And I

624
00:32:31,000 --> 00:32:32,520
Speaker 4: think that leads into the next point.

625
00:32:32,400 --> 00:32:35,240
Speaker 3: Right, yeah, for sure. Okay, So now we are going

626
00:32:35,240 --> 00:32:37,800
Speaker 3: to the three piece. The first and this is for

627
00:32:37,920 --> 00:32:42,160
Speaker 3: any business. These these are essential, like the core elements

628
00:32:42,160 --> 00:32:44,440
Speaker 3: of being successful as an entrepreneur. So the first thing

629
00:32:44,520 --> 00:32:47,520
Speaker 3: is a product. You gotta sell something, right, so talk

630
00:32:47,560 --> 00:32:48,560
Speaker 3: about product.

631
00:32:49,440 --> 00:32:53,440
Speaker 4: Yo. Listen. I need y'all to share this out with yo.

632
00:32:53,520 --> 00:32:56,440
Speaker 4: Y'all got y'all got three people on here that's giving

633
00:32:56,480 --> 00:32:59,120
Speaker 4: y'all game. I need y'all to share this out with

634
00:32:59,280 --> 00:33:03,280
Speaker 4: three people in your phone right now that are going

635
00:33:03,320 --> 00:33:06,360
Speaker 4: to hit major goals in twenty twenty five. Share this

636
00:33:06,440 --> 00:33:10,240
Speaker 4: out with three people. This is probably the most important

637
00:33:10,280 --> 00:33:13,120
Speaker 4: conversation most of you are going to have for the

638
00:33:13,160 --> 00:33:16,200
Speaker 4: rest of the year. So in comment done, after it

639
00:33:16,280 --> 00:33:18,720
Speaker 4: is done, comment, share it out with three people that

640
00:33:18,800 --> 00:33:22,160
Speaker 4: you love. So the product, we have to find something

641
00:33:22,200 --> 00:33:26,480
Speaker 4: to sell and the best place to start as a

642
00:33:26,520 --> 00:33:29,280
Speaker 4: product or service. And let me talk to my content

643
00:33:29,360 --> 00:33:32,160
Speaker 4: creators out here that are thinking you're going to be

644
00:33:32,160 --> 00:33:35,120
Speaker 4: an entrepreneur and you're just gonna create content. You're gonna

645
00:33:35,160 --> 00:33:38,640
Speaker 4: create content until something works out. And I'm not mad

646
00:33:38,680 --> 00:33:42,040
Speaker 4: at that, But as you're creating content, I'm asking you,

647
00:33:42,200 --> 00:33:45,320
Speaker 4: begging you, pleading with you to get some sort of

648
00:33:45,360 --> 00:33:48,560
Speaker 4: product in your hand. So if you're gonna teach, you're

649
00:33:48,600 --> 00:33:52,600
Speaker 4: gonna run a podcast of financial literacy, have a financial

650
00:33:52,600 --> 00:33:58,120
Speaker 4: literacy book or a planner, or a motivational hotline or

651
00:33:58,200 --> 00:34:01,520
Speaker 4: some have some sort of product or a service that

652
00:34:01,600 --> 00:34:05,840
Speaker 4: you can sell. So a product is something that allows

653
00:34:06,680 --> 00:34:11,680
Speaker 4: the transfer of ownership, either temporarily or permanently for a fee.

654
00:34:12,320 --> 00:34:14,680
Speaker 4: And I came up with that definition myself, so you're

655
00:34:14,719 --> 00:34:17,120
Speaker 4: not gonna find it on Google. A product is something

656
00:34:17,160 --> 00:34:22,160
Speaker 4: that allows the transfer of ownership, either temporarily or permanently

657
00:34:22,600 --> 00:34:27,400
Speaker 4: for a fee. What can you give to someone that

658
00:34:27,520 --> 00:34:30,600
Speaker 4: they be willing to pay you for? And I think

659
00:34:30,680 --> 00:34:34,960
Speaker 4: it's important to start out selling something that's easy to produce,

660
00:34:35,719 --> 00:34:38,759
Speaker 4: easy to deliver, and easy for people to pay. You

661
00:34:40,080 --> 00:34:41,840
Speaker 4: come up with some sort of product service. Let me

662
00:34:41,840 --> 00:34:45,960
Speaker 4: ask y'all to Raseean and Troy. Let's say, for instance,

663
00:34:46,000 --> 00:34:47,840
Speaker 4: you were still working at the high school or you

664
00:34:47,840 --> 00:34:52,440
Speaker 4: were at some sort of job, and you're gonna come

665
00:34:52,520 --> 00:34:56,240
Speaker 4: up with a product today today, in the current climate

666
00:34:56,320 --> 00:34:58,520
Speaker 4: that we're in right now, are y'all going to do

667
00:34:58,560 --> 00:35:00,919
Speaker 4: product or service thing? And what would it be?

668
00:35:01,680 --> 00:35:06,120
Speaker 3: So I come but this isn't this is hypothetical for me.

669
00:35:06,200 --> 00:35:09,200
Speaker 3: This is I come from a service background. That's what

670
00:35:09,320 --> 00:35:12,040
Speaker 3: I come from. So I was an entrepreneur on the

671
00:35:12,120 --> 00:35:14,919
Speaker 3: service side. I wasn't an entrepreneur on the product side.

672
00:35:14,920 --> 00:35:17,399
Speaker 3: But I looked at my service as the product though,

673
00:35:18,160 --> 00:35:20,960
Speaker 3: So I was an entrepreneur on the service side, and

674
00:35:21,920 --> 00:35:24,840
Speaker 3: I feel like you can be a service based provider

675
00:35:25,160 --> 00:35:28,479
Speaker 3: but launch products off of that, which I'll talk about after.

676
00:35:28,719 --> 00:35:30,640
Speaker 3: I want to hear you. You finish what you got

677
00:35:30,640 --> 00:35:35,320
Speaker 3: to say. But I come from the service side. I

678
00:35:35,320 --> 00:35:37,040
Speaker 3: don't come from the product side. I come from the service.

679
00:35:37,040 --> 00:35:39,239
Speaker 3: So I had to learn product. I had to learn

680
00:35:39,440 --> 00:35:45,080
Speaker 3: that aspect. I didn't have to learn the sales closing service.

681
00:35:45,480 --> 00:35:52,520
Speaker 3: That's my wheelhouse. The product thing came later online from

682
00:35:52,560 --> 00:35:57,760
Speaker 3: learning from different people. But that's my personal thing. Answer

683
00:35:57,800 --> 00:36:01,000
Speaker 3: to that question, I would.

684
00:36:00,840 --> 00:36:01,720
Speaker 2: Go service too.

685
00:36:01,800 --> 00:36:04,959
Speaker 1: I would say service just based on my skill set

686
00:36:05,320 --> 00:36:08,320
Speaker 1: being in front of people, working with people, having to educate.

687
00:36:08,560 --> 00:36:10,840
Speaker 1: There's a service that I'm providing every single day in school.

688
00:36:10,920 --> 00:36:13,319
Speaker 1: Most teachers don't look at themselves or educators don't look

689
00:36:13,320 --> 00:36:15,560
Speaker 1: at themselves, like, but you're providing a service, probably the

690
00:36:15,560 --> 00:36:19,800
Speaker 1: most important service if you think about what the actual

691
00:36:19,800 --> 00:36:22,360
Speaker 1: task is, and so it would definitely be in service.

692
00:36:22,400 --> 00:36:25,360
Speaker 1: And again the service would actually be the product.

693
00:36:25,960 --> 00:36:28,680
Speaker 4: What would give me give me some real examples of

694
00:36:28,719 --> 00:36:30,960
Speaker 4: a service. Would you start a tutoring service? Would you

695
00:36:31,000 --> 00:36:32,680
Speaker 4: start a what would the service be.

696
00:36:33,280 --> 00:36:36,000
Speaker 2: Yeah, so I actually was doing this. I was I

697
00:36:36,040 --> 00:36:36,319
Speaker 2: had it.

698
00:36:36,400 --> 00:36:38,360
Speaker 1: I was actually a tutor, right, and so I was

699
00:36:38,360 --> 00:36:41,279
Speaker 1: trying to create multiple streams. Right, I'm figuring out like, yeah,

700
00:36:41,360 --> 00:36:43,520
Speaker 1: six figures, six figures, that's we're here, growing up. And

701
00:36:43,520 --> 00:36:45,080
Speaker 1: I'm like, well we get to the six figures as

702
00:36:45,080 --> 00:36:46,480
Speaker 1: an educator, and I'm like, well, now we got to

703
00:36:46,480 --> 00:36:48,319
Speaker 1: figure out how to make more. So it was being

704
00:36:48,360 --> 00:36:51,839
Speaker 1: a tutor. It was creating athletic programs, and so I

705
00:36:51,880 --> 00:36:55,520
Speaker 1: was a coach. I had a fitness club, and then

706
00:36:55,760 --> 00:36:58,480
Speaker 1: on the weekends I would I would do things as well,

707
00:36:58,920 --> 00:37:02,200
Speaker 1: just around education. So I'm trying to figure out how

708
00:37:02,239 --> 00:37:05,520
Speaker 1: many skills can I provide based on what I'm doing now.

709
00:37:05,560 --> 00:37:07,759
Speaker 1: And so if education was the thing, here are the

710
00:37:07,800 --> 00:37:09,279
Speaker 1: things that I can do to make money from it

711
00:37:09,520 --> 00:37:10,480
Speaker 1: and provide a service?

712
00:37:11,680 --> 00:37:14,160
Speaker 4: Love it. We'll just we'll your service be if you

713
00:37:14,440 --> 00:37:17,719
Speaker 4: had to start the day is before y M or

714
00:37:17,760 --> 00:37:19,840
Speaker 4: in this current climate right now, what will the service be?

715
00:37:22,440 --> 00:37:23,520
Speaker 4: Or give me some ideas.

716
00:37:24,600 --> 00:37:27,279
Speaker 3: I mean, like I said, I mean, I don't like

717
00:37:27,320 --> 00:37:29,680
Speaker 3: to do much too much hypothetical. I like to actually say,

718
00:37:29,719 --> 00:37:33,560
Speaker 3: like what we did, right, So my service was financial

719
00:37:33,600 --> 00:37:35,880
Speaker 3: services because there's always going to be a need for people.

720
00:37:36,520 --> 00:37:39,439
Speaker 3: Financial service is always is always a need for that, right,

721
00:37:39,800 --> 00:37:42,440
Speaker 3: and then we realize that we're in a day and

722
00:37:42,480 --> 00:37:45,640
Speaker 3: age now with social media, that media has taken a

723
00:37:45,640 --> 00:37:54,000
Speaker 3: different fold. So switched from financial services to media. That's

724
00:37:54,040 --> 00:37:57,120
Speaker 3: really what happened in real life. So I could only

725
00:37:57,160 --> 00:38:02,000
Speaker 3: say what we did because that's what I would do again, right,

726
00:38:02,280 --> 00:38:05,440
Speaker 3: because it worked, So I would, I would. I would

727
00:38:05,480 --> 00:38:07,800
Speaker 3: do the same pathway as far as earning a leisure

728
00:38:08,400 --> 00:38:12,760
Speaker 3: media side subscription based service with Eyo University, which leads

729
00:38:12,800 --> 00:38:19,040
Speaker 3: to events, which leads to you know, uh, money that

730
00:38:19,080 --> 00:38:21,879
Speaker 3: you can make from from YouTube, podcast and stuff like that.

731
00:38:21,920 --> 00:38:24,359
Speaker 3: But I don't want to tell somebody to do that

732
00:38:24,800 --> 00:38:28,080
Speaker 3: because that's not something that everybody's passionate about. Everybody's not

733
00:38:28,080 --> 00:38:33,880
Speaker 3: gonna successful. But that's a realistic blueprint that we followed

734
00:38:34,440 --> 00:38:35,080
Speaker 3: that has worked.

735
00:38:36,239 --> 00:38:37,120
Speaker 2: It never stopped.

736
00:38:37,360 --> 00:38:40,080
Speaker 1: Yeah, that's why I said both of them are the

737
00:38:40,120 --> 00:38:43,120
Speaker 1: core of it is educated in providing a service to people,

738
00:38:43,400 --> 00:38:46,040
Speaker 1: and so we're in the people service business for sure.

739
00:38:46,239 --> 00:38:49,080
Speaker 4: If I had to, I don't think if I start

740
00:38:49,120 --> 00:38:52,880
Speaker 4: over again in this particular climate, I don't know if

741
00:38:52,920 --> 00:38:54,879
Speaker 4: I would do this I started with T shirts right,

742
00:38:54,960 --> 00:38:59,640
Speaker 4: a T shirt company, and there wasn't it wasn't as accessible.

743
00:38:59,680 --> 00:39:02,200
Speaker 4: There was like drop shipping. At that time, it wasn't

744
00:39:02,560 --> 00:39:06,160
Speaker 4: everyone didn't have their own T shirt brand. So it's

745
00:39:06,160 --> 00:39:08,080
Speaker 4: still kind of impressive that, oh you got your own

746
00:39:08,120 --> 00:39:10,440
Speaker 4: clothing brand. Oh they got the next label. Wow, Like

747
00:39:10,520 --> 00:39:13,480
Speaker 4: people are impressed. Right. So if I had to start

748
00:39:13,520 --> 00:39:16,239
Speaker 4: with some sort of product for me today and I

749
00:39:16,280 --> 00:39:18,399
Speaker 4: just want to shoot out some stuff because some people

750
00:39:18,440 --> 00:39:21,080
Speaker 4: are having a brain block of like what I could do,

751
00:39:21,280 --> 00:39:25,840
Speaker 4: I would probably go into something with helping students with

752
00:39:26,360 --> 00:39:29,120
Speaker 4: a book or some sort of way to teach kids

753
00:39:29,440 --> 00:39:33,000
Speaker 4: in an engaging way. Because after COVID, when people went home,

754
00:39:33,760 --> 00:39:36,280
Speaker 4: they're getting kids back to lock in and pay attention.

755
00:39:36,360 --> 00:39:39,239
Speaker 4: That really had an effect on our educational system and

756
00:39:39,960 --> 00:39:43,080
Speaker 4: our kids. So if I was going to do a service,

757
00:39:43,160 --> 00:39:45,040
Speaker 4: I would pick up a camera and I would be

758
00:39:45,080 --> 00:39:48,799
Speaker 4: a videographer or a content creator, a photographer something like that.

759
00:39:49,280 --> 00:39:51,560
Speaker 4: The moral of the story is, whatever your product or

760
00:39:51,600 --> 00:39:54,439
Speaker 4: service is going to be, it shouldn't be a cool

761
00:39:54,520 --> 00:39:57,280
Speaker 4: product to service. You should look at it as solving

762
00:39:57,400 --> 00:40:01,920
Speaker 4: a problem, not just a good idea. So the question

763
00:40:02,120 --> 00:40:04,360
Speaker 4: is not what should I sell or what should I

764
00:40:04,440 --> 00:40:07,759
Speaker 4: offer as a product to service? It's what problem can

765
00:40:07,800 --> 00:40:09,920
Speaker 4: I solve and what's the most effective way to solve it?

766
00:40:10,560 --> 00:40:13,040
Speaker 4: So I don't know if I to start I don't

767
00:40:13,080 --> 00:40:16,440
Speaker 4: know if I to start out interviewing entrepreneurs today as

768
00:40:16,760 --> 00:40:20,759
Speaker 4: my main way of growing, because y'all know, back when

769
00:40:20,800 --> 00:40:25,160
Speaker 4: we started, who else was doing that? Nobody Like you

770
00:40:25,160 --> 00:40:27,120
Speaker 4: do want to say nobody, but I don't know of

771
00:40:27,160 --> 00:40:30,480
Speaker 4: anybody that was interviewing people that weren't celebrities or you know,

772
00:40:30,800 --> 00:40:33,560
Speaker 4: high profile people that was just your neighborhood heroes. I

773
00:40:33,600 --> 00:40:36,960
Speaker 4: just don't know anybody. So you need to one find

774
00:40:37,000 --> 00:40:43,360
Speaker 4: a problem to solve and to find an area that

775
00:40:43,360 --> 00:40:46,400
Speaker 4: that you can be excited about. So a product is

776
00:40:46,440 --> 00:40:48,480
Speaker 4: something again I'm I'm gonna throw this out there and

777
00:40:49,040 --> 00:40:50,520
Speaker 4: not that one of them is bad, but I want

778
00:40:50,520 --> 00:40:53,920
Speaker 4: you to pick your poison. A product is something that

779
00:40:53,960 --> 00:40:57,560
Speaker 4: allows you to transfer ownership, either temporarily or permanently for

780
00:40:57,719 --> 00:41:02,640
Speaker 4: a fee. A service is more non tangible value. Non

781
00:41:02,719 --> 00:41:07,360
Speaker 4: tangible A service might be a trainer. I can't I

782
00:41:07,400 --> 00:41:11,280
Speaker 4: can't package up a train, I can't package up muscles,

783
00:41:11,760 --> 00:41:14,399
Speaker 4: But my service is non tangible. But I can get

784
00:41:14,440 --> 00:41:17,520
Speaker 4: you that result. But I'm only getting you the result

785
00:41:17,600 --> 00:41:20,960
Speaker 4: because that's a problem that you have. So come up

786
00:41:20,960 --> 00:41:24,560
Speaker 4: with a product or service that solves a problem. That's

787
00:41:24,600 --> 00:41:27,839
Speaker 4: not just a good idea, that's something that's something that

788
00:41:27,840 --> 00:41:31,520
Speaker 4: you're already passionate about, that you love, that you're interested in,

789
00:41:32,200 --> 00:41:34,960
Speaker 4: and you have to look at it and say, this

790
00:41:35,000 --> 00:41:37,160
Speaker 4: is something that I would buy if I was the

791
00:41:37,160 --> 00:41:39,160
Speaker 4: person dealing with this issue.

792
00:41:39,800 --> 00:41:42,240
Speaker 2: David, I got something for you, And shout out to Phil.

793
00:41:42,840 --> 00:41:44,680
Speaker 1: You boy, he said he's playing on quitting his job

794
00:41:44,719 --> 00:41:47,920
Speaker 1: next summer, trusting the process. Oh yeah, Like, I know

795
00:41:47,960 --> 00:41:51,080
Speaker 1: you're big on targets, and so I remember obviously the

796
00:41:51,080 --> 00:41:53,799
Speaker 1: first time we had we met was at TSK Fact three.

797
00:41:53,840 --> 00:41:55,160
Speaker 2: He took us out to lunch, But then you went

798
00:41:55,239 --> 00:41:55,960
Speaker 2: up to the kiosk.

799
00:41:56,360 --> 00:41:58,759
Speaker 1: What was the target that you were looking at to say,

800
00:41:58,800 --> 00:42:01,879
Speaker 1: all right, if I do this right, if I hit

801
00:42:01,920 --> 00:42:04,440
Speaker 1: this number, I'm going to go into a full time

802
00:42:04,880 --> 00:42:07,839
Speaker 1: media mobile that you are now, and I'm gonna leave

803
00:42:08,000 --> 00:42:10,560
Speaker 1: the Kiosk behind. Because I know even that that transition,

804
00:42:10,600 --> 00:42:12,239
Speaker 1: I get that ask out a lot. How did you

805
00:42:12,280 --> 00:42:14,800
Speaker 1: know it was time for you to leave the school district?

806
00:42:14,920 --> 00:42:17,239
Speaker 1: Or when did you know was it an amount of money?

807
00:42:17,280 --> 00:42:19,520
Speaker 1: Was there a target that you had? I never we

808
00:42:19,600 --> 00:42:22,279
Speaker 1: never really had this conversation. But I'm interested now as

809
00:42:22,280 --> 00:42:23,840
Speaker 1: you said the target thing, I'm like, well, what was

810
00:42:23,880 --> 00:42:24,480
Speaker 1: the target for you?

811
00:42:25,360 --> 00:42:30,120
Speaker 4: Yeah? So I set a quick number. I didn't quit

812
00:42:30,160 --> 00:42:32,000
Speaker 4: off of emotion. I didn't quit because I adn't liked

813
00:42:32,040 --> 00:42:34,000
Speaker 4: my job. I didn't quit because I'm better than this,

814
00:42:34,120 --> 00:42:35,840
Speaker 4: or I'm worth more than that, or somebody was talking

815
00:42:35,880 --> 00:42:38,400
Speaker 4: crazy to me. I didn't do none of that off emotion.

816
00:42:38,560 --> 00:42:42,520
Speaker 4: I set a quick number. I said, if I make

817
00:42:42,600 --> 00:42:46,600
Speaker 4: this amount of money every month for three or four

818
00:42:46,640 --> 00:42:50,160
Speaker 4: months in a row, I will quit my job. So

819
00:42:51,200 --> 00:42:54,799
Speaker 4: let's say the number is five thousand dollars, and I say, well,

820
00:42:54,840 --> 00:42:57,560
Speaker 4: if I make five thousand dollars four months in a row,

821
00:42:57,680 --> 00:42:59,640
Speaker 4: I will quit my job. Now, I've been doing it

822
00:42:59,680 --> 00:43:02,839
Speaker 4: for a while, but I'm just I'm two thousand here,

823
00:43:02,920 --> 00:43:05,279
Speaker 4: one thousand. I've been doing it for two years at

824
00:43:05,280 --> 00:43:07,800
Speaker 4: this point. But I said, you know what, it's about

825
00:43:07,800 --> 00:43:10,680
Speaker 4: that time I start betting on myself. But if I

826
00:43:10,760 --> 00:43:13,759
Speaker 4: make five thousand dollars a month consistently in my business,

827
00:43:13,800 --> 00:43:16,880
Speaker 4: not total in my business, I'll put my job. But

828
00:43:16,920 --> 00:43:21,160
Speaker 4: here's the caveat. You can't skip what you say you're

829
00:43:21,200 --> 00:43:24,160
Speaker 4: going to do. It's not four thousand. If I made

830
00:43:24,160 --> 00:43:27,560
Speaker 4: five thousand dollars in January and six thousand dollars in

831
00:43:27,640 --> 00:43:31,320
Speaker 4: February and three thousand dollars in March, that means I

832
00:43:31,360 --> 00:43:34,520
Speaker 4: have to start all over again. Can I hit this

833
00:43:34,719 --> 00:43:38,759
Speaker 4: number consistently for four months? Because now I know I

834
00:43:38,760 --> 00:43:42,319
Speaker 4: got a formula. Now it's not like a I just

835
00:43:42,360 --> 00:43:45,200
Speaker 4: had a good season. So I set a quick number.

836
00:43:45,880 --> 00:43:48,799
Speaker 4: Once I hit that number that I predetermined that I

837
00:43:48,840 --> 00:43:51,000
Speaker 4: was going to hit, that's when I quit my job,

838
00:43:51,040 --> 00:43:54,520
Speaker 4: because that says I can do it. And I promise

839
00:43:54,600 --> 00:43:58,200
Speaker 4: you y'all. If you set a target and you can't

840
00:43:58,239 --> 00:44:01,960
Speaker 4: hit your target while you have your job, and you

841
00:44:02,040 --> 00:44:04,080
Speaker 4: think once you quit your job, you're just gonna have

842
00:44:04,480 --> 00:44:06,359
Speaker 4: all the time in the world and it's just gonna

843
00:44:06,360 --> 00:44:09,239
Speaker 4: get better, you got to take you with you. Your

844
00:44:09,280 --> 00:44:12,239
Speaker 4: habits are your habits. If you can't. And this isn't

845
00:44:12,280 --> 00:44:15,719
Speaker 4: every scenario, but for me, I knew I could do

846
00:44:15,800 --> 00:44:18,319
Speaker 4: it with my job. But if I say I'm gonna

847
00:44:18,320 --> 00:44:20,360
Speaker 4: do it with my job and I don't, quitting my

848
00:44:20,440 --> 00:44:22,120
Speaker 4: job is gonna help me because I'm not the type

849
00:44:22,160 --> 00:44:23,759
Speaker 4: of person that can do what I say I'm gonna

850
00:44:23,800 --> 00:44:26,799
Speaker 4: do and stick to the path. So that's how that's

851
00:44:26,800 --> 00:44:28,360
Speaker 4: how I quit my job. That's my story.

852
00:44:28,480 --> 00:44:31,080
Speaker 3: But then also I think that all right, So for people,

853
00:44:31,560 --> 00:44:34,120
Speaker 3: because this is vitally important, like even for the like,

854
00:44:34,960 --> 00:44:37,719
Speaker 3: they have to have a realistic idea of what like

855
00:44:37,760 --> 00:44:38,920
Speaker 3: a roadmap to map out.

856
00:44:39,000 --> 00:44:39,160
Speaker 4: Right.

857
00:44:39,200 --> 00:44:41,280
Speaker 3: So for me, if I if I was giving advice

858
00:44:41,320 --> 00:44:44,880
Speaker 3: on this, when you start a business, you start with

859
00:44:44,960 --> 00:44:48,719
Speaker 3: the MVP, right, and that's something that you can get

860
00:44:48,800 --> 00:44:52,640
Speaker 3: up and running today. So let's I always use the

861
00:44:52,640 --> 00:44:55,759
Speaker 3: restaurant because that's a that's a business that people can

862
00:44:55,800 --> 00:44:58,280
Speaker 3: relate to, right. A lot of people are passionate about

863
00:44:58,320 --> 00:45:02,479
Speaker 3: cooking their good cooks, least in their minds, and that's

864
00:45:02,480 --> 00:45:06,080
Speaker 3: something that people want to start. Right. It's a very

865
00:45:06,080 --> 00:45:09,239
Speaker 3: difficult business to be successful. It's very difficult to be

866
00:45:09,280 --> 00:45:11,640
Speaker 3: a restaurant tour to be successful for a variety of

867
00:45:11,640 --> 00:45:14,040
Speaker 3: different reasons. But one of the main reasons why it's

868
00:45:14,040 --> 00:45:21,040
Speaker 3: difficult to be a restaurant owner is that restaurant business

869
00:45:21,080 --> 00:45:26,120
Speaker 3: really is like a good microcosm of why businesses fail

870
00:45:27,840 --> 00:45:32,759
Speaker 3: because it's high capital that you have to put out right,

871
00:45:32,960 --> 00:45:35,319
Speaker 3: Like when you open a restaurant, you have to you

872
00:45:35,360 --> 00:45:37,840
Speaker 3: have to get a retail space, right. You got to

873
00:45:37,840 --> 00:45:40,759
Speaker 3: pay first in month, first and last month rent. You

874
00:45:40,800 --> 00:45:42,520
Speaker 3: got to pay rent every single month. You got to

875
00:45:42,520 --> 00:45:45,920
Speaker 3: bring industrial machines in to actually, you know, cook. You

876
00:45:45,920 --> 00:45:49,680
Speaker 3: got to make sure that you have it sanitized, clean properly.

877
00:45:49,920 --> 00:45:51,920
Speaker 3: You got to have chefs that come in and cook it,

878
00:45:52,000 --> 00:45:53,200
Speaker 3: or if you're going to be the chef, then you

879
00:45:53,239 --> 00:45:55,759
Speaker 3: got to cook and run the business. You got to

880
00:45:55,800 --> 00:45:59,799
Speaker 3: have somebody that is knowledgeable as far as how to

881
00:46:00,640 --> 00:46:04,280
Speaker 3: buy the food, get the food source it, a waiter, waitress.

882
00:46:05,200 --> 00:46:08,400
Speaker 3: You gotta have electricity, you gotta put TVs in the restaurant.

883
00:46:08,480 --> 00:46:10,560
Speaker 3: You gotta paint. There's a lot of money that you

884
00:46:10,640 --> 00:46:13,000
Speaker 3: spend as a restaurant own it. The problem is that

885
00:46:13,960 --> 00:46:17,239
Speaker 3: the amount of money that comes in usually is up

886
00:46:17,239 --> 00:46:21,480
Speaker 3: and downs. It fluctuates, right, because nobody goes to a

887
00:46:21,520 --> 00:46:24,440
Speaker 3: restaurant that same restaurant every single day. Right. I might

888
00:46:24,520 --> 00:46:26,520
Speaker 3: go I might love that restaurant, and I might go

889
00:46:26,560 --> 00:46:29,279
Speaker 3: there six times a year. My favorite restaurant I might

890
00:46:29,320 --> 00:46:33,480
Speaker 3: go to six times a year. That's not a sustainable

891
00:46:33,520 --> 00:46:35,440
Speaker 3: business model. If you don't live in a place that

892
00:46:35,480 --> 00:46:38,520
Speaker 3: has high foot traffic. Right, So what ends up happening

893
00:46:38,640 --> 00:46:40,839
Speaker 3: is like and this is a good microcosm for all

894
00:46:40,840 --> 00:46:43,400
Speaker 3: businesses because this is why a lot of businesses fail.

895
00:46:43,600 --> 00:46:46,960
Speaker 3: Your expenses stay the same or they go up, but

896
00:46:47,080 --> 00:46:50,839
Speaker 3: your income fluctuates. So now if your expenses are ten

897
00:46:50,880 --> 00:46:54,480
Speaker 3: thousand dollars a month, but one month you're making fifteen,

898
00:46:54,680 --> 00:46:57,319
Speaker 3: then for two months you're making seven, and then you

899
00:46:57,360 --> 00:47:01,360
Speaker 3: make two thousand, then that's not sustainable. Right before you

900
00:47:01,440 --> 00:47:06,000
Speaker 3: know it, you've run out of your savings and you

901
00:47:06,040 --> 00:47:08,359
Speaker 3: got to close the doors because you don't have enough

902
00:47:08,400 --> 00:47:12,080
Speaker 3: money to actually run the business. Right. So, if I

903
00:47:12,239 --> 00:47:14,880
Speaker 3: was getting into the restaurant business, I would start with

904
00:47:14,880 --> 00:47:18,080
Speaker 3: the MVP, and I would start with something that's workable

905
00:47:18,120 --> 00:47:21,480
Speaker 3: today without a high cost, even though this is a

906
00:47:21,520 --> 00:47:24,759
Speaker 3: business that is a brick and mortar business. I would

907
00:47:24,800 --> 00:47:28,399
Speaker 3: start with a ghost kitchen, right. So if people aren't

908
00:47:28,400 --> 00:47:31,239
Speaker 3: familiar with ghost kitchens, or they became very popular during

909
00:47:31,280 --> 00:47:35,480
Speaker 3: COVID where you have cities like New York, Boston, you know,

910
00:47:36,000 --> 00:47:40,239
Speaker 3: high traffic cities, right, and people started to really order

911
00:47:40,320 --> 00:47:43,080
Speaker 3: Uber eats a lot. Now, the thing about uber eats

912
00:47:43,120 --> 00:47:46,719
Speaker 3: is that unless you really know the restaurant that you're

913
00:47:46,800 --> 00:47:49,000
Speaker 3: ordering from. There's two ways that you order Uber eats.

914
00:47:49,040 --> 00:47:51,520
Speaker 3: You order from a restaurant that you know and you patronize,

915
00:47:51,840 --> 00:47:53,600
Speaker 3: or you're just hungry and you want Indian food and

916
00:47:53,640 --> 00:47:55,720
Speaker 3: you just look to see what Indian food is available

917
00:47:55,760 --> 00:47:58,719
Speaker 3: on uber eats. Right, that was all time. You don't

918
00:47:58,760 --> 00:48:01,879
Speaker 3: necessarily know where. You don't know where that Indian food

919
00:48:01,920 --> 00:48:04,440
Speaker 3: is coming from. You just look it looks good, you

920
00:48:04,480 --> 00:48:06,320
Speaker 3: know it has a nice menu.

921
00:48:06,640 --> 00:48:07,040
Speaker 2: Whatever.

922
00:48:07,800 --> 00:48:11,640
Speaker 3: Now with the ghost kitchen, you can get an industrial

923
00:48:12,400 --> 00:48:17,400
Speaker 3: kit you can rent industrial kitchen space, right, and you

924
00:48:17,480 --> 00:48:20,080
Speaker 3: have a restaurant. They come, they expect it, they make

925
00:48:20,120 --> 00:48:23,040
Speaker 3: sure that it's clean. But it's not an actual restaurant.

926
00:48:23,120 --> 00:48:26,000
Speaker 3: It's just a kitchen that you're cooking out of. But

927
00:48:26,440 --> 00:48:30,400
Speaker 3: that's not important because now the cost of you renting

928
00:48:30,440 --> 00:48:33,680
Speaker 3: that is a lot cheaper than you actually renting a restaurant, right,

929
00:48:34,360 --> 00:48:36,760
Speaker 3: and you're making the food yourself. But what you're doing

930
00:48:36,800 --> 00:48:38,960
Speaker 3: is that now you're developing. And you talk about promotion,

931
00:48:39,080 --> 00:48:41,799
Speaker 3: you promoted on social media, you're developing a following at

932
00:48:41,800 --> 00:48:43,640
Speaker 3: a low cost. We got a great episode years ago

933
00:48:43,680 --> 00:48:46,480
Speaker 3: with Nacho banging shot out to him. But this is

934
00:48:46,480 --> 00:48:49,920
Speaker 3: a way to kind of get up and running, building notoriety,

935
00:48:49,960 --> 00:48:53,600
Speaker 3: building the name, and most importantly, making money in real

936
00:48:53,680 --> 00:48:57,160
Speaker 3: time before you actually go and open a restaurant. Right now.

937
00:48:57,280 --> 00:49:00,920
Speaker 3: The next part about this is this is vital important.

938
00:49:01,160 --> 00:49:03,840
Speaker 3: So they always say you need seven streams of income

939
00:49:04,280 --> 00:49:08,120
Speaker 3: to become a millionaire. Right now, this is this is

940
00:49:08,160 --> 00:49:10,080
Speaker 3: frustrating for most people because they look at it like

941
00:49:10,160 --> 00:49:12,920
Speaker 3: you need seven jobs, or if you're a business owner,

942
00:49:12,920 --> 00:49:16,160
Speaker 3: you need seven different businesses. This is another reason why

943
00:49:16,239 --> 00:49:19,320
Speaker 3: businesses fail because they don't have multiple streams of income

944
00:49:19,360 --> 00:49:21,920
Speaker 3: from their own one business. So most of the time,

945
00:49:21,960 --> 00:49:23,479
Speaker 3: so let's say you let's say you made it past

946
00:49:23,480 --> 00:49:27,280
Speaker 3: the ghost kitchen phase and you opened up a restaurant. Now,

947
00:49:27,400 --> 00:49:29,719
Speaker 3: most people and this, like I said, this can be

948
00:49:29,760 --> 00:49:32,359
Speaker 3: applied to any business. It's just a restaurant is an

949
00:49:32,360 --> 00:49:35,040
Speaker 3: easy business to give an explanation to. So most people

950
00:49:35,080 --> 00:49:37,840
Speaker 3: think that when you think of a restaurant, you're thinking

951
00:49:37,880 --> 00:49:40,960
Speaker 3: that you're gonna make money from people coming into your

952
00:49:41,000 --> 00:49:43,839
Speaker 3: restaurant and buying food. That's that's easy, right, But like

953
00:49:43,880 --> 00:49:47,560
Speaker 3: I said, there's problems with that because if if there's COVID,

954
00:49:47,680 --> 00:49:50,840
Speaker 3: if there's anything like that's that's not a sustainable business

955
00:49:50,840 --> 00:49:54,560
Speaker 3: model because you only have one stream of income right now.

956
00:49:54,920 --> 00:49:58,799
Speaker 3: You don't have to have seven different crazy ideas. You

957
00:49:58,920 --> 00:50:00,880
Speaker 3: have to have seven streams. Is an income off of

958
00:50:00,880 --> 00:50:04,520
Speaker 3: that one business. So as a restaurant owner, you can

959
00:50:04,560 --> 00:50:07,680
Speaker 3: sell food, that's the obvious way. But you can also

960
00:50:07,800 --> 00:50:10,480
Speaker 3: do what I just said, Uber eats delivery. Everybody does that, right,

961
00:50:10,480 --> 00:50:12,719
Speaker 3: that's another stream of income for people that I order

962
00:50:12,800 --> 00:50:14,360
Speaker 3: Uber Eats more than I actually go to the restaurants.

963
00:50:14,360 --> 00:50:16,040
Speaker 3: So now that's now you're actually working on two streams

964
00:50:16,040 --> 00:50:16,440
Speaker 3: of income.

965
00:50:16,520 --> 00:50:16,719
Speaker 2: Right.

966
00:50:16,840 --> 00:50:19,560
Speaker 3: But that's still pretty understandable. But we live in a

967
00:50:19,600 --> 00:50:23,160
Speaker 3: society where a lot of people can't cook, right, Well,

968
00:50:23,600 --> 00:50:28,200
Speaker 3: that's an opportunity. So maybe on a Saturday morning or

969
00:50:28,200 --> 00:50:32,600
Speaker 3: an off day whatever. Now you have cooking classes. Right now,

970
00:50:32,600 --> 00:50:36,920
Speaker 3: you offer in person experience. You can make it every week,

971
00:50:37,040 --> 00:50:39,440
Speaker 3: or you can make it a group thing. But you

972
00:50:39,840 --> 00:50:42,239
Speaker 3: actually are teaching people. Now you're actually a teacher, right,

973
00:50:42,480 --> 00:50:44,719
Speaker 3: So that's another stream of income because now people are

974
00:50:44,719 --> 00:50:47,000
Speaker 3: actually coming in and they're paying to learn how to

975
00:50:47,000 --> 00:50:49,160
Speaker 3: cook typhoo, or they're paying how to learn how to

976
00:50:49,200 --> 00:50:51,400
Speaker 3: cook Jamaican. You can make it date night. You can

977
00:50:51,520 --> 00:50:55,080
Speaker 3: a variety of different things. Right, But now you're already

978
00:50:55,120 --> 00:50:57,960
Speaker 3: teaching people how to cook. So now you've become a teacher.

979
00:50:58,320 --> 00:51:01,920
Speaker 3: So now you can reach it even larger audience on

980
00:51:02,080 --> 00:51:05,200
Speaker 3: what we're currently on right now, which is called YouTube. Right,

981
00:51:05,600 --> 00:51:08,799
Speaker 3: So now you have a cooking podcast because that's there's

982
00:51:08,880 --> 00:51:11,680
Speaker 3: millions of people that will be interested in learning how

983
00:51:11,719 --> 00:51:14,759
Speaker 3: to cook it, but they might not live where you live. Right,

984
00:51:15,120 --> 00:51:17,600
Speaker 3: So now you actually are a content creator. You never

985
00:51:17,640 --> 00:51:19,319
Speaker 3: looked at yourself as a content creator, but now you're

986
00:51:19,360 --> 00:51:22,680
Speaker 3: a content creator because you're you're offering a product and

987
00:51:22,880 --> 00:51:24,799
Speaker 3: if you get enough stream then you can actually make

988
00:51:24,840 --> 00:51:28,080
Speaker 3: money from YouTube. Right. And then if you can do

989
00:51:28,200 --> 00:51:31,680
Speaker 3: it from an audio perspective, then you can actually put

990
00:51:31,719 --> 00:51:35,440
Speaker 3: that same content on audio and repurpose it and now

991
00:51:35,640 --> 00:51:38,120
Speaker 3: people can listen to it as a podcast, and now

992
00:51:38,120 --> 00:51:42,120
Speaker 3: you're actually a podcaster. Right. But when you're actually cooking

993
00:51:42,239 --> 00:51:44,120
Speaker 3: in front of a camera, you have to wear something.

994
00:51:44,719 --> 00:51:48,040
Speaker 3: So now you can actually wear aprons that you actually make,

995
00:51:48,200 --> 00:51:50,399
Speaker 3: or chef's hat or whatever. And you know, you put

996
00:51:50,400 --> 00:51:52,680
Speaker 3: some like we had ads of aliability as a slogan

997
00:51:52,719 --> 00:51:55,440
Speaker 3: that we that we've done. We're in front of a camera,

998
00:51:55,640 --> 00:51:58,399
Speaker 3: so we wear our merch and people buy it. You

999
00:51:58,440 --> 00:52:01,200
Speaker 3: have your merch on and people by it. Right. So

1000
00:52:01,239 --> 00:52:04,120
Speaker 3: you come up with some cool idea and now you

1001
00:52:04,239 --> 00:52:07,080
Speaker 3: become you're selling merch off of it as well. Right.

1002
00:52:07,640 --> 00:52:10,520
Speaker 3: And the restaurant business is so difficult to be successful,

1003
00:52:10,560 --> 00:52:14,440
Speaker 3: and that's a good thing because now if you are successful,

1004
00:52:14,520 --> 00:52:18,080
Speaker 3: then you become an authority in the space. So there's

1005
00:52:18,120 --> 00:52:21,160
Speaker 3: really there's no school a lot of times to actually

1006
00:52:21,239 --> 00:52:23,080
Speaker 3: learn a lot of this. So it's culinary school, but

1007
00:52:23,120 --> 00:52:24,800
Speaker 3: it's not school to be learned how to become a

1008
00:52:24,840 --> 00:52:27,479
Speaker 3: restaurant tour. You got to learn as you go most

1009
00:52:27,480 --> 00:52:30,719
Speaker 3: of the time. That's why second and third generation a

1010
00:52:30,719 --> 00:52:32,759
Speaker 3: lot of restaurants only that are successful or second and

1011
00:52:32,800 --> 00:52:35,640
Speaker 3: third generation because they've been taught from their parents. So

1012
00:52:36,920 --> 00:52:40,000
Speaker 3: if you pay me, I'm going to save you the

1013
00:52:40,080 --> 00:52:42,520
Speaker 3: headaches because you're going to fast track your learning. Is

1014
00:52:42,719 --> 00:52:44,759
Speaker 3: everything that I went through in order for me to

1015
00:52:44,800 --> 00:52:47,279
Speaker 3: survive it, I have to learn these things, right, So

1016
00:52:47,360 --> 00:52:48,960
Speaker 3: now you pay me, that's going to be a higher

1017
00:52:49,000 --> 00:52:52,759
Speaker 3: ticket item. Then somebody coming in just learn from cooking classes, right,

1018
00:52:53,560 --> 00:52:57,600
Speaker 3: and then you can also sell items like you can

1019
00:52:57,640 --> 00:53:00,440
Speaker 3: sell spice that you can actually put online. Right, Like,

1020
00:53:00,520 --> 00:53:02,759
Speaker 3: let's say you really make a jerk chicken. Now, there's

1021
00:53:02,760 --> 00:53:05,040
Speaker 3: a thing called jerk chicken sauce that you put on

1022
00:53:05,160 --> 00:53:07,640
Speaker 3: jerk chicken, right, and then once you build a follower,

1023
00:53:07,719 --> 00:53:10,880
Speaker 3: now you can actually label that jerk chicken sauce and

1024
00:53:10,960 --> 00:53:13,160
Speaker 3: put it on YouTube and sell it. And then if

1025
00:53:13,160 --> 00:53:15,320
Speaker 3: you really get up and running, then you can potentially

1026
00:53:15,400 --> 00:53:19,200
Speaker 3: have it in supermarkets. But I wanted to say that

1027
00:53:19,280 --> 00:53:21,480
Speaker 3: because that's seven streams of income that I just named.

1028
00:53:21,760 --> 00:53:25,120
Speaker 3: None of those none of those streams take you away

1029
00:53:25,120 --> 00:53:27,800
Speaker 3: from your business, right, that's still within your will. I

1030
00:53:27,840 --> 00:53:30,919
Speaker 3: didn't tell you to buy a truck. I didn't tell you,

1031
00:53:30,920 --> 00:53:32,680
Speaker 3: you know what I'm saying, do anything crazy?

1032
00:53:32,760 --> 00:53:32,960
Speaker 4: Right.

1033
00:53:33,200 --> 00:53:35,239
Speaker 3: These are all things that but most of the time

1034
00:53:35,280 --> 00:53:38,319
Speaker 3: as an entrepreneur, you're not thinking about that. It's going

1035
00:53:38,360 --> 00:53:40,640
Speaker 3: to be difficult to have one stream of income because

1036
00:53:40,640 --> 00:53:43,520
Speaker 3: what happens is that one stream drives up. It happens

1037
00:53:43,560 --> 00:53:46,239
Speaker 3: all the time. If you only rely on YouTube and

1038
00:53:46,280 --> 00:53:48,919
Speaker 3: your YouTube channel get shut down, then you're screwed, right,

1039
00:53:49,000 --> 00:53:51,840
Speaker 3: So you have to have different things to go about it.

1040
00:53:51,880 --> 00:53:53,840
Speaker 3: And even from a service standpoint, like that was my

1041
00:53:53,920 --> 00:53:57,719
Speaker 3: original goal, even when I was a financial advisor. I'm like,

1042
00:53:57,719 --> 00:54:01,160
Speaker 3: all right, I'm doing the financial advising thing, and I

1043
00:54:01,280 --> 00:54:03,160
Speaker 3: just explained how I got paid from that. I got

1044
00:54:03,160 --> 00:54:06,040
Speaker 3: paid through commission. That's most people. That's where it starts,

1045
00:54:06,040 --> 00:54:08,239
Speaker 3: and that's where it finishes for most financial advisors. But

1046
00:54:08,360 --> 00:54:13,319
Speaker 3: it's like, okay, well this is real. This is I'm

1047
00:54:13,360 --> 00:54:16,480
Speaker 3: not giving you a hypothetical. I'm giving you real. Well,

1048
00:54:16,640 --> 00:54:21,240
Speaker 3: so when we started to teach, part of that story

1049
00:54:21,800 --> 00:54:24,640
Speaker 3: is that I actually put together a proposal. And at

1050
00:54:24,680 --> 00:54:27,840
Speaker 3: that time, President Obama put together a program called My

1051
00:54:27,880 --> 00:54:29,719
Speaker 3: Brother's Keeper where they was actually giving money to the

1052
00:54:29,719 --> 00:54:32,200
Speaker 3: school districts. So I looked at that as an opportunity

1053
00:54:32,239 --> 00:54:34,960
Speaker 3: where I'm like, okay, well I can package this up

1054
00:54:35,000 --> 00:54:39,319
Speaker 3: and actually present it to the school and get paid

1055
00:54:39,680 --> 00:54:43,200
Speaker 3: to teach kids financial literacy. Because what I realized is

1056
00:54:43,239 --> 00:54:47,040
Speaker 3: that schools have hundreds of millions of dollars of budgets. Right,

1057
00:54:47,760 --> 00:54:52,080
Speaker 3: So I remember, I never forget I put together that

1058
00:54:52,120 --> 00:54:55,319
Speaker 3: proposal and it was I think I went to the

1059
00:54:55,360 --> 00:54:57,520
Speaker 3: I went to the principal of the school and I

1060
00:54:57,600 --> 00:55:02,319
Speaker 3: asked for a thousand dollars an hour, and he was like,

1061
00:55:03,280 --> 00:55:07,040
Speaker 3: I'll never forget. He said, teachers get paid fifty dollars

1062
00:55:07,080 --> 00:55:13,880
Speaker 3: an hour. I said, what did I say, You're haking?

1063
00:55:14,160 --> 00:55:15,839
Speaker 3: I'm asking Dave, what do you say?

1064
00:55:17,080 --> 00:55:20,440
Speaker 4: Oh, well, I mean I solve a bigger problem where

1065
00:55:20,440 --> 00:55:21,400
Speaker 4: I'm not a teacher.

1066
00:55:21,960 --> 00:55:27,440
Speaker 3: I'm not a teacher. Yeah, gave me a thousand dollars

1067
00:55:27,480 --> 00:55:27,759
Speaker 3: an hour.

1068
00:55:32,560 --> 00:55:33,200
Speaker 4: I like that.

1069
00:55:33,800 --> 00:55:36,200
Speaker 2: No, not him, but the program did the program.

1070
00:55:36,719 --> 00:55:39,120
Speaker 3: But this is that's a that's this is a true story.

1071
00:55:39,760 --> 00:55:42,480
Speaker 3: But then from then then I started to actually work.

1072
00:55:42,920 --> 00:55:44,600
Speaker 3: I taught a class in a group home as well,

1073
00:55:44,800 --> 00:55:46,440
Speaker 3: taught a class in the group so I was I was.

1074
00:55:47,360 --> 00:55:52,040
Speaker 3: I was daylighting as a as a quasi teacher like

1075
00:55:52,160 --> 00:55:55,960
Speaker 3: I for about eighteen months, right, But it was all

1076
00:55:56,000 --> 00:55:58,160
Speaker 3: in the because I'm teaching. What I'm learning. Our teaching

1077
00:55:58,160 --> 00:56:02,640
Speaker 3: what I already know is financial advisin so speak. I

1078
00:56:02,680 --> 00:56:04,960
Speaker 3: never got to actually get paid to really be a speaker,

1079
00:56:05,000 --> 00:56:07,239
Speaker 3: but that was always my goal was to like build

1080
00:56:07,280 --> 00:56:10,240
Speaker 3: a following. And then I wanted to speak about financial literacy.

1081
00:56:10,239 --> 00:56:11,960
Speaker 3: But that's another way that you can actually make money.

1082
00:56:11,960 --> 00:56:13,399
Speaker 3: Then of course if you speak, and then you got

1083
00:56:13,440 --> 00:56:15,440
Speaker 3: to you got to write a book. I forgot the

1084
00:56:15,480 --> 00:56:17,719
Speaker 3: cooking book too, for the entrepreneurs, for the restaurant you

1085
00:56:17,760 --> 00:56:19,359
Speaker 3: can write a cook you gotta write a cooking book

1086
00:56:19,360 --> 00:56:21,960
Speaker 3: if you're if you're a restaurant tour but the book

1087
00:56:22,160 --> 00:56:25,280
Speaker 3: aspect of it, right, And then it's like once again consulting,

1088
00:56:25,400 --> 00:56:27,520
Speaker 3: because financial plan is a hard business. So if you

1089
00:56:27,600 --> 00:56:30,640
Speaker 3: become an expert in the field, now there's other financial

1090
00:56:30,680 --> 00:56:33,440
Speaker 3: advisors that actually need to be coached. They need to

1091
00:56:33,520 --> 00:56:37,680
Speaker 3: learn these things right. And then the school aspect, the

1092
00:56:37,840 --> 00:56:40,880
Speaker 3: manual labor thing is actually teaching what's more efficient. It's

1093
00:56:40,920 --> 00:56:46,239
Speaker 3: actually writing a curriculum that doesn't require you actually being there, right.

1094
00:56:46,880 --> 00:56:50,520
Speaker 3: But so that's on the service side though. So one

1095
00:56:50,560 --> 00:56:53,120
Speaker 3: is on the product side what I just mentioned before,

1096
00:56:53,160 --> 00:56:55,760
Speaker 3: as far as a restaurant toy, you're selling a product.

1097
00:56:55,920 --> 00:56:59,239
Speaker 3: The other one is on the service side. But you

1098
00:56:59,280 --> 00:57:01,040
Speaker 3: see it's the same, it's the same idea, it's the

1099
00:57:01,040 --> 00:57:06,960
Speaker 3: same principles, right. You have to strategically find multiple streams

1100
00:57:06,960 --> 00:57:10,520
Speaker 3: of income off of the tree. It's like a tree.

1101
00:57:10,600 --> 00:57:13,399
Speaker 3: You got to have different branches off that tree. If

1102
00:57:13,440 --> 00:57:16,760
Speaker 3: you don't, that's going to be difficult to be successful

1103
00:57:16,800 --> 00:57:19,560
Speaker 3: as an entrepreneur. If you do, it's going to be

1104
00:57:19,920 --> 00:57:22,560
Speaker 3: difficult not to be successful.

1105
00:57:25,520 --> 00:57:28,080
Speaker 4: Y'allpe'll I hope y'all are taking notes, man, because this

1106
00:57:28,200 --> 00:57:32,920
Speaker 4: is an absolute masterclass man. And some things is like

1107
00:57:33,000 --> 00:57:35,280
Speaker 4: one of the ways of scaling business is raising the

1108
00:57:35,360 --> 00:57:38,520
Speaker 4: average order value. And sometimes not even about like how

1109
00:57:38,560 --> 00:57:41,760
Speaker 4: do I do something different, It's like, how can I

1110
00:57:41,840 --> 00:57:44,560
Speaker 4: raise the average order value? So I'm working with a

1111
00:57:44,600 --> 00:57:48,600
Speaker 4: restaurant out here, Uncle Phil's best cheese Steaks in the world,

1112
00:57:49,160 --> 00:57:52,360
Speaker 4: and they're just selling cheese steaks, and I'm like, yo,

1113
00:57:53,440 --> 00:57:56,560
Speaker 4: we need to at least offer it is a dessert.

1114
00:57:58,480 --> 00:58:02,320
Speaker 4: If I buy a cheese steak fifteen dollars, I'm typically

1115
00:58:02,320 --> 00:58:06,640
Speaker 4: gonna get a cheese steak and fries and a drink maybe.

1116
00:58:07,320 --> 00:58:10,440
Speaker 4: But if there's like some the positioning of a dessert,

1117
00:58:10,480 --> 00:58:12,920
Speaker 4: I'm the type of person if I see it, I'm like, oh,

1118
00:58:13,000 --> 00:58:14,680
Speaker 4: throw it in the bag. I don't know how many

1119
00:58:14,720 --> 00:58:16,720
Speaker 4: of y'all are the throw it in the bags. When

1120
00:58:16,720 --> 00:58:18,880
Speaker 4: you go to Walmart, you get whatever you need, but

1121
00:58:18,920 --> 00:58:20,720
Speaker 4: you got to get that little chap stick that's right

1122
00:58:20,720 --> 00:58:23,360
Speaker 4: in the front. You got you don't need the reasons,

1123
00:58:23,400 --> 00:58:27,800
Speaker 4: but it's right there. They're raising the average order value.

1124
00:58:27,840 --> 00:58:30,920
Speaker 4: I was gonna spend fifteen, but now I'm gonna spend

1125
00:58:30,920 --> 00:58:35,200
Speaker 4: twenty one. So thinking as an entrepreneur, especially this for

1126
00:58:35,280 --> 00:58:39,600
Speaker 4: like my entrepreneurs that are already in business. Mike Rashid said,

1127
00:58:41,040 --> 00:58:42,840
Speaker 4: And maybe you don't have to pop off with six

1128
00:58:42,920 --> 00:58:46,320
Speaker 4: more right now, but what can we add right now

1129
00:58:46,840 --> 00:58:50,080
Speaker 4: that will at least give the person the option They

1130
00:58:50,120 --> 00:58:52,840
Speaker 4: were gonna pay a certain amount, but now they're just

1131
00:58:52,840 --> 00:58:55,720
Speaker 4: gonna pay a little bit more. That's how you scale

1132
00:58:55,720 --> 00:58:56,960
Speaker 4: your business. That's it.

1133
00:58:57,720 --> 00:59:00,200
Speaker 1: Yeah, go ahead, No, I was gonna say that. That

1134
00:59:00,400 --> 00:59:02,520
Speaker 1: brings it to another key point. I know that that's

1135
00:59:02,520 --> 00:59:04,080
Speaker 1: one of the things you want to talk about is

1136
00:59:04,120 --> 00:59:05,960
Speaker 1: the actual pricing of it. A lot of times we

1137
00:59:06,040 --> 00:59:09,120
Speaker 1: feel like, hey, we're charging too much or we shouldn't

1138
00:59:09,200 --> 00:59:11,640
Speaker 1: charge any thing for the services that we provide.

1139
00:59:11,680 --> 00:59:14,200
Speaker 2: So as an entrepreneur, that's just beginning, right.

1140
00:59:14,240 --> 00:59:16,560
Speaker 1: They just figure out what the product is, they find

1141
00:59:16,560 --> 00:59:19,320
Speaker 1: out what the MVP is, right, how do they get

1142
00:59:19,360 --> 00:59:21,920
Speaker 1: to a point where it's like, I know what the

1143
00:59:22,000 --> 00:59:23,920
Speaker 1: market says I should charge versus what.

1144
00:59:23,880 --> 00:59:26,840
Speaker 2: I'm actually going to charge for my service or.

1145
00:59:28,600 --> 00:59:33,600
Speaker 4: Well it kind of depends. But the price, and I

1146
00:59:33,800 --> 00:59:37,720
Speaker 4: want everybody to really really pay attention. The price has

1147
00:59:37,760 --> 00:59:41,280
Speaker 4: to be way lower than the value. The price that

1148
00:59:41,360 --> 00:59:43,920
Speaker 4: you charge has to be way lower than the value

1149
00:59:44,600 --> 00:59:46,360
Speaker 4: you cannot sell something.

1150
00:59:46,520 --> 00:59:48,920
Speaker 3: Explain that, because that's what most people probably wouldn't They

1151
00:59:48,920 --> 00:59:50,120
Speaker 3: wouldn't expect you to say.

1152
00:59:49,920 --> 00:59:53,200
Speaker 4: That I got you. You don't pay twenty dollars for

1153
00:59:53,280 --> 00:59:56,200
Speaker 4: something that's just worth twenty dollars. Like if I pay

1154
00:59:56,280 --> 00:59:58,640
Speaker 4: I don't know how much a haircut is. But the

1155
00:59:58,760 --> 01:00:01,720
Speaker 4: reason I'm paying that one hundred dollars for a haircut

1156
01:00:01,800 --> 01:00:04,080
Speaker 4: or fifty dollars for a haircut, depending on where you live,

1157
01:00:04,680 --> 01:00:08,640
Speaker 4: is because I believe that this haircut is worth way

1158
01:00:08,680 --> 01:00:11,000
Speaker 4: more than the fifty dollars that I'm giving this person,

1159
01:00:11,720 --> 01:00:13,960
Speaker 4: and I'll prove it to you. Let's say, for instance,

1160
01:00:14,000 --> 01:00:18,040
Speaker 4: your normal haircut is fifty bucks. Well you're saying, well,

1161
01:00:18,120 --> 01:00:21,240
Speaker 4: I'm not paying a dime over fifty dollars because that's

1162
01:00:21,840 --> 01:00:24,200
Speaker 4: I'll go somewhere else and get a haircut for fifty dollars.

1163
01:00:24,800 --> 01:00:27,479
Speaker 4: But you pay the money not because it's worth fifty dollars.

1164
01:00:27,560 --> 01:00:30,280
Speaker 4: And here's why. If you are about to go on

1165
01:00:30,320 --> 01:00:36,280
Speaker 4: a date, or at your wedding day or some important day,

1166
01:00:36,360 --> 01:00:39,240
Speaker 4: and the barber that normally charges fifty dollars to cut

1167
01:00:39,240 --> 01:00:43,000
Speaker 4: your hair says, yo, you didn't make an appointment, and

1168
01:00:43,040 --> 01:00:44,840
Speaker 4: I would have to travel I can't get to you

1169
01:00:44,960 --> 01:00:47,320
Speaker 4: right now. You're like, yo, please, I need this haircut,

1170
01:00:47,560 --> 01:00:50,800
Speaker 4: and your barber says, all right, cool, the haircut is

1171
01:00:50,800 --> 01:00:56,400
Speaker 4: going to be two fifty. You're like, WHOA, I don't

1172
01:00:56,400 --> 01:00:58,919
Speaker 4: pay two undred and fifty dollars for a haircut. It's

1173
01:00:58,960 --> 01:01:02,040
Speaker 4: not worth it. But my question is if this is

1174
01:01:02,080 --> 01:01:05,280
Speaker 4: your wedding day, are you going to pay the two fifty?

1175
01:01:06,440 --> 01:01:11,480
Speaker 4: And the answer is absolutely because the haircut isn't worth

1176
01:01:11,920 --> 01:01:14,920
Speaker 4: The haircut value is worth more than the money you're paying,

1177
01:01:15,720 --> 01:01:19,200
Speaker 4: so we don't pay. I'm just saying whatever that transformation is,

1178
01:01:19,480 --> 01:01:23,880
Speaker 4: like if we're talking about eyl University, the value is

1179
01:01:24,000 --> 01:01:27,640
Speaker 4: way more than the amount of money. So or like

1180
01:01:27,720 --> 01:01:31,520
Speaker 4: the perceived value because although it can help you make

1181
01:01:31,600 --> 01:01:35,160
Speaker 4: a million dollars one hundred thousand dollars, if you price

1182
01:01:35,200 --> 01:01:40,160
Speaker 4: it at fifty thousand, there's gonna be some hesitation. But

1183
01:01:40,200 --> 01:01:40,800
Speaker 4: what is it now?

1184
01:01:40,920 --> 01:01:43,440
Speaker 3: Is one thousand dollars a year, one thousand for the

1185
01:01:43,520 --> 01:01:46,320
Speaker 3: day before before it runs up? Well, yeah, a thousand

1186
01:01:46,400 --> 01:01:49,520
Speaker 3: for a year dollars.

1187
01:01:49,440 --> 01:01:53,120
Speaker 4: To learn how to make a few hundred thousand? Now,

1188
01:01:53,200 --> 01:01:55,680
Speaker 4: which one's higher? The value at the price.

1189
01:01:56,280 --> 01:01:57,880
Speaker 3: But how do you how do you shout out to

1190
01:01:57,920 --> 01:01:59,880
Speaker 3: Ian and the chat. This is something that a lot

1191
01:01:59,880 --> 01:02:03,960
Speaker 3: of entrepreneurs struggle with as far as when they priced

1192
01:02:04,000 --> 01:02:07,040
Speaker 3: their products, they don't feel confident that people will actually

1193
01:02:07,080 --> 01:02:10,520
Speaker 3: buy it, so they priced themselves too large, too low,

1194
01:02:10,560 --> 01:02:14,479
Speaker 3: and then and then it's hard to go It's easy

1195
01:02:14,480 --> 01:02:16,160
Speaker 3: to go down in price, it's hard to go up

1196
01:02:16,160 --> 01:02:19,600
Speaker 3: in price. Right, So how do you what's your thought

1197
01:02:19,640 --> 01:02:20,320
Speaker 3: process for that?

1198
01:02:21,440 --> 01:02:25,560
Speaker 4: It's actually detrimental to go down in price because I

1199
01:02:25,640 --> 01:02:28,040
Speaker 4: be able to pay more. Like it's it's hard, yo,

1200
01:02:28,520 --> 01:02:31,720
Speaker 4: it's hard to come down in price. And we're looking

1201
01:02:31,760 --> 01:02:35,280
Speaker 4: at it at the in the economy when everything was inflated,

1202
01:02:35,280 --> 01:02:37,680
Speaker 4: when it costs more for the product to get from

1203
01:02:37,720 --> 01:02:44,240
Speaker 4: wherever it was to hear gas, Like employees are costing

1204
01:02:44,320 --> 01:02:46,360
Speaker 4: more at that time because can't nobody get the work.

1205
01:02:47,200 --> 01:02:52,480
Speaker 4: The price is skyrocketed. But when things got back to normal,

1206
01:02:53,320 --> 01:02:56,080
Speaker 4: did the prices come down? You know what I mean?

1207
01:02:56,280 --> 01:02:59,240
Speaker 4: The barbers not saying like I'm going barbers are never

1208
01:02:59,280 --> 01:03:02,240
Speaker 4: going back to twenty haircuts. It's over with. So my

1209
01:03:02,320 --> 01:03:06,600
Speaker 4: point is in answering your question, we have to the

1210
01:03:06,720 --> 01:03:09,240
Speaker 4: value has to be more than the price, and you

1211
01:03:09,320 --> 01:03:12,800
Speaker 4: get to determine the value, and sometimes the value is

1212
01:03:12,800 --> 01:03:15,840
Speaker 4: based on your belief of Like I said earlier, the

1213
01:03:16,040 --> 01:03:19,800
Speaker 4: problem that you're solving, we're thinking about the price because

1214
01:03:19,840 --> 01:03:23,200
Speaker 4: you don't believe that you're solving a real problem. If

1215
01:03:23,240 --> 01:03:25,560
Speaker 4: we're in the desert and you're the only person with water,

1216
01:03:26,280 --> 01:03:28,880
Speaker 4: you're not gonna be nervous to charge ten dollars a bottle.

1217
01:03:29,880 --> 01:03:32,320
Speaker 4: You wouldn't be nervous. You know, ain't no other water nowhere,

1218
01:03:32,480 --> 01:03:35,160
Speaker 4: and I'm solving your problem, and I know you're gonna

1219
01:03:35,160 --> 01:03:37,760
Speaker 4: pay for it. So it's a confidence issue, which goes

1220
01:03:37,840 --> 01:03:39,640
Speaker 4: back to what we talked about earlier, some of the

1221
01:03:39,680 --> 01:03:43,040
Speaker 4: skill sets that you get from your job. I learned

1222
01:03:43,080 --> 01:03:46,600
Speaker 4: confidence in asking someone to buy a cheesecake while I

1223
01:03:46,640 --> 01:03:52,480
Speaker 4: was working there. I said, I'm having a hard time selling,

1224
01:03:52,880 --> 01:03:56,040
Speaker 4: but I realized the more I sell, the more money

1225
01:03:56,080 --> 01:03:58,600
Speaker 4: I make. So I had to tell myself, you have

1226
01:03:58,680 --> 01:04:01,720
Speaker 4: to tell me no twice. This is like a confidence

1227
01:04:01,760 --> 01:04:04,280
Speaker 4: building thing because I'm not gonna push you on my own.

1228
01:04:04,320 --> 01:04:07,440
Speaker 4: But my rule says, would you like to buy cheesecake?

1229
01:04:07,520 --> 01:04:10,840
Speaker 4: A slice of cheesecake to go? They say no, I said, hey,

1230
01:04:10,880 --> 01:04:12,800
Speaker 4: come on, man, come look at them MANU, just would

1231
01:04:12,840 --> 01:04:14,400
Speaker 4: you like to get a slice of cheesecake. One you

1232
01:04:14,440 --> 01:04:17,360
Speaker 4: wouldn't believe how many times people converted on that second

1233
01:04:17,400 --> 01:04:20,440
Speaker 4: ass But two, it's started to build my confidence. But

1234
01:04:20,560 --> 01:04:24,120
Speaker 4: once you understand that you have something that solves a

1235
01:04:24,160 --> 01:04:27,520
Speaker 4: real problem, you have no problem charging whatever you're going

1236
01:04:27,560 --> 01:04:30,400
Speaker 4: to charge for it. But here's how we raise value.

1237
01:04:30,680 --> 01:04:33,960
Speaker 4: One you can start off by help by you know,

1238
01:04:34,000 --> 01:04:37,320
Speaker 4: whatever price makes you comfortable. But the only reason you're

1239
01:04:37,320 --> 01:04:40,520
Speaker 4: doing that is to gather testimonials, because if you change

1240
01:04:40,560 --> 01:04:43,440
Speaker 4: twenty people's lives with this product, you'd be more confident

1241
01:04:43,600 --> 01:04:48,520
Speaker 4: charging a little more. Two, you need to learn how

1242
01:04:48,520 --> 01:04:53,240
Speaker 4: to be a better storyteller. Storytelling will raise the value

1243
01:04:53,280 --> 01:04:55,439
Speaker 4: of your product of service. This is what I mean.

1244
01:04:56,040 --> 01:04:58,040
Speaker 4: This young lady, we're doing this morning meet up meet up,

1245
01:04:58,360 --> 01:05:02,240
Speaker 4: and I'm trying to teach it's this principle of your

1246
01:05:02,280 --> 01:05:07,160
Speaker 4: story creates the value. And she said, well, my company

1247
01:05:07,320 --> 01:05:10,720
Speaker 4: is I'm a I do like house cleaning, I'm like

1248
01:05:10,760 --> 01:05:13,120
Speaker 4: a maid service. And I said, do you have an employee?

1249
01:05:13,160 --> 01:05:17,000
Speaker 4: She said no, I just do it myself. And she said, well,

1250
01:05:17,040 --> 01:05:20,200
Speaker 4: I don't see how this is a need. This isn't

1251
01:05:20,200 --> 01:05:22,760
Speaker 4: a this is this is a luxury actually, And I said,

1252
01:05:22,800 --> 01:05:24,600
Speaker 4: we got to change the way you look at the

1253
01:05:24,720 --> 01:05:27,120
Speaker 4: thing that you offer because it solves a real problem.

1254
01:05:27,440 --> 01:05:29,360
Speaker 4: And I asked her if she's married. She said yes,

1255
01:05:29,760 --> 01:05:32,280
Speaker 4: And I said, have you ever had any issues in

1256
01:05:32,320 --> 01:05:37,480
Speaker 4: your household where the root of this argument was caused

1257
01:05:38,440 --> 01:05:42,000
Speaker 4: by dishes not being in the sake? Your husband comes home,

1258
01:05:42,120 --> 01:05:45,440
Speaker 4: puts the shoes in the living room, then goes upstairs,

1259
01:05:45,480 --> 01:05:49,000
Speaker 4: and the doesn't take the shoes with them. That kind

1260
01:05:49,040 --> 01:05:52,840
Speaker 4: of stuff causes an argument, and we find ourselves bickering

1261
01:05:52,920 --> 01:05:57,520
Speaker 4: back and forth with our spouse because someone didn't take

1262
01:05:57,560 --> 01:06:01,720
Speaker 4: the clothes out the dryer. Well, if you are effectively

1263
01:06:01,800 --> 01:06:05,400
Speaker 4: cleaning someone's house, you are saving a marriage. I know

1264
01:06:05,560 --> 01:06:08,120
Speaker 4: for me, it's really hard for me to get in

1265
01:06:08,160 --> 01:06:12,440
Speaker 4: my mental zone when my office is a mess. And

1266
01:06:12,480 --> 01:06:15,280
Speaker 4: when I'm in my zone, I execute. I get to

1267
01:06:15,320 --> 01:06:17,280
Speaker 4: this money when I'm in my zone. But if I

1268
01:06:17,320 --> 01:06:19,960
Speaker 4: got to focus on where's I can't find my stuff,

1269
01:06:19,960 --> 01:06:24,800
Speaker 4: it's not organized. The value of a house cleaner or

1270
01:06:24,880 --> 01:06:29,000
Speaker 4: an office cleaner, or an organizer if they can tell

1271
01:06:29,040 --> 01:06:31,800
Speaker 4: the story and show me how cleaning my office makes

1272
01:06:31,800 --> 01:06:34,720
Speaker 4: me more money, I'm more willing to buy. So we

1273
01:06:34,840 --> 01:06:36,640
Speaker 4: have to become more confident, and we got to be

1274
01:06:36,680 --> 01:06:39,000
Speaker 4: a better storyteller because that's how we start to raise

1275
01:06:39,040 --> 01:06:40,400
Speaker 4: our own confidence and value.

1276
01:06:41,320 --> 01:06:44,640
Speaker 2: How about the reoccurring customer? Right?

1277
01:06:44,720 --> 01:06:47,360
Speaker 1: Like how we building the model? We don't want to obviously,

1278
01:06:47,800 --> 01:06:49,280
Speaker 1: and that was a great example. When you're talking about

1279
01:06:49,280 --> 01:06:51,040
Speaker 1: you go to your favorite restaurant, you might visit that

1280
01:06:51,040 --> 01:06:53,840
Speaker 1: four times in a year, right in your business obviously

1281
01:06:53,880 --> 01:06:56,920
Speaker 1: with doing the T shirts and now in the media spiece.

1282
01:06:58,000 --> 01:07:00,080
Speaker 1: What is the best strategy right if I'm starting as

1283
01:07:00,120 --> 01:07:02,919
Speaker 1: an entrepreneur. Is it not obviously not the one offs?

1284
01:07:03,000 --> 01:07:06,000
Speaker 1: But is it the monthly subscription? Is it the yearly subscription?

1285
01:07:06,160 --> 01:07:08,000
Speaker 1: Is it even a weekly subscription? Like?

1286
01:07:08,160 --> 01:07:11,160
Speaker 2: What models should I be looking at based on my product?

1287
01:07:12,480 --> 01:07:15,080
Speaker 4: Again, I think it's what you're most comfortable with. It's

1288
01:07:15,120 --> 01:07:19,400
Speaker 4: not like one particular way. That's why or teaching entrepreneurship,

1289
01:07:19,440 --> 01:07:22,200
Speaker 4: we give them all of them. It's not just services,

1290
01:07:22,200 --> 01:07:24,919
Speaker 4: not just products. We need to pick one. There's three

1291
01:07:24,920 --> 01:07:28,200
Speaker 4: ways to scale a company or scaling business. One I

1292
01:07:28,240 --> 01:07:32,040
Speaker 4: talked about it earlier is well one I'll start with

1293
01:07:32,800 --> 01:07:36,760
Speaker 4: customer acquisition. We need to get more customers to scale

1294
01:07:36,760 --> 01:07:39,400
Speaker 4: a business. That's one way of scaling a business. The

1295
01:07:39,440 --> 01:07:43,000
Speaker 4: second way of scaling a business is raising the average

1296
01:07:43,120 --> 01:07:47,000
Speaker 4: order value, meaning the amount of money that someone pays

1297
01:07:47,040 --> 01:07:50,360
Speaker 4: me when they come to pay me. You can either

1298
01:07:50,360 --> 01:07:52,360
Speaker 4: pay me fifteen dollars for a cheese steak, or you

1299
01:07:52,400 --> 01:07:55,960
Speaker 4: have the option of getting a cheese a piece of

1300
01:07:55,960 --> 01:07:57,720
Speaker 4: pie to and raise it to twenty one dollars. You

1301
01:07:57,760 --> 01:07:59,880
Speaker 4: can scale a business that way, or you can scale

1302
01:07:59,880 --> 01:08:04,240
Speaker 4: it business by getting the same customer to order more often.

1303
01:08:04,320 --> 01:08:06,479
Speaker 4: So I'm gonna go through it just rabbit hole stuff,

1304
01:08:06,560 --> 01:08:10,480
Speaker 4: y'all can stop me. Your product could be something that

1305
01:08:10,800 --> 01:08:13,680
Speaker 4: people use, or it could be something that you use up.

1306
01:08:14,400 --> 01:08:16,800
Speaker 4: Something that you use is a couch. There are people

1307
01:08:16,880 --> 01:08:20,040
Speaker 4: that make millions from selling couches. Something that you use

1308
01:08:20,080 --> 01:08:24,520
Speaker 4: as a car, you use a refrigerator. Is there refrigerator

1309
01:08:24,520 --> 01:08:26,960
Speaker 4: a bad model because most people are only gonna buy

1310
01:08:27,000 --> 01:08:30,720
Speaker 4: one every ten years. It's not a bad model. They

1311
01:08:30,760 --> 01:08:33,200
Speaker 4: just got to get in the customer acquisition. But you

1312
01:08:33,240 --> 01:08:37,360
Speaker 4: also have things that you use up, like toothpastes or

1313
01:08:37,920 --> 01:08:42,599
Speaker 4: body geil, deodorant oils. These are things that you use up.

1314
01:08:43,479 --> 01:08:43,839
Speaker 1: Well.

1315
01:08:44,560 --> 01:08:48,400
Speaker 4: There are different like even now the day, there are

1316
01:08:48,439 --> 01:08:52,120
Speaker 4: certain customers that there are certain companies that make millions

1317
01:08:52,160 --> 01:08:55,880
Speaker 4: of dollars a year in this one Halloween time. They're

1318
01:08:55,920 --> 01:08:59,479
Speaker 4: closed the rest of the year, but they put everything

1319
01:08:59,520 --> 01:09:04,400
Speaker 4: into this model. So my, my, my, my. I don't

1320
01:09:04,439 --> 01:09:06,920
Speaker 4: have a suggestion I will get into like the pricing model,

1321
01:09:06,920 --> 01:09:10,639
Speaker 4: because I'll go through that right now. But there's no

1322
01:09:10,760 --> 01:09:13,639
Speaker 4: one way to skin a cat. That's why I'm very

1323
01:09:13,760 --> 01:09:17,439
Speaker 4: careful with telling people what they should be doing, because

1324
01:09:17,439 --> 01:09:19,040
Speaker 4: there's a whole bunch of ways to do it, and

1325
01:09:19,080 --> 01:09:20,519
Speaker 4: the way I did it may not be the way

1326
01:09:20,560 --> 01:09:23,840
Speaker 4: you do it. You may want to sell houses, well,

1327
01:09:23,880 --> 01:09:25,120
Speaker 4: let me let me get through some numbers. Let me

1328
01:09:25,120 --> 01:09:28,880
Speaker 4: get to getting some numbers if I can, let's do that.

1329
01:09:29,560 --> 01:09:36,519
Speaker 4: While we're on pricing. Here we go. Hey, man, if

1330
01:09:36,600 --> 01:09:39,400
Speaker 4: y'all with us, just say I'm with y'all, just throw

1331
01:09:39,400 --> 01:09:40,800
Speaker 4: it in the chat. I need to know that we're

1332
01:09:40,800 --> 01:09:45,120
Speaker 4: not we're not just talking to the wall. I need

1333
01:09:45,160 --> 01:09:47,720
Speaker 4: to know that y'all locked in and y'all not just

1334
01:09:47,800 --> 01:09:51,320
Speaker 4: out here like at the like watching TV on Instagram

1335
01:09:51,360 --> 01:09:53,400
Speaker 4: and kind of listening to this because this can really

1336
01:09:53,439 --> 01:09:59,200
Speaker 4: really change your life. So coming up with the good products,

1337
01:09:59,600 --> 01:10:05,320
Speaker 4: or let's just start with one hundred thousand dollars well,

1338
01:10:06,040 --> 01:10:10,640
Speaker 4: you could take one product, take the whole year to

1339
01:10:10,720 --> 01:10:13,799
Speaker 4: sell one product that nets you one hundred thousand dollars.

1340
01:10:15,160 --> 01:10:20,599
Speaker 4: Maybe maybe you are a you're a real estate agent,

1341
01:10:21,040 --> 01:10:23,320
Speaker 4: and you're not trying to sell twenty thousand dollar houses.

1342
01:10:23,520 --> 01:10:25,240
Speaker 4: You're not trying to sell a hundred thousand dollars house

1343
01:10:25,320 --> 01:10:28,080
Speaker 4: where you make three thousand. You are trying to make

1344
01:10:28,520 --> 01:10:34,280
Speaker 4: multi You're trying to sell multi million dollar houses. Let's say, well,

1345
01:10:34,320 --> 01:10:38,559
Speaker 4: you could spend the whole year selling one house netting

1346
01:10:38,600 --> 01:10:42,160
Speaker 4: one hundred thousand dollars and you'll make one hundred thousand dollars.

1347
01:10:43,120 --> 01:10:48,520
Speaker 4: Or you could spend a whole year selling ten products

1348
01:10:48,760 --> 01:10:53,640
Speaker 4: at ten thousand dollars a piece, and guess what, you

1349
01:10:53,680 --> 01:10:56,320
Speaker 4: still make one hundred thousand dollars. What do you could

1350
01:10:56,320 --> 01:10:59,599
Speaker 4: sell a little over one a month of a ten

1351
01:10:59,640 --> 01:11:01,960
Speaker 4: thousand dollar product? Can we think of something that costs

1352
01:11:02,000 --> 01:11:05,320
Speaker 4: ten thousand dollars? I knew now I think this is

1353
01:11:05,439 --> 01:11:08,960
Speaker 4: very extremely scammy. But I met this guy, this kid,

1354
01:11:09,160 --> 01:11:12,360
Speaker 4: actually he was about eighteen years old when I'm seventeen

1355
01:11:12,400 --> 01:11:14,680
Speaker 4: years old. When I met him, he was working at

1356
01:11:14,760 --> 01:11:16,800
Speaker 4: Chick fil A and he'd just come around, just be

1357
01:11:16,840 --> 01:11:19,840
Speaker 4: around often and then he got mixed up with these

1358
01:11:20,280 --> 01:11:24,880
Speaker 4: digital entrepreneurs and he told me like, yo, bro, I'm

1359
01:11:24,880 --> 01:11:28,080
Speaker 4: about to start doing consulting. I said, bruh, you work

1360
01:11:28,120 --> 01:11:31,840
Speaker 4: at Chick fil A? Who are you consulting? Not knocking

1361
01:11:31,840 --> 01:11:34,439
Speaker 4: his dream, but he said, I do content creation I'm

1362
01:11:34,439 --> 01:11:36,120
Speaker 4: really good at and I'm about to start teaching people

1363
01:11:36,400 --> 01:11:39,200
Speaker 4: how to scale their business through content creation. I said, bro, one,

1364
01:11:39,280 --> 01:11:41,599
Speaker 4: you don't know how to scale a business through content creation?

1365
01:11:42,439 --> 01:11:46,519
Speaker 4: You work at Chick fil A. True story. No, lie,

1366
01:11:46,600 --> 01:11:49,120
Speaker 4: Yo talked to Brandon shot me he knows exactly what

1367
01:11:49,120 --> 01:11:51,719
Speaker 4: I'm talking about. But my man comes to the office

1368
01:11:51,760 --> 01:11:53,640
Speaker 4: one day and he says, y'all, I'm about to uh,

1369
01:11:54,000 --> 01:11:58,400
Speaker 4: I'm about to sell this ten K program. And I said, bruh,

1370
01:11:58,439 --> 01:12:01,000
Speaker 4: no disrespect, but you probably we make ten thousand a

1371
01:12:01,040 --> 01:12:02,720
Speaker 4: year at a job. He said, but I'm about to

1372
01:12:02,800 --> 01:12:04,639
Speaker 4: change on that. This is not me hating on his brother.

1373
01:12:05,240 --> 01:12:07,240
Speaker 4: I just knew he didn't know what he was talking about.

1374
01:12:08,560 --> 01:12:11,040
Speaker 4: The moral of the story is he goes to this

1375
01:12:11,160 --> 01:12:13,920
Speaker 4: process and he comes to the studio a few weeks

1376
01:12:13,960 --> 01:12:16,680
Speaker 4: later and he says, Yo, I closed my first ten

1377
01:12:16,760 --> 01:12:19,920
Speaker 4: K client. I told you, I told you I was

1378
01:12:19,960 --> 01:12:23,439
Speaker 4: what closed my first ten K client, and I said

1379
01:12:23,479 --> 01:12:28,679
Speaker 4: congratulations because I was wrong. Now about thirty days later

1380
01:12:28,720 --> 01:12:31,479
Speaker 4: they actually disputed the charge because they realized hen know

1381
01:12:31,520 --> 01:12:33,880
Speaker 4: what he was talking about. But my point is he

1382
01:12:33,960 --> 01:12:36,840
Speaker 4: had a service for ten thousand while he worked at

1383
01:12:36,920 --> 01:12:41,200
Speaker 4: Chick fil A and he closed somebody. He didn't do

1384
01:12:41,240 --> 01:12:44,360
Speaker 4: it in a less than integral way. He just he

1385
01:12:44,439 --> 01:12:47,639
Speaker 4: believed in his product, told it was ten thousand dollars.

1386
01:12:47,720 --> 01:12:51,040
Speaker 4: My point is there are services or even products that

1387
01:12:51,080 --> 01:12:53,080
Speaker 4: you can make a ten k commission on you sell

1388
01:12:53,160 --> 01:12:55,040
Speaker 4: ten of them a year. He made one hundred thousand dollars.

1389
01:12:55,240 --> 01:12:59,920
Speaker 4: Or we can sell one hundred products at a thousand

1390
01:13:00,000 --> 01:13:04,880
Speaker 4: dollars apiece and still make one hundred thousand dollars. Throw

1391
01:13:04,920 --> 01:13:06,759
Speaker 4: it in the check. Can you think of a product

1392
01:13:06,760 --> 01:13:09,559
Speaker 4: that someone would pay one thousand dollars that's worth more

1393
01:13:09,600 --> 01:13:12,840
Speaker 4: than one thousand dollars? Of course we can. We can

1394
01:13:12,840 --> 01:13:16,280
Speaker 4: come up with a thousand dollar products. Nipsey Hustle had

1395
01:13:16,280 --> 01:13:19,200
Speaker 4: the audacity to sell it what one hundred dollar mixtape?

1396
01:13:19,320 --> 01:13:20,559
Speaker 4: Was it? Yeah?

1397
01:13:20,560 --> 01:13:21,000
Speaker 2: A hundred?

1398
01:13:21,880 --> 01:13:25,519
Speaker 4: Who does he think he is? Well? It is at

1399
01:13:25,520 --> 01:13:27,840
Speaker 4: the point where ya at this time, you could either

1400
01:13:27,960 --> 01:13:32,800
Speaker 4: download mixtapes or every mixtape is ten bucks. But my

1401
01:13:32,880 --> 01:13:36,120
Speaker 4: man believed it. He said, I'll sell a hundred mixtapes,

1402
01:13:36,160 --> 01:13:38,759
Speaker 4: and I saw a hundred dollars mixtapes because I placed

1403
01:13:38,800 --> 01:13:40,320
Speaker 4: his value on it. But if you can come up

1404
01:13:40,320 --> 01:13:42,960
Speaker 4: with a thousand dollar product you saw one hundred dollars

1405
01:13:42,960 --> 01:13:45,559
Speaker 4: for the year, you're good. Or we find a thousand

1406
01:13:45,640 --> 01:13:50,160
Speaker 4: customers to give us one hundred dollars, I want to

1407
01:13:50,160 --> 01:13:53,840
Speaker 4: make one hundred k. I'm going through this process for

1408
01:13:53,880 --> 01:13:58,439
Speaker 4: a reason, because you can find ten thousand people with

1409
01:13:58,560 --> 01:14:00,759
Speaker 4: a low ticket, ten dollars product still make one hundred

1410
01:14:00,760 --> 01:14:05,280
Speaker 4: thousand dollars. My question for the chat today is which

1411
01:14:05,360 --> 01:14:10,120
Speaker 4: one of these is most comfortable for you? Which one

1412
01:14:10,160 --> 01:14:12,400
Speaker 4: of these is most comfortable for you? You might look

1413
01:14:12,400 --> 01:14:15,280
Speaker 4: at the one say yeah, I would rather just find

1414
01:14:15,280 --> 01:14:17,640
Speaker 4: one hundred people one thousand dollar product. I'm gonna make

1415
01:14:17,680 --> 01:14:21,200
Speaker 4: my hundred k that way. Or I feel most comfortable. Man,

1416
01:14:21,200 --> 01:14:24,240
Speaker 4: I don't get anybody give me ten dollars and we

1417
01:14:24,439 --> 01:14:29,000
Speaker 4: just running out ten dollars ten thousand customers throughout a year.

1418
01:14:29,120 --> 01:14:31,320
Speaker 4: I can do that, no problem. A little over a

1419
01:14:31,360 --> 01:14:34,400
Speaker 4: thousand customers every single month. I'm cool. I can do that.

1420
01:14:34,800 --> 01:14:37,360
Speaker 4: My question is which one of these is most comfortable

1421
01:14:37,439 --> 01:14:41,760
Speaker 4: for you, Let me give you another one. Let me

1422
01:14:41,800 --> 01:14:45,720
Speaker 4: give you another one, something else to think about. We

1423
01:14:45,760 --> 01:14:48,559
Speaker 4: can also talk about recurring and say we're going one

1424
01:14:48,600 --> 01:14:53,400
Speaker 4: hundred K. Let's say we'll do two hundred and fifty K,

1425
01:14:53,520 --> 01:14:57,599
Speaker 4: and we'll do seven hundred fifty K. Well, we can

1426
01:14:57,800 --> 01:15:02,920
Speaker 4: have this is and y'all if it's too much and

1427
01:15:02,960 --> 01:15:05,360
Speaker 4: it's too confusing, because I know some people when it

1428
01:15:05,400 --> 01:15:08,920
Speaker 4: comes to math, their head starts hurting. But I'm telling you,

1429
01:15:08,960 --> 01:15:11,960
Speaker 4: if you're gonna make some money, you better get comfortable

1430
01:15:11,960 --> 01:15:16,760
Speaker 4: with math. Success is just a math equation. Seah told y'all, Yo,

1431
01:15:16,840 --> 01:15:19,240
Speaker 4: if you do a certain amount of work, you'll start

1432
01:15:19,240 --> 01:15:21,679
Speaker 4: to get some sort of ratio. I talk to ten people,

1433
01:15:21,880 --> 01:15:24,120
Speaker 4: I close two. If I want to close twenty, I

1434
01:15:24,120 --> 01:15:26,880
Speaker 4: gotta talk to one hundred. It's just it's the math

1435
01:15:26,920 --> 01:15:31,480
Speaker 4: of it all. Okay, if you have a fifty dollars recurring,

1436
01:15:31,600 --> 01:15:37,439
Speaker 4: let me actually make it smaller. Let mean just a racist.

1437
01:15:39,400 --> 01:15:43,560
Speaker 4: We can go into the recurring model that Joy talked about,

1438
01:15:43,960 --> 01:15:49,880
Speaker 4: and maybe to make one hundred K, we need one

1439
01:15:49,960 --> 01:15:53,960
Speaker 4: hundred and sixty seven people paying fifty dollars recurring every

1440
01:15:54,000 --> 01:15:58,160
Speaker 4: single month, or I can have a one hundred dollars

1441
01:15:58,280 --> 01:16:00,760
Speaker 4: recurring product and I just have to sell eighty three

1442
01:16:00,760 --> 01:16:03,320
Speaker 4: of them to make one hundred thousand dollars. Well, what

1443
01:16:03,360 --> 01:16:05,800
Speaker 4: if we're gonna make two hundred and fifty thousand. The

1444
01:16:05,840 --> 01:16:08,040
Speaker 4: only reason I'm going through this exercise, y'all. And again,

1445
01:16:08,120 --> 01:16:11,559
Speaker 4: I know math hurts the head of a lot of people.

1446
01:16:11,600 --> 01:16:15,800
Speaker 4: I get it. But just pick which one stands out

1447
01:16:15,840 --> 01:16:19,360
Speaker 4: to you. Whatever see is easiest, y'all. All I gotta

1448
01:16:19,360 --> 01:16:21,640
Speaker 4: find is one hundred and sixty people to give me

1449
01:16:21,680 --> 01:16:25,000
Speaker 4: fifty dollars a month where their value is much more,

1450
01:16:25,080 --> 01:16:26,880
Speaker 4: and I can make a hundred thousand. That's the what

1451
01:16:27,000 --> 01:16:27,439
Speaker 4: I'm doing.

1452
01:16:28,200 --> 01:16:31,920
Speaker 3: Or also they I think it's important to note retention

1453
01:16:32,040 --> 01:16:36,320
Speaker 3: as well, right because even I learned this in insurance

1454
01:16:36,360 --> 01:16:41,280
Speaker 3: as well, where the premiums are cheaper. The cheapest premium

1455
01:16:41,320 --> 01:16:48,200
Speaker 3: is annual, The second cheapest premium is semi annual every

1456
01:16:48,200 --> 01:16:52,679
Speaker 3: six months. The third lowest premium is quarterly. The highest

1457
01:16:52,720 --> 01:16:57,559
Speaker 3: premium is monthly. The reason being is because they wanted

1458
01:16:57,560 --> 01:17:01,880
Speaker 3: to discourage people from doing month because monthly is the

1459
01:17:01,960 --> 01:17:07,519
Speaker 3: highest eternal right. So that's important for entrepreneurs to keep

1460
01:17:07,560 --> 01:17:12,200
Speaker 3: in mind that recurring revenue is a good it can

1461
01:17:12,280 --> 01:17:16,559
Speaker 3: be a good business model, but you have to count.

1462
01:17:16,920 --> 01:17:22,120
Speaker 3: You might have to increase your price for that to

1463
01:17:22,160 --> 01:17:25,240
Speaker 3: count the amount of people that's actually going to fall

1464
01:17:25,280 --> 01:17:29,240
Speaker 3: off after two months, after three months, or you might

1465
01:17:29,320 --> 01:17:33,800
Speaker 3: have to have a recurring revenue model on a yearly basis,

1466
01:17:34,200 --> 01:17:37,720
Speaker 3: which might be more an official than a monthly basis.

1467
01:17:38,240 --> 01:17:41,120
Speaker 4: Yeah, absolutely, and I try. I don't. I don't go

1468
01:17:41,320 --> 01:17:45,200
Speaker 4: like into the retention because some people that because they're

1469
01:17:45,240 --> 01:17:47,040
Speaker 4: trying to wrap their mind around the fact that I

1470
01:17:47,040 --> 01:17:48,120
Speaker 4: can make some money.

1471
01:17:49,600 --> 01:17:52,200
Speaker 3: For sure. I think it's just important for people to

1472
01:17:52,240 --> 01:17:54,479
Speaker 3: kind of know because, like I said, they don't know that.

1473
01:17:54,479 --> 01:17:56,400
Speaker 3: You don't know that until you know it, right. So

1474
01:17:56,439 --> 01:17:58,800
Speaker 3: it's like you put all your eggs into into building

1475
01:17:58,840 --> 01:18:02,559
Speaker 3: a recurring revenue business and then you realize that people

1476
01:18:02,720 --> 01:18:05,519
Speaker 3: falling off less than right, and it's like it's discourage you.

1477
01:18:05,720 --> 01:18:07,599
Speaker 2: It's important to the point that you made earlier, Dave.

1478
01:18:07,720 --> 01:18:10,200
Speaker 1: Especially if I'm making that target that I want to

1479
01:18:10,240 --> 01:18:13,640
Speaker 1: do something esecutively for four months. Well let's say you

1480
01:18:13,720 --> 01:18:15,680
Speaker 1: do it for three months in that retention and you

1481
01:18:15,720 --> 01:18:18,680
Speaker 1: have a monthly reoccurrent and in that fourth month you

1482
01:18:18,760 --> 01:18:21,720
Speaker 1: lost half of your customers, right, like that could be

1483
01:18:21,680 --> 01:18:22,880
Speaker 1: address to changing business.

1484
01:18:22,880 --> 01:18:24,519
Speaker 2: So it's very important to know that.

1485
01:18:25,360 --> 01:18:27,400
Speaker 4: Yeah, but it also depends on the value that you

1486
01:18:27,520 --> 01:18:31,400
Speaker 4: provide because some people like for your thousand dollars a year,

1487
01:18:32,560 --> 01:18:36,400
Speaker 4: believe it or not, I'm sure y'all know that. Some

1488
01:18:36,439 --> 01:18:38,800
Speaker 4: people log in a couple of times, but they don't

1489
01:18:38,840 --> 01:18:41,559
Speaker 4: want to lose it because they understand the value. So

1490
01:18:41,800 --> 01:18:44,360
Speaker 4: in every business, you got these pros and you got

1491
01:18:44,360 --> 01:18:50,120
Speaker 4: these cons. There are some people that may be able

1492
01:18:50,160 --> 01:18:54,080
Speaker 4: to pay me for a month right for a service,

1493
01:18:54,720 --> 01:18:59,400
Speaker 4: but on that thirty first day the payment hit again,

1494
01:19:00,240 --> 01:19:02,800
Speaker 4: like oh crap, I gotta use the service again. So

1495
01:19:03,840 --> 01:19:07,080
Speaker 4: I know, I know that the average customer is going

1496
01:19:07,120 --> 01:19:11,560
Speaker 4: to stay on a recurring program for about three months average.

1497
01:19:12,880 --> 01:19:15,280
Speaker 4: So we our program is ninety seven dollars a month,

1498
01:19:15,920 --> 01:19:17,760
Speaker 4: but we made it five hundred dollars for the year.

1499
01:19:18,600 --> 01:19:20,200
Speaker 4: Well why would make it five hundred dollars a year

1500
01:19:20,200 --> 01:19:22,080
Speaker 4: If it's ninety seven dollars a month. If the average

1501
01:19:22,160 --> 01:19:24,600
Speaker 4: person stays for three months, you're either gonna give me

1502
01:19:24,640 --> 01:19:27,920
Speaker 4: three hundred dollars or in the moment where you're like, yo,

1503
01:19:27,960 --> 01:19:29,960
Speaker 4: I want to lock in, well you might just pay

1504
01:19:30,040 --> 01:19:32,320
Speaker 4: five months on front. Let me just get it five

1505
01:19:32,400 --> 01:19:37,040
Speaker 4: hundred and will recur and it's it helps you predict

1506
01:19:37,040 --> 01:19:40,360
Speaker 4: because typically typically unless you're doing something where you're not

1507
01:19:40,520 --> 01:19:44,439
Speaker 4: adding extreme value, typically they all don't fall off at

1508
01:19:44,439 --> 01:19:47,679
Speaker 4: the same time. But you still have to keep it working.

1509
01:19:47,680 --> 01:19:48,960
Speaker 4: You got to keep it running.

1510
01:19:48,760 --> 01:19:52,920
Speaker 3: So well the most are you still going with the

1511
01:19:52,960 --> 01:19:55,479
Speaker 3: because I want to talk about promotion, that's probably the

1512
01:19:55,520 --> 01:19:56,080
Speaker 3: most important.

1513
01:19:56,160 --> 01:19:58,519
Speaker 4: Yeah, okay, let me let me. Let me finish these numbers.

1514
01:19:58,840 --> 01:20:01,000
Speaker 4: I'll wrap up in just a second. Give me thirty seconds,

1515
01:20:01,040 --> 01:20:02,760
Speaker 4: Give me thirty seconds. How much time?

1516
01:20:02,880 --> 01:20:05,720
Speaker 3: How much time we got because we're not on time

1517
01:20:05,760 --> 01:20:07,720
Speaker 3: we do on tonge.

1518
01:20:07,640 --> 01:20:11,040
Speaker 4: All right, cool, So if you have four hundred and

1519
01:20:11,120 --> 01:20:14,160
Speaker 4: seventeen people paying fifty dollars a month, you can make

1520
01:20:14,160 --> 01:20:17,280
Speaker 4: a quarter million dollars, or if it's one hundred dollars

1521
01:20:17,360 --> 01:20:20,880
Speaker 4: a month, some sort of recurring program two hundred and nine.

1522
01:20:21,840 --> 01:20:23,599
Speaker 4: And I'm gonna tell y'all some goodness crazy. I'm gonna

1523
01:20:23,600 --> 01:20:28,559
Speaker 4: tell youall something that this one dude told me. He said, uh,

1524
01:20:28,640 --> 01:20:31,520
Speaker 4: because I was actually telling about you know, my program,

1525
01:20:32,000 --> 01:20:35,400
Speaker 4: and he said, you have to figure out a way

1526
01:20:35,439 --> 01:20:39,519
Speaker 4: to put the hooks in a customer. I said, well,

1527
01:20:39,520 --> 01:20:42,240
Speaker 4: what do you mean, I don't understand. He said, well,

1528
01:20:42,280 --> 01:20:44,720
Speaker 4: I have a software. Yeah, he said, you have to

1529
01:20:46,960 --> 01:20:52,360
Speaker 4: have something that allows them to build on your platform,

1530
01:20:52,720 --> 01:20:58,200
Speaker 4: but there's some sort of negative for them leaving, meaning

1531
01:20:58,880 --> 01:21:01,280
Speaker 4: he has this like white leg software, or he built

1532
01:21:01,280 --> 01:21:05,280
Speaker 4: out this software that gathers all of this data and

1533
01:21:05,320 --> 01:21:09,479
Speaker 4: as long as somebody's on the program, they have access

1534
01:21:09,479 --> 01:21:12,760
Speaker 4: to their data. But if you ever, if you ever

1535
01:21:12,880 --> 01:21:15,160
Speaker 4: try to leave one platform or go to the next,

1536
01:21:15,400 --> 01:21:18,960
Speaker 4: you ever notice sometimes the transition be so difficult. Well,

1537
01:21:19,040 --> 01:21:22,760
Speaker 4: that's by design, because we want you to be comfortable

1538
01:21:22,800 --> 01:21:27,280
Speaker 4: here and we want to have some sort of some

1539
01:21:27,400 --> 01:21:32,439
Speaker 4: sort of tie to the recurring program. So La Fitness

1540
01:21:32,439 --> 01:21:35,880
Speaker 4: does it best. You have to put up one hundred

1541
01:21:35,880 --> 01:21:40,840
Speaker 4: dollars or two hundred dollars whatever registration fee. Well it's

1542
01:21:40,880 --> 01:21:43,000
Speaker 4: only thirty dollars a month. But I know if I

1543
01:21:43,000 --> 01:21:45,120
Speaker 4: get off this thirty dollars a month, when I come back,

1544
01:21:45,600 --> 01:21:48,240
Speaker 4: I gotta put the one hundred dollars back that joint

1545
01:21:48,280 --> 01:21:51,040
Speaker 4: has had me on La Fitness, a gym I don't

1546
01:21:51,080 --> 01:21:53,840
Speaker 4: go to ever, like last six years, because I don't

1547
01:21:53,840 --> 01:21:56,040
Speaker 4: want to pay the x one hundred dollars. So you

1548
01:21:56,160 --> 01:21:58,080
Speaker 4: have to figure out. As you go through this process,

1549
01:21:58,120 --> 01:22:02,080
Speaker 4: you'll figure out your your customer and start thinking about

1550
01:22:02,080 --> 01:22:05,599
Speaker 4: different ways to keep people retained. So well.

1551
01:22:06,960 --> 01:22:09,320
Speaker 3: So all right, So then the three piece, to me,

1552
01:22:09,439 --> 01:22:13,919
Speaker 3: the most important part of any entrepreneurship business is promoting.

1553
01:22:14,120 --> 01:22:15,960
Speaker 3: People don't know about your business. You got the best

1554
01:22:15,960 --> 01:22:18,240
Speaker 3: business in the world. They got to know. McDonald's doesn't

1555
01:22:18,280 --> 01:22:22,760
Speaker 3: have the best burger, but they've created enough brand awareness

1556
01:22:23,160 --> 01:22:29,240
Speaker 3: where people come for their services. Right, So promotion. What

1557
01:22:29,240 --> 01:22:32,280
Speaker 3: what's to deal with the promotion aspect of it? Man,

1558
01:22:32,640 --> 01:22:35,600
Speaker 3: ask somebody about your stuff. That solves a lot of

1559
01:22:35,600 --> 01:22:36,760
Speaker 3: problems to entrepreneurs.

1560
01:22:36,760 --> 01:22:40,040
Speaker 4: Believe it or not, Most people just will not ask

1561
01:22:40,280 --> 01:22:44,400
Speaker 4: people to buy their product or service. Just ask a

1562
01:22:44,479 --> 01:22:47,960
Speaker 4: bunch of people. And I come from I come from

1563
01:22:47,960 --> 01:22:51,479
Speaker 4: an era where you had to like go up to

1564
01:22:51,520 --> 01:22:54,559
Speaker 4: somebody and ask them to buy the T shirt. Now

1565
01:22:54,640 --> 01:22:56,920
Speaker 4: we build a business with link in our bio. We

1566
01:22:57,040 --> 01:22:59,280
Speaker 4: just make a post, we create some content. But I

1567
01:22:59,320 --> 01:23:03,000
Speaker 4: had to ask someone. And I'm not just talking about

1568
01:23:03,040 --> 01:23:06,040
Speaker 4: promotion in terms of like, all right, we got this

1569
01:23:06,080 --> 01:23:08,439
Speaker 4: podcast and we put it out there. That's one way

1570
01:23:08,439 --> 01:23:11,479
Speaker 4: of doing it. But you have to think of every

1571
01:23:11,640 --> 01:23:15,120
Speaker 4: single way that you can push your product, and it's

1572
01:23:15,120 --> 01:23:18,759
Speaker 4: gonna start with you believing that your product actually solves

1573
01:23:19,200 --> 01:23:23,360
Speaker 4: a real problem. So there's a couple of ways we

1574
01:23:23,400 --> 01:23:27,800
Speaker 4: can do this promotion thing. We can hustle, which I'm

1575
01:23:27,800 --> 01:23:30,880
Speaker 4: a hustler. I just go out there and I'm gonna

1576
01:23:30,880 --> 01:23:33,280
Speaker 4: go make some money. I got this book and I'm

1577
01:23:33,280 --> 01:23:35,880
Speaker 4: gonna be a vendor at Investfest and I'm gonna be

1578
01:23:35,960 --> 01:23:38,080
Speaker 4: a vendor at these events, and I'm gonna go to

1579
01:23:38,160 --> 01:23:40,599
Speaker 4: the schools and I'm gonna create content of me selling

1580
01:23:40,640 --> 01:23:43,840
Speaker 4: the product that's a part of the promotion. Or we

1581
01:23:43,880 --> 01:23:46,679
Speaker 4: can leverage. There's a couple of different ways we can leverage,

1582
01:23:46,680 --> 01:23:51,080
Speaker 4: whether it's leveraging social media, whether it's leveraging other platforms,

1583
01:23:51,160 --> 01:23:56,040
Speaker 4: whether it's leveraging advertisement. So they have this thing where

1584
01:23:56,040 --> 01:24:00,599
Speaker 4: you can go joint live with somebody, and people figured

1585
01:24:00,640 --> 01:24:03,400
Speaker 4: it out, Oh, you want to get on sell my

1586
01:24:03,520 --> 01:24:07,599
Speaker 4: product to my audience while we're on live together. Well,

1587
01:24:07,680 --> 01:24:09,439
Speaker 4: I'm going to charge you to go live with me.

1588
01:24:09,560 --> 01:24:12,720
Speaker 4: And I'm telling you that is somewhat of an effective strategy.

1589
01:24:12,760 --> 01:24:16,240
Speaker 4: Sometimes if you have somebody has a micro influence and

1590
01:24:16,280 --> 01:24:19,920
Speaker 4: you're looking at their lives and they're doing Instagram live

1591
01:24:19,920 --> 01:24:22,640
Speaker 4: and there's one hundred people on there. Well, yo, you

1592
01:24:22,760 --> 01:24:25,680
Speaker 4: might want to invest in somebody saying, Yo, will you

1593
01:24:25,720 --> 01:24:28,400
Speaker 4: take out some time of your day and let me

1594
01:24:28,520 --> 01:24:31,400
Speaker 4: do a joint live with you. I'd be happy to

1595
01:24:31,400 --> 01:24:35,600
Speaker 4: pay you for your time, or we can leverage different platforms.

1596
01:24:35,920 --> 01:24:38,080
Speaker 3: I think that's yeah for sure. And let's break this

1597
01:24:38,120 --> 01:24:40,200
Speaker 3: down a little bit because all right, so let's start

1598
01:24:40,280 --> 01:24:45,400
Speaker 3: social media, right, that's the most important aspect of it. Yeah,

1599
01:24:45,479 --> 01:24:48,080
Speaker 3: let's do this. Social media is very important, right, So

1600
01:24:48,520 --> 01:24:51,040
Speaker 3: there's two ways how you can promote on social media,

1601
01:24:52,040 --> 01:24:55,360
Speaker 3: organically and paid, and you can do a hybrid approach, right,

1602
01:24:56,160 --> 01:25:02,439
Speaker 3: But organically it's vitally important because that's something that's going

1603
01:25:02,479 --> 01:25:08,559
Speaker 3: to take longer. But that's more community feel. That's what

1604
01:25:08,560 --> 01:25:13,480
Speaker 3: we that's our pathways is the organic path, right, Creating

1605
01:25:14,439 --> 01:25:18,160
Speaker 3: content that's different from other people. Important to be creative,

1606
01:25:19,360 --> 01:25:27,960
Speaker 3: engaging content, regularly scheduled content, being consistent, not selling a

1607
01:25:28,000 --> 01:25:31,599
Speaker 3: product first selling it, later building a trust community ad

1608
01:25:31,760 --> 01:25:34,760
Speaker 3: and then selling it on the back end. And then

1609
01:25:35,360 --> 01:25:38,639
Speaker 3: of course there's the paid ads, like you said, paid

1610
01:25:38,640 --> 01:25:43,080
Speaker 3: ads or paid collaboration stuff like that. Right, do you

1611
01:25:43,120 --> 01:25:46,000
Speaker 3: want to do you want to touch on those aspects

1612
01:25:46,000 --> 01:25:50,439
Speaker 3: from the organic standpoint and the paid standpoint, and maybe

1613
01:25:50,479 --> 01:25:52,479
Speaker 3: the hybrid just for people that's trying to figure out

1614
01:25:52,479 --> 01:25:53,040
Speaker 3: social media.

1615
01:25:53,920 --> 01:25:57,840
Speaker 4: Yeah, absolutely so organic is that hustle like you just

1616
01:25:59,000 --> 01:26:02,200
Speaker 4: you are doing you can to build your following and

1617
01:26:02,200 --> 01:26:06,920
Speaker 4: build your That's why I think sales targets are important

1618
01:26:06,960 --> 01:26:12,080
Speaker 4: sometimes because we have a target of getting this product

1619
01:26:12,360 --> 01:26:15,040
Speaker 4: or service in the hands as many people as possible.

1620
01:26:15,400 --> 01:26:19,640
Speaker 4: It doesn't look as cool to like to go to

1621
01:26:19,680 --> 01:26:23,360
Speaker 4: your neighborhood and record yourself going through the neighborhood knocking

1622
01:26:23,400 --> 01:26:25,200
Speaker 4: on doors saying Yo, can I clean your house? Can

1623
01:26:25,240 --> 01:26:27,919
Speaker 4: I cut your grass? Would you like to buy this product?

1624
01:26:28,479 --> 01:26:32,320
Speaker 4: But it does make for good content. Listen, I want

1625
01:26:32,400 --> 01:26:36,599
Speaker 4: some of you all to turn your entrepreneurial endeavors, your

1626
01:26:36,640 --> 01:26:41,200
Speaker 4: promotion into content. Meaning I'm gonna go out and it'll actually

1627
01:26:41,280 --> 01:26:44,200
Speaker 4: just drop some merch. Right. So I'm building out this

1628
01:26:44,280 --> 01:26:48,200
Speaker 4: whole little story on how I used to sell T

1629
01:26:48,360 --> 01:26:51,040
Speaker 4: shirts out the back of my trunk and I'm going

1630
01:26:51,080 --> 01:26:54,240
Speaker 4: back to it. But I'm not doing it because I

1631
01:26:54,320 --> 01:26:57,519
Speaker 4: need I need to sell of the sweatshirt or the

1632
01:26:57,560 --> 01:27:02,400
Speaker 4: T shirt. But I'm turned into content. I'm hoping that

1633
01:27:02,479 --> 01:27:04,519
Speaker 4: I have a day where I go up to a

1634
01:27:04,560 --> 01:27:07,400
Speaker 4: bunch of people and I try to make a sale

1635
01:27:08,000 --> 01:27:12,000
Speaker 4: and a lot of them say no, Well why would

1636
01:27:12,000 --> 01:27:14,720
Speaker 4: that Why would I hope that I fail in that way? Well,

1637
01:27:14,760 --> 01:27:16,160
Speaker 4: I might have a camera there and I'm gonna be

1638
01:27:16,240 --> 01:27:19,479
Speaker 4: documenting the journey because it makes better it makes for

1639
01:27:19,560 --> 01:27:22,320
Speaker 4: better content for me. I'm not embarrassed by to know.

1640
01:27:22,560 --> 01:27:24,760
Speaker 4: I'm not. I don't get anxiety about to know. But

1641
01:27:24,840 --> 01:27:27,840
Speaker 4: this is me going out coming up with a creative

1642
01:27:27,920 --> 01:27:32,840
Speaker 4: way to sell my product, sometimes calling somebody say yo,

1643
01:27:33,640 --> 01:27:37,240
Speaker 4: I was on this uh anger Leisure Live and they said,

1644
01:27:37,280 --> 01:27:40,080
Speaker 4: I got to call five people today so and sell

1645
01:27:40,120 --> 01:27:42,120
Speaker 4: my product. Because I haven't really been selling like that.

1646
01:27:43,160 --> 01:27:45,080
Speaker 4: Would you like to buy my product? I'm just doing

1647
01:27:45,080 --> 01:27:46,880
Speaker 4: it because Anger Lesia told me this is one of

1648
01:27:46,880 --> 01:27:51,280
Speaker 4: the strategies. It lowers that anxiety of the promotion because

1649
01:27:51,280 --> 01:27:54,840
Speaker 4: most people are just afraid of a no. But now

1650
01:27:54,880 --> 01:27:56,800
Speaker 4: at this point, it doesn't matter what the answer is,

1651
01:27:56,840 --> 01:27:59,800
Speaker 4: because you are creating content, You're building a story. So

1652
01:28:00,400 --> 01:28:04,320
Speaker 4: that's actually how I started, y'all, like just out there hustling, grinding,

1653
01:28:04,800 --> 01:28:08,960
Speaker 4: creating content of the journey. Please, please, please do not

1654
01:28:09,080 --> 01:28:12,680
Speaker 4: be afraid to promote and get a No, this is

1655
01:28:12,760 --> 01:28:16,160
Speaker 4: a story, and people buy my book because I wrapped

1656
01:28:16,160 --> 01:28:18,840
Speaker 4: in all of my failures into this book, and I

1657
01:28:18,880 --> 01:28:22,080
Speaker 4: sell all my books for thirty dollars meeting. I sold

1658
01:28:22,160 --> 01:28:24,960
Speaker 4: all my failures for thirty dollars apiece, and I can

1659
01:28:25,000 --> 01:28:27,599
Speaker 4: tell you to tell it. So keep going through the story,

1660
01:28:28,080 --> 01:28:31,280
Speaker 4: keep all that. Like I know y'all still got them

1661
01:28:31,360 --> 01:28:33,760
Speaker 4: living Room iPhone interviews up.

1662
01:28:34,320 --> 01:28:38,320
Speaker 1: It's the story and shout out to Anthony Jackson.

1663
01:28:38,640 --> 01:28:40,879
Speaker 2: He said, a brand awares director consumer.

1664
01:28:41,160 --> 01:28:44,200
Speaker 1: It's very important, but there's a part of it, and

1665
01:28:44,240 --> 01:28:47,840
Speaker 1: you can probably relate to this directly building the brand

1666
01:28:48,040 --> 01:28:50,840
Speaker 1: while building yourself as well, right, because people need to

1667
01:28:50,880 --> 01:28:52,799
Speaker 1: know kind of who you are.

1668
01:28:52,840 --> 01:28:55,880
Speaker 2: In order to trust you to affiliate you with the brand.

1669
01:28:55,920 --> 01:28:57,479
Speaker 1: I think Pinky's done a really good job of that,

1670
01:28:57,760 --> 01:29:01,040
Speaker 1: where you can see there's a brand and is the personality.

1671
01:29:01,640 --> 01:29:04,439
Speaker 1: For a while, your Instagram was sleep for soccer, sleep

1672
01:29:04,439 --> 01:29:06,519
Speaker 1: as for soccer, Sleepers for soccer is recently you change

1673
01:29:06,520 --> 01:29:10,000
Speaker 1: it to these sands. Talk about that path of building

1674
01:29:10,080 --> 01:29:13,360
Speaker 1: both and wanting to separate the tour, maybe not separate

1675
01:29:13,400 --> 01:29:14,519
Speaker 1: and when is the appropriate time?

1676
01:29:15,479 --> 01:29:18,439
Speaker 4: Yeah, I think for me it went so far away

1677
01:29:19,280 --> 01:29:22,760
Speaker 4: because for one When I started selling the T shirt brand,

1678
01:29:22,840 --> 01:29:24,559
Speaker 4: it wasn't about me at all. It was about the

1679
01:29:24,600 --> 01:29:28,599
Speaker 4: T shirts. So like my Instagram name, sleep is for Suckers,

1680
01:29:28,680 --> 01:29:31,080
Speaker 4: my uh like, even if you like looked at my

1681
01:29:31,120 --> 01:29:36,320
Speaker 4: social back then, it wasn't my whole social kind of

1682
01:29:36,360 --> 01:29:39,519
Speaker 4: like how support Phychologist does it. It's all about the

1683
01:29:39,560 --> 01:29:41,960
Speaker 4: product and all about the brand, and you could do

1684
01:29:42,000 --> 01:29:43,439
Speaker 4: it a couple of ways. So I was shy, I

1685
01:29:43,479 --> 01:29:47,080
Speaker 4: was a little nervous. But Sleepers for Suckers is the

1686
01:29:47,080 --> 01:29:50,800
Speaker 4: T shirt brand. I wrapped my entire world around. My

1687
01:29:50,840 --> 01:29:53,720
Speaker 4: whole brand was about this, and I wanted people to

1688
01:29:53,880 --> 01:29:56,680
Speaker 4: not miss I don't I don't ever want somebody to

1689
01:29:56,680 --> 01:29:59,800
Speaker 4: be mistaken and think that this isn't what I do,

1690
01:30:00,080 --> 01:30:04,120
Speaker 4: This isn't where my heart is. Some people tiptoe into entrepreneurship.

1691
01:30:04,200 --> 01:30:07,040
Speaker 4: I'm telling you, if y'all gonna build something, your whole

1692
01:30:07,080 --> 01:30:11,639
Speaker 4: brand needs a whole nother revamp. Your whole brand needs

1693
01:30:11,680 --> 01:30:13,120
Speaker 4: to be about it. Your whole world needs to be

1694
01:30:13,160 --> 01:30:15,760
Speaker 4: about it. But now it's been so far and moved

1695
01:30:15,760 --> 01:30:18,120
Speaker 4: since I sold Sleepers for Suckers T shirts, it just

1696
01:30:18,120 --> 01:30:21,920
Speaker 4: didn't make sense into where I'm going right now, you know,

1697
01:30:21,960 --> 01:30:23,559
Speaker 4: what I mean. So that's why I decided to change

1698
01:30:23,560 --> 01:30:25,439
Speaker 4: my name because the people that follow me now, like,

1699
01:30:25,760 --> 01:30:27,439
Speaker 4: I don't know what Sleepers for Suckers is, but it

1700
01:30:27,479 --> 01:30:29,400
Speaker 4: sounds like a cool name. But it was a T

1701
01:30:29,520 --> 01:30:33,800
Speaker 4: shirt brand I built a while ago. So that's why

1702
01:30:33,800 --> 01:30:36,640
Speaker 4: I changed. However, I changed my name, but I never

1703
01:30:36,720 --> 01:30:39,120
Speaker 4: stopped changing it. I never changed the message.

1704
01:30:39,840 --> 01:30:42,120
Speaker 2: Yeah, I feel like just for like the new entrepreneur,

1705
01:30:42,640 --> 01:30:43,519
Speaker 2: maybe you can give them some.

1706
01:30:43,840 --> 01:30:47,200
Speaker 1: Advice here, Like they'll have a page and then it'll

1707
01:30:47,200 --> 01:30:49,679
Speaker 1: be the product, but you'll see pictures of their kids

1708
01:30:49,680 --> 01:30:51,160
Speaker 1: and have nothing to do with the product. Or they

1709
01:30:51,240 --> 01:30:54,360
Speaker 1: might have went to Aruba and that's on the page

1710
01:30:54,360 --> 01:30:59,920
Speaker 1: and the product. Right, that's separation of business and personal thoughts.

1711
01:30:59,640 --> 01:31:08,760
Speaker 4: On that, bruh. Social media is not for unless you're

1712
01:31:08,760 --> 01:31:11,160
Speaker 4: building a personal brand. If you're trying to sell a product,

1713
01:31:11,520 --> 01:31:14,240
Speaker 4: everything you need, everything on your page needs to be

1714
01:31:14,280 --> 01:31:16,560
Speaker 4: about that product. Listen to this and I want you

1715
01:31:16,640 --> 01:31:20,799
Speaker 4: all to take notes. Social media is either a tool

1716
01:31:21,080 --> 01:31:24,320
Speaker 4: or a toy. It's either a tool or a toy.

1717
01:31:25,400 --> 01:31:30,120
Speaker 4: My whole life, social media has been a tool. I

1718
01:31:30,280 --> 01:31:34,200
Speaker 4: use the tool to build stuff. Sleep Is for Suckers

1719
01:31:34,240 --> 01:31:38,200
Speaker 4: every day on my page. I don't care to share

1720
01:31:39,040 --> 01:31:41,880
Speaker 4: that me and my friends are out at the club,

1721
01:31:42,400 --> 01:31:46,160
Speaker 4: so what that has nothing to do with my business.

1722
01:31:47,000 --> 01:31:50,080
Speaker 4: Everything needs to be strategic. So some people use it

1723
01:31:50,080 --> 01:31:53,800
Speaker 4: as a toy. You scroll, you play on social media

1724
01:31:53,880 --> 01:31:58,040
Speaker 4: and you're looking at ig models and you like posting

1725
01:31:58,120 --> 01:32:01,880
Speaker 4: funny memes. That does nothing for or your brand. Now,

1726
01:32:02,760 --> 01:32:06,120
Speaker 4: once you really start to like understand the brand that

1727
01:32:06,160 --> 01:32:10,080
Speaker 4: you're building, the persona well, I will throw something of

1728
01:32:10,120 --> 01:32:14,800
Speaker 4: me and my wife on my page because I want

1729
01:32:14,840 --> 01:32:19,280
Speaker 4: people to know that this shows commitment. I like, I don't.

1730
01:32:19,280 --> 01:32:22,559
Speaker 4: I don't get nothing from like bragging on my wife

1731
01:32:22,800 --> 01:32:26,120
Speaker 4: or posting my wife. That doesn't That doesn't do anything

1732
01:32:26,160 --> 01:32:29,880
Speaker 4: for me personally, but it does show my audience. Yo,

1733
01:32:29,960 --> 01:32:34,679
Speaker 4: this is a faithful, committed man. He's committed. He's willing

1734
01:32:34,680 --> 01:32:37,519
Speaker 4: to post his wife. That says something about my brand.

1735
01:32:37,880 --> 01:32:40,280
Speaker 4: Sometimes I'll post a picture of my kids because what

1736
01:32:40,400 --> 01:32:45,639
Speaker 4: that says is, oh, he's a family man. I'm not

1737
01:32:45,800 --> 01:32:47,639
Speaker 4: just trying to show you all my kids. I don't

1738
01:32:47,640 --> 01:32:49,320
Speaker 4: care if you ever know what my kids look like.

1739
01:32:49,840 --> 01:32:53,439
Speaker 4: But my everything I post on my social media is

1740
01:32:53,479 --> 01:32:57,240
Speaker 4: to shape the mind of the person watching that this

1741
01:32:57,320 --> 01:33:01,640
Speaker 4: is who this person is. So I'm asking y'all to

1742
01:33:01,720 --> 01:33:06,000
Speaker 4: take social media more seriously. Stop treating it like a toy.

1743
01:33:06,240 --> 01:33:08,840
Speaker 4: Stop playing with social media. If you want to share

1744
01:33:08,880 --> 01:33:11,360
Speaker 4: stuff with your family, do that on Facebook or in

1745
01:33:11,360 --> 01:33:14,080
Speaker 4: the group chat. If you want to share funny means

1746
01:33:14,160 --> 01:33:16,920
Speaker 4: text it to your friends, but keep it on social

1747
01:33:17,000 --> 01:33:20,080
Speaker 4: media and less and less. It's a part of the

1748
01:33:20,160 --> 01:33:23,200
Speaker 4: brand and the idea that you're shaping in the mind

1749
01:33:23,240 --> 01:33:26,160
Speaker 4: of people. That's how that's how pro social media.

1750
01:33:27,520 --> 01:33:30,280
Speaker 3: And then also before we leave this topic, is I

1751
01:33:30,320 --> 01:33:33,720
Speaker 3: also wanted to the promotion comes in a few different ways, right,

1752
01:33:33,760 --> 01:33:37,599
Speaker 3: So you talked about of course social media and then

1753
01:33:37,680 --> 01:33:43,200
Speaker 3: like email, text marketing, that's marketing, right, But the best

1754
01:33:43,240 --> 01:33:45,599
Speaker 3: way to actually market is through word of mouth. So

1755
01:33:45,640 --> 01:33:49,280
Speaker 3: you can create that organically just by creating good content

1756
01:33:49,360 --> 01:33:51,479
Speaker 3: or just creating a buzz and people just talk about it,

1757
01:33:51,760 --> 01:33:53,400
Speaker 3: or you can be a little bit more forceful. So

1758
01:33:53,560 --> 01:33:59,200
Speaker 3: for people in services, vitally important to always get referrals, right,

1759
01:33:59,280 --> 01:34:03,320
Speaker 3: and that's something and that is a lifeline for entrepreneurs,

1760
01:34:03,400 --> 01:34:06,280
Speaker 3: especially in the service based industry. But I think people

1761
01:34:06,360 --> 01:34:07,680
Speaker 3: kind of go about it the wrong way. They just

1762
01:34:07,760 --> 01:34:10,599
Speaker 3: acts like do you know anybody that I can work

1763
01:34:10,640 --> 01:34:14,760
Speaker 3: with and the human response is let me think about it,

1764
01:34:15,320 --> 01:34:18,479
Speaker 3: And what that means is that they are never going

1765
01:34:18,560 --> 01:34:20,120
Speaker 3: to get back to you with anything. Right. You got

1766
01:34:20,120 --> 01:34:23,000
Speaker 3: to have a system in place to actually kind of

1767
01:34:23,040 --> 01:34:26,400
Speaker 3: pin them down for refro, right, Like, so it's like, okay,

1768
01:34:26,439 --> 01:34:30,760
Speaker 3: do you know anybody that fits this criteria? Right, and

1769
01:34:30,800 --> 01:34:34,120
Speaker 3: then kind of put them on the spot like, do

1770
01:34:34,160 --> 01:34:37,439
Speaker 3: you mind giving me their their information now? Right? And

1771
01:34:37,520 --> 01:34:40,680
Speaker 3: they're like, well, what they're going to say is I

1772
01:34:40,720 --> 01:34:43,439
Speaker 3: want to talk to them first. I would actually want

1773
01:34:43,439 --> 01:34:45,880
Speaker 3: you to talk to them, but I know that you're busy,

1774
01:34:46,439 --> 01:34:48,040
Speaker 3: so I don't want you to forget. So if you

1775
01:34:48,080 --> 01:34:51,559
Speaker 3: give me the information, then what I'll do in two days,

1776
01:34:52,080 --> 01:34:55,519
Speaker 3: I'll contact you to see if you spoke to them first,

1777
01:34:55,720 --> 01:34:59,559
Speaker 3: which is best practices anyway, because if not, then it's

1778
01:34:59,560 --> 01:35:02,800
Speaker 3: just like a col call. Right. So you got to

1779
01:35:02,880 --> 01:35:04,840
Speaker 3: kind of make it a little bit uncomfortable to get

1780
01:35:04,840 --> 01:35:08,160
Speaker 3: the referrals, but it's worth it. In any type of

1781
01:35:08,800 --> 01:35:13,000
Speaker 3: service or sales business that you're doing. That's a way

1782
01:35:13,040 --> 01:35:17,200
Speaker 3: of marketing too, because when they're contacting somebody, they're not

1783
01:35:17,240 --> 01:35:19,000
Speaker 3: just going to say hey, I gave this person your number.

1784
01:35:19,120 --> 01:35:20,800
Speaker 3: They're going to say, hey, you know, I've been working

1785
01:35:20,800 --> 01:35:24,000
Speaker 3: with this this lady. She did my hair. Let's say

1786
01:35:24,000 --> 01:35:26,120
Speaker 3: you a hair stylish, right, Hey, she did my hair.

1787
01:35:26,160 --> 01:35:28,640
Speaker 3: You know she she's really dope, and you know she

1788
01:35:28,640 --> 01:35:30,640
Speaker 3: she asked me for a few of my friends. So

1789
01:35:31,040 --> 01:35:33,200
Speaker 3: I gave her your number. And then they're going to say, like, well,

1790
01:35:33,720 --> 01:35:36,280
Speaker 3: is she good? Yeah, no, she's she's good. They're endorsing

1791
01:35:36,320 --> 01:35:39,040
Speaker 3: you already, right, so by the time you call her,

1792
01:35:40,360 --> 01:35:43,320
Speaker 3: it's it's already soft. It's not like a cold calls,

1793
01:35:43,479 --> 01:35:47,559
Speaker 3: it's a warm call. Right, So understanding how the position

1794
01:35:48,240 --> 01:35:52,160
Speaker 3: referrals is vitally important to the success of a business,

1795
01:35:52,200 --> 01:35:55,360
Speaker 3: and that's a form of marketing that I think people

1796
01:35:55,400 --> 01:35:58,599
Speaker 3: don't look at it as marketing or promotion, but that's

1797
01:35:58,640 --> 01:36:02,439
Speaker 3: actually probably even more efficient than buying a billboard, right,

1798
01:36:02,520 --> 01:36:06,080
Speaker 3: Like if you get ten people to really tell three

1799
01:36:06,120 --> 01:36:09,439
Speaker 3: people now as thirty people that you can actually have

1800
01:36:09,600 --> 01:36:11,479
Speaker 3: in your pipeline. You always want to have people in

1801
01:36:11,479 --> 01:36:15,920
Speaker 3: your pipeline. So the referrals not talked about enough, but

1802
01:36:16,120 --> 01:36:19,960
Speaker 3: for entrepreneurs vitally, vitally.

1803
01:36:19,600 --> 01:36:23,479
Speaker 4: Important, absolutely, and I think the prerequisite to that is

1804
01:36:24,360 --> 01:36:26,680
Speaker 4: actually service them well you know what I mean, like

1805
01:36:27,479 --> 01:36:30,720
Speaker 4: make sure it's a referral where like what they call like, Yo,

1806
01:36:30,920 --> 01:36:33,519
Speaker 4: your man's called me about the bitten Yo, are they good?

1807
01:36:34,080 --> 01:36:36,960
Speaker 4: Make sure they're saying yep, it was an amazing experience.

1808
01:36:36,960 --> 01:36:39,000
Speaker 4: But I mean, yeah, it was. I mean it was.

1809
01:36:39,040 --> 01:36:43,400
Speaker 4: It's cool. He definitely, you know, it's cool. Make sure

1810
01:36:43,439 --> 01:36:49,000
Speaker 4: you're providing an amazing service. But I think at the

1811
01:36:49,080 --> 01:36:53,880
Speaker 4: end of the day, the goal is to spread your

1812
01:36:54,000 --> 01:37:01,680
Speaker 4: message to as many people as possible. And I think

1813
01:36:59,880 --> 01:37:05,400
Speaker 4: the missing piece to a lot of people is maybe

1814
01:37:05,439 --> 01:37:07,839
Speaker 4: we're always looking for people to give us the answer.

1815
01:37:08,439 --> 01:37:12,160
Speaker 4: But if you sat down for ten minutes, undistracted with

1816
01:37:12,200 --> 01:37:15,599
Speaker 4: your phone on silent, you'd come up with a creative

1817
01:37:15,640 --> 01:37:18,559
Speaker 4: way to get in front of more people. I'm like, yo,

1818
01:37:18,600 --> 01:37:21,200
Speaker 4: I like, go promote your business and you know how

1819
01:37:21,240 --> 01:37:24,160
Speaker 4: many people keep How many sales could you make? And

1820
01:37:24,200 --> 01:37:27,080
Speaker 4: this young lady said, well, I could probably make three

1821
01:37:27,120 --> 01:37:29,200
Speaker 4: sales by the end of the day. I said, well,

1822
01:37:29,200 --> 01:37:30,439
Speaker 4: what if I said I was going to give you

1823
01:37:30,439 --> 01:37:32,200
Speaker 4: ten thousand to make five sales by the end of

1824
01:37:32,200 --> 01:37:34,559
Speaker 4: the day, Because you do it? She said yes, which

1825
01:37:34,600 --> 01:37:38,559
Speaker 4: means something's missing on this internal motivation that you don't

1826
01:37:38,600 --> 01:37:39,960
Speaker 4: want to get out there. You can't be like a

1827
01:37:40,000 --> 01:37:43,080
Speaker 4: secret agent about your business. You can't keep your business

1828
01:37:43,160 --> 01:37:46,320
Speaker 4: a secret. You have to make it obvious that this

1829
01:37:46,360 --> 01:37:48,479
Speaker 4: is what you do. You've got to make it obvious.

1830
01:37:48,520 --> 01:37:51,160
Speaker 4: So believe in it, man, push it, promote it.

1831
01:37:51,360 --> 01:37:56,479
Speaker 3: But you also got to keep your clients. Client retention

1832
01:37:56,600 --> 01:38:01,840
Speaker 3: is vitally important. Thanks and getting like even that what

1833
01:38:02,040 --> 01:38:05,040
Speaker 3: you just describe people, that's how they look like. They

1834
01:38:05,040 --> 01:38:06,799
Speaker 3: got a hustle. I got to always meet new people.

1835
01:38:07,640 --> 01:38:10,920
Speaker 3: Not necessarily, if you keep a pipeline of people that

1836
01:38:10,960 --> 01:38:14,519
Speaker 3: you have in your ecosystem and then get referrals from

1837
01:38:14,560 --> 01:38:18,160
Speaker 3: those people, you don't you're not in that same hustle

1838
01:38:18,320 --> 01:38:20,679
Speaker 3: trying to get Like, if you have one hundred customers

1839
01:38:20,680 --> 01:38:24,960
Speaker 3: that's coming in right, let's say whatever, and you satisfy

1840
01:38:25,000 --> 01:38:28,800
Speaker 3: those hundred customers periodically, you ask them for referrals, they

1841
01:38:28,840 --> 01:38:31,280
Speaker 3: give you two three referrals at a time. Right before

1842
01:38:31,280 --> 01:38:33,760
Speaker 3: you know it, you're gonna have three hundred customers off

1843
01:38:33,760 --> 01:38:36,680
Speaker 3: that ecosystem. Of the one hundred customers very off their referrals.

1844
01:38:37,120 --> 01:38:40,200
Speaker 3: Now you're not necessarily you don't even have to actually

1845
01:38:40,680 --> 01:38:44,400
Speaker 3: go out and hustle and market. But if you don't

1846
01:38:44,439 --> 01:38:46,240
Speaker 3: look at it from that standpoint and you look at

1847
01:38:46,280 --> 01:38:50,200
Speaker 3: it as a revolving door. That's not a sustainable business

1848
01:38:50,200 --> 01:38:52,559
Speaker 3: model either, because that you're gonna get burnt out doing that. Right,

1849
01:38:52,600 --> 01:38:55,360
Speaker 3: Like if I just close you, the worst thing in sales,

1850
01:38:55,400 --> 01:38:57,400
Speaker 3: The worst thing to do is to get a close

1851
01:38:57,800 --> 01:39:00,479
Speaker 3: if you don't have a system in place, because you

1852
01:39:00,600 --> 01:39:02,800
Speaker 3: know that now you're broke again. Right, no matter how

1853
01:39:02,880 --> 01:39:05,000
Speaker 3: much money I made off of you, I'm broke again

1854
01:39:05,040 --> 01:39:07,920
Speaker 3: because I'm only as good as the last thing that

1855
01:39:07,920 --> 01:39:11,680
Speaker 3: I killed. So but if you got the ecosystem and

1856
01:39:11,720 --> 01:39:15,720
Speaker 3: you can keep this, and you got to make sure

1857
01:39:15,760 --> 01:39:21,000
Speaker 3: that you can a client usually buy. If you get

1858
01:39:21,040 --> 01:39:25,280
Speaker 3: one customer, they got to buy multiple different products, right,

1859
01:39:25,680 --> 01:39:28,799
Speaker 3: Like if they like you. So it's like if they

1860
01:39:28,800 --> 01:39:33,719
Speaker 3: if they subscribe to your subscription based model. Right, your

1861
01:39:33,840 --> 01:39:36,479
Speaker 3: job is to okay, let's we gotta sell a merch

1862
01:39:36,520 --> 01:39:39,160
Speaker 3: because they're part of the community. We're going through the event.

1863
01:39:39,240 --> 01:39:42,200
Speaker 3: They got to come to the event because they're part

1864
01:39:42,240 --> 01:39:46,120
Speaker 3: of you know, the tribe. Right. They gotta buy my

1865
01:39:46,200 --> 01:39:50,559
Speaker 3: book when the book comes out, because before you know it,

1866
01:39:50,600 --> 01:39:57,280
Speaker 3: you've sold one person six different things. That's that's important

1867
01:39:57,280 --> 01:39:58,680
Speaker 3: to a lot of people will leave money on the

1868
01:39:58,720 --> 01:40:01,400
Speaker 3: table because they don't look at it like that. They

1869
01:40:01,439 --> 01:40:03,759
Speaker 3: just look at it as a revolving door. I'm selling

1870
01:40:03,800 --> 01:40:06,880
Speaker 3: one thing. I sold the ticket, all right, Okay, keep

1871
01:40:06,880 --> 01:40:10,519
Speaker 3: it going. Nah, that that client should be not only

1872
01:40:10,560 --> 01:40:14,240
Speaker 3: giving you other clients, but buying multiple things frust the ecosystem.

1873
01:40:14,439 --> 01:40:16,680
Speaker 1: That's the recurring item, right. So we talked about the

1874
01:40:16,720 --> 01:40:19,400
Speaker 1: recurring monthly, but the recurring item, right. So like now

1875
01:40:19,439 --> 01:40:21,080
Speaker 1: I have a new item. It's a new year.

1876
01:40:21,080 --> 01:40:22,080
Speaker 2: There's a new product, right.

1877
01:40:22,120 --> 01:40:25,080
Speaker 1: It might be like you said, it could be an event,

1878
01:40:25,120 --> 01:40:26,840
Speaker 1: it could be a tour, it could be a book.

1879
01:40:27,120 --> 01:40:29,559
Speaker 1: It could be an entirely new product that we're offering

1880
01:40:29,600 --> 01:40:31,760
Speaker 1: that we've never done before. But you got to be innovative.

1881
01:40:31,800 --> 01:40:34,000
Speaker 1: Like that's one of those things too. But as I'm

1882
01:40:34,040 --> 01:40:36,720
Speaker 1: listening to y'all talking, I'm wondering for that person who

1883
01:40:36,760 --> 01:40:38,880
Speaker 1: doesn't come from sales, and that person who might be

1884
01:40:38,920 --> 01:40:43,240
Speaker 1: an extreme introvert, Like, what are the things that that

1885
01:40:43,320 --> 01:40:44,840
Speaker 1: person does in this space?

1886
01:40:45,000 --> 01:40:46,920
Speaker 2: Is it find a partner with those.

1887
01:40:46,720 --> 01:40:49,479
Speaker 1: Strengths or are there's some strategies that they can use

1888
01:40:49,680 --> 01:40:52,200
Speaker 1: to actually try to I guess it would I don't

1889
01:40:52,200 --> 01:40:54,320
Speaker 1: know if it would be fair, but try to combat

1890
01:40:54,400 --> 01:40:57,559
Speaker 1: some of the things that they lack when it comes because, yeah,

1891
01:40:57,560 --> 01:40:59,040
Speaker 1: if I'm a nine to five, I've never been in

1892
01:40:59,080 --> 01:41:02,000
Speaker 1: this entrepreneurial journe This is all new. How do I

1893
01:41:02,040 --> 01:41:04,960
Speaker 1: get these skills? How do I how do I accumulate them?

1894
01:41:05,040 --> 01:41:08,120
Speaker 4: Yeah, I mean I think it's it's going to come

1895
01:41:08,160 --> 01:41:10,280
Speaker 4: down to a decision because somebody put it in. It

1896
01:41:10,360 --> 01:41:13,000
Speaker 4: was earlier in the conversation. They put it in a chat.

1897
01:41:13,280 --> 01:41:19,000
Speaker 4: But I'm bad at sales. Yeah, get better at it exactly.

1898
01:41:19,120 --> 01:41:21,880
Speaker 4: I mean you want to walk out if you want

1899
01:41:21,920 --> 01:41:23,559
Speaker 4: to walk around with that handicap for the.

1900
01:41:23,479 --> 01:41:27,040
Speaker 3: Rest of your life, tell yourself you bad at sales.

1901
01:41:27,080 --> 01:41:28,160
Speaker 3: You don't be bad at sales.

1902
01:41:29,080 --> 01:41:31,920
Speaker 4: One hundred I mean not for you know that first

1903
01:41:32,040 --> 01:41:34,760
Speaker 4: hundred thousand you can make all shaer hustle and on

1904
01:41:34,880 --> 01:41:38,479
Speaker 4: your own. I'm making more. Making millions takes you know,

1905
01:41:38,520 --> 01:41:41,360
Speaker 4: a little more leadership and you know, building team and

1906
01:41:41,400 --> 01:41:44,840
Speaker 4: all that kind of stuff. But yeah, we gotta we

1907
01:41:44,880 --> 01:41:47,200
Speaker 4: gotta start somewhere. If you're not an entrepreneur, but you

1908
01:41:47,240 --> 01:41:50,160
Speaker 4: want to be an entrepreneur, I'm telling you go get

1909
01:41:50,160 --> 01:41:52,200
Speaker 4: a product that you think people are going to like

1910
01:41:52,840 --> 01:41:56,360
Speaker 4: and attempt to make a sale. Someone's going to buy

1911
01:41:56,400 --> 01:41:59,840
Speaker 4: from you. Someone's going to buy from you. But I

1912
01:42:00,000 --> 01:42:02,519
Speaker 4: I don't want you to get upset when your friends

1913
01:42:02,520 --> 01:42:06,439
Speaker 4: and family don't. So there are people that get upset because, oh,

1914
01:42:06,520 --> 01:42:08,760
Speaker 4: my best friend didn't buy for me. I try to

1915
01:42:08,760 --> 01:42:12,320
Speaker 4: start a business, but nobody supports me. Well, your business

1916
01:42:12,320 --> 01:42:15,040
Speaker 4: shouldn't be built off support anyway. Your business needs to

1917
01:42:15,040 --> 01:42:18,360
Speaker 4: be built off you solving a problem for people, find

1918
01:42:18,400 --> 01:42:21,240
Speaker 4: more people to solve a problem for, and just try

1919
01:42:21,280 --> 01:42:24,320
Speaker 4: to make a sale. Whether you win or lose in

1920
01:42:24,320 --> 01:42:28,759
Speaker 4: this scenario doesn't matter. How much money you make doesn't matter.

1921
01:42:29,360 --> 01:42:31,639
Speaker 4: But you should be proud of yourself that you started.

1922
01:42:31,920 --> 01:42:34,760
Speaker 4: You went through a process, you got this idea out

1923
01:42:34,760 --> 01:42:38,200
Speaker 4: of your head into the world, and now you've asked

1924
01:42:38,200 --> 01:42:40,639
Speaker 4: some people to buy. I don't care if you ask

1925
01:42:40,680 --> 01:42:43,479
Speaker 4: one person a week, Well next week, go as two people.

1926
01:42:44,000 --> 01:42:46,720
Speaker 4: I don't care how many people actually buy. You just

1927
01:42:46,800 --> 01:42:49,519
Speaker 4: need to get in the game. You cannot learn how

1928
01:42:49,560 --> 01:42:52,559
Speaker 4: to make a million dollars on a webinar. You can't

1929
01:42:52,600 --> 01:42:54,880
Speaker 4: learn make a million dollars on this hour and a

1930
01:42:54,920 --> 01:42:58,240
Speaker 4: half live. You can't learn how to swim by reading

1931
01:42:58,240 --> 01:43:00,439
Speaker 4: a book about it. You got to jump in the

1932
01:43:00,439 --> 01:43:04,960
Speaker 4: pool almost drown. Check your victly get out one day

1933
01:43:05,600 --> 01:43:07,320
Speaker 4: and then someone tells you what you did wrong? Do

1934
01:43:07,400 --> 01:43:09,240
Speaker 4: you jump back in and you get to tread a

1935
01:43:09,280 --> 01:43:11,000
Speaker 4: little bit. It's a lot going on that you get

1936
01:43:11,000 --> 01:43:14,000
Speaker 4: out and you take another lesson, maybe you watch some

1937
01:43:14,040 --> 01:43:17,479
Speaker 4: more videos. You learn if you have a if you

1938
01:43:17,520 --> 01:43:20,040
Speaker 4: have a handicap that you know is keeping you back,

1939
01:43:21,000 --> 01:43:23,480
Speaker 4: you get to decide if you keep that handicap.

1940
01:43:23,080 --> 01:43:25,880
Speaker 3: Or not, and you have to work with somebody else.

1941
01:43:26,200 --> 01:43:31,120
Speaker 3: That's important too, if you if selling is something that

1942
01:43:31,160 --> 01:43:36,200
Speaker 3: can be learned, but it also is a skill, it's

1943
01:43:36,200 --> 01:43:39,200
Speaker 3: like anything right, like you are. Some people are more

1944
01:43:39,240 --> 01:43:42,960
Speaker 3: talented than others when it comes to actually being able

1945
01:43:43,000 --> 01:43:48,519
Speaker 3: to communicate, sell, playoff of emotions. So if you if

1946
01:43:48,600 --> 01:43:53,000
Speaker 3: you just cannot put it together to do that, then

1947
01:43:53,040 --> 01:43:55,760
Speaker 3: you you have to find somebody that can do that

1948
01:43:55,880 --> 01:43:59,280
Speaker 3: for you, because there's no good you can't. You can't

1949
01:43:59,320 --> 01:44:02,800
Speaker 3: have a business if you're not selling something. So if

1950
01:44:03,720 --> 01:44:06,240
Speaker 3: I would say, like like Dave said, you got to

1951
01:44:06,240 --> 01:44:08,479
Speaker 3: try it yourself, you gotta you know, but if all

1952
01:44:08,520 --> 01:44:12,719
Speaker 3: else fails and you completely just cannot do it, then

1953
01:44:12,960 --> 01:44:15,680
Speaker 3: you have to find somebody that's strong where you're weak.

1954
01:44:15,720 --> 01:44:20,880
Speaker 4: At m or join somebody else's business. You ain't none.

1955
01:44:21,160 --> 01:44:23,200
Speaker 4: First off. First off, it's nothing wrong with being a

1956
01:44:23,280 --> 01:44:26,760
Speaker 4: job having a job, and there's some there are people

1957
01:44:26,800 --> 01:44:28,920
Speaker 4: who have jobs that make more than all of us

1958
01:44:28,960 --> 01:44:33,479
Speaker 4: on this line. They add value to a company. A

1959
01:44:33,600 --> 01:44:37,400
Speaker 4: CEO doesn't necessarily own the business, but there are CEOs

1960
01:44:37,600 --> 01:44:41,439
Speaker 4: that make a hundred million dollars because they solve a problem.

1961
01:44:41,520 --> 01:44:44,720
Speaker 4: They add value. Listen, the only way to get rich

1962
01:44:44,800 --> 01:44:48,439
Speaker 4: is not through my entrepreneurship. And some of you don't

1963
01:44:48,439 --> 01:44:53,920
Speaker 4: need to force it. Maybe you're you're not you're you've

1964
01:44:53,960 --> 01:44:58,400
Speaker 4: declared YO. Making a sale is not for me. However,

1965
01:44:58,720 --> 01:45:02,720
Speaker 4: me putting an organization together or assystem together for an

1966
01:45:02,960 --> 01:45:07,680
Speaker 4: existing company, that would be my bag. Well, maybe you

1967
01:45:07,760 --> 01:45:10,200
Speaker 4: come in add some value and you ask for equity

1968
01:45:10,240 --> 01:45:12,360
Speaker 4: for your skill set. You can still be an entrepreneur,

1969
01:45:12,920 --> 01:45:16,240
Speaker 4: but you're adding value for equity in a particular company.

1970
01:45:16,320 --> 01:45:19,400
Speaker 4: I do that. I've been doing that lately. Where I

1971
01:45:19,439 --> 01:45:21,240
Speaker 4: have a skill set. I don't have the time and

1972
01:45:21,280 --> 01:45:24,479
Speaker 4: capacity to be out there hustling, but they hustling. I

1973
01:45:24,520 --> 01:45:27,680
Speaker 4: have insight, I have relationships with the things that I have.

1974
01:45:29,120 --> 01:45:32,320
Speaker 4: I can be a part of this. So I don't

1975
01:45:32,360 --> 01:45:34,639
Speaker 4: want y'all to think that the only way to become

1976
01:45:34,680 --> 01:45:37,960
Speaker 4: successful is to even get good at sales. If you

1977
01:45:38,080 --> 01:45:40,920
Speaker 4: desire to build your own thing, it's some things you

1978
01:45:41,120 --> 01:45:43,840
Speaker 4: just gotta do. But ain't nothing wrong with joining somebody

1979
01:45:43,880 --> 01:45:45,920
Speaker 4: else's movement, and nothing wrong would be at a part

1980
01:45:45,920 --> 01:45:47,559
Speaker 4: of somebody else's company.

1981
01:45:48,080 --> 01:45:51,479
Speaker 3: There you have it, a lot of good information I

1982
01:45:51,479 --> 01:45:56,360
Speaker 3: think people can utilize in so many different aspects of

1983
01:45:57,240 --> 01:46:00,360
Speaker 3: starting their journey or if they already are on their

1984
01:46:00,439 --> 01:46:04,719
Speaker 3: journey of entrepreneurship. So Dave always a pleasure. Any last

1985
01:46:04,720 --> 01:46:05,840
Speaker 3: words that you would like to say.

1986
01:46:08,360 --> 01:46:12,440
Speaker 4: Yeah, man, the next two months are very very critical

1987
01:46:12,479 --> 01:46:16,720
Speaker 4: to your success. So we got November December coming up.

1988
01:46:18,600 --> 01:46:22,400
Speaker 4: Some of you may not need to focus on building

1989
01:46:22,439 --> 01:46:25,800
Speaker 4: something big this year, but maybe you have these next

1990
01:46:25,800 --> 01:46:28,719
Speaker 4: two months to lay a foundation for an explosive twenty

1991
01:46:28,760 --> 01:46:31,960
Speaker 4: twenty five. So what we'll do over the next two

1992
01:46:32,000 --> 01:46:34,400
Speaker 4: months is identify the things we need to get better at.

1993
01:46:34,439 --> 01:46:37,160
Speaker 4: Maybe we spend the next two months figuring out what

1994
01:46:37,240 --> 01:46:39,599
Speaker 4: product or service we're going to offer. We don't got

1995
01:46:39,600 --> 01:46:42,880
Speaker 4: to rush it for Black Friday. We are preparing ourselves.

1996
01:46:43,360 --> 01:46:46,400
Speaker 4: We are saving some money to put into this camera

1997
01:46:46,439 --> 01:46:48,040
Speaker 4: that we're going to get because we're going to start

1998
01:46:48,040 --> 01:46:51,240
Speaker 4: this new career of photography. The next two months are

1999
01:46:51,240 --> 01:46:54,679
Speaker 4: going to be very, very critical to your success because

2000
01:46:54,680 --> 01:46:57,320
Speaker 4: these next two months lay the foundation for the following

2001
01:46:57,400 --> 01:46:59,960
Speaker 4: twelve And if you will take the next two month

2002
01:47:00,680 --> 01:47:05,360
Speaker 4: November and December twenty twenty four seriously coming up with

2003
01:47:05,400 --> 01:47:08,879
Speaker 4: an idea, improving your skill set, working on your networking,

2004
01:47:08,960 --> 01:47:12,200
Speaker 4: asking all the questions that need to be asked, I

2005
01:47:12,479 --> 01:47:16,439
Speaker 4: guarantee you twenty twenty four, twenty twenty five will look

2006
01:47:16,600 --> 01:47:19,599
Speaker 4: so much different than every other year of your life.

2007
01:47:19,600 --> 01:47:22,880
Speaker 4: So we about to lock in next two months. Let's

2008
01:47:22,960 --> 01:47:23,680
Speaker 4: get to it.

2009
01:47:24,479 --> 01:47:27,519
Speaker 3: Thank you, Dave, I appreciate it. And yeah, community is

2010
01:47:27,560 --> 01:47:30,960
Speaker 3: vitally important. That book that I said twelve week year,

2011
01:47:31,439 --> 01:47:33,519
Speaker 3: we actually read that book in our book club. We

2012
01:47:33,560 --> 01:47:38,000
Speaker 3: have a book club at Eyo University. So this at midnight,

2013
01:47:38,600 --> 01:47:43,920
Speaker 3: that offer, speaking of sales, that offer that we ran

2014
01:47:43,960 --> 01:47:47,360
Speaker 3: on market Mondays as far as this is the last

2015
01:47:47,360 --> 01:47:49,599
Speaker 3: sale that we're actually doing for the year, Fuo University

2016
01:47:50,240 --> 01:47:55,880
Speaker 3: is over and the code is market Mondays at eyouniversity

2017
01:47:55,880 --> 01:47:59,320
Speaker 3: dot com. And sometimes in life day you need to

2018
01:47:59,360 --> 01:48:03,559
Speaker 3: be part of a community well like minded individuals that

2019
01:48:03,600 --> 01:48:06,840
Speaker 3: can help push you you learn from you can find

2020
01:48:06,880 --> 01:48:09,599
Speaker 3: business partners. You got to be part of a tribe.

2021
01:48:09,880 --> 01:48:14,599
Speaker 3: You can go fast alone, but you can go far together.

2022
01:48:14,840 --> 01:48:21,000
Speaker 3: So Eyo University dot Com, Cold Market, Mondays, Midnight, Cinderella,

2023
01:48:22,080 --> 01:48:23,240
Speaker 3: the Slipper.

2024
01:48:23,240 --> 01:48:26,080
Speaker 2: When When when the clock hits November one?

2025
01:48:29,360 --> 01:48:31,880
Speaker 3: Dave always a pleasure, my brother man.

2026
01:48:31,800 --> 01:48:32,479
Speaker 2: Appreciate you.

2027
01:48:33,320 --> 01:48:34,519
Speaker 4: Thanks for having me, gentlemen.

2028
01:48:34,760 --> 01:48:42,559
Speaker 2: All right, y'all be safe, all right, man, we gotta

2029
01:48:42,560 --> 01:48:43,720
Speaker 2: say good night to the folks. Man.

2030
01:48:44,280 --> 01:48:49,440
Speaker 3: All right, guys, thank you, guys. Play the replay. Subscribe

2031
01:48:49,520 --> 01:48:54,720
Speaker 3: to earn your leisure on audio podcast. Please Apple and

2032
01:48:54,800 --> 01:48:58,920
Speaker 3: Spotify if you are listening on the audio side, and

2033
01:48:59,479 --> 01:49:02,320
Speaker 3: we will be back. We'll be in Houston on Saturday

2034
01:49:02,360 --> 01:49:05,479
Speaker 3: for it in person event for you at University. And

2035
01:49:05,600 --> 01:49:07,719
Speaker 3: of course we'll be back on Monday with a very

2036
01:49:07,760 --> 01:49:14,200
Speaker 3: special episode of Market Monday's presidential debate, bringing some very

2037
01:49:14,280 --> 01:49:17,920
Speaker 3: high profile people on on the Republican side, on the

2038
01:49:17,960 --> 01:49:22,560
Speaker 3: Democratic side. That will be the last opportunity before election Tuesday,

2039
01:49:23,720 --> 01:49:25,320
Speaker 3: So very big moment.

2040
01:49:26,240 --> 01:49:28,479
Speaker 1: And we still got the market. We got still the market.

2041
01:49:29,040 --> 01:49:31,000
Speaker 1: I mean today was crazy, so we definitely got to

2042
01:49:31,000 --> 01:49:31,479
Speaker 1: talk about that.

2043
01:49:31,560 --> 01:49:32,920
Speaker 2: We just saw what.

2044
01:49:33,000 --> 01:49:37,200
Speaker 1: Happened with uh uh super semi uh so.

2045
01:49:37,400 --> 01:49:37,639
Speaker 4: Yeah.

2046
01:49:37,680 --> 01:49:39,599
Speaker 1: A lot of talk about by Monday man, and it's

2047
01:49:39,640 --> 01:49:41,200
Speaker 1: it's pre election, which is crazy.

2048
01:49:41,520 --> 01:49:44,559
Speaker 2: I think early voting ends in New York on Sunday.

2049
01:49:44,840 --> 01:49:49,519
Speaker 1: Shot to everybody that that has taken that liberty should

2050
01:49:49,520 --> 01:49:51,000
Speaker 1: be should be interesting week ahead.

2051
01:49:52,280 --> 01:49:52,720
Speaker 3: Do you have it?

2052
01:49:52,800 --> 01:49:54,479
Speaker 2: Guys, love us love, we see our peace.

2053
01:50:02,479 --> 01:50:06,160
Speaker 5: An illegal alien from Guatemala charged with raping a child

2054
01:50:06,160 --> 01:50:09,960
Speaker 5: in Massachusetts. An MS thirteen gang member from Al Salvador

2055
01:50:10,200 --> 01:50:14,360
Speaker 5: accused of murdering a Texas man of Venezuelan charged with

2056
01:50:14,400 --> 01:50:18,320
Speaker 5: filming and selling child pornography in Michigan. These are just

2057
01:50:18,400 --> 01:50:22,160
Speaker 5: some of the heinous migrant criminals caught because of President

2058
01:50:22,200 --> 01:50:23,680
Speaker 5: Donald J. Trump's leadership.

2059
01:50:23,960 --> 01:50:27,560
Speaker 6: I'm Christy nom the United States Secretary of Homeland Security.

2060
01:50:27,920 --> 01:50:31,680
Speaker 6: Under President Trump, attempted illegal border crossings are at the

2061
01:50:31,720 --> 01:50:35,559
Speaker 6: lowest levels ever recorded, and over one hundred thousand illegal

2062
01:50:35,600 --> 01:50:39,400
Speaker 6: aliens have been arrested. If you are here illegally, your

2063
01:50:39,520 --> 01:50:43,680
Speaker 6: next you will be fined nearly one thousand dollars a day, imprisoned,

2064
01:50:43,960 --> 01:50:44,640
Speaker 6: and deported.

2065
01:50:45,080 --> 01:50:46,280
Speaker 5: You will never return.

2066
01:50:46,600 --> 01:50:49,600
Speaker 6: But if you register using our CBP home app and

2067
01:50:49,720 --> 01:50:53,040
Speaker 6: leave now, you could be allowed to return legally. Do

2068
01:50:53,160 --> 01:50:58,280
Speaker 6: what's right, leave now under President Trump, America's laws, Border

2069
01:50:58,479 --> 01:50:59,720
Speaker 6: and families will be

2070
01:50:59,720 --> 01:51:02,559
Speaker 2: Pret tactic sponsored by the United States Department of Homeland Security,